International transport costs and the margins of Intra-Latin American maritime trade.

This paper focuses on the analysis of the relationship between maritime trade and transport cost in Latin America. The analysis is based on disaggregated (SITC 5 digit level) trade data for intra Latin maritime trade routes over the period 1999-2004. The research contributes to the literature by disentangling the effects of transport costs on the range of traded goods (extensive margin) and the traded volumes of goods (intensive margin) of international trade in order to test some of the predictions of the trade theories that introduce firm heterogeneity in productivity, as well as fixed costs of exporting. Recent investigations show that spatial frictions (distance) reduce trade mainly by trimming the number of shipments and that most firms ship only to geographically proximate customers, instead of shipping to many destinations in quantities that decrease in distance. Our analyses confirm these findings and show that the opposite pattern is observed for ad-valorem freight rates that reduce aggregate trade values mainly by reducing the volume of imported goods (intensive margin).

Achieving a strategic sales focus: contemporary issues and future challenges.

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Inbound logistics, the last mile and intermodal high capacity transport – the case of Jula in Sweden

Some of the biggest challenges for intermodal transport competitiveness are the extra handling costs and pre- and post-haulage costs. This paper investigates the use of Intermodal High Capacity Transport (IHCT) for the intermodal transport chain in general and to pre-and post-haulage in particular. The aim is not only to measure the cost reductions from using larger vehicles but to understand how better management of inbound flows through increased integration of logistics processes can increase the efficiency of the last mile. The paper analyses the haulage of two 40 foot containers simultaneously when part of an intermodal transport chain. Data were collected from a demonstration project in Sweden, where permission was obtained to use longer vehicles on an approved route to and from the nearest intermodal terminal. Results indicate substantial cost savings from using longer vehicles for pre- and post-haulage. In addition, the business model whereby the shipper purchased their own chassis and permission was obtained to access the terminal after hours for collecting pre-loaded chassis brought additional cost and planning benefits. The total cost saving was significant and potentially eliminates the cost deficit associated with the last mile.

Inbound logistics, the last mile and intermodal high capacity transport.

Some of the biggest challenges for intermodal transport competitiveness are the extra handling costs and pre- and post-haulage costs. This paper investigates the use of Intermodal High Capacity Transport (IHCT) for the intermodal transport chain in general and to pre-and post-haulage in particular. The aim is not only to measure the cost reductions from using larger vehicles but to understand how better management of inbound flows through increased integration of logistics processes can increase the efficiency of the last mile. The paper analyses the haulage of two 40 foot containers simultaneously when part of an intermodal transport chain. Data were collected from a demonstration project in Sweden, where permission was obtained to use longer vehicles on an approved route to and from the nearest intermodal terminal. Results indicate substantial cost savings from using longer vehicles for pre- and post-haulage. In addition, the business model whereby the shipper purchased their own chassis and permission was obtained to access the terminal after hours for collecting pre-loaded chassis brought additional cost and planning benefits. The total cost saving was significant and potentially eliminates the cost deficit associated with the last mile.