business meeting at a forwarding agency with a sales representative of an airline

Suchergebnis

Gesamter Bestand

business meeting at a forwarding agency with a sales representative of an airline
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starting _0 talking business already now or not _0

no no do just just relax and _0 proceed and i 'll just record the whole thing and xx

all belongs together

all goes together

@@@

for her it 's important just to have english speaking

uhu

so whatever we talk i mean we have a lunch in between er er _0 yeah

okay okay

if we talk about er the next soccer game or er _0

ah soccer soccer 's not a very good point now at the moment in holland it 's er

why not

@@ @@ @@

uh hh

hey come on you have no _0

a_[S1]

er i i 'm still working on on that one with next meeting i somebody from czech republic here _0

mhm

as your new best friends in holland @@@@ @@@@ we germans go out huh @@@ _0

@@@@

@@ yeah

yeah well especially with ajax _0 uh

uh @@@@

in two weeks we lost _0 champions league and say the the local _0 champions league er concerning er _0 know the trophy but er _0 er it 's not the _0 the only thing which is left is actually er _0 there are championships say for the dutch _0 league er that 's the only thing they have _0

@@ @

but if you can imagine we had last year

which which they will not win as well

yeah hh

@@@@@

that 's that 's a shame

@@ it is _0

it saves us a lot of money on the xx

because @@

@@@@ @@@ @@@ hh @@ yeah there 's something behind _0

yeah

hh a_[S2] you like to have coffee or er something else to drink _0

er something coffee _2

okay then you know this system _0 already i think @ @@@@ hh _3

yes yes

@@@

no it 's really in a _0 very nice flight _4 when it came in like this _1 o_ww: o_ww:

ooph especially what was it the the fokker er

fokker fifty

i er

er it 's usual

@@ @@@

o_hɪ o_hɪ i hate these plane really i hate it _2

i know i know

it 's always especially when you 're sitting at er under the wings erm y- you see er over the time the wings swinging and then er some- sometime the wheels coming down and ooph _0

@ @

it 's always a horror for me @@@@@ _0 @@ _0

oh no i believe next next time i take the car or something _0

yeah

oh no depends on which day

you know i wou-

you can make it in four hours to amsterdam but er if you have the bad luck

well i want to i want to make a combination because er many times i 'm in belgium also _0 so i take er i do n't know one day belgium and then _0 continue on to luxembourg _1

mhm

it takes er well _0

two hours _0 two to two and a half hours from xxx to to luxembourg

hm _0

to brussels we never fly

mhm _0 oh _1 er you maybe remember i took a _0 a truck _0 to amsterdam

@@ yes i do @@@@

last year

this is a thing i never do again it 's a

@@@

@@ _0

i departed here er i do n't know i left the office here around _0 five thirty _0 i believe _0

yeah and that 's er xxx _0

and then

the truck _0 he promised to er well leave luxembourg around eight _0 and i believe we left _0 at nine thirty _0 so i stayed there _0 in er the airport _0 waiting for him _0 and then he came to the airport and picked me up _0 okay then we left for luxembourg and then we went _0 to the queue of the tank station _1 oh shit we t- @@ it took something like _0 one half hour to to fuel the truck

@@@

okay then we left _0 because he he need to ride _0 via p_brussel _1

so he went via p_brussel _1 to amsterdam and we stayed in p_brussel another hour or something _0

what xx

i believe i was in amsterdam at seven o'clock in the morning

@@@@ @@@ @@@

hhh

yeah okay the import 's open at nine o'clock so er no worries he was on time

@@@

yeah i was on time er for work normally i 'm _0

@@@

not on time because of road traffic say in er _0 in amsterdam but er _1

why that was terrible _1

well it was an experience _0

mhm

@@@@@@@@

but they 're still joking around with me from hey _0 you 're gon na take the truck to luxembourg again no

@@@@ @@@@

@@@@ no terrible

@@ _0

yeah

yeah _0

so you 're gon na have interviews like this the whole day _1 together

oh we 've the whole _0 day you and then we have another meeting _0

mhm

internally here and erm _0 yeah maybe it will be from help _0

mhm

for this diploma _0 so why not _2

yeah

it 's nothing to hide _0

no no er @@@@

@@@@ @

we 'll delete all the names of course @

@@@ _0 hhh _0

no _0 we had a course in amsterdam it was a _1 er _0 well sort of course that you need to er _1 strengthen your your own _0 performance like er explore yourself or whatever _0 and with cameras also _0

mhm _0

and this this is funny _0 then they analyze your _0 your _0 meeting and they analyze your _0 conversations and _0 well you get the most

hhh

incredible questions _0 it 's er

@@ @@

well that 's and that 's really tough

mhm

but then you s- you see yourself on the television also and then they 're gon na analyze _0 how you look why you look er like this and er er well _0

@@ i i think i did this

that 's that 's that 's strange

yeah

i did this too

also because you 're of the opinion you know if you talk something _0 you have a total _0 different _0 imagine from _0 okay er mine expression was like this but if you look in the television it 's totally different

yeah it 's completely different yeah

@@@

@@ @

it 's

you made it quite harmless and at the end of the day you _0 o_dɪʃ o_dɪʃ o_dɪʃ _0 somebody okay _1

yeah

yeah yeah that 's the way it is _1 f_zweiter _1

how long been a _0 german cup _0

yeah we have always this tournament er each year _1 and as you can see _0

mhm

luxembourg is er _1

quite successful @@@ _0 @

first place

@ it was a p_luxer goal keeper and psh but psh then a_[org1] should not know @@ @@ hh half of the national team here is playing @@@ hh yeah

ah oh er you stole half the team yeah _0 no _0

yes we have this er tournament er every year _0

mhm

somewhere in germany sometimes here in luxembourg hhh and er we 're always invited each branch from from germany which er ten branches from a_[org1] do it erm _0 erm this year it will be _0 hh now two thousand three it was in luxembourg _0 and er this year it will be in kassel _0

mhm

mhm _0

so it 's always _0 going around _1 yeah and then that 's a good er _0 scenario to meet each other f_und er in average one thousand three hundred one thousand six hundred people are coming

yeah

wow

and the whole a_[org1] germany organization some from overseas _0

mhm

from luxembourg from basel _0 yeah _0

mhm _0

so _0 on the saturday you have the tournament er and soccer and in the evening you have this big party

because y-

oh oh

yeah and then

because _0 i 'm organizing or _1 see in this last three four years not any more but _0 trying to do it again with a_[org2] _1 and er _0 it was it started actually as a sort of joke you know erm _0 i worked at that time for a_[org3] airlines _0 and erm in atlanta i got into the selection of the _0 of their _0 soccer team also so each year we went to atlanta _0 and play soccer in a tournament there _0 and then i met er a person from the a_[org4] _0 and he say hey er let 's do it together in amsterdam so okay _0 that was something like _1 four years ago _1 er that was our last tournament but before that we did _0 organize it for five six years in a row _0 and it was very nice _0

and if you can imagine that we er of second tournament we have fifty-two teams _0 coming from all around the world _0 like from brazil _0 malta _0 er or italy france er just name it _0 everywhere _0 and it was very ni- but it 's indoor _0 this is outdoor or

this is outdoor that 's always the summer in june _0

yeah

uhu _0 we ch- we p_choosed at that time _0 especially for indoor why because _0 er it was actually an p_interline tournament _0 that means that all the airlines _1 which had a team _0 just came over _0 and if you want to come _0 er over er which is for those people always on xx _0 standby tickets _0 then it 's better to have it in january which we always did in that period _0 and also the the time of the year _0 january we choose is particular because of _0 you know weather and

mhm

all kinds of thing entered _0 in purpose we kept it indoor _1

outdoor it 's very

yeah but you can do it in january outdoors not in not in netherlands but er

mhm yeah

i know i know that 's that 's the major

er @ @@@

@@@@ @@@@

that 's the major problem er a_[S1] but er yeah

yeah @@@@ @@ hh just go somewhere else

uhu

yeah

but now now for example i 'm on the twenty-sixth of march _1 er _0 i 'm organizing a _0 er one one one game

mhm

and that 's against er lucky ajax _0 and then _0 i made a a selection but i 'm still making it er _0 approximate of our top fifteen agents _0 and i 'm really s- screening those people from hey look

@@@ @@

can you play soccer _0 otherwise we do n't er put them into the team because er _0

@@@@@@

all those people they can play pretty well of course because they _0 like people like a_[lastname1] _0 you know er

mhm

maybe you know a_[firstname2] a_[lastname2] _1

yeah

er a_[firstname3] a_[lastname3] er

hm not bad

all fa- famous old dutch players _0 and you play against them _0

oh-oh

but suppose you have a

@@@ @@@@

you have a team

you can run faster but they have much more technique with the ball yeah

yes _0 they do n't run you know er

mhm they play @@ @@@

they just play around _0 and you run

@@@@ @

@@@@

they they do it like chess @@@@@@ _0

no even you know the _0

but

maybe you know him it 's a very old _1 player i believe he is now around fifty- _1 fifty-three or something like that _0

mhm _0

or even older he 's sh- a_[firstname4] a_[lastname4] _1 he used to be a very good er _0 player in ajax _0 but this guy well he 's he 's very old he 's only walking around a little _0 @ @@

mhm

yeah

you know but still the technical skill he has i mean this is _0 this is good _0 you know

it is _1

yeah not too bad

not too bad _0

shall we start

here we go

yes we start er er directly with a_[S3] er as he 's er expect another visitor he will also not join for lunch _0

yeah

okay

yeah so er _2

get something

makes _0 makes more sense

@@ _2

yeah _11

yeah first of all of course _1 again many thanks for this _0 nice and brilliant year of last _0 year of course the two thousand and three i want to thank you _1 all of you of course of the turnover which you er _0 performed already _0 erm _0 i wanted to take some statistics which i did actually last year

mhm _0

but the problem is we did n't finish yet the whole year so i 'm waiting on the last part

@@@ @@@

mhm _0

yeah

cos i can give you some details but please do n't have a look at the rest _3 and _2 just to get you an idea _11 always a mess with papers _4

looks like my desk

hh @@@@@ _5

@@@@@@@

er _2 maybe i took it separate _4 i give you _1 you can see as the last _5 let me see i _0 made this _0 in very early in the morning _0

but that 's a good one let me have look to it let let me have look to it okay a_[org5] above a_[org6] and a_[org7] that 's already good

@@@@@@@@@@@@@@

@@@ @ okay

so my friend @ @ @@@ a_[org6] a hundred three tons one hundred o- tons from us

no okay but what

f_il f_y f_a f_un f_produit f_avec f_des f_assiettes _1

haeh

okay but how come

f_er f_ce f_pour f_le _1 f_er f_lunch

f_pour f_le a_[org1] f_xxxx

f_oui f_c'est f_aussi f_ici

f_ce f_lunch

f_je f_le f_met f_dans f_la f_dans f_la f_cuisine

f_oui f_oui f_cuisine

f_cuisine _1

er what i just want to let you know is er you know that you _0 actually the last month was not _0 very good in mine opinion because well maybe _0 we struggle you know with capacities and er all kinds of things like that we had the same problems _0 but just to let you know er well for example this was the november month that er here you are on number one but this all has to do of course also with the beaujolais _0

mhm

so the turnover automatically _0 is in tonnage is pretty high _0 automatically gives you well very high yield also _0 which is an average of three point four three

f_xxx f_xxxxx

f_c'est f_ferme

sorry

f_xxxxxxxx

mhm _15

and what you 're seeing here is actually all the beaujolais people _0

yeah

yeah _0 @@@

i 'm always open in this er _0

but you know this is a_[org8] _0

not us _0

yes i know but well we count you in of course

sure

as a total picture _0 so that 's why _0 but what i do er when _0 we got the december month _0 finished _0 i will send to an overall statistical er performance _0

mhm

and i believe it 's always good to see for you _0 to have well maybe a motivation again for hey look _0 we can do better this or

yeah

whatever this is too much to a_[org2] of er whatever you can analyze yourself _0

and then er _0 i believe it 's a good picture to this year to _0 this year

yeah absolutely we 're happy about that

er _0 okay

yeah _0 what is your feeling where are is is a_[org5] er a_[org1] _0 posed together ranking in er within a_[org2] europe _2

what personally the feeling concerning that

yeah _2

well

sure we 're not we 're not number one this year _0 i would say er _1

actually to tell you really the true well notice of this _0 feeling er personally i do n't have at the moment

you know if you look _0 er in working relationship which we have together with a_[org2] _0 you know there is not _0 a lot of things to compare to see hey er this would be in importance or whatever _0

yeah

so i can not really say for me _0 w- er what is the difference

mhm

i could say _0 personally that 's my opinion the _1 now now in your internal picture because you mentioned erm _0 in your email to me that some difference between some regions _0 maybe it 's better to explain me first what what what happened in this scenario

hhh erm we will do this in in in the second er round when we talk with a_[S6] just er for this point er important is we are heading towards a a splitting of department _0

mhm

er the far east and middle east department will be p_splitted into two departments this should have done _0 normally already to the first of january _0

mhm

is now postponed to the first of april _0

mhm

so _0 there will be a middle east department middle east south asia _0 which is india _0

mhm

at the end of the day _0 which er a_[firstname5] a_[lastname5] will run _0

mhm

yeah and er a_[S3] and a_[firstname6] _0 will be his sales staff for this area _0

mhm _0

and there will be a far east department _0 headed by myself _0 and therefore we had now _0

mhm

all the transitions already done _0 for example as you know a_[S3] handled _0 middle east plus bangkok taipei and er singapore _0 bangkok taipei and singapore are now transferred to a_[S7] _0 to _1 a_[S9]

mhm

f_ja and that 's also why we have the splitting on the china desk _0 a_[firstname7] is taking care only for mainland china _0

mhm

yeah and a_[S7] only for shanghai _0

aha

and hongkong bangkok taipei _0

a_[S7] what today will present us as well mainland china as a_[firstname7] has a d- day of holidays today

mhm

yeah but _0 a_[S3] is now _1 in charge for the middle east together with a_[firstname5] who is also on holidays er no he 's on business trip he 'll come later this this afternoon

he will come today

yeah so erm i 'm stepping more and more out _0 of the middle east _0

mhm

so erm if you have something for dubai _1 he 's your partner

is the right person then okay _0

yeah

hey er just to explain you more about a_[org2] it 's er _1 last year _0 it was a well let 's say a struggle year _0 er our performance was okay if you look to the total performance and i 'm talking in er load factors is more er _0 er well _0 an average between the ninety and the ninety-two _0 tons load factor _0 and this is p_cumulalative back to january so it 's still a pretty high performance _0 even though you can see especially in the last year _0 that well p_yieldwise it 's a tremendous _0 p_cutdown if you compare well you know you guys know especially also that er _0 er the rates are going down tremendously _0 and er well this this was a tough _0 part of the year so _0 especially if you know maybe the hongkong _0 people _0 they 're very keen to keep levels up _0 to a scenario which is actually not _0 market-conform any more _0 so in that way we are struggling a lot things _0 you know er well _0 to get those aggressive rates into the market _2 you can notice also with with you guys because _0 last half year er from the other year _0 the two thousand and three _0 erm _0 well i lowered your rate in that concern _0 to get you more car- mar- mar- market-conform rate to maybe attract some more business _1 erm in that sense in the beginning i noticed _1 your turnover some dubai even but there was more er _0 more i believe overflow dubai if i say it correct _0 from your s- from your side

er dubai it 's dubai it 's always difficult erm _0

cos er especially end of the year we 're operating a lot of of er own charter flights but i think i 've explained you that already during some phone conversations _0

mhm

and er that 's _0 basically what i can give away is overflow cargo from all these charter flights we had up to up to six charter flights a week _0

mhm

so erm _1 i- it makes it difficult to give er some cargo away if er you have to fill the xxx

uhu _0 but those those rates yeah _0 were they _0 competitive enough or say _0 strong enough for you to use

not any more @

not any more okay

@@@@@

@@ @@

we are now in a different _0 well time zone again

again it 's a again it 's a different thing cos you know in er _0 especially er beginning of the year _1 erm well the capacity is still there _0

mhm

and er _1 the cargo is gone _0 cos the production is is er going tremendously down during er christmas new year 's eve xx

and how 's how 's the situation now is the the production is not er

well

well optimal at the moment is it because of the year beginning _0

let 's say i still have the production _0

mhm

but er to be very honest the current rates we 're buying to dubai is forty-five cents

mhm _0

on actual weight _0

on actual weight yeah

@ @@@@ _0

now now we 're sitting around hear it again er you know and _1 to come up and i 'm always open in this you know _0 that er _0 try to get maybe this this level up again or down again er concerning the rate hh what what would be necessary to come up _1 or that we do it the other way around i will give you some indication but erm _0 i give you a nice offer _0 say let 's say for the first half year _0 er as a kick-off _0 for this six months _0 you know especially i really do n't know what 's gon na happen _0 erm

who knows @@

nobody does but

@ @@

also now for us _0 this year is gon na be a _0 well we need to be very successful this year because as you maybe know _0 that we are opening _0 our doors again _0 in expansion er especially in europe _0 so for us it 's an additional capacity we needs to fulfil _0 as i told you last year er that we 're gon na _0 open _0 the german office _0

mhm

er @@ about germany er a_[org2] is so particular _0 er maybe the strange word is _0 is _1 er how can i say it in a nice decent english word they are so er _2 you know particularly camouflaging _0 er themselves to say which destination it is gon na be _0 camouflage is maybe not the correct word but _0 they are really not opening yet _0 but i can say it it 's gon na be munich _1 and this this is the destination _0 which we 're gon na open _0 erm _0 we try to had this _0 in as from _0 i believe so _0 from june or either july _2 they promised us to have it earlier _0 but this all has to do er because of the turnover and new plane _0 which actually is already in but they 're now already _0 building up this into the well the cargo conversion which we need to have to fly it of course _0

mhm

and this is er well they promised us again but _0 we are particular i 'm dutch you know we always say first see and then _1

@@@

er we see it 's a really active year online and then er well believe we believe it 's coming around july _0 june _0 around that _0 deadline well again if we have this additional capacity _0 then i believe it 's also for you quite interesting maybe what we tal- er well last year we discussed a little also concerning this _0 that either well you could choose that port _0 either you could choose the amsterdam site

well in that sense _1 we have _0 enough capacity _0 to offer _1 but _0 i believe _0 if you look to the market _0 then well it 's too much capacity _1

it is @

in that term we need to agree something and maybe something er very attractive _0 so in that sense i want to make you an offer _1 and i only want to get some hints from you from okay what would be _0 an interesting _0 level _0 from _1 er an idea maybe from okay this this is a thing that we maybe have _0

mhm

regular loads or say let 's say on a weekly basis _0 okay and maybe maybe this is a point of view

my er the- there would be my question towards er a_[S3] _0 have you ever explained to to a_[S2] _0 the way _0 the business works this er especially a_[org5] business

yeah i think we have discussed and about it but but it 's always difficult to judge you can you know from from one day on on the other _0 there might be a booking popping up for one thousand cubic metres _0

mhm

that 's er _1 always a little bit depending especially beginning of the month they have problems er to obtain the necessary invoices from a_[org9] xx usually _0 let 's say between the first and the fifth of each month _0 we have very low production of cargo _0 erm _1

sta- start a little bit different _0 we have _0 just down the hill a_[org10] _0 as distribution center for a_[org9] _0

mhm

so all a_[org9] cargo is coming into here _0 into in the a_[org11] part hhh in the meantime erm _0 they 're sitting on the cargo

mhm

but then they get the invoices _0 from a_[org9] and then the cargo is ready to move _0 from that _0 day on _0 normally within two days the cargo has to be in dubai _1 workdays three four days sometimes you never can xx

mhm

but you never know when it 's popping up _0 you never know _1

just wait for the plane _0 erm how much it is _0

mhm

it can be one hundred cube metres _0 it can be er like this week one thousand four hundred cube metres _0

mhm

yesterday afternoon one thousand four hundred cube metres are ready to go _0

mhm

so _0

@ @

erm er we start _0 er we call for full charters _0

mhm

yeah with this erm _0 volume amount as you know yeah and erm then we look what what possibilities do we have _0

mhm

yeah so we have tried at the beginning with er several carriers also i think with you _0 to have _0 allocations for pallets on this flight so eight on that flight er but it it it is not working out it 's absolutely not working out _0

that 's no- it 's quite er xx

i- in addition comes what what a_[S3] has mentioned then as well _0 the discrepancy between the beginning of the month towards the end of the month

mhm _2

that 's er the tricky part yeah

okay but then

i er i understand er

it 's it 's it would always y- would always be on ad hoc _0 it would always be on ad hoc

mhm

we can not fix something regular

uhu _0 uhu

yeah

but then maybe you know what we did like last year _0 we give you a phone call _0 in that kind of sense and then we say hey okay a_[S3] _1

yeah

mhm

maybe you have something maybe you do n't _0 but i think we need to agree something you know in on the rates _0 in advantage _1 what what would be the hint from your side what would be er _0 what would be necessary would it _0 be necessary to have only pallet rates kilo rates or whatever er _1

well _2 what a_[S1] said already the current _0 buying scenario is that we are buying forty-five cents _0

yeah _0

and we have er we get charged on actual weight _0

yes

mhm _1

so meaning _0 er does n't matter if the s_uld er the s_q seven has two thousand or three thousand kilos we got _0 charged for the actual weight per s_uld

mhm

and er per _0 manifest let 's say _0 i would say _0

uhu

the cargo will be only _0 come in built-up units s_up units _0

it will always p_pre-built

okay

the a_[org10] is is is we deliver s_u- empty s_ulds they build up s_q sevens s_q sixes whatever _0 and we deliver _0 only built-up cargo

xxx do you know xx

okay _0 okay what what i i gon na do a_[S3] i give you an offer _0 i make this on email _0 er

please @

tomorrow is wednesday yeah _0

mhm

so i will make you an offer well together with the conversations which i 'm gon na have here today _0 and make more offers of course _0

mhm

but in that sense i 'm i make you an offer and well _0

are you

i know this _1 guideline which you just mentioned _0 this is more or less the well _0 the the level of rates which is at the moment

