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LTL 101:Freight Classification Details

LTL 101: Freight Classification Details Remember the National Motor Freight Classification® (NMFC®) is a standard that provides a comparison of commodities moving in interstate, intrastate and foreign commerce. Commodities are grouped into one of 18 classes—from a low of class 50 to a high of class 500—based on an evaluation of four transportation characteristics: density, stow-ability,

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Training Tuesday:Managing Stress

Training Tuesday: Stress Management to Improve Success Selling offers more highs and lows than most other professions. Most salespeople suffer through periods of stress that are direct results of their sales jobs, but salespeople who succeed in the long run never let disappointments get the best of them. They know rejection goes with the territory

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Intermodal 101:Mutual Commitment Pricing Programs

Intermodal 101: Mutual Commitment Pricing Programs Rail controlled door to door shipping does have several advantages, as discussed in previous weeks, but it also has its drawbacks. Many shippers have a transportation budget that gets created once per year.  This budget relies on some level of consistency when estimating pricing.  Utilizing the door to door

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Training Tuesday:Balancing the Sales Pitch

Training Tuesday: Balancing the Sales Pitch and Silence Often the most important part of your sales pitch is when you are completely silent. We often rush through all the great benefits of why a customer would buy, without really listening to them tell us what they need and why they might buy from us. Most

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Training Tuesday:Asking Questions

Training Tuesday: Asking Questions Asking good questions can make the difference between making a bad sales call and engaging the prospect in a worthwhile conversation. Here are some important tips to remember: Use ‘assumptive problem’ open-ended questions Instead of saying, “Do you have any problems with moving your product now?” say, “How are you handling

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Intermodal 101:Equipment Availability

Intermodal 101: Equipment Availability In our last post, we discussed the impact long-term rates had on the railroads as a contributing factor to the creation of rail controlled, door to door product.  But there are other reasons the rails have created this service. Equipment availability in a given area varies at different times of the

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Training Tuesday:Addressing Problems

Training Tuesday: Handling Problems It doesn’t take long for anyone in the transportation business to realize that occasionally bad things happen to good people. You name it, it can and occasionally will happen. When customers aren’t happy, whether it’s because a shipment is late, damaged or lost, five things can happen—and four of them are

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LTL 101:Billing

LTL 101: Billing Accuracy Many shippers have expressed concern about accuracy of LTL carrier’s billing practices. Having pushed the LTL carriers to be more vigilant with making corrections for weight and other aspects of shipments for proper revenue capture, SJ Consulting researched the validity of such perception by conducting an extensive survey with several large

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Training Tuesday:Delivering Great Customer Service

Training Tuesday: How to Deliver Great Customer Service Many customers are suspicious of freight salesmen. They think that we’re there at the time of the sale but not when they need us if something goes wrong. Many people get buyer’s remorse. When they get that follow-up email or phone call, or they experience the other

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Intermodal 101:Rates

Intermodal 101: Rates Use of rail controlled, door to door offerings have some positive and negative components to consider. It is important to contemplate them when trying to determine if this option for intermodal shipping fits your needs.  This product offering has been beneficial to the railroads and doesn’t show signs of changing, but to

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