‘Aim for niche markets – a positive in hard times’

Even during trying economic times,
some companies come to the fore,
finding niche markets that still
offer growing business opportunities.
One such is Robertson Freight which,
in its ten years of existence, has found a
lucrative niche in project cargo.
The company’s main focus in the field
lies in West African regions, where it is
actively involved (both on an import and
export basis) with countries like Angola,
Sierra Leone, Nigeria and Congo DRC.
They also co-ordinate regular project
cargoes from the USA Gulf regions to
select markets north of Angola.
According to Neil Robertson,
however, the size of these projects has
drastically reduced.
“Honestly speaking, anyone who
says the pace hasn’t slackened with the
economic downturn should consider
themselves fortunate.”
That said, he adds that even since the
beginning of April there has been an
upturn in export volumes:
“We are confident that this trend will
increase as our shippers start realising that
current projects have to be continued and
completed to bear the fruits of the initial
investments by the major players in the
oilfield and mining sectors.
“However, securing finance for these
projects will not be as easy to come by
as before, but we do have some dynamic
clients who can diversify to weather the
global economic downturn.”
“Never say No”, could be the
Robertson Freight motto.
Having recently quoted a local
company to ship antennae and
communication equipment to East Africa,
their outlook remains nothing but positive.
Other recent projects include:
● The handling of the charter of a multipurpose
vessel to ship a dismantled brickmaking
plant from Cape Town to
Luanda, and
● Assisting in the charter of another
multi-purpose vessel to accommodate
a load of dismantled diamond mining
equipment.
Not easy of course. The former
involved shipping huge cement silos,
tons of drying racks, conveyors and kiln
equipment, flat-racks and several 20’and
40’ GP containers.
The latter eventually involved roadhauling
from Gauteng to Richards Bay
and shipping to Sierra Leone.
Despite all these day-to-day challenges,
according to Robertson the biggest
problem facing the company is getting
payment secured prior to shipment, and
the release of the necessary documents.
“In most instances we have been
fortunate to have been involved with
reputable shippers who have proper
guarantees set in place.
“Co-ordinating transport of these
project cargoes poses a problem, but it
can be avoided by using the service of
reputable transporters.
“They may cost more, but it ensures
deadlines are met.
“Otherwise delays can mean the loss of
thousands of dollars a day in charter costs,
which may not have been budgeted by
the shippers.”