GAC Corporate Academy has joined forces with the world’s most
advanced maritime academic facility, the National Maritime College of
Ireland (NMCI). GAC has an established business with NMCI through its
GAC Training and Services Solutions (GTSS) entity, providing a range of
Maritime, Transport and Commodity Training Courses targeted at GAC’s
Christer Sjodoff, the Group Vice President of GAC Solutions has
played a key role in the development of this strategic alliance and says
that there are many benefits to the GAC Group; "There is a great deal
of synergy between GCA and the NMCI, and for us the relationships means
improved learning and development for all Shipping, Marine, Solutions
and Logistics functionalities as well as our products and services."
Damien O’Donoghue, GCA’s General Manager, is equally enthusiastic
about the potential in this collaboration, saying "There is potential
for GCA courses to gain access to international level of accreditation
and recognition. Discussions are underway on introduction of
industry-specific maritime and logistics programs for GAC employees,
delivered by NMCI and GTSS. It introduces the potential for
advance-standing in NMCI programmes for GAC employees successfully
completing GCA courses."
NMCI and GCA both stand to benefit greatly from the collaboration.
GTSS courses are now being marketed through GCA, and GCA is lending its
wealth of e-Learning expertise to the GTSS venture. Damien O’Donoghue
points towards a bright future for GCA, saying; "This strategic
partnership is a major step forward in the international recognition of
GCA as a leader in corporate e-Learning, as well as giving a whole new
dimension to our offerings."
Course Feature:Sales Development Programme paves the way to greater GAC Sales success
The Sales Development Programme (SDP) has been developed as a
strategic approach to improving GAC’s sales focus across the company, as
part of the VY-GV objectives.
There are three courses that build a complete approach to achieving
excellence in sales ie. Fundamental Sales Skills (FSS), GAC Sales
Handbook (GSH) and Profitable Customer Relationships (PCR). These
sales growth and retention
A few testimonials to the invaluable learning that the SDP courses are enabling in the capacity of our sales staff:
Fundamental Selling Skills
"Following the fundamental rules of selling will lead to sales
success faster than applying any high pressure sales techniques. Hence
to me sales fundamentals play a vital role in order to be successful in
my career and doing smarter, result oriented sales. I always faced
difficulties in handling objections, mainly due to the price factor. But
after having completed the module on Sales Psychology, objections and
empowering questions, I feel much stronger to face and resolve the
Nadia Sameer - GAC Marine Logistics (GML)
"Like a steam engine there has to be a driving force but there also
has to be tracks that guide the train in the right direction, GAC people
are the drive and the sales fundamentals are the tracks that will guide
us to the right results."
Steve Carr – Freight Manager, GAC Manchester
"For me the FSS has been an opportunity to reflect on how I perform
my job. Most of the lessons have contained information which I have
already tried to store in my head before, but perhaps not always have
had practical application to…. so for me the course has helped me to
step away from routines and to focus on quality, and it will definitely
be important for future sales success. I particularly liked the module
on Sales Psychology. I haven’t been looking much into that subject
before, so I felt I learnt a lot in the module. I also feel I need more
practice in the “overcoming objections and empowering questions” area,
highlighted in the course."
Peter Österman – Marketing Manager Shipping, GAC Sweden
GAC Sales Handbook
"I started reading the GAC Sales handbook, which is completely new to
me and I have to say there are some really good new techniques and
processes available. In the future I will collect more information of
the company and do also some research with the office already handling
this client and collecting the information, what the potential client is
Thies Holm - Operations Manager - GAC Dubai
"With the GAC Sales Handbook at my disposal, I have learned to
utilise additional resources and techniques and my approach is more
methodical, focused and exacting to the client’s requirements."
Patrick Lim - GAC Philippines
"The sources of information template in the GAC Sales Handbook direct
you to where you can find out that information in addition to what we
are told by the customer. This will enable us to come across as prepared
and professional and a company worth doing business with."
Adaku Achonu - Client Service Supervisor Logistics, GAC Nigeria
Profitable Customer Relations
"The new Toolshare is definitely helping to make the planning and
strategising easier. My planning of marketing efforts is now more
structured and I’m sure will have a higher success rate."