@ _1 are you serving some some more destinations er in the middle east

even if

again

er do you have some more destinations in the middle east or it 's purely dubai

yes i promised you actually i 've sorry

still not get it @@@@

i 've _0 i forgot @ _0 @

@@@

i forgot and er you 're recording this now

@ @ @@@@

@@@@

@@ i forgot last year actually to mention it yes we we have a lot of er _0 destinations within _0 the middle east _0 er

send me _0 send me just a list _1

yes

with destinations you can offer _0 what kind of services _1 you have _1

yes

and

it 's all to l- to let you know now immediately it 's all of course it 's a trucking _0 connection er

from dubai

from _0 our dubai station _2

okay

but it it 's a very good f- to to give you a lot of examples we we had last time we have a lot of damal shipments even riad or just name all the destinations we we had those also _1 and er i believe the service which we can offer there is _0 oh it 's quite good _0 and er well an- anyway i make you an a total _0 p_summamary of destinations

i need wha- what i need is a list of destinations what kind of service and er _0 then the trucks and the transit _0 yeah that would

even even with hours and the trucking company _0 phone numbers

whatever

exactly _0 that 's what i need

and i 'm making a whole p_summamary of this

yeah

and then i i can come back to you to see okay er er _0 where we are in need and er what _0

yeah

what conditions we will need _2

coming back to dubai _0 erm _0 another question 's you 're interested is also to make charter flights _0

mhm _1

is this an option

we _0 yes

for you

especially er _0 now to tell you also something _0 as we 're gon na have again a new plane now we have in totally four _0 but the fifth one is shortly to come also _0 er we are working out a corridor system _0 so in other words it means that we quickly x aggressively _0 ha- have big lots _0 park lots or total planes whatever _0 immediately er _0 can offer this into the market _0 so for example if you have i do n't know _0

mhm

er doha we have many qu- requests to doha for example _0 like _0 eighty tons ninety tons whatever

ah that 's already the usual ones @@

then we can corridor this this kind of possibility _0

mhm

to those customers _0 and this especially _0 er _0 starting from this year _0 we 're gon na _1 well more aggressively opening _0 this kind of concept _0

mhm _0

i will let you know something about this also _0 erm you know the strange thing within a_[org2] it 's a f- it 's a policy _0 they say that for each _1 destination which you want to fly as a a_[org2] _0 one of us _0 needs to be _0 send over to this destination _1 and arrange everything like the handling _0 covering all the _0 the necessary action which is necessary to operate this plane _0

yeah

but the point is _1 we have _0 such a big list _0 that we are now actually cutting _0

destinations like this because we are not only _0 looking to the middle east _0 because we say _0 er amsterdam _0 you fly maybe you know er maybe italy i do n't know this is maybe an er _0 a good corridor destination _0 or say switzerland whatever _0 you know the roughly in a _0 i- i- in a in a range for in a particular _0 i do n't know _0 fifteen to two thousand miles or something something like that _0 we make corridor destinations _0 all the way up to hongkong _0 on the route you fly

mhm

mhm _0

then a_[org2] say this is their policy _0 well you need to have _1 one a_[org2] people send over first to arrange all those things and this is what we are doing now already _0 so a lot of people from hongkong they 're really flying _0 themselves crazy

@@@ to all kinds of destinations

hey you need somebody for this @ @@@ @

no but it 's weird you know they say _1 they only need to have a chat you know y- you could pick up the phone i i can pick up the phone with italy and say hey _0

yeah

you want to have a contract together with with us and we make a _0 a handling contract whatever it 's it 's so quite easy no they say _0 you need to be _0 live _0 active _1 in this _0 er particular destination _0 and believe me we had something i i do n't know we had _0 thirty-eight destinations or something _0 which we picked up in this whole route _1 and then we heard this policy it 's oh i 'll call you er o_w:ff o_w:ff

@@ @@ @@@@@

@@@

we took out a lot of _0 of those destinations _0

but this is particular the chinese they they they they 're really very _0 put everything in in in books manuals _0

mhm

but it 's a it 's a good thing you you coordinate in this matter but er _0

okay but that 's _0 i let you know also

please

and then er _2

well in c- just in in case we are in need of let 's say a full flight _0

a_[S1] x

er just to trust it to you and say okay _0 then and f_dann we would have sufficient cargo to operate a full flight with you _1 er these are the conditions we can er apply or _0 whatever then er we can see case by case

yeah yeah _0 okay _7

as indication for er dubai full charter _2 out of amsterdam _0 seven four seven

mhm

mhm _0 what the cost

we pay er _0 for time being er y- _0 what do you think is the price _4

it 's a tough question but er _0 i believe _6 let 's say _2 two hundred _1 thirty _0 thousand _1

okay

amsterdam dubai

yeah

sixty thousand a lot

sixty _0 okay then er yeah _0

that you know which area we 're talking about _0 yeah

@@@@

no but

i thought you 're talking about a round-trip price er amsterdam dubai hongkong er amsterdam @@@@

@@@

two hundred thirty thousand pf

no actually we we are quite _0 you know er

in the peak season _0 @@@@ _1

in prices concerning this _0 chartering _0 we never did actually in a separate charter for this _1 but then _0 again it 's it 's something new for also but

yeah

i 'm well _0 surprised but actually also not surprised _0 because if you look to those sixty thousand well it 's more _0

i mean er just think about

market-conform the price if you to look to the kilo rate _2 in total

and look and look back er just to the amsterdam airport _0

mhm

which far east carriers all are based there and have empty flights going back and they rather this will take one day out of of the operations _0

uhu

fly to middle east for this one

mhm

and fill the next day 's flight

uhu

yeah

and if you look in that kind of price you know _0 is is is this based on _0 each day you see _1 hh does it matter

this is based on each day more or less whenever okay we have to see it then when when we have enough cargo we would like this one thousand four hundred cube meters _0

yeah

we ask several carriers _0

mhm _0

and then we get _0 from several carriers the feedback _0 yeah it 's not only one carrier it 's er carriers in luxembourg it 's carriers in amsterdam _0

mhm

f_ja and it 's carriers in frankfurt _0 and they say how they have the availability or not or we can or we can not _0

mhm

yeah

yeah for this and this price _0 but the market is er decreasing

even even we get requests from the carriers coming to us saying hey do you want to operate a flight

yeah

mhm

so it 's er it 's _0 easy

mhm

best example is er a_[org12] and and a_[org13] whenever they have a free quotation _0 yeah they just give us a call er and say i have in two days a flight available do you want yes no _0

mhm _0

yeah

but this in this _0 scenario i want to have a_[org2] also you know that _0 our people they need to be _0 well calling you _1 that you get crazy of us er

@@@@

@@ a_[S3] _0 no no but er in that sense they they they need to have you know er a call _0

@@@@

especially once once a week or maybe twice a week and _0

mhm

just to see okay well is there any load available whatever _0 and then er well _0 we can build up anything _0 concerning a better deal or just name it _0 in that sense _1 but again i 'm i 'm not surprised about your _1 your price _1 you know sometimes what we do _0 is to let you know our monday flight is quite weak _1

erm _0 in in holland _1 erm _0 our monday flight _0 sometimes we try to _0 er delay it in terms if it 's possible p_commercialwise _0 why because there 's a tremendous market with _0 er plants flowers to dubai _0 in that sense er we build up _0 even the flower option not the agents but _0 the shippers _0 and with those shippers _0 which we know their agents _0 they together _0 try to succeed to fill the flight _0 and actually that 's a sort of xx _0 chartering actually also their flight _0 and just to know well lately it works out pretty good _0 but then er well it 's the timing because cut-off for flowers on a monday is _0 is not a good day

@ tuesday

suppose it was a tuesday _0 that 's a brilliant day _0

yeah yes

this this is also a scenario _0 er to let you know also _0 er _0 we are _0 working out to have a flight on this tuesday _0 because a monday _0 well i believe everywhere in europe maybe certain routes not but _0 it 's it 's it 's a weak _0 weak day of course er to operate _1 this kind of flight if you want to fulfil to get it full

yeah

yeah it 's it 's difficult

so we are really looking desperately to have this flight on monday _1 go into the tuesday _0 but this is very tough especially with p_swippal with slots and whatever it 's _0 it 's a tough decision

calling er

a tough thing to get arranged _0

what do you think if you could arrange it w- how long would it take _2 to put on tuesdays _1 cos later for the hongkong discussion we will talk about the monday flight hh _0 hh so it would be important to have the monday flight

mhm _0 okay

@@ @@@@ so be careful what you 're saying now @@@@

@@@

yah yah okay okay @@

always be careful what i 'm saying but er

@@ @@ _1

okay well recap erm _0 i will give you _1 a _0 good _0 hopefully a very good offer and er of course i give you the er _0

@@@@

inland or say the er the smooth er

the distribution to the middle east and _0 that 's basically what i need _0

okay _0 i give you all the details a_[S3] it 's er well i got a total list from from dubai and we just _0 renewed the whole list _0 because we changed our _0 trucking _0 partner actually in dubai to a new one and this _0 this one is very good

with whom with whom you 're working with

er i do n't know i forgot the name _0

a_[org14]

but before _2 no

i do n't believe so _2 no because why we changed it we had some some problems _0 er something like _0 i do n't know a year ago and this trucking company _0 when we booked something _0 okay we ordered _0 i do n't know _0 six seven eight trucks _0 and then they show up with only four and the next day another four that er well this this is not working properly of course _0

hhh

mhm

but this is pretty normal in dubai @ @@

yes but _0 you know especially now because _0 we are _0 now with this new trucking company _0 they want to perform them- _0 -self _1 very good because they want to see hey we are better than this _0 than this _0 other company _1 and er

with whom are you working now _1

again er a_[S1]

with whom _0 which trucking company you 're working

i do n't i do n't know but i i 'll let you know the name of it _1 we just had i believe it was in december we changed this whole schedule _0 we added some destinations

mhm

er better prices _0

so you have as well that means you you can offer as well a a bonded trucking from dubai to riad and jiddah _2

yes i believe so yes _0 but i i need to check because _0 i have now a total _0 p_summamary of all the destinations including what is necessary _0

mhm

you know er _0 suppose it is not bonded or _0 it is bonded whatever i can tell you immediately _0 it 's it 's just

yeah because i need to know the conditions because especially saudi arabia it 's pretty difficult hh cos i know in in let 's say in riad and jiddah they have no free zone available

mhm

even even

yeah

that means usually _0 the custom clearance needs to be done at the border already _0 or already in dubai _0

mhm

er which is making it pretty difficult for the for the p_consignees to obtain the cargo _0 and it 's as well higher costs involved _0

yeah

and the only free zone in saudi arabia is in damal _0

even even i can tell you now necessary documentation and what all all kinds of details

okay _0

it 's it i will explain to you it 's a just a _0 i make a copy of what we have here

no but once i have that i can have a look through and then er

uhu _1

might become might become more of interest

cos last last time we had a very big shipment to _0 i believe it was damal _0 and there was something also with with bonded _0 but actually what we did we we trucked it directly actually to the p_consignee _0

yeah

but the problem was he had no bonded warehouse xx _0 but then _0 we had some people _0 also by this company _0 and they arranged _0 at the border _1 that they already could clear it _0 and then they could continue the whole thing _0

yeah but this is always a a cost factor _0

yeah okay but well

cos if you if you can clear in a free zone er you 're m- maybe a lot of companies are duty p_exemptors so they have to clear in the free zone

mhm

er if they do clear their cargo at the border they might to have er to pay duties er whatsoever er which is quite expensive in saudi arabia

uhu

so i need definitely _1 with this offer i will need all conditions _0 all possibilities you 're offering there

you will you will get it _0 definitely you will get all _1

that 's er

necessary information which you wanted about this you you will get it

@@@@

in case i have additional questions i will let you know anyway @@@@@ @@ _0

@@@@

no but er well we we definitely noticed this because _1 on purpose _0 we kept it _0 a little _0 quiet let 's say it like that _0 because we wanted to sort out first all kinds of problems _0 struggle problems _0 from well let 's suppose you you book something and _0 afterwards we need to explain to you yeah because it 's this er blah blah blah er hh but _0 on purpose we did this _0 and then our guy er say in dubai _0 er well he sorted out all those kind of details _0 and he made a big p_summamary out of it _0 so we now know exactly _1 to each destination which we could offer _1 er which is er first of all it 's _0 the standard trucks which we could offer besides that _0 we can offer also within that region _0 more destination but it is on ad hoc

yeah

it means that _0 we can make the request _1 but it 's not in this list we can of course make the request _0 but we need to ask first to our _0 person in dubai who 's in charge of that _0 and try to find out _0 from okay er possibilities er could it be done er whatever _0

okay _0

because well you know riad i riad _0 from out of dubai it takes three days er special p_documentations and all kinds of _0 well this this kind of things _0 you get with all kinds of destinations like that

@@ i know @@@

@@ okay _0 no that 's fine with me

mhm _1

and i 'm waiting your xx

okay _0 you maybe have some more questions er a_[S3] _1

no basically my major questions are answered i 'm just waiting your proposal _0 and then er we can continue _1

okay

okay _0 for next year _1 you guys _0 you 're gon na come to amsterdam huh because now this year _0

we have to yeah

well this year er two thousand and three you missed _0

yeah

the night of the promise a_[S3]

@ @

you missed it

@ _1 @@ _0

and it 's a

that was not that was not my fault @@ @@@

no i

@@ @@@ @@@

you know _0 work is always first of course _0 but er _0 you know this year it was er _0 was okay it was er

mhm _2

nice we had erm _1 this band called _0 i 'm so terrible in names yeah _3 not _1 -xs inxs _0

yeah

this this was a pretty good er that 's i believe your style er

@@@

yeah i know this yeah yeah @@@@@

@@@@ @@@ @

mhm _2

no i heard some _0 some things about _2 should have been xxx

and i make you more attractive _0 we pay you again er say the hotel _0 so er _0

hh that was not the reason er i have not joined or something it was really _0

we can x

mhm

with all this transitions we are we are facing it 's a lot lot more work than we expected _0

mhm

to split something which er since thirty years belongs together and er also same time _0

mhm

hh especially on a_[S3] 's side there was a lot of er issues to take me up and er er no real backup scenarios i mean _1

mhm

there 's also this you have to remember a_[firstname6] had to learn a lot of things and so on and this was es- especially the problem

mhm

and we had a lot of people then on traveling as well _0

but the fir- er the the first time you were there a_[S3] _0 we only had fifteen people something like that _0

yeah it was not so many

or ten or twelve something like that not not x now

was it was very small bus i think it was twelve people inside

yeah

now to give you an impression we had around thirty people _0 but we did that also the other way around _0 at that time you _0 you you went along with us er we took _0

yeah

a dinner _0 at the arena er the er

yeah exactly

the place itself _0 and now we _0 took it in in it er in front of it why because you know the road _0

mhm

was terrible _1 and we qu- installed some bears _0 into the bus

@@@@ @@@@@ hhh

@@ and this er well it 's it 's a better way doing that

in in that kind of way

@ @

but er _0 you 're again invited _0 i 'll let you know in time

@ @@@@ @@

but er again you know _0

no worries er work is always first i know it 's er _1

it 's something er

yeah because

just a appreciation from our side _1 that you are _0

always welcome _0 and also

it 's er nice way of appreciation after xx and it 's a good idea to do it that way _0

mhm

yeah so erm _0

mhm

and also er _0 now with the appreciations i promise you _0 to come over _0 again you know for a soccer game _1 but i 've been thinking during the flight _0 to amsterdam or from er from amsterdam er to luxembourg _0 ajax _1 does n't have that many games any more

@@@@ @@ @@@

@@ @@@ @@@@ @@ @@@

so er

hh er if you 're still open _0 for this _1 i can choose well an er a competition _0 game _0 if you prefer _0 and then i do n't know it 's it 's on a sunday _1 you come over _0 and then er i do n't know er _1 you all together you come over and then we go to this game but well _0 if you 're still open for this kind of thing _0 i know er _0 er we work a lot er er and _0 we appreciate you know our spare times _0 with the families _0 but i believe you know this er this is just er separate besides the p_businesswise talks or whatever that you come over in that er that way you know we _0 as friends hopefully _0 you you you can er well come over and er have er see an good game of ajax _1 er i i i let you know

but a good game and ajax in one sentence that 's another story yeah @@ @@@@@

yeah that 's true

@@@

that 's er this this is the only game i can invite you because well it 's it 's it 's the part which we

yeah

absolutely yeah

have _0 you know our package and whatever _2

yeah

yeah soccer is more your

i 'll see

let 's see

part @@@

or we do it the other way around i come to you _1 and you invite me for _0 i do n't know what _0 kind of game @@

a luxembourgish @@@ @

f_eintracht f_trier

f_trier @@@@@ @@@@

@@@@@

@@@@

now we 're also thinking about some things and er if we know _0 we will come back to you for sure _0 yeah and surely whenever somebody is interested and there 's time to come _0 definitely _0

mhm okay

yeah thanks for this invitations _0

okay

yeah hhh

okay erm _0

i have to see

exactly

for my second meeting

erm _0 okay then _0 if you can do me a favor _0 and tell to the guys i will call a_[S6] now

goes it okay

and erm _0 ask them to be downstairs in twenty minutes _0

to all the others

yeah _0 for the lunch

okey-doke

yeah

f_no f_problemo

okay i will call a_[S6] in the meantime _0

well a_[S2] _2

thank you a_[S3]

well thank you er we stay in touch _0

yes i will definitely give you a ring on the phone

yeah and let me know about all this what we have discussed _0

and i will s- start

start also next meeting i will start to call you er a_[S3]

