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The First One to Commit to the Experience Wins

By Robert Rose, Chief Strategy Officer of The Content Advisory, the Consulting & Education Group of Content Marketing Institute. For more than 20 years, Rose has been helping marketers to tell their story more effectively and build passionate audiences and powerful customer experiences. Rose will be the opening and closing keynote speaker for the 2019 TMSA Logistics Marketing & Sales Conference

When I was visiting a client in Hartford, Connecticut, I needed a taxi from my hotel to the client’s location. Easy enough. The hotel bellman grabs a taxi from the street and I’m on my way. As we drive, the cabbie makes small talk: where are you from, how long are you staying, the weather, all that. Then he asks, “Do you have a ride to the airport tomorrow?”

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Award-Winning Strategy: New Penn Millennial Landing Page

More than one-in-three American labor force participants (35%) are Millennials, making them the largest generation in the U.S. labor force, according to a Pew Research Center analysis of U.S. Census Bureau data. Trucking companies today are facing the challenge, how do we recruit the largest workforce-eligible generation, who are unemployed, underemployed or looking for a career upgrade?

It's no secret that the trucking industry needs a rebrand. In order for companies to be able to attract a more diverse talent pool and tap into the millennial generation workforce, preconceived notions of who belongs behind the wheel need to be changed. 

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Promoting Employee Happiness

By Caliper, a human capital analytics company leveraging decades of data and validated assessment results to predict and select high-quality candidates. Caliper is a TMSA Affiliate member.

Everyone has seen the statistics about employee happiness and how it’ll change the way your workplace operates. Companies with happy employees outperform their competitors by 20%. Some companies have even gone as far as hiring an employee experience officer. One of the most notable companies to hire someone dedicated to employee experience was Airbnb back in 2015 when they transitioned their Chief Human Resources Officer to the Head of Employee Experience. The duties of the new role include shared HR functions as well as responsibilities that focus on their new “workplace as an experience” vision. To achieve this vision, most offices included a group of employees called “ground control” that focus on bringing AirBnb’s culture to life.

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5 Steps to Successful Sales in Transportation and Logistics

In the 2017 TMSA Sales & Marketing Metrics Study, outside sales employees with transportation- and logistics-related companies contributed on average about 51% of the revenue for respondent companies that had outside sales teams. 

In contrast, it’s interesting to note that Inside Sales contributed an average of 41% of revenue for those companies that had inside sales, a slight decrease from 2015.

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How the Flywheel Approach & Digital Communications Can Improve Your Overall Customer Experience

By Nadine Nocero-Tye, Director of Client Services for SyncShow, a TMSA Affiliate Member

Customer experience can be defined as any interaction that your organization has with your customer. Thanks to industry disruptors like Amazon, what was once considered the best experience is now the expected experience. It’s not just from the likes of Amazon, but from every experience with every company whether you are a consumer or a buyer of business services or a product. In fact, because of this, customer experience has become one of the top strategic priorities within the C-suite.

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5 Key Elements of a Successful B2B Website

By Chris Peer, Owner & CEO of SyncShow, a TMSA Affiliate member

Studies on buying behaviors for the B2B industry continue to show that for the majority of buyers, their first stop in finding a solution to their pain points is an internet search. This means that your website is most likely the first touchpoint a prospect is having with your company, and like any other salesperson, your website should be properly armed to sell your products and/or services.

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Top 5 Trade Show Design Trends

By exhibitpro, a TMSA Affiliate member

Exhibit design trends strive to engage people on different levels. The demand for visually stunning, interactive designs are transforming trade shows. There are several elements that exhibitors can take advantage of to ensure that they are being remembered on the show floor. These elements range from architectural to color trends, and use of material and technology.

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When Personality Assessment Results Disappoint

By Caliper, a TMSA Affiliate Member

With the number of jobs and applicants increasing, many professionals are turning to advanced tools such as personality assessments to aid them in the hiring process to determine if potential candidates are the right fit for their company. But what is a personality assessment?

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2019 Is Likely to Start Clean and Finish Messy

By Dan North, North America Chief Economist via TMSA Affiliate Member Euler Hermes North America 

The economy performed very well in 2018.

