Books by Dr. Evi Plomaritou
Lloyd's Practical Guides, Informa Law from Routledge, 2018
Now in its eighth edition, this classic text is a first point of reference for anyone looking to ... more Now in its eighth edition, this classic text is a first point of reference for anyone looking to obtain an understanding of chartering and shipbroking practice. It provides hands-on, commercially-focused explanations of chartering business and invaluable advice on how the shipping market operates across a broad range of topics. The authors also deal expertly with the legal, financial, operational and managerial aspects of chartering, offering numerous case studies which clearly link theory to practice.
This new edition has been fully revised and updated to reflect the current trends in chartering practice, legal developments and standard forms of charterparties. New to this edition:
- Enriched with practical examples covering crucial aspects of chartering and shipbroking business, such as voyage estimations, freight conversions and tanker calculations.
- New material on day-to-day laytime principles, including "Laytime Definitions for Charterparties 2013", associated commentary and relevant examples.
- Shipping Marketing as a modern tool of improving chartering and shipbroking business.
- Expanded coverage of the economic background of chartering, including markets, vessels, cargoes, trades and fixtures.
- Freight rates for all vessel types from 1980 to 2015.
- Updated review of well-known standard charterparty documents (including NYPE 2015), together with clauses and wordings commonly applying to various charter types.
- Analytical glossary containing typical terms and abbreviations used in chartering negotiations.
This book is an essential guide for practitioners in private practice and in-house for shipowners and cargo houses, as well as those studying shipbroking and chartering.
Institute of Chartered Shipbrokers Recommendation, Εκδόσεις Σταμούλη, 2008
Marketing of shipping companies requires particular strategies and tactics that traditional marke... more Marketing of shipping companies requires particular strategies and tactics that traditional marketing books do not fully reflect. This book does not attempt to replace them. Instead, it intends to fit fully within a framework of internationally accepted marketing principles and develop these concepts in merchant shipping.
The book aims at:
- Providing a comprehensive text about what marketing of shipping companies means.
- Presenting the stages of marketing implementation in shipping companies.
- Describing the marketing policies and philosophies of shipping companies.
- Presenting a comparative analysis of marketing implementation in the leading tanker and liner shipping companies.
- Analyzing the role of marketing as a tool for improvement of chartering policy.
This work is addressed to:
- Shipping market practitioners whether or not they are directly engaged in marketing practice. For all of them - and particularly for those engaged in chartering and operation - marketing is likely to play a vital role in their careers.
- Students with career interests in shipping industry and particularly in the fields of chartering, ship operation and management.
- Students, who wish to become members of the Institute of Chartered
Shipbrokers.
The content of this publication has been exposed to the criticism of shipping market practitioners and shaped according to the comments of maritime academics. Every chapter presents carefully selected cases to illustrate shipping marketing strategies. Suggested references and extensive bibliography may inspire the reader for further research.
"Marketing of shipping companies is the science of business to business marketing, which helps the shipping enterprise establish an organised methodology in order the right people of the company (personnel and crew) to provide the appropriate sea transport services, with the proper (seaworthy and cargoworthy) vessel, to the appropriate clients (charterers-shippers), at the right place (port or geographical area), at the right moment of time, at the appropriate freight (or hire), with the suitable promotion".
Εκδόσεις Σταμούλη, 2012
∆ύο βιβλία µε ιδιαίτερο ενδιαφέρον για το ναυτιλιακό κόσµο κυκλοφορούν από τις Εκδόσεις Αθ. Σταµο... more ∆ύο βιβλία µε ιδιαίτερο ενδιαφέρον για το ναυτιλιακό κόσµο κυκλοφορούν από τις Εκδόσεις Αθ. Σταµούλης. Πρόκειται για τα έργα "Marketing Ναυτιλιακών Επιχειρήσεων" και "Ναυλώσεις" (2η Έκδοση), τα οποία συνδυάζουν σύγχρονη πρακτική, ερευνητική τεκµηρίωση και θεωρία.
