Follow us on Twitter!
Blog Header Logo
DG&A's Transportation Consulting Blog
Subscribe to this list via RSS Blog posts tagged in Transportation service

As the year 2013 winds down, it is time to reflect on the major transportation trends of the past year.  While I saw and read about a wide range of developments, these are the ones that resonated most with me.

1.Technology Comes to Freight Transportation

Last year I predicted that we would see a flurry of new technologies come to freight transportation.  They did and I wrote about some of these new companies on several occasions during the year.  Technology was successfully applied to the freight brokerage business, freight portals, LTL density calculations and to other segments of the industry.  Buytruckload.com, PostBidShip, Freightopolis, QuoteMyTruckload,  and Freightsnap were featured in various blogs during the year.  They are changing the way business is done in freight transportation.  Watch for more of these companies to surface in 2014.

2013 has been called the Year of the Network by numerous supply chain and transportation industry thought leaders.  Companies that built a successful supply chain trading partner network focused on three elements:

Connectivity— unite disparate systems and trading partners

...
Hits: 11927
0
Continue reading 0 Comments

At the end of each year, I like to take stock of the major freight transportation stories of the past twelve months and look ahead to the trends that will drive the industry in the coming year.  The two blogs that I write are prepared from my perspective as a consultant to shippers and carriers.

This year I would like to hear from you.  Those of you who follow this blog observe trends in your segment of the industry.  Please take a minute to share them with me.  Please post them on this blog or send a private e mail to dan@dantranscon.com

Please feel free to select any major trend or trends that are having or will have a major impact on our industry, whether regulatory, economic, technological, demographic, consumer behavior, environmental, modal shifts or business strategy.

To broaden the range of inputs and perspectives, I will also post this request on Facebook, LinkedIn and Twitter.  In the coming weeks I will be preparing my two lists.  The lists will include a blend of my observations and yours.  Look for these two blogs in mid-December.  Thank you to those of you who take the time to share your observations with me.

 

...
Hits: 22790
0
Continue reading 0 Comments

For the past week I have been reading with great interest the postings on the LinkedIn Sales Management Group.  As of the date of this blog posting, there have been over 40 responses to the question, “What advice would you give a new salesperson”?  The tips offered were so good that I thought I would share a “reader’s digest” version with the followers of this blog. 

As I read these suggestions on a daily basis, I see two sets of users for these tips.  First, new sales reps should study this list and make sure they take action on every item.  Second, sales managers should take this checklist and cross reference it with their current (and future reps) to ensure they maintain a winning team.  Here are my 21 favourite tips for the new rep.

  1. Achieve mastery of the services that you sell.
  2. Achieve mastery in sales skills.
  3. Seek out the top performers on your sales team and learn from them as to how they dress, their work ethic and their communication skills.
  4. Understand how your services compare with those of your competitors.  
  5. Be a great listener so you understand the needs of your prospects.  There is a good reason why we have two ears and one mouth.  Focus on understanding the needs of your customers so you can solve their problems. 
  6. Get to know your prospects before you turn them into customers.
  7. People buy from people, specifically people they like and trust.
  8. Prospect, prospect, prospect.
  9. Learn as much as possible about your customers.  The more due diligence you do up front, the easier it will be to close the sale at the end.
  10. Be persistent and consistent.  Success comes from a strong work ethic.
  11. Be passionate about your company and its services.
  12. Try to sell solutions rather than products or services.  Learn your company’s value proposition and where it fits best.  Sell the value of your solution, not price.
  13. Learn early on to distinguish buyers from non-buyers (i.e. lack of mutual fit/interest/resources, etc.).  This will go a long way towards increasing your income and your employer’s income while reducing customer acquisition costs.
  14. View yourself as a profit centre.  To be successful, time management is critical.  Spend your time, energy and resources on the most viable opportunities in your sales pipeline.
  15. Be ethical in all of your business.  Remember, you are selling your (and your company’s) credibility and integrity.  If you lose your integrity, you have nothing to sell.
  16. Invest in yourself.  Continually upgrade your product and business knowledge and your sales skills.
  17. At the end of the day, when all of the other sales reps have left the office, make one more call to a new prospect.
  18. Acquire a CRM tool and use it faithfully every day.
  19. If you are having difficulty in one or more areas of your sales pipeline, this is telling you that you have a weakness in specific areas (e.g. prospecting, obtaining appointments, asking for the sale). Take action to turn these weaknesses into strengths.
  20. While the sales job can seem very lonely at times, don’t forget sales is a team sport.  Work closely with your manager and the rest of your team (e.g. drivers, dispatchers) to achieve your goals.
  21. Always ask for the sale.  If you don’t ask, you may not get. 

I am sure there are many more tips that can be added to the list.  What advice would you give to new freight transportation sales rep?  I would love to hear from you.

 

This year’s Surface Transportation Summit will take place on October 16, 2013 at the Mississauga Convention Centre.   Please block out this date in your calendar.  We have some great speakers lined up for this year’s event.

Hits: 43547
0
1 Comment

For Carriers, it is all about Service and Solutions

Posted by on in General

Last Thursday night, I had the distinct pleasure of participating in a Shipper-Carrier Roundtable along with a number of old friends and colleagues.  The event was organized by CITT, sponsored by Shaw Tracking and moderated by Lou Smyrlis, editorial director of Business Information Group, publishers of Canadian Transportation & Logistics and MotorTruck Fleet Executive.

