Logistics Management Q&A: 3PL leverages CRM relationship with Sales Force

A number of powerful factors are assembling in the 3PL industry today, bringing significant incentive to improve sales strategies and practices through a Customer Relationship Management technology serving the industry.

By ·


Editor’s Note: A number of powerful factors are assembling in the 3PL industry today, bringing significant incentive to improve sales strategies and practices through a Customer Relationship Management (CRM) technology serving the industry.  Lanetix CEO & Co-founder, John Golob, is banking on making his start-up company a global contender by leveraging its Sales Force platform in the coming years.

Logistics Management: What advantages do 3PLs enjoy when leveraging social networking, Big Data, and The Cloud?

Golob: By leveraging the Cloud and connecting cloud-based apps to mobile devices such as smartphones, iPads and tablets, 3PL’s can deliver a higher standard of service, respond faster to customer opportunities and lower their cost of sale.  One of our customers uses a cloud-based app to integrate their warehouses around the world with their global account teams, so when a warehouse manager “saves the day” on a shipment in Perth, the global account director can share the good news within hours at the corporate office in Peoria.

LM: There must also be a downside. Can you imagine a “worst case” scenario?

Golob: Yes, 3PLs need to chose cloud-based suppliers that run on secure, enterprise-grade cloud platforms.  Without paying close attention to the underlying cloud platform - or worse yet, selecting apps that run on servers hosted in back office, insecure data closets - 3PL’s can risk losing sensitive customer information.

LM: There’s been a lot of talk about the “talent gap” in logistics. Where do you find and cultivate new human resources?

Golob: 3PLs have to look to the new talent entering the workforce from supply chain programs such as Penn State University. In order to attract the best talent, however, 3PLs must invest in internal, social, cloud-based platform tools. You can’t take a 23-year-old that uses Facebook for two hours a day, and expect him to work in front of a mainframe “green screen” terminal.

LM: Finally, where does a 3PL look for growth? Is it in emerging markets, or specialized commodities, or in services like “temperature control” or reverse logistics?

Golob: 3PL’s should start to look for growth by eliminating wasted capacity in their commercial operations.  Unfortunately, many companies have customer-facing teams that aren’t compensated by creating value for their customers. By re-engineering their customer operations and developing a growth-based strategy focused on selling value, 3PL’s can find growth in their installed base of customers; they don’t need to look to emerging markets.

 


About the Author

Patrick Burnson, Executive Editor
Patrick Burnson is executive editor for Logistics Management and Supply Chain Management Review magazines and web sites. Patrick is a widely-published writer and editor who has spent most of his career covering international trade, global logistics, and supply chain management. He lives and works in San Francisco, providing readers with a Pacific Rim perspective on industry trends and forecasts. You can reach him directly at [email protected]

Subscribe to Logistics Management Magazine!

Subscribe today. It's FREE!
Get timely insider information that you can use to better manage your entire logistics operation.
Start your FREE subscription today!

Article Topics

3PL · Logistics · Supply Chain · All Topics
Latest Whitepaper
Logistics Network Analysis
Logistics network monitoring is an important step in understanding what actually occurs throughout your supply chain.
Download Today!
From the January 2018 Logistics Management Magazine Issue
Industry experts agree that costs across all sectors worldwide will continue to rise in 2018, and the most successful shippers will be those that are able to mitigate their impact on profitability. And, the right technology will play an increasingly vital role in driving efficiencies across the global logistics network.
The Future of Retail Distribution
Navigating the Reverse Supply Chain for Connected Devices
View More From this Issue
Subscribe to Our Email Newsletter
Sign up today to receive our FREE, weekly email newsletter!
Latest Webcast
IAM, IoT and the Connected Supply Chain
There are three primary models of Identity and Access Management (IAM) technology that CTOs, CSOs, and Supply Chain executives are using to enhance their trading partner communities. While each leverages IAM and the IoT as core components only an “Outside-in” approach truly connects people, systems and things reliably and securely across the supply chain.
Register Today!
EDITORS' PICKS
State of Global Logistics: Delivering above and beyond
Industry experts agree that costs across all sectors worldwide will continue to rise in 2018, and...
2018 Rate Outlook: Economic Expansion, Pushing Rates Skyward
Trade and transport analysts see rates rising across all modes in accordance with continued...

Building the NextGen Supply Chain: Keeping pace with the digital economy
Peerless Media’s 2017 Virtual Summit shows how creating a data-rich ecosystem can eliminate...
2017 NASSTRAC Shipper of the Year: Mallinckrodt; Mastering and managing complexity
An inside look at how a large pharmaceutical firm transformed its vendor and supplier relationships...