Sales and business models in the logistics industry: ensuring growth with innovative strategies
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Wiesbaden
Springer
[2023]
|
| Schlagworte: | |
| Online-Zugang: | Inhaltstext http://www.springer.com/ Inhaltsverzeichnis Inhaltsverzeichnis Klappentext |
| Beschreibung: | XV, 152 Seiten Illustrationen, Diagramme 22 cm, 357 g |
| ISBN: | 9783658397555 |
Internformat
MARC
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| 100 | 1 | |a Nowroth, Alexander |e Verfasser |0 (DE-588)1278367438 |4 aut | |
| 245 | 1 | 0 | |a Sales and business models in the logistics industry |b ensuring growth with innovative strategies |c Alexander Nowroth |
| 264 | 1 | |a Wiesbaden |b Springer |c [2023] | |
| 264 | 4 | |c © 2023 | |
| 300 | |a XV, 152 Seiten |b Illustrationen, Diagramme |c 22 cm, 357 g | ||
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| 653 | |a Logistics book | ||
| 653 | |a Logistics distribution | ||
| 653 | |a Digitization | ||
| 653 | |a Distribution strategy | ||
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Datensatz im Suchindex
| _version_ | 1804186107185725440 |
|---|---|
| adam_text | 1
UPHEAVAL
IN
THE
LOGISTICS
AND
SALES
WORLD:
FIVE
TRENDS
YOU
NEED
TO
KNOW!
...................................................................................
1
1.1
TREND
1:
DISRUPTION
CAUSES
TENSION
..............................................
1
1.2
TREND
2:
EXPONENTIALLY
ACCELERATED
CHANGE
REQUIRES
STRATEGIC
ADJUSTMENTS
............................................................
6
1.3
TREND
3:
SALES
STRUGGLES
WITH
BUREAUCRATIC
SHACKLES
....................
8
1.4
TREND
4:
SALES
BECOMES
MORE
DIGITAL
............................................
9
1.5
TREND
5:
CLOSING
RATES
AND
HIT
RATES
GAIN
IMPORTANCE
............
11
REFERENCES
................................................................................................
16
2
THE
MOST
IMPORTANT
PLAYERS
AND
BUSINESS
MODELS
AT
A
GLANCE
........
17
2.1
WHY
A
GOOD
BUSINESS
MODEL
IS
ESSENTIAL
FOR
SURVIVAL
..................
17
2.2
THE
BUSINESS
MODELS
IN
THE
LOGISTICS
WORLD...............................
24
2.2.1
CATEGORY
1:
CAPITAL-INTENSIVE
SHIPOWNERS
AND
AIRLINES
...
24
2.2.2
CATEGORY
2:
LESS
CAPITAL
INTENSIVE
-
CARRIERS
....................
32
2.2.3
CATEGORY
3:
RISING
STARS
-START-UPS
..................................
44
2.3
HOW
TO
ADAPT
A
BUSINESS
MODEL
....................................................
45
2.4
HOW
TO
CHECK
YOUR
BUSINESS
MODEL
FOR
ITS
COMPETITIVENESS
........
46
2.5
DEFENSE
OF
THE
BUSINESS
MODEL
AGAINST
RELATED
INDUSTRIES
............
51
2.6
DERIVATIVES
FROM
THE
BUSINESS
MODEL
ADAPTATION
FOR
SALES............
52
2.7
INTERVIEW
ON
THE
TOPIC
OF
RECORD
HIGH
FREIGHT
RATES
....................
54
REFERENCES
................................................................................................
57
3
SALES
MANAGEMENT:
A
GUIDE
TO
CREATING
A
LONG-TERM
PERFORMANCE
CULTURE
......................................................................
61
3.1
FROM
AN
AUTOCRATIC
TO
A
MERITOCRATIC
LEADERSHIP
STYLE
..................
63
3.1.1
THE
UNFAIR
BALANCE
OF
POWER
AND
FORCE
............................
64
XIII
XIV
CONTENTS
3.1.2
CHARACTERISTICS
OF
A
MERITOCRATIC
LEADERSHIP
STYLE
.............
66
3.2
THE
BASICS
OF
A
PERFORMANCE
CULTURE
.............................................
68
3.2.1
SMOOTHING
DISPROPORTIONATE
PERFORMANCE
DISTRIBUTION
...
68
3.2.2
THE
RIGHT
SALES
TEAM
SIZE
................................................
69
3.2.3
WHO
IS
ALLOWED
TO
STAY
IN
THE
TEAM?
................................
70
3.2.4
INCREASING
RETURN
ON
SALES
..................................................
71
3.2.5
GROSS
PROFIT
.........................................................................
71
3.2.6
THE
SEAL
ELITE
SQUAD
........................................................
72
3.2.7
VIRTUAL
SALES
TEAM
...............................................................
72
3.2.8
THE
ENTREPRENEURIAL
ADDED
VALUE
......................................
73
3.3
MAKE
RECRUITING
THE
BEST
TALENT
YOUR
TOP
PRIORITY
!
......................
74
3.4
STAKEHOLDER
MANAGEMENT:
EFFICIENT
LINKAGE
WITH
OPERATIONAL
AND
PRODUCT-RELATED
DEPARTMENTS
...........................................................
