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| contact management | advertising |
| Fall 2005 |
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In light of the recent tragedy along the Gulf Coast, Getloaded.com, Internet Load Board for the Transportation Industry, has been receiving a large number of phone calls from members requesting information about assisting with hurricane Katrina relief efforts. In response to this, the company is compiling a list of companies organizing relief efforts or providing assistance to the areas devastated by the hurricane. Carriers interested in hauling loads for the relief efforts are able to visit www.getloaded.com to view the current list of companies who are organizing these efforts. This list is available to members and non-members alike through a link entitled “Hurricane Relief” located on the front page of Getloaded.com. Any company interested in adding their name to the list can contact Getloaded.com at their corporate offices in Midlothian, VA at 888-565-3921. Contact information will be listed quickly. |
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National Truck Driver Appreciation Week Throughout the country, National Truck Driver Appreciation Week was celebrated this year from August 21 to 27. America 's 3.24 million truck drivers received a nationwide pat on the back. They were recognized for the commitment to the American economy. It is through their efforts that the vast majority of product makes its way to market in towns large and small throughout the country. President Bush said, "Our nation relies on the men and women of the transportation industry to sustain critical networks of commerce and advance our economy. . . I applaud professional truck drivers and their motor carrier employers for your hard work and dedication to promoting high standards of safety. . . Your commitment to excellence increases efficiency and production across our nation and advances American prosperity. Your efforts also reflect the values that make our country strong." For future planning purposes, the 2006 dates for celebration are August 20-26
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TIA Fall Meeting November 11-15, 2005 The Transportation Intermediaries Association invites you to join your peers for this gathering of shippers, third party logistics providers, carriers and suppliers. Exchange information and learn about the challenges facing the transportation industry. A full program of education sessions has been planned . The Sunday morning Industry Issues Forums are timely, interactive discussions that will focus on congestion, security and infrastructure. Become involved in topics of relevancy to all modal carriers, third parties, shippers and vendors alike. For complete details and registration form - go to www.tianet.org . |
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Hoffman Named MMI Sales Manager Material Management International, Inc. (MMI), a third party contract logistics provider, has appointed Brian Hoffman to the position of sales manager. The announcement was made by John McKenna , president of the firm. Hoffman was employed for the past six years in the nutritional/pharmaceutical industry. He comes to MMI with expertise in the areas of marketing, customer service and sales. MMI arranges commercial and US military transportation service throughout the world for Fortune 100 corporations, US government agencies and the US military. The firm also provides installation and project management services to the lodging industry. Hoffman resides in Whitehouse Station , NJ with his wife Suzanne and his son Christopher. He is active with the Somerset County Chamber of Commerce and is a PGA golf professional. Details: http://www.shipmmi.com |
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Former Banker Named VP of Sales at NXL Maureen Flynn has been named Vice President of Sales for National Xpress Logistics (NXL) in Glenside , PA. Maureen brings to the position over twenty years' experience in sales, marketing and customer satisfaction. Most recently, she held the position of Vice President Marketing of MBNA America Bank specializing in affinity marketing. Her new position will utilize both her strategic management abilities and her knowledge of logistics solution application to client portfolios. Details: www.nxltrans.com |
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Cargo-Master Presents Annual Awards
Congratulations to the Cargo-Master Office of the Year, Chicago. Bob Lemon - Regional Vice President. Mary Menduni (on top left), presents Manager of the Year to Mike Turner. Cargo-Master is one of the largest privately-held transportation intermediaries in the country, with corporate offices in Dallas , TX . Managers of the Year, selected by their peers, were Mike Turner, Regional VP in the Joplin , MO office and Larry Huckeba, Regional VP in Dallas , TX . Details – http://www.cargo-master.com |
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Allen Lund Company Opens Newest Office in Charleston, S.C. La Canada , Calif. , April 26, 2005 – The Allen Lund Company announces the opening of it's 27 th office in Charleston , S.C. on May 2, 2005. As the newest addition to a network of nationwide offices, the Charleston office will continue developing new business in a growing region. The Charleston , S.C. office will help facilitate the movement of an estimated 30,000 loads of dry flatbed loads from South Atlantic region. “We are excited about entering the Charleston market,” Allen Lund, president, “it is an important market for the Allen Lund Company – Charleston will become an integral part of our network.” Charleston , S.C. native, Don Roberts, will manage the office with an assistant manager, James Lipp, collectively bringing 15 years of experience in the transportation industry, “we are confident in the qualities of Don and James”, says Lund . Both men are graduated from the College of Charleston ; additionally, Roberts earned his MBA from the McColl Graduate School of Business, Queens University in Charlotte , N.C. The Charleston office is located at 4500 Leeds Avenue, Suite 204 , North Charleston , S.C. 29405 . |
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Highway Act Passed – No Fuel Surcharge The $286.4 billion highway act signed by President Bush in August contained hundreds of provisions affecting states throughout the country. One thing it did NOT contain, was a mandatory fuel surcharge – a provision that had been loudly objected to by the Transportation Intermediaries Association (TIA), the national association for freight brokers and other 3PLs. TIA President and CEO Robert Voltmann stated, "Defeating the fuel surcharge provision from the highway bill is an important victory for our members, the entire freight transportation industry, and American commerce. The fuel surcharge provision would have returned the industry to the dark days of price and tariff regulation. The fuel surcharge provision would have placed all companies involved in truck transportation under the threat of lawsuits, whether justified or not." Voltmann went on to remark "TIA members are to be congratulated for their effort to defeat this unwarranted return to re-regulation.” TIA had spearheaded a grass roots campaign among members to call, write and make personal visits to members of Congress to have the fuel surcharge section omitted.made the difference.” The highway funding act had a provision for a $25 million pilot project to increase the number of truck parking facilities along the nation's highways. Over four years, $6.25 million is to be allocated to The highway act also included more than $2 billion for the Federal Motor Carrier Safety Administration to fund a variety of truck safety programs. The agency received $984.5 million in funding for motor-carrier safety grants and $1.15 billion for administrative expenses. The funding is to be spent between October 1, 2005 and September 30, 2009.
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TIA Comments on Highway Bill The TIA Board of Directors met recently to discuss unexpected language appearing in the final version of the highway bill signed by President Bush on August 10, 2005. Particular language has the potential to eliminate the need for non-household goods brokers and freight forwarders to register with the Federal Motor Carrier Safety Administration (FMCSA). Elimination of broker and forwarder registration could also lead to the eradication of bonding and insurance requirements for the property broker and freight forwarder industry. The legislation gives the Secretary of Transportation discretion over whether or not to continue those requirements, hinging upon him finding “that such registration is needed for the protection of shippers.”
