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4 Critical Elements of Succession Planning

You will be replaced.

Don’t feel bad; it happens to all of us. It’s the cycle of life in the business world. But whether you are taking on a new role or sailing into retirement, it’s important that the person following your footsteps is ready and able to tackle the challenge. Hopefully, that person is already on the payroll.

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Predictive Indicators of Leaders with High Potential

When it comes to identifying high-potential (hi-po) leaders, the 9-Box has become a familiar template, largely because of its highly publicized usage at GE. However, the template provides no guidance on how to define “high potential.” Many large organizations view high potential as the capacity to reach a certain executive level (such as Vice President) within a specific time frame (5 years, for example). But that approach is not meaningful in smaller companies with fewer management layers. Any size organization can have difficulty differentiating genuine hi-pos from people who are solid performers but have limited potential to succeed in much more complex roles.

As noted in a Harvard Business Review article (“How to Keep Your Top Talent”; May 2010), only about 30% of high-performing leaders have significant advancement potential. Put another way, 70% of high-performing leaders do not qualify as high potential! What this suggests is that a track record of high performance is a necessary, but not sufficient, factor in determining advancement potential.

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How Secure is Your Data?

Karen Hall is Account Strategist for Roux, a creator of rich, creative solution for marketing strategy. Click here to see the original article

Did you know that most data breaches are opportunistic rather than targeted? I certainly didn’t until I attended a technology conference and learned so much during a session on the topic of cyber security. I am sharing some of the things I learned but all credit goes to the SMC3 conference and the panelists. 

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The Truth About That Great Deal

Ryan Caravalho is Marketing Coordinator with Approved Freight, a Dewitt Company and TMSA member. Approved Freight serves the unique shipping needs of the Hawaii and Guam trades and provides freight forwarding throughout the mainland U.S. For more information, visit 

Why the cheapest international freight option isn’t always the best
Everyone is trying to save money. Whether it’s for your vacation fund, or for a company-wide initiative to ratchet down unnecessary spending, more money in your pockets means more gains at the end of the year. But for freight, like most things in life, you usually get what you pay for with the cheapest carrier. When you cut corners, and hire a subpar freight carrier, the long-term negative effects can wreak havoc on your bottom line. Underqualified carriers entice shippers with rock-bottom prices, and shippers don’t properly weigh the disadvantages before choosing.  You might save some cash up front. But over the long-term, the potential for mishaps and lost revenue grows. Finding value and expertise in a forwarder will help you more than shopping for the lowest price.

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5 Ways Psychometrics Improve Hiring and Development

“Do psychometrics really work with regard to hiring and development?”

After all, people are the most valuable asset in an organization, so it makes sense to explore all avenues for hiring the best talent. In considering personality tests for that purpose, everyone is looking to gain a competitive advantage, but no one wants to waste money.

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How to Hire and Develop Effective Salespeople

Identify the success factors.

To hire effectively, you have to be absolutely clear about the kind of person you are looking for. You don’t just want a job description; you want a description of the person you are seeking.

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Tips for a New Transportation Sales Rep and Manager

By Dan Goodwill, President, Dan Goodwill & Associates, Inc.

Five years ago, I posted a blog that was derived from a LinkedIn Sales Management Group. A range of people responded to the question, “What advice would you give a new salesperson?” To that list, I added my own observations.

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4 Ways to Ensure Employee Engagement

Employee engagement begins with leaders showing that they value their people and that they are willing to spend time and resources helping them capitalize on their strengths. However, studies show that only a small fraction of today’s leaders are creating an engaging environment for their people.

Engagement can be increased by creating appropriate development programs both for your leaders and your individual contributors. Start by determining what your organization needs and what goals you want to achieve. Then you’ll be ready to explore what kinds of plans and programs are available to address the specific issues, challenges, and objectives that are critical to achieving your ideal organizational state.

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Blockchain: Definitions from A to Z

Written by TMSA member TMW Systems. View the original blog post.
Blockchain technology is expected to have a tremendous impact on the transportation industry. To understand its basics and potential, begin with Timothy Leonard’s expansive white paper, “Blockchain for Transportation: Where the Future Starts,” then check out TMW Systems' blog post Blockchain Technology: The 21st Century Link For Profit and Growth and pre-recorded webinar. For further help in learning the language of blockchain, TMW Systems compiled an A-to-Z glossary from multiple sources defining the most common terms related to Blockchain.  

