Cody Stoner: Little Rock, AR
Harrison Tennant: Jacksonville, FL
Daniel Snyder: Atlanta, GA
Adriana Villegas: Little Rock, AR
Peter Williams: Miami, FL
Kyle Cribley: Austin, TX
Cody Taubman: St. Paul, MN
Team Snow Freight
Project Goals
• Main factors for wins and losses
Wins
Losses
Speaker:Cody Stoner
Operating Procedure
• Weekly conference calls • Constant communication • Skype
– Phone contact – Instant message
• Consulting with mentors– Noah Hoffman– Jason Thomas
Speaker:Cody Stoner
How We Determined Key Factors
Business Solution
Lead Source
Data Collecti
on
Five Question
Regional Sales Executives
Survey
Speaker:Cody Stoner
CHR Data Set
Industry
Retail
Manufacturing
Food and Beverage
Data Set
Speaker:Harrison Tennant
Business Solutions Retail Vertical
Lead Logistics Managed TMS Primary / Core Carrier Seasonal Single Source Sourcing Program
Loss 4 2 35 12 13 18
Partial Win NaN NaN 13 5 2 2
Win 5 3 81 29 21 44
5%
15%
25%
35%
45%
55%
65%
75%
85%
95%
Speaker:Harrison Tennant
Lead Source Retail Vertical
Branch Refer-ral
Cold Call Cross Selling Existing Cus-tomer
External Re-ferral
Marketing Not Available Other Trade Show Word of Mouth
Loss NaN 11 3 44 NaN NaN 12 4 NaN 1
Partial Win NaN 3 NaN 14 NaN NaN 2 1 1 NaN
Win 4 10 10 101 1 1 46 1 1 1
5%
15%
25%
35%
45%
55%
65%
75%
85%
95%
Speaker:Harrison Tennant
Business SolutionsManufacturing Vertical
Lead Logistics Managed TMS Primary / Core Carrier Seasonal Single Source
Loss 2 3 30 2 31
Partial Win 2 NaN 12 1 6
Win 11 1 145 5 51
5%
15%
25%
35%
45%
55%
65%
75%
85%
95%
Speaker:Adriana Villegas
Lead Source Manufacturing Vertical
Branch Refer-ral
Cold Call Cross Selling Existing Cus-tomer
External Re-ferral
Marketing Not Available Other Trade Show Word of Mouth
Loss 5 21 8 20 NaN NaN 8 5 NaN 2
Partial Win 1 6 1 5 NaN NaN 6 2 1 NaN
Win 15 50 16 44 12 3 63 5 1 4
5%
15%
25%
35%
45%
55%
65%
75%
85%
95%
Speaker:Adriana Villegas
Business Solutions Food & Beverage Vertical
Lead Logistics Managed TMS Primary / Core Car-rier
Seasonal Single Source Sourcing Program
Loss 2 6 33 11 19 16
Partial Win NaN NaN 27 5 1 1
Win 6 2 194 27 37 62
5%
15%
25%
35%
45%
55%
65%
75%
85%
95%
Speaker:Peter Williams
Lead Source Food & Beverage Vertical
Branch Refer-ral
Cold Call Cross Selling Existing Cus-tomer
External Re-ferral
Marketing Other Trade Show Word of Mouth
Loss 3 14 4 30 2 NaN 3 1 NaN
Partial Win 1 1 1 15 1 NaN NaN NaN NaN
Win 8 51 22 96 5 1 4 NaN 3
5%
15%
25%
35%
45%
55%
65%
75%
85%
95%
Speaker:Peter Williams
Similarities in the Data Set
– Business Solution • Core carrier• Sourcing program (Retail, Food and Bev)
– Lead Source • Existing customer • Cold calling • Cross selling
Speaker:Peter Williams
Survey
• Win/ Loss – Five Questions – Polled regional sales team
• Surveymonkey.com to create and efficiently distribute
Speaker:Daniel Snyder
Q1: Which of the following 3 verticals are you most involved in: Retail, Manufacturing, or Food &
Beverage?
Retail
Food & Beverage
Manufacturing
Speaker:Daniel Snyder
Q2: From these verticals, what would you say was the top driver of wins in this past year?
• Capacity/Specialization– Can offer a lot to customer in terms of special requests
and projects
• Relationships with new and existing customers– Personal relationships often lead others to trust us with
their freight (the word spreads)
• “Customization, scale and network”– CHR has the resources and technology to customize to fit
the wants and need of the customerSpeaker:Cody Taubman
Q3:From these verticals, what would you say was the top driver of losses in this past year?
• Poor relationships– Can also be a top driver of losses if egos get in the way of
profitability
• “Reputation as just a brokerage”– People don’t ‘trust’ brokers
• Most frequently, price doesn’t allow us to be competitive – 62% of respondents said not having a good rate was the
top driver of losses Speaker:Cody Taubman
Q4: How could you improve in the future for more wins within these verticals?
• Be more competitive in – Pricing– Consistent pricing
• Expand knowledge – Different services– The value we bring to the prospect
• Place emphasis on technology and CHR advantages. – Navisphere – 8 competitive advantagesSpeaker:
Kyle Cribley
Q5: How could you prevent future losses in these verticals?
• Strengthen the relationships with the decision maker
• Evaluate customer’s needs• Show better value than established
carriers
Speaker:Kyle Cribley
Conclusion
• Goals » Uncover top drivers of WINS/LOSSES
• Process» Analysis of Data Set; Survey Responses
• Results» Wins: service, technology, relationships » Loss: Poor past experiences, pricing
Speaker:Cody Stoner
RecommendationNavisphere Overhaul
Quote Notes
Trigger App
Price History
Accelerate our Advantage!
Speaker:Cody Stoner
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