近日，從事貨運(yùn)代理近50年的行業(yè)前輩Bill Paul的一篇"What's My Issue With Flexport? "  再次引發(fā)業(yè)界質(zhì)疑Flexport的大討論，這就是今天最航運(yùn)的主題，我們放上Bill Paul的核心觀點(diǎn)和精選的各方評(píng)論，歡迎互動(dòng)，留下您的觀點(diǎn)。

Bill Paul 原文觀點(diǎn)

Every year there are more of them coming into existence and that's great for the industry. Competition drives competition. Competition is healthy.

每年都會(huì)有更多這樣的問世，這對(duì)整個(gè)行業(yè)都是一件好事。競爭推動(dòng)競爭。競爭是健康的。

The difference with Flexport is that in my opinion, they are brash and braggadocious. They've been heavily backed by investors which has enabled them to become a marketing machine.

而Flexport不同的是，在我看來，它們既自負(fù)又傲慢。他們得到了投資者的大力支持，使他們能夠成為營銷機(jī)器。

That's okay, too but what isn't okay is telling the world that Freight Forwarders are archaic, antiquated and still using stone, chisels and abacuses.

這也沒關(guān)系，但不好的是告訴世界貨運(yùn)代理是古老的，過時(shí)的，仍在使用石頭，鑿子和算盤。

Flexport are using the same Airlines, Steamship Lines, Rail Carriers and Truckers as every other Freight Forwarder. They are bound over by the same rules and regulations as everyone else.

但Flexport使用的航空公司、班輪公司、鐵路公司和卡車司機(jī)和其他貨運(yùn)代理一樣。他們和其他人一樣受到相同的規(guī)章制度的約束。

They have their own technology but so do virtually every one of their competitors. For those who don't have bespoke technology, there's amazing technology that can be bought off the shelf.

他們有自己的技術(shù)，但幾乎每個(gè)競爭對(duì)手都有。對(duì)于那些沒有定制技術(shù)的人來說，那些神奇的技術(shù)是可以從貨架上買到的。

What Flexport doesn't have is the network, the global infrastructure, the scale, the buying power, the history or the people. Ultimately, in this business, it's the people who make the difference.

Flexport沒有的是網(wǎng)絡(luò)、全球基礎(chǔ)設(shè)施、規(guī)模、購買力、歷史或人。歸根結(jié)底，在這個(gè)行業(yè)中，關(guān)鍵是人。

Several years ago I asked Flexport what they were doing that was different to any other Freight Forwarder. They didn't or couldn't answer that question then and they haven't or can't answer that question today.

幾年前，我問Flexport他們?cè)谧鍪裁磁c其他貨運(yùn)代理不同。他們當(dāng)時(shí)沒有或不能回答這個(gè)問題，今天也沒有或不能回答這個(gè)問題。

In a very unofficial capacity, I'm the voice of the Freight Forwarders and the industry they've shown and continue to show little or no respect for. 

在這個(gè)非常非正式的職責(zé)上，我是貨運(yùn)代理的代言人，他們所展現(xiàn)的而且繼續(xù)表現(xiàn)得很少或根本不尊重對(duì)于這個(gè)行業(yè)。

And since I'm part of that industry, and Freight Forwarding has been flowing through my veins for nearly 50 years.

既然我是這個(gè)行業(yè)的一員，貨運(yùn)代理已經(jīng)在我的血管里流動(dòng)了近50年.

I'm not going to let them bash, mislead, bamboozle or bullshit their way into a place of any significance without challenging them every time I get the chance.

我不會(huì)讓他們?cè)诿看挝矣袡C(jī)會(huì)的時(shí)候都不去挑戰(zhàn)他們，就讓他們?cè)谌魏我饬x上痛擊、誤導(dǎo)、哄騙或胡說八道。

精選評(píng)論觀點(diǎn)

Marcus, Xiaobin Zhang - 順豐集團(tuán) - Senior Investment Manager

it is the food calling me to the restaurant，not the nice spoon.

叫我去餐館的是食物，而不是漂亮的勺子。

Alex Sidorec - VP Logistics at Olam Activating Leagile Ecosystems

I like the point of assessing their capabilities by looking at the nature of the ecosystem they are operating within to showcase that Flexport will be exposed to the same industry boundaries / constraints as its native players.

