Table 3 Summary of themes generated from... | Emerald Publishing

Table 3

Summary of themes generated from respondents

Respondents and questions	Q1: How do you market your services or product to your client?	Q2: How do you attract your client to your organization?	Q3: Do you think existing marketing strategies at your organization are effective?	Q4: What are the major challenges faced by your organization while promoting your services to clients?	Q5: What is the improvement plan for marketing strategies in your organization?
Johor Port (FIP 1)	• Event marketing • Customer relation management	• Customized pricing based on demand and services efficiency	• Yes • Increase in profit and annual cargo handling	• Competitors • Trade war • Increase in fuel price • Changes in government policies	• Maintain customer relationship • Promotions
Sabah Port (FIP 2)	• Event marketing	• Customized pricing • Provide enough facilities and equipment	• Moderate • Lack of port efficiency	• Lack of port efficiency • Financial constrains	• Maintain customer relationship • Promotional
Penang Port (FIP 3)	• Matured port	• Strategy location	• Yes	• Competitors	• Customized pricing
	• 4Ps approaches		• Increase in profit	• Trade war	• Port tourism
	• Various nature of business		• Direct marketing	• Shallow water depth	• Educate staff
North Port (FIP 4)	• Event marketing • Monthly meeting with the client	• Customized pricing	• Yes • Increase in profit • Continues support from business partners	• Geography location • Competitors • Unstable freight rate	• Maintain customer relationship
Kuantan Port (FIP 5)	• Matured port • Event marketing	• Customized pricing – cheap tariff • Feeder port services	• Moderate • Improve in bulk demand	• Language barrier • Lack of financial resources • Different business practice	• Promotional • Maintain customer relationship
Bintulu Port (FIP 6)	• Better turnaround time • Event marketing • Quality service	• Strategy location • Second largest port	• Yes • Increase in profit • Have own support base warehouse	• Low workforce • Financial constrains • Last-minute planning	• Maintain customer relationship • Port expansion
Lumut Port (FIP 7)	• Event marketing	• Door to door service	• Yes	• Economic situation	• Customized pricing
Lumut Port (FIP 7)	• Customer relation management	• Handling documents • Customized pricing	• Increase in profit • Increase in throughput	• Increase in fuel and freight rate	• Maintain customer relationship
PTP (FIP 8)	• Huge capacity to accommodate container transaction • Customer relation management	• Strategy location	• Yes • Increase in profit • Business expansion	• Competitors	• Maintain customer relationship • Educate staff
Kemaman Port (FIP 9)	• Event marketing • Customer relation management	• Regular follow up with customers	• Yes • Increase in profit	• Lack of financial resources	• Educate staff • Outsourcing • Maintain customer relationship
Ipoh Cargo Terminal (FIP 10)	• Event marketing • Customer relation management	• Providing total logistic solutions	• Yes • Connection to rail service	• Competitor • Insufficient rail track	• Promote media • Meeting authority for better inland logistics

Respondents and questions	Q1: How do you market your services or product to your client?	Q2: How do you attract your client to your organization?	Q3: Do you think existing marketing strategies at your organization are effective?	Q4: What are the major challenges faced by your organization while promoting your services to clients?	Q5: What is the improvement plan for marketing strategies in your organization?
Johor Port (FIP 1)	• Event marketing • Customer relation management	• Customized pricing based on demand and services efficiency	• Yes • Increase in profit and annual cargo handling	• Competitors • Trade war • Increase in fuel price • Changes in government policies	• Maintain customer relationship • Promotions
Sabah Port (FIP 2)	• Event marketing	• Customized pricing • Provide enough facilities and equipment	• Moderate • Lack of port efficiency	• Lack of port efficiency • Financial constrains	• Maintain customer relationship • Promotional
Penang Port (FIP 3)	• Matured port	• Strategy location	• Yes	• Competitors	• Customized pricing
	• 4Ps approaches		• Increase in profit	• Trade war	• Port tourism
	• Various nature of business		• Direct marketing	• Shallow water depth	• Educate staff
North Port (FIP 4)	• Event marketing • Monthly meeting with the client	• Customized pricing	• Yes • Increase in profit • Continues support from business partners	• Geography location • Competitors • Unstable freight rate	• Maintain customer relationship
Kuantan Port (FIP 5)	• Matured port • Event marketing	• Customized pricing – cheap tariff • Feeder port services	• Moderate • Improve in bulk demand	• Language barrier • Lack of financial resources • Different business practice	• Promotional • Maintain customer relationship
Bintulu Port (FIP 6)	• Better turnaround time • Event marketing • Quality service	• Strategy location • Second largest port	• Yes • Increase in profit • Have own support base warehouse	• Low workforce • Financial constrains • Last-minute planning	• Maintain customer relationship • Port expansion
Lumut Port (FIP 7)	• Event marketing	• Door to door service	• Yes	• Economic situation	• Customized pricing
Lumut Port (FIP 7)	• Customer relation management	• Handling documents • Customized pricing	• Increase in profit • Increase in throughput	• Increase in fuel and freight rate	• Maintain customer relationship
PTP (FIP 8)	• Huge capacity to accommodate container transaction • Customer relation management	• Strategy location	• Yes • Increase in profit • Business expansion	• Competitors	• Maintain customer relationship • Educate staff
Kemaman Port (FIP 9)	• Event marketing • Customer relation management	• Regular follow up with customers	• Yes • Increase in profit	• Lack of financial resources	• Educate staff • Outsourcing • Maintain customer relationship
Ipoh Cargo Terminal (FIP 10)	• Event marketing • Customer relation management	• Providing total logistic solutions	• Yes • Connection to rail service	• Competitor • Insufficient rail track	• Promote media • Meeting authority for better inland logistics