TRADING ON THE BABEL TOWER

TRADING ON THE BABEL TOWER

I would like to share in this article, some insights and  personal perceptions about the  negotiations, regarding to some companies and peoples from abroad where I took a part in  deals and for the sake of good order, henceforth shall be called as Contractors.

Therefore,  this post, by no means intend to be a business manual, or guide book even because should be untenable to describe so vast and complex subject in a few words and lines. I have not such a claim.

Working in the maritime industry for more than 27 years, dealing with a multicultural people, commercial managers, head of contract and others remarkable responsible persons, feel myself fortunate to have learned with my colleagues, some knowledge and tips that end up to be embeded in the way of doing business.

Each country and people holds specific details and behaviour to do business and achieving the best results in contract dealing, no matter what be the type, short, médium or long term contract. Its imperative to know beforehand the culture, applicable law, person in charge to deal the contract and last but non least, rely on your personal instincts

For instance, the northern of Europe, while negotiated with a contractor some short terms contracts, my perception at that time, the value charged should be an average of price practiced in the international Market. I reminded that Contractors does not used to ask for a rebate in the  amount. If higher or far below price  to the Market, your company will be out. Mean that the applicant company is not trustworth

In  central Europe, some companies ask for or may accept a discount in the invoice or contract, once that be reasonable the percentual negotiated and according to the values practiced in this kind of business. But its not usual, some contracts, mainly the médium and long term contract, a draft must be issued prior and terms be agreed, before close the deal.

the other hand,  I also had some experiences with companies in the Balkan country and Middle east. They are good to do business and discuss the contract amount. Nonetheless, the contractors companies are very meticulous and requiry the utmost of the contracted company, which imply that the contracted must hold the necessary and strong expertise to face a fast pace and accomplish the jobs accordingly.

Regarding to the Asian continent, contractors sometimes like to carefully make a previous assessment of the contracted firm, their custom, culture and company´s background. Also, the Contractors like to appoint a deputy manager to entertain and assess the contracted company´s manager, in order to vet him and take the "datas" to their Commercial diretor. After this you will meet with him directly to discuss the the contract and terms.

In summary,  whatever be the template contract, if simple bespoke contract  or standardized and ruled by the FIDIC book, EPC/TurnKey, clauses Knock for Knock(widely used in oil and gas industry) and others terms  thereon, The contract managers/head must be in mind the uniqueness of each contract, country culture and  others relevant informations and also, who will be designated to run the deal.

Set up an international mindset and thinking globaly are the key features to deal in the complex babel tower of worldwide business and contract. Althought we have effective technological tools to enhance and give more accuracy to the executives decision as, big data, AI and the emerging of skilled Start ups companys tailoring and customize services to clients.

But, one question maybe can  be arisen by the readers, whats the best country to do business? My response is: all the countries. We live in a globaly and integrated world persons and companies are connected all the time, selling and exchanging, products and services, TRADING  “urbe et orbi”. This is a great advantage of the mankind, namely, Interaction, i.e. reciprocity in market access, not only virtual, but face to face. Think this is realy a social funtion of contracts and business.

foto courtesy: https://www.google.com.br/search?q=foto+torre+de+babel&rlz=1C2CHZL_pt-BRBR705BR705&dcr=0&tbm=isch&source=iu&ictx=1&fir=l9aCfQFI_wPq4M%253A%252CadGQXXOZo6sovM%252C_&usg=__PUAzVDQahA4iQ_ZrquNB0PKoy0A%3D&sa=X&ved=0ahUKEwjA9PbOtqjZAhVJIZAKHZr0CTYQ9QEIODAH#imgdii=3ktfjFAGCQrZyM:&imgrc=JS8PkkOJelMSZM:

Author details:

Paulo Oliveira S.Silvano

lawyer - Consultant

Extension in maritime law (shipping, oil & gas, loss and averages, etc.)

"Expertise" in ports - having worked for 10 years in VALE ports.

