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Trucking’s secret sauce for product success: Finding the right marketing mix

A search for logistics startup companies in Crunchbase returns over 3,000 results. Add in trucking and shipping and that number grows further. All of those companies believe they have disruptive products that will become the next big thing in trucking. But as good as their products may be, they are also competing with existing companies for visibility and market share in an increasingly crowded space. To conquer that space, a company needs the right mix of product innovation, marketing, sales and promotional efforts. Some companies are large enough that they dedicate entire departments to this while others choose to outsource these functions.

“The big thing for us is two-fold,” explains Thom Schoenborn, vice president of marketing for Instructional Technologies (ITI), which outsources its marketing and PR efforts to LaunchIt Public Relations. “One is skill-set, and the other is resources, which is to say budget and time.”

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10 Tips for Migrating Your CRM System

 

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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TMSA Provides Baseball Cap Special through Halo

Looking for a unique promotional item that can be given to customers, prospects, employees or even your drivers? 

TMSA is pleased to provide a special promotion to all TMSA Members on a significantly discounted quality baseball cap. Now you can purchase an order of branded caps with your company logo (3D embroidery and back flat embroidery) for as little as U.S. $3.99 each!

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Developing a Company Culture of Innovation

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

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A Newbie's Takeaway from the 2018 TMSA Logistics Marketing & Sales Conference

By Conrad Winter, a freelance copywriter specializing in content and copywriting for transportation and logistics. Based in Metuchen, NJ, he creates website copy, campaigns, blog posts, whitepapers and case studies for carriers, 3PLs and industry associations. 

Why was I so surprised to feel connected when I attended the TMSA conference in Fort Meyers earlier this month?

After all, transportation and logistics today is all about connecting—data, experiences, services, geographies, equipment—you name it. And the better you can connect, the more successful you become.  



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5 Tips for Hiring and Managing "Twenty-Somethings"

 

Let’s get this out of the way first:  Millennials have been such a frequent topic in hiring discussions recently that managers are admitting to being positively fatigued by the word.  If you’re in that camp, it may come as good news that soon it won’t even be the right word when we’re talking about younger, less-experienced workers. Some Millennials have been in the workforce for well over ten years, and—are you ready for this—you’ll be receiving job applications from Generation Z pretty soon. You may even have one or two as interns!

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Shippers Don't Want Your Old Marketing & Sales Tactics

By Erika DeBlasi, Marketing Coach at TranStrategy Partnersthe premier partner for freight brokerage firms looking to maximize their business and accelerate their performance. TranStrategy Partners is a TMSA Affiliate member. 

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Equipment Branding, Decals Impact Drivers & Clients

By Simon Bois, Executive Director Sales for Canadian-based Turbo Images, a company that has been designing, printing and installing superior quality fleet graphics and wraps for its customers since 1993. Turbo Images is a TMSA Affiliate member. 

Did You Know? 

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What I Learned at the TMSA Conference

By Jeff Davis, Sales & Marketing Alignment Expert at jd2 Consulting Group and Opening Keynote at the 2018 TMSA Logistics Marketing & Sales Conference. With rich experiences in both Sales and Marketing, Davis takes an extremely unique approach to business development that focuses on aligning both functions to create a sense of "Togetherness" and a focus on revenue generation.

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TMSA Conference Insights on Recruiting and Retention

During the 2018 TMSA Logistics Marketing & Sales Conference, attendees had their choice of 20 topics that involved peer-to-peer discussion on opportunities, challenges and best practices involving those topics. One topic was on Talent Recruiting and Retention. Rachel Hayden and Denise Crockett of Confidential Career Solutions facilitated discussions on this topic and shares a summary of what their peer group discussed:

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10 Reasons Google Hates Your Website - And What You Can Do About It

By Chris Peer, Owner & CEO of SyncShow. Peer presented "10 Reasons Google Hates Your Transportation & Logistics Website - And What You Can Do About It" at the 2018 Logistics Marketing & Sales Conference.

Your website has the potential to be the most important member of your logistics sales team. But just like your sales team members, your website must constantly stay at the top of its game if it's going to generate the kind of leads needed to meet your business goals. 

