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The resource magazine for cargo professionals

Summer 2017Vol. 25, Issue 1

LIT TAKES A VILLAGE

Lynden supports Ward Village construction and other projects

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ynden International caught the wave—andmade sure the wave caught the flight fromLondon to Honolulu. A 30-foot-long cus-

tom desk designed to resemble undulating water, the ‘wave’ is one of countless items Lynden has shipped to Honolulu for the construction of Ward Village, a 60-acre master-planned community boasting 4,000 residences and more than a mil-lion feet of shops, restaurants and entertainment venues.

“We were contracted to provide furniture, fix-tures and equipment for all the public space for Ward Village, including the penthouses and the pool area,” explains Randy Gentz, President of Hospitality Freight Company (HFC) in Las Vegas. “The oversized desk for the lobby was a beast and one of the most difficult things we have ever asked Lynden to ship for us—in the dimensions, 30 feet by 8 feet, fragility and its value of $250,000.” Designed in England and made of resin, the wave arrived in Honolulu in a special crate. Due to its size, it required a sky crane to set it in place and secure it into position. With Lynden’s help, HFC

completed this and other work for Ward Village by the Dec. 15 deadline.

In addition to unique designer desks, Lynden ships flooring, appliances, furniture, bathroom fixtures and other freight to support the hotel industry. HFC is a freight company dedicated to providing its clients with the best possible freight rates and service on hotel furniture, fixtures and equipment (FF&E). The company has counted on Lynden to make good on its promises for 32 years. For Ward Village (pictured above), Lynden moved domestic freight to its Los Angeles warehouse where the team consolidated weekly air and ocean shipments to Hawaii as the construction schedule dictated. The pieces included unusual items like an oversized dining table that required removal of a window for crane placement inside an upper floor unit.

Late last year, HFC also completed the 38-story Ritz-Carlton Residences in Honolulu and is currently at work supplying materials for the Wilshire Grand project, a 73-story, 900-room

Executive Perspective JW

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NEW ONLINE SHIPPING OPTIONS

une is an important month for me. June 1is my wedding anniversary, the day I washired by Lynden International and the

date of my promotion to regional manager for the company in Hawaii several years ago. Now it’s also the month of my first Executive Perspective column in WINGS.

As Lynden International’s new Vice President of Sales and Marketing in Seattle, I bring 15 years of experience as a district and regional manager. I’ve seen quite a few changes in that time, and by working in a key offshore market like Hawaii. Something I’m seeing more and more is trans-portation providers striving to be all things to all customers – offering more products and services and continuing to diversify and spread resources so thin that they end up doing nothing well.

That’s not the case at Lynden. I call it stay-ing in our swim lane. Others might call it focus-ing on our core markets, getting back to basics or doing what we do best. We know our strengths. We take care of our customers’ freight forwarding

and logistics needs in our core markets of Alaska, Hawaii, Puerto Rico and the Lower 48 and in the international markets of Belgium, Russia and Can-ada. We offer infrastructure, experience and spe-cialized knowledge in the automotive, aerospace, oil and gas, mining, retail, pharmaceutical and electronics industries. And we do it well. It’s our business to know our customers’ businesses and help them succeed.

We’ll still catch lightning in a bottle and be that scrappy, solutions-based forwarder that will do whatever customers need us to do. We’re known for that, too. But pro-viding consistency, value and quality is what we stand for at Lynden. Sometimes doing less is really doing more.

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customers but with many exciting new features.” The new functionality within EZ Commerce

allows customers to maintain a set of templates and contacts to make regular shipping easier. A filtering-search and an “on-hold” feature allow customers to prepare shipping forms ahead of time and send them when ready.

When EZ Shipping was first introduced, users were directed to a third-party site to send shipments. The new program now links the sys-tem from beginning to end so the entire shipping process is smoother.