我喜歡這樣一個(gè)觀點(diǎn)，即通過觀察他們正在運(yùn)作的生態(tài)系統(tǒng)的性質(zhì)來評(píng)估他們的能力，以展示Flexport將暴露于與其本土企業(yè)相同的行業(yè)邊界/約束之下。

But considering the amount of resources they got, there is certainly a probability that they might come up with some business model innovations etc. (well, in case those resources are wisely invested) or...

但是考慮到他們獲得的資源量，他們肯定有可能提出一些商業(yè)模式創(chuàng)新等（如果這些資源被明智地投資），或者……

in the worst case, they will find the way to fake it until they really make it :)

在最壞的情況下，他們會(huì)找到方法來偽造它，直到他們真正做到。）

Douglas Schaff - Global Transportation and Logistics Professional

and, for those of us who clawed our way up thru the traditional forwarders, like your self, and have interviewed with the Flexport executives...they are totally clueless as to the keys for success and sustainability.

而且，對(duì)于我們這些通過傳統(tǒng)貨運(yùn)公司（比如你自己）的努力，并與Flexport高管進(jìn)行了面談的人來說……他們對(duì)于成功和可持續(xù)發(fā)展的關(guān)鍵完全一無所知。

it's all a marketing game driven by excess of Chinese capital.

這都是一個(gè)由中國資本過剩驅(qū)動(dòng)的營銷游戲。

Frank Szewczyk - President & CEO at Mosquito One

They will run out of money first. The adage,  sell at a loss and make it up in market share, only lasts so long.  Investors will get wise sooner than later.  With exception of a few, they have no freight forwarding background. 

他們會(huì)先花光錢的。這句名言，虧本出售，并在市場份額中彌補(bǔ)，只會(huì)持續(xù)這么久。投資者遲早會(huì)變得聰明。除了少數(shù)，他們沒有貨運(yùn)背景。

What the outside always underestimates, is how complex and complicated the freight forwarding business is.  I dont have 50 years of experience like Bill, but with 43 years I believe I also have a voice.

外界一直低估的是貨運(yùn)代理業(yè)務(wù)的復(fù)雜性。我不像比爾那樣有50年的經(jīng)驗(yàn)，但有43年的經(jīng)驗(yàn)，我相信我也有發(fā)言權(quán)。

Peter Richards - Continuous Improvement Manager at Jetco Delivery

Now I understand. Having worked for 14 years on two continents for panalpina and watched as we printed money during the great times to being sold to a competitor I fully understand hard work and the value of every single dollar.

現(xiàn)在我明白了，我在兩大洲為泛亞班拿工作了14年，看著我們?cè)诮?jīng)濟(jì)繁榮時(shí)期把錢印出來賣給競爭對(duì)手，我完全理解辛勤工作和每一美元的價(jià)值。

Btw I got out of panalpina about a year before DSV. A coincidence? I think not haha As you stated competition keeps everybody on their toes. It’s healthy when it’s fair.

順便說一句，我離開泛亞班拿在被DSV收購大約一年前。巧合？我想不是像你說的那樣，哈哈，競爭讓個(gè)人都保持警覺，公平競爭時(shí)是健康的。

When somebody arrives into a market and promises the moon for half the price what existing client wouldn’t jump to them.

當(dāng)有人進(jìn)入這個(gè)市場然后空許承諾給那些不愿跳到他們的現(xiàn)有客戶價(jià)格砍半。

But the long run is where we hope people see the difference. However, some boards and directors don’t see this and will definitely pressure people to match or beat flexport pricing which clearly is a struggle.

但長遠(yuǎn)來看，我們希望人們看到不同之處。然而，一些董事會(huì)和董事并沒有看到這一點(diǎn)，他們肯定會(huì)向人們施加壓力，要求他們匹配或擊敗Flexport定價(jià)，這顯然是一場斗爭。

Then they will think that the issue is staffing and heads will roll all because of investors with deeper pockets able to withstand the hit.

然后，他們會(huì)認(rèn)為問題在于人員配備，而這些人的頭也會(huì)滾來滾去，這都是因?yàn)橥顿Y者的口袋更大，能夠承受沖擊。

I hope clients wake up and smell the roses and go for reliability over quick fix. No point in paying for cheap if it doesn’t arrive intact

我希望客戶醒來后能聞到玫瑰的味道，并在快速修復(fù)過程中追求可靠性。如果它沒有完好無損地運(yùn)到，那就沒必要為便宜貨付錢

Richard Brooks - Business Development Manager at Yusen Logistics (UK) Ltd

Great read and in point. Flexport is a name I am hearing more and more here in the UK with them calling in to see my customers to no avail. Will never be a big player.

