Transport Service Potential from Northern Europe to the Eastern Mediteranean

1. Market Potential for
RO/RO Services
SONORA Local Action Plan

2. First Results , Conclusions and next steps
RO/RO Services Greece/Adriatic/Baltic
1
Trade imbalances, economy, demand for transport services
2
Current RO/RO Services connecting Greece / Adriatic
3
Port of Venice - Special requirements
4
Key requirements of RO/RO customers
5
Consequences, conclusions, the way forward
Page  2

3. Trade volume analysis
To assess market potential for targeted transportation services
SOURCES
 EUROSTAT External Trade Database
(COMEXT)
 INTRASTAT figures obtained for EU27 countries in the years 2006-08.
AREAS
 Greece , the reporter country of
exports & imports
 Partner countries
 Germany, Austria, the Czech
Republic and Slovakia
 Finland and Sweden
 Poland, Estonia, Latvia, and
Lithuania.
Page  3

4. Trade Imbalances between Greece and target
markets in Central & Northern Europe
Imbalances in trade flows are assumed to cause imbalances in transport capacity utilization (e.g. empty
trips of equipment) and are therefore an indicator for available capacities in the opposite direction.
Tons 1000000
Imports 2008
Exports 2008
Net imports 2008
800000
600000
400000
200000
0
-200000
Food and live Beverages and
animals
t obacco
Crude
mat erials,
Mineral f uels,
Animal and
lubricant s and veget able oils,
inedible,
relat ed
except f uels
mat erials
f at s and waxes
Chemicals and Manuf act ured Machinery and Miscellaneous Commodit ies
relat ed
goods
t ransport
manuf act ured
and
product s,
classif ied
equipment
art icles
t ransact ions
n.e.s.
chief ly by
mat erial
Page  4
n.e.s. in SITC

5. Greece‘s top net imports
Product categories (SITC rev. 3 level 2) ranked by 2008 net imports in tons
Page  5

6. Share of Greek imports by partner country
Identify major importers in product categories, with high imbalances …
1 Paper, paperboard and articles thereof
2 Dairy products
3 Cork and wood
4 Power-generating machinery and equipment
5 Cereals and cereal preparations
6 Road vehicles
7 Plastics in primary forms
8 Iron and steel
9 Vegetables and fruit
10 Cork and wood manufactures (excluding furniture)
0%
Germany
Page  6
Sweden
Austria
Finland
Poland
20%
Czech Republic
40%
60%
Slovakia
Estonia
80%
Lithuania
100%
Latvia

7. Greece‘s main exports by products & country
Imbalances in trade flows are assumed to cause imbalances in transport capacity utilization (e.g. empty
trips of equipment) and are therefore an indicator for available capacities in the opposite direction.
1Vegetables and fruit
2 Chemical materials and products
3 Crude fertilizers and crude
minerals
4 Metalliferous ores and metal
scrap
5 Cereals and cereal preparations
6 Iron and steel
7 Non-ferrous metals
8 Beverages
9 Confidential trade
1 Dairy products
0
0%
Germany
Page  7
Sweden
Austria
20%
Finland
Poland
40%
Czech Republic
60%
Slovakia
80%
Estonia
Lithuania
100%
Latvia

8. Market Potential for Baltic/Adriatic links
Looking for demand for existing RO/RO transport services and planned train services
between the Baltic & Venice, the focus will be on the following commodities
Inbound Cargo  Paper, Wood, Furniture (Germany, Austria, Sweden, Finland)
potential (Trade  Dairy Products (Germany, Austria)
 Cork & Wood (Germany, Austria)
Study)
Outbound Cargo  Vegetables, Fruit (Germany, Poland up to Sweden)
Potential (Trade  Cereals (Germany, Poland)
 Chemicals, metal ores, scrap metals (Germany, Poland, Sweden)
Study)
Inbound RO/RO
cargo (Interviews,
ALPCHECK survey)
Outbound RO/RO
cargo (Interviews,
ALPCHECK survey)
Page  8
 „General Cargo“ (49%), Food & Drinks (21%), Cars (5%), Furniture(3%)
 Origins:Germany (43%), Netherlands (13%), Italy, Belgium (11%)
 „General Cargo“ (20%), Food & Drinks (52%), Cars (4%), Furniture(2%)
 Destinations: Germany (22%), Netherlands (16%), France, Spain (11%)

9. First Results , Conclusions and next steps
RO/RO Services Greece/Adriatic/Baltic
1
Trade imbalances, economy, demand for transport services
2
Current RO/RO Services connecting Greece / Adriatic
3
Port of Venice - Special requirements
4
Key requirements of RO/RO customers
5
Consequences, conclusions, the way forward
Page  9

10. RO/RO Services Adriatic/Greece
MINOAN LINES SHIPPING S.A.
Venice – Igoumenitsa – Patr
Ancona - Patras
ANEK LINES
Venice – Patras
 GRIMALDI GROUP
 Venice – Pireos
 HELLENIC SEAWAYS
 Venice - Corinthe
Page  10

11. Shipping Lines
Adriatic – Greece RO/RO & RO-PAX market
Grimaldi
group
controls
Finnlines
Grimaldi
group owns
over 85% of
MINOAN
1
2
AX
X
RO--P A
OP
R
O
O
RO//R c.))
RO R c.
c
((una c
una
3
Use the same
IT Reservation
system
4
AX
X
RO--P A
OP
R
 GRIMALDI GROUP
 MINOAN Lines
 HELLENIC
 ANEK
 Team Shipping
Agency Srl
 EURO Agency srl
 Schiavon Shipping
 Anek Lines Italia
 Venezia Terminal
Passaggeri S.p.A.
 Venezia Terminal
Passaggeri S.p.A
 35,000 trailes
(2008)
 Terminal Rinfuse
Italia
 Venezia Terminal
Passaggeri S.p.A

