With an average of over 200,000 searches per month, ShipServ Pages is on course to break the

2011 record of 2m searches in a year with an estimated 2.8m searches this year, a growth of 40% year on year.

As the graph shows, over the last five years Pages has grown from just over 15,000 suppliers to over 40,000 suppliers from over 200 countries and now allows maritime buyers to locate over 1,500 brands in 7,500 ports around the world.

The most popular categories for searches on ShipServ Pages are Valves, Engine Spares (Main & Auxilliary), Mooring & Ropes, Pumps, Chandlery, Lifeboat & Liferaft repair services and Anchors.

E-Invoicing partnership fuels growthCONNECT

ShipServ

December 2012 Issue 4

As part of the continued drive to roll out its e-Invoicing solution, ShipServ has teamed up with

Eye-share to allow shipowners and ship-managers, who use ShipServ TradeNet, the ability to receive, process and approve invoices and ultimately to save both time and money.

With the ShipServ e-Invoicing service, the invoice document from the supplier is handled just like any other supplier documentation through the ShipServ TradeNet platform and can now be pro-cessed directly into the Eye-share Invoice solution to speed up the workflow and approval process.

A number of Norwegian shipowners and managers are signed up to the e-Invoicing solution from ShipServ to receive invoices

in their Eye-share Invoice solution includ-ing Seatrans, Utkilen and Wilson Shipman-agement.

The advantages of using both ShipServ and Eye-share Invoice in tandem include:

- Eye-share Invoice lets you access and approve invoices from anywhere, making tasks easier and faster to complete.

- Save time by reducing manual work and automate repeated task with seamless in-tegration between ShipServ and Eye-share Invoice.

- Distribution, collection routines, re-minders and matching invoices to pur-chase orders are all automated tasks within Eye-share Invoice.

- Better traceability with the electronic archive and invoice activity log.

“Eye-share joins a number of other

ShipServ partners, including all the lead-ing marine software providers, as we are always open to partnering with quality solutions that will benefit our existing cli-ents,” said Kim Skaarup, Chief Operating Officer of ShipServ.

The ShipServ e-Invoicing solution is now used by nine shipowners and shipman-agers with thousands of invoices sent monthly through ShipServ TradeNet.

“Our solution fits seamlessly into our existing ShipServ TradeNet service, which means that you can track invoices through transaction monitor, so there is complete transparency for the entire invoicing proc-ess,” said Mr Skaarup.

To find out more visit: http://www.shipserv.com/info/save-time-and-money-with-tradenet/e-invoicing-for-buyers/

Latest news and exclusive features for our shipowners, shipyards and shipmanagers

Record searches on ShipServ Pages

For 55 years, Mariner’s Annual has been the gold standard for accurate ordering information for ship sup-

plies – literally as well as figuratively. The easily recognizable yellow book

with the coloured stripes can be reliably found on the bookshelves and desks of ship captains, purchasing managers, naval architects, and ship suppliers.

The ordering guide has also been avail-able on CD and online. The only limita-tion is that the reader needed either a computer or a hard copy book to access the information.

Several months ago while visiting a trade show, I had too much to carry as I made my way from booth to booth, and the idea of a 1344 page book or my laptop was not appealing.

So I downloaded Mariner’s Annual onto my iPad. The first few times I pulled out the iPad to show some of the product information, the person to whom I was speaking was suddenly more interested in the fact that Mariner’s Annual was on an iPad than the specific product we had been discussing.

The same thing happened at the next industry event I attended. Clearly the marketplace was telling us something. We listened!

Now for the first time, the 2012 Edition of ShipServ Onboard/Mariner’s Annual, which was launched in September can now be downloaded onto an iPhone or an iPad. After some investigation, we have deter-

mined that a third party application called GoodReader (available at the App Store) gives an excellent user experience for a

publication of this size. The application costs approximately $5

USD for either the iPhone or iPad version. Zoom in on images or product specifica-tions. If you have access to Wi-Fi, tap email addresses to directly contact sup-pliers, or web page addresses to go to the supplier’s home page.

Download the 2012 ShipServ Onboard/Mariner’s Annual today at http://www.shipserv.com/help/ma.

December 2012 2

Don StaffinVP, Product Management

ShipServ has launched Connect3, a new service allowing shipown-ers and shipmanagers to get a

taste of e-commerce on TradeNet by connecting to three major suppliers of their choice without any ShipServ charge.

Launched at the SMM exhibition in Hamburg, the new service will provide users with a real taste of the benefits of e-commerce allowing purchasing man-agers to instantly control and cut pur-chasing costs and speed up order cycle times.

