This document summarizes a presentation by Parth Padhiyar on driving sales in logistics and C.H. Robinson's sales process. It introduces the logistics industry and C.H. Robinson company. It then discusses the problems of retaining old customers and gaining new customers. Literature on topics like third-party logistics and performance metrics are reviewed. The objectives, research methodology, data analysis, findings, suggestions and conclusion of the study are provided. The data analysis shows that timely delivery, strong international network and relationships help retain customers, while competitive pricing and customs assistance attract potential customers. Lack of domestic presence and complex documentation deter some. Suggestions include expanding domestic services, credit offerings, and simplifying documentation.

1. A
SUMMER PROJECT PRESENTATION
ON
“How to Drive Sale in Logistics
And
C H Robinson’s Sales Process”
SUBMITTED TO
(Oakbrook Business School)
GUJARAT TECHNOLOGICAL UNIVERSITY
(MBA PROGRAMME)
SUBMITTED BY
PARTH PADHIYAR
148320592028

2. INTRODUCTION OF INDUSTRY
• Logistics – Types
• Inbound Logistics - Outbound Logistics - 3rd Party Logistics-
4th Party Logistics
• Logistics in India – Organized & Unorganized Sectors
• Why industry is not one of the Top Most Industries ?
• Mostly Customers in this Industry
• Manufacturers - Pharmaceutical Companies- Retailers -
Traders

3. INTRODUCTION OF THE COMPANY
• Mission Statement
• Established in 1905 in Edina Prairie, USA
• History of the Company
• Truckers-Forwarders
• NASDEQ listed Company
• Services Provided by Company
• Freight Services, Project Logistics, Customs Brokerage,
Transportation, etc.
• IATA License of the Company
• Networks around the Globe
• Australia, China, France, Germany, Israel, Italy, New Zealand,
Philippines, Portugal, Saudi Arab, Singapore, SA, UK, etc.

4. STATEMENT OF THE PROBLEM
• To retain the Old Customers
• To get the New Customers in to the Business
• Factors affecting the Sales/New Customers getting in
to the business
In this 3rd Party logistics, all the companies are in the Problem due to the
reason of this Cost Reduction and Cycle time reduction. But the Main
Challenges are:

5. LITERATURE REVIEWS
Title Author Review
Management control systems
in logistics and supply chain
management
Author
A talk about the how the
Management Control Systems
are used in the Logistics &
SCM
Third-party logistics: A
literature review Alessandra Marasco
A Review of Third Party
Logistics- Explanation of
entire 3PL
Performance measures and
metrics in logistics and supply
chain management
Angappa Gunasekarana &
Bulent Kobu
a review of recent literature
for research and applications
in which how the performance
is measured in SCM &
Logistics
Logistics and Supply Chain
Management Practices in
India
Samir K. Srivastava
How the SCM & Logistics is
being operated in India
Global supply chain design
Mary J. Meixell
Vidyaranya B. Gargeya
A literature review and
critique about the operations
of Global Supply chain

6. LITERATURE REVIEWS
Build-to-order supply chain
management
A. Gunasekaran
E.W.T. Ngai
a literature review and
framework for development
Of Supply Chain Management
Electronic marketplaces
Martin Grieger
A literature review and a call
for supply chain management
research that how IT related
things works in the Logistics
and SCM
Supply chain management
Simon Croom
Pietro Romano
Mihalis Giannakis
an analytical framework for
critical literature review on
Supply chain Management
Quantitative models for
reverse logistics Author
This article surveys the
recently emerged field of
reverse logistics
Strategic production-
distribution models: A critical
review with emphasis on global
Carlos J. Vidal
Marc Goetschalckx
An extensive literature review
of strategic production-
distribution models is

7. OBJECTIVES
• To study the Sales Process at C H Robinson
• To Identify the Factors which affects to choice of the
Logistic Service Provider
• To help in Finding the Loop Holes where C H
Robinson fails at Some points
• To Suggest the effective and efficient ways and means
which can Improve Sales at C H Robinson

8. RESEARCH METHODOLOGY
In my Study, I have used..
• Basic Research as Main Research
• The research was Descriptive Research
• Research Process
• The Sampling was Systematic Sampling means all the peoples
who all are related to Export – Import Related Business.