@@ @@ _0 yeah currently we have er we have plenty of cargo right on the line for you _0 so i would not be waiting _0

okay _0

yeah

might be worth it _0

okay

@ @ @ okay a_[S2]

i see you

see you then _0 bye-bye

bye _21 you want some more coffee a_[S1]

er always but i can do it myself thanks

yeah

no worries _0 relax _0 enjoy _0

i 'm relaxed _0

@@@ _0 you know f- f-

do n't you have a

feel home _1 @@@ @@@

now a_[S1] er _0 do n't you have a _0 very good soccer player _0 within er a_[org5] _1

hhh import department

import _0

the whole team of import _3

which which xx

really real- a good player _0

but er

like er if he plays in the first league or something or _0

ooph first league in luxembourg i mean er @@ @@ @@ _0

no i really do n't know but erm _0

xx national

i you can ask this or i can ask to a_[firstname8] _0

mhm

branch manager here because er he 's very much _0 he 's the senior player already and and he 's very much involved in this er soccer set-up _0

mhm _0

yeah _0 so

why why i 'm asking you know as you kn- as er what i told you that the twenty-sixth of march _0

yeah

we i make this selection of this team _0

yeah

and we play against this er lucky ajax _0 at well he maybe join _1

yeah it might be somebody as pers- i i personally do n't know i mean er _0

mhm

i 'm sure xx _0 or a_[firstname8] himself but er this is then the the _0 old age forty-five plus _0

mhm

to tell t-

but they would be very interested

to tell you what i make as a selection so far _0

yeah

i have two people of a_[org7]

mhm

in amsterdam _0 er one of a_[org15] _0

mhm

er one of a_[org16] _0

mhm

er myself _0

mhm

er _0 er a a coach _0

mhm

i assigned say for for this particular this team

mhm

and then i have one _0 guy from belgium which is called a_[org17] _1

mhm

erm _3 another from which is a a local agent say in amsterdam which is called a_[org18] _0 one person _0

but all those players _0 which i selected they all play in the first league _1 on top of it er you have say the _0

mhm

the _0 well the head league which is actually _0

yeah

p_countrywise _0 so they are pretty _0 pretty high in skill say concerning the p_soccers _0

mhm

so in that way we try to _0 get a good selection well you know have a good team

@@@

yeah what what what you can do is erm erm for surely it will not be me erm you can send me what you plan _0 and when _0 and i will give it to a_[firstname8] and to a_[firstname9] _0

okay

and they can check with their er teams _0 with the normal _0 soccer players from us _0

mhm

who might have been interest and er who is er

yeah

also would be able to to to take this er one

maybe

i maybe i maybe can help him on a expense say of an hotel whatever

f_ja f_ja

but he he needs to _0 come over by himself

yeah yeah yeah yeah i know erm no worries about that one

yeah

but it it 's _0

but erm

i believe the day is not very good but because the twenty-sixth _0 is on a friday _0 and well friday is you know p_particully in our _0 branch it 's er _0 it 's a heavy day but

yeah _0

you know it it all has to do with this ajax team _0 because they say _0

accept it

we only play on this day

yeah _0 @@ @@@@@ @@@ @

then forget it

otherwise _0 they will not accept it

yes absolutely absolutely

yeah hm _0 but er well it 's good _0

yeah

and we make some nice pictures and whatever you know er

@@@ @@@@ absolutely _1 well so

hi _1

i 'm _0 a_[S2] _0 a_[org2] amsterdam

i know _0 we saw us already _0

mhm _0

i think so

yeah

@@@ but he 's very bad at names @@@@@ @@ @ @@@

i think so

@@@

okay

xx x _0 very xxx _0

@@@@

where you want to sit there _0

i 'm

wherever

i will go erm _0 on this side _0 erm _0 f_der a_[S7] f_hatte _1 f_war f_eigentlich f_jetzt f_auf f_dem f_weg _1 f_den f_hab f_ich f_jetzt _0

f_kurz f_abgeraeumt _0

f_ja

f_ja f_wir f_haben f_dann f_eh f_das

f_ich f_hab f_gesagt f_er f_soll f_ich _0 f_ruf f_ihn f_an _0

f_ja f_wir f_haben f_jetzt f_erst f_das f_lunch _0 f_dann _0 f_xxx _1 f_und f_dann f_naja f_xxxx

thank you very much

yeah _0 hh erm _0 a_[S6] is er _2 in charge for our global accounts in charge for _1

xxxx

whatever i do n't want to do _0 yeah she 's er

@@@ @

@@@@ hh directly working with me _0 we sit in the same office for time being _0 yeah and er _0 also she will stay within the far east team when er when we 've done the cha- the changes _0 and will not _0 be on the normal sales desk _0 so not like _0 a_[S7] for this and that _0 she will be _0 er jumper for everything _1 yeah

mhm

and er _0 special things _0

mhm

yeah _0 so and she 's always my backup _0

mhm

so if i 'm not in _0 she 's the one to talk to _0

of course

okay

yeah that 's er

yeah _0

maybe the more more important point so

@ @ @@@ @@@

she 's reading my mails she 's sometim-

@ @@ no it 's very it 's very im- well it 's very very important to have _0

er it 's good to have her and yeah yeah yeah

a person like you _0 er behind you of course

absolutely _0

because well if you have this trust relationship together _0 well the the the strength would be very important _0 to to work out _0 this kind of way _0 for both of you _0 this is this is very interesting of course _0

yeah

yeah we 're working already since er ooph eight years nine years _0 together _0

yeah for sure

hm since i was you trainee hhh

@ @@

@@@ @@@@@ yeah so _0

he was my trainee

time has changed @@

mhm

yeah but i trained him apparently too well so

but

@ @

now he 's my boss

hhh now the the benefit is er really a_[S6] and i 'm we work in _0 eighty ninety per cent _0

mhm

of things the same way _0

mhm

and you can _0 imagine yourself _0

yeah

trustworthy i can leave whenever _0 from one second she will do the way i would do it _0

mhm

and this is something which you have rarely in this _0 in this way _0

yeah _0

mhm

but erm _2 yeah that 's her role so a little bit _0

mhm

without _0 anything going around with a _0 clear definition but er _0

yeah

hhh quite interesting i would say

well i-

er it 's so important nowadays you know do you have this kind of _0 opportunity _1 to have this backup _0 you know especially _0

mhm

we had this problem _0 er i tell you honestly with a_[org2] in the beginning _0

yeah

that when we start up our _0 office _1 we already had _0 two flights _0 but only two people _0 and er well _0 you did actually everything and then we start to expand ourselves _1 but _0 you did it by yourselves but _0 the point was i never could look around say _0 do er do i do everything okay this this is

mhm _0

yeah well it 's not a good scenario _0 and by this if you had this opportunity to work together _0 it will give you more strength _0 to do d- so and it 's er well it 's good _0 because she maybe can explain to you for hey a_[S1] you 're doing things like this maybe wrong

@@@@ @

no but _0 it gives you the motivation _0 no er as a as an

no just to be fair

er a_[S2] now is the time to stop because otherwise i have a problems here yeah @ so no but i fully agree that er

@@ @@@@@

@ yeah xx @@@@

no but er it it 's a good thing _1

that 's the way it is

erm _1 shall a_[S7] come down for lun- you want to make first the lunch or how you

on the agenda i put the lunch first _0

yeah

that everybody can join and then afterwards a_[S7]

okay

but if they want to change upstairs i did n't erm for me it 's equal _0

erm because a_[S8] and a_[S9] will not come for lunch first of all they will come then _0 later on _1 that is that what a_[S7] told me _0

aha _0 yeah okay i will talk to them _1 yeah okay hhh okay let 's let 's first go to the general issues _0 yeah and then i give a call upstairs er

yes _0 maybe i can ask you the question from _0

sure

are there any general issues or er _0 point of views from _1 the company side from from your side say _0 concerning a_[org2] are there things like from er _0 i do n't know maybe accounting issues er _1 overall general issues y- you maybe know something about _0 a_[org2] to to to come up from hey look this is maybe a thing which we need to do better or _0 er i do n't know more sales visits er _0 just name it _0 you maybe have er _0 ideas thoughts

i might say it like that so far when i was working befor- with you because i had also _0 a certain time the backup of a_[firstname6] when she was taking care about the hongkong trophy hh _0 i had er these big nice er shipment mainly you reminded it 's wa- from portugal _0 was this very _0

i do n't know

it 's it was a dense cargo but it was not very nice to build up and so on

hh oh that this this is the thing i remember

and

mhm and i thought

it was in _0 august

august yeah

august _1 end of august i was er dealing with a_[firstname10] _0 about that _1

hh and this this i remembered

and so far it was working very well i did n't _0 did n't had any problems

it was this er eleven lower deck or something like this shipment er nightmare shipment

yeah yeah yeah yeah yeah correct

because you could not er build it up on main deck because it was too heavy

mhm

oh _0 you know at that time i t- i t- i traveled also a lot _0 and er i was not really in the office at that time and i heard something between _0 er concerning this er from portugal whatever but _0 what i understood there was a _0 a mixture _0 of a mix-up of _0 of rates which they give to you i believe and say to somebody else but i do n't know _0 who the other _0 was i really do n't know _0 but i can find out more details if you prefer to hear it _0 still _1 in that kind of particular case _1

i think you took it over er but erm after that _0 i did n't had any problems actually because i had a erm i had a

the problems was never with a_[org2] side _0

a certain number

there wa- there was

i had a certain number for your quotation which you gave me on this time

yeah yeah _0 there there was was no hiccups er with er the the part from a_[org2]

in that way it was

mhm

it was internal with a_[org1]

but from the

okay that was something else

but ov- overall _0 none of us got it _0 what i believe _0 we did n't either also got it er i believe your side you did n't get it so in that sense er @ _1 it 's nothing particular t- to tell you something

yeah

suppose we we get inquiries _0 er _0 sometimes that happens _0 we get the same inquiries which you have and we get them from out of germany belgium france whatever n- just name it _0

sure

we always _0 and i tell you this honestly always do _0 the same rate always _0 why because we want to avoid _0 this kind of conflict _0

mhm

absolutely

and this this is _0 really we 'd erm _0 put my hands into the fire for it _1 this is the the scenario we only work _0 because we want to make _0 no conflicts _0 and believe me this is the thing a_[org2] always does _1 and we try to avoid _0 always this kind of things

that 's that 's er that 's er normal but you never know what the origins er in these country are then in the end are offering _0 let 's say they are coming to you request a shipment for a special shipment _0

mhm

you give the same rate like you gave it to us _0 but they say erm er okay if i get this shipment maybe i can er pressure them down to _0

mhm

er that i get a better rate and then they 're offering something _0 lower and then you have already the hiccup as a as a origin so

mhm

yeah that 's something which we can not help of course if if they lower if if they _0

sure

sure that 's

put i do n't know their commission lower or _0 their whatever they put lower themselves well this this is a thing _0 which is a well a thing which we can not control _0

sure _0

but you know why why we do this particular with a_[org2] and i say again we we we really do n't do this why w- we have learned you know if you look to _0 a particular business in holland you have _0 the flower and the plants business hh well believe me _0 this is a _0 a business _0 which is _0 you have a very big _1 basket _0 of cargo _0 and all those _0 flower _0 agents _0 around it _0 they 're jumping on this _0

mhm

and if you say from hey _0 er i like you better _0 or or this lady is er _0 is more beautiful than that lady whatever _0 you give her a better price _0 it does n't work out because they _0 around _0 they will come back to you say hey a_[S2] _0 er i do n't believe it you gave her _0 or you gave him _0 a better price because of this

mhm

so in that respect _0 we learned from ourselves and said okay well er @ this is too much because _0 at the end of all _0 you 'll be a referee it 's _0 it 's it 's it 's incredible _0 and in in that way we _1 give everybody the same chance _1 if ooph well a- a- again we still need to get the shipment also but _0

sure

we give them the same rates

to make sure you do n't hit this conflict in _0

erm we like this and er that 's the best way to do it _0 erm just make sure _0 er that er your offline stations _0

mhm _0

er are doing the same i mean er clear you have a rate ex amsterdam and you have a rate ex frankfurt which should be normally a hire rate _0

mhm

and not a common rate _0 to amsterdam which often happens with er offline stations not only with a_[org2] but _0

mhm

yeah yeah i know i know

with x of things hh and also if you open your office in munich then _0 then er for a special quotation _0 you should offer ex amsterdam ex munich the same rate _1

yah _0 yah

and this you have to assure within your system cos otherwise exactly this game will start

yeah a_[S1] i give you a guarantee this this is _0

mhm

this is n't done

er was n't was n't meant as a in this way but we know that this _0

thing

often happens especially in your offices and you have to promote this flight

mhm

and you forget about the p_truckings er you have it with with a lot of carriers hh

yeah

a_[org19] a_[org20] and and and all w-

mhm

whatever you name it _0 yeah _0 and there especially then the hiccups started

mhm

and then it starts really this this this games _0 and we all know in europe the worst case we have at a_[org21] airlines hh er you pick up the phone you call frankfurt er you have a rate s_a you call brussels you have a rate s_b you call amsterdam you have a rate s_c and then you start to call the round again and you tell everybody and at the end of the day you decrease the margin

i know but this this this is the thing

this is not wealthy for the airlines and it 's not wealthy for the brokers like we are _0

it 's not wealthy for the whole market i mean our tar- ca n't er can only be _0 which is _0 er for our lengths to the far east er nearly impossible for two thousand four but _0 we should all try to keep as high as possible

yeah yeah

as higher the rates as better _0 the benefits for the air carrier are as m- more margins we we as broker can can add on _1 it 's xx x xx a little bit for two thousand and four _0

mhm

but er er at least we should be realistic _0

yeah and er er this this hiccups er ruin

yeah yeah

you know that er i was i was i was thinking _0 during er the conversation now maybe it 's _0 a difference is in incentives _0 but this is also not the case within a_[org2] because we work only _0 on on _0 revenue base _0

yeah

so it means _0 it 's not on price _0 incentives or whatever _0 so t- in this term they 're always _0 or can never _0 cut down rates also

mhm

because it 's in total picture _0 and _0 to tell you honestly i 'm always open with er conversations like this is that _0 we only have two incentives _0 in whole europe _1 and that 's it _0

yeah _1

and this is _0 out of the netherlands _0 for the rest er _1 but again a_[S1] you have _1 my my er _1 guarantee that _0 we really do n't work like this because what i explained you know especially with this dutch _1 part well _0 in my a_[org3] times for example _1 you know it it was sometimes it was er well big fights _0 you know you get really big fights like that _0 and er you you see it 's particular some airlines because they are having more friendship _0 particular _0 with this agents they say okay _0 we give you ten cents less and the rest @@ we put higher but then that agent from there is _0 making promises _0 to the shipper _0 which are totally not true _0 but _1 well it it it it it it gives a lot of hiccups in the whole situation

ends up in a mess

it ends up in a mess _0

yeah

and especially on the ad hoc market er and a- as from five tons it is ad hoc

uhu

it goes through europe

to tell you to tell you how we work _0 we have er _0 a big map _1 each inquiry _0 which runs in within a_[org2] _0 does n't matter _0 which person

mhm

because we all know _1 goes into a map _0 will be er filed _0 under _0 alphabetic order of the company names _0 and then suppose the next one calls _0 first thing which you do is first screen _0 if this inquiry already comes in _1 and from there if we already gave er a rate to a particular shipment whatever _0

we will always _0 say the same _0

mhm

again _0 because to avoid this _0 conflict which might can happen _0 and in that sense we we do it _0 and we keep even the files we keep on file _0 for six months _0 no we really _0 because sometimes er i get inqu- well i need to look back _0 from hey er did we really offer this kind of lower rate @ whatever

@@@ @@ @@ @ _0

and then

then i can find it _0 but er this is really a a thing how we do it in this situation _0 but again i give you my hand _0 my guarantee we do n't do it _0

mhm

and especially you know also with _0 with the countries _1 we try to avoid it because nowadays er what you say you know especially on the ad hoc _0 everybody is _0

crazy

aggressively _1 running _0

yeah

try to to get this this this unique shipment

absolutely

yeah

try to succeed to get this capacity of course

mhm _2

but again _0 any more questions er _2 i believe you know maybe er _0 accounting p_accountingwise we we face some _1

i _0 i did n't heard any problems

ooph i have to ask a_[firstname11] but

i did n't heard any problems regarding xxx

no late late from last year i notice _0

i do n't think so

some particular we _0 our mistake _0 some particular mistakes on accounting but _0 er i had a big _0 talk with our accounting hh to l- to let you know we have a central accounting _0 man who is responsible

mhm _0

he is based in manchester _0 and he does all _0 our accounting _1 and what he did _0 he sent the invoices in er br- british pounds @

@@ hh well

and this is

@@@ @@@

@@@ it it it 's it was a good thing for us

well er it it 's a slight difference only a slight one

but _0 this this this this is p_particully i i believe this is so unprofessional _0

yeah

hh you know er and er _1 i 've been talking to your accounting department also for hey sorry my apologies and whatever but

i remember there was a problem with the rates that 's true

we made immediately er

yeah _0

i remember but that 's already long _0 it was august or something like that _0 because xx was coming to me

yeah but er

and was asking me but that should be settled in the anyway

yeah but that 's

since since since months i do n't hear hear anything any more _0

because i did n't heard anything

mhm

so everything should be fine there in this this respect mhm _0

xxxx

yeah

okay

yeah

but suppose well _0 if there 's anything _0 whatever _0 what would be necessary in that way or just let me know _0 cos i want to er _0 make sure everything _0 especially in that that kind of of thing would be okay _0 but er what i notice _0 from last year _0 we had some o- other hiccups _0 you know er what i just explained to you but for the rest it 's all okay i believe so _0

mhm _0

and p_ratingwise okay er well _1 that the the same rate _0 is the same what we agreed _1 it 's er it 's it 's totally clear

yeah _1

and er

okay _1

some more general issues _1 no

hhh yeah from our side er i said already we ha- will have the splitting of the department _0

mhm

yeah so the your contact partners has changed a little bit _0

mhm

hh erm a_[S3] and a_[firstname6] for the middle east _0 and india _0 if you _0 go there _0 erm _0 for you main lands this will be _0 a_[S7] for hongkong _1 er and shanghai _0

mhm _0

if there 's sense to talk about _0 and er a_[firstname7] for mainland china _1 yeah er in the far east team erm a_[S9] _0 australia _0 yeah

this this also yeah yeah particular australia

yeah i think so

er _0

something going on

this

this is an @@

xx there x _0

but again you know the the chinese _0 they are so diplomatic concerning those _0 expansion sometime _0

yeah

and er well _0 the the the thoughts the promise _0 which goes out we 're probably gon na have not this year _0 but probably starting from that year _0 er this er new route say to australia _1 er which i did n't tell you yet is that well er we bought our fifth freighter also _0

who

aha

the fourth is coming _0 well any moment it 's already in our _0 er it 's not in the system but they _0 rebuilding it to the cargo versions _0

mhm

and this fifth is gon na be rebuilt also this year _0 but then into we we call the master _1 er project _0 er which we have until two thousand seven _0 er it 's gon na be _0 that we 're gon na have in total _0 ten _0 freighters own freighters _0 so a lot of planes still to come up _1 as from next year we 're gon na have _0 four hundreds _0 and _0 we 're already screening around _0 where we can buy those four hundreds because the four hundreds actually _1 normally you buy them new _0 but they are too expensive to buy new _0 but if you want to buy them _0 er second hand whatever then _0 it 's now not the time yet to buy them

hh a lot of two hundreds are on the market but not four hundreds _0

yes _0 well the three hundreds _0 we want to buy also _0 the classics _0 and er _1 again we have _0 one on on on on side which is actually from _0 a_[org22] airlines _1 this is also something particular you know if if you look to a_[org2] which is chinese _0 and taiwan _1 this fourth actually _1 is from that _0

mhm

port _0 which we bought _0 but they do n't open it why because it 's so diplomatic _0 between thailand over all _0

hhh

yeah yeah hh

er and er you know _0 we we had our management meeting in hongkong _0 and we want to announce it in europe _0 hey look a_[org2] we we we have another freighter again hh _0 but then they say no _0 @@ hh this is the reason why behind it _0 because _0 we can not open it here _0 but what we gon na do in europe we gon na have a big news flash _0 insert to particular _0 news media so whatever to have this in into the world because we believe _0 this is a good expansion exposure _0 for the company then okay _0 again we have a new flyer hhh but to come back to australia _0 this this is a _0 a good thing _0 and er _1 maybe even earlier then what i explained to you

mhm

not this year _0 er but er _1 as starting from the first of two thousand and five _0 maybe earlier but er well _0 again i 'm dutch i always say first see and then @ _0

@@@@

hh we see it 's gon na open _1 but before that and that 's probably this year we 're gon na open probably er the united states _0 and this is _0 from out of _0 china _0

mhm _0

and this is particular to serve their demand which they have particular from er well

p_transpacific yeah

yes _0

yeah but australia is normally also a good option _0 cos er _1

well you _0 you you can see er a_[S1] that _0 the other chinese carriers they choose the other way around _0 you see like a_[org23] _0 they 'd started _1 er with freighters then _0 first to the united states but well at that time it was terrible _1 especially if you look the the inbound rates were

mhm _0

lousy _0 the other way around was er well pretty pretty good or the chinese say f_mamahuhu @ hh and then er

@@@ @@@ @@

then they open _0 the european routes _0 which a_[org23] does now the shanghai _0

mhm

and we actually did it the other way around _0 because we believed _0 that in cargo sense _0 was more of interesting to open first europe _1 and try to well to have this lift up _0 in an er _0 in an good situation er which is preferable for a_[org2] _0 and now more or less we 're gon na open say _0 that part so the the united states part _1 and this this is actually you s- you see within lot of chinese carriers they did it the other way around hh _0 but particular i explained to you also about a_[org2] that a_[org2] was er _1 also only focusing _0 on the cargo side _1 and this is actually something also i did n't tell a_[S3] also that _0 if you look to to two thousand and three _0 that _1 to give you a brief picture about a_[org2] _0 the first six months were _1 brilliant _0 we never had a better year _0 than er was er than than ever _0 import and exports _0 and then the sars came in _0

hm _1

and even with the sars on the cargo it did n't affect _0 a- any we even got slightly more _0 well let 's say er _1 smaller shipments because like coffee was out and _0 tho- those let 's say those shipments _0

it 's xxxxxx

they roll in into our _0

yeah

operation hh _0

yeah

but then _0 the passenger side overall _0 made tremendous losses _0 to give you an idea that er _0 normally a_[org2] flies _0 the p_passengerwise _0 we fly eleven to fifteen thousand people a day _0 from out of hongkong to several places

mhm _0

but at that time with the sars which p_tooks actually _0 three months _0 we only had five hundred _0 a thousand hhh so you can imagine _0 o_bʊːm _0 how much losses _0

and it will come again

mhm _0 but again then _0 the cargo _0 that 's why er a_[org2] is now so more er _0 trying again to expand _0 and more focusing erm on the cargo hh is that _0 we made these losses _2 break even again _1 er because what we had as profit _0 we made _0 them again _0 as _0 the break even the total picture _0 and this is _0 quite unique _0 for this small airline which i consider us _0 to be in this part of the world _0 it 's a it 's a very good success story otherwise we were making a lot of _0 lot of profit _0 overall seen because _0 you know the business is still earned _0 by the passenger side also by a_[org2] _0 but to give you an idea _0 how much cargo is the influence of it it 's now at the moment it 's forty per cent _0 and this is for an airline it 's er well it 's a tremendous height

tremendous

tremendous _0

but again you know _0 and this this is a good scenario for us because _0 i 'm _1 up to my _0 hh big toe i 'm a cargo guy

