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Sales Training and Coaching for Transportation and Logistics Professionals
download the audio file [0:43] Please tell us about your background. Andrew Kelley is a global technology executive focused on logistics and supply chain software. He is CEO of Bell Creek Partners consulting to lower middle market private equity firms and with the objective of buying a single platform business to run as CEO. [...]
Download the audio file Podcast Summary: Today’s guest is Peter Stefanovich, co-founder of Left Lane Associates, a business brokerage specializing in the transportation and logistics business. Peter shares his insight that he has gained from working with both buyers and sellers in the logistics industry. He tells us such things as why now the [...]
For an industry that is forever on the move, the world of logistics is in a perennial state of change, facing numerous challenges and vague demands. Staying ahead in this dynamic landscape can be quite a roller coaster. Adding to this dynamic is the arrival of ‘Uberization’ that is knocking on the doors of logistics, [...]
Logistics might not be a commodity, but it sure feels like it. Anybody selling transportation and logistics services will tell you, that many if not most customers buy based on price alone. I won’t argue that point – I have definitely experienced it firsthand. So What is a Commodity? Commodity Definition: a commodity is a [...]
Most logistics and transportation salesmen are hunters. By hunters, I mean they go hunting for customers every day. They are just like any other hunter, sometimes they make a kill and other days they go home empty handed. The hunter’s main weapon of choice is the cold call. The skilled hunter gets a phone number [...]
I've Found a Better Way to Sell 3PL Services When I first began selling 3PL services, I was surprised at how difficult it was to make a sale. My sales process was ridiculously inefficient and ineffective. I was successful, but it was still a real struggle closing business with the right kind of customers. I [...]
How to Select a 3rd Party Logistics Provider (3PL)
"My logisticians are a humorless lot ... they know if my campaign fails, they are the first ones I will slay." - Alexander the Great I have always loved this quote because it captures the do or die nature of logistics with a funny, but morbid twist. While managers are no longer killing logistics guys, [...]
Recently, a shipping manager asked me what selection criteria he should use when selecting a 3PL. As a sales guy for a 3PL I am always anxious to impress shipping managers, so I created the following 9 things to consider when selecting a 3PL. 1. Understand the 3PL Business Models – Asset based, Non-asset based, Asset light [...]
Free Shipping For Customers: When “Crazy” Makes Sense Major Australian fashion retailer The Iconic has broken their previous holiday season’s sales record, and is estimated to almost triple their previous profits by the end of the year. Remarkably, the reason for this success is not a revolutionary new business model, or a price-slashing sale. It’s because [...]
Retail and Sales: Understanding Order Fulfillment From home-based entrepreneurs to CEOs in big companies one rule is commonly kept close to heart: Keep your customers happy. To do this, one must either master the complicated process of order fulfillment (which could take up 90% of your time) or simply choose a fulfillment partner who can [...]
Best Pick and Pack Shipping Systems for 2014 Order fulfillment has seen a rise in technology in 2014 and there is now a large offering of advanced products to help make your warehouse function more efficient. With software plugged into your warehouse management system, picking and shipping orders has become a lot more accurate. The [...]
