The 2010 List of The 2010 List of Transportation and Transportation and

Logistics Decision MakersLogistics Decision MakersThis ain’t a list of suspectsThis ain’t a list of suspects

ProblemProblemJust about everyone has some sort of shipping in the Just about everyone has some sort of shipping in the course of a yearcourse of a yearIn the transportation and logistics sector there is a finite In the transportation and logistics sector there is a finite number of decision makers that have sufficient volume to number of decision makers that have sufficient volume to warrant a call from youwarrant a call from youIn my 35 years of selling transportation I have not found In my 35 years of selling transportation I have not found a good source of real leads. a good source of real leads. There was no Glengarry Glen Ross list of hot leadsThere was no Glengarry Glen Ross list of hot leadsUsing market segmentation of SIC code and sales Using market segmentation of SIC code and sales volumes and or number of employees did not tell me volumes and or number of employees did not tell me who in the organization to go to, nor if they were really a who in the organization to go to, nor if they were really a shipper.shipper.

Where I pressed the fleshWhere I pressed the flesh

Selling is very personal in this industry.Selling is very personal in this industry.You actually have to call on a decision You actually have to call on a decision maker, qualify them, present to them and maker, qualify them, present to them and hopefully close themhopefully close themWhere was I most likely to find the lakes Where was I most likely to find the lakes with the most fish to qualify?with the most fish to qualify?Attending and actively networking at and Attending and actively networking at and in professional and trade associationsin professional and trade associations

Where did I press the fleshWhere did I press the flesh

The largest and most professional of all the The largest and most professional of all the organizations is the Council of Supply Chain organizations is the Council of Supply Chain Management Professionals (CSCMP). I have Management Professionals (CSCMP). I have been attending functions since it was NCPDM been attending functions since it was NCPDM and then its change to CLM. People serious and then its change to CLM. People serious about Supply Chain, Transportation and about Supply Chain, Transportation and Logistics become members and remain Logistics become members and remain members and pay hefty yearly dues to belong members and pay hefty yearly dues to belong and stay current. The real professional are at the and stay current. The real professional are at the annual meeting.annual meeting.

The other Big OrganizationsThe other Big Organizations

NASSTRAC – The National Strategic NASSTRAC – The National Strategic Shipment Transportation Assoc.Shipment Transportation Assoc.The National Industrial Transportation The National Industrial Transportation League (NITL)League (NITL)The American Society of Transportation The American Society of Transportation and Logistics (AST&L)and Logistics (AST&L)Delta Nu Alpha (the national transportation Delta Nu Alpha (the national transportation fraternity)fraternity)

The other Big OrganizationsThe other Big OrganizationsThe National Postal ForumThe National Postal ForumMailcomMailcomThe Parcel ForumThe Parcel ForumWERC (Warehousing Education Research WERC (Warehousing Education Research Council)Council)APICSAPICSReverse Logistics AssnReverse Logistics AssnRetail Industry Logistics Assn (RILA)Retail Industry Logistics Assn (RILA)Service Parts Logistics Assn (SPLA)Service Parts Logistics Assn (SPLA)Parcel Shippers Association (PSA)Parcel Shippers Association (PSA)

The Problem with ListsThe Problem with Lists

Some association trade shows give you an Some association trade shows give you an attendee list in hard copy.attendee list in hard copy.Problem is the list contains folks like Problem is the list contains folks like students and professors, head hunters students and professors, head hunters and consultants, carriers, 3 PL’s, logistics and consultants, carriers, 3 PL’s, logistics software providers and so on who were software providers and so on who were not going to buy anything from me.not going to buy anything from me.

I could never sell bupkis I could never sell bupkis to those groupsto those groups

So those lists were, So those lists were, for all intents,for all intents,

just listsjust lists

SolutionSolutionI retiredI retiredI had the time to organize and triage all the I had the time to organize and triage all the names I encountered in some way, shape or names I encountered in some way, shape or form and clean out the chafe from the wheatform and clean out the chafe from the wheatTook out the sales and marketing peopleTook out the sales and marketing peopleThe consultants and headhuntersThe consultants and headhuntersAnd tried to come up with a concise list of And tried to come up with a concise list of decision makers for transport and logisticsdecision makers for transport and logisticsProfessionals who take the time to attend Professionals who take the time to attend industry events and or pay dues to belong and industry events and or pay dues to belong and stay current in this business stay current in this business

This isThis isA tool to have if you want to present a value proposition A tool to have if you want to present a value proposition to major shippersto major shippersThese are professionals who for the most part got to These are professionals who for the most part got to where they are because they are lifetime learners and where they are because they are lifetime learners and got to their position by listening to new ideas and new got to their position by listening to new ideas and new conceptsconceptsThe other use, being that these are professionals within The other use, being that these are professionals within major shipping organizations is that you can call them major shipping organizations is that you can call them and if they are not the right person to purchase your and if they are not the right person to purchase your offering, most likely they can and would be willing to offering, most likely they can and would be willing to share with you who would be the correct person in the share with you who would be the correct person in the organization.organization.

Catalog & E-TailCatalog & E-Tail

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Decision Makers

The Parcel GuyThe Parcel Guy

Jerry HempsteadHempstead Consulting1724 Buckhorn PlaceOrlando< Fl 32825407-342-3825gmhempstead@aol.comHempsteadconsulting.com