@@ @@

@ @ hhh and er _1 i _0

i want everything in cargo to be successful whatever _0 and this s_ceo _0 of a_[org2] _0 is so pro _0 cargo _0 that gives us the motivation to be so very strong and powerful to _0 to help him _0 you know to get europe _0 er as one of the well _0 we want to be @ _0 er a cargo airline _0 out of europe _0 and this is this is er something _0 good to give us the motivation you know that that _0 want to make ourselves big in that way _0 and this helps us a lot because _0 i 've been working _0 i i go back to my xx for a_[org3] airlines hh _0 and if you look _0 in the beginning of a_[org3] airl- when i start working there _0 it _0 it _0 there was a total sixty-five thousand people who work out there _0 but all more focused to this passenger side _0 you know and we as cargo we 're always _0 er _0 you 're in cargo er @ _0

mhm

@ that wa- that was always you know you always felt yourself

yeah

aside _1 and now within a_[org2] now we you they consider you as er

hello

as one _1 and this is quite unique

mhm

hhh no i said it to the to a_[firstname12] already at the very first meeting we had with a_[org2] when you when you was basing yourself here er er basically from the ideas _0 this is this is fine for us erm we had er some problems er in the last year t- not to extend er our cooperation _0 but this is erm mainly to a lot of er internal reasons also the organizations we 're still in _0 erm _1 and b- er same time the the rate p_decreasement _0

yeah

yeah _0 so erm as you know we have the internal ground network we bring it to the gateway hh _0 same time er a lot of carriers including a_[org2] had to offer _0 much different rates _0 already at the offline stations _0 to _0 still survive _0

mhm _0

yeah and there is is a problem okay as you know the the er reorganization is continuing erm in frankfurt nothing is happening _0 er which we do n't know _0

mhm

yeah _0 and this will be more and more developed surly this year frankfurt will be fully in line hh _0 and more or less within even this year _0 the a_[org1] branches will step out in germany _0 from the airline contacts _0

yeah

so a_[org1] munich _0 even if you have a munich flight

yeah _0

you have to deal _0 with er _0 either us in luxembourg or the callers in frankfurt from a_[org5] _0

yeah

so the project is still going on and and and so on _0

you know i 've definit- definitely will _0 again _1 i- invite you hi a_[S7]

@@@ @@@ say hello okay

just wanted to say hello

yeah

er you changed no er thank you you changed the whole schedule y- er we do first the meeting and then the lunch _0

no we just

postponed _0 and delayed @@

er postpone delay _0 okay _0 fine for me

i told a_[S8] and and to c- be downstairs still at one o'clock a_[S8] and a_[S9] _0

yeah okay _0 okay good yeah that 's okay _1 hm then a_[S9] can discuss about australia _0

yeah

so on _0 okay _1

you know _0 definitely _0 a_[firstname13] myself will again er make _0

yeah

or try to make an er _0 a meeting _0 when this is more close _0 say to the kick-off date _0

yeah

of this er munich part _0 and then er we 'll _0 try to discuss any possibilities opportunities whatever _0

mhm

which we can have on play say for this part

absolutely

yeah _0 and _0 we know already _0 just to let you know _1 but we 're still _0 fighting i come back to that but er _0 er they gave us already a schedule which is on day one _0 four _0 and six _1

ex munich _0

yes _1

mhm

and we are already having timings _0 which er i believe was around _0 eleven o'clock in the morning _1 departure out of munich _1 but ag- again a_[S1] this this is in an in an stadium _0 because a_[firstname13] and myself _0 we believe that at day one _0 is not a very good opportunity _0

for _0 well this this is a point of discussion which we are _1 talking over with then hongkong at the moment _0 try to have another day _0 to avoid this day one why because _0 already in amsterdam we have day one _0 departure

mhm

suppose we have in munich day one departure well this this is _1 er for europe is a tremendous _0 lack of capacity which _0 is er well it it 's a loss if you put it in that way

you have already two problems here it not only the monday flight you have a problem

mhm

if you er er try to think you schedule a flight on a on day four _0

mhm _0

before lunch _0 you have a next problem _1

mhm

a lot of er the cargo a ma- majority of cargo in europe is concentrated in xx centers not only with a_[org5] a_[org24] a_[org25] wherever everybody with the same _0

mhm

so the german cargo is in frankfurt _0

mhm _1

trucked out from the original branches on day three arriving frankfurt round about m- midnight _0 and then they consolidate _0 the same goes in austria _0

mhm

everything goes to linz to vienna _1 italy same same _1 if you have then to build everything up _0 and bring it to _0 munich _0

mhm

they make it earliest on thursday morning to truck out _1

check okay

so _0 if you go for an early uplift on day four _2 hh the only er airline who can do this and survives this _0

mhm _0

really i mean amsterdam is a little bit different market cos with a perishable market you can catch these flights and all this and and this is big fill-up _0

mhm

er is here in luxembourg _0 a_[org26] simply the fact we get the same cargo over night to luxembourg _0

mhm _0

otherwise they have a problem that 's why also why a_[org27] airlines flights are only in the afternoon you need some more hours here _0

mhm

that 's a that is a good point but er _0

yeah

again er we are discussing also with the hongkong people _0

mhm

and er well it also has to do with the airport itself of course if we can get slots or whatever _0

hhh and as the money is done on the import side and you arrive at nine o'clock s_am you can deliver till _0 one o'clock to the clients _0

yeah

they can maybe make a fast delivery in munich area so you can er deliver same day _0 to door er this is a service more there and er i think the rate discrepancy is two three dollars a kilo so

great great

maybe you should think more about that factor but er well there 'll be a gap to fill up hh so you will end up with a lot of fill-up rates _0

erm if you will implement these these munich flights er same time you still keep all flights in amsterdam _0

yes _0 yes _1

okay _0 so you go er away from a single gateway concept _1

well er you know _1 it 's it 's a it 's it 's a a thing again we are _0 looking and analyzing ourselves also _0

mhm

because we believe _0 i i see a little doubt in your eyes also

that you say well _0 if you have six flights amsterdam _1 and then say another three in munich which is actually well _0 if you look to the map it 's it 's quite close to each other hhh but _1 especially they er _0 were also talking about a frankfurt _0 operation _1 and this discussion is also still going on _0 anyway hh er we believe that er munich is still the best opportunity why because _0 p_servicewise we could cover er _0 the east bloc _0 countries

mhm _0

in a better in a better way because er well _0 the transit will be _0 way less _0

mhm

also italy _0 er we could _1 penetrate better because of service because of again the transit is better _0

mhm

hh and _0 we consider it _1 maybe y- unlike yourself we w- but we consider then germany as er two part hh _0 because we say okay a northern part which we say this is the frankfurt area _0 this this is our opinion er a_[S1] _0

mhm

and then the southern part which is the munich

mhm _0

is _0 also a different area hh _0 er we can cover _0 that _0 part _0 with that _1 particular flights _0

mhm

because _1 of course that _0 we say we have now a certain allocation from germany _0 into our amsterdam

mhm _0

er operation _1 and slightly _1 this will _0 wake a way _0 to this maybe munich but not in total be- because we want to split _0 germany this a- again this is er a thought _0 that the northern part will _0 still feed in _0 the amsterdam because we believe _0 the distance does n't make that many difference

mhm

because _0 frankfurt amsterdam _0 is probably the same frankfurt munich in that way so _0 we could serve those two _1 that to the left say the the amsterdam part _0 and then the rest what i explained to you _0 er say to the munich part _1

mhm

but what still it 's it 's a thing

hhh erm

er which it 's i believe still tough to do so because well a lot of capacity is xx _1

and er

it just a question of philosophy i mean er it 's not a sceptic in my eyes er it just er _1 the question where where you 're heading as as a company p- er politics _0

mhm

yeah er other carriers just go back to a single er gateway concept _0

mhm

or er like a_[org28] having a a concept in brussels now _0 plus in in f_milano _0

mhm

yeah hh with the two gateway _0 you had been traditionally a one gateway _0

mhm

which _0 has benefits and which has problems

mhm

why i fully agree to your opinion er if you go to munich _0 by the way munich is better than frankfurt cos er if they got the new runway _0 anyway the xxx for down like hell

er this this was

so that 's why munich is is also for the east hangars you cut down for the cargo from from er south europe or italy _0

plus eastern bloc er by at least one day c- er transit time _0

mhm _0

yeah this is why munich is not a bad one _0

yeah yeah

sure not hh _0 yeah er better than to go to frankfurt i mean frankfurt amsterdam is really tricky okay we can catch up a little bit hh

mhm

the southern part in in frankfurt but erm _0 erm it 's five hours down there to amsterdam

well again again er look we we need to see ourselves too if it 's gon na happen like this _0 because well _0 we believe that we say okay the catchment area _0 we want to succeed

mhm

that still the northern of germany _0

yeah

feeds in _0 our part in amsterdam _0 and then the southern part er we tried to fill in in the munich _0 but well i believe _0 and er well i believe it 's everywhere you know _0 if you are a german you want to p_particully _0 feed in a german city _0 maybe this this is normal _1 i i think

it changed in the p_forwarder p_'s li- and p_forwarder p_'s life has changed hh client side yes i would say they still have this

all

mhm

mhm _0

and national carrier like a_[org29] and all this is also xxxx

yeah

so- sometimes is two ways you know _0 in example for example if you are an agent in _0

amsterdam _0 a_[org4] is the biggest _0 in amsterdam but everybody _1 hates a_[org4] _0 this this it 's er er i do n't know how come it 's a

in germany you can do what you want it 's a_[org29]

if you go to switzerland yeah well

it 's a_[org30] er it 's a_[org31] it 's er _0

yeah

in in that way it 's p_particully it 's totally different again

yeah _0

but er well i do n't know but er _0 again a_[S1] it it 's a thing

it can work out _0

and er _1 we _0 believe that well _0 especially with the three flights _0 we still can manage to succeed to get this _0 hh preferred high load factors _0 you know now it 's _0 not more the point that _0 say the er the eastbound _1 is well p_yieldwise is it 's nothing _0 but say the westbound _0 it 's still very strong _1 and this i- this is particular the asian carriers _0 they can still make those flights

absolutely yeah _0

and er well _1 we had a tremendous year say with the imports _0 and to briefly explain you you know what we also did was _0 is that we had a bid system _0 this is this is incredible hh _1 in in china _0 each station like wuhan chengdu whatever all the a_[org2] stations which we have _0 they could bid in with space control _0 for space

we allocated _0 roughly ninety _1 ninety-two tons _0 as _0 firm bookings _0 and everybody er _0 wanted to have more already in that but well okay they could not _0 and then they had a particular free space _0 but this free space _0 they did a bid system _0 so all the station hh _0 they need to call _0 they say okay er _0 i want to have five tons _0 for a rate of _0 whatever _0 hh and then after four hours _0 the decision was made this is particular for each flight huh

mhm _0

after four hours the the highest bid _0 run out _1 could take along on that flight _0

@ @ hh hhh yeah

and i tell you a little secret you know the highest rate _0 was five dollars _0 ninety _0 s_us dollars _1

mhm

it 's er _1 the kilo and this this is a shipment of six thousand kilos this is a _1

mhm

they pay they paid it this is this this is it 's it 's p_inbelievable

hh i mean that that you not er er put _0 another three f- rotations into europe _0

mhm

from the export we all know now normally your face should be ow how can i fill this _0 where to get the cargo without ruin the market hh

i know

but erm yeah _0 i said we are far away from from these kind of yields as you know _0

uhu

so at the end of the day you play _0 you pay your round trip _0

yeah

with import cargo _0

yeah

have already profit on there and whatever you put on here is er _0

yeah

as long as your admin is is covered er _0

yeah yeah but the danger the danger

a_[S1] the danger is quite nearer _0 look _1 the westbound is now okay _0 but the eastbound er as we all know rates are o_whhhh @@ _0 and _0 you see this imbalance _0 is getting closer to the the break even more and more because the _0

er it will be

especially _0 yeah okay but the there the there 's a scenario _0

it 's

suppose now hh _0 you know the united states _0 at this moment _1 some routes may be not very profitable _0 i am talking mono routes _0 whatever hhh _0 and _0 you see that a lot of capacity _0 from there is turnover to this _0 asian market

mhm

try to have this profit because everybody thinks it 's still _0 very profitable _0 so this may be ruin _0 say _0 also this may be this _0 westbound traffic _0 from that side suppose there 's somebody coming in there and is dumping _0 the rates at that end _0 then _0 this imbalance is very _1 coming to a break even point that _0 a lot of

yeah but this imbalance will will continue to rise _0

definitely _0 i mean erm it was traditionally on one to six one to seven _0 now we are sure al- already at one to ten _0 that 's why every carrier especially the far east carrier are starting more and more rotations into europe _0

mhm

cos more and more production is in the far east area _0 hh erm for the next two three four years _1 i er do n't see a change at all

no no

cos nobody will withdraw the flights

er parti- p_particully you know also what 's is in stake is the culture i believe you know because if you see how they make deals there _0

yeah

together _0 the airlines together _1 they say well they talk around they have weekly conference calls together _0

mhm

a_[org19] and er a_[org2] i could tell you and whatever and they say hey er well _0 it 's tremendous here today @@

yeah yeah

let 's er pick up the rates for ten cents whatever _0

mhm

and er this is the way they talk that 's er _0 it 's incredible but er _1

clear the way with er @@@ @@@@@@ hh er your friend from a_[org32] is your best enemy yeah and then

if we do it here in europe @@

@ _0 @@@@

okay

do n't take my equipment _0 hhh yeah okay we have to see what what comes i mean there are some er weird scenarios in there we have to see how the er surcharges develop which are at the end of the day are part of the rates so if we take hhh your decreased rates er in comparison to one year before what you have the increased surcharges at the end of the day nothing has changed hhh but as we know clients you can p_easilier sell this as surcharges of xx clients hhh somehow they have never recognized that there is nothing else on the rate but _0 if it 's the way it is _0 wait and see _0 but i expect for two thousand four that we really go for for rear _0 break er rock-bottom break points

yeah _0

yeah

mhm

i think so

i have already indication from ho- er from from a_[org30] _0 twenty-five dollar cents are possible as as airfreight weight _0

yeah

to the far east _0 so

it 's good the surcharge is even higher the

yah i have the bet er may june i said we 're we 'll have er a lower average weight than the surcharges

yeah

@@@ @

yeah we can talk then again if if i 'm er absolutely correct hh but you you really never know i do n't see that erm _0

it 's er

airlines vanishing from the market _0 i see er more and more _0 same as you er er aircrafts coming in _0

mhm

for the er western the er for the for the asia market hhh _0 so the war on the eastbound hhh will be cos we all know the european economy is is decreasing the productivity is in comparison to the giant productivity _0 expensive like something and if you look to the s_e er s_eu or the germans or the french or wherever _0 all have problems and all politic- politicians are not reacting _0

mhm

so and erm also we all do n't want to work sixty hours any more er saturdays like the chinese do and er _0 hh work for two hundred euros a month so erm _0

@@@

here we are _0 and this imbalance will w- er will give us a lot of headaches er lately but _0

mhm

somehow we have to tackle it hhh okay erm _0 shall we 'll start with _0 hongkong and _0 china

hongkong

@@@ @

f_ne @@@@

you said you er established new flight three out of munich _2 on one four and six _0 er i i was just jumping in their discussion so i i used the first _0

yes

yeah we er _0 as a_[org2] _0

xxx

to i i start _0 over again _1 er a_[org2] _0 we 're er _0 at the moment in the point of view to er expand ourselves again _0 and er germany is er this year _0 on the road to er open our own online station _0 so pure a a_[org2] station _0 and er _0 officially we may announce it will be frankfurt or munich _0 but it 's munich hh _0 so we 're gon na fly to munich and er this is i just explained to a_[S1] that we er _0 i just had this _1 availability of er of days _0 which we are p_pre-planning those flights which are on day one and day four and day six hhh but again _2 er internally it 's still also _0 a point of discussion _0 you know a_[firstname13] and myself we are trying to convince _0 the hongkong people from er _0 other options of days _1 why because again they choose those days again because of the eastbound you know and the westbound situation _0

mhm

they say well our imports are strong on those days so okay we wan na fly on those days _0 but again _0 erm i explained to a_[S1] from hey look er _0 day one is not a preferable day for us because well this is a week day _0 it 's a monday so well it 's it 's not a very _0 good top day to have this flight to munich hhh _0 and then a_[S1] explained okay er the fourth _0 which we have er in plan _0

mhm

is maybe also not a good scenario to have it and then er maybe the _0

mhm

the day three would be a good _0 option solution maybe _0 to have it _1

hh er postpone just just on day four is a good flight day but postpone from the morning to the evening _0

an- anyway this this

mhm _0

then you have the chance to get the cargo in time _0

yeah _0 hh er this a- again you know it 's er _0 i i just received a message yesterday _0 from hongkong _0

mhm

er slightly a schedule _0 but also _0 er what i did n't explain to you also hh _0 we 're gon na have flights _0 manchester munich _0 dubai

mhm

hongkong hh _0 we are still er _0 looking to opportunities from maybe amsterdam munich er _0 or

mhm

whatever

mhm

er all kinds of _0 structures of routes _0 but more or less _0 those days _0 hongkong prefer to fill in _1 er destiny er the day of operation say out of munich _1 and this this

what what what are the fees in in hong- and in munich for time being for landing handling _1

a- again a_[S1]

with with payment _0 the the landing handling fees in munich _0 where are they

i did n't _0 er kept myself busy with this hh _0

you have to look okay mhm

but i believe you know er _0 this is also a point that _0 why we choose munich also because of this because it was lower _0

yeah _0 something you can afford

especially well munich and if you look to munich the airport is tremendous full of course

yeah _0

that 's also a point _0 and also _0 a third point was that _0 munich _0 a_[org29] was the only operator at that moment with freighters _0 so er we were quite new _0

mhm

as a new cargo _0 airline _0 to come to munich _0 hh

yeah

munich _0 they welcomed us from if we were kings _0 because well munich want to _0 expand themselves also _0

yeah

it 's er it 's also a good thing hh but well especially it was the purpose _0 and the major thing that we choose this destination is because of _0 the catchment areas _0 and this is the the major point _0 that we can spread more _1 let 's say the southern part the east bloc

mhm mhm

and then _0 we put _0 the north side _0 and the scandi- scandinavian part whatever _0

okay

and this is more or less the the idea behind it hh _0 well this this all a_[S7] this er _0

is gon na start _1 er probably _0 april may _0 what they promise us _0 but a_[firstname13] and myself we believe we were gon na start june july _0 and this all depends _0 on the delivery of our plane which is now _1 er in a conversion way to to build to this cargo _0 er configuration which we need to have to operate this _1 it 's not only particular because of this plane because we have now three planes hh _0 and if you look to our block hours _1 at the moment _0 which we fly it 's only eighty per cent _0

mhm

but we do this on purpose especially to make sure _0 our service is becoming _0 flexible why because hh _0 if you _0 p_blockhour your _0 operation hours of your plane too much _0 and something is _0 o_bvʊm like this technical whatever

you have a problem _0

then you have a big problem _0 the whole rotation goes out and now we can _0 fit in _0 very _0 flexible very fast _0 in that way

this is what a_[org33] always have they have er er official block hours of nine to two _0

yes

yeah _0 but er reality is er less than seventy cos er s_aogs are one after the other _0

mhm

yeah and that 's exactly why eighty eighty per cent is a goo- is is really good _0 value hh block hours

yeah

er we we we kept in on purpose around the eighties _0

mhm

we did this on purpose especially because to make sure _0 and especially we want to _1 promote and extend themselves to that _0 market _0 as _0 we are a a cargo airline hh _0 but we want to give the service as a passenger airline _0 and that you only can do to fly on time _0

mhm

and er be your in schedule

yeah

make it _0 secure _0

sure

yeah

and this is why we did the block hours x _0 but if the fourth plane comes in _1 again your flexibility is way higher _1 but then again _0 we 're gon na open _0 er i i forgot to mention also well _0 tokyo _0 we 're now at this moment er

a_[S8] _0

flying to osaka @@ _0

a_[S8] _1

but _0 to tell you something is tokyo is first gon na be served by a narrow body _0 or a lower deck flight as the eight three thirties _0 we bought five new _0 eight three thirties _0

yeah _0

but it 's er opening _0 and then _1 er when it 's gon na be successful which it 's already because _0 china japan is a tremendous market

er for seventy cents we can find e- er even narrow body cargo

yes it 's erm _1

yeah

hh i believe _0 no _0 the best route within the a_[org2] system is taiwan shanghai _0 hh that 's the

i do n't know how well it 's it 's incredible _0 but then the second route is _0 hongkong _0 osaka @@ but anyway this is new routes

@@@@

taiwan shanghai is anyway a a good road er but you go via hongkong still i guess _0

touchdown hongkong _0 and then you go to shanghai you do n't have the the rights to fly direct _0 no _0 actually those routes _0 we converted or _0 actually traded together with a_[org34] _0

mhm _0

and this is er _0 you know er something _0 also again diplomatic _0

yeah

way of

of xx

of er p_agotiations which they had with a_[org34] and then well it 's er was we trade _0 between the two companies _0 but well it 's a su- a tremendous success _0 those flights we fly i believe _1 er i do n't know eight to twelve flights a day it 's _0 full

yeah _0

totally but totally full _0

er it 's a good market er anyway i mean xxxxx with er a_[org35] airlines and erm hh _0 it 's always

and rate- p_ratewise we as well ooph

yeah yeah

@ hh we we are jealous here _0

yah i know i know

i think so @ @

i also think so @@@ @@ @

i know yeah

hhh okay erm _0 hongkong let 's er start with hongkong okay erm _0

hongkong

yes

for for the munich operation just keep us updated for us at the end of the day it does n't matter _0 from where erm

yes i i believe you maybe know with er _0 with munich _0 hh when i get more concrete figures

yeah

concerning more tighter schedules er _0 well day of operations _0 all kinds of things like that then i believe it will be around _0 well let 's say end of february _0 maybe beginning of march _1 then w- i will contact you again _1 we put up the agenda some date _0

mhm

that we 're gon na have a meeting again _0 and then we discuss again

yeah

the part x _0 now let 's discuss _1 just _0 the amsterdam side _1 if you pre- okay with you er a_[S7] hhh and

yeah

yeah otherwise i would have asked for fill-up rates on the munich flights but _1 okay if they are n't established yet @@

er for the for the fill-up rates for the fill-up rates we need already at the amsterdam hhh yeah