Gerrit Laubscher, General Manager, GAC Angola
"For a better understanding of our business deals, the training
materials we used such as "Four types of Customer Relations: One Shot
Deal, Transaction Satisfaction, Reliable Relationship, and Partnership
Power, Customer Pyramid, 80/20 rules, Customer Satisfaction (CSF1) based
on Vision-Y-GacTime and Customer Tool Kit" all are very important in
learning how to go out of the box to entertain the customers and thereby
make profit and retain the long relationship with the top clients. "
"This course has improved my perception regarding the amount of
influence we have at a local level over our customers profitability. It
has reminded me that we must be constantly vigilant not only when
focusing on providing the best possible service to our clients, but also
in keeping a check on our expenditure and being efficient about it. It
has also reminded me of the importance of our regular clients, and how
they can be more profitable. I would have to say that this course is the
best I have done yet through the GAC Academy."
Guy Hazelwood, Port Manager – Gladstone, GAC Australia
Profile: Danielle Ali Shah – GSH Facilitator and External Consultant
Danielle is a consultant facilitator who began her involvement with GCA in early 2010.
She combines a love of facilitation with her sales focus and a passion
for strategic planning and evaluation. The common denominator of these
three is people, and Danielle is strongly committed to helping people
grow and building their motivation to exceed.
"As facilitator of the new GAC Sales Handbook (GSH) course, I bring
my interest in optimizing sales processes to the fore. By understanding
and using the templates provided by the Handbook, it can not only
improve but also standardize the sales approach throughout the GAC
World. The course also provides the perfect opportunity for sales staff
to get to know each other and share their sales experiences, building a
real learning community. This is a great way for participants to improve
the GAC best practice and support each other in their sales roles. So
far I am incredibly impressed with the wealth of experience that our
sales staff possess in the course, and greatly admire their willingness
Last year I worked on the 2010 GAC Employee Satisfaction Survey
(ESS), and am currently preparing for the 2011 ESS. My preoccupation
with the process has been to ensure that the survey gave as many people
as possible the chance to express their views openly about how well GAC
was meeting its VY-GV strategic objectives. I have also been committed
to presenting the results in a way that was most useful for the company
to make improvements accordingly. This year the survey is shaping up to
be even better, providing a great opportunity to compare how GAC is
progressing towards its objectives.
On the side I run a freelance writing company in my adopted country
of Pakistan (I am originally from Australia), providing internet
marketing services to companies looking to increase their online
traffic. It is a role I have relished for the last three years, as it
has given me the opportunity to train young Pakistani writers in
international standard writing and professionalism.
I feel very blessed to be part of GAC in this dynamic time of growth
and look forward to getting to know many more of you as I spend more
time here. "
Kushal is Business Manager with GAC in Oman. In recent years he has
completed an impressive seven GCA courses, all with outstanding results.
We asked him about his secret to success and how the courses have
"I have completed the IGW (Introduction to the GAC World), BCI
(Business Communication in the Information Age), PPD (Personal and
Professional Development), HSSE (Health, Safety, Security and
Environment), GLB (GAC Logistics Business), SAO (Shipping Agency
Operations), ITG (IT in the GAC World).
I suppose the secret to my high results has been commitment, being
sincere and giving my best input. I must say it was not easy to find
time during my daily busy work schedule. Work is always first priority.
But when I am doing a GCA course, I make it a point to find time to
participate, even if it has to be after office hours.
Planning my day is the key to getting my coursework done as well as
my regular work. If it happens to be an extremely busy day at work, I
catch up in the evening after office hours. When I am in GCA, I
concentrate only on the course.
The courses I have done have helped in my role as Business Manager in
many ways! GCA courses have helped me learn more about GAC shipping
service, logistics services and most importantly gain lot of knowledge
from experiences of colleagues in GAC family from around the globe.
I believe that knowledge is power. Basically my area of work is liner
shipping. Through the courses I have enhanced my knowledge in various
areas of shipping and logistics activities which helped me to understand
customer requirements more appropriately and give them more cost
effective solutions. I have utilized services from various departments
of GAC to meet my customer’s requirements so overall the difference to
the bottom of the line has been clear and tangible.
There is a great deal of benefit than can be gained out of GCA for
both individuals and for the organization. Those who do the courses can
apply what they learn from GCA in their day to day work like I do, and
talk to their colleagues about the benefits of doing a GCA course. I am
sure this will motivate others also to go for GCA courses. Be sincere
and committed to what ever you do, prioritize your work to find time. I
strongly believe that 'Nothing is Impossible'."