Maritime repairs and Agency.

email: paulosilvano.juridico@gmail.com

Linkedin: BR.linkedin.com/in/paulosilvano

http://paulosilvano.blogspot.com.br

LOADING OF SOYABEAN CROP 2017/2018

                                     photo courtesy: google photos



The Brazilian grain harvest regarding to crop 2017/2018 has begun. The Expectancy is to hit a sum of 223, millions of tons, with emphasis on soyabean seeds, predictions to reach 112,3 millions of tons. Our law office is focused in this market.

Soyabean shipment is a complex operation services and has its own procedures, as from the data entry of export documents in Siscomex system(Customs), cargoes storage and conveying to the vessels holds must be checked by technicians, surveyors and the assesment of others skilled stakeholders.

Most of complaints usualy are stemmed from soyabeans loading into vessel´s holds. And are related to the cargo temperature and moisture during and after loading. P&I clubs are recommending the cargo temperature during the loading operations around 25 and 30º C with and average moisture contente 11.5 or less in order to avoid cargo damage (self-heating, caking ) and future claims by the importerers. As per displayed in site:  http://www.nepia.com/media/435711/LP-Briefing-Soya-Beans-Cargo-Damage-Claims-June-2016.PDF

They are also instructing their members to verify the “quality certificates”which state the cargoes specifities and to collect, if posible, some samples of soyabean, in spite of the bill of lading stress the remarks” received on board in apparent good order and conditions”. They are trying to avoid any quarrel by the consignees in the destination ports.

China is the main importer of Brazilian soyabean and the disputes related to cargoes damages has increased in Chinese courts. Bearing in mind that transit time Brazil to Chinese ports is around 40 days. Carriers must take all security procedures on loading and during the long Voyage to Chinese ports.

Our office are in line with this Market turnover. For any enquiry or advise, please do not hesitate in contact us.

Paulosilvano.juridico@gmail.com

Author full details:

Paulo S.Silvano Oliveira

Advogado / Lawyer (maritime expertise) 

Extensão em Direito marítimo (transporte marítimo, oil & gás, avarias, etc)

“Expertise” em portos – tendo atuado por 10 anos em portos da VALE.

Consultoria em Empresas de Comércio Exterior, Armadores e Afretadores, Empresas de reparos navais, etc.

e-mail: paulosilvano.juridico@gmail.com

Linkedin: BR.linkedin.com/in/paulosilvano

http://paulosilvano.blogspot.com.br

www.abreujuris.com.br

AMUSING BUSINESS DINNER

AMUSING BUSINESS DINNER

Last week I was pleased to meet again and  have a dinner with my former partner and his family. Among several discussions he recalled the second and last travel we made to Greece and Italy to canvass new business contracts with ship owners and managers.

At that time we found a brazilian colleague in a coffee bar in Piraeus a beautifull and pleasant city, less crowded that Athens city. whence, we have had an opportunity to meet a vessel´s superintendente acccompanied by the brazilian guy, which, in turn unveiled to us an urgente demand by one of the vessels managed by his company with several technical pending issues by the port state control(PSC) in Brazil.

Most part of these pendencies, should be solved out before the ship leaves the Brazilian ports and cleared by the vessels class society. So, next day morning we went to the companys office. How surprise were for the luxury and refinement of the company, located at Glyfada, Athens.

After we talked about services procedures and others technical threads, helped by our technicians team in Brazil, we have conclude the deal with uptake and satisfatory results  for both side. So, the vessel´s superintendent flew to Brazil to oversee the services. Of course we had luck, but along with an skilled and technical team that supported us.

Another important meeting was recalled, it held in Marina di Carrara, Italy. There, we deal an important services contract with a shipowner, whose vessel was in regular services line, calling  three brazilian ports and three foreign ports. The contract refered to the replacement of trackway bar alongside vessel´s holds.

