Presentation is loading. Please wait.

Presentation is loading. Please wait.

What Sets Successful Agents Apart

Similar presentations

Presentation on theme: "What Sets Successful Agents Apart"— Presentation transcript:


2 What Sets Successful Agents Apart
Common traits of successful agents Attitude/desire for growth Willingness to invest in the agency (resources/facilities) Commitment to quality at all levels of the agency A relentless focus on sales Ability to communicate needs and properly utilize all available extended resources Focus on servicing direct customers Ability to broker freight Willingness to learn multiple modes of transportation and service all customer freight needs Willingness to learn from other agents

3 How to Grow Planned Approach to Growing Your Agency – Understanding current state Understand your current agency What customers do I service today? (ARA report) What services am I providing my customers? Why is the customer choosing me vs. the competition? Understand your customers What is the role of my current contact as it relates to the entire supply chain? Is there more business to be had under his direct control over? Is there more business outside of his control?

4 How to Grow Planned Approach to Growing Your Agency – Understanding current state Understand the industries you service What industries am I servicing ? What other customers can I target in these industries? Understand the current services you provide as it relates to the customers and industries that you currently service Am I providing transactional services or solutions to my customers? Have I been providing all modes of transportation to my clients? What services or modes am I not comfortable with providing my clients today?

5 How to Grow Planned Approach to Growing Your Agency – Develop A Plan for Growth Agency Plan Determine if resources are properly aligned to support growth Understand your current capacity for growth Identify additional resources needed to support growth Have roles and responsibilities clearly defined for employees Have plan to support sales, operations, and the back office for continuous growth Sales Plan Identify a lead sales person for the office Set a day sales plan Prioritize accounts to call on based on immediate opportunities with existing accounts Focus on new accounts from target market segments that best fit

6 How to Grow Planned Approach to Growing Your Agency – Executing the plan Engage the right resources Share plan with Landstar to ensure corporate and field resources are fully engaged in your success Network with other agents to learn best practices Team up with other agents for services you do not want to provide Follow-up and showcase your successes Take the lead in driving your plan Ensure resources are fully engaged and remain focused Get people excited about your success Communicate , communicate, communicate…..

7 How to Sell Solution sales approach vs. transactional
Ask questions! Try not to “sell” until you know the customer needs An introduction to Landstar is often enough get your foot in the door and open up opportunities for discussions around customer needs. Understanding the big picture will ultimately lead to more opportunity We are here to help – As you understand more about the needs of your customer engage the right resources to help develop the right solution.

8 Corporate Headquarters
Landstar System, Inc. Publically Traded as LSTR on NASDAQ 1,300 Employees (Jacksonville, Rockford and Southfield) Over 1,300 Agent Locations 8,500+ Exclusive Business Capacity Owners 30,000+ Contracted Capacity Providers Warehouse Facilities Corporate Headquarters Jacksonville, Florida 8

9 Business Model Landstar is a worldwide, non-asset based provider of integrated supply chain solutions delivering safe, specialized transportation and logistics services to a broad range of customers utilizing a network of agents, third party capacity owners and employees. Landstar Capacity Agents Customers How does choosing Landstar as your transportation provider benefit you? That’s simple. It’s the strength of our unique business model. A model that provides your company with the best of two distinct worlds. A large, well respected, financially stable, publicly traded corporation, as well as a local entrepreneur with years of experience working day in and day out to satisfy the needs of customers just like you. From Landstar capacity, to your Landstar agent, to Landstar Transportation Services, Inc., we all have one goal…….satisfying your supply chain needs safely, consistently, and for a price you can afford. 8,000 BCOs 31,500 Approved Carriers All Major U.S. Rail Lines Ocean Cargo Carriers Air Cargo Carriers WCO Network Foreign Correspondent Networks Insurance Finance Operating Authority Technology Independent Business Owners Customer Service Sourcing Capacity Tracking & Tracing Customer Reports Dispatching Safety Procurement Sales Support

10 Financial Results Full Year
(In Thousands) 16.0% 16.3% 16.4% We’re proud of our success at Landstar. Satisfied customers, have helped Landstar sustain positive financial results while growing theirs. With Landstar, you have the financial strength of an industry leader there to serve you year after year. Financial strength is vital to the day to day transactions (payment to our various providers/vendors/carriers…) as well as have the ability to manage any possible risks that may arise over the course of normal business activity. 46.2% 42.4% 35.5% Gross margin equals gross profit divided by revenue Operating margin equals operating income divided by gross profit

