WT100 Blog

Top 3 Tips for Transportation and Logistics Sales and Marketing Success

June 9, 2014

The transportation and logistics industry has gone through significant changes and challenges since the 2008-2009 recession. Things are getting better, but significant market dynamics are in play that will present challenges and opportunities for small and large companies alike in the coming months and years. In his upcoming presentation during the Transportation Marketing and Sales Association’s Annual Conference and Expo from June 8-10 in Dallas, Texas, Adrian Gonzalez of Adelante SCM, will provide insight on key trends and facts that will help attendees plan for sales and marketing success in the future. Below are a few of the key takeaways he will touch on during his presentation.

1. Look at logistics not just as a cost center. Logistics service providers and shippers that are truly savvy look for ways to leverage logistics as a differentiator. Cost still remains a critical objective, but more and more companies are using logistics as a competitive weapon. For example, the retail space has gone from free shipping to next day deliver to same day delivery. The same can be said about what Amazon is reportedly planning to do with drones in delivering products on the same day. This idea may be way out in the future, but the idea is that logistics is becoming a key way for companies to differentiate themselves.

2. Ensure your company is innovative. It’s no longer enough for shippers, manufacturers and retailers to focus on moving product from Point A to Point B. Customers now expect their partners to be innovative and focus on the flow of timely, accurate and complete logistics information in order to help them make better business decisions. Several examples of this are starting to be seen in the marketplace. The industry will continue to see logistics companies positioning technology as one of their core value propositions to meet rising customer demand.

3. The logistics service provider-customer relationship is changing. The nature of the logistics service provider-customer relationship and how that relationship is managed is in a transformation mode. This area is something that has been talked about for a long time but now the industry is seeing this relationship be less transactional and short term oriented to being more tactical, strategic and long term. This concept is still in the early stages, but both parties have to truly embrace the need to change the way the relationship is structured and managed moving forward in order to drive innovation in business.

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