We move it from A to B..... It's just not good enough anymore
- Andrew James
- Mar 1, 2020
- 2 min read
Updated: Mar 9, 2020
To all the Transport and Logistics Senior Leaders and Sales Managers out there, unfortunately this is what your sales team sell, nothing but a transactional approach.
We collect from A and we'll deliver it to B, or Collect / Move / Deliver.
Wow....... how does that differentiate your company or service? It doesn't. Your sales teams are selling on price per box / pallet movement, a very tough game indeed when your only differentiator is PRICE, as your competition is doing the same THING!!
The real opportunity is to look at how you can provided a value add to the experience. Look beyond price to drive a deeper, richer relationship with your customer. Rather than the transactional approach your teams (and yourself) currently engage, look at it from your customers' perspective.
What do they value? Have you even asked? Do look for innovative solutions to drive costs out of there business? Sadly the answer 99% of the time is an emphatic NO.
How do I know? Easy, I've been the CUSTOMER! I've had to drag my transport providers kicking and screaming along to provide a value add service. Yeah, I'm talking about the big guys here too, so don't think for a moment they are any better than you and your sales team.
It's no secret that the transport game runs on razor thin margins, and is still very transactional (Collect / Move / Deliver) and the customer demands more than this today.
If you don't provide added value, you can be easily substituted with another carrier (price is easy to match, hey).
With 25 years’ experience as a senior manager in both Sales and Supply Chain within ASX listed companies, I will coach your sales team to become a partner with your customers, just not another transport company.
Call me to learn more about my SOLD program and Win With Customers, it will transform your revenue line and delight your customers too.
Andrew James
Supply Chain and Sales Expert
M: 0400 371 557
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