Priority1
IBS Statement
We're a domestic freight company specializing in LTL, FTL, and Expedited freight, I'm curious if the nature of your business requires you to ship freight on a regular basis?
HAPPY WITH CURRENT PROVIDER – “We are happy with GlobalTranz.”
You try to open the front door and the back door of a building, but they're both locked. There is a phone number for a guy named Jack posted on the front door.
Call the phone number, say you're at the front door waiting to be let in.
LTL West
You learn that the prospect currently emails for all their quotes, and emails out to 3 different carriers for each load. They then put all the quotes into an excel sheet and evaluate based on cost and transit time. What should you sell?
TMS & Cabo for all quotes at one time.
Customer KPI Report
A report found on Cabo that can be automatically generated for any customer for any date range. It shows basic analytics like $/lbs, $/mi, and $/lane.
NO TIME – “I have absolutely no time to deal with freight right now.”
I completely understand. I will just tell you that your company fits a profile that we have had a great deal of success working with. We’ve been able to help companies very similar to yours save thousands on their freight spend. I’ve got to imagine saving that much money from having a 15-minute conversation would be worth your time. Does Wednesday at 2:00 PM work for you?
Prospect is very friendly and is happy to talk to you. You learn that they ship small boxes of parts about once a week to space companies.
Ask the value of the product
Ask if they ship on box trucks or sprinter vans
Prospect requests 4 pallets, each is 60x40x48, weighing 400 lbs each.
LTL West, Brooke/Denver TL for a partial quote, Expedited for a box truck quote.
Customer receives inbound freight daily, and their vendors use their login Unishippers to book it for them.
Vendor logins for TMS portal
6 Critical areas of a Territory Manager
1. Lead Recognition
2. Time Management
3. Territory Management
4. Lead Development
5. Funnel/CRM Management
6. Skill Set
Just send me an email with your company info/services.
Prospect outsources for an LTL maybe once every week or two, but uses their own trucks for most deliveries. They receive full truckloads from their vendor on Tuesday and Thursday weekly, but their vendor just arranges it for them. Customer has to pay for the freight.
BONUS: Involve enterprise team since it's clockwork pickups
Customer in Longmont requests a pickup at their location of 4 pallets, all 48x40x48 and 500lbs each. They would like each pallet delivered to 4 different locations. The stops go in this order: Boulder, Erie, Westminster, Denver.
Customer accounting team has difficulty matching invoices to orders because the invoices and shipments don't have POs listed every time. Warehouse team forgets roughly 50% of the time.
Mandatory reference codes for quoting and booking team.
What qualifies as a "value freight sale"?
1. Uses less than 2 brokers or carriers directly
2. Volume is 1x/w or more
I never show invoices
I completely understand what you are saying. One of the most important value adds we offer is the freight bill audit. The freight industry is known for quoting one amount and billing something else. More than half of my current customers didn’t know they had a billing issue before they made the switch over to Priority1. I would love a chance to look at the bills to show you that this is happening to your company. So, can you make sure to bring those for us?
You just finish a meeting and haven't found any pain or values for the customer that they actually were interested in. How do you close the meeting?
We will emulate your existing processes very well...
Pricing...
Customer Service...
LTL West - Nothing different here
Customer doesn't have a scale in their warehouse, and they have always booked their freight the same each time regardless of how much product they actually ship. He isn't aware of any NMFC codes that they use, they just got taught to ship it the same way each time.
Freight Bill Audit - They're definitely getting hit with back end fees.
Commodity List - Save the details for them, make it easier if they're always just doing the same thing.
Coaching and Training - You're the expert! You can learn their product and find ways to save them money on freight and reduce back end fees.
Neutral Rate Conversion
The process of transitioning a prospect’s existing CSP tariff from another broker to Priority1 for management. Priority1 can often reduce the existing margin by 2–5%, providing the prospect with immediate savings.
“We’re good”/ “We’re all set”/ “Not interested”/ “We have no reason to change”
I completely understand. Out of curiosity, is it because the timing isn't right or have you already found a solution that's working well for you?
Hey look, I get the hesitation - most people feel that way at first, but after sitting down with us they found that we were able to give better freight visibility overall and often times cut costs. Even our most efficient clients were impressed with how we differ from others in our space and what we brought to the table. I'm confident a quick conversation would be worthwhile - and at the very least, it confirms you have the best tech and prices the freight industry has to offer. That said, how does tomorrow at 2pm work?
An activation shipment you have has just missed pickup three days in a row, customer is frustrated and is threatening to book this with another broker.
Be proactive about communicating to them, and call them over the phone. Empathize with their situation, Don't blame Priority1 or take the blame for it, there's nothing you can do about a missed pickup. Listen, and finally ask what you can do to make it right for them. More often than not they just want to vent, work together to find a solution, don't dwell on the problem.
Customer wants to get 2 full containers from a California port shipped to their warehouse in Colorado.
Prospect uses NetSuite to automatically quote their customer from their relationship with GlobalTranz when shopping on the prospect's website. When the customer orders, NetSuite automatically sends orders to the Global Tranz and the warehouse team to pack and pull the order.
Integration into NetSuite