by Mattias Gunnarsson, Vice President, MacGregor Cargo Handling

When price alone determines contract success, purchasers beware. This rarely yields any economic value throughout the life cycle and will ultimately suffocate innovation.

The rapidly changing landscape of the merchant shipping industry, from both a regulatory and technological perspective, presents one challenge; but the undercurrent of historically low order volumes and pressure from low operating margins, provides another.

This has served to create an environment where short-term gains typically prevail at the expense of longer-term profitability and sustainability.

We have to put value back into the decision-making equation. We all want value for money, but this is rarely just about the lowest price.

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