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Are You Growing or Dying?

July is always a turning point in the year for me. Half the year is gone, the rest of the summer goes by in a blink and all of a sudden its Q3. This July feels so different for a myriad of reasons, and the world has changed so much in the last 6 months. We are all feeling the impact personally and professionally, and while you’re probably sick of people talking about the “new normal”, but the brutal truth is the world isn’t, and in many ways shouldn’t, just go back to the way it was. So, if you are hoping you could just wait this out and get back to your status quo, consider this your wakeup call.

If your organizational strategy is the same as it was last year, you might be in a tough spot soon (and we should probably talk) because what worked last year isn’t going to work now, or next. The same can be said for your personal skills, what got you here isn’t necessarily going to cut it going forward. Or to put it bluntly, ala Lou Holtz, “you’re either growing, or you’re dying”. Which side of that equation do you want to be on?

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To Outsource or Handle it In-House?

Why cost shouldn’t be your only consideration.

Everyone loves a good do-it-yourself project. What could be more satisfying than making over a bathroom yourself or installing shelves on your own? The money saved and satisfaction can be immensely rewarding. The same is true for landing pages, email campaigns, white papers and blog posts designed and/or written in-house by you or your team; they can bring cost savings and satisfaction, too. 

For the savings, the satisfaction, the control and more, doing it yourself is the ideal. But the reality is that things have to line up pretty perfectly for a DIY project to make sense in business. That’s because in business, there’s more than a lost weekend at Home Depot. Without freelancers the work is far from free and comes with the cost of internal time spent as well as the cost of potentially doing it wrong and losing leads, sales, revenue and brand standing as a result. 

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8 Ways to Zoom Like the Pro You Are

If you're anything like me, you likely have increased your interaction with customers, staff and partners 10-fold with video conference calls through this COVID situation. We have replaced most of the in-person meetings that have taken place with a virtual version - and I've heard from some TMSA members that this may become more of a general practice as companies consider a virtual workforce as a long-term option. Yes, it seems video conferencing is here to stay in some capacity.

So how do you present like a pro on these platforms? Here are eight tips:

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Significant Growing Trend: Use of Technology in Marketing, Sales

Technology innovation and digitization are disrupting almost every process across transportation and logistics enterprises, ranging from methods of shipment, freight management, and supporting administration activities such as documentation and freight payments.

Market demand shifts such as same-day shipping and last-mile delivery are game-changers, and emerging blockchain technologies are rapidly accelerating the changes and innovation within the industry.

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A Post-COVID World: How do we return to a ‘new normal’?

By Jennifer Karpus-Romain, Director of Marketing Services and Industry Outreach, FayeBSG

As stay-at-home orders lift around the country, company leaders and employees (as well as their customers) are trying to figure out what a post-COVID workplace looks like for them. 

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Hell in a Handbasket

By Jason Ickert, Senior Director of Business Development, ENERGY Transportation Group

Everything you've planned for in the last six months…all of the painstaking work you've put into mapping campaigns, building content, planting lead magnets, sequencing messaging, building value propositions, planning and budgeting meetings and events…everything came to a screeching halt and we have found ourselves in an unchartered waters. 

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Creating Customer Value in Challenging Times

By Tony Bodoh, Lead Strategist, The Congruity Group

When customers are feeling overwhelmed, there is a tremendous opportunity to create value. Overwhelm causes people to feel stuck, frustrated, and angry. The most creative people in good times can feel lost and confused when conditions pivot and danger or threats appear around the bend in the road. 

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Leading Through Unprecedented Change

By Holly LaBoda, Partner and Co-Founder, Luminaries Consulting

How are you doing? No, really, how are you doing? As individuals, many of us are finding ourselves smack in the middle of the biggest and most sweeping personal and professional change we’ve experienced. As leaders, we have the privilege of helping others work through this change as well.  Here are three things that will help you, as a leader, more effectively lead your team right now.

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TMSA’s Top 10 tips for Working Remote from Home

So many of us are working remote from home this week, and probably for a while, amidst the nationwide effort to prevent further spread of Covid-19. With restaurants, coffee bars and many other remote working locations also closing up shop, that means most of us are under the roofs of our own homes, doing our best to be both productive and collaborative in entirely new ways.  

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Coronavirus and Your Workplace

Addressing Sick Leave, FMLA, Pay, Privacy, and Actions You Need to Take

By Terri L. Dougherty, PHR, SHRM-CP, J. J. Keller & Associates, Inc.

The outbreak of coronavirus disease 2019 (COVID-19) presents new challenges in the workplace as employers strive to keep businesses running, comply with regulations, and support the health and well-being of their workforce. A business’s response to this crisis needs to minimize the spread of the disease in the workplace while reducing the risk of noncompliance with Occupational Safety and Health Act (OSHA) regulations and employment laws such as the Family and Medical Leave Act (FMLA) and Americans with Disabilities Act (ADA).

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COVID-19 Outbreak is a Crisis: How Are You Managing Your Issues?

The COVID-19 (coronavirus) is a crisis with complex potential impacts on companies in transportation and logistics. According to some attendees at the TMSA Connections event at MODEX in Atlanta yesterday, shippers are implementing new procedures for professional truck drivers making deliveries and arriving for pickups. Third-party logistics providers and motor carriers are being asked by their customers to provide them with detailed information about how they’re addressing this crisis in their own operations to help them maintain a safe, secure supply chain.

