Selling cold chain transport in a cold economy

Mary O’Connell - Running on Ice Community - FreightWaves - St. Louis, MO

1. Considering cost and risk management, why is it best to eliminate the need for expedited shipping unless it’s really worth the shipper’s while?

1. Major costs

2. Extra risks

3. More human touches needed (tracking/tracing & booking/following)

2. Now that the sales market has cooled off and it’s a little harder to prospect what is your go to method for selling. Do you have a secret sauce?

3. How do you highlight unique selling points and demonstrate added value to potential clients?

4. What are some of your most successful sales tips when it comes to working with a  temperature controlled customer?

5. What about relationship building? How do you maintain relationships after a customer has been landed?

6. Customer retention, the real money maker, how do you ensure customer satisfaction and retention, and what steps do you take to address any issues or concerns that may arise during the sales process or ongoing service delivery?

7. What are some of the most common challenges or obstacles have you faced in managing operations, sales, and expedited services?

1. What about the ones that make for a funny story?

Learn more about your ad choices. Visit megaphone.fm/adchoices