Τοβιβλίο των Ναυλώσεων αποτελεί μια πρωτοποριακή για τα ελληνικά και διεθνή δεδοµένα µελέτη, η µοναδικότητά της οποίας έγκειται στην ολοκληρωµένη παρουσίαση του αντικειµένου των ναυλώσεων από οικονοµική, νοµική, πρακτική αλλά και ιστορική σκοπιά. Το βιβλίο:
- Εξοικειώνει τον αναγνώστη µε την ελληνική και αγγλική ορολογία των ναυλώσεων
- Παρουσιάζει το νοµικό πλαίσιο του αντικειµένου παραθέτοντας στην αγγλική γλώσσα 180 δικαστικές υποθέσεις
- Παρουσιάζει µε διαγράµµατα την εξέλιξη των ναύλων, πλοίων και φορτίων
- Αναλύει µε παραδείγµατα την πρακτική διαδικασία διαπραγµάτευσης και εκτέλεσης της ναύλωσης
- Περιγράφει τους τρόπους χειρισµού των φορτίων και τα τεχνικά χαρακτηριστικά των πλοίων
- Μελετά µε υποδείγµατα τους τύπους και την ορολογία των ναυλοσυµφώνων
- Περιγράφει και ταξινοµεί σε θεµατικές ενότητες τις ναυτιλιακές συντοµογραφίες
- Εξετάζει τους υπολογισµούς ναύλου και σταλιών
- Παρουσιάζει τους ναυλοδείκτες και τα ναυτιλιακά παράγωγα
Η µεθοδική παρουσίαση του αντικειµένου των ναυλώσεων στηρίζεται σε εκτενείς βιβλιογραφικές αναφορές, χρήσιµες διευθύνσεις στο ∆ιαδίκτυο, ειδικά παραρτήµατα µε ναυλοσύµφωνα, ναυτιλιακά έγγραφα, γεωγραφικούς χάρτες, πίνακες και νοµοθετικούς κανονισµούς. Το συνοδευτικό DVD προβάλλει υποδείγµατα από τα πιο αντιπροσωπευτικά έγγραφα της BIMCO, παρουσιάζει το λογισµικό "Integrated Shipping Solution", περιλαµβάνει βιντεοσκοπήσεις ταξιδιών και φορτοεκφορτώσεων ενδεικτικών φορτίων και παρουσι-άζει πλούσιο φωτογραφικό υλικό εµπορικών πλοίων.
Το βιβλίο του Μάρκετινγκ Ναυτιλιακών Επιχειρήσεων έρχεται να καλύψει ένα μεγάλο κενό στη διεθνή βιβλιογραφία, αποτελώντας την πρώτη συστηματική προσπάθεια ανάλυσης των πτυχών του marketing στον τομέα της εμπορικής ναυτιλίας. Ερευνά επιστημονικά και περιγράφει μεθοδικά τη διαδικασία εφαρμογής του marketing στη ναυτιλιακή επιχείρηση, προσφέροντας τις απαραίτητες εμπειρικές και θεωρητικές γνώσεις για την κατανόηση των αναγκών του πελάτη (ναυλωτή-φορτωτή), τη βελτίωση της πολιτικής ναυλώσεων της επιχείρησης και την ανάπτυξη της κερδοφορίας της.
Μέσα από case studies παρουσιάζεται μία συγκριτική ανάλυση της στρατηγικής και της φιλοσοφίας του marketing που υιοθετούν οι ναυτιλιακές εταιρείες της ελεύθερης αγοράς και της αγοράς γραμμών παγκοσμίως και στην Ελλάδα. Έμφαση δίνεται στην παρουσίαση των προγραμμάτων marketing που εφαρμόζουν
οι μεγαλύτερες ναυτιλιακές εταιρείες-κολοσσοί στον κόσμο, προσφέροντας πολύτιμες γνώσεις για όλα τα επιμέρους στάδια εφαρμογής του marketing, όπως η διάγνωση των αδυναμιών της πολιτικής ναυλώσεων μίας εταιρείας, η οργάνωση και αξιοποίηση των πόρων της και ο σχεδιασμός στρατηγικών marketing.