@@@@@

but er

er you know the the main reasons why we have stopped er in september october the the the hongkong operation with you is simple the fact hhh as you know that all er

x x

big carriers er er _0

stopped as well _0 er or decreased their rates tremendously _1 yeah and er to offer a service which is within our systems traditionally with one day longer transit times on a direct flight _0 which is part of our system _0 as you know erm _0 the rate discrepancy for let 's say a so-called s_B service _0 for our marketing _0 due to transit time _0 was too low to bring it to the market hh i mean the er we we all know the local markets er in frankfurt for example er _0 a_[org32] er a_[org29] has dropped to hh _0 rates between seventy-five eighty-five _0 i 'm not talking about ad hoc rates _0 just real normal rates hhh

mhm

er even a_[org32] has taken in december rates around fif- er sixty-five _1 yeah for all their flights _0

mhm

er without having problems hh we all know that a_[org36] in in frankfurt is selling fifty-five _0

mhm _0

er and you see they have a direct flight _0 everybody 's trucking in germany erm lower costs and we _0 to luxembourg t- to frankfurt they fly on next day out _0 we get the cargo to luxembourg we need one more transit day to amsterdam _1 yeah and then _0 what shall we offer _0 _0 you have a discrepancy of two three cents you can give but er for two three cents _0

mhm

they will not decide they want to have the faster flight hh _0 due to the capacity there is no _0 er capacity _0 overhang to hongkong there is _0 no problem to get the cargo moving _0

mhm

yeah hhh erm hh _0 a_[S7] has just er received some some nice requests _1 where it might be _0 possible if we agree on a on a rate hh to target this service again for two days _0

mhm _0

that was _0 friday and monday uplift

friday monday uplift

yeah _0

that 's why i _0

mhm

was _0 double checking with the munich

mhm hhh

long story

erm talking about six to seven hundred _0 tons a mon- a year _1 in total

deduct two hundred but er four to five hundred i 'd say

deduct two hundred maybe for total business we just have the figures

mhm

hh hh

you know that er to jump ahead you know with conversation rates and blah blah blah

mhm

that _1 hh what i 'm willing to do is er to make _0 er you a very good offer and then particular say for _0 i do n't know four months hh _0 let 's say as a kick-off when we start the germany _0 hh and _0 you use this rate _0 and i be- i i i say a very good offer _0 especially because now it 's er it 's ripe for a good timing @@ _0 er market is _1 starting again er slowly we start a new year whatever that we _0

mhm

hh give you a sort of i call promotional rate

mhm _0

erm _0 to cover this for for four months _0 and see what you can do with that rate hhh but

what rate do you have in mind _1

well _0 around the the fifty _1 maybe even _0 less but _0 it 's a @@ _0 a point of discussion

still waiting for a good rate @@ @@

i know i know i know i 've got

@@@ @@ _0

i gon na _0 discuss this first _0 with er hongkong _0 especially why because _0 i want to _1 back up myself _0 and _0 it 's not that i can not _0 endorse those rates but i want to have this in line together _0 er with hongkong _0 so i want to make sure everything administrative is okay with them _0

mhm

and _0 i will _0 motivate _0 this kind of particular deal _0 to er _1 well i i believe i i look actually to the last couple of months of of last year _0 to get you more in into the a_[org2] _0

mhm

we do more _0 business again _2 with a a good solution which is first _0 the rating situation of course _0

and in that way i want to motivate hongkong _0 this er _0 to get this _0 very nice unique rate

mhm

and try to promote you in that kind of way to get more business _0 from you guys _0 on the a_[org2] hh _0 and especially the the timing is perfect for to get this _0 point of view to hongkong _0

yeah

because the market situation at this moment is like this _1 to put it in _0 and to convince those people and

absolutely _0

and i give you _0 this hint concerning this rate

mhm

that i try i promise you _1 to get even a lower rate _0 but then i want to have from your help _1 to promote me _0

yeah

in that kind of way also hh _0 try to to get _0 a_[org2] maybe in the lift also because well what i explained now we get the munich _0 part so er _0 maybe for in the future _0 we can have _0 even better deals we make incentives of whatever and

mhm _0

in that prospect _1 we start _0 again _0 a new fresh start let 's let 's call it like that i do n't know

hh yeah erm this is the only way we can do erm erm erm

yeah

and then

i i know it 's it 's tough you know er if you call anyone _0 hongkong you get _1 so many good deals at the moment _0

f_ja

it 's er _1 xxx it 's it 's er @@ _1 i heard rates _1 well you probably also even f_van thirty cents you know er _1

mhm

ad hoc market and

it 's er

it 's it 's er

would definitely agree we 'll not er go for the ad hoc market hh but you know our system we will not come to you if you 're not requ- requested for a special rate _0 and surely we will not come for one ton er four to five ten tons it starts er but we have to ask hhh the rates are forty and lower already yeah _1

it 's good

and erm _0 we all know _0

yeah

that a_[org4] especially and a_[org30] er are are ruining the market hhh but erm _0

mhm

what we really would need cos _0 we just have this one request which came from scandinavia _0 means we will not go with this rate on the market _0 erm scandinavia is still higher hh but we need it for trucking for handling for all these these things yeah _1 erm _2 _0

how how much is that did you say a_[S1]

two options

er er this would be _0

trucking handling

er yeah a little bit erm depending on on the utilization of trucks we have _0 cos we have we have continue but we need hh _0 need roughly thirty cents _1

mhm

if you have to bring it to amsterdam cos if we have to bring it from scandinavia first to luxembourg to handle it _0 and bring it then to amsterdam so it 's a it 's a twice trucking scenario hhh erm _0 in overall _0 i can make life very easy _0 there 're two rates i have in mind _0 depending on what you can do _0 either it 's the fifty cents _2 ex frankfurt _0

mhm

ex luxembourg to have both options _0 so you _0 arrange a truck from here _0 you get rounds with five hundred kilograms _1 er or _0 we deliver to amsterdam _1

but then

then we need forty-five minimum _2

okay

even then _0 you have not given me the best offer for the same _0

mhm _0

cos we have forty-two with a_[org30] _0 pickup _0 from luxembourg warehouse _0

mhm _1

and they want to have also the cargo this is _0

okay

purely the market scenario hh i can live with a little bit higher rate if you arrange the pickups _0 we have to agree cos _0 to have an easy scenario _0 for a flat rate plus one hundred kilograms _1 target is to build up units _0

mhm

this is absolutely clear

yeah

erm we have to talk about the pivots then _0 yeah _0

mhm

and as soon i i think for the monday flight we can build up definitely _0 already hh for the rest it 's it 's a new business which we can attack _0 yeah it 's a little bit an attack business er w- together with a_[org1] _0 scandinavia and then we would have _0 for us the benefit would be we have the base load again _0 we would have the base load to s- kick off a system er another story again hhh where we can then feed also other cargo _0 into it _0

okay _0

yeah but we need first this base load i mean _0 there is no need to talk about we can bring you two hundred kilograms a week i mean er in general cargo

you know

you know may- maybe a strange question from my side yeah _0 er _1 it 's maybe to bring better to hongkong people _0 that i camouflage _0 it er it maybe sounds strange to you it 's it 's fooling around with head office actually _0 hh but you say that we have er _0 well pivots _2 it 's er _1 well er er what i what i do i i make you a proposal _0 to a_[S7] and then er hh _0 i _0 then i make a proposal that er well it will be a good offer _0 and then more or less _0 the good offer will be _0 you can find it in in the pivots actually _0 hh so well the pivots i will build in less _0 for example

mhm

why why i do this _0 if you look er _0 to a certain rate and the hongkong people they always _0 look oh wow _0 er rate is er _0 it 's too low but if you camouflage it in a way like in in pivot weight _0

mhm

they will not consider it very easily _0 to to have it in like that _1 i can convince them in easier in that way so well _0 i 'll make you a proposal that it is is that a good deal which i can do it in that sense

mhm okay

yeah

yes but you have to bear in mind that the pallets will be maximum one to six if not volume _1

okay well

so er do n't go for a high dense cos for high dense _0 erm erm k- whatever you can offer

no well if if you x called if if he called me i 'd

if you come with twenty-five cents for high dense er you will not get the car- get the cargo hh _0 yeah cos we handle as well a volume account which runs on a certain carrier hh so we 're looking desperately ourselves for for high dense which we can can feed in

mhm

so _0 erm i know that a lot of times on the pivot with three point five tons on a main deck is is tremendously you end up with thirty cents or less hhh but you will never get these _0

it 's it 's not

just want to bring in put realism in _0 we 're talking about normal _1 one to six measuring cargo

yeah yeah okay no no problem

on the on on the pallets _0

no problem

yeah _0

hh okay and if you if you say i mean it 's it 's erm _0 the way you have to deal within your company erm it 's clear hh but erm as we do n't know this client and know and do n't know exactly this production flow and so on _0 then it will be that we will surely face _0 er a lot of times er cancellations _0 cos if you have two three four hundred kilograms only we can not build the unit _0

mhm

yeah okay more or less than for for a friday set-up or something _0 and we 'll switch it simply to another carrier instead of also giving this to a_[org2] and it 's cos this was the idea behind the plus one hundred rate _0

mhm

yeah _0 something just for you whatever you you er want to do _0

mhm

and have to do _0 including politics

well i again a_[S1] i 'm open in that and er i th- i think maybe this is a good solution

yeah

absolutely

or maybe maybe _0 they allow me to do so _0

hello

they are

yeah i mean i just want to keep everything open on on on the desk so that you can really really look to it _0

yeah

okay hh

you have maybe more questions er a_[S7]

this one

f_ja

i just wanted is the hongkong issue actually _0 that 's was the maj- major part _0 china mainland a_[firstname7] is not in today she 's off _0

set yourselves

yeah

for two days _0

yeah

mhm

and that er would be the next issue _1 erm any changes in the schedules any new flights

well _0 changes changes in respect that _0

it does n't xx again

some of the routes _0 are doubled _0

mhm

but er what i do i will give you a new _0 schedule _1 and er _1 to give you an example for maybe beijing _0 is increased to from ten to twelve er

but it 's all the lo- only lower deck eight three twenty or

yes eight three _0 well three _0 three thirty _0 lower lower deck pallets

yeah but _0 we we _0 currently are _0 we have two flights that _0 in front of the door _0 we

it 's it 's a a weakness which we have within a_[org2] _1

well i tell you it 's a _0 well beijing _0 i wish we had main deck _1 to beijing but unfortunately _2 it 's also a- a- again it 's the diplomatic

make him offer for main deck _2 we can offer you a main deck

yeah we can offer you a space from

yeah

beijing main deck space

but er okay well

@ @ @

just call me

make okay _0 make me a offer like that because well i get so many enquiries

@@@@

yeah

yeah _0 shoot it _0

shoot it _0

yeah

shoot a_[S7]

yeah no problem

also

we have no prob- er

what i forgot to _0 ah it 's a_[S3]

we have to we have to see with with er but normally we should have no problem with it as long as the a_[org2] xxx _1 we cover it _1 and you have a_[org2] beijing _1

yeah

yeah _0 no problem _0

yeah _1 also dubai _2 you know as a backup _1 ai n't this _0 fo- for a_[S3] maybe _0 you know er _1 sometimes _0 well we had it _0 last year one time _0 er due to technical whatever _0 hh and we guarantee always that we try to succeed _0 to make sure the cargo will ride _0

mhm

on the fastest way to this destination _0 so at that time we had an er cancellation whatever _0 and we tried to find a good _0 partner

mhm

to give this backup _1 and then we tried to make the solution okay _0 get rid of the dubai load first _0 and try to whatever find an a solution on any carrier _0

feel free for all this

yeah

absolutely _0

okay _0

but for mainland china make yourself er life easy sixty cents to all destination then you 're erm near to the market _1

we can start talk

no not a joke not a joke

ow @@@ @@@@ hh but ai n't that

@@@

it 's not easy

it 's not a joke any more _1 it 's not a joke any more _1 a_[S2] _1 believe me _2 for xiamen or whatever _0 do n't try to to give us a rate er higher than eighty _2 since some s- er er er known carriers are flying with freighters into it _0 pf _1

oh yes er well i

dock daily

i know i remember we started

mhm _0 f_tja

with er _0 those rates er @@@

hh _0

no _0 xx

out of the market

out of the out of the question erm erm _0

yeah

no and er well xiamen _1 we will _0 two flights but er well _0 this is the same scenario which you already know _0

hh is there any _0 erm you said last summer there will be some changes regarding erm a flight er a third flight going into xiamen _0

hh yes this is also

this has been established or _0

no when we get this new flight _0 say er ex munich _1 this will cover also again _0

mhm

say this freighter destination and particular for that route _0 to add this new _0 er segment say

mhm

for the xiamen _1 but there 's also shanghai it 's a combination _0 we fly either xiamen shanghai _0 or shanghai xiamen _0

mhm

in that particular route _0 and this will be filled in by this new plane _0

oh okay _0

but er well again when i know more concrete details of that

yeah

er i let you know immediately

yeah just shoot

mhm

yeah

give the rock bottoms to us we will look into it _0

mhm

yeah _0 and erm _0 wherever there 's a chance we will try _1

but this the xiamen is this _0 is this around sixty now _2

nice job would be

sixty to eighty

no _0 wow _0

for the main client to xiamen from not from us only but er one of the biggest productions hh er _0 erm one for xx is like xx sixty cents all in _1 ex europe _0 so er from helsinki to _0

incredible

or portuguese trucking whatever _0

so the market is going there _0

mhm

yeah _1 well at that a tha- that time that you explained me you know those rates _0 i already warned hongkong hey look _0 hh those rates there 's gon na be levelled up to shanghai

xxx means yeah _0 as _0 same _0 becomes _0 a similar destination like shanghai like hongkong like anything else as soon as there is a freighter going

yeah

yeah _0

yeah

and that time you know hongkong ho- _0

i 'm warning you

hongkong they explained to me no no that 's not gon na happen but er _2

xxxx now

i i only needed thirty-six months _0

well it 's hh

xiamen will be the next destination _0

it 's not only

dropping that way

a_[S7] is not only where the freighter 's going _0 everybody is offering now the same shanghai and we know where the rate of sh- for shanghai is _0

mhm

plus twenty c- dollar cents add on _0

yeah _0 yeah

for trucking

yeah _0

that 's it _0

yeah

and you know the shanghai rates are decreasing er s_us dollar is decreasing so at the end of the day it 's rock bottom

yeah

whatever _0

uhu

xxx

uhu

plus in addition more and more airlines go directly into

yeah

they _0 choose the- their _0 er airport they wan na go _0

mhm

like a_[org37] 's going to dalian now _0

yah _0

_0 rates going up

incredible yeah _1

yeah _0

hhh

yiel- p_yieldwise which you know er a year ago _0 mainland china was er _0 still okay @ now er yeah _1 but _0 again you know the the the country itself is opening itself more and more _0 and that 's er particular the main reason _0

sure

you know er _1 xx _1

hhh

any more questions a_[S7] _1

not from my side _0

i 'm okay _0

recap i will update you _0 you know er especially with this schedule _0 and er er again you know the offer for hongkong _0 i will come back and er try to finish it _0 before friday _1 so of course a copy to you i make a copy to you _0 and you will get it in er before friday

mhm okay

yeah

okay _0 hh good then i would suggest that er we go for the lunch _0 otherwise it 's getting real warm and erm then we can use the lunch time _0 that you can update a_[S9] about the plans to australia which a_[org2] has and er a_[S8] for the plans to japan _0 so _0 cos they are in charge for these lanes _0 mainly and _0 whatever questions you 're gon na have as well

x xxx

feel free to fire _0

okay

yeah and _0 the lunch is prepared _0 everybody feel free _0

i come closer @@

yeah

@@@ _7

is there a cup of coffee with xx _3

you like a coffee

yeah _0

xxx _1

whatever _0 drinks _1 whatever you like _0 please feel free _1

yeah _0

i 'll leave the tape running is that okay _1

for us yes _0 @@ @@ @@@ _3

@@@

is eighty eighty eighty per cent is even a_[org2] _0 yeah @ @@

haeh

everything is from a_[S2] er that you have _0 already _0 yeah

it fits on that tape

but that that 's clear _0 sales

@@ @@@@

pure sales @@

he has to sell a product _0 to us _0 so _0 that 's the way it is

just show it there is only two choices _1

mhm

yeah _1

xxx thirty minutes by a_[org2]

yeah

what i did _0 you know er i even _0 arranged sponsors _0

mm okay _0

so my neighbor _0 er er he made those boards _0

yeah _0

normally if you buy a board like this yeah

yeah yeah

which you put in the arena costs fifteen hundred euros something like that _0

yeah

but i only bought _0 one board for fifty guild

ah that 's good it 's good

so _0 i tried to get the sponsors _0 which pay me like _0

yeah

one thousand euro two thousand euros _1 and i only had expense of fifty _0

yeah

or twenty-five euros

that 's that 's a cheap one

yeah

by the way do you want to play soccer _0

what are you talking about

yeah on the twenty-sixth of march against er old er ajax players _0 just let him know _0 he 's looking for er some people he has arranged something

i 'm not playing

playing

mhm _0

against old

with who

okay

former ajax players

@@@ @@ @ @@ _0

yes

they have to be very good

could we call a_[firstname14]

@@ @@@@ @

@@@

we could work on a_[firstname14]

he was in my my old team

i mean if you 're talking about xx

you you can have him @@@@@@

baseball basketball yeah i mean yeah okay i can do either i hope

a_[firstname15]

@@@@

i 'll call you

@@@ _0 hey he played soccer together with a_[firstname15]

is this _0

yeah @ hh

@@ @@@

a_[S2] you should have said before to you thanks for your visit but bye @@@ @@@@@@@ hh @ hh @

