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I m getting less and less SOS
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<blockquote data-quote="Ricochet1a" data-source="post: 986471" data-attributes="member: 22880"><p>What FedEx sales WON'T do, is ask that customer what terms they are receiving from UPS for their overnight shipping, then come in with a quote 5-10% lower. They simply WON'T do that. UPS sales does this all the time.</p><p></p><p>If a Courier gives a lead for this hypothetical shipper, FedEx sales will verify the expected volume of shipments, then give a discount from published rates and that is it. They won't even try to beat the UPS rate. </p><p></p><p>If for some reason the FedEx quote is less than the UPS quote, the shipper may indeed shift carriers. </p><p></p><p>Many times, the discounts are very competitive, so the shipper may end up bouncing back and forth between carriers. Many times, what keeps the account with one company or the other isn't the absolute rate being received, it is the perception of service by the shipper, as to which company is easier to deal with. FedEx tries to claim its sales and account reps are the best to deal with... they are not. </p><p></p><p>There is one VERY specific reason why customers detest having to deal with FedEx for ALL of their shipping - Express and Ground operate separately whereas UPS is completely integrated (air and ground volume pickup and delivery). </p><p></p><p>When I was a Courier, I knew quite a few customers who were lost to UPS because they couldn't send both Express and Ground shipments out with me - I refused to touch Ground volume. They didn't want the hassle of calling in for an oncall pickup (to be charged for an oncall pickup) for Ground service, when in their minds, a "FedEx driver" was already coming to their site everyday to pickup their overnight volume. They knew it wasn't an issue with UPS - so why in the hell was it an issue for FedEx. </p><p></p><p>We know it was due to Fred's desire to have and eat his cake too - the customers couldn't make sense of why a guy wearing a brown uniform could pickup all of their UPS volume without difficulty (regardless of how it was to get there), but they had to jump through hoops and get charged an extra amount for an "on-call" Ground pickup. Many just said "to hell with it", and went Brown - I didn't blame them at all...</p></blockquote><p></p>
[QUOTE="Ricochet1a, post: 986471, member: 22880"] What FedEx sales WON'T do, is ask that customer what terms they are receiving from UPS for their overnight shipping, then come in with a quote 5-10% lower. They simply WON'T do that. UPS sales does this all the time. If a Courier gives a lead for this hypothetical shipper, FedEx sales will verify the expected volume of shipments, then give a discount from published rates and that is it. They won't even try to beat the UPS rate. If for some reason the FedEx quote is less than the UPS quote, the shipper may indeed shift carriers. Many times, the discounts are very competitive, so the shipper may end up bouncing back and forth between carriers. Many times, what keeps the account with one company or the other isn't the absolute rate being received, it is the perception of service by the shipper, as to which company is easier to deal with. FedEx tries to claim its sales and account reps are the best to deal with... they are not. There is one VERY specific reason why customers detest having to deal with FedEx for ALL of their shipping - Express and Ground operate separately whereas UPS is completely integrated (air and ground volume pickup and delivery). When I was a Courier, I knew quite a few customers who were lost to UPS because they couldn't send both Express and Ground shipments out with me - I refused to touch Ground volume. They didn't want the hassle of calling in for an oncall pickup (to be charged for an oncall pickup) for Ground service, when in their minds, a "FedEx driver" was already coming to their site everyday to pickup their overnight volume. They knew it wasn't an issue with UPS - so why in the hell was it an issue for FedEx. We know it was due to Fred's desire to have and eat his cake too - the customers couldn't make sense of why a guy wearing a brown uniform could pickup all of their UPS volume without difficulty (regardless of how it was to get there), but they had to jump through hoops and get charged an extra amount for an "on-call" Ground pickup. Many just said "to hell with it", and went Brown - I didn't blame them at all... [/QUOTE]
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