Papers by Dr. Evi Plomaritou
Journal of Shipping and Trade, Dec 19, 2022
Journal of Shipping and Ocean Engineering, 2020
Journal of Shipping and Ocean Engineering, 2016
British Journal of Economics Management and Trade, 2020
The marketing information system plays a vital role in marketing planning. Profitable development... more The marketing information system plays a vital role in marketing planning. Profitable development of a shipping company can only come from a continual commitment to matching the shipping enterprise's capabilities with customers' needs. In order that the shipping company can be certain this matching process is taking place effectively, it is necessary that a two-way information flow exists between the client and the firm. Sound shipping marketing plans rely on sound marketing strategies, and this requires the organization of information into a comprehensible, rational and systematic structure. This paper presents the structure of the Shipping Marketing Information System and examines the commercial, economical and managerial aspects ensued from its operation. No previous research has been conducted on the implementation of the marketing information system in the Cypriot shipping companies. Therefore, the importance of this research lies in the fact that it provides useful and valid data for evaluating the role of the marketing information system as a success factor of shipping business in Cyprus. More specifically, this paper aims to explore the main aspects of the marketing information system by developing knowledge, theories and procedures.
Journal of Shipping & Ocean Engineering, 2020
The bill of lading and charterparty are vital for international trade and transport. To signify t... more The bill of lading and charterparty are vital for international trade and transport. To signify their enduring importance, this paper firstly seeks to illuminate the earliest historical evidence relating to the bill of lading and charterparty, and secondly, discuss their current legal and commercial nature and functions as well as their relationship with other transport documents such as the booking note, cargo manifest, mate's receipt, and delivery order. In this context, the paper examines the lifecycle of transport as regards the documents used in the bulk and liner markets.
Journal ofEconomics Management & Trade, 2020
Chartering is the part of international shipping business which broadly deals with the proper mat... more Chartering is the part of international shipping business which broadly deals with the proper matching of cargoes' transport needs and vessels' commercial trading. Different charterers have different transportation needs. They do not all require the same sea transport service and not all charterers charter a particular vessel for the same reasons. Therefore, this paper intends to present how the charter market may be structured in response to trade's needs and charterers' requirements. The main objective of this paper is to constitute an overview of the shipping market segmentation into the various market segments. The analysis is based on the behavioural segmentation approach. This paper discusses mainly the conditions of charter market segmentation through relevant theories, reviews and some real cases analyses. Segmentation involves homogeneous buying behaviour of charterers within a segment but heterogeneous buying behaviour between segments. In respect of the trade's needs, emphasis is given on charterers' requirements in bulk market (dry and liquid) and on shippers' requirements in liner market. Furthermore, the paper examines how the shipping companies should respond to their clients' demands. Shipping enterprises have unique capabilities concerning the means, the resources and the management abilities for their ships. The matching of the shipping enterprise capabilities with the needs and the desires of its clients is fundamental for the provision of the desired transport services, the satisfaction and retention of charterers and thus the commercial success of the enterprise. Main objective of charter market segmentation is to assist the company focus its efforts to the most promising opportunities.
Journal of Economics, Management and Trade, 2019
The bill of lading plays a vital role in international trade. In addition, the charterparty is a ... more The bill of lading plays a vital role in international trade. In addition, the charterparty is a legal contract of employing a vessel between the shipowner and the charterer. In shipping matters, charterparty and bill of lading are highly important documents since they allocate risks, obligations, rights, earnings, costs and profits between the contracted parties, namely the shipowner (or carrier) and the charterer (or shipper). Therefore, this paper constitutes an overview of the commercial and legal aspects ensued from the relationship between the bill of lading, the charterparty and other documents such as booking note, cargo manifest, mate's receipt, delivery order etc. Furthermore, this paper examines the life cycle of bill of lading and charterparty in the bulk and liner markets and how this will be affected by the digitalisation in shipping. The analysis is based on the shipping practices followed in accordance with the legal regime of bill of lading and charterparty.
Journal ofShipping and Ocean Engineering, 2016
This paper constitutes a review of the most important aspects of commercial risks arising from ch... more This paper constitutes a review of the most important aspects of commercial risks arising from charterparties, operations and claims issues. That means the risks allocated between the shipowner and the charterer throughout the chartering process (pre-fixture, fixture, execution of charter, post-fixture, claims handling), from a financial, operational and legal perspective. The interpretation of the above mentioned matters is considered of critical importance in chartering practice. The analysis is seen from a commercial stand point. Therefore, it is mostly addressed to the shipping practitioners, maritime economists, academics, students and researchers who seek to form a comprehensive view on the subject. It may also form a basis for further study on chartering aspects (legal, economic, managerial and practical).
