Creating a Metrics Driven Culture Focused on Results

In logistics, what we’re really selling is an outcome. An outcome is much different than an output, and it’s how logistics service providers become strategic partners for their customers instead of just tactical providers.

Since a logistics solution typically depends on so many different people, providing a uniform outcome can be challenging. If we’re all using the same information and have the same set of experiences, we might all agree, but that’s hardly ever the case.

For example, picture a conference call trying to get several people to agree on a forecast. With different experiences and different data sets, this can be a huge challenge. But getting that outcome—where everyone is happy, the profit margins are good, and the execution is seamless—can be the difference between a one-off project and a long-term business relationship.

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How Millennial Employees Can Set You Apart From The Competition

Everybody has an opinion on Millennials because everybody knows one — maybe it’s your child, your employee, or even your boss.

We’re sick of hearing about how to manage Millennials in the workforce because the conversation around them is mostly hype. When you have consultants that sell classes on how to work with Millennials, the media cherry-picking facts about Generation Y, and the self-critical nature of Millennials themselves — it creates the perfect storm of hype. Continue reading How Millennial Employees Can Set You Apart From The Competition

Using Data-Driven Stage Gates to Course Correct in Logistics

A container ship takes a long time to turn. Course corrections and re-routing are common when input data changes. When the staff is confronted with new information from stakeholders at the origin and/or destination, the ship can alter its course to create a better outcome.

The same is true for supply chain logistics. However, course correcting an entire supply chain is more complicated, takes much longer to implement, and involves more people than redirecting a single container ship. But if it can save margin, resources, or even somebody’s job, it’s worth the effort. Continue reading Using Data-Driven Stage Gates to Course Correct in Logistics

How Solution Design Affects Price, Customer Service and Morale

Name an area of transportation logistics that can drastically affect profit margin, customer service, and sales team morale. If you said solution design, you’re on the right track.

Solution design is what sets the logistics industry apart from basically every other industry. When you think about it, what other industry, from sales to operations, has the same amount of complexity throughout the entire business cycle? It has a ton of moving parts:

  • International considerations
  • Collaboration between clients, asset-based vendors, and 3PLs
  • The incredible amount of data created during the process

Continue reading How Solution Design Affects Price, Customer Service and Morale

“Innovation Technology” as a Key Differentiator for Logistics Service Providers

IT has changed dramatically over the past few years. Not too long ago, it was more of a cost center and its functions were limited to:

  • Capturing information
  • Reporting information
  • Administrative and desktop support

Nowadays, IT should really stand for “innovation technology” because it has become a strategic differentiator for businesses.

What this means is that successful LSPs are using their IT department as a core component of their services. Continue reading “Innovation Technology” as a Key Differentiator for Logistics Service Providers

From Efficiency to Growth—The Evolution of Supply Chain

There is a conversation going on in transportation logistics right now that has the potential to change the responsibilities of every leader in the industry.

A Fortune 500 CEO addressing his Vice-President of Supply Chain sums it up best, “I’m sick and tired of hearing about cost-cutting and efficiency improvements. Talk to me about growth, new customers, and how I can take my business to the next level.” Continue reading From Efficiency to Growth—The Evolution of Supply Chain

Billing Issues Aren’t Just Your CFO’s Problem

Your Accounts Receivable department hates billing issues, your sales people really hate them, but shippers...love them? Let’s back up for a minute.

Shippers are generally larger than the logistics and transportation companies they hire, which leads to more leverage in their deals. Trucking companies, considered by many to be the most commoditized service in logistics, get the extremely short end of these deals because of the volume of choices for the shipper. The shipper can just go down the list of names until he finds a deal he likes. Continue reading Billing Issues Aren’t Just Your CFO’s Problem

Culture First: Balancing Financial Discipline and Creative Innovation

Dan Ludwig, Chief Finance Officer, Toll Global Forwarding

With nearly three decades of finance experience in the logistics industry, Dan Ludwig has delved into the relationship between discipline and creativity. Dan shares insight into how Toll Global Forwarding has successfully negotiated the tension between financial discipline and innovation. Continue reading Culture First: Balancing Financial Discipline and Creative Innovation