SRT #35 - Bancosta培训中介者 2012.09.16

2012-09-18 01:44  浏览次数 43



意大利船舶租贷和买卖中介行 Bancosta 2004年于北京成立分公司, 雇员从4名增加到今天的50名另加6名实习生. 据公司负责人说该公司于2009年聘用中国国内中介精英予以六个月培训后成为雇员. 仝时也每年从上海海大和大连海大挑选毕业生进入公司为实习生. 有志于此专业之同学们不妨一试. (1 & 2).


Bancosta Beijing grows its own crop of brokers

Chinese broking talent is being nurtured through an in-house six-month programme with good results.

Bancosta Beijing is adding to its already large team of brokers, continuing a growth programme that relies almost exclusively on organic growth through developing young Chinese broking talent internally.

Senior shipbroker Giorgio Ronzani leads Bancosta Beijing, which looks out over the dry-land traffic of Beijing’s north-east business district. Other than Indian specialist Mohan Kasarla, Polish research head Richard Leszczynski and young Italian sale-and-purchase (S&P) broker Andrea Lauro, the 30-strong team Ronzani leads consists entirely of Chinese talent recruited by Ronzani and in recent years trained in house. The senior men on his chartering desk, panamax brokers Peter Wang and Kenny Wang, are also local hires.

Italy’s Banchero Costa was set up in 2004, recruiting chartering veteran Ronzani back into brokering specifically for the project.

Although Bancosta Beijing is operationally affiliated with the well-known Italian Banchero & Costa broking house, it is separately owned by private foreign investors that include the Banchero family.

Bancosta Beijing devised the six-month trainee programme in 2009 after several years of directly hiring two or three junior brokers per year. “I am not a teacher, I am a shipbroker,” said Ronzani. “What I am trying to transmit to them is our profession.”

Each year Ronzani recruits promising candidates from China’s elite maritime universities in Shanghai and Dalian and offers them spots in the training programme, led by himself and assisted by a series of specialists who visit from Italy to cover their respective specialities including dry, wet and S&P brokering.

Next up is Francesco Croce for a look at the technicalities of charter-party clauses, then Attilio Ravano for an introduction to S&P broking.

Senior Italian brokers make trips to Beijing in the course of a training term, making calls on their Chinese principals and also introducing Ronzani’s students to their specialties in broking. Ronzani is also assisted by in-house staff, his earlier recruits.

The Chinese state maritime universities concentrate more on operational subjects than on chartering, so Ronzani’s classroom gives them their first chance to apply their maritime knowledge from a commercial perspective.

For the six-month period, trainees receive housing and pocket-money allowance under a trainee contract.

Of the six candidates selected this year from a pool of 18 interviewees, three to six will be offered three-year employment contracts upon completion.

Positive results

The result has been happy for both sides, with few defections — excepting some fresh brokers hired away by Chinese operators, which is usually a positive result for a broking firm.

“If they start from zero, they are going to understand the company’s policy, the company’s culture and they will stay with us as long as possible if we treat them well,” he said. “I’m very clear with them. ‘I’m not hiring you, I’m giving you a chance to learn and at the end if I will reconfirm you, then if you choose you can stay with us for a minimum of three years’,” he said. “‘If not, we are still friends, and this is the point: you did not waste your time. You learned something.’”

By Bob

05 September 2012, 07:44 GMT

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