News

SunteckTTS Deal Closed Creating a “Top 10 North American Freight Manager”

4 months ago 0

SunteckTTS expanding capacity, supply-chain solutions and productivity gains The merger between Sunteck and TTS, LLC, announced on October 23, 2016, has officially closed. The resulting company will be one of the largest multimodal, agent-based freight management service providers in the U.S., approaching $1 billion in gross revenue, and managing more than 700,000 intermodal, truckload and less-than-truckload shipments annually. Operating under the name SunteckTTS, the entity’s 200+ agents and wide-ranging customer base will now source increased capacity through a combined network of more than 30,000 carriers. In addition to its strong non-asset capabilities, SunteckTTS will have a combined 2,000 truck fleet in its direct asset-light capacity division. The existing direct rail intermodal program from TTS, with access to more than 200,000 pieces of equipment, will be enhanced by the large intermodal drayage network from Sunteck. This capacity will become critical as driver shortages and industry consolidation continues, enabling the new entity’s

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Sunteck and TTS Merge and Become a “Top 10 North American Freight Manager”

5 months ago 0

– Expanding capacity, supply-chain solutions and productivity gains for agents and customers – JACKSONVILLE, FL/DALLAS, TX (October 26, 2016) – Two leading agent-based, third-party providers of transportation and logistics management services, Sunteck, headquartered in Jacksonville, FL, and TTS, LLC, headquartered in Dallas, TX, today announced the two companies agreed to merge and will operate as SunteckTTS. The merger will create one of the largest, multimodal, agent-based freight management service providers in the U.S., approaching $1 billion in gross revenue, and managing more than 700,000 intermodal, truckload and less-than-truckload shipments annually. Ken Forster, the current CEO of Sunteck will serve as the President and CEO of SunteckTTS and Andy Cole, the current President and CEO of TTS, will serve as Chairman of the Board. “This is an exciting moment as these two companies will become one and establish a powerful platform, offering expanded operations, capacity relationships and technology capabilities to our agents,

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Register for the 2016 Success Summit

7 months ago 0

Time is running out to register for the 2016 Success Summit, October 14th-16th, at the Sawgrass Marriott in Ponte Vedra, Florida. Be sure to watch the attached video for a short preview of this year’s event. Visit www.suntecksummit.com to reserve your room and RSVP by 9/9/16.

Training Tuesday: Handling Problems

7 months ago 0

  It doesn’t take long for anyone in the transportation business to realize that occasionally bad things happen to good people. • Pick-up or delivery times are missed • Freight gets damaged • A shipment is delayed • A billing problem becomes frequent You name it, it can and occasionally will happen. Football coaches have a saying: “When a quarterback throws a pass, three things can happen, and two of them are bad”. When customers aren’t happy, whether it’s because a shipment is late, damaged or lost, five things can happen—and four of them are bad: THE CUSTOMER DOESN’T LET US KNOW HE WAS UNHAPPY WITH SUNTECK’S SERVICE. NOT GOOD. The next time the shipper calls in a pick-up (if they give you a second chance) they’ll have a negative attitude right from the start. THE CUSTOMER CHANGES CARRIERS IN SILENCE. NOT GOOD EITHER. At best, we know only that

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Training Tuesday: Customer Service

7 months ago 0

  Clients expect service, but agents, salespeople, and clients often have trouble defining “service”. Driving across town to deliver donuts often gets listed as a service call.  Dropping in to see how things are going often appears on weekly call reports as service.  To some sales agents, service is what they do when they don’t feel like selling.  Service can be a way to put off more important activities.  Servicing your customer is very important.  Just be careful.  Don’t use service calls as a way to convince yourself that you’re selling.  A service call should have definable objectives. One problem with service calls is that there’s very little short-term reward for doing it.  Few agents or sales managers greet returning salespeople at the end of the day with, “Did you provide great service to your clients today?”  Instead, managers ask, “Who did you sell today?  Did you put any freight

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Training Tuesday: Handling Rejection

8 months ago 0

Rejection is a daily occurrence in the sales profession. How you handle rejection can be compared to long distance running. In running, you’re going to become tired. The proof to how fit you are is determined by how quickly your body is able to rebound. The same applies to sales rejection. You’re going to be rejected. How quickly and how well you recover will determine how successful your next sales call will be. When I coached baseball there was one situation you could always bank on. If a player committed an error and reacted by kicking the dirt, throwing his mitt, and letting his chin droop, the next hit was definitely coming his way. Instead of shaking off the first error and being prepared to make the next play, some players would still be beating themselves up when the second hit would shoot right between their legs. Suddenly one error

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Communication: The Key to Business Success

8 months ago 0

Businesses often overlook the importance of good communication, both within the organization and externally. Dave Dallas, Chief Marketing Officer and President, Brokerage Division, explains why executives need to pay attention to the discipline.

Training Tuesday: Referrals

8 months ago 0

Referrals are the easiest sales you’ll make.  It’s your job to tell a purchasing manager that Sunteck offers the best service available; that’s what he expects you to say.  But when he hears it from a fellow purchasing manager then that’s something entirely different. Always ask for referrals!  Asking for referrals is the difference between middle-of-the-pack sales agents and star performers.  And yet sales agents are usually terrified to ask for referrals.  Don’t be timid.  In our business, you have to ask for what you want.  If there’s not a competitive reason for a satisfied customer to object to giving you a referral, then they will about 70% of the time.  Always start by asking for referrals within their own company, on-site and at different locations.  Then, (while on the same visit or in later calls) branch out and ask for referrals to businesses in the area where they might

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Training Tuesday: Confirming the Sale

8 months ago 0

In the trucking 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, as far as I’m concerned, is the negative connotation of the word Close. I appreciate being recognized as a Closer, but I think it’s more accurate to call what I do Confirming the Sale. Whatever you decide to call it – there’s no magic to confirming the sale. Right from the initial approach to the very end of your presentation, bit by bit, you should be confirming the sale. It’s when you find out if you did your job properly. I go with my instincts. I close the sale when my customer lets me know it’s time. Closing

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Training Tuesday: Taking Control of Price

8 months ago 0

  Take control of the sales call, especially on the subject of price. If you can change the customers pre-conceived notions in the first five or ten minutes, then you’ve won the biggest sales battle of all. Right up front, I make it clear to the prospect that the sale won’t come down to a wrestling match over price. I quickly and firmly set up an alternative framework for making a deal. If price isn’t going to be the issue, then what is? You must sell value-added. To me, that means selling exceptional service and customer support. Often, I have to close the deal on the strength of my personal commitment to my customers and the quality of service provided by Sunteck. Never concede that Sunteck’s service is just like our competitors. Once you do, you give away your competitive edge and ability to differentiate your service, and therefore, to

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