유엔 조달 물류시장 진출 방안에 관한 연구

Abstract

These days’ logistics industries are expanding rapidly in accordance with the trend of globalization in manufacturing industries. Especially, whole change in this business environment affects the paradigm of logistics industries in high-value adding from simply the function-oriented service provider to wide spread inclusion of 3PL based IT solutions. Given the circumstances, the Ministry of land, Infrastructure and Transport(MOLIT) announced in September 2013 to foster logistics industries as a new growth industry in 21st Century and suggested various supporting policies. Despite their importance, as a future growth engine, Korean logistics enterprises are still attracting less attention, than export-driven manufacturing firms, in governmental policy decisions.

The occupancy rate of domestic logistics companies in the global market is shown as only 2.11%. And the rate of 3PL of global logistics companies in Europe and US is almost 80% while the Korean companies’ share has been decreasing every year and now maintains approximately 30%. Not only domestic small and medium enterprises (SMEs) but also even 3PL expert large enterprises are faced with the limited growth owing to massive market invasion of domestic conglomerate logistics companies, so-called 2PL companies.

Thanks to the reelection of Ban Ki Moon as the UN General Secretary, Korea’s global status improvement ranked 11th as financial contributor to the UN, and tendency to expand suppliers from Asian and developing countries brought about a timely chance to bring out the importance of the emerging UN procurement market to governmental bodies and institutes. In this regard, relevant governmental organizations frequently have briefing sessions to encourage Korea’s manufacturing companies to actively advance to potential UN procurement markets with following up supporting policy but this was mostly targeted on commodity manufacturers rather than the service market in field of logistics.

Most of local logistics companies have freight forwarder businesses which have taken a pivotal role in the trade and logistics field in Korea. This business area grew as the main market of ocean & international logistics work force according to the change of global shipping and transportation environments having a tendency to transfer some part of carrier’s essential work to freight forwarders. The current local logistics market is in “Red Ocean” of worsening profit and unstable employment. Therefore, small and medium sized forwarders should consider expanding their market by reducing full dependency on the domestic market to the newly emerging free competition market, which is called: “U.N procurement logistics”.

UN procurement market, typical small and medium sized market on which basis respective country’s enterprises are supplying goods and services to certain PKO and SPM areas, and 40 or so umbrella organizations and the UN HQ.

The UNPD is ordering tender directly or acting for agents of involved organizations. As far as the UNPD tender is concerned, local logistics companies belong to freight forwarding and delivery services including customs clearance services.

The total scale of UNPD procurement market is $3,174 Millions of which logistics market occupies 4.6% (USD145 Millions) in 2011 while in 2012 total $2,872 Millions and 6.5% (USD187 Millions).

Currently, studies for the entry into UNPD market for domestic logistics companies are rare. Universal Sea & Air Co., Ltd.(UNIV), registered vender on Oct. 2009, has participated in bidding continuously, and for the first time among Korea ‘s freight forwarder was awarded the final bidding, July 2013, contract valued at USD600,000.

Based on the case study by local SM forwarder’s successful award, the strategies to enter into the UN procurement market summarized as follows:

Firstly, relevant governmental organization should put more priority on supporting policies of SM logistics companies to enable them to advance in the UN procurement market.

Secondly, provide regular bidding information on the main beneficiary countries in UN procurements by establishing UN Procurement Logistics Information Center in cooperation with “P300 project” of KOTRA, “LogisZine” from(MOLIT), and International Logistics Weekly of KMI.

Thirdly, the marketing supporting polices need to expand overseas networks such as covering participation fees for network conferences and financial support for establishing overseas agents.

Fourthly, education programs to foster professionals for the UN Procurement logistics are needed, connecting with overseas intern programs by MOLIT, and long-term/short-term academic programs, supported by governmental budget.

Fifthly, fund expansion for strengthening competition of local small and medium sized logistic companies, and base capitals for a new growth industry among policy funds enforcing. Since 2009, from SMBA.

Finally, overseas procurement and ODA relative logistics bidding from Korean governmental bodies should encourage SM forwarders to be awarded tender in favor of vendor registration and consider as well as preference for bid qualification to UN tender awards in the future.

This paper studies effective entry strategies through analysis of the UNPD market, experiences of participation of bidding, and case studies, based on successful completion of the project, the final awards. It also suggests, for local logistics companies, how to achieve successful bidding on competition with European and American enterprises, who have global wide networks, by analyzing transportation case studies in frequently occurring UN logistics bidding areas and comes up with target strategies as well as supporting policies. In compliance with the government’s economy democratization of logistics industries, expect change of “measure for advanced logistics industry”. Based on this change, hopefully, this study will be of a help to make local logistics companies successful in their entry into the UN logistics market as well as creating high valued add, leading to growth of global logistics companies.