French Journal of Scientific and Educational Research, 2014
This paper examined the shipping marketing strategies within the framework of complexity theory. ... more This paper examined the shipping marketing strategies within the framework of complexity theory. Then using prevailing models in both services marketing and complexity theory, core elements like dynamic life cycle of products and industries, strategy, leadership, team-work as well as safety and security culture are presented. Shipping industry is in this paper contrasted and compared with other service industries for peculiarities that exist and make this industry unique for business-to-business marketing. Analysis is based on case studies of leading
shipping companies of bulk and liner markets.
Journal of Shipping and Ocean Engineering, 2014
The charterparty is a legal contract of employing a vessel. In shipping matters, it is a highly i... more The charterparty is a legal contract of employing a vessel. In shipping matters, it is a highly important document since it allocates obligations, rights, duties, liabilities, risks, earnings, costs and profits between the contracted parties, namely, the shipowner and the charterer. The interpretation of the above mentioned matters, as well as the understanding of charterparty terms, is considered of critical importance in chartering practice. Therefore, this paper constitutes a review of the most important aspects arising from charterparties in the main types of charter. The present study is based on shipping practices followed in accordance with the English Common Law throughout the chartering process (pre-fixture, fixture, execution of the charter, post fixture). This is a synopsis about the distribution of the liabilities and expenses between the shipowner and the charterer in the most representative types of charter. The analysis is seen from a commercial stand point. Therefore, it is mostly addressed to the shipping practitioners, maritime economists, academics, students and researchers who seek to form a comprehensive view on the subject. It may also form a basis for further study on chartering aspects (legal, economic, managerial and practical).
British Journal of Economics, Management and Trade, 2014
This paper examined the shipping marketing strategies within the framework of complexity theory. ... more This paper examined the shipping marketing strategies within the framework of complexity theory. Then using prevailing models in both services marketing and complexity theory, core elements like dynamic life cycle of products and industries, strategy, leadership, team-work as well as safety and security culture are presented. Shipping industry is in this paper contrasted and compared with other service industries for peculiarities that exist and make this industry unique for business-to-business marketing. Analysis is based on case studies of leading shipping companies of bulk and liner markets.
Spoudai Journal of Economics and Business, 2013
If you are not sure where you are, how will you find out where to go? The aim of this paper is to... more If you are not sure where you are, how will you find out where to go? The aim of this paper is to examine the relationship between the KPIs and the shipping marketing as well as the usefulness of KPIs in shipping companies performance evaluation. The paper brings the importance of KPIs closer to the reader and examines their definition, purpose and role in the shipping company. The first part is devoted to literature review on KPIs. The second part examines the relationship among the KPIs, the shipping marketing and the safety orientation of tanker shipping companies. The third part includes the research methodology; since the tanker market is a safety oriented market, a questionnaire is taken across the tanker shipping companies in Greece. The third part is the analysis of the questionnaire which showed that KPIs improve the marketing planning, the customer relationships and the company's competitiveness. The most important KPIs are safety, operational, technical, environmental, navigational, security and financial indicators.
International Journal of Shipping and Transport Logistics, 2009
This paper tries to fill the gap in the literature dealing with tramp shipping marketing. After a... more This paper tries to fill the gap in the literature dealing with tramp shipping marketing. After an extensive literature review for works during at least last 20 years, it begun with presenting the traditional marketing mix, transformed into shipping realm and adding paperless trade. Paper’s contribution however we consider to be the introduction into tramp shipping marketing of the non-linear marketing techniques like the phase space. We have worked out four case-studies trying to draw the trajectories in two circumstances of actual shipping companies’ sales and revenues or profits, and to draw business suggestions for them. In our fourth case-study we submitted to the temptation to understand the business strategy of a leading Greek shipping company in the transportation of petroleum products. We have worked out a marketing framework/ pigeon holes box and we tried to place company’s strategies and actions into that. All went to place but something was lacking and this was Porter’s ideas.
