Always Be Adding Value
When our account executives are out selling to potential customers, it’s not uncommon for them to
encounter prospects whose primary concern is rates. While certainly an important consideration when
selecting a supply chain solution provider, the concern that should be even greater than price is value.
Shippers should not just ask themselves “What will it cost me to do business with TriCon Logistics?” but
“What would it cost me not to do business with TriCon Logistics? What do I stand to lose?”
Here are some statements to consider when assessing the value you’re receiving from your current
- Exceptional (Not Just Acceptable) Service: Your 3PL is reliable and provides high service quality. You receive timely, proactive communication. Your customer service team or representative is responsive, knowledgeable and masterful at tackling challenges. They are empowered to make decisions that are in the best interest of your company. You are treated like a partner – not a transaction.
- Tailored Solutions: Your logistics solution is custom-built to meet your specific business needs, and your provider does not try to fit your business into a box. Your 3PL works with you to increase the efficiency of your supply chain, offering different options for routing, transit time and cost. They have the flexibility to adapt rapidly to changing needs.
- Business Intelligence: Your provider has a robust operating platform with integration capabilities, and you have access to the tools and visibility you need to manage your business effectively. You receive customized reports (including KPIs and QBRs), alerts, notifications and web portal access as needed. Technology support is readily available.
If these qualities are important to you but don’t accurately describe your 3PL, it might be time to consider your options. These features may not come with the lowest price tag, but it’s important to remember that the efficiency of your supply chain affects the reputation and dependability of your business.
It should not be entrusted to the lowest bidder. While it may be attractive initially, choosing a provider with rock-bottom rates could cause you to miss out on high-quality service and wind up costing you more in the long run.
That’s why we state in our value proposition, “We work to be competitive with our pricing, but not at the expense of our service.” When it comes to your business, you don’t want to risk testing the phrase “you get what you pay for.”