Geography is becoming irrelevant in today's era. Growing commercialization, increasing use of Internet and communication technologies etc, have reduced the boundaries of space and have forced people to outsource non core activities or utilize efficient management systems.
Freight carrier is one such management systems and is a provider of shipping trucking and freight services for commercial and residential shippers. It is the registered company that provides the actual transportation of your shipment. It is subject to the laws of all state and federal laws and is also liable towards the regulations applicable to the transportation of this shipment and is therefore exclusively liable for the shipment.
The customer is responsible for providing the goods with perfect weights, sizes and packing. Customers are known about the charges quoted according to the different services provided by the carrier. The carrier provides door to door services for which it charges the customers and the customers are ready to pay for it.
There are different modes and types of freight carriers such as shipping services, sea cargo containers, air freight which can carry any size of shipment including, parcel heavy weight freight general cargo, personal effects furniture and commercial freight . They also provide business to business and residential to residential services for transportation of light to heavy goods.
Most of the companies provide efficient services of managing and tracking the shipment right from the time it is handed over to them till the time of delivery. Many of these companies have also started to provide web based transaction system along with generating daily status report.
Carriers have also started displaying efficiency just because of the usage of new and efficient logistics management methods such as load matching, more efficient routing and scheduling of vehicles, and improved receiving policies
Using the a carrier is becoming increasingly important in order to satisfy the customers in newfangled. It gives your business a competitive edge, along with giving it the added benefits of reduced costs. Freight services offer greater efficiency levels in your entire supply chain and ensure that you work in a tighter supply chain.
There is a bridge between the customer and the manufacturer. It gives a helping hand for the manufacturer and makes his product known worldwide.
Tuesday, 11 November 2008
Parcel and transport services
Are you using a courier service to send a parcel? Do you know which courier service to use? Are you wondering what the differences are and why they matter?
Parcel delivery services all work in the same way - you book your delivery, the courier collects your parcel and then delivers it to your recipient. Simple!
But how do you decide which courier service to use? How do you get the best rates? Do you know what the differences are between the different parcel delivery services?
Our 10 Tips should help you choose the right service for your parcel delivery:
Do you want to be able to compare prices and services between several couriers? If you do, an intermediary service can give you competitive rates and let you select the best service for your parcel. One which allows online quotations and bookings is often the most convenient.
Do you need a shipping solution which will take parcel delivery information from your ecommerce system and seamlessly book carriers? Some ecommerce shopping carts, including eBay, can be linked with intermediaries software to help you manage your fulfilment more effectively.
Is your collection urgent? Not all courier services have an 'express delivery' option and, even if they do, you will need to check exactly what they mean by 'rapid' or 'express'.
Does your delivery need to arrive at a specific time? If it does, you need to choose a parcel delivery service which offers deliveries by specific times.
Is your parcel valuable? Various insurance options are available for your delivery, depending on the courier service you select. Often a certain level of cover is included in the standard booking fee and then higher levels of insurance can be arranged separately.
What size is your collection? Do you need a courier company that can handle heavy items or pallets? Parcel delivery companies offer different types of service according to the size of your items. Larger items will need to be collected by bigger vehicles and might require 2 people to lift them. This will be reflected in the price.
Do you need cheap parcel deliveries? No one wants to spend more than necessary on their courier service but the exact cost will depend on your requirements. You might be able to negotiate better rates if you are flexible on collection and delivery times, or make regular or bulk bookings.
Do you require regular collections If you know that you need a courier service to collect parcels at regular times, you might look for a company that can pre-book parcel deliveries. You might get a better price and you will save yourself a lot of time making repeat bookings.
Are there more parcels to despatch on certain days of the week? For many people, Monday is a very busy day and some courier services cope better than others with the level of demand. If timely collection and delivery are important to you, check that the parcel delivery service you use can cope with your schedule.
Would you prefer your parcel to be collected and delivered by someone in a uniform and a sign-written van? If your customers require their deliveries to arrive in a smart van with a uniformed driver, check that you choose a parcel delivery service which requires its courier drivers to be turned out appropriately. Often these services are more expensive so, if your customers are happy with an un-branded service, you might prefer a cheaper alternative.
In the end, the courier service you choose will affect the type of parcel delivery options available. It is important that you select a courier service which is suited to you and your business.