Management : Journal of Contemporary Management Issues, 2011
Marketing of shipping companies is not only concerned with the development and implementation of ... more Marketing of shipping companies is not only concerned with the development and implementation of successful strategies. For marketing to be successful there needs to be a marketing orientation throughout the company which fosters the marketing concept and demonstrates a marketing approach to all internal and external activities. The concept of customer orientation in business markets has attracted attention from both academics and managers and it has been widely used in the marketing discipline. The term customer oriented firms is used to describe how knowledgeable the firm is about the clients' needs and how responsive the firm is to them in terms of the continuous value creation and delivery. Despite the increasing literature being focused on customer orientation and business relationships in general, there is a lack of literature explaining the marketing orientation in shipping companies. Shipping marketing can be described by means of all practical aspects within a marketing program, such as market analysis, segmentation, planning, differentiation, positioning, promotion and transport service production. A marketing orientation is based around a philosophy, which places the charterer and shipper first, and it recognizes that every action taken by the shipping company ultimately affects the customer relationship. Therefore, a necessary precondition of an effective shipping marketing is the understanding of the different needs the charterers and shippers have within the different market segments. The weakness of understanding the needs the client groups have, leads to the weakness of correct marketing planning and to the failure of providing the desired transport services. The article begins with a brief discussion and definitions for the marketing of shipping companies. Then, the framework of customer orientation in shipping companies is analyzed. The paper is based on an empirical research, which concerns the buying behavior in the tramp and liner market. Consequently, the psychology and buying behavior of a shipping company's clients are examined, as well as the charterers' and shippers' transportation needs, decision processes and the factors influencing them. The paper concludes with a discussion of the findings in terms of the implications for both theory and shipping practice.
Spoudai Journal of Economics and Business, 2008
This paper presents the MIS that should be ideally followed by companies, which are activated in ... more This paper presents the MIS that should be ideally followed by companies, which are activated in merchant shipping. The article describes the characteristics of the MIS' subsystems, such as the internal file, the marketing information, the marketing research and the marketing decision support subsystem. Additionally, the article attempts a comparative analysis of the MIS that is applied in bulk and liner shipping companies. From bulk shipping, the tanker shipping companies were chosen and from liner shipping, the container shipping companies were chosen for investigation. The paper presents the results of the quantitative research that was carried out in 2005 concerning the Marketing Information System of the Greek Shipping Companies.
Management : Journal of Contemporary Management Issues, 2007
The concept of the marketing mix has attracted attention from both academics and managers and has... more The concept of the marketing mix has attracted attention from both academics and managers and has been widely used in the marketing discipline. Despite the increasing literature being focused on services marketing in general, there is a lack of literature explaining the application of the marketing mix theory in shipping services. This paper presents the tools of the marketing mix of shipping companies active in merchant shipping. It argues that the marketing strategies are the means by which a company achieves its marketing objectives and are related to the tools of the marketing mix. An empirical research was carried out for the top 10 tanker shipping companies and for the top 10 liner operators of container ships in order to confirm that the companies understand the importance of marketing and apply improved marketing strategies. Some of the data, which were gathered in the above-mentioned research, are used in this presentation to exemplify the strategies related to the tools of the shipping marketing mix. The article concludes that the shipping company must organize its resources in such a manner as to be able to apply improved strategies of effective marketing in order to achieve a long-lasting and more effective commercial operation of its vessels.
Cyprus Journal of Science and Technology, 2007
This paper investigates the application of marketing to Greek shipping companies. Furthermore, th... more This paper investigates the application of marketing to Greek shipping companies. Furthermore, the paper presents a comparative analysis of the marketing strategies and policies of bulk and liner shipping companies in Greece.
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Books by Dr. Evi Plomaritou
This new edition has been fully revised and updated to reflect the current trends in chartering practice, legal developments and standard forms of charterparties. New to this edition:
- Enriched with practical examples covering crucial aspects of chartering and shipbroking business, such as voyage estimations, freight conversions and tanker calculations.
- New material on day-to-day laytime principles, including "Laytime Definitions for Charterparties 2013", associated commentary and relevant examples.
- Shipping Marketing as a modern tool of improving chartering and shipbroking business.
- Expanded coverage of the economic background of chartering, including markets, vessels, cargoes, trades and fixtures.
- Freight rates for all vessel types from 1980 to 2015.
- Updated review of well-known standard charterparty documents (including NYPE 2015), together with clauses and wordings commonly applying to various charter types.
- Analytical glossary containing typical terms and abbreviations used in chartering negotiations.
This book is an essential guide for practitioners in private practice and in-house for shipowners and cargo houses, as well as those studying shipbroking and chartering.
The book aims at:
- Providing a comprehensive text about what marketing of shipping companies means.
