The Basics
Japanese OTI
Franchise Networks
Decision Makers
Account Qualification
100
The definition of a corporate account
What is " an account with some level of centralized decision process"
100
This FF had to let 50 of 250 staff go in 2009
Hankyu-Hanshin
100
The name of the franchise network consisting of Airgroup and Adcom logistics
What is : Radiant Logistics
100
The name of Schenkers ocean director in the USA- located in CHI
What is Olivia Fidler
100
What are some of the sentences we use to help quantify the potential of a corporate account ?
How do you route your cargo who is the decision maker on choice of lcl ,FCL, air partners what can we do to help you? What are your key trade lanes, overall volumes, areas of focus for the future, key concerns who do you interface with - how do you interface with your clients and vendors?
200
The definition of " Centralized Decision Making" for a corporate account
A choice of carrier controlled by the corporate account, either from a list of chosen partners or with a specific choice of partner in place.
200
We have submitted a national proposal to this OTI covering their 10600 CBM exports/ 27,000 CBM imports
Kintetsu
200
The name of the combined Franchise and corporate owned network who just merged forces with Scan Global logistics
Transgroup
200
The name of DHL's global ocean VP, located in Singapore
Who is : Marc Meier
200
What are the 3 things John suggested the GMs do be as part of your support of local sales ( name 1)
Be Active,Visible and Approachable
300
This is why we ( general managers) should call on corporate accounts personally
Organizations change. If we do not call on them at all levels, we will miss the changes , miss strategic information being discussed at senior level only and not get the thumbs up if the corporate office solicits feedback from the individual field offices.
300
These are the names of the 2 Japanese companies finalizing a merger in April 2011
NYK Logistics and Yusen
300
The name of another transportation franchise opportunity in the industry
What is: Uniglobe, pakmail, craters and freighters,united shipping solutions,
300
The Global Vice President, Procurement and GLobal VP ocean for UTI?
Who are : Diane Bennett and Chas Deller respectively
300
The number of time corporate accounts should be visited in person over a 6 month time span
As often as necessary- at least once per quarter with monthly catch up/stay in touch telcons
400
Definition of a corporate Global Account and a corporate Regional Account
A Global account has own offices globally whereas a corporate regional account for the majority has overseas agents.
400
This OTI moved their corporate headquarter to Chicago but has their ocean director still residing in LA
Hankyu-Hanshin ( Jerry Hu: Ocean Director)
400
What is the chance that the corporate office of a franchise operations has 100 % decision power to make choice of overall LCL/ OTI partners?
WHAT IS zero or very slim
400
The name of Jas Worldwide new ocean Vice president. This individual started with Jas January 17,2011
Who is: Brian Genjian
400
What is the best you can get from a corporate account to help qualify their potential and thus help us better service them/ formalize a supply chain improvement proposal?
What is: The Corporate Accounts internal statistics showing overall volumes in shipment count/ cbm- $ spent- key origins/destinations as well as input on what areas they are targeting in 2011..ASK for them- locally, regionally or nationally
500
The definition of whom the following calls on a) corporate sales team b) general managers c) local sales people
The corporate sales team calls on the centralized corp account head. GM's call and know personally the Branch manager of the local corp account Local sales rep calls on corp account desk level managers and people........ Thus All levels covered, and all contacts at the corporate account knows escalations points should it be necessary to use same.
500
The name of Kintetsu's US based vice president of Ocean is
Tomo Ikeda
500
The name of a stock listed franchise company with ticker symbol RLGT.OB
What is: Radiant Logistics
500
The name of recently appointed ocean vice president at Hellmann.. This individual will be participating in our TPM dinner March 6th,2011
Who is: Jane Rausch
500
What is a critical component of understanding whether we can offer IT solutions to a corporate account ? Name just one thing
Ask the right questions: Which systems do they use? Are they already interfaced with any vendors? if so for what part of the supply chain ? what is their programming language ? what MUST the customer have via EDI?
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