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More Transportation Companies Are Looking at Sales Holistically

Sales strategy and operations are becoming more sophisticated among companies in the transportation and logistics industry. At least that’s the findings from the 2019 TMSA Marketing & Sales Metrics Study.

This year marks TMSA’s fourth annual sales and marketing metrics study. The Transportation Intermediaries Association (TIA), the Intermodal Association of North America (IANA), and Transport Topics magazine promoted participation in this study. At the 2019 TMSA Logistics Marketing & Sales Conference last week, TMSA’s CEO Brian Everett made the observation that many companies are looking more holistically at their sales strategy and operations.

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TMSA Conference Insights on Shipper of Choice

Customer Experience (CX) was the theme of the 2019 TMSA Logistics Marketing & Sales Conference at Amelia Island, Florida. As marketers and sales professionals within transportation and logistics, creating a delightful experience for our shippers is often the first “Customer” we think of when we look to improve. One peer-to-peer conversation during a working lunch roundtable session with leaders from carriers, brokers, technology firms, transportation media and shippers confirmed that holding shippers accountable to providing a first-rate experience for truck drivers is an equally compelling priority.

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Customer Experience (CX): Myth or Reality in Transportation and Logistics?

So what do my customers want? The savviest executives in the transportation and logistics industry are now asking this question, as evidenced at the annual TMSA Logistics Marketing & Sales Conference last week at the Omni Amelia Island Plantation Resort near Jacksonville, Florida.

“Companies in this space understand that they are in the customer experience business, and they understand that how an organization delivers for customers is beginning to be as important as what it delivers,” said keynote Robert Rose, Chief Troublemaker of The Content Advisory, a strategy, advisory and education group for The Content Marketing Institute.

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4 Stages of Inbound Marketing

By Brian Everett, CEO, Transportation Marketing & Sales Association

There’s no question that the transportation and logistics industry is in a current state of rapid change, thanks to a large degree to to the evolution of technology. Shipment tracking and tracing, GPS, blockchain, and electronic messaging with customers, providers and drivers are just a few examples that are greatly impacting transportation operations.

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Is a Customer Experience Strategy Critical for Transportation Companies?

By Brian Everett, ABC, Chief Executive Officer of TMSA and Senior Partner with MindShare Strategies, Inc., an association management company specializing in the management and marketing of associations in the transportation and logistics industry.

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Developing Your Sales Function for Lasting Success

By Holly LaBoda, Partner and Founder at Luminaries Consulting, LLC, an Affiliate member of TMSA. She has 10+ years experience in strategy facilitation, talent management, sales development, change management, leadership development and custom learning content with leading companies such as C.H. Robinson and Emirates Group.

Picture it: An executive team is reviewing their quarterly results when the CEO asks, “why are we not hitting our revenue targets?” and all eyes turn to the sales leader. If results are struggling, some sales leaders will naturally jump to a few places. Perhaps the issue is their team not having the right talent or skills to achieve their goals. Maybe it’s a tool or resource gap, they need a CRM to better manage sales activity. These things may be needed, but a successful and sustainable sales function can’t be built by solving singular issues. Whether your sales function is thousands strong or a few key players, there are four key elements required to create lasting success.

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Print Magazines Dead? Bite Your Tongue (6 Reasons to Rethink Print)

By Joe Pulizzi, Content Marketing Expert, Keynote Speaker and former Consultant to TMSA, and Entrepreneur. Founder of the Content Marketing Institute and the Orange Effect Foundation.

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TMSA Seeks Chief Strategy Officer

As TMSA expands its value proposition and service offerings to members, the association's Board of Directors has approved the decision to expand staff resources that will support the growth of the association.

This newly created position, Chief Strategy Officer, will be responsible for assisting TMSA CEO Brian Everett with developing, executing, communicating and sustaining strategic initiatives of the organization. This individual also will work closely with Everett and the Board of Directors to develop the organization’s vision and strategic focus and overseeing implementation of initiatives through committee engagement and staff resources.

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Product Alert: Transportation's First RFP and Bid Management Application

By Brian Everett, CEO of the Transportation Marketing & Sales Association

Here at TMSA Headquarters near Minneapolis it's uncommon to host visits by TMSA members in the dead of winter, so I was pleased to learn John Golob, Winmore’s Chief Marketing Officer, was stopping by to share the details of its recent software release — the transportation industry’s first RFP and bid management application. 

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Fortune’s Most Admired Companies: Transportation and Logistics Companies Lead List

Transportation and logistics-related companies comprise one of the leading categories among the Most Admired Companies in the World, according to FORTUNE magazine.