- Presenting the stages of marketing implementation in shipping companies.
- Describing the marketing policies and philosophies of shipping companies.
- Presenting a comparative analysis of marketing implementation in the leading tanker and liner shipping companies.
- Analyzing the role of marketing as a tool for improvement of chartering policy.
This work is addressed to:
- Shipping market practitioners whether or not they are directly engaged in marketing practice. For all of them - and particularly for those engaged in chartering and operation - marketing is likely to play a vital role in their careers.
- Students with career interests in shipping industry and particularly in the fields of chartering, ship operation and management.
- Students, who wish to become members of the Institute of Chartered
Shipbrokers.
The content of this publication has been exposed to the criticism of shipping market practitioners and shaped according to the comments of maritime academics. Every chapter presents carefully selected cases to illustrate shipping marketing strategies. Suggested references and extensive bibliography may inspire the reader for further research.
"Marketing of shipping companies is the science of business to business marketing, which helps the shipping enterprise establish an organised methodology in order the right people of the company (personnel and crew) to provide the appropriate sea transport services, with the proper (seaworthy and cargoworthy) vessel, to the appropriate clients (charterers-shippers), at the right place (port or geographical area), at the right moment of time, at the appropriate freight (or hire), with the suitable promotion".
Τοβιβλίο των Ναυλώσεων αποτελεί μια πρωτοποριακή για τα ελληνικά και διεθνή δεδοµένα µελέτη, η µοναδικότητά της οποίας έγκειται στην ολοκληρωµένη παρουσίαση του αντικειµένου των ναυλώσεων από οικονοµική, νοµική, πρακτική αλλά και ιστορική σκοπιά. Το βιβλίο:
- Εξοικειώνει τον αναγνώστη µε την ελληνική και αγγλική ορολογία των ναυλώσεων
- Παρουσιάζει το νοµικό πλαίσιο του αντικειµένου παραθέτοντας στην αγγλική γλώσσα 180 δικαστικές υποθέσεις
- Παρουσιάζει µε διαγράµµατα την εξέλιξη των ναύλων, πλοίων και φορτίων
- Αναλύει µε παραδείγµατα την πρακτική διαδικασία διαπραγµάτευσης και εκτέλεσης της ναύλωσης
- Περιγράφει τους τρόπους χειρισµού των φορτίων και τα τεχνικά χαρακτηριστικά των πλοίων
- Μελετά µε υποδείγµατα τους τύπους και την ορολογία των ναυλοσυµφώνων
- Περιγράφει και ταξινοµεί σε θεµατικές ενότητες τις ναυτιλιακές συντοµογραφίες
- Εξετάζει τους υπολογισµούς ναύλου και σταλιών
- Παρουσιάζει τους ναυλοδείκτες και τα ναυτιλιακά παράγωγα
Η µεθοδική παρουσίαση του αντικειµένου των ναυλώσεων στηρίζεται σε εκτενείς βιβλιογραφικές αναφορές, χρήσιµες διευθύνσεις στο ∆ιαδίκτυο, ειδικά παραρτήµατα µε ναυλοσύµφωνα, ναυτιλιακά έγγραφα, γεωγραφικούς χάρτες, πίνακες και νοµοθετικούς κανονισµούς. Το συνοδευτικό DVD προβάλλει υποδείγµατα από τα πιο αντιπροσωπευτικά έγγραφα της BIMCO, παρουσιάζει το λογισµικό "Integrated Shipping Solution", περιλαµβάνει βιντεοσκοπήσεις ταξιδιών και φορτοεκφορτώσεων ενδεικτικών φορτίων και παρουσι-άζει πλούσιο φωτογραφικό υλικό εµπορικών πλοίων.
Το βιβλίο του Μάρκετινγκ Ναυτιλιακών Επιχειρήσεων έρχεται να καλύψει ένα μεγάλο κενό στη διεθνή βιβλιογραφία, αποτελώντας την πρώτη συστηματική προσπάθεια ανάλυσης των πτυχών του marketing στον τομέα της εμπορικής ναυτιλίας. Ερευνά επιστημονικά και περιγράφει μεθοδικά τη διαδικασία εφαρμογής του marketing στη ναυτιλιακή επιχείρηση, προσφέροντας τις απαραίτητες εμπειρικές και θεωρητικές γνώσεις για την κατανόηση των αναγκών του πελάτη (ναυλωτή-φορτωτή), τη βελτίωση της πολιτικής ναυλώσεων της επιχείρησης και την ανάπτυξη της κερδοφορίας της.
