货代老炮质疑行业新贵Flexport大讨论，你怎么看？

近日，从事货运代理近50年的行业前辈Bill Paul的一篇"What's My Issue With Flexport? "  再次引发业界质疑Flexport的大讨论，这就是今天最航运的主题，我们放上Bill Paul的核心观点和精选的各方评论，欢迎互动，留下您的观点。

Bill Paul 原文观点

Every year there are more of them coming into existence and that's great for the industry. Competition drives competition. Competition is healthy.

每年都会有更多这样的问世，这对整个行业都是一件好事。竞争推动竞争。竞争是健康的。

The difference with Flexport is that in my opinion, they are brash and braggadocious. They've been heavily backed by investors which has enabled them to become a marketing machine.

而Flexport不同的是，在我看来，它们既自负又傲慢。他们得到了投资者的大力支持，使他们能够成为营销机器。

That's okay, too but what isn't okay is telling the world that Freight Forwarders are archaic, antiquated and still using stone, chisels and abacuses.

这也没关系，但不好的是告诉世界货运代理是古老的，过时的，仍在使用石头，凿子和算盘。

Flexport are using the same Airlines, Steamship Lines, Rail Carriers and Truckers as every other Freight Forwarder. They are bound over by the same rules and regulations as everyone else.

但Flexport使用的航空公司、班轮公司、铁路公司和卡车司机和其他货运代理一样。他们和其他人一样受到相同的规章制度的约束。

They have their own technology but so do virtually every one of their competitors. For those who don't have bespoke technology, there's amazing technology that can be bought off the shelf.

他们有自己的技术，但几乎每个竞争对手都有。对于那些没有定制技术的人来说，那些神奇的技术是可以从货架上买到的。

What Flexport doesn't have is the network, the global infrastructure, the scale, the buying power, the history or the people. Ultimately, in this business, it's the people who make the difference.

Flexport没有的是网络、全球基础设施、规模、购买力、历史或人。归根结底，在这个行业中，关键是人。

Several years ago I asked Flexport what they were doing that was different to any other Freight Forwarder. They didn't or couldn't answer that question then and they haven't or can't answer that question today.

几年前，我问Flexport他们在做什么与其他货运代理不同。他们当时没有或不能回答这个问题，今天也没有或不能回答这个问题。

In a very unofficial capacity, I'm the voice of the Freight Forwarders and the industry they've shown and continue to show little or no respect for. 

在这个非常非正式的职责上，我是货运代理的代言人，他们所展现的而且继续表现得很少或根本不尊重对于这个行业。

And since I'm part of that industry, and Freight Forwarding has been flowing through my veins for nearly 50 years.

既然我是这个行业的一员，货运代理已经在我的血管里流动了近50年.

I'm not going to let them bash, mislead, bamboozle or bullshit their way into a place of any significance without challenging them every time I get the chance.

我不会让他们在每次我有机会的时候都不去挑战他们，就让他们在任何意义上痛击、误导、哄骗或胡说八道。

精选评论观点

Marcus, Xiaobin Zhang - 顺丰集团 - Senior Investment Manager

it is the food calling me to the restaurant，not the nice spoon.

叫我去餐馆的是食物，而不是漂亮的勺子。

Alex Sidorec - VP Logistics at Olam Activating Leagile Ecosystems

I like the point of assessing their capabilities by looking at the nature of the ecosystem they are operating within to showcase that Flexport will be exposed to the same industry boundaries / constraints as its native players.

我喜欢这样一个观点，即通过观察他们正在运作的生态系统的性质来评估他们的能力，以展示Flexport将暴露于与其本土企业相同的行业边界/约束之下。

But considering the amount of resources they got, there is certainly a probability that they might come up with some business model innovations etc. (well, in case those resources are wisely invested) or...

但是考虑到他们获得的资源量，他们肯定有可能提出一些商业模式创新等（如果这些资源被明智地投资），或者……

in the worst case, they will find the way to fake it until they really make it :)

在最坏的情况下，他们会找到方法来伪造它，直到他们真正做到。）

Douglas Schaff - Global Transportation and Logistics Professional

and, for those of us who clawed our way up thru the traditional forwarders, like your self, and have interviewed with the Flexport executives...they are totally clueless as to the keys for success and sustainability.

而且，对于我们这些通过传统货运公司（比如你自己）的努力，并与Flexport高管进行了面谈的人来说……他们对于成功和可持续发展的关键完全一无所知。

it's all a marketing game driven by excess of Chinese capital.

