{"id":11612,"date":"2021-10-28T08:57:48","date_gmt":"2021-10-28T08:57:48","guid":{"rendered":"https:\/\/demos.pagifly.eu\/cargochief-backup\/?p=11612"},"modified":"2021-10-15T01:00:49","modified_gmt":"2021-10-15T01:00:49","slug":"improving-culture-through-carrier-data-visibility","status":"publish","type":"post","link":"https:\/\/demos.pagifly.eu\/cargochief-backup\/2021\/10\/28\/improving-culture-through-carrier-data-visibility\/","title":{"rendered":"Improving Culture Through Carrier Data & Visibility"},"content":{"rendered":"

Chris Arredondo, co-founder and vice president of customer success, Cargo Chief<\/strong><\/span><\/p>\n

\u201cCulture\u201d is something on the mind of every growing brokerage.\u00a0 Particular today, when logistics recruiting is on fire and quality hires are hard to come by, brokers are all looking for ways to improve employee retention and satisfaction.\u00a0 An easy way to do so is by decreasing the tension between customer and carrier facing sales reps, and can often be helped by increased visibility into carrier options.<\/span><\/p>\n

 <\/p>\n

Customer Sales vs. Carrier Sales<\/b><\/h3>\n

There is routinely a tension between customer and carrier facing sales representatives (\u201ccustomer reps\u201d and \u201ccarrier reps\u201d).\u00a0 The source of this tension can be debated, but there\u2019s no denying that it exists.\u00a0 While visibility into available carrier options is not the absolute solution to these tensions, it can certainly help.<\/span><\/p>\n

Often, a contributing factor to this tension is the perception by customer reps that the carrier sales team isn\u2019t working on their loads.\u00a0 A customer sales rep has an uncovered load on the board and, for whatever reason, it\u2019s just not getting covered.\u00a0 As time creeps closer to the pickup date and the load remains uncovered, arguments ensue.\u00a0 Customer sales argues that carrier sales isn\u2019t working on the load; carrier sales argues that the load is uncoverable for any number of reasons (pick time, rate, available capacity, commodity, etc.).\u00a0 In many cases, neither side has much evidence to back up their opinions.<\/span><\/p>\n

Are these productive arguments?\u00a0 Certainly not.\u00a0 Are they commonplace?\u00a0 Unfortunately, yes.<\/span><\/p>\n

 <\/p>\n

Carrier Options for Productive Conversations<\/b><\/h3>\n

Having carrier options (or, more specifically, visibility into carrier options) won\u2019t fix this problem, but it does help support a more productive conversation.\u00a0\u00a0<\/span><\/p>\n

Imagine the same scenario from the previous paragraph\u00a0 – a load is dying on the open board and a customer rep thinks it\u2019s because nobody is working on the load.\u00a0 This time, however, the carrier rep is required to log all viable options and the customer rep has visibility into those options.\u00a0 They can see that carrier sales HAS generated multiple options, but none have been able to meet certain load requirements (price, pick time, special services, etc.).\u00a0 The presence of and visibility into these options create a much different conversation.<\/span><\/p>\n

Now, it is not a conversation about whether carrier sales has been working on the load.\u00a0 If there are recorded options, carrier sales has clearly been working on the load to some extent.\u00a0 Whether or not they\u2019re \u201cgood\u201d options is a separate question, but you have at least eliminated the argument that carrier sales has not been working on the load at all.\u00a0<\/span><\/p>\n

From this point, management can start having a real conversation about why the load is not covered.\u00a0 If all of the available options are significantly higher than the quoted price, maybe the load was underquoted.\u00a0 If carrier sales did not record any options, maybe they actually have not been working on the load.\u00a0 Regardless, the conversation is much easier when there is actual data to consider.\u00a0 With data, comes the ability to intelligently assess these friction points and have more effective discussions and coaching.<\/span><\/p>\n

 <\/p>\n

The Impact of Culture<\/b><\/h3>\n

With the public\u2019s increased interest in the transportation industry, an individual broker\u2019s culture will be more and more important to attract and retain talent.\u00a0 If there are areas that detract from a broker\u2019s culture, as is often the case with the relationship between customer and carrier reps, brokers should proactively take steps to improve.\u00a0 One easy way is having technology that gives visibility into data that can enable management to have more data-driven and informed conversations.<\/span><\/p>\n

 <\/p>\n

Check out our latest guide, \u201cThe Value of Options in a Tight Market<\/a>,\u201d where we explore other ways where optionality impacts a broker\u2019s business.<\/span><\/p>\n

 <\/p>\n

\"\"<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Chris Arredondo, co-founder and vice president of customer success, Cargo […]<\/p>\n","protected":false},"author":7,"featured_media":11622,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[7,1],"tags":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/posts\/11612"}],"collection":[{"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/users\/7"}],"replies":[{"embeddable":true,"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/comments?post=11612"}],"version-history":[{"count":0,"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/posts\/11612\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/media\/11622"}],"wp:attachment":[{"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/media?parent=11612"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/categories?post=11612"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/demos.pagifly.eu\/cargochief-backup\/wp-json\/wp\/v2\/tags?post=11612"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}