Μέσα από case studies παρουσιάζεται μία συγκριτική ανάλυση της στρατηγικής και της φιλοσοφίας του marketing που υιοθετούν οι ναυτιλιακές εταιρείες της ελεύθερης αγοράς και της αγοράς γραμμών παγκοσμίως και στην Ελλάδα. Έμφαση δίνεται στην παρουσίαση των προγραμμάτων marketing που εφαρμόζουν
οι μεγαλύτερες ναυτιλιακές εταιρείες-κολοσσοί στον κόσμο, προσφέροντας πολύτιμες γνώσεις για όλα τα επιμέρους στάδια εφαρμογής του marketing, όπως η διάγνωση των αδυναμιών της πολιτικής ναυλώσεων μίας εταιρείας, η οργάνωση και αξιοποίηση των πόρων της και ο σχεδιασμός στρατηγικών marketing.
Papers by Dr. Evi Plomaritou
shipping companies of bulk and liner markets.
This new edition has been fully revised and updated to reflect the current trends in chartering practice, legal developments and standard forms of charterparties. New to this edition:
- Enriched with practical examples covering crucial aspects of chartering and shipbroking business, such as voyage estimations, freight conversions and tanker calculations.
- New material on day-to-day laytime principles, including "Laytime Definitions for Charterparties 2013", associated commentary and relevant examples.
- Shipping Marketing as a modern tool of improving chartering and shipbroking business.
- Expanded coverage of the economic background of chartering, including markets, vessels, cargoes, trades and fixtures.
- Freight rates for all vessel types from 1980 to 2015.
- Updated review of well-known standard charterparty documents (including NYPE 2015), together with clauses and wordings commonly applying to various charter types.
- Analytical glossary containing typical terms and abbreviations used in chartering negotiations.
This book is an essential guide for practitioners in private practice and in-house for shipowners and cargo houses, as well as those studying shipbroking and chartering.
The book aims at:
- Providing a comprehensive text about what marketing of shipping companies means.
- Presenting the stages of marketing implementation in shipping companies.
- Describing the marketing policies and philosophies of shipping companies.
- Presenting a comparative analysis of marketing implementation in the leading tanker and liner shipping companies.
- Analyzing the role of marketing as a tool for improvement of chartering policy.
This work is addressed to:
- Shipping market practitioners whether or not they are directly engaged in marketing practice. For all of them - and particularly for those engaged in chartering and operation - marketing is likely to play a vital role in their careers.
- Students with career interests in shipping industry and particularly in the fields of chartering, ship operation and management.
- Students, who wish to become members of the Institute of Chartered
Shipbrokers.
The content of this publication has been exposed to the criticism of shipping market practitioners and shaped according to the comments of maritime academics. Every chapter presents carefully selected cases to illustrate shipping marketing strategies. Suggested references and extensive bibliography may inspire the reader for further research.
"Marketing of shipping companies is the science of business to business marketing, which helps the shipping enterprise establish an organised methodology in order the right people of the company (personnel and crew) to provide the appropriate sea transport services, with the proper (seaworthy and cargoworthy) vessel, to the appropriate clients (charterers-shippers), at the right place (port or geographical area), at the right moment of time, at the appropriate freight (or hire), with the suitable promotion".
