The commercial road transport industry is currently experiencing a flat period not unlike the one we experienced at the end of the last Financial Year. It would be easy to blame a continuing lack in consumer confidence – despite improving retail sales – but I dare say now is the time to seize opportunities.
For astute operators, opportunities always exist – the problem is how to recognise them and act accordingly. One word comes to mind in that context, and that is ‘niche’. As businesses in Australia grapple with the evident blow to manufacturing, it becomes increasingly important to see how your trucking activities can be tailored to work closer with customers, as they seek to streamline their operations as well.
There are gains to be made by looking at client needs and investigating how you can contribute to efficiency and productivity. There are still many customers who undervalue the importance of trucking in their overall strategies – and this is where transport operations can make major inroads.
Here’s a real-life example: An operator could see that the loading process at a customer’s facility was becoming increasingly complex, purely because those charged with the process were inefficient. So he approached the company’s management team to offer a 3PL-inspired solution that included the appointment of his own team of people to pick and pack goods, and structure deliveries in the most efficient way possible to achieve notable time savings for all parties involved.
The approach led to amazing results: It not only streamlined the actual transportation process, but freight volumes increased as well as the client was so impressed with the results that they added more destinations to their portfolio.
This may not be a new idea, but it points out the importance of developing opportunities and tailoring niche operations that will benefit both parties.
In a different example, a manufacturing company continuously experienced damage to its goods during transit. While the company thought it had packing arrangements down to a fine art, it was far from perfect until the operator stepped in. For some strange reason, the firm had been packing its goods the same way for years and almost expected a certain level of damage for each shipment – something the trucking company was extremely concerned about.
As a result, the operator organised a trial to see if a different packaging technique could help solve the issue. The very first consignment was delivered damage-free, and suddenly the trucking company was awarded a contract to carry goods on other routes too – greatly expanding its business.
You see, it’s all about finding ways to better service and create savings for your customers – taking control of your own destiny will always be rewarded handsomely.
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