As I was driving home, I tried to reflect on some of the most important messages I heard from my fellow panelists that night.  There were two that stood out.

First there was a comment from Doug Munro, president of Maritime-Ontario Freightways, about the importance of delivering good service.  While this may seem so obvious that it is not worth mentioning, it was the passion with which Doug delivered this message that stood out for me.  Doug made reference to the airline industry and noted that there is no acceptable norm other than 100% arrival of its planes.  Nothing less can be tolerated.  While it is fine for a surface transportation freight carrier to report a 98 or 99% on time service ratio, these statistics acknowledge that the company is failing 1 or 2 times out of every hundred deliveries.

Doug mentioned that one of the keys to his company’s success is to provide excellent service.  He highlighted that Maritime-Ontario Freightways is able to gain market share either through the service failures of his competitors or poorly executed acquisitions. He emphasized how he and his management team which he highlighted was the best he ever had, were all focused on instilling this message in their employees.

This message repeats itself in almost every shipper project that my company gets involved in.  During a carrier procurement exercise, shippers focus as much on service as they do on price.  A carrier that submits competitive pricing, but has not been able deliver consistent service will often find itself replaced during a freight RFP process.

...
Hits: 12453
0
Continue reading 0 Comments

Most Recent Posts

Search


Tag Cloud

Canadian freight market Canada-U.S. trade agreement YRC tanker cars Business Strategy freight agreements CSA scores Freight contracts coaching Driving for Profit mentoring freight forwarders Retail Horizontal Supply Chain Collaboration broker bonds marketing 2015 Economic Forecast Sales Training BNSF Amazon Transportation US Housing Market US Manufacturing selling trucking companies FCA Bobby Harris Crisis management Otto Transplace Distribution Hudsons Bay Company NAFTA Conway trucking company acquisitions Loblaw Canada U.S. trade freight costs JB Hunt Canadian truckers Freight Matching rail safety Truckload LCV's Business Transformation Strategy freight payment MBA pipelines Whole Foods IANA Derek Singleton Entrepreneur Infrastructure Trucking Transportation service 3PL New York Times driver Freight Recession Carriers RFP Inbound Transportation KCS driver shortages Facebook dynamic pricing Blogging 3PLTL ProMiles Software Advice shipper-carrier collaboration Map-21 buying trucking companies Dan Goodwill Donald Trump Leadership dimensional pricing EBOR CRM Training hiring process transportation newspaper Search engine optimization Toronto Cleveland Cavaliers CSA Social Media in Transportation customer engagement Railway Association of Canada Ferromex Transportation Buying Trends Survey Sales Management shipper-carrier roundtable Werner Trump CN Rail robotics CITA Shipper Pulse Survey Education Wal-Mart Business skills Swift shipping wine freight bid Regina Doug Nix Canada David Tuttle Rotman School of Business Career Advice shipper-carrier contracts Comey Freight Carriers Association of Canada Sales economic forecasts for 2012 solutions provider CN Schneider Logistics consumer centric USA Truck Twitter capacity shortage employee termination bulk shipping Muhammad Ali Transport Capital Partners (TCP) transportation audit Canada's global strategy Yield Improvement network optimization Doug Davis economy Dedicated Trucking Outsourcing Sales natural disasters trade 2013 Economic Forecast freight transportation conference Accessorial Charges UP NMFC freight cost savings home delivery Deferred Packaging freight payment freight audit Freight financial management TMP Worldwide future of freight industry driverless FCPC Freight Shuttle System shipping Consulting Driver Shortage Grocery US Auto Sales CSX Fire Phone Adrian Gonzalez Rail Warehousing Transcom Fleet Leasing TransForce APL fuel surcharge transportation news Packaging Freight Capacity Colilers International the future of transportation professional drivers Surety bond Failure MPG last mile delivery US Election freight transportation in 2011 Shipper online shopping University of Tennessee Dedicated Contract Carriage Social Media Freight Management Rate per Mile Broker business start-up LinkedIn ShipMax Life Lessons 2014 economic forecast freight broker cheap oil Global Transportation Hub Associates Training New Hires energy efficiency Spanx LTL 2014 freight volumes TMS Load Boards CP Rail Tracy Matura 360ideaspace Microsoft home delibery Climate Change routing guide Reshoring Management FuelQuest President Obama freight rate increases NS freight audit autonomous vehicles Harper Davos speech FMS 2014 freight forecast Transloading Omni Channel Load broker Freight Rates freight transportation Celadon Emergent Strategy Scott Monty supply chain management derailments risk management Canadian Transportation & Logistics NCC truck drivers automation Masters in Logistics 2012 Transportation Business Strategies. Jugaad carrier conference US Economy FMCSA Retail transportation Finance and Transportation peak season $75000 bond Job satisfaction Success failure entrepreneur drones truck driver e-commerce small business Stephen Harper Trade Vision BlueGrace Logistics Success Politics Canadian economy intermodal broker security Keystone Pipeline Right Shoring Crude Oil by Rail Global experience capacity shortages freight RFP

Blog Archives