By Mark Gamble, Sr Director Product Marketing


Market Fluctuations Make Securing Contracted Rates An Imperative

The last two years make it clear just how quickly the freight market can swing back and forth…from contracted rates through RFPs, to spot market, and back again. In this climate of uncertainty, Logistics Service Providers must look ahead and secure contracted business to offset the unpredictable roller-coaster of spot rates, but how? It all starts with the RFP, a shippers invitation to LSPs to compete for a transportation contract.

With so much riding on contracted revenue, an efficient RFP response process is critical to winning business and growing an LSPs top-line, but trying to manage it with technology not designed for the transportation and logistics industry is risky, and could cost a bundle!

CRMs Aren’t Up To The Task

Many providers have bought and deployed CRM software for their sales and service functions, but have struggled with using the software to secure new contracted business with shippers, largely because contract awards are heavily dependent on inbound RFPs, not outbound email marketing, which is the main capability of CRM applications. In an effort to “bend” CRM software to meet specific logistics requirements, many LSPs pay exorbitant consulting fees to build custom features, which takes months or even years to roll out. And because the CRM software has been customized, upgrades and maintenance also require consulting, driving costs even higher over time. What’s needed is a technology that understands and accommodates the nuances of the logistics industry, is built solely for responding to transportation RFPs, is cloud-based to eliminate installation and maintenance hassles, and that requires no up-front customization.

Logistics Specific RFP Software Is The Solution

ProTrans, a $354M Indianapolis-based transportation and supply chain management provider, initially tried to manage their RFQs and RFPs using a popular CRM software, but gave up after months of development because the solution was ineffective and consultation costs were mounting. Instead, they turned to Winmore 360° – bid and tender collaboration software built specifically for the logistics industry – to automate the process, achieving better qualification and accelerating their RFP responses, ultimately winning more contracted business and realizing a more predictable revenue model. Whats more, they were able to implement and start using Winmore 360° in a matter of days, while their CRM was unable to meet requirements after months of customization.

Learn more about how ProTrans digitized and optimized it’s RFP and RFQ process in this detailed case study whitepaper.

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