这都是一个由中国资本过剩驱动的营销游戏。

Frank Szewczyk - President & CEO at Mosquito One

They will run out of money first. The adage,  sell at a loss and make it up in market share, only lasts so long.  Investors will get wise sooner than later.  With exception of a few, they have no freight forwarding background. 

他们会先花光钱的。这句名言，亏本出售，并在市场份额中弥补，只会持续这么久。投资者迟早会变得聪明。除了少数，他们没有货运背景。

What the outside always underestimates, is how complex and complicated the freight forwarding business is.  I dont have 50 years of experience like Bill, but with 43 years I believe I also have a voice.

外界一直低估的是货运代理业务的复杂性。我不像比尔那样有50年的经验，但有43年的经验，我相信我也有发言权。

Peter Richards - Continuous Improvement Manager at Jetco Delivery

Now I understand. Having worked for 14 years on two continents for panalpina and watched as we printed money during the great times to being sold to a competitor I fully understand hard work and the value of every single dollar.

现在我明白了，我在两大洲为泛亚班拿工作了14年，看着我们在经济繁荣时期把钱印出来卖给竞争对手，我完全理解辛勤工作和每一美元的价值。

Btw I got out of panalpina about a year before DSV. A coincidence? I think not haha As you stated competition keeps everybody on their toes. It’s healthy when it’s fair.

顺便说一句，我离开泛亚班拿在被DSV收购大约一年前。巧合？我想不是像你说的那样，哈哈，竞争让个人都保持警觉，公平竞争时是健康的。

When somebody arrives into a market and promises the moon for half the price what existing client wouldn’t jump to them.

当有人进入这个市场然后空许承诺给那些不愿跳到他们的现有客户价格砍半。

But the long run is where we hope people see the difference. However, some boards and directors don’t see this and will definitely pressure people to match or beat flexport pricing which clearly is a struggle.

但长远来看，我们希望人们看到不同之处。然而，一些董事会和董事并没有看到这一点，他们肯定会向人们施加压力，要求他们匹配或击败Flexport定价，这显然是一场斗争。

Then they will think that the issue is staffing and heads will roll all because of investors with deeper pockets able to withstand the hit.

然后，他们会认为问题在于人员配备，而这些人的头也会滚来滚去，这都是因为投资者的口袋更大，能够承受冲击。

I hope clients wake up and smell the roses and go for reliability over quick fix. No point in paying for cheap if it doesn’t arrive intact

我希望客户醒来后能闻到玫瑰的味道，并在快速修复过程中追求可靠性。如果它没有完好无损地运到，那就没必要为便宜货付钱

Richard Brooks - Business Development Manager at Yusen Logistics (UK) Ltd

Great read and in point. Flexport is a name I am hearing more and more here in the UK with them calling in to see my customers to no avail. Will never be a big player.

很好的阅读和切入点。flexport是一个我在英国听到越来越多的名字，他们打电话来找我的客户，但没用。永远不会成为一个大玩家。

Peter Herling - Global Director

either way “orange is the new black” and flexport is packaging their services exceptional well and safe to say have a strong focus on building a brand ...

无论哪种方式，“橙色是新的黑色”，而flexport正在包装他们的服务非常好和安全，可以说有一个强大的重点建设一个品牌…

all the points you are making does not matter to many in 2019 if flexport’s marketing is working, their business is growing and they are building brand value (even without making money) ...

2019年，如果Flexport的市场营销运作良好，他们的业务不断增长，他们正在建立品牌价值（即使没有盈利），那么你做的所有观点对很多人来说都无关紧要……

many new businesses seems irrational in the beginning to some extend as others otherwise would have done it already ....

许多新的业务在开始的时候似乎有些不合理，因为其他的业务可能已经这样做了……

don’t be petty and go after flexport ... if anything address their investors who’s making it possible for flexport to be flexport ..

不要小心谨慎，去追求flexport…如果有什么能解决他们的投资者，他们会让flexport成为flexport。

Robert Garrison - CEO, Mercado. International trade is complicated, we make it easier

I really admire these guys in the same way that I admired Fritz/Lynn Fritz, Phoenix/Bill McInerney , and Expeditors/Pete Rose.