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Trinity Forms Charitable Foundation Trinity Transport Inc. has always contributed significantly to the community and those in need. Now The Trinity Foundation has been established to help broaden company efforts to reach more people, help more organizations and enhance the spirit of giving that flows naturally through this company. The Trinity Foundation is a non-profit entity, operated by a board of directors comprised of Trinity employees. Founding members of the board are Leslie Moon, Elizabeth Dreis, Mary Morris and Billy Klineburger with Mark A. Stephenson, Jr. serving as Foundation Director. Mission of the Foundation is, “To serve our community, to help those in need, to better our environment and to pass on our heritage to the next generation.” The role of the board of directors is to manage the administrative aspects of the Foundation, to build relationships in the community and to provide guidance and resources for project chairmen and their committees. Anthropologist Margaret Mead said “Never doubt that a small group of people can change the world, it’s the only thing that ever has.” Said Stephenson, “Trinity has, in 25 years, become the leader of the industry; setting standards and raising the bar every step of the way. Our competitors visit us in hopes of learning our secret. There is no secret. Just the knowledge that people make it happen – one special event at a time.” |
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Seminar for Managers What separates the greatest managers from average managers? Can average managers become great and if so, how? A 2-day seminar called What Great Managers Do Differently teaches exactly what the greatest managers do, and how to replicate their success. Attendees will learn how to speak and act to motivate employees, manage low performers, retain stars, create buy-in for change, influence and persuade others, communicate, resolve conflicts, and much more. What Great Managers Do Differently is the only seminar of its kind for managers. It's small, hands-on and this highly-interactive 2-day seminar gives managers the tools, scripts, best practices and live coaching to handle the toughest leadership challenges. The seminar presenters have had their work appear in BusinessWeek, Harvard Management Update, and Executive Excellence . They work for companies like Citigroup, FedEx, Intel, Toyota , and the Mayo Clinic . Details: www.leadershipiq.com/seminars_management.html
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NASTC Wants Brokers to Change Billing Practices The National Association of Small Trucking Companies (NASTC) wants brokers who belong to the association to properly compensate drivers for delivering shipments. NASTC President David Owen has stated that carriers are complaining that some don't recoup promised fuel surcharges because freight broker's bills do not separate shipping rates and fuel surcharges. He said that “many carriers think that the freight brokers have been keeping the fuel surcharges for themselves.” NASTC says that agreeing to a standard billing agreement would result in an improved level of trust between small trucking companies and brokers. He added that it could also lower carrier insurance premiums, which are often based on gross receipts. Separating freight revenue from fuel surcharges could lead to lower insurance premiums. Brokers agree to the billing arrangement would receive special recognition on the NASTC website. The association has suggested this could lead to increased business. The proposed agreement would also have brokers paying carriers in an allotted time period. The Transportation Intermediaries Association is currently looking into the issue.
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Incoming TCA Chairman To Speak at McLeod Users’ Conference McLeod Software of Birmingham , AL announced that Barry Pottle, incoming 2006 Chairman of the Truckload Carriers Association (TCA), will serve as the Keynote Speaker at its 15th annual Users' Conference. The event is scheduled for September 21-24, 2005 at the Birmingham Sheraton Convention Center . Pottle will speak on the challenges facing the trucking industry and the efforts the TCA is taking to meet those challenges. “We are honored that Barry will be speaking to us,” stated Tom McLeod, president of McLeod Software. “Barry has been very active in building the membership of the TCA, an organization that we see as vital to the health of the truckload carrier industry.” Pottle began his career in 1978, working as an owner-operator in his family's business. After driving for 5 years, he began his career at Pottle's Transportation as vice president, managing the maintenance department and overseeing the operations department. In 1989, Barry, along with two private investors, purchased Pottle's Transportation from Barry's father, Clifton Pottle. In April of 1994, he bought his investors' interest in the company. In 1996, he purchased an additional trucking company, adding 20 trucks to increase the Pottle fleet to 150 tractors. Today, Pottle's Transportation is one of Maine 's largest carriers and the recipient of the 2004 National Fleet Safety Award. Pottle is currently the first Vice Chair of the TCA and has served as a past chairman of the Maine Motor Transport Association (MMTA). He currently serves on the MMTA's board in his position as the state vice president of the American Trucking Association (ATA). Barry also holds a seat on the board of directors of the Pine Tree Chapter of the American Red Cross and is a member of Liberty Mutual's Advisory Council. Now in its 15th year, McLeod's Users' Conference attracts more than 400 attendees from across North America . The event features free training and support on McLeod's software products, leadership and management sessions, panel and roundtable discussions, as well as a trucking technology and services tradeshow. Details - www.mcleodsoftware .
