How to sell freight rate to exporters in a country that 99% of foreign trade is on FOB terms like Vietnam?
At my company we are force to find direct shippers who export to other countries. No problem with bound Asian routes, but to the U.S. and EU, almost all shipments are on FOB terms, Which means shippers can not decide the carriers / transporters. We have good relationships with exporters but it’s no use. Traditional marketing practices do not seem to work. Selling in the shipping industry is much difficult than the insurance in one!