很好的閱讀和切入點(diǎn)。flexport是一個(gè)我在英國聽到越來越多的名字，他們打電話來找我的客戶，但沒用。永遠(yuǎn)不會(huì)成為一個(gè)大玩家。

Peter Herling - Global Director

either way “orange is the new black” and flexport is packaging their services exceptional well and safe to say have a strong focus on building a brand ...

無論哪種方式，“橙色是新的黑色”，而flexport正在包裝他們的服務(wù)非常好和安全，可以說有一個(gè)強(qiáng)大的重點(diǎn)建設(shè)一個(gè)品牌…

all the points you are making does not matter to many in 2019 if flexport’s marketing is working, their business is growing and they are building brand value (even without making money) ...

2019年，如果Flexport的市場營銷運(yùn)作良好，他們的業(yè)務(wù)不斷增長，他們正在建立品牌價(jià)值（即使沒有盈利），那么你做的所有觀點(diǎn)對(duì)很多人來說都無關(guān)緊要……

many new businesses seems irrational in the beginning to some extend as others otherwise would have done it already ....

許多新的業(yè)務(wù)在開始的時(shí)候似乎有些不合理，因?yàn)槠渌臉I(yè)務(wù)可能已經(jīng)這樣做了……

don’t be petty and go after flexport ... if anything address their investors who’s making it possible for flexport to be flexport ..

不要小心謹(jǐn)慎，去追求flexport…如果有什么能解決他們的投資者，他們會(huì)讓flexport成為flexport。

Robert Garrison - CEO, Mercado. International trade is complicated, we make it easier

I really admire these guys in the same way that I admired Fritz/Lynn Fritz, Phoenix/Bill McInerney , and Expeditors/Pete Rose.

我真的很欽佩這些人(Flexport)，就像我欽佩Fritz的Lynn Fritz, Phoenix的Bill McInerney和Expeditors的Pete Rose他們一樣。

Pete especially had both the brash and braggadocio that it took to turn EI into a powerhouse.

Pete尤其自負(fù)且傲慢他需要把康捷空變成一個(gè)強(qiáng)國。

Their 'innovations' at the time were process, standardization, and employee gain sharing, which at the time were all incredibly innovative notions for a Forwarder and then as now it rubbed all their competitors the wrong way.

當(dāng)時(shí)，他們的“創(chuàng)新”是流程、標(biāo)準(zhǔn)化和員工分享收益，這在當(dāng)時(shí)對(duì)于貨運(yùn)代理行業(yè)是令人難以置信的創(chuàng)新理念，這使他們的競爭對(duì)手都非常惱火。

I visited their operations in Dalllas, Sao Paulo, and Colombo and once inside their offices you could barely tell you were in 3 different countries.

我參觀過他們?cè)谶_(dá)拉斯、圣保羅和科倫坡的業(yè)務(wù)，在他們的辦公室里，你幾乎看不出你在3個(gè)不同的國家。

Same OS, Same Titles, Same Procedures. I used to call them the McDonalds of Forwarding and their profits always reflected that.

同樣的操作系統(tǒng)，同樣的標(biāo)題，同樣的程序。我以前叫他們貨代界的麥當(dāng)勞，他們的利潤總是反映這一點(diǎn)。

Being brash, braggadocio, and innovative should be considered complements not insults if your goal is to build a great company.

如果你的目標(biāo)是建立一個(gè)偉大的公司，那么你的魯莽、吹牛和創(chuàng)新應(yīng)該被認(rèn)為是對(duì)你的補(bǔ)充，而不是對(duì)你的侮辱。

Time will tell whether FP is in fact brash and innovative enough to get there, but they should be admired not admonished for jumping into the arena and taking on all comers just as others did before them.

時(shí)間會(huì)告訴我們，事實(shí)上，F(xiàn)lexport是否足夠自負(fù)和創(chuàng)新以達(dá)到目的，但他們應(yīng)該被人欽佩而不因他們跳到競技場上并像其他人之前在競技場那樣把所有的人都帶走而受到警告。

Eric Johnson - Senior Editor, Technology at JOC.com

Delicately wading into this debate to say that all my intel on Flexport’s pricing suggests they are not (and have not been) undercutting the market.