“It’s a no-cost way for buyers of try-

ing out e-commerce with three of their major suppliers. It takes next to no time to set-up and provides instant reporting data so that they can benchmark their purchasing activities and collaborate with suppliers on response times,” said Kim Skaarup, Chief Operating Officer, ShipServ.

The ShipServ TradeNet e-commerce platform is currently used by over 175 shipowners, managers and shipyards from all sectors of the maritime indus-try, managing over 7,500 vessels.

ShipServ is working very closely with its partners to roll out the service which will

be completely free of ShipServ charges to all users of purchasing modules from the following maritime software provid-ers: ABS NS5, Consultas, Danaos, GL Maritime Software, ShipNet, SpecTec, Teomaki, and Tero Marine.

“We are kicking off this project by targeting existing users of our current maritime software partners, but our aim is to roll this to as many companies as possible, regardless of their current pur-chasing solution, we hope it will encour-age the continued adoption of e-com-merce,” said Mr Skaarup.

Connect3 launched to encourage adoption

Mariner’s Annual goes mobile

Strategy to success December 2012 3

Established in the 1980s, Anglo-Eastern Ship Management has established itself as one of the

leading shipmanagers having today ap-proximately 450 ships in full management.

As a truly global operation with seven different offices around the world handling thousands of suppliers, Anglo-Eastern has always been keen to use technology to provide automation and a high-level of control over its global purchasing activities and this has culmi-nated in its strategy of pursuing a SPC (Single Point of Contact) for all its major suppliers, with multiple locations around the world.

“With our purchasing based in seven locations, this meant that we had a few 1000s of records for suppliers across the globe, so in 2010 – we decided to rational-ize the number of suppliers to easy and manageable level,” said Ivan Blazina, Group Purchasing Director of Anglo-Eastern Shipmanagement.

The SPC (Single Point of Contact) strategy allows suppliers to channel all the

RFQs and POs from different Anglo-Eastern offices to one single supplier connection to the ShipServ TradeNet platform.

Each supplier’s branch offices can therefore see all the RFQs and POs from Anglo-Eastern offices across the globe and respond centrally in a coordinated manner.

This improves standardisation to the suppliers, and suppliers can respond to an RFQ as quickly as possible – eliminating delays and mistakes where RFQs and POs may need to be forwarded from one sup-plier branch office to another.

“This is where ShipServ has helped us – it has provided a single connection for our different servers to talk via MTML and a common trading platform to a whole host of suppliers and means our orders and quotes have global visibility.”

The supplier creates a single point of contact, which means that all relevant sup-plier’s offices across the globe can see all Anglo-Eastern’s digital documents hosted on ShipServ allowing quotes and orders to

be worked on effectively 24/7. Anglo-Eastern increased the use of

KPIs generated by ShipServ to assess pre-qualified suppliers looking specifically at response times and to ensure they have only quality suppliers for every required category.

“Our SPC strategy would be hard to implement without ShipServ and a com-mon MTML standard- it now means that suppliers with a global presence can coordinate their operation globally through a common trading platform that people in multiple locations can use,” said Mr Blazina.

He admits that the implementation of the Single Point of Contact strategy hasn’t been without resistance - both internal and external – but this has been over-come.

“There was a concern that relationships people had with the suppliers would dis-appear from local offices, but this hasn’t happened as there is always visibility for each local office and everybody can see requisitions and the local technical sup-

Ivan Blazina: Implementing a Single Point of Contact purchasing strategy only possible with a common trading platform to standardise documents.

Leading shipmanager Anglo-Eastern has put ShipServ at the heart of its procurement strategy using ShipLink for onboard requisition tool and TradeNet to connect suppliers

port remains – it’s just part of a central-ised and coordinated system now,” said Mr Blazina.

ShipServ Pages is also used by Anglo-Eastern as part of the Single Point of Contact strategy to cross-check and verify suppliers and the products they provide.

“Pages helps us keep up to date with suppliers and the products they provide and we can also see directly their TradeNet ID.”

All Anglo-Eastern managed vessels also use ShipServ’s ShipLink software, mean-ing that it is easy for ship personnel to browse catalogues, create requisitions and send to shore personnel via TradeNet for fast processing allowing Anglo-Eastern to speed up the entire purchasing cycle from source.

ShipLink is used in conjunction with the ShipCat tool and Anglo-Eastern worked with ShipServ and key suppliers to pro-duce bespoke catalogues that ensures that correct part numbers or product codes are entered in the onboard requisition.

The catalogue makes it easier for the ship crew to select items without typing, and the correct product number makes it much easier for suppliers to identify the right item and to quote. This is being aligned with a unique training programme that en-

sures all cadets are trained in the basics of supply chain management, while at their training centres and academy in India.

