by Fronetics | Aug 21, 2013 | Blog
This post is written by our Marketing Analyst Intern, James Kane. James is a senior at the University of New Hampshire’s Whittemore School of Business and Economics.
Truck drivers are in short supply. This has had, and will continue to have an impact the logistics and supply chain industry. Here’s how to leverage this challenging time.
The 24th Annual State of Logistics Report reported that there is currently a truck driver shortage of 30,000. With the new HOS regulations, this number will increase. The Report predicts the shortage to increase to 115,000 by 2016. The driver shortage has resulted in an increase in truckload prices and a decrease in the percentage of on time deliveries. 3PL providers are taxed – they are working around the clock to meet the needs of their clients. The question is – can you and your 3PL provider ride out the storm together? Or is it time to move on?
First, it is important for your company to acknowledge the driver shortage and its impact. Next, open the lines of communication with you 3PL provider. Let them know you want to determine how you can best work together. Once you have opened the lines of communication – keep them open. Make sure that you establish a transparent 24/7 tracing system – a system through which both you and your 3PL provider know what is going on and where everything is.
Communication and transparency will enable your 3PL provider to better serve your company. Additionally, it enables both you and the 3PL provider to identify issues and address – quickly.
If you and your 3PL are able to work together through the implementation of the HOS regulations and driver shortages – great. If you find that issues are continually cropping up and/or are not being addressed quickly enough, it may be time to find a new 3PL provider.
by Elizabeth Hines | Mar 20, 2012 | Blog, Strategy
I recently wrapped up a customer engagement that was centered on marketing effectiveness and sales force optimization. Two big words that represent the quality of a company’s message and the successfulness of their sales force.
I began the engagement like any other, by looking at the data. The company I was working with had really good data sets and measurement tools. It was easy to obtain various types of sales close rates, margin averages, product data and profitability metrics. This company managed these metrics and their sales teams well, but still delivered growth rates that were not consistent with their industry or other company’s in their space. This is a solid, respected, well run and long standing company. Why was it slogging along and lagging their industry growth rates?
Contrary to their executive’s thinking, the answer was in the data they DIDN’T have, not in the data they had collected. They spent all of their energy managing the heck out of their internal metrics, but paid little to no attention outward facing and collecting their customer data.
Here’s what I told them:
Use every customer interaction as an opportunity to collect data. Task your sales and marketing teams with systemically collecting the data. Make it part of their jobs and don’t rely on free form or note taking. This data is gold and forms the base of all your sales and marketing strategies (or it should anyways)
Don’t use broad categories, catch all segments or, my personal pet peeve, the “unknown category. Finely slice your customer data sets so you can understand in minute detail what each customer means to you and what you mean to them.
- Intimately know your best customers and treat them that way.
That’s right, I said it. Treat your customers differently. News flash…not all customers are good customers. Instead of using a transaction mentality, use a relationship mentality and use your customer data to improve customer profitability over time. This will help you determine true “core” customers whose business you want to earn and whose loyalty actually pays off in terms of growth.
In short, know your customers better than yourself (or at least as good as) and watch your growth rates consistently improve.
