The 2009 List Of Transportation And Logistics Decision Makers
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The 2009 List Of Transportation And Logistics Decision Makers

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Transportation, Logistics and Supply Chain Decision Makers

Transportation, Logistics and Supply Chain Decision Makers

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The 2009 List Of Transportation And Logistics Decision Makers The 2009 List Of Transportation And Logistics Decision Makers Presentation Transcript

  • The 2010 List of Transportation and Logistics Decision Makers This ain’t a list of suspects
  • Problem
    • Just about everyone has some sort of shipping in the course of a year
    • In the transportation and logistics sector there is a finite number of decision makers that have sufficient volume to warrant a call from you
    • In my 35 years of selling transportation I have not found a good source of real leads.
    • There was no Glengarry Glen Ross list of hot leads
    • Using market segmentation of SIC code and sales volumes and or number of employees did not tell me who in the organization to go to, nor if they were really a shipper.
  • Where I pressed the flesh
    • Selling is very personal in this industry.
    • You actually have to call on a decision maker, qualify them, present to them and hopefully close them
    • Where was I most likely to find the lakes with the most fish to qualify?
    • Attending and actively networking at and in professional and trade associations
  • Where did I press the flesh
    • The largest and most professional of all the organizations is the Council of Supply Chain Management Professionals (CSCMP). I have been attending functions since it was NCPDM and then its change to CLM. People serious about Supply Chain, Transportation and Logistics become members and remain members and pay hefty yearly dues to belong and stay current. The real professional are at the annual meeting.
  • The other Big Organizations
    • NASSTRAC – The National Strategic Shipment Transportation Assoc.
    • The National Industrial Transportation League (NITL)
    • The American Society of Transportation and Logistics (AST&L)
    • Delta Nu Alpha (the national transportation fraternity)
  • The other Big Organizations
    • The National Postal Forum
    • Mailcom
    • The Parcel Forum
    • WERC (Warehousing Education Research Council)
    • APICS
    • Reverse Logistics Assn
    • Retail Industry Logistics Assn (RILA)
    • Service Parts Logistics Assn (SPLA)
    • Parcel Shippers Association (PSA)
  • The Problem with Lists
    • Some association trade shows give you an attendee list in hard copy.
    • Problem is the list contains folks like students and professors, head hunters and consultants, carriers, 3 PL’s, logistics software providers and so on who were not going to buy anything from me.
  • I could never sell bupkis to those groups So those lists were, for all intents, just lists
  • Solution
    • I retired
    • I had the time to organize and triage all the names I encountered in some way, shape or form and clean out the chafe from the wheat
    • Took out the sales and marketing people
    • The consultants and headhunters
    • And tried to come up with a concise list of decision makers for transport and logistics
    • Professionals who take the time to attend industry events and or pay dues to belong and stay current in this business
  • This is
    • A tool to have if you want to present a value proposition to major shippers
    • These are professionals who for the most part got to where they are because they are lifetime learners and got to their position by listening to new ideas and new concepts
    • The other use, being that these are professionals within major shipping organizations is that you can call them and if they are not the right person to purchase your offering, most likely they can and would be willing to share with you who would be the correct person in the organization.
  • Catalog & E-Tail Company Division of Street City State Zip Phone URL Decision Makers
  • The Parcel Guy Jerry Hempstead Hempstead Consulting 1724 Buckhorn Place Orlando< Fl 32825 407-342-3825 [email_address] Hempsteadconsulting.com