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TMSA Conference Insights on Lead Management

During the 2018 TMSA Logistics Marketing & Sales Conference this week, attendees had their choice  of 20 topics that involved peer-to-peer discussion on opportunities, challenges and best practices involving those topics. One topic was on lead management. Jason Ickert, Vice President of Sales & Marketing, FLS Transportation Services facilitated discussions on this topic and shares a summary of what his peer group discussed:

Lead Generation can come from a multitude of sources. As we spoke about challenges and best practices in our Lead Management Interactive Discussion Roundtable, it became evident that to more easily manage and track a lead’s progress and conversion, one must be able to deploy technology that provides visibility.

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TMSA Conference Attendees Learn How to Align Marketing, Sales

Jeff Davis, Founder of jd2 Consulting Group, laid out a compelling argument for S&M alignment at the TMSA Logistics Marketing & Sales Conference this week.

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7 Marketing Career Killers and How to Avoid Them

Believing in bogus platitudes. Clustering into cliques. Trying too hard to be interesting. These and four other things could stop your marketing career in its tracks, as author Becki Saltzman wrote about in her recent book, Living Curiously: How to Use Curiosity to Be Remarkable and Do Good Stuff. Each mistake is very common in the world of marketing today, and likely noticeable by anyone who has worked in an office setting. And there’s no question that each can stop a high-potential career in its tracks.

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Award-Winning Strategies: PeopleNet Video Intelligence


In an ever more litigious culture, collision costs are growing significantly each year. According to the Large Truck Crash Causation Statistics, in 2013, the average cost for trucking companies per accident was more than $11 million for those that involved fatalities, close to $500,000 for those with injuries and nearly $75,000 for ones that caused property damage. Without a neutral eyewitness on the scene, it’s often impossible to prove that accidents were not the fault of the truck driver.

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Are Your Privacy Policies Compliant with GDPR?

As a marketing, communications and sales professional in North American transportation and logistics, you likely manage the private information of your customer, prospects, workforces and/or key stakeholders. If so, the General Data Protection Regulation should stop you in your tracks.

Particularly if you’re managing relationships, data, and marketing activities involving targets in the European Union (EU).

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Creating "Togetherness" To Drive Revenue Growth

Jeff Davis is founder of The Sales + Marketing Alignment Summit, an executive peer-to-peer event series that develops actionable insights for companies struggling to achieve alignment that drives revenue. He is a keynote speaker at the 2018 TMSA Logistics Marketing & Sales Conference.

In today’s business environment it is becoming more and more important to have strong alignment between Sales and Marketing. The Aberdeen Group’s research shows that companies that optimize the marketing/sales relationship grow revenue 32% faster. This is clear evidence that the dysfunctional and sometimes toxic relationship between these two functions can no longer exist if the organization is to succeed against the competition. Some may ask then why don’t we just appoint an executive, like a Chief Revenue Officer, and make them work together?

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It's Time for HR to Embrace People Analytics

“Talent is now the most scarce and valuable commodity on earth, so companies who really understand how to attract, retain, and manage people will win.” - Josh Bersin, principal and founder of Bersin by Deloitte, Deloitte Consulting LLP. (1)

It is undeniable that the demand for talent across the business world has been picking up for the past few years, and the things employees value most have shifted as well, partly because of generational attitudes and partly because new technologies redefining the workspace.

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Empathetic-Based Listening: A Key in Strengthening Relationships

If you're going to have a successful business relationship with a customer, a team associate, or any other stakeholder for that matter, it's critical that you build credibility. This is particularly true in a business relationship. But surprisingly, only 13% of customers believe salespeople demonstrate understanding of their business challenges, according to Forrester Research’s Buyer Insight study.

You can overcome this obstacle through a concept called "Empathetic Listening," according to Eric Maddox, who used this technique while serving as an interrogator in support of operation Iraqi Freedom. Maddox's efforts were pivotal in achieving actionable intelligence from numerous detainees. During his time, Maddox created a unique methodology and technique for "Empathetic Listening" and used it to collect the intelligence which led to the exact location of Saddam Hussein – the Ace of Spades in the infamous Deck of Cards.

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1 Out of 3 Qualified Leads is Unacceptable

By Ian Addison, LinkedIn ABM. If you find this article interesting, Addison will be presenting a live TMSA webinar, "Real Account-Based Marketing Using LinkedIn," on June 1 at 11am Central. > Register Now

Before taking an Account Based Sales & Marketing approach, Schneider Logistics was seeing maybe 1 out of 5 leads engage successfully. In speaking with many other complex solution-sales companies, I am finding that has become a growing trend.

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