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This book shows how logistics service providers can develop viable strategies for sustainable growth and thus position themselves for the future. The logistics industry is changing rapidly, and in this one of the most fiercely competitive industries, predominantly stationary distribution organizations are helping to keep their own companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT, but also a deficient distribution structure. Especially during the high rate increases of recent years, most companies fell far short of their earnings potential. In terms of volume, they are no longer growing at a sufficient rate or are even risking their continued existence.
The author explains the new rules for success in the logistics industry using examples and shows step by step which trends the future will bring and which strategies must be used to meet these demands today. The book also makes clear how logistics companies can establish a lasting high-performance culture in their sales department and how they can succeed in winning over sales staff and retaining them in the long term.
Sommario
Status quo: market and competitive situation.- The players in the market: shipping companies, airlines, logistics service providers, start-ups.- Sales models, analog and digital sales strategies in the logistics industry.- Customer behavior and customer needs today and in the future.- Sales performance of employees and teams.- Increasing the ROI of sales capacity.-Cross-selling as a sales turbo.
Info autore
Alexander Nowroth ist seit 2017 geschäftsführender Gesellschafter der Lebenswerk Consulting Group mit Sitz in Düsseldorf. Zu seinen Beratungskunden zählen namhafte Konzerne und Mittelständler, auch außerhalb der Logistikbranche. Er blickt auf eine internationale Karriere in der Schifffahrts- und Logistikindustrie zurück.
