We have great rate engines in place to obtain quotes on standard LTL moves, but do you know when not to use a rate engine? LTL carriers will impose limits within their tariffs (that vary with every carrier) to limit moving shipments that are too large for their network. Some carriers structure their operations to carry
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LTL 101:Limited Access Charges
Limited access charges were created to compensate LTL carriers for additional time spent at your shipment’s pick up or delivery locations and constraints that can result from these specific locations. Limited access is defined as meeting any of the following conditions: Not open to the walk-in public during normal business hours Not having personnel readily
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Training Tuesday:Being a Confirmer
Being a successful salesperson requires a lot of practice, being able to envision making a sales call that results in sales success. Confirming the sale requires a lot of confidence and belief that you can make the sale and help the customer. The confidence you demonstrate when talking with a customer about our ability to
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LTL 101:Density Based Rules and Price
Density is very important in selecting freight class. One carrier that rates solely on density of an item is Central Transport. Some carriers will rate based on density if the commodities’ National Motor Freight Classification (NMFC) is a density based item. Three carriers that do this are Midwest Motor Express, UPS, and Saia. With these
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LTL 101:Delivery Appointments vs Notifications
This blog we will discuss the difference between an appointment and a notify before delivery. Delivery Appointments: Appointments cannot be set until the freight arrives at the destination terminal. Contact must be made with the consignee to deliver. LTL Carriers will always make appointments, we cannot make the appointments for them. However, if they cannot
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Training Tuesday:First Impressions
There are too many freight sales reps in the U.S. today to even come up with an accurate number. It is important for your prospect to know about your qualifications. Tell the prospect about yourself. No grandstanding or patting yourself on the back, just an informative look at your career and the customers you’ve helped.
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SUNTECKTTS ACQUIRESHA LOGISTICS
October 9, 2018 – Jacksonville, Fla. – SunteckTTS, a leading provider of agent‐based, technology-driven transportation logistics services, today announced that it has acquired HA Logistics, a California-based freight brokerage and logistics company with full-service sales and support operations in San Ramon, CA, Ontario, CA, Columbus, OH, Dallas, TX, Rohnert Park, CA and Seattle, WA. Established
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LTL 101:NMFC Transportability Characteristics
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, handling, and liability. Together, these
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Training Tuesday:Making Appointments
There are several things a salesperson should do before making an actual face-to-face presentation. Obviously, an appointment must be made with the prospect. Also, the salesperson must be qualified to make the sales call, meaning that they must have acquired the necessary product knowledge, are properly prepared to answer all industry-related questions, and possess a
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Training Tuesday– Sales Questions
Asking questions that turn into sales is an extremely important part of the sales business. You must pay attention to the needs of your client, spot subtle buying signals, know when to foster an open dialogue, and know what questions to ask. One of the most critical elements to a successful sales call is asking
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