Branding - Company, General
A banner for the rafters
A banner for the rafters Without a doubt, the most pivotal event during my 35 year stint in the trucking industry was a hockey game I…
Read MoreBranding - Company, General
Freight rates have expiry dates
In a commoditized industry like trucking, getting a price increase can seem impossible. Every day, truckers tell me that loyalty is fleeting, with many customers willing…
Read MoreBranding - Company, General
Empower your front line
Empower your front line Think about how many times a customer will call or send an email to your company. On the first shipment, I’d…
Read MoreSales - External, Trucking - Contracts
The Cure For First-Shipment-Itis Part 2
The Cure For First-Shipment-Itis Part 2 Based on the feedback I got from my June column it would appear that “first-shipment-itis” is more rampant in…
Read MoreSales - External, Trucking - Contracts
A Lazy, Hazy, Crazy Opportunity
A Lazy, Hazy, Crazy Opportunity I’m convinced that Nat King Cole moonlighted in sales. There is no other way to explain how he could write…
Read MoreSales - External, Trucking - Contracts
Cure Your First-Shipment-Itis
Cure Your First-Shipment-Itis “That’s the last time we ever haul that crap.” That rumbling you hear from the bowels of dispatch is a telltale sign of…
Read MoreBranding - Company, Social Media
Buyers Begin Their Hunt on LinkedIn
Buyers Begin Their Hunt on LinkedIn I was honored last month when Volvo Trucks Canada invited me to participate in a panel at their sales…
Read MoreCustomer Relationship Managerment (CRM), Marketing
Success Comes in Your Secret Sauce
Success Comes in Your Secret Sauce Two trucking company owners had a few too many pops late one night at the trade show. Stumbling back…
Read MoreBranding - Company, Trucking - Technology
Prepare For the M&A Parade
Prepare For the M&A Parade January was a telling month in the Canadian trucking industry as two iconic families I’m proud to call friends suffered…
Read MoreBranding - Personal
Let Me Tell You a Story
Let Me Tell You a Story Comedian Jerry Seinfeld has an interesting take on public speaking. “According to most studies,” he says, “people’s number one…
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