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Intermodal 101: Load Securement

1 day ago 0

Intermodal 101: The Importance of Load Securement We have discussed several main reasons for shipping via intermodal previously, but there are also a few areas of concern that you should be aware of before shipping with intermodal. As you know, intermodal involves loading a trailer or container at a shipping point, and unloading that trailer or container at the consignee.  Obviously though, intermodal has some level of rail service between these events.  That challenges your shipment will face must be accounted for prior to tending a shipment for intermodal service. First, there must be greater load securement when shipping via intermodal.  Though the actual transit on the rail is typically much smoother than transit over the road, the trailer or container must be loaded onto the flatcar to get it moving.  This typically involves a crane, which picks the unit off the chassis and places it on the flatcar, later

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Training Tuesday: Overcoming Objections

2 days ago 0

Training Tuesday: How to Overcome Objections If it weren’t for objections everybody would be in sales. So, while none of us likes objections, we must accept them as part of the business and make sure we know how to overcome them. Your main goal when faced with an objection is to turn the objection around into a reason to purchase our service. People love to buy but hate to be sold. Objections are inevitable. Not only should you expect objections, I think you should welcome them.  An objection is a positive part of the sales process. Their objection gives you an opportunity to answer the objection and add one more good reason why they should buy from you now. Expect objections, but never create them. Prepare a list of the top ten objections your customers and prospects have had with all their motor carriers in the past and then prepare two

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Multimodal Wednesday: LTL BOLs Part 2

2 weeks ago 0

LTL 101: BOLs Part 2   This week is about keeping your Bill-of-Lading (BOLs) clean and precise to avoid confusing carriers or being charged incorrectly. When shipping LTL freight please make sure your BOLs are clean and precise prior to sending them to your shippers. Extra language in the special instructions section of BOLs only causes billing issues. Take a look at the below examples where the BOLs are very busy and not easily readable: Let’s stop putting so much traffic in the special instructions! PU# is fine, but not 3 times PU instructions FCFS is not needed and does not protect you or the customer from charges If the carrier is delayed due to the shipper you will be charged regardless If they can’t get in timely or for another reason they will skip the pick-up “No APT needed for LTL shipments” –  This is unnecessary information because if the

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Training Tuesday: The Sales Presentation

2 weeks ago 0

Training Tuesday: Making the Sales Presentation Give your customer a dynamic sales presentation. Tailor your presentation to suit each individual company and focus your presentation on the benefits—not features, that SunteckTTS has to offer.  Before making the presentation ask yourself: what kind of presentation will convince the prospect to buy (analytical?  logical?  emotional?), then model your presentation to match them. Know your audience.  Make sure that all the important decision-makers are in attendance.  Be sure you know their level of expertise about the transportation industry, SunteckTTS, and their company’s shipping needs. Prepare a presentation folder for everyone who will be in attendance.  Since we’re selling an intangible service; this presentation folder will have to suffice for your product demonstration. Even in your sales presentation you must remember to be a good listener.  Being a good listener generates confidence, and demonstrates sincerity in your desire to understand the prospect’s needs. Listening

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Multimodal Wednesday: Intermodal Benefits

3 weeks ago 0

Intermodal 101: Benefits Adding intermodal shipping into your arsenal will allow you a much greater level of flexibility in meeting your customer commitments. Right now, as fall is fast approaching, over the road (OTR) equipment is becoming tighter. When that happens, the shipper will often face not meeting scheduled delivery date/time for their customer, or they will have to pay more to meet their commitments. Neither of these scenarios are positive. By opening to intermodal shipping, you are allowing the following positives to become part of your shipping strategy: 1. Access to an additional 200,000 pieces of capacity to help move your freight, available in a variety of sizes: 20’, 40’, 40’HC (high cube), 45’, 48’ and 53’. In fact, intermodal is pioneering a 60’ container in Canada right now, that may make its way into the US within the next 5 years. 2. The potential for lower rates, or

