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Stop thinking in crisis, start thinking in opportunities!
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<blockquote data-quote="BrownSuit" data-source="post: 500798" data-attributes="member: 14437"><p>As was mentioned previously, it's not just about going after new volume, it's about existing volume as well.</p><p></p><p>The site listed above is TNT a major international carrier, specializing mainly in Europe.</p><p></p><p>Those that referenced DHL earlier, keep in mind, <strong>they aren't gone</strong>. I see their little yellow vans still at least twice a week going down the street. They are just doing solely international.</p><p></p><p>Both of these customers have no domestic presence and are doing strictly international. They should be easy wins, who wants to deal with a company that can't handle all their needs.</p><p></p><p>Those international shipments are worth 40 volume points, 8X a Ground Package, almost 3X a NDA and 4X any other air service.</p><p></p><p>In addition, they are highly profitable pieces, you want to bring your brothers back on the road again, turn in a slew of international leads.</p><p></p><p>It's not all about new business, it's also about retention. One of the things to mention to your existing customers who you are likely having to spend time checking docs is Paperless Invoice (The driver's responsibilities here vary from district to district).</p><p></p><p>It's an easy way to retain customers, get volume points from a sold lead, and eliminate potential customs holds. It could potentially eliminate a headache for you. I realize that these issues are handled differently in each district. If you are one of the ones that has to check, it's an easy way to get home faster.</p></blockquote><p></p>
[QUOTE="BrownSuit, post: 500798, member: 14437"] As was mentioned previously, it's not just about going after new volume, it's about existing volume as well. The site listed above is TNT a major international carrier, specializing mainly in Europe. Those that referenced DHL earlier, keep in mind, [B]they aren't gone[/B]. I see their little yellow vans still at least twice a week going down the street. They are just doing solely international. Both of these customers have no domestic presence and are doing strictly international. They should be easy wins, who wants to deal with a company that can't handle all their needs. Those international shipments are worth 40 volume points, 8X a Ground Package, almost 3X a NDA and 4X any other air service. In addition, they are highly profitable pieces, you want to bring your brothers back on the road again, turn in a slew of international leads. It's not all about new business, it's also about retention. One of the things to mention to your existing customers who you are likely having to spend time checking docs is Paperless Invoice (The driver's responsibilities here vary from district to district). It's an easy way to retain customers, get volume points from a sold lead, and eliminate potential customs holds. It could potentially eliminate a headache for you. I realize that these issues are handled differently in each district. If you are one of the ones that has to check, it's an easy way to get home faster. [/QUOTE]
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