By John Golob, Chief Marketing Officer

You win more
…when you generate more margin from better lanes
…when you’re awarded a majority of the business after the first submission
…when you have the insight and conviction to decline RFPs that you know will erode your profits
…when you can deliver with confidence the price that will outmaneuver the competition, that’s aligned with your product teams, and consistent with the service you offer.

Here at Winmore, we treat every RFP as a match…and every tender season as a tournament. What keeps us awake at night is arming you with the best equipment, the most effective training, the richest insight, and the most powerful tools to help you put revenue — and profits — on the scoreboard.

Our software engineers want Winmore software to be the Lightbringer to your Game of Thrones, the Rare Bolt-Action Sniper Rifle to your Fortnite.

The Early Days

A number of years ago in 2013, innovation and technology were rarely discussed at the major industry conferences. In fact, the comprehensive Third-Party Logistics Study published six years ago opened with a review of the “the continuing uncertainty and volatility of global economic conditions”. It went on to list the most influential trends impacting 3PLs: Mexico rising as a logistics hub, early indications of what may be a driver shortage, and the continuing economic impact of the International Longshore and Warehouse Union strike, crippling the Port of Los Angeles.

Back then, if you discussed innovative logistics software, it fit into one of two categories: TMS software or science-fiction. You may recall on the eve of Cyber Monday in November 2013, a CBS 60 Minutes episode featured Jeff Bezos, Amazon CEO, launching the Octocopter drone and proclaiming that aerial parcel delivery was a question of when, not if. Reactions ranged from skepticism and lunacy to suggestions that the entire stunt was a 14-minute advertisement.

When It All Changed

On May 25, 2015, the logistics industry as we knew it changed almost overnight. Andrea Chang, tech correspondent for The Los Angeles Times broke the news, “In another blow to brick-and-mortar retail stores, Amazon.com is launching free same-day delivery for Prime members in 14 metropolitan areas, including Los Angeles.”

During the months that ensued, commercial and operational leaders quizzed their counterparts in IT. “What are we doing to provide visibility? Are our systems agile enough to move faster? Why can’t we anticipate the impact of revenue on profitability earlier?”

I found myself meeting with commercial and IT leaders in Bonn, Germany, Hong Kong, Chicago, and Newark, eager to understand how we could reinvigorate outdated technology stacks and bring a new level of engagement to their internal IT systems.

The Rising Cost of Customer Acquisition in the Logistics Industry

While we learned firsthand of the challenges of limited visibility, a constant theme surfaced in most of our meetings: logistics and transportation leaders were struggling with the rising cost of customer/shipper acquisition.

Software platforms such as Microsoft and Salesforce were helping B2B product companies find new customers through targeted email campaigns, but no one was helping logistics companies navigate the labor-intensive and complex process of qualifying and responding to RFPs and tenders. For freight brokers, this meant the workflows of sourcing rates from carrier partners. For freight forwarders, it meant creating alignment and pricing consensus from corporate, product owners, regional leaders and ultimately, station leaders.

When we looked closer, we found some disturbing trends: the number of partial awards was increasing — small awards, more frequent revisions, and shorter contracts. Moreover, winning an RFP or tender was increasingly important if a logistics service provider wanted to pick up the more profitable, downstream spot market business.

As if that wasn’t enough, most commercial leaders were relying on Excel spreadsheets to manage the RFP and tender qualification and response processes. These were large, bulky files meant for individuals, not workgroups. (Side note: A logistics executive sent us the Excel model they used to score RFPs; it took us over 60 seconds to open the file on a very powerful laptop.)

Democratizing Software in the Logistics Industry

We were fortunate to win the business with many of the most successful logistics companies in the world. They were eager to partner with us as we developed our technology platform, fine-tune the bid and tender management software, and launch our mobile client on the iPhone and Android devices.

While it is an honor to work side-by-side with some of the biggest names in the industry, we also saw another opportunity. Could we extend the same software that’s used by the most powerful LSPs to the industry’s “long tail” — the tens of thousands of mom-and-pop carriers, upstart brokers and freight forwarders that cannot afford to buy enterprise software, much less pay for an IT staff? Could we democratize the IT departments of the logistics industry by making winning software applications available to every player, regardless of their size and location?

The answer is yes. With Winmore, we proudly offer bid and tender management software that can help a regional freight broker qualify RFPs as accurately as we help a global freight forwarder ensure it will meet its tender deadlines. We provide new and innovative ways to encourage teams to develop accurate pricing, regardless of whether your pricing team is a staff of 5 or 50.

And because logistics and transportation is a global business, we will be where you need us, whether you’re DHL in Bonn, Germany or ProTrans in Novi, Michigan.

As we stand today at the next inning of our business, with the arrival of exceptionally talented software leaders such as Pete Cittadini, Dan Gaudreau, Greg Whalen, Mark Gamble and My Nguyen, we’ve invested in a winning playbook.

Our Priorities for 2019

We look forward to continuing to invest in sharing insights with the global transportation and logistics industry through our commitment to industry events, actionable content, and fostering the Winmore community.

Our Commitment to your Industry Events. You can expect to see us at JOC’s Trans-Pacific Maritime Conference, Eye for Transport’s 10th Annual North American Supply Chain Summit, Armstrong’s Asia-Pacific 3PL Value Summit, CSCMP, the Transportation Marketing and Sales Association conferences (TMSA) as well as user group events hosted by our software partners TMW, 3GTMS and others.

Our Commitment to Innovative and Actionable Content. As our industry goes through unprecedented change, we reaffirm our commitment to help you learn from industry leaders, sharing insights, best practices, observations and perspectives from some of the most experienced leaders in the logistics industry. Look for video interviews and white papers from leaders such as Professor John Langley, Logistics Financial Advisor (and former Ryder executive) Ron Lentz, Brian Everett (CEO of the Transportation Marketing and Sales Association) and more.

Our Commitment to the Winmore Community. We look forward to announcing additional programs and services for our community, especially those who adopt our bid and tender management software. Look for updates such as the first annual Winmore User Group Conference. Stay tuned.

We look forward to continuing our exclusive focus on the logistics industry, aligning with industry leaders and logistics professionals who see innovation and software as part of the solution, not the problem. While the Greek philosophers warned us that the “only constant in life is change,” we maintain that change driven by software that solves industry-specific problems, validated by leaders of all sizes will result in a leaner, more focused and ultimately, more profitable industry.

Please join us on the journey.

-John
[email protected]