我真的很钦佩这些人(Flexport)，就像我钦佩Fritz的Lynn Fritz, Phoenix的Bill McInerney和Expeditors的Pete Rose他们一样。

Pete especially had both the brash and braggadocio that it took to turn EI into a powerhouse.

Pete尤其自负且傲慢他需要把康捷空变成一个强国。

Their 'innovations' at the time were process, standardization, and employee gain sharing, which at the time were all incredibly innovative notions for a Forwarder and then as now it rubbed all their competitors the wrong way.

当时，他们的“创新”是流程、标准化和员工分享收益，这在当时对于货运代理行业是令人难以置信的创新理念，这使他们的竞争对手都非常恼火。

I visited their operations in Dalllas, Sao Paulo, and Colombo and once inside their offices you could barely tell you were in 3 different countries.

我参观过他们在达拉斯、圣保罗和科伦坡的业务，在他们的办公室里，你几乎看不出你在3个不同的国家。

Same OS, Same Titles, Same Procedures. I used to call them the McDonalds of Forwarding and their profits always reflected that.

同样的操作系统，同样的标题，同样的程序。我以前叫他们货代界的麦当劳，他们的利润总是反映这一点。

Being brash, braggadocio, and innovative should be considered complements not insults if your goal is to build a great company.

如果你的目标是建立一个伟大的公司，那么你的鲁莽、吹牛和创新应该被认为是对你的补充，而不是对你的侮辱。

Time will tell whether FP is in fact brash and innovative enough to get there, but they should be admired not admonished for jumping into the arena and taking on all comers just as others did before them.

时间会告诉我们，事实上，Flexport是否足够自负和创新以达到目的，但他们应该被人钦佩而不因他们跳到竞技场上并像其他人之前在竞技场那样把所有的人都带走而受到警告。

Eric Johnson - Senior Editor, Technology at JOC.com

Delicately wading into this debate to say that all my intel on Flexport’s pricing suggests they are not (and have not been) undercutting the market.

在这场辩论中，我小心翼翼地说，我所有关于flexport定价的情报都表明，他们没有（也没有）削弱市场。

Close to 100 percent of shippers and buying reps I’ve spoken to about them have told me their pricing is often above market.

接近100%的发货人和采购代表告诉我，他们的价格经常高于市场。

Snehal Agarwal - GM - Global Commercial and Marketing

Valuations dont mean they are building a long term business. Finally some one not going with the herd. Great opinion piece by Paul. They may have cost savings over the brick and mortar ffwrs which will accrue as they scale.

估值并不意味着他们正在建立一个长期业务。终于有人不跟牛群一起去了。保罗的伟大见解。它们可能比砖和砂浆的货代节省成本，而这些货代成本将随着规模的扩大而增加。

Even the largest ffwr in the world has less than 2% market share. We have room for all innovations and new comers. May the best man/woman/computer win !

即使是世界上最大的货代也不到2%的市场份额。我们有空间容纳所有的创新和新来者。祝最好的男人/女人/电脑赢！

Weiqiang （Alan) ChenWeiqiang - Director, Information Technology at Worldwide Logistics Group China.

To create new processes and standardization within the organization and its vendors are not easy but possible, I was convinced on this after I looked into Flexport’s web function for customers. 

要在组织及其供应商中创建新的流程和标准化并非易事，但却是可能的，在研究了Flexport为客户提供的Web功能之后，我就确信了这一点。

Customers are always looking for their “way” of doing logistics, Flexport is trying to put everything in the IT solution.  I am not sure how many “needs” Flexport is receiving for their IT systems from their customer every day. 

客户总是在寻找他们的“物流方式”，Flexport正试图把所有东西都放在IT解决方案中。我不知道他们的IT系统每天从客户那收到多少“需求”flexport。

But I do believe needs are coming more and more, as customers are always looking for their “own way” to be served in this industry. 

但是我相信需求会越来越多地到来，因为客户总是在寻找他们自己的方式来为这个行业服务。

Technology believers are trying to design something huge to cover all the needs.  Some of the software companies are also trying to provide solution for small forwarders, big forwarders, even trading, trucking, customs...

科技信徒们正试图设计一种巨大的东西来满足所有的需求。一些软件公司也试图为小型货代、大型货代提供解决方案，甚至是贸易、卡车运输、海关…

but where is the end, and can people are all the same?  Investors are always trying to pack things to be nicer, using many cool terms, they have their own agenda and philosophy, but I believe the core is always cheaper and nicer. 