在這場辯論中，我小心翼翼地說，我所有關(guān)于flexport定價(jià)的情報(bào)都表明，他們沒有（也沒有）削弱市場。

Close to 100 percent of shippers and buying reps I’ve spoken to about them have told me their pricing is often above market.

接近100%的發(fā)貨人和采購代表告訴我，他們的價(jià)格經(jīng)常高于市場。

Snehal Agarwal - GM - Global Commercial and Marketing

Valuations dont mean they are building a long term business. Finally some one not going with the herd. Great opinion piece by Paul. They may have cost savings over the brick and mortar ffwrs which will accrue as they scale.

估值并不意味著他們正在建立一個(gè)長期業(yè)務(wù)。終于有人不跟牛群一起去了。保羅的偉大見解。它們可能比磚和砂漿的貨代節(jié)省成本，而這些貨代成本將隨著規(guī)模的擴(kuò)大而增加。

Even the largest ffwr in the world has less than 2% market share. We have room for all innovations and new comers. May the best man/woman/computer win !

即使是世界上最大的貨代也不到2%的市場份額。我們有空間容納所有的創(chuàng)新和新來者。祝最好的男人/女人/電腦贏！

Weiqiang （Alan) ChenWeiqiang - Director, Information Technology at Worldwide Logistics Group China.

To create new processes and standardization within the organization and its vendors are not easy but possible, I was convinced on this after I looked into Flexport’s web function for customers. 

要在組織及其供應(yīng)商中創(chuàng)建新的流程和標(biāo)準(zhǔn)化并非易事，但卻是可能的，在研究了Flexport為客戶提供的Web功能之后，我就確信了這一點(diǎn)。

Customers are always looking for their “way” of doing logistics, Flexport is trying to put everything in the IT solution.  I am not sure how many “needs” Flexport is receiving for their IT systems from their customer every day. 

客戶總是在尋找他們的“物流方式”，F(xiàn)lexport正試圖把所有東西都放在IT解決方案中。我不知道他們的IT系統(tǒng)每天從客戶那收到多少“需求”flexport。

But I do believe needs are coming more and more, as customers are always looking for their “own way” to be served in this industry. 

但是我相信需求會(huì)越來越多地到來，因?yàn)榭蛻艨偸窃趯ふ宜麄冏约旱姆绞絹頌檫@個(gè)行業(yè)服務(wù)。

Technology believers are trying to design something huge to cover all the needs.  Some of the software companies are also trying to provide solution for small forwarders, big forwarders, even trading, trucking, customs...

科技信徒們正試圖設(shè)計(jì)一種巨大的東西來滿足所有的需求。一些軟件公司也試圖為小型貨代、大型貨代提供解決方案，甚至是貿(mào)易、卡車運(yùn)輸、海關(guān)…

but where is the end, and can people are all the same?  Investors are always trying to pack things to be nicer, using many cool terms, they have their own agenda and philosophy, but I believe the core is always cheaper and nicer. 

但是，結(jié)局在哪里呢？人能都是一樣的嗎？投資者總是試圖把事情包裝得更好，用許多很酷的術(shù)語，他們有自己的議程和哲學(xué)，但我相信核心總是更便宜更好

I also happy to see Flexport truly combines the advantage of technology and the good stuffs mentioned by Bill.

我也很高興看到Flexport真正結(jié)合了技術(shù)的優(yōu)勢和比爾提到的好東西。

Caitlin Murphy - Founder at Global Gateway Logistics | 2019 Tory Burch Foundation Fellow

Bill Paul Great article. I wholeheartedly agree it is the network and people that make the different in this industry (it is literally a slide in my pitch deck of our competitive advantage!).

比爾保羅偉大的文章。我全心全意地同意，是網(wǎng)絡(luò)和人們使這個(gè)行業(yè)與眾不同（這實(shí)際上是我的競爭優(yōu)勢的一個(gè)幻燈片！）

I've had a few recent clients come to our firm from Flexport due to a lack of customer service there.

我最近有幾個(gè)客戶從Flexport來我們公司，因?yàn)槟抢锶狈蛻舴?wù)。

I've been in freight forwarding for over a decade before starting my firm and although they may be a better funded rival, their eyes are on the scale, not the solution.