We faced many hindrances with this servces, diffrent from planned. the services  only could be carried out when vessel was berthed and sometimes stevedores did no permit the accomplishing of the services because the welding sparks that fallen  into vessel´s hold. As a result the jobs should only be run when there was no loading or discharge operations happening.

Unfortunately, we have had no time enought to conclude the whole Job. Once that vessel was delivered in time chater for another Charterers and they have changed her route to others ports abroad. Therefore, the learnship and expertise acquired was superb in  risk management.

Afterr all, I decided to quit my partnership in the ships repairs company to dedicate myself body and soul to my other passion, the advocacy. But... I still have a broker ships repairs office, where I can develop my old passion, smoothly.

In summary, today we have an amazing technology support as AI, Big Data, robotics, IoT and others importante devices. The Linkedin platform is an excelente tool to find new opportunites, enhance networks, looking for a job, changing  job, undertake a new business, whatever be.

However,do not forget one important tip: the personal visit, a handshake, eye to eye is still a big difference when closing a new contract.

Cheers for all

By Paulo Silvano

paulosilvano.juridico@gmail.com

UMA MOEDA PARA O BARQUEIRO - II

UMA MOEDA PARA O BARQUEIRO - II

Partindo de aparente cognição ao pensamento da geração “Z” percebe-se que a ênfase é a polarização. Se por um lado sobra entusiasmo para mudar o mundo, por outro, sobeja o pessimismo e o desapontamento.

Os encantos do mundo digital, assistidos pela tecnologia da informação com todas as suas ferramentas de inovação, tem produzidos nesta geração uma espécie de religião virtual. Onde não há espaço e tempo impondo limites. Todos buscam a verdade para cada um, correm juntos, mas os interesses são difusos, produzindo uma sensação de realidade líquida, disforme, conforme palavras do sociólogo, polonês Zygmunt Bauman em seu livro “modernidade Líquida”.

Se comparamos os ensinamentos de Aristóteles, temos que; os indivíduos eram educados nos melhores princípios éticos e morais, além do conhecimento científico, para serem bons e qualificados cidadãos, capazes de praticar belas ações. Estas ações, com o tempo, reverteriam em favor da coletividade. Portanto, quanto mais os indivíduos se destacavam, mais a comunidade partilhava de tais atividades resultantes.

A grosso modo, citamos como exemplo os executivos de wall street, não pretendemos arrazoar aqui se são lobos ou cordeiros. Fato é que se dedicam de corpo e alma a trabalharem e fazerem fortunas. Mais tarde, na aposentadoria se destinam a filantropia ou a política. Pois grande parte da equipe econômica do presidente Trump e também dos anteriores, são oriundas de grandes conglomerados financeiros, como JP Morgan Chase, Goldman  Sachs, Morgan Stanley e outros.

Em resumo,  será que o pragmatismo desta geração no intuito de criar uma disrupção com alguns princípios já conquistados pela sociedade ao longo do tempo, que certamente carecem de um “upgrade”, é verdade, mas que não devem ser suplantados, não estaríamos diante de um apelo ao que podemos chamar, niilismo virtual, negando o já estabelecido?

Se assim o for, esforcemo-nos para que tudo dê certo, pois é uma travessia insólita rumo a um mundo novo e desconhecido.  Na mitologia grega, o responsável por realizar esta travessia era Caronte ( o barqueiro)[i]. Nesta era de pós modernidade, quem será o responsável por esta travessia, e você já separou a sua moeda??

sobre o autor:

Paulo S.Silvano Oliveira

Advogado / Consultor

Extensão em Direito marítimo (transporte marítimo, oil & gás, avarias, etc)

“Expertise” em portos – tendo atuado por 10 anos em portos da VALE.