Parcel delivery services all work in the same way - you book your delivery, the courier collects your parcel and then delivers it to your recipient. Simple!
But how do you decide which courier service to use? How do you get the best rates? Do you know what the differences are between the different parcel delivery services?
Our 10 Tips should help you choose the right service for your parcel delivery:
Do you want to be able to compare prices and services between several couriers? If you do, an intermediary service can give you competitive rates and let you select the best service for your parcel. One which allows online quotations and bookings is often the most convenient.
Do you need a shipping solution which will take parcel delivery information from your ecommerce system and seamlessly book carriers? Some ecommerce shopping carts, including eBay, can be linked with intermediaries software to help you manage your fulfilment more effectively.
Is your collection urgent? Not all courier services have an 'express delivery' option and, even if they do, you will need to check exactly what they mean by 'rapid' or 'express'.
Does your delivery need to arrive at a specific time? If it does, you need to choose a parcel delivery service which offers deliveries by specific times.
Is your parcel valuable? Various insurance options are available for your delivery, depending on the courier service you select. Often a certain level of cover is included in the standard booking fee and then higher levels of insurance can be arranged separately.
What size is your collection? Do you need a courier company that can handle heavy items or pallets? Parcel delivery companies offer different types of service according to the size of your items. Larger items will need to be collected by bigger vehicles and might require 2 people to lift them. This will be reflected in the price.
Do you need cheap parcel deliveries? No one wants to spend more than necessary on their courier service but the exact cost will depend on your requirements. You might be able to negotiate better rates if you are flexible on collection and delivery times, or make regular or bulk bookings.
Do you require regular collections If you know that you need a courier service to collect parcels at regular times, you might look for a company that can pre-book parcel deliveries. You might get a better price and you will save yourself a lot of time making repeat bookings.
Are there more parcels to despatch on certain days of the week? For many people, Monday is a very busy day and some courier services cope better than others with the level of demand. If timely collection and delivery are important to you, check that the parcel delivery service you use can cope with your schedule.
Would you prefer your parcel to be collected and delivered by someone in a uniform and a sign-written van? If your customers require their deliveries to arrive in a smart van with a uniformed driver, check that you choose a parcel delivery service which requires its courier drivers to be turned out appropriately. Often these services are more expensive so, if your customers are happy with an un-branded service, you might prefer a cheaper alternative.
In the end, the courier service you choose will affect the type of parcel delivery options available. It is important that you select a courier service which is suited to you and your business.
Parcel and Shipping Transport
Parcel shipping services are provided by big industry players like FedEx and DHL. For example, FedEx has their ‘Smart Post’, while DHL their ‘At Home Service’. Together with UPS these three companies treat the U.S. as zones, and each zone is charged with different rates with consideration to the distance from the shipping points.
There are also the independent players who provide parcel shipping services. These are commonly called the consolidators. These independent companies compete against the major players in the industry by utilizing a special rate from USPS – the Parcel Select. The packages that these consolidators handle are driven to USPS Bulk Mail Centers (BMCs) or to the local post offices. The downside of this is the speed of the delivery, as it would go for a few days more than, if you were taking the services of FedEx, DHL or UPS. The positive side though is the savings that one gets out of these independent providers of parcel shipping services.
One of the largest independent consolidators is APX Logistics, but unfortunately, they closed shop this year. With one major competition down, the other players will most likely increase parcel shipping costs, affecting those who regularly avail of such services.
The basic considerations in parcel shipping are the cost of shipping and the delivery times. With a slower delivery time, resulting from the utilization of a slower delivery method, the corresponding cost for such parcel shipping would also be lower. The size and weight of the items will be a factor on the best shipment and delivery method that should be made use of, for one’s shipping requirements.
UPS, FedEx, DHL offers delivery confirmation of your packages. Each has its own service promo and bundles of add-on services to attract customers. Next-day deliveries are also offered at a higher cost.
The USPS is ideal for packages under the lightweight category, which are usually less than 3 pounds of weight. With USPS Priority Mail or with the USPS First Class, delivery times will be at two to three days. USPS parcel shipping also provides a free shipping box with different styles to choose from. Customization of your shipping boxes is offered if you are shipping large volumes.