11 Awards Top Ten 3PL Excellence Award Quest for Quality Awards
Quest for Quality Awards InformationWeek 500 Award Winner Innovation in Technology 14 consecutive years Along the way we’ve won several awards. Landstar has received Inbound Logistics Top 10 3pl Excellence award and Inbound Logistics Quest For Quality Awards for 10 straight years. Landstar ranked #1 on American Cranes 7 Transports 2012 ACT Transport 50 listing of North America’s Largest Heavy and Specialized Transportation Companies and ranked second on International Cranes & Transport 2012 Transport 50 listing of the World’s Largest Specialized Transport Companies And, as proud as we are of that, it pales in comparison to Landstar’s unmatched safety record. #2 – 2012 Transport 50 # ACT Transport 50 2012 Top 100 For-Hire Carriers, Top 50 Logistics Companies, Top 50 Freight Transportation Firms , Top 25 Freight Brokerage Firms

12 Certifications 9001:2008 ISO 9001:2008 Registered
With processes in place including ISO Certification, and as a member in good standing of Responsible Care and SmartWay, Landstar ensures your freight is picked up, transported, and delivered while employing monitored quality processes that protect your freight, your customer, and the environment. 9001:2008

13 Business Model Industries Served As a Percentage of Revenue
Fiscal Year 2012 Landstar is very diversified not only in the mix of freight, but in the various modes needed to provide safe capacity to our customers. Landstar is not reliant on a small group of customers or any one industry so we are able to react to and sustain positive activity for all of our customers and service providers.

14 Transportation & Logistics Solutions
North America OTR Platform Van/LTL Bulk Tanker Expedited Heavy Haul Warehouse • Flexible & Scalable Established Network of Providers All Major Markets With Landstar, We can Move It & Manage It. Intermodal Reliable/Efficient Transportation Substituted Services Full Coverage Supply Chain Solutions • Freight Management Services • Freight Optimization Event Management Leading Technology International • NVOCC/OTI IATA/IAC (Domestic and Intl) Break Bulk/OOG Projects

15 Transportation & Logistics Solutions
Supply Chain Solution Services Traditional Transportation Services Optimization of the order-to-cash process Truckload / LTL Freight management services Van, flatbed, over dimensional Freight optimization Trailer pools Complete carrier visibility Emergency / expedited Event management Air Warehousing Ocean Rail Landstar solutions range from Complete Supply Chain Management to Traditional Transportation Services. We will look to work with N.E.M.S. to build a customized solution that works best for you and your organization.

16 Landstar Supply Chain Solutions Corporate Headquarters
Traditional non-asset based 3rd Party Logistics Over 20 years experience in transportation management Proprietary technology and Oracle™ (OTM) Safety First Culture 24 x 7 x 365 coverage 2012 statistics 354,891 shipments managed $387M transportation spend managed 1877 primary carriers used Corporate Headquarters Jacksonville, Florida 16

17 Landstar Solution Methodology
Understand Vision Implement Vision Current State Project Plan Data Analysis Develop Future State Identify Opportunities Gap Analysis

18 Supply Chain Solutions
Outsourced Logistics Management Services Complete Management of Information & Physical Flow of Goods Manage Orders Optimize Shipments Execute Shipments Financial Settlement Business Intelligence Proactively manage daily transportation requirements Optimize Cost by Mode (LTL, TL, Intermodal) Event Management & Shipment Visibility Experienced logistics professionals Industry-leading technology Landstar offers outsourced logistics management services utilizing industry-leading technology to manage your daily transportation requirements right down to the shipment level.

19 Supply Chain Solutions
Improve Your Supply Chain Performance Reduced transportation costs Guaranteed capacity Safe, reliable capacity Real time in-transit visibility Low cost of implementation Ease of implementation Single point of contact Freight settlement Business intelligence reporting capabilities Our outsourced logistics management services provide significant benefits to customers.

20 What Sets Landstar Apart
Agent Driven Project Manager with Expertise & Assistance of Landstar Landstar sets shippers on the road to success through an extensive network of independent agents, business capacity owners and third-party capacity providers.  Landstar responds to the needs of customers by utilizing innovative technology and expansive capacity to provide the customer with superior, comprehensive service, while offering efficient, cost-effective global and domestic supply chain solutions. Most importantly, every agent owns his or her business, which means they have the insight and perspective to manage the customers logistics needs.  The agent becomes the customers project manager.  They become and remain committed to your business and are driven to the success of the program.  Landstar will surround the agent with the appropriate expertise to be certain that the customers expectations are not only met but succeeded. 


Download ppt "What Sets Successful Agents Apart"

Similar presentations

Ads by Google