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5 CRM Best Practices: Developing a concise strategy for your business

By: Jennifer Karpus-Romain, Intelestream

A customer relationship management (CRM) system can give your business both a look forward and backward, and be the centralized hub for customer information. While you understand the reasons you need to use CRM software, you may struggle with getting the most from the solution.

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Maximize Value in the Short-Term for Long-Term Gains

By David Roush, president KSM Transport Advisors. This article originally appeared on

Recent company mergers and initial public offerings have brought the value of trucking companies to the forefront. 

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How to Calculate Trade Show ROI

One of the most common question asked of any marketing team after exhibiting at a trade show is, “What is our return on investment (ROI)?” The answer to this question is integral in determining if a show strategy was successful, and can affect your allocated budget for shows moving forward. As you can see in the data below, collected by The Exhibit Survey from 2010-2015, over 80% of show attendees have buying power. Therefore, it is important to have a sound strategy to reach those attendees and increase revenue. Many of our clients come to us, asking if there is any magical tool out there that easily calculates ROI from a trade show, and while there are many tools and technology that can help, there is no one-step solution. Calculating your ROI requires a sound strategy and consistency.

While there are other objectives to a successful trade show, such as brand awareness and product launches, we are only going to focus on the shows you identify as your best lead and revenue generating shows. Much of the data around brand awareness can be tracked by social media interaction and impressions. From our experience, there are three main categories that are critical to calculating ROI. They are;

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CX in the Era of Supply Chain Impatience

By Keith Biondo, Publisher, Inbound Logistics magazine, an Affiliate member, 2017 sponsor and “Media Friend” of TMSA. Given the recent emerging trend and focus on CX and “the Buyer’s Journey” within the TMSA community, Biondo’s perspectives are highly relevant.

Whether your customer is the end consumer or B2B buyer, supply chain and customer service performance expectations are converging. Providing an excellent customer experience (CX) requires super-expedited and sometimes free delivery. E-commerce customers increasingly choose to pay for same-day delivery, according to a DHL survey. Here at Inbound Logistics, we call that supply chain impatience and it is spreading to B2B. 

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2017 in Review: What’s Hot (and Not) in Transportation and Logistics Marketing & Sales

Seeing what others are successfully doing in sales, marketing and communications. Better understanding emerging trends in transportation and logistics, and translating that to solid market intelligence. These are just a few of the benefits to being a TMSA member – and you have access to all this and more. To help you sort through some things you may have missed in the past 12 months, TMSA has gathered some of the top articles in its blog. Take 30 minutes to read through this list and become better equipped to bring value to your organization in 2018: 

7 Reasons Budget Meetings Aren’t Strategic. Just by the nature of the subject and process, budget meetings aren’t typically strategic. TMSA shared how all contribute to making the process non-strategic and sometimes even counter-intuitive to being directly tied to the business strategy – and what you can do to change it. > More

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Are you getting the most from your marketing automation investment?

This is the third article in a series on how marketing automation can help you business grow and thrive. Guest author is Jill Schmieg, founder and chief strategist at Sol de Naples Marketing, a marketing services firm specializing in helping B2B companies find brighter ways to reach their markets. Learn more at

With more than half of B2B marketers using some form of marketing automation, it is astonishing that 85% of them feel they’re not using it to its fullest potential.  (Source: EmailMonday and SiriusDecisions)

Over the course of 2 sessions totaling more than 20 marketers in transportation and logistics at last June’s TMSA Conference, four key themes about marketing automation emerged. They were voiced as:

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Prioritizing your precious marketing dollars: website vs. marketing automation?

This is the second article in a series on how marketing automation can help you business grow and thrive. Guest author is Jill Schmieg, founder and chief strategist at Sol de Naples Marketing, a marketing services firm specializing in helping B2B companies find brighter ways to reach their markets. Learn more at

E-Marketer estimates that digital will make up 45% of marketing spend by 2020, bypassing any other category by far. Within digital, however, marketers often struggle to prioritize their precious dollars across SEO, websites, email, social, online advertising alongside possible investments in platforms such as marketing automation, social monitoring and so on.

Over the course of 2 sessions totaling more than 20 marketers in transportation and logistics at last June’s TMSA Conference, four key themes about marketing automation emerged. They were voiced as:

  1. I’m a single person managing both sales and marketing. How can marketing automation help me? (I answered this question in a previous post, read it here.
  2. I’m struggling with what to prioritize: my website vs. marketing automation?
  3. I have marketing automation, but I’m pretty sure I’m not using it in the best ways I should be.
  4. My company wants to send tons of outbound email to promote just about everything we want to say, but our open rates and other metrics are really bad with this approach.

