UPS is actively trying to win DHL US express customers at the same time as negotiating a deal totake over North American uplift for DHL.
The Atlanta-based company has launched a special “Welcome Center for DHL Customers” websitefor US shippers called “Switch Now”, with a direct link from its US homepage. The websitehighlights DHL’s restructuring, compares the US services of the two companies and activelyencourages DHL customers to switch business to UPS.
“We realise that your business may be affected by recent changes in DHL’s US operations,” theSwitch Now welcome message says. “Published reports say the company has significantly reduced itsUS workforce and network capacity… Take a look and see what Brown can do for you to keep yourbusiness moving.”
In a series of charts comparing DHL and UPS products, UPS highlights a number of gaps in thedomestic and international product portfolio of DHL Express USA, including only one internationalexpress service (DHL Worldwide Priority Express) and no international deferred product.
The website offers US companies options to open a new UPS account, find shipping solutionsand identify appropriate technology tools. Existing UPS customers are told that UPS is “ready formore”.
The website, which was launched in mid-October, follows public comments by UPS and DHLexecutives in recent weeks and months that they would continue to compete vigorously in themarketplace despite their planned cooperation over North American airlift.
Deutsche Post World Net is due to make detailed statements on November 10 about the progressof the DHL US express restructuring, the status of negotiations with UPS over the airlift deal, andits planned next steps. UPS CEO Scott Davis recently said the air agreement might change in “sizeand scope” from the original plan for a 10-year, $10 billion deal. DHL and UPS have said they aimto seal an airlift deal by the end of the year to enter force in 2009.
