News

Training Tuesday: Dress Rehearsals

4 days ago 0

Practice is essential to increasing success on sales calls, and one excellent way to practice is to have a “dress rehearsal” with a coworker or trusted peer. There are certain things you can do to make the role-playing situation the most helpful preparation for the sales call. Set a clear objective. Setting a defined objective for what you want to get out of the practice call, what skills you’d like to improve, and what you’ll have as a goal in a similar real call. If you’re role-playing with a mentor, have them model the skills you’d like to work on in that session. You can also try to model the individual skills you’d like to work on, and then practice putting them all together in a full simulated situation. Remove the fear of failure. Role-playing helps remove the fear of failure in the real-life situation by creating a space to

Read more

LTL 101: DOT Hazmat Rules

1 week ago 0

The U. S. Department of Transportation (DOT) has specific rules for shipping hazardous materials. SunteckTTS can help you determine the DOT hazardous class for your shipment and find contract freight carriers that meet DOT safety and transportation requirements. Hazardous materials are defined by the U. S. Department of Transportation in accordance with the Federal Hazardous Material Law regulations. A DOT hazardous material classification is applied if a material, in a particular amount and form, poses an unreasonable risk to health, safety or property. Below is the list of DOT hazard classes: DOT Hazard Class 1: Explosives. Division 1.1: Explosives with a mass explosion hazard Division 1.2: Explosives with a projection hazard Division 1.3: Explosives with predominantly a fire hazard Division 1.4: Explosives with no significant blast hazard Division 1.5: Very insensitive explosives Division 1.6: Extremely insensitive explosive articles   DOT Hazard Class 2: Gases. Division 2.1: Flammable gases Division 2.2: Non-flammable gases

Read more

Training Tuesday: More Tips for Managing Stress

1 week ago 0

Last week we addressed ten of our top tips for reducing stress and the negative effects that long lasting stress can have on success. Reducing stress is an important life skill involving techniques that take only minutes to learn, but a lifetime to master. This year, make it a point to work on managing your stress in healthy ways. Below are ten more tips on reducing stress and improving general happiness and success: 11.Figure out the source of your stress. Focus on whether or not it’s your fault and if so, whether there is anything you can do about it. 12.Talk to people who work in similar jobs – it doesn’t necessarily have to be transportation sales, but preferably someone in outside sales. 13.Talk to someone who will help you develop an objective perspective of your situation. It can be someone at work you trust, a friend, or a professional.

Read more

Training Tuesday: Managing Stress

2 weeks ago 0

Training Tuesday: Stress Management to Improve Success Selling offers more highs and lows than most other professions. Most salespeople suffer through periods of stress that are direct results of their sales jobs, but salespeople who succeed in the long run never let disappointments get the best of them. They know rejection goes with the territory and learn not to take it personally and instead, they view mistakes and failures as lessons that will help them improve. On the other hand, some very promising sales careers have died premature deaths due to stress. Stress sometimes causes sales people to lose confidence and then fill their day with nonessential activities and hide from their customers or prospects. We’re also faced with lots of rejection on our daily search for success. If you dwell on the negatives, they’ll bury you. You have to lighten up and look for ways to lessen the stress

Read more

LTL 101: Cubic Capacity

1 month ago 0

Do you know how Cubic Capacity can affect your shipments? Almost every carrier we utilize through our LTL platforms has a cubic capacity rule in their rules tariff that may affect any of your shipments. LTL carriers impose minimum cubic capacity rules to effectively counter very light, fluffy shipments that take up more than their fair share of a trailer.  In most cases, LTL carriers state that if a shipment consumes 750 cubic ft. of space     or more, AND the shipment has a density of less than 6 pounds per cubic foot (pcf), it’s not paying its fair share.  While the rule varies dramatically amongst carriers, most artificially adjust the weight to a minimum of 6 pcf, AND apply a class of 125 or 150 to the commodities being shipped with their associated tariff rates.  Most carriers use the 750 cubic feet as the threshold, but not all. This week

Read more

Training Tuesday: The Importance of Sales Listening

1 month ago 0

Sales listening is patient listening. Don’t anxiously wait for an opportunity to jump in and solve all the customer’s problems right away. After I ask a question I shut up and allow my prospect to speak. Sometimes I wait for several minutes. Most salespeople can’t stand a pause in the conversation. Take a deep breath, relax, and listen. Some prospects want to be listened to more than they want their problems solved. People love to talk about themselves, their jobs, and their companies; encourage them to do so. Transportation salespeople who have been in our industry for a long time should re-visit how they qualify and maintain accounts. It’s easy to start believing that you have all the answers, but you never know what changes may have happened since your last call. Never waste the prospect’s time. There will come a point when the customer is ready to move past

Read more

LTL 101: Volume vs Standard LTL Moves

1 month ago 0

We have great rate engines in place to obtain quotes on standard LTL moves, but do you know when not to use a rate engine?  LTL carriers will impose limits within their tariffs (that vary with every carrier) to limit moving shipments that are too large for their network. Some carriers structure their operations to carry volume LTL shipments while others do not. Volume quotes, also known as Spot quotes, should be obtained based on the below in order for you to get the most economical rate. Single shipments with standard size pallets (48x40x48) that are stackable: 1 – 8 pallets is best for standard LTL quotes (unless the weight exceeds 8,000 lbs., then pursue a volume LTL quote) 9 – 10 pallets pursue a volume LTL quote or a partial TL quote 11+ pallets pursue a volume LTL, partial TL, or even a TL quote LTL carriers will rate any single

Read more

LTL 101: Limited Access Charges

2 months ago 0

Limited access charges were created to compensate LTL carriers for additional time spent at your shipment’s pick up or delivery locations and constraints that can result from these specific locations. Limited access is defined as meeting any of the following conditions: Not open to the walk-in public during normal business hours Not having personnel readily available to assist with the delivery or pickup function Not having access to loading dock or platform Sites where carriers are delayed with security related inspections and processes prior to freight tender Did you know: Some of these high security locations will ask for a driver’s license and drivers have the right to refuse to do so? This causes the carrier to find a driver who is willing to do so, which in turn causes a domino effect or constraint on the daily operations of that particular terminal. In order to avoid unexpected charges, it is

Read more

Training Tuesday: Being a Confirmer

2 months ago 0

Being a successful salesperson requires a lot of practice, being able to envision making a sales call that results in sales success. Confirming the sale requires a lot of confidence and belief that you can make the sale and help the customer. The confidence you demonstrate when talking with a customer about our ability to deliver the service they need has the effect of transferring that confidence to them. In the transportation industry, a lot of credit is given to a salesperson who is a proven closer. That has always been my reputation – a guy who always asks for the sale and expects the customer to say “YES.” Being known as a “Closer” is a big compliment. The only downside is the negative connotation of being a “closer,” when it is more accurate to call it “confirming the sale.” Whatever you decide to call it – there’s no magic

Read more

LTL 101: Density Based Rules and Price

2 months ago 0

Density is very important in selecting freight class. One carrier that rates solely on density of an item is Central Transport. Some carriers will rate based on density if the commodities’ National Motor Freight Classification (NMFC) is a density based item. Three carriers that do this are Midwest Motor Express, UPS, and Saia. With these NMFC density based rating carriers the general rule is anything under 48 inches high will be calculated as 48 inches and anything over 48 inches but under 96 inches will be calculated as 96 inches for density purposes. Please see the actual wording from one of the carrier’s rules tariff below: So how could this affect your shipment? Say you were shipping 1 pallet of sheet steel, or NMFC 175120, which is a density based item. • The dimensions are 144” L x 45” W x 18” H • The total weight is 550lbs. •

Read more