In today’s post, we’ll answer the question “I’m struggling with what to prioritize: my website vs. marketing automation?”

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TMSA Champion Mark Miller Provides Strategic Direction and Member Guidance

Mark Miller serves on the TMSA Board of Directors as a Member at Large and has been a member of the TMSA for more than 10 years. Miller brings exceptional perspective and member guidance to the TMSA through his experience spanning 23 years of diverse marketing work with Crowley Maritime and over thirty years serving the transportation industry.  

Mark Miller, Vice President, Corporate & Marketing Communications, Crowley Maritime 

Based out of Jacksonville, Miller is a 30-year veteran of the transportation industry, with 23 of those years spent developing his career at Crowley Maritime. Currently serving as a TMSA Board Member at Large, Miller has been a key part of the TMSA for more than 10 years. Like so many members of the TMSA, Miller holds a diverse role within an even more diverse organization, leading Crowley’s small, yet very adept Corporate and Marketing Communications team. Looking back, Miller’s career has seen many milestones including a Crowley subsidiary’s salvage of the cruise ship Costa Concordia in Italy – the largest, most technically challenging marine salvage in history – which drew worldwide coverage for his organization.

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Crowley Moves Containers of Relief Cargo to Caribbean following Hurricane Maria

Crowley Maritime Corp., a long-time TMSA member, has established a flow of relief cargo into San Juan, Puerto Rico, following Hurricane Maria - the devastating Category 4 storm that made direct impact with the island last Wednesday. To make this possible, Crowley has four vessels loaded with a mix of relief and commercial cargo currently en route to the company’s Isla Grande terminal in San Juan, with two more scheduled to follow. These six vessels will begin entering the harbor as soon as the U.S. Coast Guard deems it is safe to do so, which some reports indicate may be as early as tomorrow morning. In total, these six vessels will bring in more than 2,200 full container loads of food and aid cargo, as well as commercial goods, to Puerto Rico.

In addition to these incoming barge loads, the company currently has more than 2,200 full container loads of food and aid cargo, as well as commercial goods, safely stored and awaiting distribution at its terminal now.

“Our focus and priority continues to be on the safety and health of our employees and the recovery efforts for all the families of Puerto Rico,” says Crowley’s John Hourihan, Senior Vice President and General Manager, Puerto Rico Services. “While our schedule of operations is contingent on the U.S. Coast Guard giving us the ‘all clear’ in the harbor to safely operate, we are working with the local authorities to resume operations, as well as with Hacienda to facilitate the efficient and timely release of food and aid cargo.”

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ISO Certification Gives Oakley Transport a Competitive Edge

Oakley Transport, a liquid food-grade transportation company and TMSA member, has proven itself a pioneer in the industry by spearheading a new standard for excellence. In early August, Oakley became the first in their industry globally to earn two ISO Certifications.

ISO certifies that a management system or manufacturing process meets all the requirements for standardization and quality assurance. Oakley received two derivative certifications of ISO 9000 (QMS), ISO 9001:2015 and 22000:2005, which focus on food safety and superior management systems.

In order to earn these certifications, Oakley performed an exhaustive evaluation of their procedures. Working with their customers and faced with new food safety regulations, Oakley saw a need to transform the business from a trucking company into a food transportation company.

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Hub Group Uses Town Hall Strategy to Engage Employees

TMSA Success Story: For nearly a century, the Transportation Marketing & Sales Association has been helping its members and their companies make sales, marketing and communications strategies more effective, productive, and profitable. One way we do this is to showcase innovative, results-oriented initiatives that members have implemented. This week, we highlight one of our members, Hub Group, that leverages town hall events for workforce engagement. 

“For over 46 years, Hub Group has been dedicated to making our customers’ lives easier,” states the company’s website. “And by doing so, we’ve grown to become a nearly $3.6 billion, publicly traded company, offering comprehensive intermodal, highway and logistics services throughout the United States, Canada and Mexico.” 
Clearly, to make this all happen, it’s critical for the company to ensure all employees are fully informed, motivated, and engaged. One way is to regularly host Town Hall events. At Hub Group, the company works by the motto “All In.” It hosts Town Hall meetings numerous times a year to inform employees of the milestones that they've accomplished and the goals and initiatives the company would like to accomplish in the future. The Town Halls take place at its corporate headquarters office in Oak Brook, Ill., and are live-streamed to the rest of its offices across the US, Mexico and Canada.