News

LTL 101: Limited Access Charges

15 hours 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

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Training Tuesday: Being a Confirmer

1 day 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

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LTL 101: Density Based Rules and Price

1 week 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. •

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LTL 101: Delivery Appointments vs Notifications

3 weeks ago 0

This blog we will 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 consignee’s appointment process. A great example of the above is Grocery Warehouses: If the carrier needs to book an appointment online or reference PO#s in

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Training Tuesday: First Impressions

4 weeks ago 0

There are too many freight sales reps in the U.S. today to even come up with an accurate number. It is important for your prospect to know about your qualifications. Tell the prospect about yourself. No grandstanding or patting yourself on the back, just an informative look at your career and the customers you’ve helped. It lets the prospect know that they’re dealing with a professional. If I know beforehand that the prospect knows little about my company, and nothing about me, I sometimes send over a short bio-sketch and a few magazine or newspaper articles that discuss the company or were written by me. I provide something tangible to the prospect that adds a new dimension to the relationship. Rather than simply sending them a brochure, I personalize it, and at the same time the articles express something about me and my philosophy on transportation. In the transportation business

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SUNTECKTTS ACQUIRES HA LOGISTICS

1 month ago 0

October 9, 2018 – Jacksonville, Fla. – SunteckTTS, a leading provider of agent‐based, technology-driven transportation logistics services, today announced that it has acquired HA Logistics, a California-based freight brokerage and logistics company with full-service sales and support operations in San Ramon, CA, Ontario, CA, Columbus, OH, Dallas, TX, Rohnert Park, CA and Seattle, WA. Established in 1984, HA Logistics has built an extensive offering of transportation services and solutions for its customers throughout North America. Alan Huttmann will continue as President of HA Logistics. “We are pleased to be the latest addition to the SunteckTTS organization,” said Huttmann. “This move represents a great opportunity to expand our client service offering and remove obstacles to efficiency by utilizing SunteckTTS’ technology and transportation solutions. Joining SunteckTTS further enables our team to provide customized solutions to our customers.” “HA Logistics has shown remarkable growth and is an excellent fit to help accelerate our

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LTL 101: NMFC Transportability Characteristics

1 month ago 0

Remember the National Motor Freight Classification® (NMFC®) is a standard that provides a comparison of commodities moving in interstate, intrastate and foreign commerce. Commodities are grouped into one of 18 classes—from a low of class 50 to a high of class 500—based on an evaluation of four transportation characteristics: density, stow-ability, handling, and liability. Together, these characteristics establish a commodity’s “transportability.” These characteristics can be defined as follows: Density (Weight, Length, & Height): Density is the space the item occupies in relation to its weight. The density is calculated by dividing the weight of the item in pounds by its volume in cubic feet. Your item’s volume in cubic feet is Length x Width x Height/1,728, where all dimensions are measured in inches. The density of your item = Weight/Volume, where Weight is measured in pounds and Volume is measured in cubic feet. Stow-ability: Most freight stows well in trucks, trains and boats, but some articles are regulated by

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Training Tuesday: Making Appointments

1 month ago 0

There are several things a salesperson should do before making an actual face-to-face presentation. Obviously, an appointment must be made with the prospect. Also, the salesperson must be qualified to make the sales call, meaning that they must have acquired the necessary product knowledge, are properly prepared to answer all industry-related questions, and possess a basic understanding of the customer’s needs. Effective time management is essential to achieve the maximum number of sales presentations each day. Poor appointment setting habits can ruin a productive sales week. Appointment scheduling and general office work should not be performed during prime selling time. Broken appointments, however, create an opportunity to set appointments for the following week. When setting appointments, always consider the characteristics of your territory to ensure you are able to make the most sales presentations possible in a day. Too much windshield time kills your earning potential. Remember, your goal should

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Training Tuesday – Sales Questions

1 month ago 0

Asking questions that turn into sales is an extremely important part of the sales business. You must pay attention to the needs of your client, spot subtle buying signals, know when to foster an open dialogue, and know what questions to ask. One of the most critical elements to a successful sales call is asking good sales questions. Prior to every sales call or customer meeting, it’s a good idea to think through and write down a list of twelve to fifteen sales questions you want to ask a potential customer during the meeting. You may not get the opportunity to ask all of them, but you must be prepared to get as much information as possible. Below is a list of generic, consultative sales questions to get you started. Building greater levels of prospect trust, more quickly, is the best way to increase your selling success. Asking your prospects

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Training Tuesday: Initial Approach

1 month ago 0

A good initial approach to a prospective customer is a crucial part of the sales presentation. All the selling skills in the world won’t matter if you don’t get your foot in the door. Up front you should state your name, the company you represent, and the particular transportation services you’re there to sell. Unlike a lot of salesmen and saleswomen, you shouldn’t beat around the bush. You should work on concept selling, tell the prospect, “I’d like to share an idea with you. I’m in the transportation business. I’m assuming that you’re always looking for ideas that will help your company ship or receive goods in a way that will make your company more efficient, improve customer service, and increase profitability. I’d like to run some ideas by you.” This statement opens the door and informs the customer that you’re there to add value. It’s intended to create interest,

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