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Sales Training and Coaching for Transportation and Logistics Professionals
download the audio file Podcast Summary: In this episode, Joe interviews Kevin Hill, president and founder of CarrierLists.com. Kevin has an MBA from the University of Oklahoma and was a freight broker. He also worked on Wall Street using business intelligence to inform mergers and acquisitions. Today, Kevin takes us through his journey creating [...]
Admiral E. J. King famously said “I don't know what the hell this "logistics" is that Marshall is always talking about, but I want some of it.” Since he was an admiral, I am pretty sure somebody got Mr. King some logistics. Admiral King was no doubt surrounded by logistics activities and logisticians. He just didn’t [...]
The 3PL buying process begins with shipper's looking online and you aren't there. It's no surprise that shippers are using the internet to educate themselves and find better ways of doing business. Doesn't it make sense that they choose their next 3PL from information they get online? Your prospect is looking for new providers, they might [...]
https://www.youtube.com/watch?v=JiEr4U3avVA#action=share Recently, I was interviewed by my friend and colleague, Dustin Mattison. Dustin is a supply chain expert who blogs about logistics and supply chain topics for Kinaxis. Transcripts from the Interview: It’s been several months since we did our last interview. Today I’m looking forward to hearing your views on a 3PL sales [...]
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 [...]
The old ways of connecting with new customers don’t work so well anymore. In the past, you could count on some cold calling, your contacts and networking to fill up your sales pipeline. Sales and marketing strategy? Nah, you don’t need any of that fancy stuff. Hustle and elbow grease has always worked around here. [...]
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 [...]
I often hear from novice shippers: “How can I find a great freight forwarder?” The truth is that finding a great freight forwarder is actually rather easy. Here are nine items to look for when searching for the best freight forwarder for your company: Research, Research, Research Before seeking out a great freight forwarder, it [...]
On July 30th, I hosted a webinar where my friend and colleague, Erik Malin gave a presentation on the changing relationship between the LTL carriers and 3PLs. Erik is the Director of Strategy at CarrierDirect. CarrierDirect works with the top transportation and logistics companies so they definitely have their fingers on the pulse of the [...]
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 [...]
Prepare your ERP for 3PL Adopting a 3PL (third party logistics) provider model is common practice as businesses seek to exploit value throughout the supply chain. During adoption, supply chain directors tend to focus on commercial contracts, logistics between the production site and the warehouse, warehouse staffing and training, picking returns procedures and so on. [...]
Click to register for this free webinar: Selecting a 3PL: 8 Things the Great 3PLs Do (Wednesday, February 12, 1:00 pm - 1:30 pm) Companies with logistics needs are increasingly using 3rd party logistics providers (3PLs). Contracting with a 3PL is a great choice as long as you pick the right 3PL. The right 3PL can [...]