@@@@

well you you know my relationship with barcelona

no er the the ninety

i know xx _0

i did n't know _0 ah you know okay xx

i used i used to be _0 the cargo manager of a_[org23]

yeah

i u- i used to be

right _0

before they had the the the cargo slides _0

you know that

yes

ah okay yeah

yes _1 at that time _0 er _0 a_[org2] comes in _1 and er they gave me the opportunity they offer me a job _0

mhm

so i say yes _1

mhm

and er at that time _0 nobody was for hence _0 to go to a_[org23] _0

yeah

so _0 i went to a_[firstname15] i say a_[firstname15] nice job for you so _0 o_wff _0 and i go in

hh yeah

but think you did the better choice _0

xxxx

cos er _0 just ask a_[firstname15] if you call what he 's doing

i 'm

no @@ @ @@

i 'm i 'm

but this this this is particular chinese you know the

yeah _0

the structure of the company itself is sometimes _2 well i do n't need to explain to you

absolutely problematic

problematic

problematic _0 just for our discussing about s_dg xx

ur forget it

all these shipment

but a_[firstname15] a_[firstname15] and myself we 've been working _0 six years together with a_[org3] _0

yeah okay _0 and i knew you worked also for a_[org3] this i did n't know _0

i worked fourteen _0 fourteen years for a_[org3] airlines _0

yeah

and then at that time a_[firstname15] came in and er _0

mhm

he worked there six years _0

mhm

together we worked there in the cargo department

mhm _0

and then he left _0 when a_[org3] became a s_gsa

mhm _0 okay

and i left for a_[org23] _0 i 've been working a_[org23] three years _1

ah yah

and then er after the three years i introduced a_[firstname15] to the chinese to say okay a_[firstname15] _0

mhm

this is the right person _0 o_bʊm he said

so you are guilty for a_[firstname15] okay well good good to know good to know good to know

yes

i 'm

@@ @@@ _2

okay _2

but then er like a_[firstname17] a_[lastname17] and er _0 you know him pretty well _0 mister a_[lastname18] _1

mister a_[lastname18] i did n't met er a_[firstname17] i met in _0 but er i think a_[firstname17] er is never in liege where he should be _0 he 's always in _1 amsterdam making the p_truckings with er a_[org4] _0

traveling around

yeah so afterwards all the market is gone

a_[firstname17] a_[firstname17] a_[firstname17] _0 to tell you _0 i believe he he he 's he 's a good _1 good person you know er even though you know the chinese cause is _0

mhm

within him of course but _1

yeah

he is _0 open

er a_[firstname17] is european thinking

yeah _0

you know chinese and china _0

yeah

a_[S2] feel free _0 whatever _0 two choices as usual _1

i take this one _1

yeah

i will go for this one i do n't know this plate _1

mhm _1

no things _3

f_bon f_appetit _2

f_bon f_appetit _5

you know that they moved a_[org23] _0

yeah and i 'm happy about it

they are one floor here

this is too much fish

underneath us _0

yeah

so _1 in the building it 's not allowed to smoke any more _0

@@ _0

but we made a_[firstname15] 's office as a dedicating smoking area _0 @ so _0

okay now i know why i ca n't reach him

@ @@ @@@@ i i was sitting next to him _0

yeah erm this explains a lot of things

@@@

talking about the business together from hey _0 hh what did you generate this month or whatever no just a

i mean i never got ta get him on the first try _1 whenever i call him the first try does n't _0 succeed _0 does n't work out _0

no way hhh

but you know that

they put me on hold _0 for ten minutes

@@@

er then i hang up

and try twenty minutes later then i got er get him _0

@@@ _1 hh i did _0 you know er especially you know with the telephone lines it 's _0 it 's quite _1 difficult with er

he needs

amsterdam _0 to change those _1 and erm they face some problems in the beginning changing the lines and then they made a mistake or something _0 with the lines _0 so maybe that 's that 's the problem they have but _2

mhm

but er well he is busy _0 he 's busy er _0 on the phone each time so maybe _0 @ that 's the _2 the difficulty to to reach him _0

n-n _3

yeah i think we told him the same _0 a lot of times _0 that he 's difficult to reach _0

mhm _9

hhh so you told something which might be interesting for a_[S8] _0 that you will start with japan flights _1 as i said for seventy cents we can find a way surely even for narrow _0

mhm

@ _0

just let him know please _0

but into er narita or osaka or _0

yes we fly fly at the moment

both

mhm

five times a week _1 erm _1 i need to check the schedule b- is because _2 shortly we 're gon na announce that we gon na er lift us up to six times a week _1 and this will start now now our operation starts at midweek _0 wednesday _0 thursday friday saturday sundays _0 out of hongkong _0

mhm

so this is our schedule which is now at the moment _0 and then we 're gon na add _1 er probably _0 the saturday on the sunday _0 an additional sec _1 er out of hongkong

but did n't you

if you carried the freighters i mean er seven four seven as well

yeah pure pure only freighters i 'm talking seven four seven three hundred _0

mhm

and this is er _2 only o- on on freighter side we do n't operate any er passenger flights at this moment to osaka

or kombi or whatever mhm

no _0 the only thing to japan _0 what i discussed also here is that we 're gon na open the hong- or the tokyo route _0 but this is _0 passenger side _0 so it means that we gon na offer lower deck _1

mhm

and this is the eight three thirties _0 and this is pure to tokyo _1 of course we can offer say within china or for within japan excuse me er _0 several destinations _0 but this all _0 is connections on trucks _0 and this is to to let you know it 's all pure based on the a_[org38] airlines _0 er connection is pure the same trucking scenario they have _0

and we made a deal together with them _0

that 's nice _0

so erm it 's it 's all smooth _0 connection say on er _0 operation of the the flight which we de- _0 have in say from hongkong to japan

are you going to to appoint er a_[org38] airlines as handing also _0

and this

in japan _0

again _0

are you going to appoint er a_[org38] airlines as a handing agent for you in japan as well

yes yes

cos this is er

yes

a bit away i mean yeah _0

and

tell you tell you someth- that that it 's it 's a very good relationship _0 actually how come the the relationship is so tight because those people which _0 are working now for a_[org2] are ex _1

worker with the other firm

yes

so they they are very _1 well keen on the relationship together with them _0 and it it helps tremendously _0

uhu

sometimes p_particully if you want to have _0 i do n't know a v- very quick transfer on trucks or whatever it helps _0 very good _1 and we have a very good reputation in concerning that _0 and er again it 's because of this friendship _0 it it helps tremendously _0

uhu good _0

and now er i need to double-check but i 'll let you know _0 er this additional flight _0 and er i remember from the head _1 i ge- i get a little schedules er in december _0

mhm

which they update us _0 and i believe it was then the _0 the s- the saturday or either the sunday _0 but i need to double-check for you so an additional flight _2 to tell you honestly _0 that _0 our japan flights i explained also to a_[S7] is that erm _1 are very successful out of hongkong _1 so sometimes it 's very tough _0

to get a space at the plane

yeah well yeah especially on the yield

so how many how many er lower decks is on the s_a three three hundred er three three thirty for the _0 for the cargo six er bellies er for the cargo or less _0 for the connections _0 as well _0 right now you 're on the backside you 're right _0

you mea- you mean the ex europe flights makes

hongkong er hongkong tokyo _2

oh the the tokyo how many flights _0

hongko- hongkong

mhm

no how many pallets per er er er does fit on a on on a eight three thirties

in the three thirties three thirties

xxx xx did n't know what they 've er

three thirties yeah yeah

between hongkong and japan right

yeah

okay h- how many positions you keep for for cargo

i believe it was three three

three for for cargo

lower lower deck pallets _0

mhm

the the s_pmcs

yah yah yah

so the three eighteen er two forty-four one sixty height _0 those those we can fit in _0

okay

but again it 's it 's it 's totally new this route we gon na start as from april _0

okay okay _0

again it 's so _0 fresh _0 er this message we received er last week _0 that the times i really do n't know yet and that er _0 ag- again i will let you total update of this schedule

a_[firstname19] just send out a schedule that was for xx _1

and i give you the configuration of the the tonnage also _0 what we do _0 with japan especially _0 we are controlled by space controllers in hongkong _0 erm we have a fixed allocation _1 on the osaka route _0 and we trying to get a fix allocation _0 on the tokyo routes also _0 but this is an a _0 a point which we need to discuss first _0

yeah well

with the dispatcher say in er in hongkong

mhm mhm

but _1 especially if i look to the _0 netherlands _0 there is a demand say to tokyo _0 which well which is pretty fair for this eight three thirty

mhm

and then i 'm talking maybe as a one lower deck pillar this this is for us to fill for that particular flight is it 's okay _0

yeah yeah

on the freighters we have more capacity _1 but er _0 we notice this is becoming _0 too less but again then they compare the yields _0 again _0 with their own yields which they can make out of china and this is _1 well very high at the moment

mhm

and this this is a point of view i need to discuss with hongkong try to get this better hh because what you say now concerning the rates is _0 it 's a thing which a_[org2] will not allow i am sure

mhm

but what 's er your point in that

you mention the

all this

seventy _4

this is a rate which is

er they trying shipments rates

sorry

a_[org19] a_[org20] trying shipment rates you know where they are and so

yah yah i know i know

sure yeah yeah _3

concerning you know the rates _0 i believe erm _0 within a_[org2] it 's _0 maybe a level around one ten _0 is in a _0 point of view _0

mhm _1

which they might consider okay this would be an interesting case that we can make a deal or something or whatever er _1 or _1 turnover _1

apology

yah for sure @@@

would be higher or whatever _0 that i maybe can convince them to lower it but erm they are pretty strict _1

mhm

in this level of rates

yeah i mean _0 i mean you go down if you get cargo for sure i mean er

specially the

yeah

@@ @@@

especially we er _1 we have _0 kind of big projects _0 which is actually _0 a four years contract or e- even _0 higher duration of this contract _1 er it 's a stream of cargoes _1 which is p_particully fulfilled each flight around the forty to fifty per cent _0

and this is an unique deal and _0

before

they do n't want to jeopardize this kind of deals _0

no _0

and then

for sure @@ xxxxx

why should you why should you

china

yeah and then within china a lot of _0 stations _1 they have their local allocation on those flights also because hh again you know china _1 also mainland china to japan this is a _0

mhm

a quite of er good successful _0 route which they can offer _0

yeah yeah yeah yeah

and all those people are screaming _0 for cargo or for capacity for those flights _0

and then _0 we as amsterdam we try to come in _1 and always of course with the lower yields _1 try to succeed _0 to get this capacity _0 the strongest point _0 what we convince _0 hongkong is that _1 their _0 loads is more or less its volume _1 so if we can bring in _0 dense cargo _1 which can kill the volume _0 then it will be very interesting for them _0

that will kill the yields of course

yeah _0

especially er _0 well we do this er _0 with the bulbs for example it 's more or less yeah well bulbs is quite heavy _0 and then you can kill a lot of _0 volume with it _0

mhm

sometimes bulbs is even falling too but _0 p_particully er some bulbs _0 especially _0

how is now er that you rate with the _0 the bulbs because er _0 the base was really _0 really down so i can imagine that er

each each each year it 's er each each year it 's totally different you know er depends on the market situation _0

different yeah

i believe like last year was incredible and then _1 x rates no no i believe it was eighty _0 ninety ninety-five _1

yeah

for bulbs _0 was er more or less the target of the of the of the rates _0

xx xxxx

to get good deals in _0

@@ _1

so _0 it 's incredible

but you know the bulbs like last year was not a good year because of the weather _0

no _0

and also you have two types of bulbs you have the beginning of the season bulbs which are _0 pretty good because they are smaller

mhm

because they take out of the grounds _0 earlier

directly now _0 uhu

so f- it 's it 's er also heavier because er _0 it 's more dense and then _1 the late _0 er bulbs _0

it 's already the more

yeah more _0 open wider and er well they get more volume _2 but er well _1 now particular _0 i believe in march _0 everybody starts to open the tenders again of bulbs

yeah yeah yeah

mhm

and then er we see what happened again _0 and i believe it will be the same scenario as last year i think _0 p_ratewise and er _1 and tell you honestly last year we missed the bulbs _0 because of the yield _0 again because of the rate we did n't _1

mhm

well try to match it _0 especially er _0

yeah

it was not necessary _0 or maybe a different word is _0 not not a good solution to to to try to attract this kind of business because anyway those flights _0 out of hongkong were pretty full _0

some of course _0

but again i always say _0 you need to generate all kinds of business because you need to spread your risk more _1 i believe no er but er again this this is the the people _0 in in china who makes those decision sometime-

yeah that means you have a daily capacity you can easily go that direction er but if _0 you got only one two three flights per week then you start to offer all of your _0

mhm

shippers you know i mean

yeah

hh the people which are booking with you huh

uhu _0 but now particular sometimes is is in- interesting so is the salmon maybe _1 salmon traffic is er _1 only p_yieldwise it 's tremendous under pressure

uhu

specially what i heard is now that a_[org19] is dumping _1

oh that 's wild

tremendous incredible rates _0

mhm _2

hm _3 but again what er concerning japan _1 it 's er _2 well it 's it 's a good route which we can offer _0 there are two flights actually which are dedicated that means that out of europe _1 we fly _0 actually with an idi- immediate stopover to japan _1 er i believe it was the _0 thursday freighter out of amsterdam _0 makes a stop dubai hongkong in hongkong _0 turn around shuffle around with the plane and then that 's the dedicated plane also goes to japan _0

mhm mhm

and we use this plane _0 particular to make sure that we have dedicated pallets to japan

already done xx

this er _0 it 's er well it takes saves _0 some hours of course of transit _0

well it is quite _0 quite strange because the _0 the real product between china and japan is always _0 very difficult to understand it it _0 japan is er booking through er european offices _0

mhm

they 're always asking for direct flights _2 but er _1 there are _0 really not interested on try shipments you know _0 and you just told me now that they are building up nice relations so it 's really _0 difficult to understand those people you know hh @@ @@ _2

mhm

believe me i know this situation already a couple of years _0 of understanding those people

yah _0 forgetting them @@@@

you need to er

@ _0 @ _1

but i start to learn it believe me

@@@

it 's the only chance you have

@@@ _1

no but now come back er like a_[org23] _0 and a_[org2] _1 if you look to tho- to those _1 well different _0 even cultures _1 even er mentalities _0 well it 's a world of difference _0

absolutely _0

you know er _0 mainland china people _1 well _0 to to especially you the old generation _1 it 's er _0 quite difficult to understand sometimes from our point of view

mhm _3

and what sometimes i believe that _1 we as european people maybe are open we are open in in understanding try to understand the people _0 but the other way around _0 i 'm talking about old generation

yeah yeah

if you look now to the new generation managers like also hh like a_[firstname17] a_[firstname17] a_[lastname17] _0 i believe he he is _1

yah but it 's

okay he he is a _1 you know try to understand

mhm _0

our thoughts our mentalities our _0 our things of how things going and _0 he he tries to open himself for that and that i i believe that is good they need to do it because especially you know the main problem in china is first of all is the language _1

yah _0

this is a a a major problem especially in mainland china because if you _0 call a station there nobody talks english

mhm

@ _0

hongkong p_luckywise where er a_[org2] is er _0 everybody _0 even _0 speak better english than i do _0 because it 's a former british colony _1

that 's it

and that 's the total difference you see now a lot of people from hongkong _1 try to move over and now also er _0 a lot of danger is that you see that _0 a lot of foreign _0 companies _0 coming to china _0 and they try to _0 pick up _0 people from a_[org2] from a_[org23] _0 and buy them in in there _1

mhm

and this er this is going on now very _0 rapidly _0 this is well erm _2

yeah but that 's the way it is i mean er i fully agree the the philosophy from from from a_[org2] er as hongkong-based airline as well _0

mhm

is er more westernized and more standard _0 whereas a_[org23] _0

mhm

as a traditional chinese airlines erm _0

yah

hm hh you know yeah sometimes it 's it 's er hard to give them er _0 or make them understand that they there is a word called service _1

yah

cos that 's the way it is it that 's the way it has been _0 and that 's the way it will be and er if you do n't accept this this is your problem that 's the way they think sometimes

mhm

hh instead of reacting _0 to er certain issues i mean _0 the best example is the handling in shanghai _0

mhm

one _0 staff _0 control it _0 and the problems would have gone but er _0 this is will they will never understand this _0

mhm

yeah but erm _0 yah people like a_[firstname17] are coming more and more _0 he is a very good example for this one and er _0 i think erm _0 give it five ten years more time then at least this a southern belt erm is is pure fully developed

yah yah

well

hone- honestly speaking you know erm if you er _0 i 'm i 'm not saying this because i work for a_[org2]

@ _0

really _0 but erm _0 suppose that a_[org23] was stronger in service erm like an a_[org39] if they were _0 very good in service and

mhm

in er _0 well bringing it _0 bring it up to your customers in in a good decent way or whatever all those things _0

mhm

which they missed now _0 is maybe an advantage which we can have here because we _1 er i am talking concerning then er a_[org2] because we can offer with the local people _1 maybe the status _0 trying _1 to to get this offer _0 and service _1 which they can not do at this moment _1 and this this is

i would be careful to add a_[org39] to this list _0 cos i think if you could reach the service of a_[org37]

mhm

you would make a big step forward

yeah _0 okay well

cos a_[org39] is _0 a_[S7] correct me but if

you know er still still

kind of service er

mhm

yeah but i mean _0 depends on the people er to the people we are talking to we we have _0

uhu

we are we have the fortune that we have contacts in beijing which

yah

work tremendous good _0 erm if you look at our relations _0

but that but that

that 's different

that 's that 's a problem you know if you do n't know the right person _1

that 's that 's always

well _0 and that 's that 's er but always you know it 's it 's

yeah

in china it 's a personal business you have to know the people you have to _0

yes

have the titles you have to have _0

yes but

talk to this person if you do n't talk to one certain person you will never make the business _0

uhu

yeah and if you do n't know _0 who that is then you can talk to er er a president of a company but he is not the decision maker if it 's _0 hhh er within export club _0 so and then this is why you why you need to ha- to have a chinese culture so erm

yeah _0 does does you know a_[org37] you know pretty well huh _0 you know er a_[firstname19] _0 a_[firstname19] _2 a_[lastname19] he wa- he was the former _2 he became regional manager _0 i believe of western europe _1

mhm

but he used to be stationed in frankfurt

mhm

then to scandinavian and now we 're back to frankfurt

mhm _1

this guy _0 you you wo n't believe it it i- it 's a chinese but _2 he does n't act like a chinese this is

@ okay @

@@ @@@ @@

but

@@ i mean _0 you have to have a real good reputation in the market as well regarding x and everything and then it 's really out of the roots from them xx

no but that 's that 's a brilliant person really

mhm _0

comparison to other airlines _1

er this this person believe me i 've laughed with him incredible _0 parties and er well _0 incredible nice person _0

he is really enjoying his time overseas _0 @ @@@ @ and take the best out of it _1

@@@

hh _1 you mentioned also australia _1 on long run

yes _1 australia _1 sorry er to be so rude @@

@@@ @@ _0

australian is a a goal to be opened also as a station _1 erm pure served also by freighters _1 erm we have a sort of master plan _0 which is er a plan up to two thousand and seven and within this plan _0 our goal is to open this route also _0 er to australia _0 destination _0 we already _0 analyzing and trying to er _0 investigate okay which would be the preferred destination _0 hh so _0 in destination i can not say yet which destination hh _0 but what i can say is that we are _0 trying to have this in the beginning of the year two thousand and five er again as a new opportunity for a_[org2] _1 er as a new freighter destination _1 i already explained to a_[S7] also we maybe even open it _0 earlier but _0 again it 's er i can not promise anything because _1 that 's still in in investigation zone _1 but i know hongkong they are very desperately already _1 er to have this route in place because erm a lot of _0 demand especially again out of er china to australia

is a good scenario for them _0 but again _0 from out of europe i believe _0 it 's also a very good _0 opportunity to have especially if i i already investigate say my part er let 's say _0 er from out of netherlands but _0 it 's a good _0 destination

what is what is your outcome what do you think is is a year to australia you can can achieve

i checked this i believe something like eight months ago _0 and _1 at that time _0 er i inv- investigate brisbane sydney _0

mhm _0

those destinations _0 and in turnover er which we could generate was _0 pretty good _0 especially why because a_[org12] er at that time had a good solution and well some others which could do via via whatever hh _0 and with the market situation er i believe rates came up _0 around one ten to even one sixty _0 in that average _1 rating _0

that 's i mean in that average yeah _0

were the rating levels at that time and i am talking about

one ten to one sixty _0

yeah _0 and they were

that 's realistic

there were airlines _0 lower but there were airlines higher

mhm

but i i tell you on purpose it was an er _0 well a guideline average which i just explained to you now _0 and er _1 if you look and concern this to the rates which are nowadays say in the existing routes to the let 's say the far east _1 it 's a well a good _0 opportunity to bring up your average of yields

i mean anyway for for a_[org2] it 's er everything beyond _0 hongkong is fill-up _0 from europe

yah

in xxx rates are _0 so tremendously high i thinks from hongkong the rate to sydney is _0 what in average _0 two euro

i do n't know _0 i really do n't know but _0

one euro eighty

erm yah

yah i think it 's it 's quite high still hh so erm _0 the only question you have is how can i fill my plane up to hongkong with the best possible yield _0 if i fly then to to osaka or to sydney or to hh xiamen for where do is er where is still the best margin on it _0

mhm

uhu _0 you know p_particully i recognized from er you know i talking to to asians _0

normally i would

er within the netherlands

mhm

and they all say from okay _0 there must be more _0 competition _0 on this route er particular i am talking about amsterdam _1 er from okay that we can choose maybe a different carrier to choose to this kind of destination _0 and this er _0 well i al- again translate this of course to hongkong and its er _0 very er _0 optimistic from okay this is gon na be the route but again _1 i believe they will _0 try to _0 get this in _0 quicker than what we have in the master plan _0 but again it depends also on the deliveries of the planes _0 and you know a_[org2] they we are _0 very p_rapidately _0 but in a good method we are searching for planes _2 but again they are like the dutch we are very keen on money

and the chinese @@ the chinese are even more keen on moneys _1 they er want to

as you know we have a lot of dutch in the company and we work a lot with chinese so no worries er hhh for understanding you

i say i say i 'm dutch myself so er i can say it as a dutch guy _1

@@@

dutch p_particully we are famous about moneys i believe

we er i forgot one point

huh

we are a swiss company

mhm

er so for money no no need to discuss with us @@

@@@@@ no but i say it 's a sort of habit you know the _0

yeah _0

they say that 's it 's a saying in holland that er _0 we do n't have savings but under the bed we have a lot of er _0 money in the sock but i checked my sock lately but _0

yeah

@@@

@@@ @

@ no moneys _0 @@

@@ @@

no but er well there is particular saying _0 i say that 's the english word there is also the dutch treat _0 you know that they say you pay actually

mhm

it 's a it 's a saying in english _0 er _1 hh but again if if i have some more information about australia

then just let us know yeah

then er

i will let you know er immediately

yah _0

actually we had our management meeting meeting _0

yeah

last er _0 december and this this was _0 one of our point of discussion also and more pressurize _0 from out of europe because we want to add this on our f_portefeuille from er hey look _0 this is an additional value which going add _0 especially if you look to the average we can bring up _0 our average yields _0 if you come to this port _0 we we can _0 try to succeed in that sce- scenario to lift up our average yields again _1 and that 's already tough in nowadays to bring those in _0

yah absolutely _0 hh

to tell you something totally different _0 now i 'm talking _1 erm to let you know _0 as a_[org2] we are more mature that means that _1 er well you know more or less our situation er in the beginning they start up er hh er we were growing and growing _0 and now as from _0 november we offering _0

our agents or our customers _0 er particular in the netherlands _0 an express project _1 well _0 in the beginning a_[firstname13] and a_[firstname15] we thought okay _0 nice thing again something we can add an added value towards our customers hh and we thought well _0 this would be something and maybe _1 it will be a success but _0 now we are running this already for _0 well since november so almost three months _0 and it 's _0 an unique _0 success so far _0 it 's now already ten per cent _1 of our _0 er total revenue gathered say in a particular segment of a flight _0 and this is er well i just want to let you know why because _0 if you have an occasion er which you maybe not but i just again let you know er _0 with a very late delivery _0 you still can deliver cargoes to us but _0 because of this we have a higher rate in place of course

mhm _0

i will give you a copy of it also and _0 the only thing the danger is _0 why because _1 again why we do it only in netherlands because we are online _1 here we have the truck in place suppose you have a shipment _0 then the truck and well truck _0 it 's not _1 you can not rely on a truck because well it may be er delayed again because of traffic whatever _0 but again _0 we are now recognizing er things also that from out of belgium even france even germany _0 some of them they 're using this but again _0 the risk _0 for the trucking is for themselves _0 but it gives them the opportunity _0 er to have very late deliveries to tell you the deliveries is that _0 we have three categories it means one hundred and eighty minutes _0 you can _1 drop _0 a whole flight which is in the book _0 we tell everybody you can drop ninety tons

mhm

with a guarantee _0 of space _2 er for that particular flight but _0 there is a little restriction

