- Strategy Development

Traditionally, port terminal operators have centred their business around serving shipping lines, limiting growth opportunities to maritime customers. However, this terminal operator growth had stagnated, with limited prospects to expand further under the existing model. The challenge was to rethink the operator's value proposition, exploring new opportunities to reach customers beyond the port through an inland strategy, similar to how airports serve airlines and their passengers.

To help a port terminal operator develop a growth-oriented strategy by expanding its business model beyond traditional terminal services for shipping lines, incorporating an inland-focused approach with a diversified product portfolio to serve new customer segments.

To rethink its business model by mapping the value chain and applying a building block methodology. This approach helped identify areas for new inland-focused services that could diversify the operators offerings. Inspired by the airport model, we created a product portfolio targeting inland customers with value-added services beyond traditional port functions. With an incremental “Think Big, Start Small, Scale Fast” strategy, we implemented these services in select terminals, establishing global standards to enable rapid, scalable expansion.