GDP growth, expected to be 2.9% for the year, tied 2015 for the strongest of the nine year recovery. Recent growth was particularly impressive in Q2 at 4.2% q/q annualized and 3.5% in Q3. The all-important consumer sector flexed its muscles at 3.8% and 3.6% in Q2 and Q3. Manufacturing was strong. Wages grew at the fastest in nine years. Job creation was vigorous. Inflation and interest rates remained low, and corporate profits set records. It was as good as it’s going to get.

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The Secret Weapon of Today’s Successful Salespeople: Curiosity

If classic movies like Glengarry Glen Ross (1992), Tin Men (1987), Used Cars (1980)—or more recent hits like Wolf of Wall Street (2013)—have taught us anything, it’s that sales is not for those of a weak disposition.

And whether the character portrayal is ruthless and intimidating like Alec Baldwin’s Blake, broadly comedic like Danny DeVito’s Ernest Tilley, or charmingly sneaky like Kurt Russell’s Rudy Russo, movies have also suggested that salespeople need to be either pushy or conniving to achieve success.

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Sealand: An Evolving Brand Rooted in Human Emotion

By Ariel Frias Ducoudray, who works to enable SME's to trade throughout the Americas through electronic tools. He is the Head of Online Sales at Sealand - a Maersk Company, a TMSA Corporate member.

It all started with a phone call.

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9 KPIs to Track for Proper Transportation Management

By Adam Robinson, Marketing Manager at Cerasis, a third-party logistics company with a focus on technology and managed transportation services since 1997.

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The Industrial Economy is Cooling. Shippers are Clawing Back their 2019 Truckload Contracts - Its Not Too Late to Negotiate

By Jason Ickert, a seasoned commercial leader in the 3PL space with more than 23 years’ experience in various sales and marketing roles. Jason is currently a team member at ENERGY Transportation Group where he is engaged in their initiative to integrate logistics processes with technology. Ickert also sits on the TMSA Board of Directors and is co-chair of the Membership Committee. 

What happened to peak season? The demand we were expecting, considering the booming consumer economy, was a bit disappointing. Was it because of the increase and threat of additional tariffs that caused importers to forward stock their inventory earlier? Or perhaps because of the increase in e-commerce, and less brick-and-mortar foot traffic, retailers have held off allocating large quantities forward to store DC's and are filling customer orders direct from import warehouses?

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Fixing Performance Problems

By Mike Temple, TranStrategy Partners

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Personality Assessments: How They Can Revolutionize Your Hiring Process

By Mark Greenberg

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Podcasting for Logistics: Who is the ‘Driving’ Force?

By Jennifer Karpus-Romain, Director of Marketing for Intelestream, a Chicago-based Customer Relationship Management (CRM) product development and consulting firm that offers solutions related to business processes and CRM technology. 

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4 Ways to Increase Millennial Retention

“..at least 40% of millennials see themselves staying at their current organization for a minimum of nine years.” - Jennifer Deal and Alec Levenson (2016)

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What's Your Creative Compass?

By Conrad Winter, Copywriter for Transportation and Logistics

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Fear: The Elephant in the Room

Written by Asher Fredricks, Marketing Manager for FLS Transportation Services. Article 2 of a 3-part series.

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The Critical Importance of Succession Planning

The current labor force in America is polarizing – there are lots of older workers, lots of younger ones, and fewer people in the middle. That’s a legitimate managerial challenge. There are fast-paced changes in work that lead to skill shortages and managers complain that they have no one ready to fill vacancies. And the numbers of women and minorities at senior levels are still insufficient.

When a key position is left unfilled for any length of time, important decisions cannot be reached and critical activities are delayed.  Often it is difficult to meet or exceed customer expectations, to confront competition successfully, or to follow through on efforts of crucial long-term significance.There are also other general challenges – reduced loyalty among employees, increased turnover of identified successors and high performers, increased attrition in executive level positions, and a shortfall in the number of future leaders.

Retaining leadership talent is both a strategic and economic necessity. You cannot implement your strategy without the right leadership. Because of these issues, there is a heightened sense of urgency about succession planning. No matter how certain your future appears, now is the time to begin taking measures to close the gaps we face over the coming years. A succession plan can help organizations drive competitive strategy, reinforce values, and successfully secure their future.  

To focus your succession effort:



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