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GMI Celebrates 25th Anniversary “In this day and age, any company that can stay in the transportation business for a quarter century has reason to celebrate,” he said. GMI is located in Sewickley , PA. They provide transportation solutions through transportation knowledge, telecommunication and transaction technology. Details: www.gmitransportation.com |
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Matchmaker Contracts Petrick for Consulting Matchmaker Transportation, Inc. has contracted with Petrick Outsourcing Unlimited, Inc. to create a comprehensive marketing and management growth strategy. Headquartered in Wilmington , NC , Matchmaker is a family-owned company that has grown steadily under the second generation management of Jim and Bob Skane. Last year, Matchmaker was named Best of the Best Brokers by the National Association of Small Trucking Companies. The company vision is to become a leader in the industry. Based in the Shenandoah Valley of Virginia, Petrick Outsourcing has been serving the transportation community since 1996. President Annette Petrick was formerly executive director of the Transportation Brokers Conference of America. Her writing appears frequently in the Logistics Journal of the Transportation Intermediaries Association. She also publishes Business Insider, an electronic newsletter for transportation third parties. The company provides website design, literature, branding, media relations and full marketing and management consultation. Details: www.matchmakertrans.net and www.transportmarketing.com
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In My Opinion – Deregulation Complete By Steve Fernlund Section 4142 of the recently enacted federal highway bill has the effect of eliminating the registration requirements for brokers and freight forwarders. No more licenses; filing of process agents; surety bonds for brokers; or cargo insurance for freight forwarders. While Representative Ted Stevens (R-AK) managed to get a bridge named after him in the highway bill, Transportation Secretary Norm Mineta, a long time friend of brokers and forwarders, got himself a little pork too. Section 4142 removes the word shall from current legislation and adds the following: “The Secretary may register a person to provide service subject to jurisdiction under subchapter III of chapter 135 as a broker (other than a broker of household goods) if the Secretary finds that such registration is needed for the protection of shippers…” Evidently the FMCSA had this language inserted so it could eliminate a large administrative function for which there was no offsetting revenue. If a brokerage received its license in 1995 it has paid no additional fees to the FMCSA for monitoring compliance with the few remaining regulations—surety filing and process agents. Also, there has been little demand from motor carriers, and even less from shippers, for continued oversight of the brokerage and freight forwarding industries. Those of us who believe in free markets welcome this initiative by the regulators in Washington . We know that most shippers, if they request a copy of our authority at all, will use it as file ballast. Not one shipper cares that process agents exist in every state that we operate in. If they're going to sue, they know where we are. Only a small percentage of shippers know that a surety bond must be obtained by brokers before they are licensed, and most of those who know it understand that the $10,000 surety is gone in minutes for a broker of any size. Many shippers don't even ask for proof of licensing or surety. They have priorities—freight rates and available equipment. They may assume at their peril that the government is watching out for them, but clearly regulatory compliance is not a priority for too many shippers. Motor carriers show a little more interest in the surety bond, but even the dimmest of them know that if a broker is going to fail, the claims on the bond will quickly eclipse $10,000—thus the weak efforts from time to time to increase the surety limit to some outrageous amount. Granted, the lack of registration does create some uncertainties for brokers and forwarders; shippers; and motor carriers. Are there any regulations that still apply? Will state legislatures and courts inject themselves into broker and forwarder operations? Will liabilities for brokers and forwarders increase? Decrease? Or stay the same? Are there added liability concerns for shippers and carriers? Those questions will be answered in the months and years to come. In the meantime, registration of brokers and forwarders did little to protect shippers and carriers over the last 25-years—so it's unlikely the Secretary of Transportation will ever find that registration is needed to protect shippers now. Because we honest operators complied with the registration regulations, shippers and carriers made fatal assumptions that all brokers and forwarders were playing by the same rules. Unscrupulous brokers and forwarders duped shippers and motor carriers for millions of dollars over the last few decades without ever actually registering with the FMCSA. Now, shippers and carriers know that they should do the same and proper homework on brokers and forwarders that they'd do for any other customer or vendor. The type of evidence gathering and decision making that has always kept free markets operating efficiently. This is a good thing for the honest and ethical brokers and forwarders. Steve Fernlund heads Generation Three Logistics in Las Vegas, NV. A former newspaper editor, Fernlund serves as chair of the Publications Committee for the Transportation Intermediaries Association . Details - www.generationthree.com
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Gallon of Gas Expensive? So you are fed up with the cost of gas these days? The following conversions make one think, and also puts things in perspective. • Diet Snapple 16 oz $1.29 - $10.32 per gallon And the REAL KICKER – Evian water 9 oz $1.49 - $21.19 per gallon - and buyers don't even know the source! (Evian spelled backwards is Naïve.) So the next time you're at the pump, be glad your car doesn't run on water, Scope, or Whiteout, or God forbid Pepto Bismal or Nyquil! From a presentation by James T. Kenny, Ph.D.
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Mike Solomon Becomes TI Consultant Mike Solomon, well-known transportation broker, has become a consultant to the industry. In March of 2004, Mike sold his business to BNSF Logistics, wholly owned subsidiary of the BNSF Railroad. He was asked to stay on as VP of Sales and Marketing. Instead, Mike took a year off to recuperate from the lingering effects of an automobile accident. Deciding exactly how he wanted to come back i to the industry, Mike decided to use all he had learned in creating and selling a successful business, as a consultant to other transportation intermediaries. He created Solomon Consulting, LLC, he explained, “to try and give back something to the industry which has been so good to me.” Mike's specialty is to come in and review operations and advise the client how to improve productivity, margins, make dispatch more efficient and then market the operation to customers, carriers and/or buyers. Tracing his career in transportation, Mike noted, “I started my first brokerage in 1981 and sold out to a large company in St. Louis , Mo. Then started MRS about a year later. In both cases, I got top dollar when I sold the company. To the best of my knowledge, no one is doing the same thing I am. “Also, I was in national account sales for 40 plus years and still have a lot of contacts.” Details - mailto:mmikers@localnet.com
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Jones Named Vice President – Getloaded.com Bryan Jones has been appointed Vice President of Operations for Getloaded.com, a national freight matching service. Jones has been with Getloaded.com for 9 months, serving as the Director of Research and Development. As the Internet Load Board for the transportation industry, Getloaded.com is committed to providing instant access to trucks and freight using a cutting edge computer platform that is user friendly, fast and secure. The company's interest extends to providing education, information and resources for shippers, logistics professionals, truckers and third party contract logistics providers. Prior to his employment with Getloaded.com, Jones served 7 ½ years as an officer in the Navy, serving as a course director at the Army Logistics Management college for his last tour. Jones graduated form the U.S. Naval Academy with a B.S. in Mechanical Engineering, and earned a Masters of Science in Management with a concentration in Logistics Management from Florida Institute of Technology. Jones resides with his wife, Stephanie in Midlothian , VA and has two children.
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RFID – Next Technology for Brokers? by Annette Petrick Transportation industry and IT publications are full of RFID articles. That's the acronym for Radio Frequency Identification that uses radio waves for identification. It is considered the next step, beyond bar coding. There have been countless articles, features, trade shows and seminars on the technology and its use by the transportation industry. Yet those in the know suggest that RFID has a long way to go before it can be used by rolling assets. Truckers are still looking for a way to link information to RFID systems at the beginning and end of the shipping cycle. And of course the hope is that this will be done without the kinds of huge investments that other technologies have required. One solution may be a combination of existing bar-code technology with new, advanced RFID technology. Like EDI when it was first introduced, RFID is certainly on the leading edge. But it's not yet a perfect solution. So as customers clamor for this new innovation, take time to find out exactly what they want and what is available to give the results they seek. Remember the introduction of EDI. Customers demanded that broker adopt Electronic Data Interchange, with nearly every account requiring a different kind of technology. We suggest to broker clients whose customers ask for EDI – Ask if they will be paying you electronically. If not, then what they want is probably fast, easy communication, rather than full scope EDI. We all know how quickly technology can sneak up on you and become really hot. So RFID is a good technology to watch. But not one you will probably be adopting real soon.
