The Ship Agent Port Single Window The case

The Ship Agent: Port Single Window The case of Marmedsa Group Gijón 19/05/2010 Mr. Jordi Trius Agency Network General Manager

Presentation Marmedsa Group started its activity in 1963 (Marítima del Mediterráneo, S. A. ) Being first activity: Ship Agency. In 1999 Marmedsa Group became part of Dragados SPL (ACS Conglomerate). Marmedsa Group obtained its Quality Assurance UNE-EN-ISO 9002: 94 in September 1995, becoming the first company to get it in the transportation services in Spain. In April 2009 the quality management system was adecuated and certified by the latest standard UNE EN ISO 9001: 2008. Currently, Marmedsa is finalizing the process to be certified AEO (Authorized Economic Operator) in its activity of ship agency. Marmedsa Group Holding includes more than 40 companies in Spain, Portugal, France and Morocco with more than 900 professionals.

Marmedsa Holding Structure Marmedsa Group Dragados SPL

Network of Offices and Activities - Marmedsa Group Gijón El Ferrol Santander Bilbao A Coruña Marsella Vigo Barcelona Tarragona Oporto Madrid Aveiro Castellón Sagunto P. Mallorca Valencia Lisboa Setubal Alicante Sines Cartagena Huelva Málaga Cádiz Algeciras Sta. Cruz Tenerife Palmas Gran Canarias Ship Agency Casablanca Forwarding & Customs Port Terminals Towage Others

2009 Facts and Figures – Marmedsa Group Turnover: € 223 Million (53% Ship Agency) Calls attended: 7. 762 (45% Tramp / 39% Liner / 16% Others) Teus handled as Agents: 185. 635 Teus (27 different Principals) (68% Deep Sea / 32% Short Sea) Vehicles handled as Agents: 127. 018 Units (778. 814 Lineal Metres) Breakbulk Tons handled as Agents: 392. 610 Tons Fruit pallets: 63. 000 Pallets BLs issued: 99. 000 BLs Invoices issued: 142. 000 Invoices Haulage orders issued: 26. 000 Orders

Keys of Success 1. Local knowledge and Experience. 2. Local but Global. 3. Specialized products and services. 4. Close to Clients. 5. Integrated IT Management Systems 6. Diversification of Activities. 7. Flexibility. 8. Strong Human Team. 9. Proactive Approach. 10. Cost Efficiency

1 - Local Knowlegde and Experience

2 - Local but Global 5 S’s: Shipping Service Systems Solutions Security 5 Regions: America Europe Middle East Asia Pacific Australasia Royal Burger Group Norton Lilly Int Kanoo Agunsa What is S 5 ? Sturrocks A major new force in international shipping. Built on solid foundation with heritage stretching back to 19 th century. An international shipping agency company with a strong investment base. Focused on contracting directly with clients seeking trans regional hub agent. Management team experienced in international partnerships. Integrated international/ regional management structure. Financial and operational hubs. Global operating system/support. Sector specific Jardines Mc. Arthur

3 - Specialized products and services

4 - Close to Clients Our CRM

5 - Integrated IT Management Systems

6 - Diversification of Activities Marmedsa Group develops its activities in the following sectors: Ship Agency. Freight Forwarding & Customs Brokerage. Chartering. Tank Container. Port Services. Project Cargo & Heavy Lift. Container Depot & Repair. Logistics & Warehousing. Stevedoring. Land Transport. Automotive. Travel Agency

8 - Strong Human Team Agency Cost Structure LANGUAGES Trainning Hours 2009 IT 2, 149 MANAGEMENT 31% 1, 370 TECHNICAL 69% HEALTH & SAFETY ADMINISTRATION LABOUR COSTS OTHER EXPENSES 1, 314 836 531 3, 689

9 - Proactive Approach MARKET INFORMATION SITUATION BUSINESS OPPORTUNITIES NEW MARKETS PROACTIVITY SOLUTIONS EFFICIENCY

IC E 80% 60% 40% 20% 0% -20% -40% -60% -80% -100% CENTRALIZED DECENTRALIZED ECONOMIES OF SCALE COST EFFICIENCY RY AN D SB ER SA L CU ES ST OM 100% HU CO ER TA IN IO NS CO N ER AT OP SE RV NT R N TI O TA IT DO Y CU M EN AL QU IS IN M AD IHU TM AN RE SS TR AT IO N OU RC ES OL 10 - Cost Efficiency

Conclusions 1. Agents are already the main port single window. 2. Agents need to defend their position and role at all levels. 3. Future of the ship agency business depend on our capacity to adapt ourselves to the challenges of the maritime industry.

Marmedsa Group C/ Atlàntic, 112 -120 (Z. A. L. ) 08040 – Barcelona Tel+34 93 298 77 77 – Fax +34 93 298 77 17 www. marmedsa. com