This document summarizes a study conducted by Team Snow Freight to identify the key factors that drive wins and losses within the retail, manufacturing, and food and beverage verticals. By analyzing an existing data set and surveying regional sales executives, they found that core carriers and sourcing programs were common solutions for wins, while existing customer relationships and cold calls also led to wins. Losses were often due to poor pricing or relationships. The team recommends leveraging their technological advantages through Navisphere to accelerate future wins.

3. Cody Stoner: Little Rock, AR
Harrison Tennant: Jacksonville, FL
Daniel Snyder: Atlanta, GA
Adriana Villegas: Little Rock, AR
Peter Williams: Miami, FL
Kyle Cribley: Austin, TX
Cody Taubman: St. Paul, MN
Team Snow Freight

4. Project Goals
• Main factors for wins and losses
Wins
Losses
Speaker:
Cody Stoner

5. Operating Procedure
• Weekly conference calls
• Constant communication
• Skype
– Phone contact
– Instant message
• Consulting with mentors
– Noah Hoffman
– Jason Thomas
Speaker:
Cody Stoner

6. How We Determined Key Factors
Business
Solution
Lead
Source
Data
Collection
Five
Question
Regional
Sales
Executives
Survey
Speaker:
Cody Stoner

7. CHR Data Set
Retail
Manufacturing
Food and
Beverage
Industry
Data Set
Speaker:
Harrison Tennant

8. Business Solutions
Retail Vertical
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Lead Logistics Managed TMS Primary / Core
Carrier
Seasonal Single Source Sourcing Program
Win 5 3 81 29 21 44
Partial Win 13 5 2 2
Loss 4 2 35 12 13 18
Speaker:
Harrison Tennant

9. Lead Source
Retail Vertical
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Branch
Referral
Cold Call Cross Selling Existing
Customer
External
Referral
Marketing Not
Available
Other Trade Show Word of
Mouth
Win 4 10 10 101 1 1 46 1 1 1
Partial Win 3 14 2 1 1
Loss 11 3 44 12 4 1
Speaker:
Harrison Tennant

10. Business Solutions
Manufacturing Vertical
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Lead Logistics Managed TMS Primary / Core
Carrier
Seasonal Single Source
Win 11 1 145 5 51
Partial Win 2 12 1 6
Loss 2 3 30 2 31
Speaker:
Adriana Villegas

11. Lead Source
Manufacturing Vertical
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Branch
Referral
Cold Call Cross Selling Existing
Customer
External
Referral
Marketing Not
Available
Other Trade Show Word of
Mouth
Win 15 50 16 44 12 3 63 5 1 4
Partial Win 1 6 1 5 6 2 1
Loss 5 21 8 20 8 5 2
Speaker:
Adriana Villegas

12. Business Solutions
Food & Beverage Vertical
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Lead Logistics Managed TMS Primary / Core
Carrier
Seasonal Single Source Sourcing Program
Win 6 2 194 27 37 62
Partial Win 27 5 1 1
Loss 2 6 33 11 19 16
Speaker:
Peter Williams

13. Lead Source
Food & Beverage Vertical
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Branch
Referral
Cold Call Cross
Selling
Existing
Customer
External
Referral
Marketing Other Trade
Show
Word of
Mouth
Win 8 51 22 96 5 1 4 3
Partial Win 1 1 1 15 1
Loss 3 14 4 30 2 3 1
Speaker:
Peter Williams

14. Similarities in the Data Set
– Business Solution
• Core carrier
• Sourcing program (Retail, Food and Bev)
– Lead Source
• Existing customer
• Cold calling
• Cross selling
Speaker:
Peter Williams

15. Survey
• Win/ Loss
– Five Questions
– Polled regional sales team
• Surveymonkey.com to create and
efficiently distribute
Speaker:
Daniel Snyder

16. Q1: Which of the following 3 verticals are
you most involved in: Retail,
Manufacturing, or Food & Beverage?
Retail
Food & Beverage
Manufacturing
Speaker:
Daniel Snyder

17. Q2: From these verticals, what would you
say was the top driver of wins in this past
year?
• Capacity/Specialization
– Can offer a lot to customer in terms of special requests
and projects
• Relationships with new and existing
customers
– Personal relationships often lead others to trust us with
their freight (the word spreads)
• “Customization, scale and network”
– CHR has the resources and technology to customize to fit
the wants and need of the customer
Speaker:
Cody Taubman

18. Q3:From these verticals, what would you
say was the top driver of losses in this
past year?
• Poor relationships
– Can also be a top driver of losses if egos get in the way of
profitability
• “Reputation as just a brokerage”
– People don’t ‘trust’ brokers
• Most frequently, price doesn’t allow us to
be competitive
– 62% of respondents said not having a good rate was the
top driver of losses
Speaker:
Cody Taubman

19. Q4: How could you improve in the future
for more wins within these verticals?
• Be more competitive in
– Pricing
– Consistent pricing
• Expand knowledge
– Different services
– The value we bring to the prospect
• Place emphasis on technology and CHR
advantages.
– Navisphere
– 8 competitive advantages
Speaker:
Kyle Cribley

20. Q5: How could you prevent future losses
in these verticals?
• Strengthen the relationships with the
decision maker
• Evaluate customer’s needs
• Show better value than established
carriers
Speaker:
Kyle Cribley

21. Conclusion
• Goals
» Uncover top drivers of WINS/LOSSES
• Process
» Analysis of Data Set; Survey Responses
• Results
» Wins: service, technology, relationships
» Loss: Poor past experiences, pricing
Speaker:
Cody Stoner

22. Recommendation
Navisphere
Overhaul
Quote
Notes
Trigger App Price History
Accelerate our
Advantage!
Speaker:
Cody Stoner