@@@@

@@ @@

because if you come with higher

what surprise surprise yeah

xx euro

if you come with ninety tons and there are more _0 shipments of course booked _0 well er we can not never ever guarantee you this _0 so this is the _0 the small part behind it _0 i tell you honestly but of course er well it 's impossible to do that _0 but again it 's open in a in a variation of tonnage _0 let 's call it in that way _0 then we have the one hundred and twenty minutes _0 which is open for er _1 p_palletized _0 say two pallets _2 or i believe three pallets but again i have the version with me _0 and then we have the sixty minutes _0 before departure _1 which is only valid say for bulk load _0 so smaller shipments _1

well again _0 i explain this to you because maybe _0 ever ever _0 that 's gon na happen whatever and you say oh i i want to try _0 and _0 i will give you a copy of the rates if you look to the rates _0 i believe they are still pretty fair and _0 to give you an example for example dubai above a thousand kilo is ninety-five euro cents _1

that 's still a bit x

if _0 you compare the service which you get for it it 's okay _1 also _0 one of the particular things is it 's a money-back guarantee _0 so if we screw up or whatever _1 you get the money-back guarantee _0 and this is particular a motivation to use this service but again the time limits are very tight

mhm

and believe me we are _1 doing anything _0 to er _0 to bring this service _1 as a very unique service because we guide _0 the whole process _0 deliveries you get an er report er well anything _0 but also it 's vice versa it means that _0 at the final destination it 's also a guarantee _1 of one hundred and twenty minute _0 so _0 especially what we notice for especially shanghai for example we have this service also _0 is that a one hundred and twenty minutes delivery _1 for pickup that we have everything ready for pickup

mhm _0

is i believe sometimes for shanghai well well it 's it 's it 's okay _0 and some of the people that use it _0 because of this _1 but anyway er i make this notice it 's something separate be- besides all the areas which we then discussing today _0

like hongkong but er _0 again i give you a copy of those rates

mhm okay

and then er _0 see whatever you can do with it

could help

yeah _0

and again you know erm this in the beginning when we _0 opened to start this idea _0 you see that a_[org4] has select hundred three hundred five hundred whatever and _0

yeah

a_[org21] airlines has

yeah

all those _0 huge package _0 and we try to be _0 p_extranorinary er _0 thought that _0 we want to keep it simple you know er _0 keep three things _0 er some some guidelines

mhm

and o_bʊm this will be it and _0 nothing else around it so _0 no complex issues around it _0 so everybody will understand very easily and not from can i choose now this or this or this or blah blah _0 and that 's how we come up with this concept _0 but okay it it it 's something _0 you maybe can use huh _3

complete target for you _0 or com- complex target for you should be _0 to finish your lunch

@@@ @@@ @@@

@@@@ @@@ @@@@@@

if we let him

xx xx

i organized you another coffee have your lunch now xxx @@@

@@@ those are the the rulings

mhm

now there it 's it 's just particular maybe you do n't use it _0

okay

whatever but it 's it 's something you know that 's maybe an added value _0

if you maybe i do n't know er you have a shipment and

yah

you are quite tight or you can not get it away or whatever _0

yeah have a look to it a_[S7] with er hongkong xiamen _1 so

yeah _0 shanghai would be _2 but who does handle you in shanghai _0 who is the ground handler there _0 that you can guarantee a hundred twenty xxx _2

a_[org40] _0 i guess it 's a_[org40]

xx x x

thank you _0

and er xxx you handle over a_[org40] then _1

xx er what what

shanghai _1

the ground handler

erm

a_[org40] _1

i do n't know er a_[S1] but erm probably

it 's a_[org40]

sure

i guess so _0

a_[org40] is owned by a_[org41]

yes

yeah then

a_[org41] is er i think your biggest shareholder so _0

it 's a_[org40] no worries about that _0

to tell you something _0

yeah

that _1 we had the trucking _0 connections _0 as you know _2 as from _1 last week again _2 i get an total new _0 schedule update so i can do way better _2 better sharper rates

mhm

to various destination within china

mhm _0

and we did this now er via local trucker _1 which is way cheaper _0 and i _0 tell you honestly it 's half _0 of what we were used to _1

okay _0

so i give you an offer like that also er a_[S7] _1 no

yeah sure sure _0 always _0 i said as _0 soon as there are changes _0 especially limitations for mainland _1

mhm

surely interested _6

so everybody aside of er @@ our visitor who 's er still busy with main lunch _0 dessert is also ready so _0

@@ @@

@@@ @@ _1 feel free and while you are choosing er maybe a_[S2] has a chance to _0

yeah

eat something

@@ @@@@

@@ yeah @@ give him this chance please

yeah i i will not ask questions

@@@

you want some or

yeah _0 tell him stories er about soccer or whatever but do n't ask a question and give him the chance to chew and and er and so on _0

@@@@

yeah i mean he must be very well prepared because afterwards he is going to a_[firstname21]

yeah @@ @@

yeah okay

okay so for with the perishable a_[org8]

finish your lunch

@ @@

you need your all your strength your power you can have no no sugar problem so @@ that 's why hh i 'm so concerned _0 yeah _0

yeah

about that one _0

do n't worry a_[S1] _0

okay _6

x x x x _2

erm _0 what i want _1 spoons for the dessert

there

okay _3 everybody has okay _5 so _6 are they x use a_[S7] _1

haeh

are they from use _1

hhh hhh

hey i mean normally these these er erm special rates like flash or er your product _1 this is more for the a_[org1] still _0 the direct product cos we are still a console

mhm

we can cho-

scenario _0 yeah _0 but the late delivery can be but erm _0 have a la- late delivery at erm _0 okay _0 xxx

i mean there may there might be really occasions where you can offer it like i had last week i had a s- ship- spare shipment _0

mhm

of about two tons _0

there

er which has to be had to be delivered quite urgently in shanghai

yeah

so for this sum er yeah _0 sure _0

but in general

we could do that in in addition

you know that er

we have a lot of experience with sleeping drivers to amsterdam and so on _0 that 's why _0 you have to go for that

yeah

yes

xx xxx

er that 's that 's particular i already mention them _2

yeah

you know actual- actually it 's built more for the dutch market

yeah sure

because they are online

sure it is _1

but again you know er we have big p_intertraders even _0

mhm

who are using this service daily

why not why not _1 i mean xx from time to time we have these kind of fast jobs for certain clients _0 but _0 we have to just like to offer it and then we have to see how we can can p_mutualize _1

yeah

when we can deliver with special trucks maybe or sometimes like that _2

no i just want to bring it to your attention you know from hey look this i- this is a new thing which a_[org2] can offer _0

mhm

mhm _0

yeah it 's good to know er you never know _0 the things which are developing and also we _0 love to have a market overview cos _0 as you know we are depending on the market overview a lot of _0 on a_[org1] _0

mhm _0

but as you know a_[org1] is our client as you know _0

they are our mother company so _0 you know a lot of times hhh the question is what is reality

mhm

if you listen to the market _1 which a_[ORG1] is telling us and i talk then to the airlines _0

mhm _0

i often found _0 huge discrepancies

mhm

say _0 hey

mhm

let 's say realistic and er _0 for some markets _0 we have p_realistics for sure _0 in italy _0 er and also with the colleagues in netherlands i mean with a_[firstname22] a_[lastname22] _0 you know other erm a_[firstname23] a_[lastname23] _0 we know exactly what 's going on we have their own rate sheets and everything else but er some other markets yeah _0

mhm

hhh you know a_[org1] is _0 trying to make money on us not on the client so _1 not the way it should be but _0 that 's the way it is _14

erm i 'm quite surprised a_[S7] about that _1 it is a _1 well three months we doing this it 's er

mhm _1

shipments eight _0 ten tons _0 incredible you know er

it 's good to know _4

the amazing if the is the delivery time no time frame two hours

yeah

especially in in shanghai if hundred twenty minutes that 's _1

yeah

real good _0 but that you know might be the r- the reason why as well as we- as well in hongkong _0 but you have these that not not that you can deliver it that light but that you deliver _0 in in the final destination so quick

some yeah

yah yah

yeah that might be the reason why cos that 's er one of the major problems we also we s- _0

yah

yeah

we have sometimes _0 xiamen as well _2 we are talking also normal normal transitions and that is twelve hours or something in xiamen until they have it in hand

er that that 's what

and that 's what i told you some some of the people using p_particully shanghai because of this

yeah _0

they do but erm _0

yeah certain i mean _0 if we w- _0 if i would have known that earlier _0 we might have challenged you this week _2

@@@@ @@ _1

all in

hh haeh _0

all in _1

sure _0

our own time-definite door-to-door _0

mhm

product _1 but there is a huge impact then _0 especially on the destination as you mentioned hongkong and shanghai

mhm _0

yeah _1

and in xiamen as well _2

but to xiamen we do n't have all in we do n't yah yah but in to xiamen we do n't have the all-in product as you know we have only three destinations hh _0

when you think of the famous customer

yeah tokyo and er hongkong shanghai

yeah _2

so keep erm _0 a_[S7] updated with this possibility _1 yeah

surely _4

tell you something what we did in amsterdam is that _0 when we er _0 try to exposure this into the market _0 again ajax we had a very big @@@ _0 we had one hundred and fifty-eight people _0 er all agents from the dutch er _0

mhm

well community of agents and er _0 we invited them all in the ajax stadium _0 the amsterdam arena _0 hh er we gave them a a very small presentation _0 we hired er some chinese people _1 who dressed up like a dragon

@@ @@

and then

they were going through the stadium like that @@@

@@@

sounds familiar @@@@@

@@@@@

mhm _0 wherever i go chinese er in negotiation or whatever _0

dragon 's dance p_dragonses erm _0 some some er sometimes play in time _0

what 's

it gets getting bored yeah

oh _0 no it was funny you know those those people _1 it wa- it was a lounge which we hired in the stadium

mhm _0

i believe the lounge was _0 maybe ten times the size of this _0 in the length _0

okay

the width was well i believe the same _0 it was very long _0 and this dragon goes _0 through this lounge _0

@@@

with they had those drums

yeah

@@@

very hard drums _0 but then at the end they need to go _0 through the exit _1 but we had a different lounge you know all _0 if you got out the exit all the other people of the stadium they come in

mhm

yeah

so you can imagine this dragon goes out _0 this lounge _0 which we had the opening _0 goes downstairs with the stairs and all those people _0 walking going to those seats _0

@@ @

running behind the dragon and the dragon they made so much fun out of it _0 they went through the whole stadium like that

@@@ @@@ @@@ @@ @

with the drums

great

er this this was actually the biggest nicest thing about this er _0 new er new opening which we had for his er project _0

great

still a lot of people talking about this that _0 running around through the stadium like that you know not not in the lounge where it should be _0 the kick-off of this new project but er @@

@@@ yeah that was a good one i remember when er a_[org4] was doing in october this er together with a_[firstname15] this big er we go to shanghai and er they invited everybody as well hh erm they arranged at this er chinese restaurant in this er belonged next to the next to er the the main station _1

both _0 oh

just five minutes from the station

at a b- ah at a boat at a boat yeah yeah

yeah the chinese boat yeah hh and then erm firstly you saw _0 the _0 movie the video of the first flight _1 all you see is _0 the dragon dance around the plane yeah _0 and then er everybody was still standing we have the coffees to er and then they start _0 with the dragon dance _0 in natural yeah it was er _0 seeing twice all the time and erm yeah _0 i said sometimes it 's getting a little bored but it 's quite interesting if you to see it the first time _1

it must be nice

er okay

if you do it in this er er f_ambiente as you have done it _1 yeah it 's a little bit different as well _2

no i get i got bored actually you know that if you look to the _0 dragon itself was er

yeah _0

@@@ _1

and actually er if you know how much money we paid it were _0 eight _0 eight eight of those little chinese guys er in in the suit and then er _2

@@@@@

i- _0 if you ever look for a job i think our controlling could be a good idea for you yeah i think er you have the right correct abilities yeah _0 just let me know

@@@@@@ @@ yah _0 no but for the rest it it was nice because then all the asians _0 they er we watched the er _0 the game _0 which was ajax _0 er f_celta f_de f_vigo _0

yeah okay yeah

mhm

and this was er well it was quite unique _0

yeah

and _0 the nicest thing that they won that game _0 because sometimes if we have those presentations _0

then if they lose you know p_particully afterwards the motivation is _0 o_w:ff @@ is down _0

yeah

er it depends

you get what xxxxx

yah it depends

which which agents you have _0

yah okay _0 but well more less if you invite the dutch _1

yeah

you know er with with soccer games in the neighborhood of amsterdam

yah then

more or less they are _0 ajax

yah

more or less _0 there are some exceptions but er _1 i- it gives a a lot of _1 you know if if they lose you know the for example if you have afterwards you have a drink whatever _0 and if the game is bad whatever everybody leaves within thirty minutes _0

mhm

that 's normal

but if it 's a brilliant game and they win okay everybody stays a little longer for a drink

mhm

it 's normal so that 's why you also never invite er then german and dutch together if they play er ajax against munich or something

yah yah

yah

of course but _0 @@@ @@@@@@@ @@@

at the end of the day it will be the biggest fun at all yeah

yeah _0

yah yah er

no matter who is winning _3 but i think is the czech republic you have more fun la- in in future _1

well

tell you know er personally i 'm not well i 'm a soccer fan _0 because i like the game _0 but er in holland i do n't really have a team _0 which i prefer _1 you know i 'm _0 lately but er i 'm typical you know er _0 then i find _0 really i f- for example i f- find real madrid _0 typical team which i prefer now but that 's personally mine opinion _0

@@@

@ _0 but it 's more because

@@@@@ he is born in madrid so @@@@@@@

@@ @@@@@@@

but that 's personal but it could be next year it could be different because

yeah cos we 're having _1 xxx

so if you really want to develop japan

@@@@@

i would invite

a_[S8]

a_[S8] _0 if ajax plays real madrid i think there you could make some real big point

uhu

@@@@@@

@@@ _4 but gentlemen you have maybe more questions also _0 concerning japan or

well i tell you we have to really to see er p_schedulewise connection transit times hongko- er europe hongkong japan _0 summer table for that something _0

okay

again i i will update like all the others with the schedule

we handle no

mhm _0

and then er er you get a more _0 view concerning our japan but well actually

i mean

about japan it 's it 's it 's it 's quite easy within a_[org2] because er the only destination _0 by freighters then is _0 is osaka _0

yeah

and again we can serve _0 osaka _0 with _0 er this this freighter but with then the connections _0 like the well the other destinations _0 er but again _0 by truck _0 the connection _0

yeah

well the problematic is the the high capacities ri- right now in the market so with the alternate that 's the problem the ma- major problem you know

mhm _0

but er as soon as er these get er tight is a good solution as well of course _0

uhu

are you are you maybe open for discussion er er like _0

you do n't know

what i explain with er or talk with a_[S3] also _0 to give me maybe a a hint concerning the rate but _0 this this seventy i believe is

yah that 's this was already and er then we could do something on the market hh but to be honest the rates you you have mentioned erm are available _0

this this

on direct flights a_[org30] er a_[org29] and all of these hh so i think er there is no _0

mhm

possibility for a steady business _0

mhm

this would be only the same argumentation we had in before for hongkong _0 if we have to open a s_b service and we have to go _0 to a_[org1] with a rate _0 which is better but they have then the local rates _0 of eighty eighty-five cents with er the a_[org21] airlines with the a_[org33]

mhm

locally and you know we need this fifteen twenty cents add-on for our ground network for handling for transfer rate _0 erm so with seventy i would have seen maybe a chance but erm _0 with higher for p_transhipment it 's it will be tricky to to launch it and erm

yah

but what i would certainly would er what i wanted to say before is hh erm _0 if you can _1 erm for the flight schedules _0

yah

do you still have _0 real flight schedules cos you never know _1 yah and if you wou- could send us two three four flight schedules so that everybody can have one on the desk _0 what are your destinations when are you leaving when are you going we know the schedule from from amsterdam from the freighters hh but you never know sometimes we have this five kilogram parcel which has to move _0

yeah

and we 're looking for an alternative so _0

yeah absolutely i will update you _0

yeah if you can send something

update with er well the schedule _0 of course and er

yeah

explain some some more details concerning the er well the inland the trucking situation all these things more _0 like what i explained to a_[S3] _0 we have a same p_summamary list _0

mhm

concerning _0 trucking duration _0 well just name it all the information

mhm

what might be from interest cos we sometimes a request on ad hoc _0 if you use your trucking service _1 hiroshima _1 sapporo _0

yeah but i think that they do n't have a regular do you have regular also

yah

we use

yah _0

yah _0 we just just to let you know we had an online station also hiroshima that was also a flight but

mhm _0

er with the new plans _0 that tokyo is gon na be open _0 they closed our hiroshima office _0 and moved those people or _0 gave them the opportunity _0 to go to the tokyo office

mhm

why they 're centralizing more the japan _1 er offices into not to have everywhere _0 er a_[org2] people

no but i mean er _0 trucking should be _0 kind of expensive no because er tokyo hiroshima is more than thousand kilometers away _1 so er @@

yeah but that 's that 's p_particully because the destination is maybe better served er and the demand is maybe higher that 's why they choose for this particular destination this

mhm

but again deci- decision made in hongkong _1

mhm

but hiroshima of course we we can offer that by truck also _0 as well _0

a_[S8] they said that we have sometimes some requests _0

x i know i know

and er it 's always tricky er sapporo especially er i remember still my time i ooph i was always had to look who is doing it

yah it 's also

er who is not doing it which size you can do and er if you have this you know nobody if you have it on your desk _1 you have everything already on your desk er and then you look and you will call the airline which we have on your desk no matter if it 's ten cents or fifteen cents higher _0 cos you have a solution already yeah _0 that 's what i mean if you can give us the goods and prices er would be would be from your benefit at the end of the day maybe

yeah yeah okay _0 i understand

yah

you 've maybe have your business card then er i add

it would be the first

er i come i come back

er say to the email then i put you well all together i put the email _0 and make a

yeah

big long email @

all right

and then er _0 each header will be assigned to these personal

what er what i will do or what a_[S6] will do later we will send you the new contact list who is in charge for which traffic lanes _0 for our department

yah

also for a_[firstname5] still _0

okay

yeah so that you really know _0 whom to talk for what _1 yah _7

no er i wish _1 it will be a good er good opportunity to learn each other especially in the japan because er _1 it could be something i believe so

it 's a good first strategy so

especially you know japan is is within a_[org2] _1 they are _1 so focusing on on that area _1 and er i believe even for in the future that 's gon na be _0 anyway to the year to that 's also a point sorry i come back _0 i did n't discuss in the master plan the two thousand seven _0 when we have ten freighters in place _0 all our freighter _0 routes will be daily _0 so also the japan is the case the scenario they gon na operate a daily flight _2 i hope amsterdam also but _0

yeah

they can not because of the tuesday it 's er _3

there will be the choice between the monday and the tuesday for you _6

hh okay if you do n't have any more questions _0

er i want to thank you all _1

same to you

to listen to me _0

@@@@@

thanks for your visit a_[S2] you 're always welcome _0 yah and er hh yah send us the _0 things we discussed within today

okay

and then er we will look into and erm i think

e- even you need to do me one favor _0 er a_[S1] _1 try to er i was not joking about the the soccer player _0 that

he was already x x x

no no i i 'm not playing soccer

but no as i said er give me give me some details er in there and i will give to _0 our known

it 's it 's not a must but it 's

yeah

i believe _0 you know er _0 with the the partnerships which we have within a_[org2]

yeah

you should be _0 one _0 er say in this team _0 there must be one of you guys in this team

yeah

but this you should address more to these people cos they are always saying on the weekends i have no time i 'm i am er _0 the one who has the most time hh hh a_[S2] was offering _0 to come on a sunday to amsterdam to watch a play game of am- ajax _3

let me let me

to watch or to to to watch to play

no really play it 's active

that 's to watch what i told you is something very special that is a play game he is organizing this is for one

okay

no it 's er it 's really true on the _0

but for this

on the twenty-sixth of march _0 er i make a selection _0 er we gon na play against lucky ajax you call it _0 lucky ajax ex- er it started to exist that _0 old former ajax players _1 er were put in a team like _0 er a_[firstname25] a_[lastname25]

mhm

he plays in this team er _0 a_[firstname3] a_[lastname3] maybe you do n't know a small dark guy er _0 a_[firstname2] a_[lastname2] _0 well i can name many of them but they play in this team _0

that 's great

and we arranged a game against them on the twenty-sixth _0 what i 'm doing now _0 try to er _0 look in my p_summamary of customers of list _0 @@ and try to make a good selection _0 but i t- i t- i try to make _0 a good team _0 not a

well

@@@@@@@

er afterwards okay

yeah

but i want to make er _0 a good reputation of this i want to

a_[firstname26] or where

yeah

you see the cups there so _0 he gave xxx some teams

so what i was what i was asking actually was er well one of you must play somewhere in a league _0 or whatever _0

a_[firstname26] yeah maybe he is goalkeeper _0

a_[firstname26] is pretty good you know _0 i saw him last year when from the soccer game

yeah

to give you an impression i already have five players _0 which all played in _0 a first _0 league _0 er say almost close to the professional leagues that

oh yeah _0

and those we already selected now well _0

mhm

those kind of players @@ @@@ _0

@@@@

we are trying

should address to a_[firstname26]