Project Manager Rob Chapman met with a group of employees as they tested the program with customers to fine-tune it. “This was extreme-ly helpful to identify key areas to improve. Many employees and customers shared ideas and sug-gestions,” Rob says. “We made strides to stream-line our administrative and operations processes while building this software to incorporate customer and employee feedback. We are proud to offer a program of this quality to our customers.”

ynden customers have more options foronline shipping than ever before. Lynden’sformer EZ Shipping service has been re-

placed through enhancements to EZ Commerce, making it easier for customers to initiate ship-ments with Lynden. EZ Commerce also allows

customers to track and trace shipments and generate doc-uments and activity reports. These changes are part of an entire suite of online enhancements developed for customers.

“We want to make it eas-ier for our customers to inter-act with Lynden,” says Ann Suver, Lynden Vice Presi-dent, Information Technol-ogy. “We are creating a set of tools to drive a shipment from quote to payment. The new version will be familiar to our

Jeff BellVice President, Sales and Marketing

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reduction in hotel rooms as they are repurposed for condos.

Whether condos or hotels, the freight dead-lines are non-negotiable. “These projects are high touch and high pressure,” Ogle says. “They are notorious for running late due to late signoff of designs, funding and manufacturing delays. Ma-terials orders are often placed when projects are already behind schedule. Customers look to the logistics provider to save the day. That’s when our multi-modal mix of transportation comes into play.”

Lynden’s array of air, sea and surface choices allows customers to create customized domestic or international transportation plans to accom-modate a mix of slower moving freight as well as expedited cargo. “We often move furniture from the manufacturer’s factory overseas all the way through to delivery at the project site or project staging warehouse,” Ogle says. In the event of time critical FF&E air transport or expedited do-mestic shipments, trucking can be arranged so that hotel equipment installation schedules are kept on schedule.

The ramifications of late or missing freight in the hospitality industry can be serious business. Hotel owners cannot afford to turn away confirmed guests due to a renovation project running behind. “Our job is to make sure the FF&E is there on time. Since we are the last cog in the procurement wheel it’s up to us to proactively follow the customer’s shipments and make adjustments mid-stream if necessary to meet installation deadlines,” Ogle ex-plains. “We design the solution around the needs and desires of our customers.”

Continued from page 1hotel on Wilshire Boulevard in Los Angeles. When completed, it will be the tallest hotel west of the Mississippi.

Lynden has provided warehousing, shipping and deliveries for the project from the beginning and will continue until it is finished this summer. “I choose Lynden because they perform,” Gentz says. “From providing quotes quickly to all the weird stuff that comes up with international air and ocean freight, they are always flexible and cre-ative. Looking down the road, we may be working on a years-long monster project 20 times the size of Ward Village. Lynden was the first company I thought of to ship the variety of freight needed.”

Two years ago during the West Coast labor dispute, Lynden’s creativity came into play. HFC was facing delays at U.S. ports and needed to move FF&E from Vietnam to Chicago for a ho-tel grand opening. “By routing ocean shipments to Prince Rupert, B.C. then rail, the less-urgent cargo was on its way and we avoided U.S. ports,” remembers Dave McGeath, Ocean Operations Manager in Seattle. Commercial flights and a chartered 747-400 freighter from Vietnam were used for the hottest shipments and overflow.

“Our goal is to create partnerships that make our customers successful and allow them to get those ‘heads on beds’ by hotel deadlines,” ex-plains Charlie Ogle, Lynden’s Senior Director of Global Sales.

Hotel-condo conversions, hotel renovations and construction of new condominium hotels with mixed use space are sweeping the U.S. In some markets, like Miami, there has been a 15 percent

The wave desk awaiting installation at Ward Village.

“Our goal is…to get those heads on beds by hotel deadlines.”

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f you wear it, eat it or use it, there’s a goodchance it arrived on a TOTE Maritime ship,or so they say in Puerto Rico. “From groceries

to clothing to automobiles, we ship it all,” says Bill Taylor, Vice President of Sales for TOTE Maritime Puerto Rico.

From the modest beginning of serving the is-land with two tug-and-barge operations in 1985, to breaking ground with its new natural gas-powered containerships, TOTE Maritime’s commitment to the people of Puerto Rico has never wavered.

TOTE Maritime Puerto Rico routes cargo from anywhere in North America to Puerto Rico and the Caribbean. “We realize that the services we offer are critical to life on the islands and their diverse economies,” explains TOTE Maritime Puerto Rico’s President Tim Nolan.