The parcel shipping industry would be better with more competitors like these consolidators. They make the prices more competitive and of course, the services as well. The consolidators provide valuable alternatives to the public, and the parcel shipping services become more affordable to most of the people who are looking for reasonable costs to their shipping needs.
There are also the independent players who provide parcel shipping services. These are commonly called the consolidators. These independent companies compete against the major players in the industry by utilizing a special rate from USPS – the Parcel Select. The packages that these consolidators handle are driven to USPS Bulk Mail Centers (BMCs) or to the local post offices. The downside of this is the speed of the delivery, as it would go for a few days more than, if you were taking the services of FedEx, DHL or UPS. The positive side though is the savings that one gets out of these independent providers of parcel shipping services.
One of the largest independent consolidators is APX Logistics, but unfortunately, they closed shop this year. With one major competition down, the other players will most likely increase parcel shipping costs, affecting those who regularly avail of such services.
The basic considerations in parcel shipping are the cost of shipping and the delivery times. With a slower delivery time, resulting from the utilization of a slower delivery method, the corresponding cost for such parcel shipping would also be lower. The size and weight of the items will be a factor on the best shipment and delivery method that should be made use of, for one’s shipping requirements.
UPS, FedEx, DHL offers delivery confirmation of your packages. Each has its own service promo and bundles of add-on services to attract customers. Next-day deliveries are also offered at a higher cost.
The USPS is ideal for packages under the lightweight category, which are usually less than 3 pounds of weight. With USPS Priority Mail or with the USPS First Class, delivery times will be at two to three days. USPS parcel shipping also provides a free shipping box with different styles to choose from. Customization of your shipping boxes is offered if you are shipping large volumes.
The parcel shipping industry would be better with more competitors like these consolidators. They make the prices more competitive and of course, the services as well. The consolidators provide valuable alternatives to the public, and the parcel shipping services become more affordable to most of the people who are looking for reasonable costs to their shipping needs.
Auto Transport
It can be an overwhelming experience to choose the right kind of auto Transport Company; you can start choosing your auto transport company through yellow pages and even through the internet. Internet these days has become one of the most reliable sources for searching any kind of material which you might require. You can get information from pin to paper for the availability of any product. Hence it can act as a valuable source for searching the auto transport company. You can always gain an advice from your household transporter for the auto transportation. As a well known fact running an auto Transport Company requires the necessary skills and experience. Running an auto transport company also requires contacts with the insurance company and some special equipment. In case you are searching an auto transport company you can even enquire among your friends and relatives, they can always act as a valuable guide for the purpose of searching an auto transport company further in case the auto transport company is selected by your friends and relatives then there is no need for screening the company also as the information you have obtained is from a near and dear source and they are the ones who have had the experience of working with these companies and you can also have an insight about the quality of service.
However when you are searching for auto transport company then you will have to look in for the following qualities:
The company must possess a proper transport authority
It has always essential that you do conduct a small amount of research before you select the auto transport company as this can save a lot of time. This research is particularly relevant with the auto transport companies as this is an important criterion that you get your vehicle transported through a transport company which has been registered with the transport authorities and they do possess an active MC and USDOT numbers. However the registration criterion is an exception for the forwarders and the brokers. These forwarders require only MC number. It is essential that you search the company's credentials for their company name and USDOT number; the carrier must have the necessary credentials for the transportation of the vehicles.
Insurance and liability
In addition to the registration the companies must possess liability and provisions for cargo insurance. It is quite obvious that the amount of insurance coverage vary from company to company. It is essential that you enquire the coverage amount of insurance before finalizing the auto transport companies. Ensure that the insurance coverage is equal to the worth of your car it is also essential that you enquire on the limits of insurance and even ask for additional insurance.
References and records
There are a number of ways in which you can ensure the authenticity of the auto transport company. Enquire with someone in the related field like a car salesman; also ensure that you check with business bureau for any complaints that are being filed against the company
However when you are searching for auto transport company then you will have to look in for the following qualities:
The company must possess a proper transport authority
It has always essential that you do conduct a small amount of research before you select the auto transport company as this can save a lot of time. This research is particularly relevant with the auto transport companies as this is an important criterion that you get your vehicle transported through a transport company which has been registered with the transport authorities and they do possess an active MC and USDOT numbers. However the registration criterion is an exception for the forwarders and the brokers. These forwarders require only MC number. It is essential that you search the company's credentials for their company name and USDOT number; the carrier must have the necessary credentials for the transportation of the vehicles.