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Billy Banning Named RSC Director at Trinity Transport Billy Banning has been named Director of Regional Service Centers for Trinity Transport in Bridgeville , DE . Trinity is one of the fastest growing third party transportation intermediaries in the country. Banning is the third brother to take an executive role in the family-owned firm. The promotion was announced by Al Klineburger , CTB, vice president of the National Offices Division of Trinity. Klineburger related that Banning was involved with the national office concept from the beginning, establishing policies and strategies for the expanding firm. Billy has been with Trinity Transport since 1996. He worked with his brother Darrel in establishing Trinity Distribution Services, a truckline which recently opened a warehouse in Wilmington , Delaware . TDS is a division of Trinity Transport. Billy then accepted Klineburger's request to take on start-up of the regional offices, which now number five. Earning his Certified Transportation Broker designation in 2004, Billy's efforts were described by his brother Jeff, President of Trinity Transport, as “remarkable success contributing to the ongoing prosperity of Trinity Transport.” Details – www.trinitytransport.com |
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MATCHMAKER Named Best of the Best MATCHMAKER Transportation Services, Inc. has been singled out for recognition of their outstanding efforts for the trucking industry last year. The freight brokerage has received the “Best of the Best” Award for 2004 from the National Association of Small Trucking Companies. Located in Wilmington , NC , MATCHMAKER is one of a select few transportation brokers who are included in NASTC's Best Broker list, which represents the top 1% of brokers nationwide. From that outstanding group, MATCHMAKER was selected “in recognition of their outstanding service to and support of NASTC and our members,” according to NASTC President David Owens. MATCHMAKER is a general commodities broker providing service throughout the United States . Started in Trumbull , CT in 1981, the company moved to Wilmington , NC in 1990 where it has grown substantially under the second generation management of brothers James and Robert Skane. Says President Jim Skane , “Our primary function is to simplify and improve the process of transporting our customers' freight.” While noting that this process today has become extremely complex and challenging, Skane notes, “We are focused on improving our process and becoming an industry leader. This award is a significant step in that direction.” Details: http://www.matchmakertrans.net |
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New Business Development Director Joe Kouten has joined The Genpro Companies team as Director of Business Development. His tenure began in July with an intense familiarization of the Genpro operation at the Corporate Headquarters in Newark and the Corporate Administrative Department in Rutherford , NJ .
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Avalon Becomes a Business Partner of FIATA
“This arrangement for the provision of the group bond entered into between FIATA and Avalon is one which will, undoubtedly, provide substantial benefits to our membership who are engaged in trading with the United States.” said Issa Baluch, FIATA's President. FIATA represents an industry covering approximately 40,000 forwarding and logistics firms, also known as the "Architects of Transport", employing around 8- 0 million people in 150 countries. FIATA has consultative status with the Economic and Social Council (ECOSOC) of the United Nations (inter alia ECE, ESCAP, ESCWA), the United Nations Conference on Trade and Development (UNCTAD), and the UN Commission on International Trade Law (UNCITRAL). The organization is recognized as representing the freight forwarding industry by many other governmental organizations, governmental authorities, private international organizations in the field of transport such as the International Chamber of Commerce (ICC), the International Air Transport Association (IATA), the International Union of Railways (UIC), the International Road Transport Union (IRU), the World Customs Organization (WCO), the World Trade Organization (WTO), etc. FIATA is the largest non-governmental organization in the field of transportation. Its influence is worldwide. Avalon provides FIATA with a Group Bond underwritten by Lincoln General Insurance Company. This bond will allow qualifying FIATA members to satisfy the U.S. Federal Maritime Commission's requirement for Ocean Transportation Intermediary bonds. This program is available to both members of FIATA National Organizations as well as direct FIATA members. Lincoln General has an A.M. Best rating of “Excellent” and is approved by the U.S. Department of Treasury to post bonds with limits up to and in excess of US$16 million. Like Avalon, Lincoln General is wholly owned by Kingsway Financial Services (KFS). The details surrounding this program will be formally announced at the FIATA World Congress 2005 to be held in Moscow from Sunday, September 11, 2005 through Thursday, September 15, 2005. Details on the World Congress - www.far-aerf.ru/congress/index.htm Details - www.fiata.com |
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Cargo-Master Outsources Newsletter Cargo-Master, Inc. has introduced a new look for the company newsletter. The Transporter is being written and produced by Annette E. Petrick, a marketing and management consultant to transportation companies from Woodstock , VA Details – www.transportmarketing.com
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Candid Camera at TIA Trade Show
27th Annual Convention & Trade Show
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New Sales Manager at DG Equipment DG Equipment Co., Inc. has named Dave Beggs as sales manager. Beggs will be responsible for developing new business opportunities, exploring strategic partnerships with international firms and servicing current clients of the Brookville, Ohio based firm. Beggs comes to DGE with a solid background in national account selling, manufacturing and service. For over 30 years, DG Equipment has specialized in the transportation, rigging and installation of overweight and oversized machinery and equipment. Details: www.dgequipmentco.com or 800.451.2190 |
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Headlines from the year 2029 If you think David Letterman's lists of 10 are intriguing, try considering these headlines that we just might see some quarter century down the road. Ozone created by electric cars now killing millions in the seventh largest country in the world, Mexifornia, formally known as California . White minorities still trying to have English recognized as Mexifornia's third language . Spotted Owl plague threatens northwestern United States crops and livestock . Baby conceived naturally. Scientists stumped. Couple petitions court to reinstate heterosexual marriage. Last remaining Fundamentalist Muslim dies in the American Territory of the Middle East (formerly known as Iran , Syria , Afghanistan , and Lebanon ). Iraq still closed off - Physicists estimate it will take at least 10 more years before radioactivity decreases to safe levels. France pleads for global help after being taken over by Jamaica. Castro finally dies at age 112. Cuban cigars can now be imported legally, but President Chelsea Clinton has banned all smoking. Florida voters still having trouble with voting machines. What headlines can you conceive for the year 2029? What headlines will pertain to trucking or transportation intermediaries?Send your headlines for the next issue of transportation/logistics business insider. Send to mailto:Annette@transportmarketing.com |
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Helping Companies meet their Match Material Management International, based in Green Brook, is a third-party transportation and logistics firm that matches small and mid-size business with trucking, cargo or freight providers to transport materials of any kind. According to John McKenna, company president, his firm maintains a database of more than 2,500 trucking and freight companies complete with an updated inventory of freight capabilities to meet the needs of his clients. “Our stable of carriers allows us to be a transportation intermediary”, McKenna said. “We know their inventory, have their insurance and make sure they are a reliable firm”. Another advantage to the customer, he added, is that McKenna can pass on his volume buying power to his customers. “We pull together a lot of business from a lot of customers, and we can get great rates from these trucking companies,” McKenna said. Not only are his rates competitive, he said, good service, technology and a favorable reputation keep his business growing. “Our clients can track the status of their shipment on line 24/7, from the time it's picked up until the time it reaches the destination,” McKenna said. To meet the needs of the expanding business, Material Management will be moving it's headquarters to Middlesex Borough in September. “The move will give us more space for sales and operations,” McKenna said. McKenna, 52, earned a bachelor's degree from Seton Hall University in South Orange . Prior to founding Material Management, McKenna worked with regional motor carriers, truckload specialized carriers and international engineering and construction companies. His international experience has brought him to stints in Irag , Venezuela , Brazil , India , Saudi Arabia and Singapore . As president of Material Management, he oversees company operations, manages client relations and focuses on new business development. QUESTION: What is the greatest challenge in operating the business? A: Building and maintaining the team. Some of our team have been with us since 1988. The average length of time an employee has been with us is eight years. That's extraordinary for a brokerage. Secondly, getting the word out about what we do and how we do it. There is truly an advantage to outsourcing with us. QUESTION: What is your business strategy and do you anticipate it changing in the future? A: We will always change with the times. You can't move forward without change. As for strategy, we created a comprehensive business plan for growth in 2003 and have been following that plan ever since. We are expanding what we've learned in working with the U.S. government, and we are applying that to working in the private sector. QUESTION: Describe the competition and what sets you apart from it. A: There are many, many transportation brokers. Most just move freight from one location to another. We get involved in so much more. We're like your own traffic department. We create a relationship with our customers. QUESTION: What is your advice to potential operators of a business? A: Stick to things that you know. It's hard enough to make a living doing what you know than doing something that you don't know.