One of the most important and interesting commodities shipped to the island is fructose, or

corn syrup. “Twice a week we have the capacity to carry 427,200 gallons of fructose in 24 onboard tanks from Jacksonville, FL to San Juan,” Taylor explains.

Refrigerated and frozen cargo is another spe-cialty. TOTE Maritime Puerto Rico just purchased 300 new reefer units and boasts the youngest refrigerated equipment in the Caribbean. Their ships also carry cars and trucks in a specially de-signed auto rack that is lifted on and off the ship by crane. Use of the 53-foot container rack has resulted in a zero-claims record for 2016 and the same for the first five months of 2017. The innova-tive ‘cage for cars’ was created and built by TOTE engineers. Most other carriers are still driving ve-hicles onto the ship deck and lashing them down for the voyage which often results in substantial cosmetic damage.

According to Nolan, safety, commitment and

CHARTING A CLEANER COURSE

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Safety. Commitment. Integrity.

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Isla Bella

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integrity are the three core values driving every decision at TOTE. Citing the similarities between Lynden International’s values and those of the mar-itime giant, Nolan notes that Lynden’s partnership with TOTE dates back to the company’s founding in 1975 as Totem Ocean Trailer Express, a roll-on, roll-off (RO/RO) steamship service from Seattle to Anchorage. Lynden’s Alaska Marine Trucking Division was established to take advantage of TOTE ship service between the Puget Sound and Alaska before Alaska Marine Lines barge service was established. Alaska Marine Trucking continues to operate in Southeast Alaska ports.

“Lynden was on the very first TOTE sailing in 1975 and they’ve been on every sailing since. We’re proud to have Lynden’s support in Alaska and Puerto Rico,” Nolan says. “We value each other as key customer providers.”

In addition to safety, commitment and integrity, one might add ‘innova-tive’ to the TOTE core values list. The maritime company has amassed an impressive array of awards and firsts in the industry. In 2012, TOTE assumed a leadership role in environmental responsibility by announcing plans to convert its maritime fleet to oper-ate on liquefied natural gas (LNG). In 2015, the first Marlin Class ship, Isla Bella (pictured on page 4), was launched and Perla del Caribe sailed in 2016. TOTE is credited with launching the world’s most environmentally friendly containerships and the first to be powered by natural gas.

“We purposely built these ships for the Puerto Rican trade. Our Marlin-class vessels are the most advanced environmentally responsible vessels available, resulting in healthier communities,” Nolan says. “We involved the local San Juan Boys and Girls Club by asking them to name the vessels in a special contest. Our vessels proudly carry the names they selected.”

TOTE is a corporate sponsor of the organiza-tion on the island. It also supports the nonprofit Dreams Come True organization in Jacksonville and the Jay Fund for cancer research, among many other charitable organizations.

“The ability to innovate and lead in the mari-time sector is something that comes along once in a lifetime. These ships and the technology they employ are redefining what is possible in the ship-ping industry in the U.S. and abroad,” Nolan says. Already, shipping companies like Crowley and oth-ers are developing their own LNG-powered ves-sels. By converting its fleet to natural gas, TOTE has also created access to reliable sources of LNG in the Southeast and is leading the proliferation of

natural gas as a transportation fuel. Both vessels surpass the U.S. Environmental Protection Agency clean air standards.

“We are extremely proud of this environmen-tal accomplishment, but safety remains first and foremost in all we do,” Taylor explains. Just this spring, TOTE received the Distinguished Safety Performance Award from the Safety and Occupa-tional Health Work Team of the Puerto Rico Manu-facturers Association. The award is presented to companies with illness and injury rates 90 percent or more below the national average.

“We make safety our No. 1 priority, beyond individual lines of responsibility, to create a stable environment each day,” says Vice President Eduardo Pagan. “That focus helps us make good on our commitment to serve the people of Puerto Rico with safe sailings to bring them everything they need to live, work and play.”

Bill Taylor, Vice President, Sales

LNG bunkering in Jacksonville, FL.