Insurance and liability
In addition to the registration the companies must possess liability and provisions for cargo insurance. It is quite obvious that the amount of insurance coverage vary from company to company. It is essential that you enquire the coverage amount of insurance before finalizing the auto transport companies. Ensure that the insurance coverage is equal to the worth of your car it is also essential that you enquire on the limits of insurance and even ask for additional insurance.
References and records
There are a number of ways in which you can ensure the authenticity of the auto transport company. Enquire with someone in the related field like a car salesman; also ensure that you check with business bureau for any complaints that are being filed against the company
Auto Shipping
Whether the point of destination is a cross-country or intercontinental, international auto transport is the perfect solution. Most international auto transport companies are able to ship all types of automobiles, such as family cars and sedans, trucks of different kinds, sport-utility vehicles, luxury vehicles, and even motorcycles, boats, or RVs.
Trust only international transport companies with the most advanced car shipping fleets. They should have car carriers of all sizes and types to cater you your particular auto transport requirements.
Most international auto transport companies offer two types of auto shipping. You can either have your car delivered directly to your door or opt to pick your car up at any one of their terminal locations throughout the country and all over the world.
Choose an international transport company that will ship your vehicle onboard an enclosed trailer. This ensures that your vehicle is adequately protected throughout its long journey.
You should also ask if the international auto transport company’s trailers are equipped with satellite tracking systems. These tracking devices are part of the industry standards these days, and all transport trailers should have them. With this device, the company can easily trace the whereabouts of the trailer carrying your vehicle anywhere in the world, and give you timely and accurate updates.
Also be sure to sign up only with international auto transport companies ready to provide excellent customer service and support, to make sure that the whole transaction is pleasant. Moving is difficult enough – you don’t need to deal with unprofessional companies, too. The international auto service provider should make everything – from pickup to delivery – as hassle-free as possible.
Remember that shipping automobiles internationally is a long and expensive process. If you don’t want to waste your money, make sure you have read the fine print in the auto transport provider’s contract before you sign up.
Trust only international transport companies with the most advanced car shipping fleets. They should have car carriers of all sizes and types to cater you your particular auto transport requirements.
Most international auto transport companies offer two types of auto shipping. You can either have your car delivered directly to your door or opt to pick your car up at any one of their terminal locations throughout the country and all over the world.
Choose an international transport company that will ship your vehicle onboard an enclosed trailer. This ensures that your vehicle is adequately protected throughout its long journey.
You should also ask if the international auto transport company’s trailers are equipped with satellite tracking systems. These tracking devices are part of the industry standards these days, and all transport trailers should have them. With this device, the company can easily trace the whereabouts of the trailer carrying your vehicle anywhere in the world, and give you timely and accurate updates.
Also be sure to sign up only with international auto transport companies ready to provide excellent customer service and support, to make sure that the whole transaction is pleasant. Moving is difficult enough – you don’t need to deal with unprofessional companies, too. The international auto service provider should make everything – from pickup to delivery – as hassle-free as possible.
Remember that shipping automobiles internationally is a long and expensive process. If you don’t want to waste your money, make sure you have read the fine print in the auto transport provider’s contract before you sign up.
Car Transporting
Car transport companies offer a wide selection of services to the discerning customer. Whether you're shipping a million dollar exotic car, a flawless classic an antique auto or a standard family car you can always count on finding the right car transport company with an auto carrier package designed to fit your needs and budget.
Additionally the availability of international services has never been better. It is advisable to decide before you investigate car transport companies what type of services you are looking for. Some of the most common types of service are door-to-door car transport, terminal-to-terminal transport, special car mover, delivery to a specified location, storage needs, and tracking your vehicle. In addition, many car transport companies offer worldwide vehicle transportation solutions to individuals. These businesses specialize in reliable, efficient service with frequent departures from major U.S. ports. Most companies will provide you with an experienced customer service representative to make certain the careful transport of your car overseas.