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TransCore Expands Driverlink Service To Ease Driver Recruitment Efforts TransCore has upgraded its Driverlink online recruitment center to make it easier for carriers to source and hire new drivers and owner-operators.
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Creating Stock Photos of Trucks The action and excitement of the St. Clair River Classic Offshore Race were captured in dazzling color by photographer Michael Alan Petrick in St. Clair , MI in July. The race was won by Wildcard, a boat sponsored by The Genpro Companies, a transportation intermediary headquartered in Newark , NJ . Petrick's photos now appear on the website of the Offshore Super Series Powerboat Racing Association (OSS). The winning photo also appears in the Genpro company newsletter. The 38 year old computer engineering specialist has been taking action photos and river shots since moving to Fort Gratiot , Michigan last year. Previously, he worked on sports photography, team shots and family photos for weddings, reunions and genealogy. He also photographs events such as conventions, seminars and business activities.
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Faxing NOT Prohibited by Law Brokers have been pondering whether new fax regulations allow the faxing of information to customers or not. A new Junk Fax Prevention Act was signed by President Bush on July 9, 2005. Before passage of this bill, the Federal Communications Commission (FCC) had prohibited faxing of information, even when requested, unless written consent to receive the fax had been received. There was a lot of confusion because that law was set to go into effect on January 1, 2005, then extended to June 30, 2005 and then January 9, 2006.
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Job Fair at Trinity An Open House and Job Fair were held at Trinity Transport, Inc. in May. The event was held at the sprawling corporate headquarters of the company on Route 13 in Bridgeville , DE . Purpose of the event was to show the corporate headquarters to prospective employees, explain what the company does and why people want to work here. The event was staged by Rita Johnson , HR Manager, who explained, “This allowed us to showcase our facility and give applicants a chance to gather information on career opportunities and meet members of the Trinity family.” Although Trinity has participated in outside job fairs, this was the first time that prospective employees were invited onsite. Rita orchestrated tour guides, greeters and interviewers, with the enthusiastic participation of proud Trinity team mates. There was a great turn-out and everything went very smoothly. Said Tim Fischer from the IT Department, “I was reminded this weekend of how much of a privilege working for Trinity really is. We had over 100 people come in here and I honestly believe that every one of them truly wished that they could work for this company. They couldn't believe the building that we work in - they couldn't believe the benefits that we receive from working here - they also couldn't believe the amount of work that we get done here. “We are all lucky to have a company like Trinity to work for - a company that cares about the employee that works for them rather than just the dollar that gets put into the corporate pocket. That outlook on business is quite rare these days.”
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NASTC Annual Conference The Annual Conference and Driver Celebration of the National Association of Small Trucking Companies will be held on November 10, 11 and 12 in Nashville, Tennessee. Besides educational seminars and meetings, the event will include NSTC’s annual carrier/broker dinner and trust forum.
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Total Quality Logistics Expands Total Quality Logistics, Inc. (TQL) has completed the 25,000 sf expansion of its main office. TQL partners with companies nationwide to facilitate their freight movements. The company was established in 1997 and is based in Milford , OH with a second office in Elkins , WV . TQL now generates more than $150 million in annual revenue and moves over 80,000 loads of freight each year for its customers. In 2003, TQL invested $1.25M to build its current 15,000 sq. ft. office in Milford . At that time, the company employed eighty five. TQL quickly outgrew that facility, adding 130 employees in less than two years, creating need for the expansion. The new addition to the existing facility will yield a total office size of 40,000 sq. ft. and a total investment by the company of more than $3 million. The facility now includes 500 work stations, which will accommodate TQL's 200 Cincinnati employees as well as the additional 225 employees that the company plans to add in 2005 and 2006.
