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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: In this podcast, Joe interviews Troy Goode, Co-Founder and CTO of Lanetix, about why Customer Relationship Management (CRM) is software is such a challenge for transportation and logistics companies. (Hint: Its not just you.) . Troy oversees the Lanetix product management, user design and engineering teams at Lanetix, [...]
Download the audio file Podcast Summary: Joe is joined by Mike Temple, Executive Coach at TranStrategy Partners. Initially, Mike was Joe’s client, but over time they became great friends. They have collaborated on numerous articles, webinars, and research. Mike earned a degree in Business Administration from Utah State. In the podcast interview, Mike explains [...]
Download the audio file Podcast Summary: Today’s guest is Dean Croke, Chief Analytics Officer at FreightWaves. Growing up in Australia, his family owned and operated a trucking business. Dean has been in and around the trucking business for over 50 years and he has driven over two million miles as a driver. Over 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, [...]
Will freight brokerage pricing evolve toward a discounted, transparent fee model like stock brokerage pricing? To answer that question, let’s examine some of the similarities between the two industries. The Evolution from Full-Service to Discount Stock Brokers Back in the 70’s and 80’s full-service stock brokerages dominated the industry. The industry leaders, like Merrill Lynch, [...]
Auxiliary power units (APUs) are one of the best tools that you can supply your truck drivers with to combat wasting fuel. The APU makes it possible to power a truck’s heating, air conditioning and other comfort systems without the need to keep the engine idling during rest stops. They help drivers avoid wasting fuel, [...]
Everybody knows Steve Jobs, the iconic innovator, who transformed five different industries: computers, phones, music, digital publishing and movies (Pixar). He even left his mark in brick and mortar with the Apple Stores, which have been wildly successful. But what if Steve Jobs had unleased his crazed intensity and business mastery on the 3PL [...]
One of the keys to being successful in transportation sales is finding the right kind of customers. The ideal customer will like your company’s service offering and believe in your business philosophy. In other words, these guys get it. My friend and former boss Craig Winn called these prospects “Right Thinking Guys” or RTGs. As a salesman, [...]
There is something up with shippers. I sell transportation services, so I talk with shippers most every day. They look and act normal, but there is something weird going on with those people. Most of the shippers I know work for manufacturers, distributors and wholesalers. Nothing really out of the ordinary there. When you first [...]
The smart folks at TMS software research firm Software Advice have published an insightful new transportation management software study titled Transportation Management Software - Small Business BuyerView. What is a Transportation Management Software? A transportation management software (TMS) is a subset of Supply Chain Management (SCM) software focused on transport logistics. The TMS serves as the [...]
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 [...]