You can also request a covered transport; this will shield your car from inclement weather and other hazards of the road. Cost depends on distance, mode of transport and time of delivery, some car transport companies will deliver within several days of your arrival date other with a few weeks. The car transport company should warn you of possible delays ahead of time, this is a standard service.
If you need a specific date for pick-up, most vehicle transport services can pick-up your car and hold it at a secure location for an additional charge. Some auto transport companies may provide this service free of charge. Your car transport company should provide you with a reasonably precise delivery date. Check to see if there any fees to cancel, and reimbursement for rental car.
Your car should be insured against destruction of any kind. Get a copy of the transport company’s insurance coverage and establish how their insurance works with your insurance. In addition, learn if there is any kind of deductible.
Car storage is a service worthy of mention as there is a wide range of prices and locations for car storage; a protected facility with a guarantee a safe storage area warehouse is optimal. Further, many car transport companies will offer various tracking services such as state of the art satellite tracking and cellular phones to keep apprised of your vehicle’s condition throughout the car’s journey. Just knowing the basic facts about car transport will make finding the right car transport company a guaranteed success.
Additionally the availability of international services has never been better. It is advisable to decide before you investigate car transport companies what type of services you are looking for. Some of the most common types of service are door-to-door car transport, terminal-to-terminal transport, special car mover, delivery to a specified location, storage needs, and tracking your vehicle. In addition, many car transport companies offer worldwide vehicle transportation solutions to individuals. These businesses specialize in reliable, efficient service with frequent departures from major U.S. ports. Most companies will provide you with an experienced customer service representative to make certain the careful transport of your car overseas.
You can also request a covered transport; this will shield your car from inclement weather and other hazards of the road. Cost depends on distance, mode of transport and time of delivery, some car transport companies will deliver within several days of your arrival date other with a few weeks. The car transport company should warn you of possible delays ahead of time, this is a standard service.
If you need a specific date for pick-up, most vehicle transport services can pick-up your car and hold it at a secure location for an additional charge. Some auto transport companies may provide this service free of charge. Your car transport company should provide you with a reasonably precise delivery date. Check to see if there any fees to cancel, and reimbursement for rental car.
Your car should be insured against destruction of any kind. Get a copy of the transport company’s insurance coverage and establish how their insurance works with your insurance. In addition, learn if there is any kind of deductible.
Car storage is a service worthy of mention as there is a wide range of prices and locations for car storage; a protected facility with a guarantee a safe storage area warehouse is optimal. Further, many car transport companies will offer various tracking services such as state of the art satellite tracking and cellular phones to keep apprised of your vehicle’s condition throughout the car’s journey. Just knowing the basic facts about car transport will make finding the right car transport company a guaranteed success.
Transporting autos
Whether the point of destination is a cross-country or intercontinental, international auto transport is the perfect solution. Most international auto transport companies are able to ship all types of automobiles, such as family cars and sedans, trucks of different kinds, sport-utility vehicles, luxury vehicles, and even motorcycles, boats, or RVs.
Trust only international transport companies with the most advanced car shipping fleets. They should have car carriers of all sizes and types to cater you your particular auto transport requirements.
Most international auto transport companies offer two types of auto shipping. You can either have your car delivered directly to your door or opt to pick your car up at any one of their terminal locations throughout the country and all over the world.
Choose an international transport company that will ship your vehicle onboard an enclosed trailer. This ensures that your vehicle is adequately protected throughout its long journey.
You should also ask if the international auto transport company’s trailers are equipped with satellite tracking systems. These tracking devices are part of the industry standards these days, and all transport trailers should have them. With this device, the company can easily trace the whereabouts of the trailer carrying your vehicle anywhere in the world, and give you timely and accurate updates.
Also be sure to sign up only with international auto transport companies ready to provide excellent customer service and support, to make sure that the whole transaction is pleasant. Moving is difficult enough – you don’t need to deal with unprofessional companies, too. The international auto service provider should make everything – from pickup to delivery – as hassle-free as possible.
Remember that shipping automobiles internationally is a long and expensive process. If you don’t want to waste your money, make sure you have read the fine print in the auto transport provider’s contract before you sign up.
Auto Transport provides detailed information on Auto Transport, Auto Transport Services, Auto Transport Companies, Enclosed Auto Transport and more. Auto Transport is affiliated with Car Transport Services.