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Free Listing, Free Membership Global Freight Directory, a new transportation website, bills itself as “a complete esolution for freight forwarding, logistics, shipping and airline industries. The online resource lists transportation interemediaries along with other services, news and advertising. Details – www.globalfreightdirectory.com
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Carrier411 Interfaces with Aljex Logistics Software Carrier411 Services, Inc. and Aljex Software, Inc. have collaborated on a solution for carrier insurance and authority monitoring within transportation software for freight brokers. Available as an add-on feature for existing Aljex Software customers, the enhancement provides users with the ability to validate current insurance and authority information for their active carriers within the brokerage software application, as well as monitor ongoing changes in carrier credentials. |
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FMCSA Issues New HOS Rule Frantic lobbying to get legislators to include new HOS rules in the Highway Funding Act have failed. That made it necessary for the Federal Motor Carrier Safety Administration (FMCSA) to issue new regulations to supersede those that went into effect last January and were then challenged in court. The new rules go into effect on October 1. American Trucking Associations President Bill Graves referred to the HOS rules under which the industry has been working for nearly a year and said, “Not only are the new rules working, they are superior to the old industry standard in terms of overall safety. They have been effective in improving safety on the nation’s highways and providing for the health of drivers, while also providing for the productive transport of the country’s cargo by the trucking industry. He added, “According to a study conducted by the American Transportation Research Institute, an ATA affiliate, motor carriers in 2004 posted lower recordable accident rates and lower injury rates per million miles driven. The data, which represent more than 100,000 drivers operating more than 10.5 billion miles, showed recordable accidents per million miles fell to 0.68 in 2004 from 0.71 a year earlier. The total injury rate, meanwhile, declined to 0.94 injuries per million miles from 1.07 injuries per million miles in 2003.” The new rule still has the 34-hour “restart” provision. This allows drivers to refresh their weekly work periods by taking 34 consecutive hours off duty. Drivers are allowed to work 60 hours in a seven-day period or 70 hours in an eight-day period. FMCSA’s new rule takes 387 pages to explain. The text this time is focused much more on the impace of the regulations on the health of drivers. In July 2004, a federal court threw out the rules for failing to consider driver health. The Agency has indicated that it will allow a transitional period of relaxed enforcement, as it did when the HOS Rule first went into effect. Starting January 1, 2006, the regulation will be enforced in earnest. To see the full FMCSA report, go to http://www.fmcsa.dot.gov Reprinted from March 2005 newsletter |
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VHI Mountain Retreat VHI personnel in first row – Tim Phillips, IT Director, President David Gee, Consultant Annette Petrick, CFO Bruce Gee. Rear – Operations Manager Connie Alexander, Intermodal Manager Denise Galloway, Agent Cindy Kennebeck and Director of Sales and Marketing, Connie Whitley. Key VHI personnel retreated to a mountain resort in Syria, VA for a strategic planning session in July. The 2-day event spurred thinking and planning in an environment away from telephones and other responsibilities. (The rustic resort had no phones and no television but lots of grouped rocking chairs on porches overlooking the mountains.) It also allowed attendees to get to know each other better and understand the needs and capabilities of each person. “It was perfect for our purpose,” stated CFO Bruce Gee. “We wanted to look at the growth we have enjoyed in the last two years, our various divisions and the best placement of our fine personnel, to best benefit our customers and carriers.” VHI adopted a strategic plan some four years ago which is updated annually to keep pace with trends, customer requirements and the introduction of new technology and procedures. Said Gee, “In an industry where change is the norm, we take time to consider our future, plan in advance and use the minds of our key personnel doing what they do best – thinking and planning.”
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RECOGNIZING A STROKE - Symptoms of a stroke can be difficult to identify. Yet fast action in getting help for a stroke victim can mean the difference between recovery and devastation. The stroke victim may suffer brain damage when people nearby fail to recognize the symptoms. |
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Allen Lund Company Announces New Manager John Wittman has been named manager of the Minneapolis office for the Allen Lund Company. Allen Lund, founder and president, announced the appointment, “John brings over 20 years experience in the transportation industry and his knowledge will strengthen and build the business we have there.” Wittman is a native of upstate New York and was graduated from the University of Buffalo with a B.S. in business management and office administration. The Minneapolis office is located at 4940 Viking Drive, Suite 552 , Edina , MN 55435 .
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The Naked Salesman I had a dream about going to school; not being able to find my locker, and wearing no clothes. The fact that I felt exposed, vulnerable, and lost seemed more important than the actual location of my pants and locker! Being naked and lost in the business world is rather like that. We truly must be naked before our clients, to establish a meaningful relationship. Expensive gifts, corporate indulgencies and elaborate perks are not appropriate. They mask the person or the motive behind the relationship. The method of selling where the client is put in a position to feel obligated due to a perk is an unethical, expensive and ineffective scenario. A naked salesman who has his humanity revealed, whose personality is illuminated, who is a humble servant of the client, will be a welcome change for the buyer and a good business choice. Salesmen are from Mars; Those who sell want to inflate a price, and those who buy want to reduce it. Yet both buyers and sellers are human beings. They have a life and they have needs. By helping with the basics such as friendship and industry expertise, a provider can lay the foundation for a personal-business relationship. Adding to this by extra-ordinary gifts and scenarios truly does muddy the water and clouds intent. This “muddying” increases the distance between a provider and a consumer; they might as well live on different planets! Besides the legalities of graft, much of corporate America has policies to prohibit gifting. This truly makes us all naked, levels the playing field and favors a business partner with the most expertise for the best value. Often the choice is with a player who has more value-added services, instead of the highest priced fishing trips, or the best season game tickets. Getting both sellers and buyers to live on the same planet is the mark of a true salesperson. This person is a better listener than a talker. The Naked Salesman takes time to prepare for the meeting. He or she is organized, interested and committed to the outcome of the transaction. This commitment goes past the monetary expectations because it is personal. The buyer expects a favorable outcome because the seller has given his word (not the Company's word). A Naked Salesman is well dressed, but not to intimidate or impress. He wants to look professional but not “in charge”. He wants to impart a look of proficiency but not a “know it all”. He wants to blend in but needs to “stand out”. Style is important but I am reminded of a phrase by Will Smith in the movie Men in Black. Everyone had to wear the same black suit, suggesting that they all look alike. Smith says to Tommy Lee Jones, “The difference between you and me is: I make this look good!” The Sales Professional has fresh breath, shiny shoes, well groomed hair and a bright smile. His hand shake is firm and genuine. He likes to look into a person's eyes, seeking honesty. He accessorizes to the tune of belts, modest watches and jewelry, briefcase or laptop and maybe an umbrella! He has a look of confidence but not of boasting.
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Economic Outlook for Brokers What is the economic outlook for brokers in 2005? “Carriers have also discovered the value of brokers as a sales force to find freight for their return loads. This combination has created a true coming-of-age for third party entitles like freight brokers.” Details - www.transportmarketing.com or 540-459-8390 |
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MMI Moves to Middlesex, NJ Material Management International, Inc. (MMI), a freight logistics company, has moved from their offices in Green Brook to larger corporate headquarters at 495 Union Avenue in Middlesex. Announcement was made by President John McKenna. MMI has been located in New Jersey since its inception in 1986. The firm works with manufacturers and distributors to find and contract the best type and mode of freight transport to deliver their goods to market. Its experience includes domestic and international freight management as well as project management. The new, larger quarters will give MMI room to expand its operation for domestic freight, delivered by truck, rail and air. The firm also uses containers and ocean liners for International delivery. MMI works closely with each of the military services, delivering goods and providing services for the Army, Navy, Marines and Air Force at military bases throughout the world. They also hold a contract with GSA. Working with engineers, contractors and design firms, MMI moves oversize equipment, machinery and factory components for industrial firms, anywhere in the world. High speed communication connections, web-based tracking and sophisticated technology keep MMI in touch with customers and clients 24/7. The firm is equipped to provide instant reports and data analysis for executive decision-making where the supply chain meets transport requirements. MMI handled both the installation and transportation for the Dragon Hill Lodge in Seoul , Korea . The facility has guest and officer lodging for the United States Army. All 96 rooms in the building were outfitted and furnished through the project management contract with Material Management. A recent project was a hotel within the Disney Complex in Florida , which included furnishing, renovating and transportation of all goods to the site. With a professional engineer on staff, MMI is qualified to scope out installation jobs and provide professional assistance for motels, hotels, office buildings and recreational facilities. “We continue to be in demand because we are a one-stop source for very complex jobs,” stated McKenna. “We combine transportation with project management; a unique and effective service for busy executives who want one team responsible for the final results.” Details: www.shipmmi.com |
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New TDS Warehouse in Wilmington Trinity Distribution Service s (TDS) of Seaford , DE has added to their services a large amount of warehouse space with a drop yard. Located in Wilmington DE , the newly acquired space has convenient access to I95 and RT13.
