Stability beats spot rates: why DEIF chose a long-term partnership

Case

Stable logistics is not just about price - it is about people, transparency and operations that work from day one. In a conversation with DEIF's Senior Category Manager, we share insights from ten years of collaboration and what has made it work in practice.

Thomas Ryberg Pedersen (DEIF) with Kasper B. Olesen (Blue Water). A partnership built on dialogue, trust and joint problem‑solving.

When companies choose a transport and logistics provider, the conversation often centres on price, capacity and lead times. In practice, though, the real business value frequently emerges over time – through collaboration, relationships and a shared understanding of each other’s operations.

To mark ten years of collaboration between the technology company DEIF and Blue Water, we revisited the journey in conversation with Thomas Ryberg Pedersen. Not as a conventional anniversary celebration, but as a reflection on what makes a supplier partnership last – even when day-to-day operations are complex and expectations are high.

For DEIF, transport is not a side function – it is integral to the business. Products are shipped every day to customers and subsidiaries around the world, and reliable logistics underpin both smooth operations and customer promises.

As Thomas Ryberg Pedersen puts it:
“You can run all the analyses and KPIs you like, but if the collaboration between people doesn’t work, it won’t hold up in practice.”

About Thomas Ryberg Pedersen

Senior Category Manager, Procurement, DEIF A/S

Thomas has worked at DEIF for 15 years and was involved in establishing the agreement with Blue Water. Today he focuses on strategic procurement and developing long-term supplier partnerships within transport and logistics.

When changing supplier cannot go wrong

For transport-intensive businesses, switching provider is rarely a simple choice. Operations, systems and day-to-day processes have to work from day one – otherwise the impact is quickly felt across the organisation.

That is why DEIF took time to decide on a new logistics partner - not because alternatives were lacking, but because the risk of change was real. System integration, operational stability and trust all had to be in place before moving forward.

“A supplier change cannot fail. Transport has to work from day one.”
Thomas Ryberg Pedersen, DEIF

Partnership in practice: relationships, clarity and transparency

A consistent theme throughout the collaboration is the importance of relationships – not as a ‘soft’ value, but as a very practical prerequisite for efficient, reliable operations.

A strong partnership needs room for both trust and professionalism. It also means being able to have the difficult conversations when something isn’t working, without damaging the relationship.

“A good collaboration should allow you to pick up the phone and say when something isn’t working – politely, but clearly.”
Thomas Ryberg Pedersen, DEIF

The partnership

Blue Water manages courier, air, sea and road transport for DEIF.
The collaboration is supported by API integration between DEIF’s and Blue Water’s systems.

Mistakes happen – it’s how you deal with them that matters

In a complex logistics world, issues are inevitable. The key is not perfection, but how problems are handled when they arise.

Rather than keeping score or placing blame on one side, it comes down to openness, explanation and a shared commitment to put things right and prevent a repeat.

“Mistakes happen. What matters is being honest about it, dealing with it properly and moving on.”
Thomas Ryberg Pedersen, DEIF

Value over time: price, development and the next chapter

For some businesses, it makes sense to buy transport shipment by shipment – especially if volumes are low, requirements are unpredictable or deliveries are not critical to day-to-day operations. In those cases, a spot rate can be a sensible choice.

But when transport is part of the business’s daily engine – and when systems, service levels and the handling of exceptions really matter – the question often shifts: what does it cost when things don’t run smoothly? A long-term partnership can create value because it invests in stability, transparency and a shared approach to solving problems.

Price will always play a part in procurement decisions. Yet DEIF’s experience with Blue Water is that the greatest value often lies in stability, dialogue and a partnership that can evolve over time.

“We believe in long-term partnerships – not change for change’s sake, but development over time.”
Thomas Ryberg Pedersen, DEIF

The biggest value rarely comes from the short-term choice, but from the collaboration that can carry the business forward year after year.

“Together we create solutions.”
Blue Water Shipping

About DEIF A/S

  • Danish, family-owned technology company headquartered in Skive.
  • Founded in 1933.
  • Develops control and management systems for energy solutions, including marine applications and decentralised power generation.
  • 650+ employees and a global presence with local sales offices worldwide.
Visit DEIF

Got any questions?

Let us find a solution that works for you. 

Your enquiry will be sent directly to one of our experts, ensuring you a fast response.

Show more