Trust only international transport companies with the most advanced car shipping fleets. They should have car carriers of all sizes and types to cater you your particular auto transport requirements.
Most international auto transport companies offer two types of auto shipping. You can either have your car delivered directly to your door or opt to pick your car up at any one of their terminal locations throughout the country and all over the world.
Choose an international transport company that will ship your vehicle onboard an enclosed trailer. This ensures that your vehicle is adequately protected throughout its long journey.
You should also ask if the international auto transport company’s trailers are equipped with satellite tracking systems. These tracking devices are part of the industry standards these days, and all transport trailers should have them. With this device, the company can easily trace the whereabouts of the trailer carrying your vehicle anywhere in the world, and give you timely and accurate updates.
Also be sure to sign up only with international auto transport companies ready to provide excellent customer service and support, to make sure that the whole transaction is pleasant. Moving is difficult enough – you don’t need to deal with unprofessional companies, too. The international auto service provider should make everything – from pickup to delivery – as hassle-free as possible.
Remember that shipping automobiles internationally is a long and expensive process. If you don’t want to waste your money, make sure you have read the fine print in the auto transport provider’s contract before you sign up.
Auto Transport provides detailed information on Auto Transport, Auto Transport Services, Auto Transport Companies, Enclosed Auto Transport and more. Auto Transport is affiliated with Car Transport Services.
Transportation agents
Asset based transportation sales forces are grossly inefficient. Totaling up salaries, health benefits, cars, training, and expenses then divided into the calls per day, $500 cost per call is the norm. Long call cycles to sale of 9-12 months are considered the norm in freight sales, putting the cost at +$5,000 for a transactional shipment rarely paying over $500. The slim margins of asset based transportation providers simply can not tolerate this practice. The independent transportation sales agent brings experience, superior skills and results to an otherwise ineffective/inefficient transportation sales marketplace.
The new trend is clear with transportation providers using cost effective independent sales agents that focus singularly on closing new business deals. Agents leverage their experience by avoiding asset based behaviors that kill sales such as ongoing reports, meetings for management, training without results, joint calls to satisfy organizational dotted lines, serving internal needs vs. client needs, sales contests, et al etc. Transportation agents understand the need to focus on market referral opportunities, vertical markets and shortened sales cycles as compensation is based on performance results. Sales agents know how to present offerings as measurably important to client needs, explaining within customer processes how a deal will work for them, with constant awareness of building justification to close the sale timely. Sales agents understand they are the catalyst to make a difference in creating new business. They must be convincing throughout the sales process to close deals...with the right targeted opportunity, the right decision makers, at the right time.
Professional sales agents focus their resources on activities that lead to closing more deals faster. Representing a portfolio of solutions of measurable value is a critical difference with sales agents in value creation for senior level contacts and their supply chain needs. Asset reps with limited value are relegated lower level influencers who are prone to decisions of convenience, and are simply unable to make business deals. Performance based compensation drives the right behaviors and therefore the right results with independent transportation agents.
The critical success factors that sales agents make happen every day are:
• Professionalism. No casual days, no branded shirts on calls, no cheapening of the product-services with goofy advertising specialties, no questionable entertainments. All business dress, always prepared to call objective, appointment efficiency, constantly dollarizing values for the client throughout process of making a deal.• Prequalified targets. No cold calls, no spray and pray. Every target is researched through various industry information sources for prospects with multiple shipments and the appropriate decision maker contacts for higher call productivity and close ratios.• Development of senior level contacts who understand measurable bottom line results. Referrals are leveraged for additional growth. Vertical marketing is implemented with every deal. The deal must be engineered to appeal to all influencers impacted by their supply chain of in and out goods.• Engaging clients. Senior level decision makers have no time for the unprepared or limited value door knockers of asset transportation providers...these are pushed to low level contacts who lack the authority or influence for change but who asset reps love to hang with as non threatening and makes an appearance of doing their job. Access to senior level leadership requires an experienced agent leveraging excellent presentation skills, an understanding of matching right product-services to prequalified needs, leveraging client processes to make the offering a big deal, explaining financial implications, operational impact of savings/growth opportunities with a bold call to action that appeals to decisiveness, and deliverable/measurable values.• Commitment. Every impression or action of a sales agent reflects their commitment to a deal, successful implementation and service support throughout the process/duration of the contract. Deals structured with visible win-win outcomes, accountability for both parties, ongoing reporting of performance value are required. Agents do not tolerate delay or indecision with influencers as these cause deals to unravel. Agents know how to keep senior players informed and part of the entire process. Lower level influencers often feel need to unravel deals to justify their positions and or maintain asset rep's pizza deliveries, specialty hand outs and unfortunately, sometimes much more.• Sales Focus. The sea of books on selling, CDs/tapes, seminars or online training are long on fluff, humor and procedurals but very short on performance results or personal accountability. Freight companies often feel training is relatively inexpensive way to educate and/or motivate...essentially to justify sales management existence without facing the reality of addressing true sales performance. Sales agents already have the skills and knowledge it takes to be successful as new deals drive their compensation. While salaried reps are languishing in meetings, training, making reports or calling on unqualified contacts, sales agents are out closing new business.