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Hazmat Security Mandates Necessary? Governmental mandates may be needed to ensure protection of hazardous materials shipments, the Federal Motor Carrier Safety Administration said in the agency's final version of its report on technologies to protect hazmat shipments. "While the technologies do show promise for enhancing truck safety, security and efficiency, market forces may be slow in moving the hazmat trucking industry towards full deployment and realization of benefits," the FMCSA report said. "Government intervention may be required to facilitate the deployment process." Although FMCSA's report advocated the voluntary use of certain technologies by hazmat haulers, some trucking industry officials criticized it as the first step toward rulemaking.
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Traffic Congestion Is Worsening, Study Says U.S. traffic congestion is getting worse, costing millions of hours in lost time and millions of dollars in wasted fuel. Congestion delayed travelers 79 million more hours and wasted 69 million more gallons of fuel in 2003 than in 2002, according to the Texas Transportation Institute's 2005 Urban Mobility Report. In 2003, there were 3.7 billion hours of travel delay and 2.3 billion gallons of wasted fuel for a total cost of more than $63 billion, the Associated Press reported. "Urban areas are not adding enough capacity, improving operations or managing demand well enough to keep congestion from growing," it concluded. Rush hour traffic delayed the average motorist at least 20 hours a year in such congested areas as Washington, Atlanta, Boston and Chicago. Honolulu is the 51st city to be added to that list.
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The Optimists Have It In the world, the optimists have it - not because they are always right, but because they are positive. Even when they’re wrong, they are positive and that is the way of achievement, correction, improvement and success. Educated, eye-open optimism pays!
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Truck-Weight Sensors on Inbound DC Highway The District of Columbia has announced plans to install electronic truck-weight sensors on Interstate 295. The move is part of an effort to catch overweight trucks coming into the city, the Washington Times has reported. Bill Rice, a spokesman for the city’s Department of Transportation, told the Times the sensors would be “a virtual weight station.” He said the system was the first of its kind and would cost $1 million to build. They are being installed because heavy truck traffic is damaging I-295, which carries traffic from I-95 into the city. Trucks tapped as overweight will be flagged down and ticketed immediately, the Time said. Fines will be $100 for the first 5,000 pounds over the limit and $6 for each additional 100 pounds. The truck weight limit on the interstate highway system is 80,000 pounds.
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Chamber Calls for Higher Fuel Taxes and Increased Use of Tolls The United States Chamber of Commerce is calling for higher fuel taxes and a greater use of tolls, stating that these two things will help in compensating for what it calls the massive shortfall in government infrastructure spending.
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U.S. Economic Growth Projected to Be World's Highest at 3.6% U.S. economic growth will average 3.6% this year, the fastest among the world's leading industrialized nations, according to a new International Monetary Fund report. The IMF report said companies will lead the growth as they spend record amounts to retool plants and upgrade computers, offsetting slower consumer spending brought on by higher interest rates. The IMF prediction was an increase from September's outlook for U.S. growth of 3.5% for 2005. The economic projections were made long before the devastation of Katrina. Economists will be watching to see the effect the storm and its subsequent economic impact will have.
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Motor Carriers Embrace E-Z Pass in Pennsylvania About half of the motor carriers using the Pennsylvania Turnpike rely on their electronic E-Z pass system. With fuel prices climbing, it's no wonder that trucks avoid burning fuel waiting to pay tolls. Pennsylvania officials reported that $20.4 million of the $40.8 million collected on the state turnpike in January 2004 came from E-ZPass. It was the first time that half of the revenues came from the electronic tolling system that debuted on the turnpike in December 2000. About half of all vehicles that use the turnpike rely on E-Z Pass , state officials said.
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Choose Your Attitude Attitude is about personal accountability. If you accept that you are accountable and able to choose your attitude, imagine what you can do in your career and personal life! One of those perennially happy people attributed their attitude to a daily choice. “Every morning when I wake up, I have a choice. I can be happy or I can be sad, frustrated and angry. I choose to be happy. It's as simple as that.” What daily choice do YOU make?
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Curry Promotes Brokers to TCPC Members of the Transportation Consumer Protection Council heard the views of Mike Curry , CTB on "Selecting and Evaluating Third Party Logistics Service Providers." Vice President of Business Development for Trinity Transport, Inc., in Bridgeville , DE , he was part of a four person panel that addressed a workshop of the group at their annual convention.
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Leadership IQ Hiring Seminar What's your Hiring IQ? Every attendee at the Ledership IQ Hiring Seminar takes the Hiring IQ Assessment to diagnose opportunities for honing your hiring skill. October seminars are scheduled for Washington, DC, Chicago and San Diego. • The 5 deadly sins of hiring, and how to avoid them. Details – www.leadershipiq.com |
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Dobb Appointed Cargo-Master Exec Pat Dobb has been named new Vice President of Sales for the Midwest for Cargo-Master, Inc. of Dallas , TX . Dobb will work out of the Michigan office of the company. He comes to CMI with 36 years experience in the industry. Pat and his wife Patricia, residents of Holland, MI, are very proud parents of not one son in uniform, but two - Marine 2 nd Lieutenant Steven Dobb who recently completed the Basic Officer Course in Quantico VA and Marine Corps Captain David Dobb who recently won the Bronze Star for exemplary leadership as he led his 60-man platoon through a barrage of raids, ambushes and rescues in Iraq.