Empresas de reparos navais e Agencias marítimas.

e-mail: paulosilvano.juridico@gmail.com

Linkedin: BR.linkedin.com/in/paulosilvano

Blog: http://paulosilvano.blogspot.com.br

WWW.abreujuris.com

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[i] Na mitologia grega, Caronte (em grego: Χάρων, transl.: Chárōn) é o barqueiro do Hades, que carrega as almas dos recém-mortos sobre as águas do rio Estige e Aqueronte, que dividiam o mundo dos vivos do mundo dos mortos. Uma moeda para pagá-lo pelo trajeto

Rockefellers x Exxon

This is realy a Titãs clash there are several underlying interest playing a big role in this business. The climate change policy is only a detail lay down on this chessboard, its something like the oyster amid the  Strong waves against the cliffs. This kind of litigation will take a long time and there will be no losers, except... the less fortunates stakeholders... read more at

http://nymag.com/daily/intelligencer/2018/01/the-rockefellers-vs-exxon.html

ELOGIO DA LOUCURA

ELOGIO DA LOUCURA

Aproveitando o feriado, “nestas noites quentes de verão”, parafraseando o poeta Cazuza, curtindo as comemorações natalinas, passei a examinar a estante em busca de algum livro para ler e passar o tempo. Eis que ao lançar os olhos um pouco mais acima, deparei-me com a excelente obra literária do magnifico escritor e humanista Erasmo de Roterdã, intitulada:  ELOGIO DA LOUCURA.[i]

Trata-se de uma grande sátira e crítica mordaz à sociedade Europeia, aos potentados da época e a Igreja ocidental em suas mazelas na busca pelo poder no século XV e XVI.  A comparação com a sociedade, igreja e classe política de nossos tempos é inevitável, alterando somente o cenário em que os atos dos personagens sobrevêm. Principalmente em ano de eleição que nos espera em 2018

Mas... deixemos de lado os encômios e passemos a leitura de um dos excertos do livro, encontrado à página 7. Faculto aos leitores as comparações, pertinentes.

...Nascida no meio de tantas delícias, não saudei a luz com o pranto, como quase todos os homens: mal fui parida, comecei a rir gostosamente na cara de minha mãe. Não invejo, pois, ao supremo Júpiter, o ter sido amamentado pela cabra Amaltéia, pois que duas graciosíssimas ninfas me deram de mamar: Mete (22), filha de Baco, e Apedia (23), filha de Pã. Ainda podeis vê-las, aqui, no consórcio das outras minhas sequazes e companheiras. Se, por Júpiter, também quereis saber os seus nomes, eu vo-lo direi, mas somente em grego.

Estais vendo esta, de olhar altivo? É Filavtia, isto é, o amor-próprio. E esta, de olhos risonhos, que aplaude batendo palmas? É Kolaxia, isto é, a adulação. E, a outra, de pálpebras cerradas parecendo dormir? É Lethes, isto é, o esquecimento. E aquela, que se acha apoiada nos cotovelos, com as mãos cruzadas? É Misoponia, isto é, o horror à fadiga. E esta, que tem a cabeça engrinaldada de rosas, exalando essências e perfumes? É Idonis, isto é, a volúpia. E a outra, que está revirando os olhos lúbricos e incertos e parece dominada por convulsões? É Ania, isto é, a irreflexão. Finalmente, aquela, de pele alabastrina, gorducha e bem nutrida, é Trofís, isto é, a delícia. Entre essas ninfas, podeis distinguir ainda dois deuses: um é Komo, isto é, o riso e o prazer da mesa; o outro é Nigreton hypnon, isto é, o sono profundo.

Acompanhada, pois, e servida fielmente por esse séquito de criados, estendo o meu domínio sobre todas as coisas, e até os monarcas mais absolutos estão submetidos ao meu império. Já conheceis, portanto, o meu nascimento, a minha educação e a minha corte. Agora, para que ninguém julgue não haver razão para eu usurpar o nome de deusa, quero demonstrar-vos quanto sou útil aos deuses e aos homens e até onde chega o meu divino poder, desde que me presteis ouvidos com bastante atenção...