The new trend is clear with transportation providers using cost effective independent sales agents that focus singularly on closing new business deals. Agents leverage their experience by avoiding asset based behaviors that kill sales such as ongoing reports, meetings for management, training without results, joint calls to satisfy organizational dotted lines, serving internal needs vs. client needs, sales contests, et al etc. Transportation agents understand the need to focus on market referral opportunities, vertical markets and shortened sales cycles as compensation is based on performance results. Sales agents know how to present offerings as measurably important to client needs, explaining within customer processes how a deal will work for them, with constant awareness of building justification to close the sale timely. Sales agents understand they are the catalyst to make a difference in creating new business. They must be convincing throughout the sales process to close deals...with the right targeted opportunity, the right decision makers, at the right time.
Professional sales agents focus their resources on activities that lead to closing more deals faster. Representing a portfolio of solutions of measurable value is a critical difference with sales agents in value creation for senior level contacts and their supply chain needs. Asset reps with limited value are relegated lower level influencers who are prone to decisions of convenience, and are simply unable to make business deals. Performance based compensation drives the right behaviors and therefore the right results with independent transportation agents.
The critical success factors that sales agents make happen every day are:
• Professionalism. No casual days, no branded shirts on calls, no cheapening of the product-services with goofy advertising specialties, no questionable entertainments. All business dress, always prepared to call objective, appointment efficiency, constantly dollarizing values for the client throughout process of making a deal.• Prequalified targets. No cold calls, no spray and pray. Every target is researched through various industry information sources for prospects with multiple shipments and the appropriate decision maker contacts for higher call productivity and close ratios.• Development of senior level contacts who understand measurable bottom line results. Referrals are leveraged for additional growth. Vertical marketing is implemented with every deal. The deal must be engineered to appeal to all influencers impacted by their supply chain of in and out goods.• Engaging clients. Senior level decision makers have no time for the unprepared or limited value door knockers of asset transportation providers...these are pushed to low level contacts who lack the authority or influence for change but who asset reps love to hang with as non threatening and makes an appearance of doing their job. Access to senior level leadership requires an experienced agent leveraging excellent presentation skills, an understanding of matching right product-services to prequalified needs, leveraging client processes to make the offering a big deal, explaining financial implications, operational impact of savings/growth opportunities with a bold call to action that appeals to decisiveness, and deliverable/measurable values.• Commitment. Every impression or action of a sales agent reflects their commitment to a deal, successful implementation and service support throughout the process/duration of the contract. Deals structured with visible win-win outcomes, accountability for both parties, ongoing reporting of performance value are required. Agents do not tolerate delay or indecision with influencers as these cause deals to unravel. Agents know how to keep senior players informed and part of the entire process. Lower level influencers often feel need to unravel deals to justify their positions and or maintain asset rep's pizza deliveries, specialty hand outs and unfortunately, sometimes much more.• Sales Focus. The sea of books on selling, CDs/tapes, seminars or online training are long on fluff, humor and procedurals but very short on performance results or personal accountability. Freight companies often feel training is relatively inexpensive way to educate and/or motivate...essentially to justify sales management existence without facing the reality of addressing true sales performance. Sales agents already have the skills and knowledge it takes to be successful as new deals drive their compensation. While salaried reps are languishing in meetings, training, making reports or calling on unqualified contacts, sales agents are out closing new business.
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