Brief description of the organization

PAM CARGO is a freight forwarding agency that works as an intermediary between two
companies, one that produce goods and the one that sells those goods. It was established in
July 2016 and today is the Sea-Air expert thanks to its continuous expansion. With
headquarters in Dubai and 23 locally operating offices the green carrier is represented in all
major trading centers on the continents of Asia, Middle East, Africa, Europe, and North
America. Their global teams of Sea-Air experts give advice and support their customers
through their experience, reliability and consistency. PAM CARGO offers smart Sea-Air
solutions - a perfect combination that allows you to reduce your freight costs, transit times
and CO2 emissions sustainably. They are suitable for almost any type of goods. 
  
1. Who are the organizations/groups buying from this organization (seller)? 

Answer: There is an experienced team that serves as agents for the company. PAM cargo
works with both manufacturers and buyers. Some of their clients include Meghna Group,
Espirit, Puma, Pran, Coach, Hermes, Jack Wolfskin, Square, Katag, Adidas, Marks &
Spencer, Maer sport, Beacon Pharmaceuticals, Unilab Pharmaceuticals, Olive
Pharmaceuticals, Escape Clothing, Li & Fung, Natex, Aldo, Lee Cooper, Miles, H&M,
Bianca, US Polo Association, Casa Moda, OVS, Marc O’ polo, Ospig, Yves Saint Laurent,
Marc Jacobs, Valentino, Moncler, Tom Ford, Oscar De la Renta, Ralph Lauren, Prada, Fendi,
Alexander and many more. 
 
2. What are the steps involved in the marketing process? Does the seller have to
make themselves known to the buyers; do they have to take part in a competitive
bid? Does the organization have to send a group to present? 

Answer: The marketing process of the company is a complex one since the service provided
by PAM Cargo is one that is used daily by its clients. So, trust is a key factor here. The
customers trust the company with shipping their goods in a huge amount on which their
entire businesses depend on, the security of which is entrusted upon PAM Cargo. And for this
purpose, the client base of PAM Cargo has always been the same, who are some of the
biggest names in the world. And so, the organization does not necessarily go after new
buyers, they try to ensure bigger and more orders or shipments from the existing clients. So
PAM Cargo focuses on retention of its customers rather than acquisition. 
However, freight forwarding is a risky business. If clients are not satisfied with the service,
they tend to switch to other freight forwarders with better offers and advantages. Competitive
bids do exist, but the quality of service is more important than the money being paid.
Customers are happy to pay more if their orders are shipped without any damage or delay.
Because of this, PAM Cargo markets itself as a company that can be trusted with the business
of manufacturers and buyers. They try to provide the highest level of satisfaction and put all
their focus into ensuring that. So, the company tries their best to make it known to customers
that PAM Cargo is a reliable logistics partner.  

The organization tries to attain new clients through the recommendation of its current clients.
In the freight forwarding business, pitching to prospective clients is not how it works. When
one giant company recommends PAM Cargo to another, they use their service on a trial
basis. Upon satisfaction of this prospective client, there is a 50% chance of acquiring this new
client.  
For both acquiring a new client and getting a new order from an old customer, a group is
always sent to present PAM Cargo’s history and how much they have achieved since the
client’s last purchase. The old customers must be reminded of their satisfaction with the
company because it is easy to forget with many competitors in the market. Proposals are then
drafted and amended through buyer feedback (No specific process for it).  Now there are also
competitors for the company such as DHL, Fedex, CH Robinson, Logwin, Petronus shipping,
CVM Logistics, Meghna group, etc., which also impacts the competitive bidding process.

3. Who are the key personnel in the buying process? 

Answer: The key personnel in the buying process depend on company to company and how
they maintain their hierarchy. There are companies where their chairperson signs every
document while in some companies the power of taking the decision is given to the
Managing Director or senior executive or any managerial level employee. There are times
when the decision is given automatically because the options are less. You must go for either
sea freight, air freight or a combination of both. For bigger companies, it is normally seen
that the decision is already made for a specific portfolio.  
 4. Who influences the buying decision because they must give clearances to the
seller product/service or specifications? 

Answer: When purchasing freight forwarding services, there are many influential factors that
do not match with theoretical understandings. Even though there are many key personnel in a
buying organization of say apparel companies, Buying Houses are mostly the ones that
influence the buying decision. Because the garments organizations are already dealing
successfully with buying houses, they gain trust and understanding with them. So, the buyers
do not negotiate when a buying house tries to influence which freight forwarder to use. PAM
Cargo tries to maintain a good relationship with buying houses who acquire orders from
renowned brands so that when the time comes, these buying houses recommend their freight
forwarding service. Another influential factor in the freight forwarding business is the
weather. During winters, European companies do not choose air freight because most airports
remain closed due to heavy snow fall. They must take sea or sea-air freight. 

5. What are the parameters used by the buyers to decide the seller they will choose? Do
they look for referrals or reputation? Record of accomplishment? Financial stability?
Competitive pricing? Reliability? 

Answer: The parameters that buying organizations use when deciding to purchase the service
of PAM Cargo are their workforce, experience, and clients' base. These are things that gain a
customer’s trust. Because in the freight forwarding business, some of the giant brands of the
world are handing millions of dollars' worth products to PAM Cargo. Once you trust a freight
forwarder, you will continue to use them even if they are expensive. So, the number of repeat
customers and the duration of the relationship is especially important. Because that will show
the satisfaction of large companies and how capable they are at handling the shipment with
maximum efficiency. Therefore, it is important to keep a daily record of accomplishment to
prove the company’s stability in the market, reliability, and the experience of the
workforce of the company. Price does not matter much; trust matters the most while every
company knows that to make the process efficient, it will cost more. So, spending a few extra
bucks for the best service is the motto of this industry. PAM Cargo’s sales and marketing
team always must visit both the old and new clients every once in a while to remind them of
the company’s accomplishments.