When venturing into a new territory, one should seek out supply-chain partners with deep experience in that area. Or so goes conventional wisdom.
When Mayne Nickless Logistics set out to establish a Malaysian operation, it turned to a warehouse management system (WMS) vendor that was just as green as it was. In fact, Mayne Nickless was the very first customer of EXE Technologies Inc. in Malaysia.
Both Mayne Nickless and EXE were seasoned providers, yet both had to learn quickly about a market that differed sharply from anything they had served before. Their common customer was Unilever, one of the world's largest producers of consumer packaged goods, itself determined to overhaul its Malaysian distribution network.
Mayne Nickless Logistics is a leading Australian-based provider of third-party logistics, with a strong presence in warehousing and time-critical delivery. While it has a history of doing business in Asia, it didn't open a regional office in Malaysia until January 1995, according to Managing Director Clive Steele, who is based there. Unilever was its first customer.
|The key lies in crafting relationships with vendors that extend well beyond the purchase stage. "It isn't the case that you buy something and say goodbye."
- Clive Steele of Mayne Nickless
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