{"id":1452,"date":"2018-12-19T12:17:02","date_gmt":"2018-12-19T18:17:02","guid":{"rendered":"http:\/\/aapaseaports.naymicrosite2.wpengine.com\/?p=1452"},"modified":"2020-04-23T07:51:28","modified_gmt":"2020-04-23T12:51:28","slug":"the-art-of-the-deal","status":"publish","type":"post","link":"https:\/\/www.aapaseaports.com\/index.php\/2018\/12\/19\/the-art-of-the-deal\/","title":{"rendered":"The Art of the Deal"},"content":{"rendered":"

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When it comes to port negotiations, what turns \u2018maybe\u2019 into \u2018yes\u2019? Sometimes, a seemingly insignificant driver can bring a deal to the tipping point. For ports, a single agreement can represent hundreds of thousands of dollars: So what makes the difference between deal or no deal?<\/p>\n

* By Sarah B. Hood *<\/em><\/p>\n

What makes a person dec\u00adide to sign a contract? Sometimes, a seemingly insignificant driver can bring a deal to the tipping point. For ports, a single agreement can represent hundreds of thousands of dollars: So what makes the difference between deal or no deal?<\/p>\n

Fundamentally, it comes down to fulfilling essential needs. \u201cShippers need reliable service and affordable costs from their supply chains, and they\u2019re looking across the entire supply chain when they make decisions,\u201d said Tong Zhu, Northwest Seaport Alliance chief commercial officer and chief strategy officer for the Port of Tacoma. \u201cAnything that impacts their ability to move freight efficiently, respond to changes in demand or manage costs is open for consideration.\u201d<\/p>\n

These basics can never be overlooked. \u201cIt\u2019s really important that shippers have reliable ocean services and efficient port operations, as well as efficient last mile distribution,\u201d said Paul Anderson, president and CEO of Port Tampa Bay. \u201cIt can take really strategic investments and vision to create the difference in those small things; for example, we spent years working to get a dedicated truck lane to the port from the I-4.\u201d<\/p>\n

Beth Frisher is the manager of business development and international marketing for the Port of Oakland, a landlord port for marine terminal operators EverPort and Stevedoring Services of America (SSA), which operates one domestic and one international port. \u201cIn addition, we have several month-to-month or multi-year space assignments, typically involved in supply-chain or maritime supporting services,\u201d Frishe said.<\/p>\n

However, the port\u2019s business development team is \u201cvery intensively involved in reaching those supply-chain decision-makers \u2013 ocean carriers and BCOs \u2013 because they decide what their network deployments are going to look like,\u201d she said. \u201cCargo velocity is critical to these carriers.\u201d<\/p>\n

Oakland International Container Terminal, operated by SSA, is the country\u2019s second biggest, and the port also benefits from rail service through two Class I rail systems that serve central and eastern North America. \u201cOne of our largest segments of cargo that exports is the fresh protein that comes out of the Midwest,\u201d Frisher said. Oakland\u2019s new CoolPort, financed through a $90 million private investment from Lineage, will enable the port to better support its refrigerated customers.<\/p>\n

A further $52 million investment from CenterPoint Properties is developing 180 acres inside the port maritime footprint for logistics facilities, to include a 460,000-square-foot cargo facility that will enable on-site transfer of cargo between standard 40- or 45-foot shipping containers and 53-foot truck or rail containers. \u201cWhen we engage our cargo owners, these are the things they\u2019re telling us are really critical,\u201d said Frisher.<\/p>\n

Read more\u2026<\/a><\/p>\n

Leer m\u00e1s\u2026<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

When it comes to port negotiations, what turns \u2018maybe\u2019 into \u2018yes\u2019? Sometimes, a seemingly insignificant driver can bring a deal to the tipping point. For ports, a single agreement can represent hundreds of thousands of dollars: So what makes the difference between deal or no deal? * By Sarah B. Hood * What makes a …<\/p>\n","protected":false},"author":30,"featured_media":1437,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4,442],"tags":[],"class_list":["post-1452","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-features","category-leadership"],"_links":{"self":[{"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/posts\/1452","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/users\/30"}],"replies":[{"embeddable":true,"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/comments?post=1452"}],"version-history":[{"count":0,"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/posts\/1452\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/media\/1437"}],"wp:attachment":[{"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/media?parent=1452"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/categories?post=1452"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.aapaseaports.com\/index.php\/wp-json\/wp\/v2\/tags?post=1452"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}