Surviving Tough Economic Times – March 2009

 

There is no doubt the U.S. is currently experiencing some of the toughest economic times since the great depression. There is no better time than the present for a logistics company to get to know their customers better! Common sense tells us it is much easier to keep an existing customer than it is to find a new one. I have read we have a 1 in 2 chance of gaining new business from an existing customer. We have a 1 in 5 chance of gaining new business from a customer we’ve done business within the past six months. We have a 1 in 15 chance of gaining new business from a prospect we’ve never done business with before.

Knowing this, we should all direct our attention and resources to probe for new transportation opportunities within our existing customer base. Knowing more about your customer than your competition is a competitive advantage. Here are some questions that you can use to help get to know your customer better:

• Are you satisfied with the level of service you receive from your current logistics company?
• If you could change something about your transportation providers what would it be?
• What do you consider when choosing a logistics company?
• Does your current transportation provider arrange all the details to deliver the load on time and claim free?
• Are all your logistics needs currently being met? (good rates, consistent coverage, current equipment, consistent, courteous,professional service provided, etc.)
• How many truckloads do you move per month?
• How many volume LTL’s do you move each month?
• Do you have company trucks? How many? What areas do they cover?
• Will you be starting in any new markets? Any new product lines?
• How many locations does your company have? Do you move product between locations?
• Can you introduce me to the shipping managers at your other locations?
• How much notice do you get on shipments that are ready to move?
• What is the value of your shipments?
• Does your shipping volume increase/decrease at certain time of the year?

Shippers do business with people they know, like and trust! Remember to build upon your existing customer relationships. Say “Thank You” to your customers for their business to create access to new logistics opportunities!

Lisa Fouts
March 5, 2009