Streamline Your Document Signing Process with airSlate SignNow

How to create outlook signature

good morning what is going on peoples uh yes so uh i've been getting questions actually from a few people over the weekend actually about how to get customers um in logistics um in trans freight transportation as a freight broker as a 3pl company um you know just just uh kind of some tips or advice on how to go about it um so that's that's why i'm making this video particularly um look at it this way if uh you gotta look at it as if you're building a pipeline um in other words it takes time uh nothing nothing's gonna happen overnight absolutely nothing in this planet will happen overnight when it comes to business uh from a philosophical perspective it will take time to make sure that pipeline is built properly uh in north america here business is a different thing people have shifted 100 percent to relationships in order to get business this does not mean you will have to love someone 100 or that they will have to love you back a hundred percent in order to do business with one another but it does mean you will have to understand or be willing to understand the shippers business inside and out on the shipping side of things in order to win any of their business i would also venture as far as to say that you might even need to know their entire business their operations how it how it works from their accounting to everything else but again from it from a shipper to shipper kind of view i would say you would have to know their their shippers business very well in other words their their shipping side of things very well uh so how do you gain this knowledge you know what do you do where do where do you go what do you say you know who do you speak to i would say that you would have to talk to the decision makers so that might be a director of logistics or a shipping manager a traffic manager um you know a director of logistics you know a director of supply chain would be able to kind of direct you in the right uh path um if they're a good human being i mean they should they should be quite open to you as a service provider wanting to help them move their freight to give you the proper channels to do that so they may might say hey the best person to contact would be so and so um you would have to ask questions and you'd have to ask a lot of questions you'd have to ask how their volume is uh you know do they have the high volume shipments um and are you prepared as a as a service provider to offer capacity for a high volume or vice versa are you are you ready to do um you know low volume customer service you know people that have those two three shipments a month are you ready to give them uh the light of day to move those and find them options for the sp you know on the spot market or if it goes onto a contractual basis where you're doing three four shipments a month are you prepared to do that are you prepared to find them capacity for that as a 3pl or free broker next question would be what their current providers are doing properly and with high degrees of efficiencies so you know are they on time are they responsive are they attentive to details you know of each request that comes through um are they accurately finding the right capacity uh to provide the capacity to the shipper uh this is a good knowledge for you as a competitor to have to see who is offering what and are they offering it at that highest point of customer service in terms of satisfaction by the shipper or from the shipper however you want to say it next would be would be what are their current providers not doing that they wish that the shipper wishes that the provider was doing does the current provider lack visibility on the shipments from a shipment to shipment basis um or you know is there no integration between the tms and the cut and the customers uh system uh maybe that's something the customer the shipper needs in order for you to do business with them um this is the way of the future it's gonna be like that way where everything is on kind of one all-inclusive platform so to say uh next down the list would definitely be uh why does that customer buy now this this would be a part of your customer profile in the beginning when you go after a shipper you kind of look at them you you research about them and you see why why they might buy services now you know it's that argument between price versus service that where that threshold and balance is so as an example i reached out to a man who wanted a dollar twenty a mile uh he's he was doing this to move thousands of shipments thousands of loads and simply left it on the table for someone else to come in and you know to provide that to him he wanted the utmost um service so details attention to service um dedicated truck loads just in time service seals vetting of all carriers to be provided in writing for each carrier to be used and you know i i weighed the options and decided it is not worth my time it is not worth the carrier's worth in any currency because i know the carrier's operating costs i know the minimum and i sure as hell know that they would struggle providing these services for these numbers first and foremost it would be fine to find good quality with these kind of numbers so you know when when i did deeper research into this this man and this company you know it was you know you know 40 million dollars in savings or you know per year 10 million dollars in savings and transportation costs these guys are not interested in building any kind of balanced relationship it's a win-lose situation so winner would be the shipper the loser would be anyone that takes that freight it's that simple you know it's it's finding a balance between both so you're fair in your approach as the broker and 3pl or 3pl and from the shipper's perspective to have that balance between price and service so you're not paying out of your bum but you're also not um you know suffocating your providers where they might you know cease operations or stop doing business with you all together or potentially not being able to you know struggle to cover certain lanes because it's that you know price for a price for service uh argument that that's been going on in logistics for for thousands of years it seems the next would be you know what raw materials or finished product do they ship now this is important to know who you have contracted to do business with this will help you always make sure the right equipment is sent in for loading and you may even be able to help your customers logistics department save money by selecting the appropriate options depending on what they're shipping they might be overpaying because they want to ship on a particular type of platform or flatbed that isn't exactly the right choice for their shipments you can save the money by moving them over on a different type of equipment um it happens man it happens all the time where this this kind of stuff is uh is a regular occurrence uh next would be what areas do they ship to and from understanding and acknowledging where the shipper ships to and from will help you better select the appropriate carriers for these lanes you will be able to select the carriers that have capacity in these lanes most carriers will provide you with fair rates if you can offer them some sort of fair volume within specific lanes this doesn't mean you will utilize the terminology of backhaul but it does mean you will be able to solidify all your relationships by being a reliable choice for both shipper and carrier and um that's i think that's very important um for sure and uh next would be what equipment do they utilize to move their shipments as an example you know customers uh who move conveyor systems will look to move them on curtain sides or conestoga trailers because they don't want issues with tarps and tarpon sometimes the driver will go in he refuses to tarp it'll delay the shipment because they might have to find another driver or they might have to you know instead of their quoted price of 2000 they might now have to pay 2700 because that driver needs 700 bucks to tarp um you know these these conveyors that these people move come with computers and electrical wiring on board so to protect from the elements they need to be protected so a conestoga is the logical choice because they still can load easy but they also have that protection they need to make sure the computer and electrical parts arrive in working fashion to the consignee and so that would be my suggestions for