Do you know how cubic capacity can affect your shipments? Almost every LTL carrier has a cubic capacity rule in their rules tariff that may affect any of your shipments. LTL carriers impose minimum cubic capacity rules to effectively counter very light, fluffy shipments that take up more than their fair share of a trailer.
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Training Tuesday:Closing Techniques – Part 1
There are as many different closes as there are sales people, but there are some recurring techniques that may come in handy. While you may find that certain closes work better than others, that shouldn’t deter you from using a variety of closes or confirming techniques, depending on different situations. We’ve outlined the first 5
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Training Tuesday:10 Tips for Helping Dissatisfied Customers
Even the best company, with the best service, will occasionally make mistakes. What matters most is how you handle the situation when issues arise. We’ve included our top 10 tips to best help a dissatisfied customer. 1.Inform the customer as soon as you can – they’re going to find out one way or another –
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LTL 101:Volume Rates
Last Blog highlighted some Pick-Up and Delivery Tips. This week discusses the difference between Volume and Standard LTL moves. 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 volume LTL shipments while others
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Training Tuesday:Countering Objections
If it weren’t for objections, everyone would be in sales. While none of us like objections, we must accept them as part of the business and learn how to overcome them. Your main goal when faced with an objection is to turn the objection around into a reason to purchase our service. If a prospect
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Training Tuesday:Increasing Sales Achievements
High achievers embrace new experiences more eagerly than average achievers, they leave their comfort zones more willingly, and as a result, become more familiar with the process of growing than others do. They also view the anxiety or pain involved in new challenges as a small price to pay compared to the new levels of
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LTL 101:Pick-Ups and Deliveries
Last week covered limited access charges and how they can affect your price. This week highlights some Pick-Up and Delivery Tips. Pick-Ups: Any pick-up (P/U) entered after 2:30 PM local time should be called into the carrier to insure availability, otherwise the request will roll over to the next day Lift Gate P/Us must be called
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Training Tuesday:Service Calls, part 2
Last week, we addressed eight ways to say thanks and offer service to customers. This week we’re covering more ways to say thanks as well as some tips to increase your sales, gain market share, and ensure your customers get exactly what they deserve – the best service. 1.Surprise a customer with a small gift
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Intermodal 101:Freight Options
So, what makes good products to ship via intermodal? The simple answer is that almost anything that can be shipped, can be shipped via intermodal. Please note we said almost anything. If you have heavy product, such as beverages, canned goods, paper products or lumber, you can ship those in intermodal service. But if you
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Training Tuesday:Service Calls
To some sales agents, service is what they do when they don’t feel like selling. Service can be a way to putt off more important activities. Don’t use service calls as a way to pad your call report. Making service calls to your customers is very important, but remember that a service call should have
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