PSB has the influence of a big company but maintains the structure of customer focus formation”, states Mr. Gregory Papadakis Managing Director of Papadakis Shipyards Brokers (PSB & CO. S.A.), in the following interesting interview. He also mentions that “we consider our customers as our friends and extended family. PSB would not have been the same without the support of our customers for so many years...
PSB & CO S.A. is widely known for its aptitude on building reliability and strong personal relationships with its wide range of customers and global associate net- work. How difficult is to deal with a big number of principals and to be organized in a customer focused structure?
Everything is a matter of PERSONALITY, HARD WORK and ADAPTABILITY. Personality; being a broker is like being a diplomat, an ambassador and a referee most
of the times as our main scope is to bring two parties to trust and cooperate with each other.
Hard work; we are dealing with a big number of principals every day from all over the world so our focus is to keep as closest connections as possible with them regardless the geographical position. This is accomplished with continuous travelling where we meet them face-to-face and strengthen our collaboration and friendship. After 34 years in the Shipping Industry we are proud to say that we have established strong business and personal relations with both principals and customers which is a result of many years of presence in each other’s everyday business life.
Adaptability; a broker must be flexible and versatile. He has to adapt himself to the local customs as well as to different lifestyles and cultures of his principals.
By having these virtues achieved, PSB has the influence of a big company but maintains the structure of customer focus formation!
Being active in the industry of ship repairs for 34 years, could you please explain the PSB approach to shipyard representation?
Our main goal is to always bring the best level of services to our customers. In order to accomplish that we choose to represent only the best Shipyards, with reliability and quality being the key factor!
When I first started as Broker back in 1988 this was not always easy. I used to travel a
lot to meet Yards’ Top Managers and personnel in order to have a personal and direct experience of each Yard’s pros and cons.
Now after 34 years in the Industry PSB has successfully managed to cooperate with the best Shipyards worldwide in the most strategic locations.
How ready are PSB’s technicians to attend your customer’s vessel and travel at any place all over the globe to support your customers needs? Do you think that you offer a real-time response?
Myself and all my Project Managers are ready to travel worldwide at short notice. We continually horizon-broadening our knowledge and expertise and we are eager to support our customers’ needs.
Our PSB team is available 24/7 in order to provide a real-time response. We have established side offices in key areas all around the world from North to South China, Singapore and Indonesia, Vietnam, Europe, CARICOM area and so on. Our local offices are manned with local technicians and commercial managers who
are ready to respond our customers’ queries and attend various projects.
What was the greatest opportunity and the most significant milestone across the range of your services?
The maritime sector has transformed many times and each transformation has been a milestone to PSB evolution. Working
in the shipping industry has always been a big challenge and it requires someone to be able to embrace all the risks and opportunities that arise.
Since the beginning of my career I am always open to new opportunities and willing to take the risk if this will help broadening our network of associates or even lead the way to unknown opportunities that many considered non-feasible until then.
For instance, a memorable milestone in my career as Shipyards’
Agent was back in 1988 when I was one of the first Greek Brokers who visited Poland and effectively started cooperation with the local Yards for vessels’ repairs. Similarly, at a later time during 1996 I visited China and started doing ship repairs as well as marine spares supply.
A more recent event was back in 2019 when we realized that the ship repair market in the Far East -and especially in China- has reached its satiety. Shipyards were fully booked for a longer period of time than normal and the demand for an alternative was necessary. Seizing this opportunity we travelled to Vietnam and after thorough evaluations we signed the Exclusive Agency with ‘Dung Quat Shipyard’ along with the establishment of a local office with experienced service engineers.
These actions were proven later -especially with the COVID out- break- to be an important milestone for PSB as we could offer to our customers alternative solutions to drydock their vessels apart China.
What are the real hot topics at the moment and the near future in shipping industry? And what could be the main challenges a shipping representative office could experience in the near future?
The coronavirus pandemic has affected all aspects of our business norms, leading to uncertainty and stress, as new protocols and restrictions are being imposed daily.
Undoubtedly one of the hot topics at the moment are the difficulties that we are all facing due to this outbreak; governments all of the world are enforcing restrictions that do not keep up with the normal processes.
Due to various restrictions, for example, service engineers and owner’s representatives are unable to travel and attend important projects causing once again agitation at everyday B2B.
This is not any easy task, especially when a company is newly established, as it requires full support and mutual trust from all par- ties involved – principals, suppliers and associates. Our company though by being in the market for so many years has established a trustworthy reputation for which we are very proud of!
After so many years we know ‘who is who’ and we guarantee that we always maintain good standards, fair competitions and high level of services.
What additional demands has placed the pandemic in your business area?
Over the last couple of years the pandemic has created new demands in our business sector and the need for communication and adaptability is crucial.
The urge for principals to be fast and accurate to our queries and customers’ needs is vitally important! We must respond to our customers’ demands efficiently by providing profitable and fast alternatives as well as being fully up-to-date on a daily basis with all COVID regulations of each particular country and port as they change constantly.
What is the most important thing that a shipowner is looking to find in a relationship with a representative office in these challenging times?
Undoubtedly the most important thing between a shipowner’s and a broker’s relationship is Trust.
Broker should assist, inform and protect owner ‘s interests and thus an honest and trustworthy Broker is of great significance.
Do you feel that you are growing with your customers?
Of course! We consider our customers as our friends and extended family. PSB would not have been the same without the support of our customers for so many years.
We are glad to say that we have very strong relations with Ship- yards worldwide but this is because of the trust that our customers has shown us every day for the last 34 years.
If you could go back in time what would you change and what would you keep?
Looking back in time I am proud to say that I would have changed nothing.
All the risks, opportunities and even the ups and downs that maybe back then were consider a stumble had made PSB and myself to whom we are today!
* Managing Director of Papadakis Shipyards Brokers (PSB & CO. S.A.)