Transportation and Logistics

The transportation and logistics industry is challenged to assure profitability in the face of downward pricing pressures and heightened competition from both incumbents and new entrants. To succeed despite this turbulence, it is essential to build a coherent sales and marketing strategy that drives profitable top line growth.

For commercial airlines, whether a major national, regional, charter, or discount entity, and for companies in the lodging and hospitality sectors, we focus specifically on honing their critical business-to-business relationships with travel agencies, corporate travel offices, travel management companies, and corporate event planners.

In the shipping and logistics arena, companies delivering packages – via air, ground, or rail; privately, publicly, or government owned – are keenly dependent on business-to-business sales and marketing. We help clients engaged in shipping, delivery, logistics, and related services, across small, medium, and large companies.

Transportation and logistics sales forces are often under-equipped to sell in the business-to-business environment. Our experience in these industry sectors has shown that the core capabilities necessary for world-class selling organizations include laser-sharp sales strategy, efficient sales models, consistent and disciplined selling processes, effective individual skills, and performance-based rewards to encourage and support the right behaviors. To thoroughly develop these capabilities, companies must first answer the following key questions:

• What are the needs, buying processes, and preferences of key customers?
• How can segmentation and targeting of the customer universe be improved?
• What are the skills and competencies required for successful selling?
• Does sales force size and deployment optimize market coverage? Are accounts properly aligned to channels?
• Are success measures, performance management, and compensation programs aligned with each other and, more importantly, aligned with corporate strategic objectives?
• Does the sales force have the tools and information systems to make the right decisions?

We help clients with a broad range of sales and marketing issues, working closely with them to:

• Create a market coverage strategy and associated implementation plans
• Estimate market potential for customer segments and perform customer valuations
• Design sales channels and determine profitable sales channel coverage for various customer segments 

We have led end-to-end sales force transformations for clients in the transportation and logistics sector, including sales and marketing strategic planning, capability building, and assistance with sales operations execution. We utilize industry knowledge and sales and marketing expertise to serve as both strategic advisors for the long-term and as a resource to help with the detailed implementation of new strategies.

If you would like to learn more about our experience with the transportation and logistics industries, we would be happy to discuss our insights regarding key challenges, critical success factors, and proven approaches.