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Info Sources Spring Up Quickly in Wake of Hurricane Industry sources have moved quickly to report news of how the aftermath of Hurricane Katrina is affecting the trucking industry. The American Trucking Associations is reporting road conditions, wash-outs, detours and closures. The National Association of Small Trucking Companies is reporting status of gasoline at various locations, and gas station and truckstop closings. Getloaded.com set up a Relief board where carriers willing to transport supplies to the Gulf Coast could post their name. The corporate office of Cargo-Master is just blocks away from refugee centers set up at Reunion Arena and the Dallas Convention Center . Their employees have collected money, bedding, clothing and more and delivered them to the center. Trinity Transport is promoting a 50/50 drawing with proceeds to the Relief effort. Throughout the country, reports are pouring in of how transportation intermediaries are already helping. For all the devastation and mayhem seen to date in Louisiana and Mississippi , it has quickly become obvious that we are just seeing the tip of the iceberg, and feeling only the beginning twinges of the changes this mammoth and cruel swipe of nature will cause. As always, the trucking industry companies small and large will do their share to help those in need. Send us an email and let us know what your firm is doing. Watch for updates on Relief efforts over the next few weeks and months. Annette E. Petrick
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New look, new features Flynn Transportation Services, Inc., in Boca Raton, Florida has introduced a new logo and updated its on-line features at www.flynntrans.com. A logistics provider with over 20 years of experience, Flynn has revamped their image to reflect the company’s stability as well as the expansion of their services. The company now has on-line features such as the ability to pull BL’s and other documents right from their website and on-line tracing of freight. “We hope our clients enjoy the new look and the ease of navigation,” says President Chip Flynn. “Our new logo and website are reflective of our commitment to growth” |
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Getloaded.com Teams With BOLT Getloaded.com, premier Internet Load Board for the transportation industry, and BOLT, the integrated dispatch & tracking system for small to mid-size carriers, have announced their alliance to provide an affordable Fuel Tax & Fuel Management program to the trucking industry. Powered by BOLT and offered by Getloaded.com, truckers will now have an easier way to track their fuel taxes. They will find simplified trip entry screens that can be customized to meet their individual mileage needs and will be able to have their IFTA forms automatically calculated and printed for easy filing. Getloaded.com has been serving the transportation industry since 1999. Using a cutting edge computer platform that is user friendly, fast and secure, Getloaded.com is committed to providing instant access to trucks and freight. Getloaded.com is located in Midlothian, VA. BOLT (Best OnLine Tracking) an integrated dispatch system, lets a carrier with fewer than 500 trucks manage its operations at an affordable price. BOLT integrates dispatch, invoicing, driver settlement, fuel tax management/reporting, maintenance, log checking and truck/trailer tracking. It pulls all of a carrier’s critical data together, giving them better control of their costs. BOLT is a business of the Robertson Group, headquartered in Nashville, TN.
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INTERMODAL MANAGER NAMED Denise Galloway has been named manager of the Intermodal Freight Division of VHI Transport, Inc. in Richmond, VA. Galloway has been with VHI for six years in the capacity of customer service representative. She began to specialize in intermodal service in 2003, expanding her knowledge and contacts. VHI’s intermodal service uses trucks, rail and ocean carriage, including containers. Affiliations have been established with the Ports of Baltimore, Charleston, Houston, Norfolk, Philadelphia, New York, Jacksonville, Port Everglades, Savannah and points west, for international trade.
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Noah's Ark Everything I need to know, I learned from Noah's Ark. ONE: Don't miss the boat. TWO: Remember that we are all in the same boat. THREE: Plan ahead. It wasn't raining when Noah built the Ark. FOUR: Stay fit. When you're 60 years old, someone may ask you to do something really big. FIVE: Don't listen to critics; just get on with the job that needs to be done. SIX: Build your future on high ground. SEVEN: For safety's sake, travel in pairs. EIGHT: Speed isn't always an advantage. The snails were on board with the cheetahs. NINE: When you're stressed, float awhile. TEN: Remember, the Ark was built by amateurs; the Titanic by professionals.
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Safety Compliance Book Gets Update “Basic Safety for Motor Carriers” is a new entrant workbook for carriers. It was first published three years ago by the Carrier Support Division of Getloaded.com in Midlothian, VA. With significant changes occurring since 2003, the book is now being updated. The project is being handled by Wm. Scott Keyer, a safety consultant who wrote the foreword for the original book. “From Hours of Service to security, there is much more that a new carrier should know,” stated Keyer. “This book contains the forms, regulations and inside information needed by someone new to the business. The book is being published for Getloaded.com by Petrick Outsourcing of Woodstock, VA. www.transportmarketing.com.
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3 PLs Tactical Says Ninth Annual Study Shippers see third party service providers as tactical partners, according to the ninth annual The study showed that in general, 3PLs have challenges ahead in keeping pace with the technology required by their customers. In North America, according to the study, 81% of respondents said they use a 3PL as a tactical service provider. Only 26% look at their 3PL as a supply chain integrator with 20% looking at them as logistics strategists |
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Allen Lund Company Announces Promotion The Allen Lund Company is pleased to announce the promotion of Michael Cocci to manager of the Phoenix Office. Allen Lund, founder and president, announced the appointment, “I am pleased to announce the promotion of Mike Cocci to the position of manager of our newly established Phoenix office. Mike has been with us in our Chicago office for the past five years where he gained the reputation as a top-notch broker and leader.” The Phoenix office is located at 5010 E. Shea Blvd., Suite A-103, Scottsdale, AZ 85254.
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How to avoid the most common negotiating mistakes Negotiating is a significant part of the art of brokering. Lee Miller presents excellent tips on how to negotiate well. Here is his Five-Minute Negotiating Prep exercise: • List your goals. • Determine your bottom line. • Identify the other side's interest. • Outline your opening offer. • List three ways your proposal satisfies the other party's interests. Written to make women comfortable with the concept of negotiating, the article contains excellent tips for all. Click here to access the entire article. Lee E. Miller,a speaker, trainer and executive coach at NegotiationPlus.com and creator of the interactive training CD NegotiationPlus 101: The Art Of Getting What You Want, and his daughter Jessica Miller, a commercial real estate broker with Grubb and Ellis in Washington DC , believe that knowing how to negotiate will empower you. Their book A Woman's Guide to Successful Negotiating was named one of the 50 best books for women by Atlanta Women's Monthly.
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How to avoid the most common negotiating mistakes 1. Be Yourself: But Be the Best Self You Can Be Five-Minute Negotiating Prep 9. Lighten Up: A Little Humor Goes a Long Way
Negotiating Turn-Ons for Women Adapted from A Woman's Guide to Successful Negotiating by Lee E. Miller and Jessica Miller. Copyright copy; 2002 by Lee Miller and Jessica Miller. Used with permission.
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