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The resource magazine for cargo professionals

Summer 2016Vol. 24, Issue 1

BANOTHER NEW OIL CRISIS

Lynden continues steady support of oil and gas partners

Continued on page 3

ack in the 1970s, the Organization ofPetroleum Exporting Countries (OPEC)took their ball and went home by cutting

off oil exports to the U.S. Americans fought back by building the Trans-Alaska Pipeline to tap domestic oil reserves and prevent a future energy crisis. The 1980s ushered in an oil glut followed by a rise and fall in gas prices. The past decade has been a flurry of exploration and development. The latest? Oil prices are down again.

In a volatile industry, oil and gas customers need steady, dependable partners with experience riding out the highs and lows. For decades, Lynden International has remained a steadfast partner to its customers, arranging customized transportation and logistics solutions to bend and flex with the changing market and fluctuating budgets.

Today, many in the oil and gas sector are shifting from growth and expansion to improving the reliability and performance of current operations. That means taking a hard look at expenses and transportation is right up there at the top. While that may make its competitors nervous, Lynden International is enjoying steady and even greater success than usual.

“As a medium-sized forwarder, we are more flexible than larger players in the market, and our customer service and ability to move anything anywhere is legendary,” explains Paulette Shatara, Director of Business Development at Lynden’s Houston Service Center. “We are confident in our

abilities in this market and we have a track record.”Lynden International is part of the Lynden

family of companies and it moves drill rigs, camp modules, and supplies and equipment for some of the biggest oil companies in the business. With a variety of intermodal service options and proven expertise with onshore and offshore projects in remote, harsh environments, the company can handle just about anything an oil or gas customer might need shipped, trucked or flown into or out of the oilfields.

“We work with customers worldwide, but Houston is a hub for our oil and gas customers and we offer an unbeatable team there,” Shatara says. “We work around the clock and it truly sets us apart from the other forwarders. We offer personal attention and contact from the point of sale until the shipment is delivered.”

Earlier this year, Lynden completed a specialized move for offshore marine construction contractor EMAS. In just 14 days, Lynden moved 108 truckloads of underwater pipe for use in EMAS’ Angostura oil and gas project offshore Trinidad and Tobago. The coated pipe required special handling and dunnage and was delivered to a waiting vessel in Ingleside, TX bound for the project site in the Caribbean Sea. “Our attention to safety and pre-planning so impressed EMAS that they hired us to handle warehousing for 12 vessels. As material is needed for the ships, we

John KaloperPresident

Executive Perspective TW

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WORLD TO ALASKA OCEAN SERVICE

his is my first column as LyndenInternational President. I am proud tofollow in the footsteps of the leaders

before me, and I look forward to upholding our three basic tenets: Put the customer first, deliver quality and be the best.

Putting the customer first is something I’m very familiar with. I started my career 32 years ago as an account executive working at the Seattle office. After my selling day was done, I headed out to SeaTac Airport to load customer containers bound for Alaska. Working in both sales and cargo handling at a field office allowed me to gain valuable knowledge and a unique perspective: I learned what the customer expects and what goes on ‘behind the curtain’ at Lynden – the effort that it takes to provide top-notch service. I know the reality of Lynden’s day-to-day business as well as the day-to-day business of our customers.

Over three decades, I’ve spent countless hours talking with customers about their unique needs and challenges. I know what drives the

decisions to choose one freight forwarder and transportation company over another. And I’ve been on the frontlines, so I know the employee experience of taking care of our customers. I bring that balance to every decision I make in my new leadership role.

I encourage you to contact me with questions, suggestions and concerns about your experience with Lynden. I am no longer an account executive, and many things have changed since 1984, but putting the customer first will never change. Understanding your needs not only allows us to better align ourselves with your goals as a true partner, it also helps us to evolve as a top provider in our industry.

My door is always open.

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machinery made in Germany, Lynden can handle it all the way from origin to delivery in the 49th state.

“This product is unlike anything we have of-fered before and is unique in the industry,” says Charlie Ogle, Lynden’s Senior Director of Global Sales. Working with its contracted ocean carriers and Shipco Transport, Lynden now provides port-to-door through ocean rates from more than 50 major ocean ports around the world to Alaska.

FCL customers save money, time and potential cargo damage by eliminating the transfer of cargo from one container to another in Seattle. LCL customers enjoy a single factor “all in” rate from the origin warehouse to door delivery in Alaska. Lynden can also handle all import requirements with U.S. Customs through its customs brokerage department in Anchorage.

