Dmytro Kazanin spoke about integrated logistics at the BLACK SEA GRAIN.KYIV conference

The 23rd International Conference “BLACK SEA GRAIN.KYIV-2025”, held at the end of April, brought together top representatives from the logistics sector and related industries. Dmytro Kazanyn, Director and owner of TEUS, participated in the panel discussion “Export Storm: Navigating Markets, Margins, and Competition in Grains and Oilseeds.” He shared insights into the factors behind the company’s market success and rapid growth, while also addressing broader trends and challenges in the rail transport market.

Comprehensive Logistics and Benefits of a Fixed Rate

The company’s strategy focuses on providing comprehensive logistics solutions for importers and exporters. For instance, consolidating cargo flows and loading wagons using its own facilities allows TEUS to save on elevator costs.

TEUS operates its own wagon fleet and transshipment facilities. Additionally, the company can charter vessels and ensure delivery to the end buyer. This approach enables TEUS to offer comprehensive logistics with a competitive fixed rate, which is crucial for traders and partners. This ensures clients a guaranteed fixed margin, making the logistics process predictable and cost-controlled. Dmytro noted that such results are achieved because TEUS assumes financial risks in case of unforeseen issues.

Expansion of Business Directions

Dmytro highlighted the expansion of business directions as a key factor in the company’s development. While TEUS initially focused solely on rail transport, it has since diversified into road transport, containers, transshipment, chartering, proprietary trading, and brokerage activities. The company has also entered the import sector, particularly fertilizers. TEUS not only ships fertilizers by sea but also collects them directly from producers, such as factories in Kazakhstan, delivering them via complex routes through the Caspian Sea. For partners, this collaboration is advantageous as they can access a full range of logistics services “turnkey” through a single contractor.

Spain and Niche Crops

Dmytro also discussed the trading direction, which currently accounts for 15% of the company’s turnover. TEUS is exploring markets like Spain, focusing on handysize shipments, which are ideal for niche crops and allow loading into separate holds.

He added that, amid constantly changing circumstances, the company does not wait for stability but adapts to the current context. This adaptability is one of the key drivers of its success and profitability.

Issue of Excess Grain Wagon Fleet

Addressing transport market trends, Dmytro pointed out challenges in interacting with Ukrzaliznytsia, particularly related to an oversupply of wagons. Effective fleet management is becoming critical, as most wagons are owned by private operators.

In terms of competition, 94-cubic-meter wagons are less competitive compared to newer 166- and 120-cubic-meter wagons, which are better suited for transporting meal, seeds, corn, and other cargoes. Older wagons are becoming less efficient, and businesses are increasingly reluctant to use them. If this trend continues, a wagon shortage could emerge in a few years.

Currently, wagon usage rates are declining, and there is a surplus. However, if the situation persists, it could lead to a shortage of rolling stock within three to four years. Dmytro emphasized that, at current price trends, new wagons are unlikely to be built, while older ones will gradually be decommissioned. Understanding these potential trends, proactive measures are needed to prevent future shortages.

Tags: logistics, TEUS, BLACK SEA GRAIN.KYIV - 2025, corn, grain, oilseeds