AX
X
RO--P A
RO P
 20,000 trailers
(2008)
Consolidating shipping industry, very little competition
Three out of four service passengers and accompanied traffic
Page  11
 12,200 trailers
(2008)

12. Current prices for RO/RO Services
Prices per trailer
From Venice to Greece
Mo
Tu
We
Th
Fr
Sa
So
ANEK Lines (Patras)
725
714
727
725
725
903
725
Hellenic Seaways (Corinthos)
761
761
761
761
845
845
MINOAN Lines(Patras)
745
745
730
730
860
920
730
From Greece to Venice
Mo
Tu
We
Th
Fr
Sa
So
739
739
739
739
739
739
739
ANEK Lines (Patras)
Hellenic Seaways (Corinthos)
MINOAN Lines(Patras)
Page  12

13. Current schedules for RO/RO Services
Weekly departure times fromVenice/Marghera to Patras/Corinthos/
Description
Tu
We
ANEK Lines
19:00
19:00
Hellenic Seaways
18:00
MINOAN Lines
Mo
17:00
Th
Fr
Sa
So
12:00
12:00
18:00
14:00
17:00
14:00
17:00
 ANEK Lines and MINOAN Lines:
 RO - PAX ships depart from Venice: Venezia Terminal Passaggeri S.p.A.
 Hellenic Seaways:
 RO/RO ships departing from Marghera: Terminal Rinfuse Italia
Page  13

14. Consolidated opinion of Venice shipping agents
Placeholder for your own subheadline
Customers of RO/RO services
 Transporters, truckers, brokers and freight forwarders; prominent today are:
 GARTNER, TRANSCAMION, KOMBIRAIL, ALMA Transport, LKW Walter, VEROSKI
Requirements & Expectations
 Sufficient space on vessels, Safety and Security, Guaranteed and reliable
departures
 Freshfood warehousing, reload facilities, tracking & tracing
 Planned opening of road in 2009 between Thessaloniki and Igoumenitsa will
change the market
Concerns of shipping agents
 Agreement with administration to use low-sulfur fuel to protect the lagoon‘s
ecosystem results in higher fuel costs
 Delays and high costs to use Malamocco to Marghera channel
 Restrictions to access the port for safety reasons (strong winds)
Page  14

15. Finding interested partners
Course of actions performed by APV/Paradigma
Alternative e-mail to
chambers of
commerce in target
countries (Greece,
Turkey, …)
Send official APV letter to
potential partners: Shipping
agents, railroad operators,
shippers, freight forwarders
Step 1
Step 1
Step 2
Step 2
Personal meetings
with interested
respondents and
other organizations
(OEBB Board,
WIENCONT, BMVIT)
Page  15
Step 3
Step 3
Ask for support
from SONORA
partners (THW)
Step 4
Step 4
Follow-up calls and emails to non-responses
and additional
potential partners
Step 5
Step 5

16. Transport chain actors approached …
 UPM-Kymmene
 Rail Cargo Austria
 Gartner KG
 Mondi Group
 PKP-Cargo (Poland)
 Hoyer GmbH
 W. Hamburger GmbH
 Graz-Köflacher Eisenbahn
 LKW Walter
 Papierfabrik Rieger KG
 OEKOMBI GmbH
 Berger Logistik GmbH
 REWE International AG
 Raab-Oedenburger
Eisenbahn
 DHL Logistics GmbH
 ASPIAG Management AG
 Industrielogistik Linz
 JCL Transport und
Logistik Gmbh
 Wiencont Management
Ges.m.b.H.
Page  16

17. Results of follup-up contacts
Strong interest – active
participation
 INTERCONTAINER
Austria, railroad
operator, part of OEBB
Holding.
 Hoyer Gmbh, Freight
Forwarder with chemical
cargo from Ruhr to
Greece & Turkey
Interested Observers –
potential customers
 ARS Altmann: Railroad
services for automotive
sector
 LKW Walter: Freight
forwarder: Services
between Rostock and the
Eastern Med.
 Spedition Gartner:
Freight Forwarder,
Services to Greece /
Turkey
 Schiavon Shipping: Agent
for Hellenic Shipping
Page  17
Not interested (no response
or explicit rejection )
 Hödlmayer, Graz
Köflacher
 Other destination and
routes (Koper, Triest)
 ILL and Logistik Service
(Logserv) and DHL
 No significant volumes
to/from the East.Med.
WIENCONT, OEKOMBI
 UMP, Mondigroup
 No response, no clear
position as of yet …

18. Observations and Experiences
o
Feedback to the letter sent was below expectations; personal contacts and
persistent follow up with calls delivered the best results.
o
Attempts to involve industry representatives of exporting countries
(Nordics, Germany, Austria, … ) in the Eastern Mediterranean countries in
the search for shippers:
Two chambers of commerce responded and offered their services for fee.
o
Freight forwarders and transport service providers are looking for
alternative to existings routes; value not only freight cost benefits but
consider total cost of door-to-door delivery.
o
Shippers (consigners, consignees) of major traded commodities have often
outsourced their transport functions.
o
Railroad carriers (mostly still state owned) show only scant interest in the
development of new transport services
o
Private operators who have already developed services are conscious not to
cannibalize their current business.
Page  18