A word with Thomas Krüger, Managing Director of BLG Handelslogistik - An idea becomes a coherent overall concept

materialfluss: As a logistics service provider, what parameters do you normally use to knit the logistics solution or offer?
Thomas Krüger: In order to be convincing as a logistics service provider, we in BLG Logistics' contract logistics department place high demands on ourselves when it comes to designing tailor-made, customer-specific solutions. Working in partnership with our customers, we develop holistic logistics concepts that are tailored to their specific needs. We meet the diverse, specific requirements with many years of experience, extensive know-how and proven standards and methods that can be individually adapted for projects. Behind our projects is a strong, committed team that makes it its business to find a suitable solution quickly and flexibly for every requirement and to offer a comprehensive service package that goes beyond purely logistical solutions. We provide support in turning an initial idea into a coherent overall concept and are at our customer's side throughout the entire project: from the search for or construction of the right property, which takes into account all the necessary location factors, to successful implementation with the help of smart IT systems and efficiency-enhancing technologies. Our goal as a logistics service provider is to accelerate process and throughput times so that our customers can shine. Market and project management expertise, structural strength, high performance and an established corporate and project culture go hand in hand and ensure competent advice that makes us a reliable partner.

Georg Maurer, Head of Sales & Strategy, Logistics Development & Strategy, Schenker Deutschland AG - Some customers are taken by the hand

© DB Schenker

materialfluss: As a logistics service provider, what parameters do you normally use to knit the logistics solution or offer?
Georg Maurer: We have to differentiate between conservative sectors and the start-up/e-commerce sector. In the latter, you have more intensive customer contact during the initial discussions. We notice that we also act as "consultants" here and sometimes have to take the start-ups by the hand in order to develop the right logistics solution together. The complete opposite of this is automotive logistics, which involves much more process-related expertise and more in-depth discussions. Start-up companies are happy if they can concentrate on their core competencies and leave the logistics to an expert. However, the identification with their own products is usually very high and therefore the emotional connection must also be taken into account in terms of sales. Another challenge is the volatility that often comes with a company that has no historical data to calculate a valid logistics concept. This is why we have developed a kind of modular principle for e-commerce customers, in which everything from individual logistics processes to one-stop shopping, including a web store, can be put together individually while still maintaining a high level of process reliability thanks to the standardized modules. In cases where the company is not a start-up, it is crucial to develop a balanced logistics concept that is both innovative and does not miss the mark in terms of value for money. We take a lot of time to design individual processes with our customers and model them in such a way that both sides are satisfied. At the end of the day, we can score points above all with our strong logistics concepts, which offer a high level of process reliability, take future developments such as growth into account and are calculated very realistically. There will always be a cheaper provider, but a USP that has been recognized by customers (Best Logistics Brand for Contract Logistics Services 2017) is the high quality that we always offer and also continuously improve our processes in day-to-day business.

Robert Bommers, Chief Operation Officer Contract Logistics, Hellmann Worldwide logistics - The goal is customer enthusiasm

© Hellmann Worldwide Logistics

materialfluss: As a logistics service provider, what parameters do you normally use to knit the logistics solution or offer?
Robert Bommers: The decisive factor in awarding a contract is the interplay between the price offered and the logistics concept, as well as the location and facilities of the logistics property. The weighting of these factors (price, location, solution) varies from inquiry to inquiry and depends heavily on the sector and the number of competitors. In consumer goods contract logistics, for example, which is characterized by a homogeneous goods structure, the focus tends to be on price, as the sector is under strong cost pressure. In industrial contract logistics, on the other hand, which is characterized by a higher degree of specialization, the decisive criterion is tailor-made solutions that are individually tailored to the customer. Here, Hellmann scores not only with its reliability, but also with its specific industry know-how. With our offers, we make it clear that we have understood the customer's problem and show the right solution for each individual with regard to price, performance and scalability. Our many years of experience and long-term customer relationships allow us to offer the right mix of sustainable logistics solutions, an optimal location for the logistics property and an attractive price. But transparent, cooperative communication on the part of the customer is also extremely important for this. In addition to the general parameters, such as stock level, term and number of SKUs (stock keeping units), we primarily need the customer's dynamic data in the form of the order structure for a reliable offer. This is the only way to work out a tailor-made solution. In our offer, as in all other meetings, our aim is to make it clear to the customer that logistics at Hellmann is more than just a well-understood service: our business model is customer enthusiasm. To achieve this, we want to become a little better every day. We work hand in hand and provide expert advice that makes us a reliable partner.