在創(chuàng)辦我的公司之前，我在貨運(yùn)代理行業(yè)工作了十多年，雖然他們可能是一個(gè)資金更雄厚的競爭對(duì)手，但他們的眼光是在規(guī)模上，而不是解決方案上。

The solution comes from listening to the true issues of clients, years of experience understanding global trade as a forwarder and from the view of clients, and implementing innovations to the industry to solve those issues.

解決方案來自于傾聽客戶的真實(shí)問題，多年的經(jīng)驗(yàn)了解全球貿(mào)易作為貨代和客戶的觀點(diǎn)，以及對(duì)行業(yè)實(shí)施創(chuàng)新以解決這些問題。

John O'Brien - President at eCom Global Systems divn of eCom Global Network and Franchise

Knowledge and expertise is the requirement in the global market (not to be confused with domestic freight) and only gained by years of learning.

知識(shí)和專業(yè)知識(shí)是全球市場的需求（不要與國內(nèi)貨運(yùn)混淆），只有通過多年的學(xué)習(xí)才能獲得。

Technology is a driver to increase efficiency but as you say the process is same for everyone in our business. Fedex / UPS hv spent billions on technology and continuing process its never enough and it will never ever be perfect.

科技是提高效率的驅(qū)動(dòng)力，但正如您所說，我們業(yè)務(wù)中每個(gè)人的流程都是相同的。聯(lián)邦快遞/UPS已經(jīng)在技術(shù)和持續(xù)過程上花費(fèi)了數(shù)十億美元這是永遠(yuǎn)不夠的，也永遠(yuǎn)不會(huì)是完美的

The Global market changes ever time governments change their underwear. Flexport is yet to have both the knowledge and the technology... so good luck !

每當(dāng)政府換內(nèi)衣，全球市場就會(huì)發(fā)生變化。flexport還沒有掌握知識(shí)和技術(shù)…祝你好運(yùn)！

Imran Jafri - Director. TronGlobal Pakistan

I have over 20 years experience in this industry. Dating back to when the most common method of communication was FAX and everyone was just getting used to email and sending documents in an attachment.

我在這個(gè)行業(yè)有20多年的經(jīng)驗(yàn)?？梢宰匪莸阶畛Ｒ姷耐ㄓ嵎绞绞莻髡妫總€(gè)人都習(xí)慣于通過電子郵件和附件發(fā)送文件。

Over the period of decades I have witnessed many disruptive companies emerging out of nowhere. Some were successful others don’t. However there was a common trend, as given the nature of our industry we have a very limited tricks to grab the market share.

幾十年來，我見證了許多顛覆性公司從無到有。有些是成功的，另一些則不然。然而，有一個(gè)共同的趨勢，因?yàn)槲覀兊男袠I(yè)的性質(zhì)，我們有一個(gè)非常有限的訣竅來搶占市場份額

First and foremost is pricing. Especially for SME importers and exporters.

首先也是最重要的是定價(jià)。尤其是中小進(jìn)出口商。

They all sold at cost or below to grab these SME, and build up clientele. Large sized clients differ in their demand of services, so they gradually come along as you build up your brand in the market.

他們都以成本或更低的價(jià)格出售，以抓住這些中小企業(yè)，并建立客戶群。大客戶對(duì)服務(wù)的需求各不相同，所以隨著你在市場上樹立品牌，他們會(huì)逐漸出現(xiàn)

Pricing is a priority for them but not the topmost. Once they had acquired sufficient market share or enough to afford the increase in their pricing, they made appropriate changes to their offerings.

定價(jià)是他們的優(yōu)先事項(xiàng)，但不是最重要的。一旦他們獲得了足夠的市場份額或足夠支付價(jià)格上漲的費(fèi)用，他們就對(duì)他們的產(chǎn)品進(jìn)行了適當(dāng)?shù)恼{(diào)整。

Nothing I have said, is unfamiliar with anyone who has been in this industry for a couple of years.

我所說的都不是我不熟悉這個(gè)行業(yè)幾年的人。

It’s a common tactic followed by every company who wanted to grab a large market share in a relatively shorter period of time. It’s been true since Adam and almost in every industry. Amazon, Uber you name it.

這是一種常見的策略，每個(gè)公司都希望在相對(duì)較短的時(shí)間內(nèi)獲得較大的市場份額。自從亞當(dāng)以來，幾乎所有行業(yè)都是如此。亞馬遜，優(yōu)步，你說吧。