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LTL 101: Density and Prices

5 hours ago 0

Density is very important in selecting freight class. Some carriers will rate based on density if the commodities’ National Motor Freight Classification (NMFC) is a density based item. 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: Density – Method of Determining Where rates are applicable according to the density of articles as tendered for shipment, the word ‘density’ means ‘pounds per cubic foot’ (PCF). The cubage of loose articles or pieces or packaged articles shall be determined by multiplying the greatest straight line dimensions (not circumferential) of length, width and height in inches, including all projections, and dividing by 1728 cubic inches (one cubic foot)

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Training Tuesday: Sales Traits Part 2

1 day ago 0

Last week we discussed several sales traits and the signals to improve them that you may be getting from your prospects and customers. This week we’re covering five more of these sales traits and signals. Handling Resistance. If you’re running into a lot of resistance, the best thing you can do is work on analyzing needs and talking about benefits. When customers ask the same question over and over – even though you feel you’ve addressed it – you may be focusing on a benefit that doesn’t matter to them, and failing to find out their true concerns. Selling Pressure. You’re coming on too strong if, when you attempt to close, customers become defensive or raise objections that seem irrelevant. When a customer starts defending a competitor they were unsatisfied with, that customer is telling you to back off. And if it seems the longer you’ve known a customer, the

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Intermodal 101: Role of a 3PL

1 week ago 0

As a refresher, a 3PL is a Third-Party Logistics provider. This means that a 3PL essentially acts as an intermediary between the shipper and the carrier to ensure that freight is transported correctly, efficiently, and cost-effectively. The 3PL will work with the shipper to create the optimum shipping plan using several different means. The 3PL will coordinate with the shipper and determine if there is a need/opportunity to lock in intermodal pricing where it makes sense to do so.  This could be lanes that have the following characteristics: Require equipment commitments from the rail providers Need to move at predictable pricing, so they can budget the transportation costs. Have static transit requirements that must be met At the same time, the 3PL will look for lanes may have a higher level of flexibility available to them.  The shipper may be more willing to ride the pricing up and down as it

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Training Tuesday: Sales Traits Part 1

1 week ago 0

Do you provide customers with the kind of sales and service they expect? It not, they’ll let you know about it – not directly perhaps, but through indirect messages related to each of the sales traits below. 1.Professionalism: If customers keep you waiting in the outer lobby or look at their watches while you’re talking to them, they’re commenting on your professionalism. If they seem hesitant to discuss their needs with you, or don’t return your calls, you probably have not made a businesslike impression. You have two opportunities to establish your professionalism – in the initial contact and in the way you continue to keep in touch. 2.Analyzing needs: If customers seem bored and restless during presentations because what they hear isn’t relevant to them; customers interrupt you with questions that sound impatient or brusque because they see that you don’t know enough about them to propose appropriate solutions;

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LTL 101: Damaged Freight

2 weeks ago 0

LTL 101: Damaged Freight Damaged freight is an unavoidable part of transporting freight, and while frustrating and challenging, there are things you can do to help mitigate the loss. Check out our tips on dealing with damaged freight below. 1: What do I do when I receive damaged freight? Sign the delivery receipt as damaged… I repeat, SIGN THE DELIVERY RECEIPT AS DAMAGED!  If the receipt is signed as “clear”, it is almost guaranteed that your freight claim amount will be reduced to a settlement, or worse, denied altogether. Below are a couple things to remember when signing for damages: settlement, or worse, denied altogether. Below are a couple things to remember when signing for damages: Notate all damages – If only one item is notated damaged, more than likely the carrier will only refund that one item Subject to Inspection” is NOT a valid notation – This notation is

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Training Tuesday: Fixing Sales Talk Mistakes

2 weeks ago 0

“Open mouth, insert foot.” It’s a saying used to describe what we feel happens when we say something that we should not have said because it could potentially be interpreted as inappropriate, hurtful, embarrassing for either party, or just awkward. In sales, you can occasionally say something and immediately want to take it back. There are a few reasons this typically happens: * We’re so excited and nervous to be talking to the customer that we get on a roll and can’t seem to stop ourselves * We get defensive when we hear an objection – about our company, office, or service, and we rush to give an explanation * We become uncomfortable or impatient with the silence after we ask a question, and we start speaking without waiting for an answer * We say something we know didn’t sound right, but instead of stopping to regroup, we stumble on

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Intermodal 101: Why a 3PL?

3 weeks ago 0

With both ramp to ramp and door to door options available, there are many approaches that a shipper should take to maximize his freight spend whilst still meeting his customer needs.  But understanding that there are multiple approaches to employ is not the same as executing against that plan.  Shippers work hard to master their core competency; they want to brew the best beer, sell the most fashionable clothing, manufacture the fastest equipment, etc., they don’t have time or capacity to spend on transportation. What they need is a great relationship with a Third-Party Logistics provider (3PL) to help them navigate the options available to them.  Working with the 3PL and forming a relationship based on trust and understanding will enable the shipper to meet his two goals, satisfying his customer and doing so at a reasonable cost. The 3PL will work with the shipper to get a full understanding

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Training Tuesday: Sales Listening

3 weeks 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

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LTL 101: Delivery Appointments versus Notifications

4 weeks ago 0

LTL 101: Delivery Appointments versus Notify Before Delivery Last post continued discussion on the importance of freight classifications when shipping LTL. This week we want to switch gears and discuss the difference between an appointment and a notify before delivery. Delivery Appointments: Appointments cannot be set until the freight arrives at the destination terminal. Contact must be made with the consignee to deliver. LTL Carriers will always make appointments, we cannot make the appointments for them. However, if they cannot get a hold of the consignee we may assist them. We can’t stress enough how important it is to contact the consignee even if they are not your customer in order to understand their appointment process. It is best practice to then get with the carrier to insure they are not having trouble setting up an appointment and causing further delays. It is not the carrier’s responsibility to understand every

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Training Tuesday: Mastering the Sales Presentation

4 weeks ago 0

Increase your odds of closing more sales by practicing your presentations. After you’ve made sales presentations, they become practice sessions for presentations you’ll give in the future. Collect the ideas you’d like to suggest or selling points you want to make; then organize them according to your purpose and the needs of your prospect. Give your words greater credibility by backing them up with data or testimonials. Keep your words as simples and direct as possible; use active, not passive language; and vary your tone, volume, and pitch to keep the prospect interested. Illustrate your words with examples and interesting stories to add color to your presentation. Lastly, get to know everything you can about the transportation business – both SunteckTTS and the competition. When you demonstrate how much you know about your industry you’ll gain the respect of your customers and prospects. When people believe they are dealing with

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