I presented this power point to leadership to show them what I have discovered from past clients who have not used our ECHOSHIP technology. In the powerpoint I discuss the data I collected from the past clients, the numbers of past clients who reused our technology on their latest shipments, and possible solutions on how to encourage more former clients to reuse our technology.

1. ECHOSHIP ANALYSIS
BY: TYLER SMITH

2. Agenda 1
Project
Overview
Calling
Results
Potential
Solutions
Q & A

3. Echoship Overview
 Echoship is a self-service platform for shipments
 Echoship Project Goals:
 To call past Echo clients who have not used Echoship in the
past 60 days
 Why they have not used Echoship
 Get clients to recommit to using Echoship for upcoming
shipping needs
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4. Calling Results
 Out of 140 clients 72 responded to our calls
and emails
 51.48% responded
 48.57% did not respond
 35% phone#, Emails, and Websites did not exist
anymore
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Answered No Answer
48.57%
51.48%
35%
13.57%

5. Calling Results
 From the 51% that we connected with
 52.38% was positive feedback
 47.62% was negative feedback
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Positive Negative
52.38
%
47.62
%

6. Calling Results
 The Negative responses
 Shut down due to Covid-19
 Not having any orders because of Covid-19
 Prefer using account rep then Echoship portal
 Pricing is higher compared to other brokers
 Switched to R + L, CPS, Sunteck, or Unishippers
 Insurance quotes were to high
 Not aware that it is not apart of the original quote
 Damaged relationship with account reps
 Loved Echoship, but not account rep
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7. Calling Results
 The Negative responses
Not receiving invoices on time or credit back
Some clients said they lost money due to claims
Inbound only from manufacturer
 Can’t change warehouse on users end
Flat out no’s
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8. Calling Results
 The positive responses
Easy to use/convenient
Love Echoship/will check Echoship for any upcoming
shipments
Great pricing
Follow up again when business picks back up
Will use Echoship for all shipments
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9. Calling Results
 From the 52.38% of positive feedbacks
 23 used Echoship to book shipments
32% win rate
 Multiple clients said they will book with Echoship when
they have shipments again
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The next couple months more clients
will use Echoship to quote and book
shipments when business picks back up
and start receiving orders again

10. Calling Results
 From the 23 clients that used Echoship
 41 Loads
 Total GP $2,773.36
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Standard Kegs LLC(E143114) - Budget Restaurant Supply(E44194) - IBS Direct(E111177) - Kirchhayn Auto Salvage Inc(E170548)
Realzyme(E110505) - Earth Mama Angel Baby(E33304) - Alternative Energy Store, Inc. Real Goods(E105326) - Impact
Advertising Inc(E161101) - ReRun Truck Parts(E177456) - Inland Diamond Products Co.(E167794) - Natures World
LLC(E54338) - Lake Martin Machine Gun Warehouse(E104782) - Personalized Bottle Water(E104782) - Western Printing of
Marshall(E31036) – Loxim Americas LLC(E166616) – DK Distributors(E75448) – National Wholesale Supply(E118644) – BK Tile & Stone Inc.
(E169728) – Mr. Nozzle (E96075) – Doorscapes Inc. (E68594) – Big Dog Adhesives (E161833) – Monterey Inc. (E159841) – Soil Secrets LLC
(E177952)

11. Solutions 10
Communication
• Target Rates Per Load
• Following-up
• Claims / Credit issues
• Weekly touch points logged in Salesforce
Programming
• Direct customer service
• "Reefer Truck" disclaimer/sidebar
• Small Pack Partnership

12. Project
Takeaways
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 Learning and applying industry
knowledge to client problems
 Persistence through cold calls
and emails
 Building relationships and
solving problems
 Turning the negatives to
positives

13. Recap
 Goal: Re-activate past Echo clients who haven’t used Echoship in 60+
days
 23 re-activated Echoship accounts
 Total GP of $2,773.36
 51% response rate with 52% being positive feedback
 Following up with remaining clients in ~1 month will yield even more
reactivations
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Potential Solutions narrow down to
changes in Echoship communication, or
programming processes

14. Q & A
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