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TI's OPINIONS * USA - Smaller carriers need good sales pitch
Smaller carriers might be how they sell themselves to their customer base
Lancaster,PA,USA -Fleet Owner, by Sean Kilcarr -Aug 21, 2009: -- In some ways, the biggest challenge facing smaller motor carriers may not be depressed freight rates, the specter of higher diesel prices, or even rising equipment costs due to emission reduction mandates. In the view of Richard Clepper, founder and president of Clepper Consulting Group LLC, the Achilles heel of smaller carriers might be how they sell themselves to their customer base... Clepper – a 35-year veteran of the motor carrier industry who retired from Yellow Transportation in 1996 – believes small carriers especially must stop viewing sales as a “dirty word” and more actively court both current customers and prospects in order to differentiate themselves from the competition... Getting in front on the customer on a regular basis, said Clepper, helps smaller carriers find out how they are performing and – more importantly – if there are other areas of the customer’s business they can serve... * Analysis: Trucking failures drop in 2nd quarter
New York,NY,USA -etrucker/Gerson Lehrman Group's Intelligent Conectly, by: Jay Thompson -August 24, 2009: ... A dramatic reduction in trucking business failures in the 2nd quarter ’09 as compared to previous and year-over-year quarters. Also noted was the principal reason carriers are remaining in business - creditors are allowing otherwise insolvent companies to stay in business so that they don't have to take back used equipment. We agree that problems have slowed, but differ on some other points... There is no question that 2008 went down as a record year of trucking business bankruptcies, failures and closures... It was quoted that the average size of failed companies was 18 trucks for the quarter, as compared to those almost double that size last year and closures are now at their lowest level since the first quarter of 2007. We see the same, but our fleet data show it’s been more a function of lower fuel costs than anything else...(Photo from workingshowtrucksusa)Labels: trucking industry opinions
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