“In this buy everywhere-sell everywhere world, Lynden’s new ocean product literally brings the world to Alaska customers,” Ogle explains.

hrough its worldwide network of inter-national partners and sister companiesserving Alaska, Lynden International

introduced a new service this spring offering seamless Less-than-Cargo-Load (LCL) and Full-Container-Load (FCL) transportation to Alaska from foreign ports around the world. Whether it’s a pallet of fishing gear from China or a full container load of

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This spring, St. John’s District Operations Manager Jim Giles completed a charter move of oversized oilfield tools from St. John’s to Bergen, Norway for customer Statoil. He spent a day at the airport supervising the loading of an Antonov 12 (see photo).

Giles and the Houston team attended the Atlantic Canada Petroleum Show in St. John’s in June. The gathering is the major event of Canada’s offshore oil and gas industry. “We are ideally positioned to support Canada’s offshore oil and gas industry,” Giles says, “and we spread the word at this event.”

Continued from page 1pick and pack it in ocean containers and transport it to the waiting ship,” Shatara explains.

“Lynden has supported EMAS significantly by creating Standard Operating Procedures (SOPs) and an operational support team specific to our hectic work style,” says EMAS Senior Logistics Coordinator Jessica Herman. “The Lynden team has been the backbone in vessel port calls and heavy project transports that are absolutely crucial to EMAS operations and project competition.”

In Canada, a four-year project to construct a bitumen refinery near the Kearl oil sands in Alberta was also deemed a success thanks to teamwork from Lynden International, Lynden Canada Co. and Canadian Lynden Transport. The three companies provided support and logistics to engineering firm AMEC for the refinery project, including 12 Lynden employees embedded in Edmonton and Calgary.

More than 14,000 shipments from all over the world were handled by Lynden, everything from small packages to heaters weighing 150,000 pounds. Lynden provided international freight forwarding, warehousing, just-in-time shipping and truck transportation from Calgary to the refinery site 70 miles outside Fort McMurray.

“Lynden’s service was outstanding,” says Steve Foster, CAS Manager at Foster Wheeler. “We had buy-in from the entire team on safety and service.” Lynden was selected from all of AMEC’s global business units to receive a Beyond Zero Outstanding Achievement Award for working 100,000 hours accident free.

“We have all the tools to manage oil and gas projects and it has become our niche on a global scale,” explains Dennis Mitchell, Lynden’s Vice President-International. “Domestically we are known for our pioneering support of customers on Alaska’s North Slope. Internationally we provide onshore, offshore, air or ocean shipping, charter or oversized moves – literally anything needed in this complex industry.”

To better serve its oil and gas customers in Eastern Canada, Newfoundland and Labrador, Lynden International opened an office in St. John’s last year. The location provides a direct connection between Lynden offices in Houston and the island to support the growing oil and gas industry.

One of Lynden’s many value-added services is export packag-ing performed at both the Houston facility or on-site for a customer as seen in the top photo as a truck is staged for packing. Bottom, the truck is loaded and ready for transport to the Port of Houston for export to Russia. Lynden shipped 14 trucks for customer SPE Rigco this spring, who sold them to Surgutneftegas, one of Russia’s major oil and gas companies.

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www.laf.lynden.com

ood things come to those who wait – andsometimes to those who take a leapof faith. “I was working for a freight

forwarding company that suddenly went under,” Jim Kelly remembers, “and my brother Dave and I were stuck holding the note on the delivery truck.” A few nights later, the two sat down, listed the pros and cons and decided to give it a try on their own.

With the help of a third brother, Bob, they launched Kelly Freight Services, Inc. in 1985. Jim handled sales and Dave took care of freight pickup and delivery. They secured a loan, formed a corporation and put the plan into action by approaching some of their former contacts at the airport to build a customer base.

Slowly, and with plenty of growing pains

according to the two brothers, the small company began to add equipment and employees. In time, Kelly Freight Services landed consistent, long-term accounts and began to serve the South Bay area of Los Angeles.

All three brothers worked in the air freight industry while attending nearby Loyola Marymount University. From working on the docks, to truck driving to sales and night operations, they brought broad experience and knowledge to their new endeavor.

“We did it all back then, which gives us a unique perspective and knowledge of each position in our company,” Dave says. “We would put in a 10-hour day, grab pizza and then run the airport business at night. That’s what you did back when the airlines were flying freighters. We were loading huge amounts of freight on M1 pallets. We had a lot of fun.”

The business is now 27 employees strong with a fleet of 25 trucks to pick up and deliver freight around California. Kelly drivers transport everything from hot shot orders for the Hollywood studios and critical machine parts needed on as-sembly lines to fragile, high-value retail samples bound for shopping malls and trade show booths en route to convention centers.

Taking risks is still necessary from time to time, a task that usually falls to Dave, the middle of the three brothers. “Dave is more optimistic and forward thinking than I am,” Jim says. “I tend to be cautious about business decisions. It’s a good mix. If we ever need a third vote we have our brother Bob, the silent partner and certified financial analyst.”