@@ to select _1

yeah

now what what i 'm you know i 'm i 'm i 'm not so er _1 not good at football or not play- not good at playing football _0 and never have been _0 baseball basketball _0 something like that yeah _0 soccer _1

if i would be a good soccer player i would not _0 stand in this office today

@@@@@@@ _0

no but if if one of you guys know somebody _0 or yourself whatever _0 just let me know

give it to a_[firstname8] and xx _0

yeah _0 we tho- thought already about a_[firstname26] _1

yes

yes _0 he was playing on on on the in the soccer team of er a_[org5]

he 's playing also in a regular team

yeah

x xx xx x

no no first league luxembourg first league but _0 national i think _1

yeah _0 you know it 's it 's already difficult enough for me because i try to select sixteen people _0

mhm

and er well some of them maybe play first but some third whatever but _0

uhu

er well i try to to come up with a _0 a strong team of course _0 because what a_[S1] say already you know those people they are pretty old and er they do n't walk they only er o_v: o_v: o_v: and er _0

no but

@@@

you you you start running after the ball and that

@@@ that 's okay _0

but er well it 's fun you know er _0 we make a total day of it _0 and er we we we probably start er around six in the evening _0 or five something like that _0 and then afterwards we have a party we invite more customers and whatever _1 but again i believe _0 one of you should be in this team _0 no

well

yeah we give it to to the people we know that they are er quite well soccer players

@@@

mhm _1

what about girls _1

a_[S1] x a girl

well well @@@@

a_[firstname27]

a_[firstname27] @@@@@

well you ma- you make you make a joke about a girl i te- i tell you i met _0 i played

no no it was not really a joke we ha- we are with _0 within this er a_[org1] tournament we have also always woman teams

you know er

yah

in playing in a tournament in atlanta _0 and er we were short of one man _0

and suddenly _0 a lady er she played there indoors and er we saw this er lady er play _0 she was eighteen something _0 and i could n't believe it it 's _0 er she was better than

@@ @@

some of our guys in our team

to to be honest there might be even a chance i 'm not pretty sure but but it think er one of our colleagues in frankfurt _0

a girl from brazil or @@

knows er one of the girls from the er frankfurt er

national

oh okay

from the frankfurt women 's club _0

mhm

and the frankfurt women 's club is fifty per cent of the national team _0 and they are the the world champions

mhm

so er

but this this young lady also in atlanta she played in the the national team of the united states _0 so she was er _1 her mother came from sweden _0 and her father was an american _0 so if you mix this together well er wow _0 but er

@@@@@

american f_sportsgeist plus swedish tactics yah so @@ _1

no but er er that was incredible _1 also her condition you know the _1 incredible hh you know erm _0 the the games that we play in atlanta _0 was also _0 er pretty high it was er next to a mountain blah blah blah i do n't know the name but _0

mhm

the air _0 er when we played the game you get very _0 tired very

yah

quick _0

uhu

and she she played four or five games in a row

@@ _0

and we were twenty minutes in and then er @@

oh @@@

@@@@@

@ we need to get the next beer but because er @@ well _1 wow

oh _2

but again er well if if one of you let me know _1 a name or two names or whatever i do n't know just let me know _0

mhm _0

then i try to er _0 to get then a program invitation _2 mhm _1

yah i think it 's er going up attractive for those people _0 which wan na play against _0 old famous er guys xxx xx

mhm _0

and that 's for sure _0

yeah a_[firstname26] would love to

yah for sure _4

for sure

i forward the name

why not _1 yeah it 's a good idea _0 thank you very much _0

okay

hh so a_[firstname21] is on the way back from the restaurant _1 so we leave his lunch here erm _0 he he will give a call he should be ten minutes _0 okay _0 yah then erm you can see a_[firstname21] _0

okay _0

for you perishables and beaujolais and _1 all these dutch cargo @@@ typical dutch _0 yah erm _0

okay er just my very last question n- no more questions _0 to these _0 hand over to a_[org2] whatever _0 well i think i i totally erm _0 may be clear and whatever it 's more or less my homework which i need to do now _0 send you all the updates _0

yeah

and er i try to finish this all before friday so you get this update _0 in respect of a_[org2] and _0 any time _0 you can call me day and night except i sleep at night

but er @ you can call me any time er for any questions whatever _1 and i try erm to give you more ideas about a_[org2] we we have more people in place now also we are _0 growing and er hh er we are more dedicating people to certain areas and i try to dedicate certain peoples also for a_[org1] _0 that we more frequently _0 give you calls _0 because i believe this is a an er good close relationship build-up if you do it in that way because you know you need to trust each other _0

mhm

and friendship is er maybe a part of it _0 and er if you can build in that way together something then er it would be very nice to do it in that way _0

yeah

and nowadays it is already very difficult because er _1

no time

cargo is not er _1 no actually it 's for sale _0 cargo you need to buy it nowadays _0 and er we can try to succeed to come up _0 together to build something like that er would be very good successfully huh

absolutely

and important is that your people talk to those people _0

yah

i mean

yah

we can talk _0 whenever but on the day to day business they know _0

yah

yah okay but that that 's

what kind of cargo they have on their hand and they have er the full trust from my side as well

yah

but that this this this is my point of view a_[S1] we _0

at all

as a_[org2] our office we are more gon na frequently call you more from _0 maybe just for a chat hey a_[S1] er @@ everything okay whatever but and of course we we try to ask for er _0

yeah yeah

i think think we

er any cargo maybe for hand for whatever _0 but more frequently we have this discussion _1

day and night

i believe _0 this is way better to do so _0 and not er _0 p_particully what i menti- or last year actually was that we more less maybe waited too long sometimes _0 from our point of view _0 a_[S1] i say that but er _0 it 's a must we need to do it in that way _0 and again this all because of a_[org2] again is _0 going bi- getting bigger and bigger and bigger hh and this is a a tough year to be for a_[org2] but er _0 again er thank you _0

thanks to you yes

you 're welcome xxx

for your person my time that er you 're willing to see me and er have this chat _0

also thank you for recording it @@@

@@@ @@ _0

we we have a part-timer er working also together it 's er _0

mhm

you have the schoo- i don- it 's it 's in a certain particular school er _1 direction to the logistics _0 and they 're all in the _0 fourth or the third year _0 and then they may- make _0 this kind of conversation record it also and make a _0 well an er a report or whatever and we need together _0 with their teacher _0 we need to give them er _0 well a figure from okay

mhm

how did they do it what they learn or whatever

mhm

and this is particular what we do each year with them and now we have actually two of them in place hh but it 's very handy for us it 's first of all it 's _0 cheaper

@@@ @@@@

there was something

to have those kind of people but er well _1 it 's er _0 hard-working people _0 because they are willing to work _0 any kinds of things and they are still

very eager @@

yeah

to learn anything _0

@@@@

and this is good _0

you 're not not looking for a job or something no

@@@@@@@

i mean just as an idea

@@ @@ _0

well sometimes i talk with a_[firstname13] my boss i say i 'm one of the cheapest salesman i believe @@@

yeah you know the tax in luxembourg _2

@@@

yeah the tax er in luxembourg is er well

less than twenty per cent if you are married children

some old colleagues of mine _0 live in luxembourg _0 and i already had this discussion many times with them from hey a_[S2] come up to luxembourg _0 so i know exactly @@

@@@ _1

okay a little bit more booking reservation than you do today but erm i 'm looking for somebody so @@ one of these three will leave so er @ i have to replace @@@

@@@

well okay always er interesting in that kind

keep it keep it in mind so _0 if a_[firstname12] is not giving you what you want er let me know _0

you know first first of all i 'm a very _0 happy in the work situation which i am now at the moment _1 but you know my major problem is _0 my wife _0 and the wife is _0 let 's say an particular dutch farmer lady _0

who is _0 outside the door _0 is already _1 too far _0

mhm okay @

so to convince her in a _0

@@@@

to move away

to to go to any place in the world i i got jobs offered in los angeles _1 and car house anything

mhm

erm you just name it _0 but er _0 no _1 and that 's particular yah well _2 if if i was a a single whatever no problem but er _1 it 's not the case a_[S1] @@@ @@

@@@@

well that 's the way to become a single but this is something difference and i will not talk about that one yeah so er _0

no no

your decision _1

no it will well _2

okay hh yeah well everything else will now depend as a_[S3] has said it very correctly _0 rates and schedules this is important thing and then we can can look deeper in the one or the other matter _0 yah surly when australia is coming er to be erm _0 alive _0 let us know _0 there is surly something we can can look into _0 same is the munich issue i think er as soon as you plan munich we can see _0 if we can arrange something maybe in frankfurt with the german colleagues together _0

okay

directly to _0 tackle it that way _0 erm _0 and hongkong yah _1 we wait for your offer and then _0 we see what we can do with er the colleagues in scandinavia _0 so er do n't expect it to start next week but _0

mhm

we keep you definitely posted _0 about this one _0

okay

yah _0 surely and then the rest _1 whatever comes along _0 we can talk about it and this was always a philosophy we had both of us _0 and i think it 's the best way to do it

mhm okay _0

yeah

okay thanks

so thanks for your visit _0 give my best regards to a_[firstname12]

no problem at all _0

yah

it was a tough landing @@ in luxembourg

yeah

i guess so yeah with the wind

ooph it _0

i saw some planes coming in er shaking _0

i really yeah well it 's the fokker fifty

yeah

@ _0

it was really er _0 not joking it was really er like this and then _0

mhm

like this the p_litreal er @ like this

@@@@@@ _0

and well i have flown in my life _1 many flights but this was er

@ _1

tough landing @@@@ _0 well _1 again

i never had a smooth landing with a fokker fifty _1

does n't make it fun

to be honest yeah it 's what gives

as a new plane

do n't know what it 's it 's not an aircraft it 's a _0

no i do n't i do n't like i do n't enjoy the _0

xxx

no _0

mhm _1 with the jumbolino or wi- even with the saabs i feel more comfortable _0 than with the fokker fifty _2

er _0 maybe in ten years they are all gone the fokkers _0 you know the spare parts and stuff they they _1 dedicated say in amsterdam some of them they still make but for the rest er _0

just wait if it takes ten years _0 er if city hoppers er will then called a_[org30] city or whatever i mean _0 yeah and then they have er some other aircrafts er very fast _0

correct

yeah _2

er that 's that 's that 's the future i believe you know you see that a lot of airlines they er _1 say they 're well _0 forcing together _1 and you see then at the end of the _0 of the whole thing that you get major big _0 airlines that they are _0 under one flag they are trying to operate whatever _0 and this is becoming more and more trendy _0

it 's the only way to do it _0

and it 's getting only _0 only huger and huger _1 but this this is on passenger size you know that _0 now you see nowadays that they try to do this is cargo side but this is so complex that _0

passenger is ea- er is easy cos you have always _0

correct

two way _0

yeah

yeah who wants to fly somewhere is coming back _0 but the cargo is is very tricky but

you know er my my time when i work for a_[org3] that _0 at that time a_[org3] thought they _0 had made a very smart deal with a_[org42] _0 a_[org42] they should _0 be there let 's say the s_gsa of europe for the cargo side well _0

yeah

they did n't work at all because er the administration of it this is i- so complex _0 to feed in to both administrations it is impossible to do so it could be possible but _0 then there would be

then a_[org3] a_[org3] did it now with er a_[org30] _0 a_[org3] is vanish

yah

completely also you go to cargo side _0

yeah

so there there they make it _0

uhu

and i expect that a_[org30] and a_[org4] will do the same _1 even more

they say they will not but of course everybody thinks it 's gon na happen well well _0

yeah

yah

i think the brand name a_[org30] and the brand name a_[org4] will vanish and it will be called the the the a_[org43] airlines or er i do n't know what _0 yeah and then

you know er all the dutch they say well this is again er something national _1 which we believe is locally which we have in in our country

yah _0

which is gon na disappear slightly _1 from our country again

or it will be named a_[org4] in the netherlands but in the rest of europe it will be a_[org30] _0

yah right

can also be very easy _0

right

yeah

hh now for me more important is er what er will be the new regulations from s_faa and s_tsa within the next two three years _0 cos er _1

mhm

if i see it correctly at the _0 i see the cargo vanishing from the passenger flights _0 on the long run

mhm _0

one more attack one more _1 plane falling down _0

mhm _0

i think this will be and then er airlines like a_[org26] like _0 a_[org2] which are really concentrated on cargo _0

yah

have a big er benefit against these a_[org29] and er _0 a_[org30] as well really concentrated on th- on the passenger side _0

mhm

yah _0

yah this will be a big boost

yah

yah but erm _0 hh

but you know they experience that they can try it _1 and that this is maybe a a good spoi- point they might have _0 but again if er well i _0 i used to work i start on the airport _0 when i started in the in the cargo with a_[org44] _0 then a_[org44] got bankrupt _0 then a_[org3] took over _0 our company a_[org44] then _0

mhm

that time _0 but always when companies take over each other _0 there 's always a fight first of all the positions _0 and then _0 the relationship between the people because you always get two sides

yah

one side _0 the former company and on the other side is the new company and thi- this is not ni- it is not nice _0

it takes long time i mean look to er the same we have in the forwarding industry _0 a_[org45] a_[org7] a_[org46] how long did it take er a_[org7] and a_[org46] to come together _1

yeah

yeah but they managed better than expected no _2

what

okay

just between us _2

yah the _0 we are in front of a interesting time in our business _3 let 's go let 's go

a_[S1] one question _0

yah

er _1 can i borrow your chauffeur _0 later on again _0 he drops me at the airport _1

it 's er er arranged for three o'clock already _0

yes _0 i know erm _1 if you let me go @@ _0 next door i want to go to my old colleague _0 if you if it 's okay er

yah fine for us erm and then

yeah _0 then i visit her quickly and then i be here _0 i do n't know my flight leaves at sixteen twenty _0 so i need to be an hour in p_advantace _0 for for departure

yeah but but erm a_[firstname21] is just wack bay way back from the restaurant yeah so er you wanted to see him as well

mhm

so he will give a call within the next ten minutes we will be in his office _0

okay

yeah so feel free er whom do you want to to see _2

a_[firstname21] a_[firstname21]

a_[firstname21] and _1

er for the rest i think i

you have done _0 ah okay _0 yeah a_[firstname21] is not not back yet _0 we 're waiting for his call _0

mhm

oh okay okay

yeah if this is what

because i believe now i covered say the areas

yeah we are finished here just as at the end of day we just have to cover now five minutes for

yeah

mhm

wait for a_[firstname21] or you can already move yourself upstairs to say hello to a_[firstname28] _0

yeah

or whatever _0 you want _0

well actually _0 er so she behind if i- it 's okay with you otherwise i do it with a_[firstname21] first _0

yeah

but a_[firstname21] he did n't give er a an an timing

no till you get in

no but if you if you er that 's why i 'm asking whom you want to see a_[firstname29] or er

no a colleague of him

a_[firstname21] no a_[firstname21] _0

a colleague

a colleague of him he wants also to look at him _0

okay

the way he said not a_[firstname21] _0

yah that 's why i mixed up

which is working i s- i suppose it 's working here on the airport too

yeah

a_[firstname21] yeah there a_[firstname21] a_[firstname21] a_[firstname21] a_[lastname21] _0

he is talking about a_[firstname21] a_[lastname21] _0

no you

yah

ah okay _0 i i mix it now i mix it i 'm sorry i 'm sorry

@@ yah yah i was that 's why i 'm asking who wants do you wants to see whom

@@@@

yeah and he is talking about a_[firstname21] and a_[firstname21] is just on the way back from the airport

er i thought you were

er from the restaurant _0 yeah and he 's not next door he is upstairs _0

okay

next to us _0

okay

did you did you had a ring with you already or no _0 no a_[firstname21] no

i had him on the phone _0 er and then i catch him on the restaurant _0

that _0 now

and _0

that

so he should be back _0 in five minutes _0

if you give me twenty minutes for example @@ that _0 i come later after twenty minutes _0 then i have my meeting with a_[firstname21] _1 and then after a_[firstname21] the discussion _0 will you drop me off anyone they drop me at the airport at that time _0

yeah a_[firstname30] will pick you up at a_[firstname21] 's office _0

yeah

ah okay

directly

okay perfect

yeah if there 's nobody else you want to see _0 yeah if you if you want to see somebody in the americas or whatever you 're just have to to to let me know what er

i will walk through and see who i can see er xxx

okay _0 feel free

okay

yah and erm yeah a_[firstname21] will be as i said five ten minutes

because i believe we covered all the regions yeah

yah

yeah yeah

from er

yeah absolutely

like like a_[firstname6] a_[firstname6] for example she is not covering any more

india _0 and she 's the one who er catches the phones _0 somebody has to do that _0 @@@@ from all of us

okay

nobody is in the office otherwise _0 yah _0

okay

okay then i let you go _0

okay

then er _1

mhm

i want to say again thank you and then er see you next time @@

okay perfect

@ all right _1

so _0

then i only need your visit card if you have one available _2

yah maybe you can _1 five minutes break

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editor
Researchers	Stefan Majewski Ruth Osimk-Teasdale Marie-Luise Pitzl Michael Radeka
Researchers	Barbara Seidlhofer Stefan Majewski Ruth Osimk-Teasdale Marie-Luise Pitzl Michael Radeka Nora Dorn
recording	R3
Publikation	Barbara Seidlhofer, Stefan Majewski, Ruth Osimk-Teasdale, Marie-Luise Pitzl, Michael Radeka
Datenbeschreibung	2004-01-13 Portable minidisc recorder with electret condenser stereo microphone recording R3
Datenverarbeitung	Domain educational leisure professional business professional organizational professional research/science Speech Event Type interview press conference service encounter seminar discussion working group discussion workshop discussion meeting panel question-answer session conversation Used to mark a stretch of speech commonly preceded and followed by a pause or by a change of speaker. A u is, however, not required to be bounded by a pause or a change of speaker, nor does it represent a turn in a conversation analytic sense. At a minimum, a u is some phonetic production or noise made by a given speaker or a group of speakers. Used to mark lexical forms (tokens), but also word fragments, pauses, onomatopoeic noises, spelling, laughter and breathing. w is used with ana and lemma attributes to mark its part-of-speech and lemma. Note that for tokens with ambiguous tags w may contain nested w elements to express alternative interpretations. breathing coordinating conjunction cardinal number discourse marker determiner existential there formulaic items foreign word (non-English speech) preposition or subordinating conjunction adjective, positive adjective, comparative adjective, superlative laughter list item marker modal verb noun, singular or mass noun, plural proper noun, singular proper noun, plural onomatopoeic noise pause predeterminer possessive ending pronoun, personal pronoun, possessive pronoun, relative pronunciation variations and coinages adverb, positive adverb, comparative adverb, superlative response particle particle spelling out to, infinitive use interjection unintelligible speech unknown generic verb tag verb be, base form verb be, past tense verb be, gerund or present participle verb be, past participle verb be, present non-3rd person singular verb be, contracted form verb be, present 3rd person singular verb have, base form verb have, past tense verb have, gerund or present participle verb have, present non-3rd person singular verb have, contracted form verb have, present 3rd person singular other verbs than be and have, base form other verbs than be and have, past tense other verbs than be and have, gerund or present participle other verbs than be and have, past participle other verbs than be and have, present non-3rd person singular other verbs than be and have, present 3rd person singular wh-determiner wh-pronoun wh-adverb partial word function breathing function coordinating conjunction function cardinal number function discourse marker function determiner function existential there function formulaic items function foreign word (non-English speech) function preposition or subordinating conjunction function adjective, positive function adjective, comparative function adjective, superlative function laughter function list item marker function modal verb function noun, singular or mass function noun, plural function proper noun, singular function proper noun, plural function onomatopoeic noise function pause function predeterminer function possessive ending function pronoun, personal function pronoun, possessive function pronoun, relative function adverb, positive function adverb, comparative function adverb, superlative function response particle function particle function spelling out function to, infinitive use function interjection function unintelligible speech function unknown function generic verb tag function verb be, base form function verb be, past tense function verb be, gerund or present participle function verb be, past participle function verb be, present non-3rd person singular function verb be, contracted form function verb be, present 3rd person singular function verb have, base form function verb have, past tense function verb have, gerund or present participle function verb have, present non-3rd person singular function verb have, contracted form function verb have, present 3rd person singular function other verbs than be and have, base form function other verbs than be and have, past tense function other verbs than be and have, gerund or present participle function other verbs than be and have, past participle function other verbs than be and have, present non-3rd person singular function other verbs than be and have, present 3rd person singular function wh-determiner function wh-pronoun function wh-adverb function partial word
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