Τοβιβλίο των Ναυλώσεων αποτελεί μια πρωτοποριακή για τα ελληνικά και διεθνή δεδοµένα µελέτη, η µοναδικότητά της οποίας έγκειται στην ολοκληρωµένη παρουσίαση του αντικειµένου των ναυλώσεων από οικονοµική, νοµική, πρακτική αλλά και ιστορική σκοπιά. Το βιβλίο:
- Εξοικειώνει τον αναγνώστη µε την ελληνική και αγγλική ορολογία των ναυλώσεων
- Παρουσιάζει το νοµικό πλαίσιο του αντικειµένου παραθέτοντας στην αγγλική γλώσσα 180 δικαστικές υποθέσεις
- Παρουσιάζει µε διαγράµµατα την εξέλιξη των ναύλων, πλοίων και φορτίων
- Αναλύει µε παραδείγµατα την πρακτική διαδικασία διαπραγµάτευσης και εκτέλεσης της ναύλωσης
- Περιγράφει τους τρόπους χειρισµού των φορτίων και τα τεχνικά χαρακτηριστικά των πλοίων
- Μελετά µε υποδείγµατα τους τύπους και την ορολογία των ναυλοσυµφώνων
- Περιγράφει και ταξινοµεί σε θεµατικές ενότητες τις ναυτιλιακές συντοµογραφίες
- Εξετάζει τους υπολογισµούς ναύλου και σταλιών
- Παρουσιάζει τους ναυλοδείκτες και τα ναυτιλιακά παράγωγα
Η µεθοδική παρουσίαση του αντικειµένου των ναυλώσεων στηρίζεται σε εκτενείς βιβλιογραφικές αναφορές, χρήσιµες διευθύνσεις στο ∆ιαδίκτυο, ειδικά παραρτήµατα µε ναυλοσύµφωνα, ναυτιλιακά έγγραφα, γεωγραφικούς χάρτες, πίνακες και νοµοθετικούς κανονισµούς. Το συνοδευτικό DVD προβάλλει υποδείγµατα από τα πιο αντιπροσωπευτικά έγγραφα της BIMCO, παρουσιάζει το λογισµικό "Integrated Shipping Solution", περιλαµβάνει βιντεοσκοπήσεις ταξιδιών και φορτοεκφορτώσεων ενδεικτικών φορτίων και παρουσι-άζει πλούσιο φωτογραφικό υλικό εµπορικών πλοίων.
Το βιβλίο του Μάρκετινγκ Ναυτιλιακών Επιχειρήσεων έρχεται να καλύψει ένα μεγάλο κενό στη διεθνή βιβλιογραφία, αποτελώντας την πρώτη συστηματική προσπάθεια ανάλυσης των πτυχών του marketing στον τομέα της εμπορικής ναυτιλίας. Ερευνά επιστημονικά και περιγράφει μεθοδικά τη διαδικασία εφαρμογής του marketing στη ναυτιλιακή επιχείρηση, προσφέροντας τις απαραίτητες εμπειρικές και θεωρητικές γνώσεις για την κατανόηση των αναγκών του πελάτη (ναυλωτή-φορτωτή), τη βελτίωση της πολιτικής ναυλώσεων της επιχείρησης και την ανάπτυξη της κερδοφορίας της.
Μέσα από case studies παρουσιάζεται μία συγκριτική ανάλυση της στρατηγικής και της φιλοσοφίας του marketing που υιοθετούν οι ναυτιλιακές εταιρείες της ελεύθερης αγοράς και της αγοράς γραμμών παγκοσμίως και στην Ελλάδα. Έμφαση δίνεται στην παρουσίαση των προγραμμάτων marketing που εφαρμόζουν
οι μεγαλύτερες ναυτιλιακές εταιρείες-κολοσσοί στον κόσμο, προσφέροντας πολύτιμες γνώσεις για όλα τα επιμέρους στάδια εφαρμογής του marketing, όπως η διάγνωση των αδυναμιών της πολιτικής ναυλώσεων μίας εταιρείας, η οργάνωση και αξιοποίηση των πόρων της και ο σχεδιασμός στρατηγικών marketing.
shipping companies of bulk and liner markets.
Consequently, the article presents the results of the empirical research, which was carried out in 2005, concerning the marketing policies and philosophies of the largest tanker and liner shipping companies in the world.
strategy, leadership, team-work and safety and security culture are presented. Shipping industry is in this paper contrasted and compared with other service industries for peculiarities that exist and make this industry unique for business-to-business marketing. Two large and successful Greek shipping companies have been analyzed as case studies (Eletson and Thenamaris).
is applied in the bulk and liner Greek shipping companies.
marketing implementation that should be ideally followed by companies, which are activated in merchant shipping. Additionally, the article attempts a comparative analysis of marketing implementation in bulk and liner shipping companies. From bulk shipping, the tanker shipping companies were chosen and from liner shipping, the container shipping companies were chosen for investigation. An empirical research was
carried out in 2005 concerning the implementation of marketing in the largest tanker and liner shipping companies – organization models – in the world. Consequently, this article presents the marketing strategies, as well as the marketing philosophies of the leading shipping companies in the world.