Filtered by category: Strategy Clear Filter

Creative Partnerships vs. Outsourced Marketing Services? Know Your Risks.

Transportation and logistics marketing leaders have relied on the power of outsourcing for years to scale, grow and optimize their efforts. Ideal for small in-house marketing teams and organizations that don’t have the infrastructure to target growing audiences, outsourcing has always been an invaluable tool to logistics firms.

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6 Practical Tips to Build Carrier Relationships

In today’s market where truck capacity is tight and rates are volatile, never before has it been so critical for sales professionals in transportation to build and maintain strong, trusted relationships with your carrier partners. But as most of us know, relationships between brokers and carriers have a history of being strained. Some carriers maintain a belief that margins are much higher than they are, while brokers are working to fill a load as quickly as possible at the highest profit margin. 

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COVID Outcomes: What’s Permanent and What’s Not?

One of the top insights to come out of TMSA’s May 27 Strategic Interest Group, comprised of an even split of sales professionals, marketers and consultants, was the demise of sales travel due to the efficiencies of virtual sales meetings. 

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How to Diversify Your Customer Portfolio

When it comes to the business mix of your company, there’s truth to the old adage: “Don’t put all your eggs in one basket.” It can be important to diversify your customer base to successfully increase revenue and growth, particularly if you’re a smaller but fast-growing enterprise in transportation and logistics. But diversifying your customer portfolio also is important because if you’re concentrated too heavily on a single industry or commodity that you transport, you risk volatility in revenue and resources as demand rises and falls.  

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Your Customer: What have you Done for me lately?

If I were to ask you to think of a memorable customer experience, what comes to mind? I’m willing to bet a bad experience or two pops into your head, along with maybe a really excellent one. There are many theories why, but in general, most of us tend to remember the bad experiences more than the good experiences, unless they were particularly astounding. 

While working with a customer recently, we introduced the concept of Make-or-Break Moments. Those critical points with any customer that, depending on how you approach them, can help you accelerate your relationship, or really tank it. When things go wrong is certainly on that list, but it might surprise you that it’s also critical to consider what to do when things go right.

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If You Don't Have a Formal Customer Feedback Strategy, You Need One

By Leigh Sauter, Senior Director of Marketing and Customer Advocacy at Tucker Company Worldwide

As a marketer, it’s easy to feel a bit removed from your customer base at times. After all, we’re typically called upon to execute everything from lead generation to internal communication, working in the background while our salespeople are out in front. However, by incorporating some simple customer feedback touchpoints into your overall strategy, you stand to gain important marketing insights, a view into the health of top accounts, and the perspective to help drive customer-focused organizational improvements. 

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The Future is Now: Marketing, Sales Best Practices in Transportation, Logistics

The first-ever 2020 Logistics Marketing & Sales VIRTUAL Conference & Expo packed a punch with its informative and relevant session lineup and peer networking opportunities, all surrounding the theme, "The Future Is Now." 

Here are a few highlights:

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No offsite required: How to get your 2021 strategy set in 8 weeks

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

Whose 2020 plans worked out the way they intended? Anyone? Bueller? 

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How to Effectively Host Virtual Meetings and Events

By Sara Black, Partner and Co-Founder, Luminaries Consulting

No one sits in the back row of a zoom classroom! That might seem like a minor detail but when everyone is front and center, it demands a different level of engagement and that’s a great thing. Last week TMSA and Luminaries Consulting partnered to offer a Virtual version of the Transportation Sales Workshop that was hosted in person last October. To our surprise, we enjoyed the session even more this time! We used tools like Slack, Zoom and Thinkific to engage learners in various ways but the best part was being “back together” with people from the industry, in a virtual environment that felt very much like the real thing. The two days went by quickly as we had a handful of large group discussions that we coined “zoom power hours”, small group breakout sessions, self-directed assignments, practice time to try new entrance strategies with prospect customers and create real time action plans for immediate application.  

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The New Golden Rule of Leadership

"Treat others how you want to be treated."  

I remember someone earlier on in my life passing along this nugget of wisdom and it made sense back then. For example, I like to be direct and straight to the point. So, as a leader, I was direct with everyone and assumed they were on the same page as me and were as short with me as I was with them. I don't like being told what to do, so I ensured everyone around me felt empowered and I expected no one to tell me what to do. I'm also a big hugger, therefore everyone gets a hug and I expected one in return (pre-Covid). I do my best to ensure people get what they need, therefore I expect everyone to make sure I get what I need. Makes sense, right?  

Let's dig in a bit deeper and think about this in terms of 4 basic human needs we have all shared since the dawn of time.  

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See Most Successful Marketing Campaigns in Transportation

What are the ingredients to a marketing campaign that packs punch and generates results? Think about the fundamentals. Once you’ve identified the business need, challenge or opportunity, you need to clearly define your goals and objectives. Many smart marketers focus on SMART goals (Specific, Measurable, Achievable, Relevant and Time-Based). Then it’s all about the development and execution of the strategy, all while measuring meaningful metrics and working toward generating the intended business results.

Along with these fundamentals, when it comes to marketing strategies in transportation and logistics, there are many unique factors to consider. Take a look at some best practices in marketing and sales specifically in this industry. TMSA recently announced 14 marketing and sales strategies that earned the 2020 TMSA Compass Award of Excellence and are considered best practices in marketing and sales specifically in the transportation and logistics world. Another 18 campaigns earned a TMSA Compass Award of Merit. Here’s a sneak peek at some of the most effective marketing and sales strategies earning the highest scores in this year’s competition. TMSA members can gain access to the full details of these award-winning programs in the Best Practices Library in the Members Only section.  

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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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