top drivers of wins & losses

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%


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%


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


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


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%


Similarities in the Data Set

– Business Solution • Core carrier• Sourcing program (Retail, Food and Bev)

– Lead Source • Existing customer • Cold calling • Cross selling


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

top drivers of wins & losses

Documents