KWE Thailand Laem Chabang Sales Office Aim for acquisition of customers beyond barriers

24/12/2018

Ryota Takenaka

Senior Division Manager

With respect to the Laem Chabang Sales Office

KWE-KINTETSU WORLD EXPRESS THAILAND CO., LTD. (KWE THAILAND), a Thai corporation of the comprehensive logistics company "Kintetsu Express" Group, has the sales offices in the north in Chiang Mai and in the east in Laem Chabang, in addition to the sales headquarters in the Bangkok head office, and we develop our sales activities mainly with Japanese customers. The Laem Chabang sales office, where I have worked since February 2013, is located on the 10th floor of the "Talay Thong Tower" office building close to the Laem Chabang port, the biggest deep-sea trade port in Thailand.

This sales office was established in 2005. As development in the eastern region, such as Chonburi and Rayong, has advanced and business expansion of companies has become more active, our Company recognized the necessity of a local business base and decided to establish a sales office. We chose this place as it is near our customers’ locations, convenient to handle the Customs procedures, and there is no inconvenience for handing over the documents between traders. Since then, we have been supporting our customers as a sales base for maritime transport and air transport for more than 10 years.

Initially, when we established this sales office, we had few employees at the sales office, and our trading result was small. We carried out sales activities, such as visiting customers frequently, and we were able to accumulate results mainly for transportation services to North America as our major service (BKK Gateway・US24・Marine transportation to North America). Currently there are about 240 companies, from about 120 companies in 2014. Also, in the NVOCC container ranking for marine exports to North America, which was the 58th position in 2013, we have implemented considerable growth and achieved the 11th position at the end of October this year.

Talay Thong Tower in which KWE Thailand

Talay Thong Tower in which KWE Thailand has its sales office

Acquire new customers, mainly transportation services to North America

Japanese customers still account for 80% of our business customers, but non-Japanese customers are gradually increasing, and now have reached about 20%. There are many influential industrial parks, such as the Eastern Seaboard Industrial Park and the Amata City・Rayong Industrial Park in the vicinity. In these areas, Chinese companies, etc. are also active in recent years. We want to stimulate the needs of such non-Japanese foreign companies.

Also, in the past, demand was dominated by customers in the automobile sector, which has huge support industries, but in recent years we have been conducting marketing activities beyond conventional barriers. For example, Thailand is an international exporter of natural rubber, and we handle not only for automobile tires, but also for various rubber products. For this reason, we launched the "Rubber Project" team within our Company from this year, and we have a complete system to respond to this demand. Recently, I made a business trip to Songkhla in the southern part of Thailand, which is the production area of natural rubber.

Demand related to food products is rising. The production of cans, utilizing abundant fishery resources, and the export of perishables, such as well-known domestic durian and other fruits, and seafood, are also increasing. For the perishables, freshness is life. We use the transport know-how we have cultivated in Thailand so far to meet such customers' expectations, and we would like to aim to acquire customers beyond the barriers.

Thinking in Thailand

Finally, I would like to mention somewhat about myself. I was in charge of the importing business in Tokyo until just before I moved to Thailand. Although this was an unexpected overseas assignment, I am impressed with the growth of Thailand as the market as I work here. Unlike the Japanese market, which has been in a stable growth for a long time, there is a dynamism in the Thai market that accelerates the growth. I would like to continue my efforts to keep up with this trend, even just a little.

Laem Chabang Port

From the Talay Thong Tower to the Laem Chabang Port

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