9. DATA INTERPRETATION AND ANLYSIS

12. • From the TOTAL study of 81 Customers the
Responses were:
DATAANALYSIS AND INTERPRETATION
Sr. No Response No. of Companies
responded
01 They are Associated with C H Robinson 11
02 They are Interested in Business with C H Robinson 24
03 They are Not Interested in Business with C H Robinson 46
T O T A L 81

13. DATAANALYSIS AND INTERPRETATION
From Total 81 Respondents 11 are current clients of CHR:
18%
37%27%
18%
Reasons to be
associated with CHR
Competitve
Price
Timely Delivery
Of Shipments
Internationally
Strong Network
Relationship
with People of
CHR
Competitive Price 2
Timely Delivery Of Shipments 4
Internationally Strong Network 3
Relationship with People of CHR 2
Total 11
From total 11 customers Highly people are associated with CHR
because of the timely delivery of the Shipments which is 4
Companies. The Second highest is three Companies who are
associated with CHR due to Internationally Strong Network and the
least 2 companies are related with the CHR due to Relationship with
the people of CHR with them.

14. DATAANALYSIS AND INTERPRETATION
From Total 81 Respondents the 24 Total Results were:
8%
75%
17%
Why they are interested in
CHR ?
Additional
Benenifts
Competitive Price
Assistance in
Customer
Clearance
Additional Benefits 2
Competitive Price 18
Assistance in Custom Clearance 4
Total 24
Here the People are Interested in to business with CHR because
From 24 companies the 18 people wants the rates for their
services.

15. DATAANALYSIS AND INTERPRETATION
From Total 81 Respondents the
Total 46 Results were:
To avoid Repetition of Documentation 23
No Presence in Domestic Market 15
Very few no. of assignments/Costly 6
They are not in Decision makers 7
Do not want to Change 14
Total 46
Here the half of the people are not interested in CHR
because of this Documentation repetition Process. 15
customers want their services in domestic market. 14
people don’t want to change due to they are happy with the
current forwarders/agent.
35%
23%9%
11%
22%
To avoid Repetition
of Documentation
No Presence in
Domestic Market
Very few no. of
assignments/Costly
They are not in
Decision makers
Do not want to
Change
Why they are NOT interested
in CHR ?

16. FINDINGS
• From the data I got and after analysis of it the Main Rewards
was Three:
▫ Why People are Associated with C H Robinson in Business ?
▫ Why People are Getting Interested in Business with C H Robinson ?
▫ Why People are Not Getting Interested in Business with C H
Robinson ?

17. • Why People are Associated with C H Robinson in Business ?
▫ From total 81 Respondents, total 11 People are Associated with C H
Robinson because they likes their,
 Timely Delivery of shipments
 Internationally Strong Network of CHR
 Relationship with People of CHR
FINDINGS
• Why People are Interested in C H Robinson for Business ?
▫ From total 81 Respondents, total 24 People are Associated with C H
Robinson because they likes their,
 They feels about the competitive Price which CHR gives
 They gets the Assistance in Custom Clearance from CHR
 They gets Additional Benefits from CHR

18. FINDINGS
• Why People are NOT Interested in C H Robinson for Business ?
▫ From total 81 Respondents, total 46 People are Associated with C H Robinson
because they said that,
 To avoid the Entire Process of Documentation
 Credit Allowance in Business
 No Presence in Domestic Market
 They are not Decision Makers
 Very few No. of Consignments
 Do not want to Change

19. SUGGESTIONS
• As very High No. of Customers are of Domestic Market Supply so they
should Start Domestic Services if Possible
• They should give some Attractive Schemes to New Customers
• They should give Credit Facility as Extra Benefit from CHR
• They should Make their Documentation Process as simple they can
make for New Customers

20. CONCLUSION
At the end we can conclude that CHR is Good at Some Points like Time and
Assets Managements that is why they are able to Deliver shipments on
time. Their International Network is So Strong with Branches at various
Countries and Agents at different places. The Corporate Relations of CHR
is also very good with the People of other Industry People so that also
helps them to their Business. On the other hand to get new Customers,
CHR have to make their Documentations as Simple as Possible for New
Customers, They should start Giving Credit Facility as extra Benefits to
New Customers, Some Attractive schemes in their Industry by CHR can
help them also. And Mainly As the Highest number of Respondents were of
Domestic Business so they should come in to Domestic Business in India
after having such a good response and experience from International
Market.

21. BIBLIOGRAPHIES
• Reference Books:
• Research Methodology : Deepak Kumar Bhattacharya
• Logistics Management : V V Sople (Pearson)
• http://www.google.com/
• http://www.wikipedia.org/
• https://www.businessvibes.com/content/logistics-and-shipping-overview
• http://www.chrobinson.com/en/us/About-Us/CHRobinson/
• http://www.researchgate.net/publication/220232978_Management_control_system
s_in_logistics_and_supply_chain_management_a_literature_review
• http://www.sciencedirect.com/science/article/pii/S0377221797002300
• http://www.sciencedirect.com/science/article/pii/S037722179780080X
• http://www.sciencedirect.com/science/article/pii/S0377221702003946

22. Thank you