Page 8 - Guide to selling TMS Pro_031618
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WHAT’S THE KEY CUSTOMER
PAIN POINT OR BUYING FACTOR?
The business is tasked with saving money and this is an area where they
can demonstrate hard savings - and show to their board/organization
the % of savings.
Pain points/buying factors: Challenges our customers are faced with today:
• Need to reduce the Logistic Team spend/overhead • Lack of visibility and control
• Logistic costs represent too high % of their overall cost base • They cannot provide data because they do not have access to it
• Misrouting freight through incorrect suppliers/modalities due to no visibility • Pressure to reduce costs, eliminate waste, and streamline their processes to become
more efficient
• Use suppliers due to relationships (“this is how we’ve always done it”)
• Remaining relevant through increased use of technology
• No access to shipping data, centrally they are not in control
• The pace of business is changing due to increased pressure from competition (i.e. Amazon)
• Account teams having to approve large numbers of supplier invoices
• When implementing new technology, there are challenges on the customer side with lack
• Lack of transparency over freight spend
of tools, resources, experience, not having the right level of stakeholder support, and fear of
• Resistance to change, which stifles growth the unknown.
• Performance issues and lack of data to support change • Key point for Gelnius: if the customer’s organization is not ready for this change then
• Lack of cohesion between entities means resources aren’t consolidating buying power. it does not matter how great our technology is or how great our process is, if the
Additionally, not consolidating shipments means they’re paying too much per kilo. organization is not ready for it then it will be a significant roadblock.
• Evaluating Enterprise solutions - TMS Pro is circa 1-4% of the investment of an Enterprise • Gelnius must effectively plan and scope the project to avoid scope creep
level investment • People don’t know what they don’t know, so it is up to Gelnius to help guide them through
• Monitoring company users’ performance what it is that they should know
• Gateway software to new developments (will be provided in the Gelnius Marketplace)
WHY BUY FROM GELNIUS?
What is the Gelnius Marketplace?
Companies that invest in a TMS are highly motivated in reducing
Marketplace is the Gelnius version of an App store. As we produce
more modules or partner with other providers, we add them to the their freight spend.
Marketplace. Some will be free and some will be chargeable, which Gelnius can help our customers overcome their roadblocks through understanding their business
provides the sales team with opportunities for recurring revenue and upselling. and organization in order to guide them through the challenges of “Change Management.” There
is a small population that really understands and uses TMS technology to the fullest extent. The
The Marketplace will be featured in Gelnius TMS Pro.
power of our TMS technology is there, all of the functionality is there, and Gelnius understands how
it applies to our customers business so they can leverage all the functionality of that technology.
7 GELNIUS TMS PRO - GUIDE TO SELLING - CONFIDENTIAL & PROPRIETARY GELNIUS TMS PRO - GUIDE TO SELLING - CONFIDENTIAL & PROPRIETARY 8