Caso pretendam continuar a leitura, o que recomendo, acessem o sitio abaixo.

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[i] Elogio da Loucura (Encomium Moriae) Erasmo de Rotterdam (1466 — 1536) Tradução base Paulo M. Oliveira Versão para eBook eBooksBrasil.com

Fonte: http://www.cairu.br/biblioteca/arquivos/Filosofia/Elogio_Loucura_Hume.pdf

Elogio da Loucura - Erasmo de Rotterdam file:///C|/site/livros_gratis/elogio_loucura.htm (7 of 78) [18/1/2003 15:48:25]

FIRE REACHES WAREHOUSE

photo source

 Regarding to the fire occured  last thursday 17th, in the Logistic warehouse,  nearby Capuaba Ports,  Vila Velha city, call to mind the liabilites involved in this kind of sinister. the insurancy companies policies shall be applied to each party concerned and the cargoes damaged thereof.

For sure, several claims will arise of this misfortune. The insurance companies Will be demanded by the stakeholders to settle the amount more fast and will be subrogated in the proper insured rights to regress against who gave cause to the damages. according to Brazilian law in force, civil code 2015 –

art.    757. “Under the insurance contract, the insurer undertakes, upon payment of the premium, to guarantee the legitimate interest of the insured person or thing, against predetermined risks”.

Usually, the proper insurance policy provide a clause enabling the underwriters acting on behalf of the insured. The underwriters can subrogate on behalf of the insured on the events of claims or loss. The underwriters will assume all liabilities and payment of the claimants, thereof.

They shall be entitled to acting on behalf of the insured and recover against  those who gave cause to the damages, according to Brazilian civil Law stated herewith. The goods stored in port areas, dischard from vessels coming from abroad, mainly for  imported purposes, awaiting the usual Customs clearance procedures for removal to the bonded warehouses.

Whilst it dos not occur, cargoes shall be shifted/ handled by ports operator  inside the port yard, the international carrier insurance will cover the cargo only upto  discharge of goods at the destination port( as per INCOTERMS/FOB).

Henceforth, the warehouse trustee Will assume all responsabilites on the cargoes in their custody up to be delivered to the consignee or importer stressed in the Bill of lading(B/L).This is the most appropriate way and indicated, as exporters and importers need a safe spot, with quick response.

Import goods in the FOB condition used to guarantee insurance cover of the goods up to the destination ports, Once the goods are discharged and delivery to the port warehouse trustee, the risk and liabilities shall be assumed by the port trustee. In order to avoid risk  damages on inland transport and bonded warehouse is advisable to the importer to hire a cargo insurance.

Importerers whose insurance were hired in Brazil, are guaranteed while the goods are in the port area, for the period stated in the policy. Importers who trade on CIF base, will have to check the policy given by the exporter abroad, where the coverage ends, invariably with the loading port or unloading at the port or airport of destination, depending on the contract terms.

 Anyhow on hiring a cargo insurance, entails certain risks, and as insured, you may find yourself exposed to certain legal and contractual liabilities. That means that the last thing you want is to be inadequately insured. Do not underestimated  the risks.

For any queries or doubts, please contact  our office. Will be delight to attend your enquiry. 

Paulo Silvano - advocacy & consultancy

 Paulosilvano.juridico@gmail.com 

55 27 3208 6440 / 99664 8310 /  98886 2970

Vila Velha/ES, Brasil 

http://www.abreujuris.com

blog: https://paulosilvano.blogspot.com.br/

paul-silvano.strikingly.com

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to read more about this tragic events pls see:

https://g1.globo.com/es/espirito-santo/noticia/incendio-atinge-empresa-de-vila-velha-e-fumaca-e-vista-por-varios-pontos-da-capital.ghtml

photo source: :https://g1.globo.com/es/espirito-santo/noticia/incendio-atinge-empresa-de-vila-velha-e-fumaca-e-vista-por-varios-pontos-da-capital.ghtml