If you are in the transport and logistics industry, you understand the challenges.
Your business is a part of multiple supply chains. With both clients and end-user demands increasing your team needs to work smarter to meet these requirements. It can be challenging to continue to meet customer expectations and overcome the hurdles of the Transport and Logistics industry, without the right system in place to support your business.
We spoke to a number of organisations to find out their most common pain points and designed a solution that can quickly resolve these challenges.
See below if these challenges sound familiar to your business and check out our solution.
Top 5 challenges for the Transport & Logistic industry:
Trucks returning empty from jobs is inefficient and impacts profit for your business. Trying to find prospects in the desired location to fill the backload is a manual and time-consuming process without the right resources and systems in place.
Revenue is significantly impacted when there is no visibility on whether customers are meeting the contractual obligations agreed upon. Salespeople have sales conversations with customers, without relevant information on if they are meeting the agreed requirements or paying their bills.
The tender process requires significant resources from a business – time, effort and money. Making an accurate and objective decision to bid is difficult when companies do not collect enough data or have the background to:
- Know if the project is high-profile
- Understand if the work ethics and values of the other company match yours
- Get the right team for the project
Are you missing out on opportunities to provide additional services, because your sales are not able to consistently profile their accounts? Your customers may not be aware of the services you offer or the value that can be provided by using additional services, because you do not have a tailored account strategy.
Does your business rely on a few key contracts? Do you have a centralised system to record critical client information and interactions? With the transport & logistics industry being highly competitive and have high staff turnover, without storing client data in a centralised system, employees leaving can be a significant threat to the business.
Is there a solution to all of these?
Yes, a bespoke Customer Relationship Management (CRM) system like Salesforce, when tailored to your transport and logistics business, can quickly solve all these challenges for you.
In just a single platform, a CRM system can help you win new business, retain customers and improve revenue.
Each challenge solved by CRM
With a CRM system in place and leveraging Salesforce location-based tools, you can quickly pinpoint prospects and customers on the route. With a few simple clicks, you can build a list and market your promotional offer to reduce the empty backload via email.
Responses to the offer are automatically flagged in the system, and a Salesperson can quickly produce a quote and send within minutes.
Having a CRM system to automate these processes significantly reduces the time and effort previously required to fill an empty backload and improves the profitability of each job.
A CRM platform provides detailed reports and dashboards, giving visibility on how a customer is delivering against the agreed contractual commitments.
It also surfaces vital financial information on the customer, to give sales reps relevant insights to have more informed commercial conversations with customers.
A CRM system is a useful collaboration point for the tender process as it works on engaging stakeholders, organising contacts and managing the whole bidding process with a unique scoring system.
It also assists in making objective bidding decisions by giving a recommendation based on the relationship strength and operational landscape.
A CRM system provides sales reps with clear direction on how to profile their customers consistently. Account information is displayed in an easy to digest fashion, outlining the services you currently offer and the services you are targeting.
A CRM platform helps your salespeople improve the share of wallet by understanding the client’s requirements, communicating all the services on offer and looking for cross-selling opportunities.
Having all your connections and customer data in a centralised CRM platform allows you to easily track and maintain relationships, even when people leave your business.
It ensures that all critical information is centrally stored and retained within the business.
Not only does it reduce the risk of losing key contracts, but centrally storing this valuable information in a CRM system also accelerates the transition time for any new hires.
How does CRM software work for you?
A Customer Relationship Management (CRM) system is the ultimate solution to transform your transport and logistics business.
By putting the customer at the core of your business, a CRM software like Salesforce coordinates your entire organisation to solve all these top 5 challenges that are holding you back – allowing you to win new business, retain customers and improve revenue generation.
With over 20 years’ experience in CRM and operational logistics systems, we have the knowledge and expertise to help transport and logistics businesses overcome their main challenges.
We designed a bespoke Customer Relationship Management solution using the reputable and proven Salesforce platform. It is called the Transport & Logistics Accelerator, a complete logistics CRM solution designed to provide your team with the best practice CRM methodologies.
A culmination of our logistics and transport expertise bundled into one accelerator package, tailored to your business and aimed at getting you up and running with a robust CRM system quickly.