During the early days of Kelly Freight Servic-es, Lynden International was expanding into off-shore markets and also establishing a presence in Los Angeles. Lynden called on Kelly for pickups and deliveries to round out its services in the L.A. market and the partnership continues today. The relationship was celebrated with a special recog-nition award at Lynden’s corporate System Meet-ing this spring in Arizona.

“We all grew together,” Jim says. Today, Kelly Freight Services serves as a partner for both Lyn-den International and Lynden Transport in Los Angeles. The three companies share a facility in Carson, CA.

ALL IN THE

FAMILY

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Brothers celebrate 30 years at Kelly Freight Services

Jim and Dave Kelly

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“The Kelly culture and style is similar to Lynden’s,” says Stuart Nakayama, Lynden Inter-national District Manager in Los Angeles. “Our shared space allows us to walk across the ware-house dock to discuss projects or deliveries. This open communication and access helps us deliver the ultimate in customer service. Both of our com-panies are customer-focused, positive and we believe in making work fun.”

In addition to pickup and delivery anywhere in Southern California, Kelly Freight Services provides home delivery and white glove setup, warehousing, pick-and-pack and store replenish-ment supported by a fleet of tractors, trailers and straight trucks. Navigating L.A.’s infamous traf-fic is a challenge the team accepts and expects, according to Jim. “Technology provides real time transparency for shipment tracing and tracking these days, but technology should never replace the personal touch of a voice on the phone.”

Taking care of people extends to both cus-tomers and employees at Kelly Freight Services. “We offer good benefits, competitive salaries and a comfortable work atmosphere. We’re not execu-tive types who check in at 11 and leave at 1 to go golf. We’re a hands-on operation working shoul-der to shoulder with our staff,” Dave says. “It feels

Delivering Trust.Delivering Service.Delivering Freight.

good to know we’ve provided a dependable, stable place for people to work over the years.”

With three decades of industry experience – and adapting to the many changes in regula-tion, security and customer needs – Jim says the greatest satisfaction at the end of the day comes from being assigned a challenging rush delivery, perhaps for Vandenberg Air Force Base on a late arrival into LAX, and having it all come together. “The flight is on time, the freeway is wide open, the part is delivered with room to spare and it’s all drama free. When things get done, the customer is happy and it’s the way it should be – that still feels good after 30 years.”

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resentation skills development beginswith designing an effective presentation.Below are four simple things that you can

do to make writing a speech and delivering your presentation faster and easier. These tips will also help your audience better understand and retain your content.

1. Create a Clear and Specific Title or Topic

If you create a vague or general title, you will have a vague and general (hard to deliver) speech. Get specific and focused. For instance, instead of talking about “Last Year Financials,” talk about how “Cost Saving Measures and Increased Sales Led to Higher Profits.”

Remember in high school when you had to give book reports? It’s really boring to hear 32 versions of “Book Report about Julius Caesar,” but “Julius Caesar as a Metaphor to High School Peer Pressure” is much more interesting.

2. Limit Your Support to a Few Important Points

Once you have a good topic, prove that your point or conclusion is true by using just three or four key support items. Spend more time proving your few points instead of adding more and more. Your audience will only remember a few items that you cover, so make sure they are the most important points.

If you have trouble determining what points to use or narrowing down to just a few, go back to tip number one and adjust your topic.

3. Add StoriesStories are easy to remember and easy to

deliver to an audience, so any nervous tension you feel will drop away as you relay them to your audience. Examples also help you prove your bullet points in a way that makes it easy for the audience to remember.

4. Use Stories as Facts and FiguresMost presenters like to create long lists of

bullet points with facts and figures. Instead, give your audience the story behind the numbers. For instance:

www.laf.lynden.com

DESIGN A GOOD BUSINESS PRESENTATION

Doug Staneart is the author of the book Mastering Presentations, and the article 101 Public Speaking Tips.

Article Source: http://EzineArticles.com/7529052

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“…give your audience the story behind the numbers.”

This information is easily forgotten and will take up a whole PowerPoint slide. Instead, try re-packaging the information as a story. For instance, “At the beginning of the last quarter, we changed our advertising strategy and focused more on re-peat business from current clients versus spending money to attract new clients. We stopped sending mailers to the mailing list that we used in the past, and we sent multiple mailers to past customers in-stead. We were able to cut the mailing costs by 15% in this move, and since the sales team had fewer leads, they were able to spend more time developing repeat business. They increased their closing ratios by 3% and total revenue by 10%. Since costs were down as well, the combination of increased revenue and decreased advertising cost let to a 15% increase in profit.” This is much easier to remember, much easier to deliver, and no bullet points are needed.

