Competition and complementarity between seaports and hinterlands for locating distribution activities.

A locational duality in port-related distribution activities is emerging. In some regions, distribution activities have moved from ports to inland locations, driven in part by ‘push factors’ such as port congestion and scarcity of land for container handling activities, or by ‘pull factors’ such as the growth of intermodal corridors, the influence of inland terminals and the changing economic geography in the hinterland. In other regions, ports retain their traditional role as centres of distribution and warehousing activity. More recently, the focus on ‘port-centric logistics’ is indicative that some regions are refocusing on ports as potential locations for large distribution centres. The result has been a growing competition, but also complementarity, between ports and inland locations concerning the location of distribution activities, driven not only by market forces but also by institutional settings and the governance relations between the actors involved. This report provides an overview of regional differences across the world in order to develop a framework identifying for which type of distribution activities ports are suitable locations and which activities are best suited to the hinterland, taking into account geographical, economic and logistics settings. Empirical evidence is derived from a variety of regions in Europe, North America, South America, Southern Africa and Asia.

Marketing in SMEs: the sales process of SMEs on the food and drink industry.

There would appear to be varied approaches to the sales process practiced by SMEs in how they go about locating target customers, interfacing with prospects and new customers, presenting the benefits and features of their products and services, closing sales deals and building relationships, and an understanding of what the buyers needs are in the seller-buyer process. Recent research has revealed that while entrepreneurs and small business owners rely upon networking as an important source of sales, they lack marketing competencies, including personal selling skills and knowledge of what is involved in the sales process to close sales deals and build relationships. Small companies and start-ups with innovative products and services often find it difficult to persuade potential buyers of the merits of their offerings because, while the products and services may be excellent, they have not sufficiently well-developed selling skills necessary to persuade their target customers.