“Cadets need to learn new tricks and understand more about supply chain man-agement as it is a significant amount of money that is spent through purchasing.”

“Future Officers (onboard managers) must understand the procurement process,

and understand how important it is that purchasing must be planned and how the supply chain works and the part that e-commerce plays. It’s not rocket science but it does take some practice to grasps the intricacies of purchasing and understand that every purchase order has a price,” concludes Mr Blazina.

What is ShipLink?ShipLink is an easy to use tool with advanced functionality that helps leading shipowners and managers such as Anglo Eastern to create and send requisitions to their purchasing department.

ShipLink can be used a stand-alone service or in conjunction with Webbuyer, ShipServ’s online procurement solution.What makes it special?A requisition sent via TradeNet can be converted into an RFQ (Request for Quo-tation) or Purchase Order without having to retype any of the line item details.

As the requisition is sent via MTML it means that ShipLink can be imported into any procurement system that is able to handle MTML. Are there different types of ShipLink?

Yes, there are two different versions: • ShipLink Lite is a free solution used for creating a requisition that can be printed or e-mailed as a file attachment for the recipient to print. When the recipient has ShipLink installed, the requisition can

be opened and modified.• ShipLink Standard is used for creat-

ing and sending a requisition to the ship’s purchasing department via the ShipServ TradeNet service. Standard mode is only available if the shipowner or shipman-ager has a current User Agreement with ShipServ. What is ShipCat?ShipCat, is a self-contained electronic

catalogue solution that works seamlessly with ShipLink , and allows the crew or Master to search bespoke supplier cata-logues or the IMPA Marine Stores Guide that can be purchased under licence.

ShipCat guarantees that correct part and IMPA numbers are used on the requistions sent by ShipLink eliminating delays and mistakes.

December 2012 4

Anglo-Eastern cadets: Specfically trained on supply chain management process before boarding a vessel

ShipServ Explained: ShipLink and ShipCat

When Fritz Thürmer took a pat-ent out on his square cutting tool in 1898 and then subse-

quently proudly unveiled his product at the World Fair in Paris in 1900, it is fair to say that delivering to anywhere in the world within 72 hours after an order had been placed direct through an online platform was beyond even his wildest dreams.

But four generations later and with his great-grandson, Erick, at the helm, these are fundamental to the continued growth strategy of the Copenhagen-based com-pany that provides a wide-range of thread cutting tools, drills, counter sink and rotary burrs.

Danishtools.com currently has produc-tion factories in Denmark, China and has recently established a factory corporation in Poland for high end production to serve the needs of the European market.

The company has always been involved in the shipping industry and has close rela-tionships with Danish owners such as AP Moller-Maersk, but until 18 months ago, it primarily served the industry on a global scale through its distribution partners and ship chandlers.

“Over the last few years, we found that clients were asking more specific technical enquiries for high-end cutting tools that required drawing, specification and pro-duction and our sales channels at the time didn’t have the knowledge to deal with

these requests, so it was always coming back to us and this just added complexity to the sales process.”

Mr Thürmer felt that it was time to look at alternative channels to market – whilst keeping the existing relationships with dis-tributors and chandlers built up over many years – by setting up specific warehouses operated by logistics giant UPS to serve a global market as quickly as possible.

“We have started working with UPS to implement our worldwide logistics platform and this now gives us essentially total global coverage for buyers who deal directly with us at highly competitive prices,” said Mr Thürmer.

Danish Tools now has over 14,000 line items in stock at its UPS-run warehouses in Denmark and within 2013 starting up in Poland – one of the biggest stocks within non-standard cutting tools in Europe.

“By developing our own logistics system, we can deliver worldwide in 72 hours and then can guarantee a delivery slot within 2 hours of the vessel entering port or departing.”

To complement its new logistics capabil-ity, Danishtools.com has turned to the digital world to provide the demand and became a registered ShipServ member in October, so that it could receive and quote directly through TradeNet. It has

also established its own webstore and are working on a 24/7 online customer service portal to assist clients with any technical questions about any of its tool specifica-tions.

“Our digital activity is geared at meeting the specific requirements of users directly as a one-stop shop, particularly those that have specific demands or require expert consultation.

“In fact, we are working on a set up for a specialized machine that will enable us to produce sizes up to M60 within 48 hours - purely to service all odd size requests from ShipServ TradeNet,” said Mr Thürmer.

A prime example, if ever one was needed, that a 19th century product’s route to market can be seamlessly enhanced and improved through the use of 21st century technology.

Danishtools.com produces cutting tools, drills, countersink and rotary burrs

Erick Thürmer: Working with UPS gives us total global coverage.