In summary, create a clear and specific title, limit your support to just a few of the most important points, use stories, make your facts and figures memorable, and your audience will love you.

revenue increased 10%

closing ratios went up 3%

advertising costs

decreased 15%

profits went up 15%

InsideInformationNews briefs fromaround the LyndenInternational system

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Senator visits Lynden in BostonFor the second year, Alaska’s U.S. Senator

Dan Sullivan stopped by the Lynden booth at the Seafood Expo North America in Boston. The event is the largest seafood trade show in North America. Sullivan is pictured above in the front row, far right, with Lynden employees from Lynden International, Alaska Marine Lines and Lynden Air Cargo.

Retailers rely on Lynden Lynden supported several retail customers

opening new stores at the Ala Moana Mall in Hono-lulu this spring. David Yurman Jewelry built a new location with Lynden exporting all store fixtures, lighting, flooring and an angel statue designed by Yurman himself for the exterior entrance. Lynden’s Chicago District Operations Manager Jason Hiti-Shannon coordinated pickup and deliveries from Yurman’s New Jersey distribution center to the island which included warehousing the material and coordinating deliveries with the construction team to keep the project on schedule. According to New York Senior Account Executive Giovanna Aquilino, everything arrived on time with great care from Lynden.

In addition, Lynden provides transportation services for L & J Interiors of jewelry and cosmetic fixtures for new retail store openings including the Bloomingdale’s anchor store at the Ala Moana Mall. Lynden also supports L & J Interiors’ remodel and new store openings for Macy’s Inc. in Hawaii, San Juan, Guam and Lower 48 locations.

Managers receive Patriot AwardsEarlier this year, Lynden International Safety

Manager Gregg Bergstrom assisted in presenting Paul Polkinghorn and Jim Maltby with Patriot Awards issued by the U.S. Department of Defense. The Washington Committee for Employer Support

The Inside ScoopWhat customers are sayingabout Lynden International

“I’m very pleased with the teams I work with. They are courteous, professional, quick to respond and very personable.”

Mallory CaparimoLogistics Analyst

Chico’sFort Meyers, FL

of the Guard and Reserve (ESGR) honored the two Lynden managers in recognition of their extraordinary support of Bergstrom, who serves in the U.S. Army Reserve. Gregg is a captain serving as the commander of the 467th Transportation Company (FC) in Tacoma, WA.

Cargolux celebrates 45th anniversaryLynden International Account Executive

Eric Troftgruben (pictured below) helped partner Cargolux celebrate its 45th anniversary at a party on the tarmac at Los Angeles Airport. A Lynden Air Cargo Hercules just happened to be there at the same time. “It was great to see one of our aircraft during the event,” Eric says. “Lynden was represented in all forms for the celebration.”

Gregg Bergstrom (left) presents the Patriot Award to Paul Polkinghorn.

Worldwide HeadquartersP.O. Box 84167

Seattle, WA 98124 USA

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Lynden in the Spotlight

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2015 LYNDEN AWARD WINNERS

E ach year, Lynden International employeesgather to recognize outstanding sales andoperational performance among the

ranks. The annual System Meeting in Arizona

and profitability. Anchorage and Honolulu were each recognized for Operational Excellence, and the Vaughan team was awarded the Lynden International Logistics Co. (LILCO) Operational Excellence Award.

The Nashville Service Center received the Customer Experience Excellence Award for 2015. Lynden renamed its Top Gun award the Sales Excellence Award this year. The following Service Centers were recognized for outstanding sales performance for 2015: Portland, San Francisco, Honolulu, Nashville and Brussels. The Nashville, Honolulu, Portland and San Juan Service Centers received the President’s Circle Award for the highest level of all-around top performance in all categories.

Sheila Proud of Lynden Canada in Toronto was presented with the Hall of Fame Award for a manager who provides long-term success within Lynden or the industry.

Marco Luyten of the Brussels Service Center received the Rainmaker Award which is presented to a manager that meets growth goals, is profitable and delights customers. Luyten, who is retiring this year, and his team have grown the Lynden brand in Belgium into the largest international partner in the system. At Brucargo Airport, the Lynden office is the action center for Belgium and the rest of Europe. “Marco has been a great friend, partner and employee to Lynden over the years,” says John Kaloper, Lynden International President.

was a chance to honor the best and brightest in the Lynden system in the past year and also to thank the carriers and partners who contribute to Lynden’s success.

For 2015, the Nashville Service Center was awarded the Stanley Cup as the most valuable location with the highest freight margin growth, customer satisfaction and adherence to system operations requirements. District Manager Todd Browner is shown above accepting the award. The Los Angeles Service Center received the Top International Service Center Award for total international gross profit, operations performance

Nashville’s Todd Browner (left) with President John Kaloper and Marco Luyten (right) of Brussels.