FORTUNE collaborates with partner Korn Ferry Hay Group on this corporate reputation survey, which evaluates approximately 1,500 companies, including the 1,000 largest U.S. companies ranked by revenue and non-U.S. companies in the FORTUNE Global 500® database with revenues of $10 billion or more. Korn Ferry Hay Group surveys 680 companies from 29 countries to select the 15 largest for each international industry and the 10 largest for each U.S. industry. Executives, directors and analysts are then asked to rate companies in their own industry on nine criteria, from investment value to social responsibility, and this vote results in the 52 industry lists. A company’s score must rank in the top half of its industry survey to be listed.

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The Edgy Power of Video: Practical Tips, Case Studies

The use of video is gaining significant traction in generating marketing, sales and business results in transportation and logistics. TMSA member companies like Averitt Express which uses video to recruit team drivers who are married, or Bison Transport to talk about the economy and the Trump Effect, or Crowley Maritime to gain credibility on heavy haul expertise.

A Closer Look: FreightWaves Produces Daily Video Insights, News Analysis
Another fine example is TMSA Affiliate member FreightWaves, which provides real-time market insights through their new daily video, NOW. It’s a daily market update that comes from the floor of FreightWaves headquarters in Chattanooga every business day at 4pm Eastern. Throughout NOW, FreightWaves market experts and team deliver content and expertise highlighting key things to watch in the market for that day.

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Top 3 Marketing Trends in 2019 to Watch in Transportation and Logistics

About the Author: Brian Everett is the CEO of the Transportation Marketing & Sales Association, and Senior Partner with MindShare Strategies. He has 25+ years marketing, sales and association management experience in transportation and logistics.

Much of my time spent is learning what’s top-of-mind with sales, marketing and business leaders in transportation and logistics. In the last 18 months, three things have constantly remained on the top of the list: lead generation and business growth, retaining and growing customers, and talent acquisition and management. These priorities take center stage with a backdrop of challenges, ranging from freight capacity issues to the driver shortage.

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How to Assess ROI of Project Implementation

It’s now 2019 – and we’re now back from holiday breaks and assessing where to prioritize our time and resources. For many, budgets have now green lights and it’s “all hands on deck” to plan and implement the strategies that have been approved. However, it can be overwhelming to figure out where to start.

TMSA offers you an effective business tool we call the “ROI Estimator” to best assess the return on your investment – factoring in the ease and cost of implementation as well as the productivity return you’ll experience. If you routinely use this tool, you’re guaranteed to be able to make quicker decisions on which priorities to focus on based upon your budget, time and resources available, deadlines, and other important factors.

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What Shippers Need in 2019 – and How Sales & Marketing Should React

The 2019 Third-Party Logistics Study that recently was published shows that shippers and their 3PLs continue to increase more meaningful partnerships and are collaborating more closely to accomplish their supply chain goals. Both parties seem to have a much greater awareness of what they’re trying to accomplish as well as the ways in which the availability of data and the use of technology can help them progress.

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2018 In Review: Top Articles in Transportation Marketing & Sales

Learning from other marketing, sales, and business leaders is one of the most valuable ways to move your own business forward. The Transportation Marketing & Sales Association brings together market intelligence and thought leadership that's specific and unique to transportation and logistics through our TMSA Blog.

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TMSA Members Named 2018 "Top Companies for Women to Work For"

Redefining the Road magazine, the official magazine of the Women In Trucking Association (WIT), announces there were 10 recipients of the 2018 “Top 50 Companies for Women to Work For in Transportation” that are members of TMSA.

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TMSA Members Acknowledged as 2018 "Great Supply Chain Partners"

A truly great supply chain partner is one who knows precisely which ingredients we need to make our operations successful — and those we can skip. Some partners can tell us, for instance, what technologies we need to deploy, when to implement and how to upgrade.

Others can advise who to contract for manufacturing and transportation, where to source parts and raw materials — or how to dispose of tainted or defective goods. They can help us finance supply chain operations, mitigate risk and ultimately bring together these disparate components to streamline our businesses.

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The Marketer is Dead. Long Live the Marketers.

By Asher Fredricks, MBA, Marketing Manager for FLS Transportation Services. Article 1 of a 3-part series.

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7 Marketing Career Killers and How to Avoid Them

Believing in bogus platitudes. Clustering into cliques. Trying too hard to be interesting. These and four other things could stop your marketing career in its tracks, as author Becki Saltzman wrote about in her recent book, Living Curiously: How to Use Curiosity to Be Remarkable and Do Good Stuff. Each mistake is very common in the world of marketing today, and likely noticeable by anyone who has worked in an office setting. And there’s no question that each can stop a high-potential career in its tracks.

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How to Engage Your Customer Base: Observations of Trimble in.sight Conference This Week

By Brian Everett, CEO of the Transportation Marketing & Sales Association

When you think about the four phases of the Buyer’s Journey (Attract Suspects and Prospects, Convert Leads, Close and Retain Customers), many companies don’t place nearly enough energy and resources into expanding business with current customers and turning them into your biggest advocates.

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