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ith so many different viewpointson how to use LinkedIn effectively, it isbecoming quite a challenge to sepa-

rate fact from fiction. Yes, there are dos and don’ts on the site, as well as best practices that have been shown to consistently yield results. Despite the myriad changes in the user experience that have taken place throughout the years (and in light of those to come), there remain premises to LinkedIn that I believe will always stay true.

Whether you are a conscientious, agile LinkedIn user, or just at the headwaters of your LinkedIn journey, you undoubtedly have arrived at a few conclusions as to how the site operates. In the end, your assessment of LinkedIn’s relative value will be done solely on your terms, not mine, nor anyone else’s.

One thing to know about me: I take my role as a LinkedIn educator seriously. It is one thing to teach LinkedIn best practices, quite another to impart how those best practices came to be. Although the site has evolved dramatically (and continues on that path), certain aspects have re-mained the same.

As a full-immersion LinkedIn strategist since 2006, I have been working on the front lines of social business, helping professionals maneu-ver through change. Through my continual due diligence, I have arrived at what I believe are the three basic underlying truths about LinkedIn:

1) LinkedIn is not a tool; it is an instrument.Since its inception, LinkedIn has been re-

ferred to as a tool, or one of many in the toolbox. A tool is an implement that you reach for when you need a specific fix. An instrument will not make a pleasing sound unless it is manipulated in some way. LinkedIn is a true input-equals-output proposition; you get out of it what you put into it. The site is designed to help you create, not repair.

2) Your LinkedIn profile is not your digital resumé; it is your brand story, and you are the hero of that story.

The hard-copy resumé is written in the past-tense. The LinkedIn profile is a living, breathing document—a unique story—that illuminates one’s present and future value. Without a strong, pro-fessional representation on your page, you will be restricted in your ability to generate brand aware-ness, interest in your work, or qualified leads. Suc-cessful LinkedIn use is rooted in developing the narrative of your story and inserting yourself as the protagonist.

3) LinkedIn is not a digital Rolodex; it is a robust, supportive community of connections that are aligned with you professionally.

The quantum leap on LinkedIn is taken when you recognize that your professional network is a vibrant community of your own creation, one with immense potential value. The manner in which you assemble it will determine the extent to which you can manage it. Names just collecting dust in an online directory do you no good unless they are converted into real-world relationships.

A Parting ThoughtLinkedIn has effectively digitized the sourc-

ing of job candidates, as well as the selection of vendors and service providers in Business-to-Business (B2B) circles. Yet the site is becoming increasingly complex and tougher to teach. Be ready; more innovation is just around the bend. Whatever comes down the pike, staying mindful of LinkedIn’s core concepts will drive your results. Correct me if I’m wrong.

WHAT LINKEDIN IS AND IS NOT

Since 2006, JD Gershbein, CEO of Owlish Communications, has helped advance the collective awareness of LinkedIn. He is considered one of the world’s top thought leaders in personal branding and social networking, and a pioneer in the design and delivery of LinkedIn education. He is also a globally acclaimed social business psychologist, keynote speaker, and frequent broadcast media expert on LinkedIn for business. Additionally, JD is a contributing writer for The Huffington Post and Forbes. Email him at jdspeaks@jdgershbein.com, or visit his website at http://www.owlishcommunications.com.

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“…you get out of it what you put into it.”

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InsideInformationNews briefs fromaround the LyndenInternational system

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Belgium receives AEO designationLynden International’s Belgium office recently

received Authorized Economic Operator (AEO) status, a designation recognized in the European Union that verifies members have met certain sup-ply chain security requirements and operate with the highest quality standards. AEO offers Lyn-den customers advantages when moving freight through customs and demonstrates that Lynden is a financially stable company with mutual recogni-tion from third world countries.

AEO is the European Union version of the U.S. Customs and Trade Partnership Against Ter-rorism (C-TPAT). Lynden is both AEO and C-TPAT certified. To achieve the AEO designation, Lynden developed a security plan and abides by certain regulations as part of its secure cargo program.