Staying a cut above the rest

Factfile: Company Name: Danishtools.comShipServ Categories: Cutting Tools, Taps and Dies, Drills, Gauging ToolsBrands Authorised: Clou, ThürmerPorts served: GlobalWebsite: www.danishtools.comTrade with Danishtools.com TNID: 221616

In the first of a series of supplier profiles, Connect speaks to Erick Thürmer, owner of Danishtools.com, a provider of cutting tools to the shipping industry since the end of the nineteenth century and a brand new TradeNet member

December 2012 5

December 2012 6

E-commerce use continues to growThe 3rd annual Internet and Social

Media use in Shipping survey shows growth but measurement

remains key issue.We recently released the findings of

our benchmark 2012 Internet and Social Media Use in Shipping Survey and it showed that the vast majority of ship-ping industry respondents believed that internet and social media bring numer-ous benefits, but alarmingly over 40% of companies are not measuring the success of their internet activity.

The survey was carried out in Septem-ber and October and included responses from over 150 purchasing managers and key suppliers via online and offline poll at SMM Hamburg and the IMPA exhibi-tion in London in September.

The results of this year’s survey showed a continued general trend to increased internet activity through e-commerce with over 25% of compa-nies surveyed now completing all their purchasing activity – both sourcing and buying – over the internet – an increase of 10% from 2011.

But a lack of understanding still exists about the use of the internet in the ship-ping industry and alarmingly over 40% of companies are not measuring the suc-cess of their activity in either an online or offline capacity. The survey’s key findings were as fol-lows:

- Many more maritime buyers and suppliers are using the internet to both source and transact, with significant (15%) increase in usage between 2011 and 2012;

- The use of social media platforms continues to grow with over 50% re-spondents increasing their use over the last 12 months, but a quarter of respon-dents surveyed said they currently didn’t use social media in a business capacity;

- Respondents still think faster transac-tion speed was greatest benefit of doing business over internet and 80% think e-commerce use will grow over next 12 months.

With a degree in Computer Sci-ence and as a fully qualified Project Management Profes-

sional, Silvia is perfectly placed to handle the complexities of client integrations – both buyer and supplier and is also actively involved in every aspect of ShipServ’s Global Service Delivery strategy.

Based in ShipServ’s Hong Kong office, Silvia is a face familiar to all our Asian clients, but she has been involved with a number of implementation and post-sales projects worldwide since she joined ShipServ in 2007 and has helped with many of ShipServ’s current 175 shipown-ers, managers and shipyards.

Born and raised in Hong Kong Silvia is fluent in Cantonese, Mandarin and English and uses her language skills for her various clients.

One area of the business that has kept Silvia busy over the last 18 months has been e-Invoicing and she has been person-ally involved in overseeing all projects for

leading owners such as AP Moller-Maersk, Utkilen, Anglo-Eastern and Wilson.

“The e-Invoicing service is a natural

fit to our shipowners and managers that have made ShipServ TradeNet such a vital part of their trading process. There is of course extra work for our Global Service Delivery team to ensure that the invoicing integration fits with existing operations.

Silvia has also been responsible for the numerous e-Invoicing supplier integrations that has seen her travel throughout the world to both existing and new clients.

“I really enjoy working closely with all our clients, seeing how different com-panies go about project planning and implementation, but most importantly I enjoy seeing our clients trade and source more efficiently. That’s what gives me the greatest pleasure in this role.”

Away from client integrations and the intricacies of MTML, Silvia likes travelling and enjoys keeping fit with a strenuous re-gime that involves rigorous daily workouts and when time allows Scuba Diving, but keeps a balance by cooking and eating out with a particular love of spicy food.

Major names to sign up and/or start trading via ShipServ over the last six months include CMA Ships, Fleet Management, Gearbulk, Seaspan, OMC Shipping, Eagle Management, BKE Shelf (Turkmenistan), Evangrove Shipping, An Shun Marine, Opielok Reederei and BP Shipping, adding 550 more vessels to ShipServ TradeNet.

December 2012 7

Under the Spotlight: Silvia Lam Senior Manager, Global Service Delivery

Welcome to our new buyer clients

Contact US AsiaPacificsupport@shipserv.comPhone: +852 2501 9222 Support hours:0900-1800 Hong Kong0100-1000 GMT

Americassupport@shipserv.com Phone: +1 732 738 6500 Support hours:0830-1700 US East Coast1230-2100 GMT

Europesupport@shipserv.comPhone: +45 33 32 31 20 Support hours:0830-1700 CET(DK)

If you have any questions about the issues covered in this newsletter, please do not hesitate to contact your Service Delivery Manager or our Customer Support Centre on the numbers above. We welcome suggestions for the next ShipServ Connect please email us at connect@shipserv.com.

Silvia Lam: enjoys getting clients up and running on TradeNet