As we settle into what the Logistics geeks like myself call the slow season (1st and 2nd quarter), one of the core buzzwords out in our industry is going after the “low hanging fruit”. This term refers to revisiting, and putting more focus on shippers/customers that have steady year round business, and rekindling the dialogue to see if there is a value add that Logistic Services can provide.
You learn through blood, sweat equity and tears to quickly indentify a new or ongoing customer into one of three main “fruit” categories. The intent here is to provide a “cheat sheet” on how to quickly identify the amount of time, effort, and legwork should be spent on said opportunities.
The three types of LOW HANGING FRUIT as I see them:
EDIBLE, NOT RIPE YET, and ROTTEN:
EDIBLE – Some of the key characteristics of shippers/customers who are worth the sweat equity, time, legwork and resources:
A) Open book philosophy on discussing areas where they need assistance
B) Provide their pain points for short term value, with the opportunity for other opportunities if we can get our foot in the door
C) Willing to allow us to dialogue with other members of their supply chain, procurement, fulfillment and production divisions
D) Looking for both short term value, but long term partnership… discuss not only where they are at, but where they WANT TO BE.
E) Have commodities or services that require out of the box, dynamic and creative solutions
F) Clearly spell out what their focal points are in regards to their supply chain value add
a. Decreasing damage %, 24-7 access to load updates, keeping their customers in the loop better– all in last 12 months have been addressed with Logistic Services NW new customers to great success in that we knew how to make our customers life easier, and their customers as well (as important, and in some cases more important).
NOT RIPE YET – Sometimes you can get the sense that customer could see your value proposition, but just not right now, so what the core characteristics seems to be on these types of customers is:
A) Know they have some pain points/opportunities, but not high on their priority list right now, and candid about sharing that
B) Have undergone some events (normally personnel based) that won’t allow the proposition to get the proper amount of attention and bang for the buck, but clarify that they do see the value
C) Culture in current environment is resistant to change, but management is starting to implement ideas for the long term benefit of the company
D) Contractually tied into current providers, but willing to share when those commitments are ending
E) In the last 6 months, Logistic Services NW has had 3 distinct customer opportunities where the opportunity wasn’t there at the time. We kept in contact based on timelines provided, and doing what we said we would do (novel idea I know) we gained some revenue on each of the 3 customers
ROTTEN – Hate to finish with these, but everyone in the SUPPLY CHAIN world knows these types of customers, and they can be resource, time and attitude drains. Historically, they fall into one or more of these buckets EVERY TIME.
A) Only want you to deal with them, adamant that they control every aspect of the value proposition (re: uber micro managers)
B) Offer up a statement early on that Vendor X is the incumbent, and is always the best solution, and don’t think there is any value whatsoever in other methods of thinking, but if you want to try, here is information.
C) Offer up opportunities at the last second, and are “disappointed” when service proposal offered.
D) Give up macro level data streams (RFQ’s, full supply chain overviews), and then use as benchmark for current providers, and/or provide unreasonable counteroffers for the “privilege” of working with their company
In closing, the team at Logistic Services NW LLC has for the last 6 years, and will continue to work in the Supply Chain “orchard” for the EDIBLE AND NOT RIPE YET opportunities. The ROTTEN opportunities will continue to be there, but by quickly learning how to differentiate we are seeing more bang for the personnel and skill set buck…..
Whether the opportunity is NOW, SOON to be, or ON THE HORIZON is why we are in business. We provide a VALUE ADD SERVICE, and are only as good as the service we provide EVERY DAY.
