While general
exports out
of Italy to
South Africa
are decreasing, the demand
for high-quality goods and
specialist equipment – such
as agricultural spare parts
– is keeping the market
running, says sales manager
for General Export (Genex) in
Italy, Chiara Paoli.
FTW spoke to her and
Raymond Cutts, marketing
director for International
Liner Agencies (ILA) –
Genex’s exclusive partner in
SA since 1995 – during Paoli’s
annual visit to South Africa
last month. She said there
was currently a demand from
South Africa
for products such as tiles,
plumbing supplies, building
supplies, machinery and
specialised industrial
supplies.
Cutts told FTW that ILA’s
exclusive partnership with
Genex over the years had
enabled it to compete against
the trend of appointing global
service providers. “This has
empowered us to grow our
market share on
this key
trade lane,”
he said.
Paoli added
that ILA’s
neutrality,
reliability,
consistency
and ‘old
school values’
were what had
enabled Genex to continue
to serve the SA market. “This
is one of the best and most
strategic partnerships we
have, mainly because ILA
has been so consistent in such
an inconsistent marketplace.
They provide constant
feedback and our strategies are
continuously aligned.”
Cutts said that freight
movement and consolidation
was very complex – for
example having to ensure
that cargo fits, the special
arrangements for hazardous
cargo and/or irregularly sized
cargo. “Over and above that,
pricing is always a concern and
long-term business can be lost
for a difference in price of one
dollar. We are always looking
at compromises and have to
carefully weigh the value of
the cargo versus the client’s
expectation,” he said.
CAPTION
Raymond Cutts and Chiara Paoli… strategic partnership.