但是，结局在哪里呢？人能都是一样的吗？投资者总是试图把事情包装得更好，用许多很酷的术语，他们有自己的议程和哲学，但我相信核心总是更便宜更好

I also happy to see Flexport truly combines the advantage of technology and the good stuffs mentioned by Bill.

我也很高兴看到Flexport真正结合了技术的优势和比尔提到的好东西。

Caitlin Murphy - Founder at Global Gateway Logistics | 2019 Tory Burch Foundation Fellow

Bill Paul Great article. I wholeheartedly agree it is the network and people that make the different in this industry (it is literally a slide in my pitch deck of our competitive advantage!).

比尔保罗伟大的文章。我全心全意地同意，是网络和人们使这个行业与众不同（这实际上是我的竞争优势的一个幻灯片！）

I've had a few recent clients come to our firm from Flexport due to a lack of customer service there.

我最近有几个客户从Flexport来我们公司，因为那里缺乏客户服务。

I've been in freight forwarding for over a decade before starting my firm and although they may be a better funded rival, their eyes are on the scale, not the solution.

在创办我的公司之前，我在货运代理行业工作了十多年，虽然他们可能是一个资金更雄厚的竞争对手，但他们的眼光是在规模上，而不是解决方案上。

The solution comes from listening to the true issues of clients, years of experience understanding global trade as a forwarder and from the view of clients, and implementing innovations to the industry to solve those issues.

解决方案来自于倾听客户的真实问题，多年的经验了解全球贸易作为货代和客户的观点，以及对行业实施创新以解决这些问题。

John O'Brien - President at eCom Global Systems divn of eCom Global Network and Franchise

Knowledge and expertise is the requirement in the global market (not to be confused with domestic freight) and only gained by years of learning.

知识和专业知识是全球市场的需求（不要与国内货运混淆），只有通过多年的学习才能获得。

Technology is a driver to increase efficiency but as you say the process is same for everyone in our business. Fedex / UPS hv spent billions on technology and continuing process its never enough and it will never ever be perfect.

科技是提高效率的驱动力，但正如您所说，我们业务中每个人的流程都是相同的。联邦快递/UPS已经在技术和持续过程上花费了数十亿美元这是永远不够的，也永远不会是完美的

The Global market changes ever time governments change their underwear. Flexport is yet to have both the knowledge and the technology... so good luck !

每当政府换内衣，全球市场就会发生变化。flexport还没有掌握知识和技术…祝你好运！

Imran Jafri - Director. TronGlobal Pakistan

I have over 20 years experience in this industry. Dating back to when the most common method of communication was FAX and everyone was just getting used to email and sending documents in an attachment.

我在这个行业有20多年的经验。可以追溯到最常见的通讯方式是传真，每个人都习惯于通过电子邮件和附件发送文件。

Over the period of decades I have witnessed many disruptive companies emerging out of nowhere. Some were successful others don’t. However there was a common trend, as given the nature of our industry we have a very limited tricks to grab the market share.

几十年来，我见证了许多颠覆性公司从无到有。有些是成功的，另一些则不然。然而，有一个共同的趋势，因为我们的行业的性质，我们有一个非常有限的诀窍来抢占市场份额

First and foremost is pricing. Especially for SME importers and exporters.

首先也是最重要的是定价。尤其是中小进出口商。

They all sold at cost or below to grab these SME, and build up clientele. Large sized clients differ in their demand of services, so they gradually come along as you build up your brand in the market.

他们都以成本或更低的价格出售，以抓住这些中小企业，并建立客户群。大客户对服务的需求各不相同，所以随着你在市场上树立品牌，他们会逐渐出现

Pricing is a priority for them but not the topmost. Once they had acquired sufficient market share or enough to afford the increase in their pricing, they made appropriate changes to their offerings.

定价是他们的优先事项，但不是最重要的。一旦他们获得了足够的市场份额或足够支付价格上涨的费用，他们就对他们的产品进行了适当的调整。

Nothing I have said, is unfamiliar with anyone who has been in this industry for a couple of years.

我所说的都不是我不熟悉这个行业几年的人。

It’s a common tactic followed by every company who wanted to grab a large market share in a relatively shorter period of time. It’s been true since Adam and almost in every industry. Amazon, Uber you name it.

这是一种常见的策略，每个公司都希望在相对较短的时间内获得较大的市场份额。自从亚当以来，几乎所有行业都是如此。亚马逊，优步，你说吧。