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Meet Our TMSA Board Members at Large

TMSA is a volunteer-led professional association, and we have built the strength of our community as an association through the hard work, dedication, creativity, and strategic leadership of our volunteer leaders. The third of a three-part series recognizing our volunteer leaders, this article recognizes the members at large of the TMSA Board of Directors - individuals who volunteer their time, talent, and expertise to help the organization become the best it can be in serving marketing, sales and business leaders in the transportation and logistics industry.

Lina Acosta, Chief Marketing Officer, GLT Logisticsgives back in knowledge and empowerment to the industry. She's volunteers as a member of the Board of Directors at the TMSA and as the Vice President of Programs and Marketing Chair for the CSCMP South Florida Roundtable. "I have also created with GLT an educational program for people working in the logistics and supply chain business called GLT Logistics Sessions," says Acosta. "These sessions are events that offer insightful material about specific business topics, providing information and tools that attendees can apply on a daily basis, boosting efficiency and developing higher skills in the people of our industry." In fact, earlier in February Lina hosted TMSA's CEO Brian Everett to present a session in Miami on the importance of marketing, sales, and business strategy in transportation and logistics. 

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The Math Behind a Super Bowl Ad

By Joe Pulizzi, author, founder of the Content Marketing Institute, and speaker at past TMSA events.

So, another Super Bowl is here. For those advertising during the Super Bowl, the average 30 second spot will cost approximately $5.25 million dollars to reach over 100 million viewers worldwide.

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Internal Communications Success Depends Upon Culture, Integration, Engagement, Measurement

As with any successful business, companies in transportation and logistics continue to look at ways to effectively communicate with and engage their workforces. With 45% of TMSA members directly responsible for communications and another 8.5% for HR/driver recruitment, many look at internal communications and engagement strategy to be the glue that holds together the company.

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Freight Vision 2020: Q&A from Transportation Marketing & Sales Leaders

TMSA asks a several marketing and sales executives their perspectives about marketing, sales, and industry issues. This is the fourth and final installment of a 4-part series that provides perspectives from TMSA members on predictions for freight transportation in 2020 – and the impact Marketing and Sales can have on overall business success.

What do you see as the most significant challenges in freight transportation in 2020 – and solutions to them?
Chuck Everett, Director of Business Development, Red Classic Transportation Services: The single biggest challenge will be the continued contraction of capacity. With ELD rules impacting operations, drivers continuing to exit the profession, and the closing of some significant carriers, the coming year will continue to be very challenging across the industry.

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Freight Vision 2020: Digital Transformation Will Be A Game-Changer

This is the third installment of a 4-part series that provides perspectives from TMSA members on predictions for freight transportation in 2020 – and the impact digital transformation and CX can have on overall business success.

“Digital Transformation” is a hot topic these days, and a very real challenge in 2020 is going to be determining the right technology to adopt, according to Greg Roberts, Director Business Development, Matson Logistics, a leading provider of ocean transportation and logistics services.

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Freight Vision 2020: Pressure on Rates, Bankruptcies, Regulations Anticipated as Major Challenges

This is the first installment of a 4-part series that provides perspectives from TMSA members on predictions for freight transportation in 2020 – and the impact Marketing and Sales can have on overall business success.

One of the big challenges is downward pricing pressure on freight transportation while service demands continue to increase, suggests Crystal Lahr, Sales Director for ATS, a Minnesota-based provider of over-the-road highway, maritime, projects and logistics services. Lahr serves on TMSA’s Sales Advisory Council. “Brokerage relies heavily on small to midsize carriers for capacity and the pricing pressure along with rising driver wages, equipment costs, insurance costs, etc. is straining carrier’s business” Lahr says. “Because of that, we anticipate we will continue to see carriers struggling in the marketplace throughout 2020 until there is a pivot in freight rates in a positive direction.”

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Creating Togetherness: Aligning Sales and Marketing

Misalignment of sales and marketing in costs much more than leaders in transportation and logistics think. According to Jeff Davis, keynote of the TMSA Digital Transformation Conference in Chicago this last Tuesday, it’s estimated that lost sales productivity and wasted marketing budget cost companies at least $1 trillion each year.

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Best Practices in Advertising: NFI Recruits More Female Drivers

Transportation and asset-based logistics companies are attracting more female drivers by highlighting women on the job in their paid advertisements and media relations initiatives. One transportation company successfully doing this is NFI Industries, which was featured as a best practice in advertising this week at the Women In Trucking Association's Accelerate! Conference & Expo in Dallas, Texas. The Transportation Marketing & Sales Association was represented as one of the exhibitors. 

According to Beth Potratz, President of Drive My Way, relative content through paid advertisements can help people envision themselves working for a particular transportation or logistics company. Potratz, who leads Drive My Way (a recruiting platform matching drivers and owner-operators to over-the-road trucking jobs), facilitated a panel discussion that highlighted advertising best practices of NFI, a New Jersey-based carrier specializing in transportation, warehousing and intermodal services

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Growing your Highest Potential Customers: A Roadmap

Do me a favor: take a look at your current customer list and ask yourself, which of these customers can we not afford to lose? Got it? Now, do you know what’s being done to make sure that doesn’t happen? Finally, do you think other leaders in your organization would answer those questions the same way you did?  If you answered “no” or were less than confident in any of these, it may be time to create or revise your key accounts strategy.  This can lead to:

  • Alignment on high potential customers
  • Deeper relationships and broader business with selected customers
  • Employees capable of growing those relationships
  • More consistent business and improved forecasting with selected customers

So how do you get there? Leverage our 5-step model to create a strategy that works for your business.

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