ESCP Europe Alumni Magazine - n°153 - Mars/Avril 2014 - 23

FoCus

By Jean-Bernard RAOUST (73)

A job of passion
Barry Rogliano Salles (BRS) is an independent broker in the international market. Shipbroker means a well-known and respected
profession in Anglo-Saxon and Scandinavian countries but a totally
unknown job in France. A further reason for Jean-Bernard RAOUST,
the Chairman, to be proud of the achievement of the group.
BRS was founded in 1856 in Marseilles and
157 years later ranks amongst the 5 top international shipbroking companies worldwide. BRS
was a family owned company until a management
buy-out by senior brokers in 1988. Today it is
owned by some forty associates, who are all working partners, guaranteeing its independence.
In its role as a broker, BRS acts on behalf of its
clients and, in their name, negotiates any commercial shipping transaction and associated contracts:
newbuilding contracts, second-hand sale and purchase transactions, charter-parties or contracts of
affreightment over varying time spans, and for all
types of ships and floating vessels. Above assistance throughout the contracting process, BRS
offers a wide variety of services: market research
and studies, specific analyses and market recommendations, ship valuations, ship registrations,
studies of fleet structures, feasibility studies.
Structure and organisation
The BRS group has 210 employees in the brokerage business and 186 in diversified activities,
all linked with shipping. Employees originate
from 28 countries and are located half in France,
half in overseas offices. Brokers are divided into
the following 8 departments: Newbuilding, Sale
and Purchase, Offshore, Dry Bulk, Liner, Tanker,
Chemical, Gas (LPG and LNG). The various
departments and foreign offices are in constant
internal communication and are therefore able to
advise, with the help of the research and information department, clients on a range of strategies,
from newbuilding to purchasing a second-hand
vessel, or chartering. The group will generate in
2013 a consolidated turnover over 65 Mi.
Overseas offices
In areas of the world where a local presence is
of strategic importance BRS has opened offices,

employing local expertise in specific markets
working in close conjunction with the main office
in Paris: China (Shanghai and Beijing), Germany
(Hamburg), Greece (Athens), India (Mumbai),
Luxembourg,
Spain
(Madrid),
Singapore,
Switzerland (Geneva), U.A.E. (Dubai) and the UK
(London).
Research Information and internet interface
BRS carries out detailed studies for its clients
and publishes on a weekly, monthly and annual
basis analyses of specific markets which are sent
to a wide range of shipping professionals. Some
of these analyses are opened to the general public on our website. Consulting activities are also
offered through its subsidiary MLTC (Maritime
Logistics and Trade Consulting). In an effort to
meet market demands, BRS has taken some innovative steps to develop a global provider of online
shipping software solutions and databases to the
shipping community, namely AXS Marine. BRS
has also developed a unique specialised database in the container sector, known as Alphaliner
which offers a comprehensive detailed study of
the containerised shipping market (ships, owners,
services, latest news, etc.).
Other shipping activities
BRS is also present in the fields of marine insurance, through its specialised subsidiary CapMarine which offers insurance coverage for all
aspects of shipping, and in yacht broking through
Yachting Partners International (YPI) established
in Monaco.
Shipbroking, a truly international career at the
crossroads of world trade, a job of passion and
thrills involving the negotiation of deals worth
tens of millions dollars, a demanding job but so
exciting that more than 30 years later I am still
part of the group.
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ESCP Europe Magazine N° 153 - Mars/Avril 2014

ESCP Europe Alumni Magazine - n°153 - Mars/Avril 2014

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