Rush shipment makes it just in timeLynden International Customs Broker Hans

Jensen recently coordinated an emergency ship-ment to Abuja, Nigeria that will potentially help Afri-can children. “It was very last-minute,” Jensen ex-plains. “I found a flight that was leaving Seattle in two hours so we had to move quickly. We shipped a time-sensitive product to Africa used in a one-time field research study of children’s nutrition pro-grams. We were able to get the product into their research partner’s hands just in time for them to take it into the field.”

The client, Intellectual Ventures Laboratory based in Bellevue, WA, invents technology to solve some of the world’s most difficult problems for the poorest people in the world. Lynden has handled its global shipments for several years.

Lynden International’s Nigerian partner Alov Air Sea, Ltd. in Lagos also played a part in the success story. “Their team pressed the customs side to get the shipment over there, cleared and delivered to the staging area,” Jensen says.

Charter delivery to Qatar The assignment: Deliver 25 oversize, under-

ground pipes and 11 crates of spare parts within 10 days. Lynden’s solution? Charter two Antonov AN-124 aircraft to meet the project scope and deadline.

“Our customer, Saint-Gobain, needed the pipe and supplies for a major project in Qatar to

The Inside ScoopWhat customers are sayingabout Lynden International

“You go above and beyond to make sure our shipments go smoothly. You make my work life just that much better.”

Mark HuberShipping Manager

Innerface Architectural SignageAtlanta, GA

construct five potable water mega reservoir sites. The pipe will be used for an interconnect-ing network of large diameter water pipelines,” says Dietrich Jacobs, Operations Manager at Lynden’s Brussels Service Center. “We’ve been delivering freight for Saint-Gobain for years, but this was by far the largest shipment we have handled and the tightest deadline.”

When finished, the reservoirs will each have capacity for 100 million gallons and the structure, called the Water Security Mega Reservoirs Project, will be the largest rein-forced concrete reservoir in the world. It is sched-uled for completion in 2018. Lynden will continue to support the project with freight forwarding, cus-toms brokerage and any other services required. At right, Jacobs supervises the pipe loading at Liege Airport in Belgium.

Worldwide HeadquartersP.O. Box 84167

Seattle, WA 98124 USA

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Lynden in the Spotlight

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2016 SYSTEM AWARDS RECOGNIZE LYNDEN’S BEST

L ynden International’s annual SystemMeeting is a yearly ‘state of the union’gathering for managers and executives to

review the past year and strategize for the year ahead. It’s also a chance to recognize the outstand-ing accomplishments of employees throughout the organization and thank partners for their contributions to Lynden’s success. This year’s meeting was in Seattle and included attendees throughout Lynden International’s global Service Centers and partner network.

For 2016, the Honolulu Ser-vice Center was awarded the Stan-ley Cup as the most valuable loca-tion with the highest freight margin growth, customer satisfaction and adherence to system operation re-quirements. District Manager Chris Palmer is shown (top photo, right) accepting the award from Lynden International President John Kal-oper. The Chicago and Anchorage Service Centers were both recog-nized for Operational Excellence.

International Customer Partnering Awards were presented to Chicago and New York for team-ing together with customer Fuyao Glass America

to develop a unique solution using Lynden prod-ucts, services and other resources to create a value proposition that solved their transportation challenges. Jason Hiti-Shannon of the Chicago Service Center (bottom photo, right) and Steve Chang from New York accept the awards.

The Vancouver team was awarded the Lynden International Logistics Co. (LILCO) Operational Excellence Award. Sales Excel-lence Awards went to: Matt Weth-erbee, Portland; Jennifer Parker, San Francisco; Chris Palmer, Honolulu; Kevin Fitzgerald, At-lanta; Sulaisa Rejo, Miami; Maria Rivera, San Juan; Mario Destoop, Brussels; and Dan Gotham, Russia-U.S. projects.

It was a big night for Chris Palmer, who also received the Hall of Fame Award for providing consistent and long-term suc-cess in the company and indus-try. Palmer was also included in the President’s Circle, along with

Seattle’s Kirk Schweikart for achieving the highest level of all-around top performance as measured by growth, customer satisfaction and operations conformance.