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April 16 2018

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10 The Journal of Commerce | April 16 2018 Cover Story Marine terminal operators deepen inland reach for shippers By Greg Knowler and Bill Mongelluzzo Beyond the gates CONTAINER TERMINAL OPERATORS are extending their reach into the hinterlands of North America, Europe, and other markets, prom- ising to better connect beneficial cargo owners (BCOs) to inland markets and improve digital plat- forms to ease trade flows. The desire to control global end-to-end container logistics is a strategy that mirrors those being employed by container lines, most notably Maersk Group, which is using in-house units Maersk Line, APM Terminals, and Damco to give customers one stop for all their supply chain needs. Other carriers such as CMA CGM, Mediterranean Shipping Co., and Cosco Shipping are also pursuing this strategy in varying degrees. "I do not see diversification of revenue as the key driver. Instead, what I see is a strategic drive on the part of ports and terminals to enhance their relationship with the actual cargo owners, and through this create a cargo owner preference for a partic-

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