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.

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.

By Nate Dame, CEO and Founder, Propecta

What if I told you there was one marketing strategy that could offer you an 80% annual increase in upsell and cross-sell revenue? Most companies would drop everything and start focusing on that immediately.