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10 questions-sales leads
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<blockquote data-quote="Coldworld" data-source="post: 315236" data-attributes="member: 4777"><p>The problem is there are accounts ups spend YEARS trying to get, and they finally give us a shot and everything is going well for a month or two, then things start happening. Damages, routes being cut and now their pickup is much earlier than promised, etc, etc. This looks bad on us and the customer walks and we never have a second chance, now whos problem is this, its not the drivers, these things are out of drivers control most of the time, when is someone...like IE, going to start realizing these kinds of things? this company can get accounts, but seems like reasons beyond driver control is how they are lost. Let me give you a example, and Im sure everybody has a few they might like to share. We had a customer, very nice sized medium business who had been with ups for many years. Fedex continually bugging them for business, but they loved our driver so fedex was out of luck. Finally they cave in, great pricing from fedex, the company came to ups and said they like our service and driver and asked if they could just come close to fedex pricing, not even have to beat it...ups said no, say goodbye to our volume, lots nda, 2da, nice ground. nice size account for the area. about 1 week later the company gets a call from ups saying that they would like their business and would beat fedex in pricing, company said sorry you had your chance, we came to you remember. Thats just unacceptable and took ups years to get a small portion of volume back, little air. This is disturbing because drivers can go above and beyond and if we dont get some kind of backing from mgt, sales, whoever, it could fall apart. You dont cut routes then ask for sales leads...it is so counterproductive but nobody seems to understand this. I think the whole sales lead program needs to be changed, and it doesnt matter what kind of super driver you have on a route, medium to large customers really are different beasts when it come to the world of volume, and the driver has little impact on these kinds of accounts when it comes to diverting volume from our competition. Needs to be an overhaul of the sales program. need to be more cooperation from different depts of ups.</p></blockquote><p></p>
[QUOTE="Coldworld, post: 315236, member: 4777"] The problem is there are accounts ups spend YEARS trying to get, and they finally give us a shot and everything is going well for a month or two, then things start happening. Damages, routes being cut and now their pickup is much earlier than promised, etc, etc. This looks bad on us and the customer walks and we never have a second chance, now whos problem is this, its not the drivers, these things are out of drivers control most of the time, when is someone...like IE, going to start realizing these kinds of things? this company can get accounts, but seems like reasons beyond driver control is how they are lost. Let me give you a example, and Im sure everybody has a few they might like to share. We had a customer, very nice sized medium business who had been with ups for many years. Fedex continually bugging them for business, but they loved our driver so fedex was out of luck. Finally they cave in, great pricing from fedex, the company came to ups and said they like our service and driver and asked if they could just come close to fedex pricing, not even have to beat it...ups said no, say goodbye to our volume, lots nda, 2da, nice ground. nice size account for the area. about 1 week later the company gets a call from ups saying that they would like their business and would beat fedex in pricing, company said sorry you had your chance, we came to you remember. Thats just unacceptable and took ups years to get a small portion of volume back, little air. This is disturbing because drivers can go above and beyond and if we dont get some kind of backing from mgt, sales, whoever, it could fall apart. You dont cut routes then ask for sales leads...it is so counterproductive but nobody seems to understand this. I think the whole sales lead program needs to be changed, and it doesnt matter what kind of super driver you have on a route, medium to large customers really are different beasts when it come to the world of volume, and the driver has little impact on these kinds of accounts when it comes to diverting volume from our competition. Needs to be an overhaul of the sales program. need to be more cooperation from different depts of ups. [/QUOTE]
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