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V O L . X X V I N O. X X V I N OV E M B E R 2 , 2 0 2 0 22 L O G I S T I C S / T R A N S P O R TAT I O N F O C U S H OW TO F ellow business owners can probably relate when I say I've had many long days and nights worrying about trucking companies arriving late for pickup, delivering late, delivering dam- aged product or having poor customer service while representing my business. During my career running and owning a number of small- to mid-sized com- panies, I have overseen the logistics and transportation of more than $1 billion in products, and over this time, I've heard every imaginable excuse — but rarely a genuine apology. In a few cases, the solution was to start our own trucking division, though not every business has that luxury or wants the added responsibil- ity. For most, finding the right truck- ing and logistics partner comes down to a simple strategy. 1. Understand and communicate your customers' delivery expecta- tions: Most product buyers rarely see the supplier, but they always see the company delivering it. It's impor- tant for suppliers to understand their buyers' freight delivery needs and preferences before selecting a truck- ing partner. is way, you can clearly communicate buyers' expectations to trucking partners so they understand what success looks like for the cus- tomer. Your trucking company must be ready to accept responsibility for meeting those expectations. 2. Make sure your partner shares your values: Values are more than words. ey clearly establish your priorities and allow those doing busi- ness with you to understand what you regard as most important. When your partner shares your same values, it makes it much easier for both parties to meet each other's expecta- tions. When seeking out a trucking partner, ask: How do they treat their team members? What is their adherence to strong safety protocols? How do they demonstrate being customer service-oriented? How are they involved in the com- munities where they live and work? If a candidate can't answer these questions to your satisfaction, move on. 3. Understand your partner's reputa- tion: You want to pick a trucking partner that has a proven reputation for top- level service and reliability when times are good, but also when times are not so good. Reputation is based on service, suc- cess and sustainability. Do your research online, check with peers you trust, and ask owners questions to paint a full picture of their reputation. How are they capitalized? Do they have a proven track record and strong management expertise? 4. Make sure the pricing is right for your customer: When choosing a trucking partner, pricing is criti- cal, although it shouldn't be your sole criterion. It's important to understand what makes up the full price, so you get what you are paying for and only pay for what will meet your end customer's expectations. If the customer doesn't need personalized "white glove" service then don't pay for it. If there are fuel surcharges or waiting fees, you need to know about those. Pricing is important to the bottom line, but it's also wise not to chase the lowest rates. Unless you want the headaches of dropped orders, late deliveries or sudden rate hikes, don't just go with the cheapest freight rate. Your business needs and deserves more than a trucking vendor. You need a trucking partner. A partner will value constructive feedback just as much, if not more than, praise. A partner takes pride in relieving you of the stress that is inevitable in moving products around the country. " Dar r e l l Par dy i s d i r e c to r o f s t r a t e g i c p l a n n i n g a n d business development at Brown Dog Car riers and Logistics, a Biddeford trucking company. He can be reached at dspardy @ gmail.com How to find the right trucking partner for your business Could your property use a boost from an EV charger? Bring customers to your business, attract employees and tenants, and help make Maine's environment cleaner by installing electric vehicle (EV) charging stations today. Efficiency Maine is accepting proposals from qualified workplaces, multi-unit dwellings, or public sites where there is a high probability for EV charging now and in the future. Awards of up to $4,000 per plug are available. Proposals are due by December 1, 2020, at 3:00 p.m. Visit efficiencymaine.com/rfp-em-005-2021 or call 866-376-2463 to learn more about this funding opportunity. More information on all our EV initiatives can be found at efficiencymaine.com. B Y D A R R E L L P A R D Y B Y D A R R E L L P A R D Y Running and owning a number of small- to mid-sized companies, I've heard every imaginable excuse — but rarely a genuine apology.

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