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Training Tuesday: Consultative Selling

3 weeks ago 0

Consultative Selling Treat all your sales work as a consulting assignment.  Consultative selling turns salespeople into experts and clients into partners.  When you first meet the prospect take your “sell” sign down for the majority, if not all, of your first call. Some sales reps visit a customer two or three times, ask them every question they can think of except the most important question of all – asking the customer to buy their service. You can and should qualify the customer and re-visit their needs on a regular basis.  If they’re qualified to buy and you don’t offer SunteckTTS’s help, then you’re doing them a disservice.  On the other hand, if you keep calling on a customer who’s not qualified, you’re stealing time and money from yourself.  Be sure after you’ve made a consultative sales call that you follow up by asking for their business. The best salespeople are

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Multimodal Wednesday: LTL Unexpected Charges

4 weeks ago 0

LTL: Unexpected Charges While LTL shipping has its advantages, there are also some things to watch out for that are unique to LTL. Often there can be unexpected charges due to certain factors of a shipment, and these will not be included in an initial rate estimate. Today we are covering a few of these charges and things to watch out for when shipping a load via LTL. Did you know that many customers get invoiced at a much higher rate due to their shipments being “hit” with Cubic Capacity, Exceeds Linear Foot, or Oversize Dims? All three of these things are different and very expensive so pay close attention to what your customer is shipping. Cubic Capacity This is when a shipment is greater than 750 cubic feet and an average density of 6 or less (some carriers are 4 or less). Example of a Cubic Capacity load: 6 Pallets

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Training Tuesday: Tips for the Initial Approach

1 month ago 0

Tips for Making the Initial Approach The initial approach to a prospect is the most 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. First impressions are lasting impressions. You can’t win everyone over with a single script designed to handle the first few minutes. Below are some of our top tips for the initial approach. Believe in yourself. If you don’t believe you can win the prospect’s confidence, you’ll self-destruct in the opening moments of your first sales call. Develop and maintain a positive attitude. Shake hands firmly, but don’t overdo it. Be conversational and use humor early. Don’t prejudge the prospect. Everyone is different. Accommodate and welcome the differences. Qualify the buyer early, preferably before your first face-to-face meeting. Believe in SunteckTTS and the services you sell. Know the prospect’s industry and business

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Multimodal Wednesday: Intermodal B&B

1 month ago 0

Intermodal 101: Blocking and Bracing Moving freight via Intermodal is a great decision for many reasons that will be discussed as we move forward in this series. Blocking and Bracing of shipments is an extremely important component of intermodal shipping. Intermodal travel, especially in stack containers, provides a very good ride quality, but there does need to be additional load securement prior to it being loaded on the train.  One simple way to remember the basics, according to the Union Pacific, is through the acronym SAFE LOAD: S –  Secure the lading A –  Always plan your load F –  Fill the empty spaces E –  Evenly distribute the weight L –  Look to ensure lading does not exceed 2500 lbs per linear foot O – Only use AAR (Association of American Railroads) approved dunnage A – Apply appropriate blocking and bracing D – Do not use pallets as filler

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Training Tuesday: How to Leave a Voicemail

1 month ago 0

How to Leave a Voicemail Voicemail is both a terrific tool and also the world’s most effective gatekeeper. You have to become comfortable with leaving messages.  Use all the same tools you use when speaking with a live gatekeeper: be aggressive, assume control, sound important and confident. Be clear and clever.  Make sure you sound enthusiastic and authoritative on your business and theirs. Leaving good voicemail messages requires practice.  Leave practice voicemail messages on your own or fellow salespersons’ machines.  Don’t repeat yourself, and be sure to leave your telephone number.  You’d be surprised to find out how many people forget to leave their number. Make your message short – less than 30 seconds.  Give the prospect headlines instead of the entire story. Don’t expect all prospects to return your call.  After you’ve left two voicemail messages for a prospect, your next strategy is to get around the machine. After

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