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UPS Discussions
1800 jobs on CNN.....
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<blockquote data-quote="upssalesguy" data-source="post: 668035" data-attributes="member: 19599"><p>no, not exactly. we take customers shipping charactoristics and run them through our pricing system. EVERYTHING has a cost to it...box size, weight, package charactoristics, number of package, DELIVERY distribution (is it resi, is it rural, is it going to a major city), payment terms, payment options, is it picked up on a feeder truck, package car, does it require additional handling, is it a high damage customer that we will pay a high frequency of claims, etc. </p><p> </p><p>once this analysis is complete, yes, we are given a small range in which to negotiate. and YES we want to get those packages at the price that will benefit UPS the most - its called negotitation.</p><p> </p><p>at UPS, we will lose on price everytime. fedex has a much different cost structure (see independant contractors, seperate air network, etc).</p><p> </p><p>this forces UPS to sell value - technology, customer service, drivers, etc. - you wonder why to have SSI accounts? that is value UPS can bring that fedex cannot - it is a differntiator.</p><p> </p><p>maybe that gives you a teeny tiny snapshot into what I do on my laptop all day.</p><p> </p><p>and yes, it helps immensly if the driver has a good relationship with the customer and can get us in to talk to the people that make the decision.</p><p> </p><p>edit: and once we DO win the business, it is the Account Executive jobs to retain it - that is just as hard with fedex offering similar services and much better pricing.</p></blockquote><p></p>
[QUOTE="upssalesguy, post: 668035, member: 19599"] no, not exactly. we take customers shipping charactoristics and run them through our pricing system. EVERYTHING has a cost to it...box size, weight, package charactoristics, number of package, DELIVERY distribution (is it resi, is it rural, is it going to a major city), payment terms, payment options, is it picked up on a feeder truck, package car, does it require additional handling, is it a high damage customer that we will pay a high frequency of claims, etc. once this analysis is complete, yes, we are given a small range in which to negotiate. and YES we want to get those packages at the price that will benefit UPS the most - its called negotitation. at UPS, we will lose on price everytime. fedex has a much different cost structure (see independant contractors, seperate air network, etc). this forces UPS to sell value - technology, customer service, drivers, etc. - you wonder why to have SSI accounts? that is value UPS can bring that fedex cannot - it is a differntiator. maybe that gives you a teeny tiny snapshot into what I do on my laptop all day. and yes, it helps immensly if the driver has a good relationship with the customer and can get us in to talk to the people that make the decision. edit: and once we DO win the business, it is the Account Executive jobs to retain it - that is just as hard with fedex offering similar services and much better pricing. [/QUOTE]
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