Sales Tips – P + T + W +S = Sales Success

Sales Tips – P + T + W +S = Sales Success

2 years ago

In my last blog post, I highlighted the need for a compelling value proposition as a starting point in launching a company’s sales effort. Whether you are selling a car, real estate, clothes, or freight transportation services, having a strong and differentiated value proposition helps get the attention of prospective buyers and creates a sales […]

Sales Tips – Creating a Unique and Differentiated Value Proposition

2 years ago

I have had multiple sales careers during my many years in the business world. As a teenager, I sold men’s clothing for a high-end retail chain in Montreal. For many years I sold or managed sales teams that offered freight transportation services to shippers across North America. My most challenging sales assignment has taken place […]

Some Reflections on Canada’s Trucker Protests

3 years ago

Canada has just gone through its own version of the insurrection that took place in Washington, DC. on January 6, 2021. Unlike the one-day invasion of the U.S. Capitol building, the Canadian protests were extended over 23 days, in multiple locations, and may not be over. The Protest label is truly not correct; the more […]

The 2022 Puzzle – More Questions than Answers

3 years ago

As 2021 draws to a close, many pundits are providing their forecasts for 2022. As I reflect on the past two years, and look ahead to 2022, it is difficult to predict, with certainty, how the New Year is likely to unfold. In fact, unlike prior years, there are more questions than answers. Here are […]

How to Protect Logistics and Transportation Organizations from Ransomware Attacks

3 years ago

Ransomware is a computer virus that takes over the target device, restricts the owner’s access, and demands the victim to pay a ransom to get their device back. Modern ransomware can steal files, target locally-stored backups, spread through the network, and even bring large organizations to a standstill. The device can get infected through a […]

b2ap3_thumbnail_dreamstime_l_117266680_20211014-145901_1.jpg

Shipper Strategies to Navigate through Q4

3 years ago

These are challenging times for shippers. Driver, labor and truck shortages, port congestion, escalating freight and fuel costs, coupled with the lingering effects of Covid are making life difficult for shippers across the world. Here are a few coping strategies 1. Work in Partnership with Procurement to Create Alternate Sourcing Strategies for both Raw Materials […]

Are “Dark Stores” the Future of Retailing?

3 years ago

The Covid-19 pandemic has expedited the growth of online shopping. After months of lockdown and quarantine measures, people have revised some of their perceptions about shopping. • A new survey (source: July 23, 2021, issue of Qvalon) shows that 49% of people are mostly focused on product availability—well ahead of price (36%) and quality (34%), […]

Uber Freight’s Purchase of Transplace Creates a Potentially Unique Logistics Operation

3 years ago

This has clearly been the year of the large M & A deal in the freight industry with TFII’s purchase of UPS’ LTL business (https://www.dantranscon.com/index.php/blog/entry/the-first-big-transportation-deal-of-the-year-tfii-s-purchase-of-ups-freight ) followed by Knight Swift’s acquisition of LTL operator AAA Cooper Transportation (https://www.dantranscon.com/index.php/blog/entry/why-are-large-ltl-trucking-companies-such-attractive-m-a-targets ). The Uber Freight purchase of Transplace for $2.25 billion is different from the other two acquisitions. […]

Why are Large LTL Trucking Companies such Attractive M & A Targets in 2021?

3 years ago

In the first seven months of this year, we have witnessed two of the largest acquisitions in the LTL trucking sector in many years. In January we observed the acquisition of UPS’s LTL division by TFII, the large Canada-based transportation conglomerate. Last week the nation’s largest TL carrier, Knight-Swift Transportation (NYSE: KNX,) acquired AAA Cooper […]

More Leadership Lessons from the Habs Remarkable Trip to the Stanley Cup Finals

3 years ago

Two weeks ago I posted a blog (https://www.dantranscon.com/index.php/blog/entry/leadership-lessons-from-the-habs-amazing-victory-over-the-maple-leafs) on the Habs amazing come from behind victory over the Toronto Maple Leafs. Montreal finished the regular season in 18th place. The team won only 24 of 56 games, the lowest seeded team to make it to the Stanley Cup Playoffs. This underachieving organization has now defeated […]