THE
BASICS
BASICS
Name 5 examples of limited access.
CHURCH
SCHOOL
MILITARY BASE
AIRPORT
STRIP MALL
ETC
What are the 6 Critical Areas of Customer Success?
TIME MANAGEMENT
PRODUCT KNOWLEDGE
CABO CRM
REPORTING
MARGIN MANAGEMENT
SKILLSET (PROACTIVE MEETINGS, COMMUNICATION, UPSELLING)
How do we request a morning pickup appointment for an LTL shipment?
No pickup appointments in LTL + dropoffs are in the morning
A customer consistently receives reclass variances. How can we prevent them in the future?
ADD THEIR COMMON COMMODITIES INTO THEIR INVENTORY
What do I need in order to quote dry van?
CITY/STATE - CITY/STATE
COMMODITY
WEIGHT
VALUE
(BUDGET)
How long do you have to file a claim for concealed damage?
5 DAYS FROM DELIVERY DATE
What are the 6 P1 Value Adds (Freight Offerings)?
CABO TMS
COST SAVINGS
CARRIER DIVERSIFICATION
CUSTOMER SERVICE
CONSULTATIVE APPROACH
3RD PARTY INSURANCE
What’s the latest I can book an LTL shipment and have it pickup on the same day?
3 PM
2 PM FOR FORWARD AIR
A customer always ships from the same pick-up location. What can we do to streamline quoting?
SAVE ADDRESS DETAILS IN THE CUSTOMER'S ADDRESS BOOK AND SET IT AS THE DEFAULT ORIGIN.
Why might a customer refuse a temp-controlled truck?
Broken Seal
Damage
Dirty
Explain Pickup#, PRO#, and BOL#.
PICKUP #: BEFORE PICKUP, USED WITH CARRIER
PRO #: AFTER PICKUP, TRACKING # WITH CARRIER
BOL #: BILL OF LADING, USED WITH P1 PEOPLE AND CUSTOMERS
Which accessorials will you typically mark for a residential delivery?
RESIDENTIAL, LIFTGATE, and DELIVERY APPOINTMENT
If I have a 96 inch pallet that needs to be delivered on a lift gate what company should I reach out to and what should I ask for?
ABF
FLATBED AND FORKLIFT
(PIGGYBACK/MOFFETT/SPIDER)
If your customer's customer is always requesting updates, what type of tracking should you recommend?
PER SHIPMENT TRACKING
What additional question should you ask your customer when quoting expedited?
DOES THE TRUCK NEED TO BE DOCK HIGH?
What do you need in order to quote AND book LTL?
PICKUP ZIPCODE - DROPOFF ZIPCODE
ACCESSORIALS IF NEEDED
# PALLETS
WEIGHT PER PALLET
DIMS PER PALLET
COMMODITY
------
COMPANY NAME
FULL ADDRESS
HOURS OF OPERATION
CONTACT PHONE NUMBER
Explain how LTL moves, then tell us how FTL moves.
LTL MOVES HUB AND SPOKE. DEDICATED MOVES POINT A TO B.
What are the two different LTL pricing programs? How do they differ, and how do we determine who gets which?
1. BLANKET PRICING: PRICE NEGOTIATED BY PRICING TEAM AND AVAILABLE TO ALL CARRIERS/FLAT RATE
2. CSP/ENTERPRISE PRICING: NEGOTIATED PRICING WITH CARRIERS FOR CUSTOMERS WHO HAVE HIGH SHIPPING VOLUME (10X/DAY OR $45k/MO)
Explain lane mark ups.
If we are consistently winning on all lanes except for one, we can adjust the margin on only that lane while keeping the higher margin on the rest.
What additional question should you ask a customer when BOOKING flatbed?
How will you be loading and unloading?
(Are they renting a crane on either end?)
Tell us about P1's Freight Bill Audit.
P1 AUDITS EVERY INVOICE FOR FREE. CUSTOMERS WILL NEVER RECEIVE AN INVOICE THAT DIFFERS FROM THEIR QUOTED AMOUNT WITHOUT HEARING FROM US FIRST.
Name 5 national carriers AND 5 regional carriers.
ESTES
FEDEX
R+L
CENTRAL TRANSPORT
SAIA
OLD DOMINION
XPO LOGISTICS
TFORCE
A DUIE PYLE
PITT OHIO
WARD
MAGNUM
MOUNTAIN VALLEY EXPRESS
OAK HARBOR
DAYLIGHT TRANSPORT
DAYTON FREIGHT
SOUTHEASTERN FREIGHT LINES
ETC
Explain the LTL Auto-Adjust Minimum (Margin Enhancement/Silver Bullet).
It brings the lowest LTL rate up to within a set amount of the second-lowest rate. (Usually $40.23)
Explain the shipping and handling/honeypot feature in Cabo
FOR CUSTOMERS WHO USE FREIGHT AS A PROFIT CENTER, WE CAN UPDATE THEIR SETTINGS TO VIEW THEIR SHIPPING AND HANDLING REVENUE ON THEIR CABO ACCOUNT
How do you respond to a customer who declines to give you a budget when quoting truckload?
I want to make sure I get the best rate for you, but in order for me to do that, it helps to have the price up front. Otherwise, my team will bring back the first available option and it may not be what you're looking for. With that said, do you have a rate in mind?