76
3.5
WEIGHTING
OF
THE
INCENTIVE
SYSTEM
.................................................
77
3.5.1
PROGRESSIVE
INCENTIVE
SYSTEM
AND
RECOGNITION
..................
77
3.5.2
NEW
BUSINESS
BONUS
EXTRINSIC
.........................................
78
3.5.3
BONUS
NEW
BUSINESS
PROFIT
-
INTRINSIC
.................................
79
3.6
REMOVE
TYPICAL
PERFORMANCE OBSTACLES
FROM
YOUR
PATH
...............
79
3.6.1
EXAMPLE
BUREAUCRACY
.........................................................
81
3.6.2
EXAMPLE
PIPELINE
REPORTS
...................................................
82
REFERENCES
..................................................................................................
84
4
HOW
TO
WIN
AND
RETAIN
TALENT
IN
THE
COMPANY
.................................
85
4.1
THREE
THINGS
YOU
NEED
TO
KNOW
BEFORE
YOU
HIRE
A
NEW
SALESPERSON
............................................................................
87
4.2
WHAT
REALLY
MATTERS
WHEN
HIRING
NEW
EMPLOYEES
......................
91
4.3
HOW
TO
STRUCTURE
&
TO
CONDUCT
SUCCESSFULLY
THE
JOB
INTERVIEW
WITH
AN
APPLICANT
.............................................................................
91
4.4
OVERCOMING
THE
SHORTAGE
OF
SKILLED
WORKERS
.................................
95
4.4.1
SOLVING
THE
SKILLED
WORKER
PROBLEM
...................................
95
4.4.2
USING
THE
PRINCIPLE
OF
THE
WISDOM
OF
THE
MANY
................
100
4.5
RETAINING
THE
BEST
SALESPEOPLE
IN
THE
COMPANY
............................
102
4.5.1
SOLVING
THE
RESOURCE
PROBLEM
AT
THE
OPERATIONAL
LEVEL
...
105
4.5.2 MORE
CONFLICT
HOTSPOTS
IN
PRACTICE
.....................................
106
4.6
WHICH
SKILLS
WILL
BE
REQUIRED
IN
THE
FUTURE
HYBRID
SALES
............
109
REFERENCES
..................................................................................................
ILL
5
CROSS-SELLING
AND
HIDDEN
CUSTOMER
NEEDS
-
THE
SALES
TURBO
........
113
5.1
HOW
A
DREAM
BECOMES
REALITY
.......................................................
113
5.1.1
CREATING
A
CULTURE
OF
TOGETHERNESS
.....................................
114
CONTENTS
XV
5.1.2
MAKING
EMPLOYEES
PART
OF
THE
SOLUTION
............................
114
5.1.3
REGULARLY
REVIEW
AND
UPDATE
THE
CROSS-SELLING
PROCESS
..........................................................
115
5.2
THE
IMPORTANCE
OF
HIDDEN
CUSTOMER
NEEDS
..................................
115
5.3
DETERMINATION
OF
THE
CROSS-SELLING
POTENTIAL
................................
119
5.4
PRACTICAL
GUIDE:
CREATING
A
SYSTEMIC
CROSS-SELLING
ORGANIZATION
............................................................................
124
5.4.1
THE
FIVE
BIGGEST
CROSS-SELLING
KILLERS
AND
HOW
TO
AVOID
THEM
................................................
124
5.4.2
HOW
TO
IMPLEMENT
CROSS-SELLING
BASED
ON
SIX
CENTRAL
SUCCESS
CRITERIA
......................................................
129
5.5
THE
IMPLEMENTATION
PHASE
OF
CROSS-SELLING
........................................
147
REFERENCES
.................................................................................................
152
The logistics industry is changing rapidly. In this fiercely competitive sector, predominantly static sales organizations are working hard at keeping their companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT systems, but also rely on suboptimal commercial structures. Most companies have fallen far short of their earnings potential, especially during the high freight rate increases of recent years, and in terms of sales volume, they are no longer growing at a sufficient pace or are even risking their continued existence. This book studies how logistics service providers can develop powerful strategies for sustainable growth and position themselves for future success. The author outlines these new rules using examples and step by step guides to take readers through the emerging trends and to outline strategies required to meet the changing demands of the future. The book also makes clear how logistics companies can establish a lasting high-performance culture among their sales teams and how to succeed in winning over sales staff and retaining them in the long term.
|
| adam_txt |
1
UPHEAVAL
IN
THE
LOGISTICS
AND
SALES
WORLD:
FIVE
TRENDS
YOU
NEED
TO
KNOW!
.
1
1.1
TREND
1:
DISRUPTION
CAUSES
TENSION
.
1
1.2
TREND
2:
EXPONENTIALLY
ACCELERATED
CHANGE
REQUIRES
STRATEGIC
ADJUSTMENTS
.
6
1.3
TREND
3:
SALES
STRUGGLES
WITH
BUREAUCRATIC
SHACKLES
.
8
1.4
TREND
4:
SALES
BECOMES
MORE
DIGITAL
.
9
1.5
TREND
5:
CLOSING
RATES
AND
"
HIT
RATES
"
GAIN
IMPORTANCE
.
11
REFERENCES
.
16
2
THE
MOST
IMPORTANT
PLAYERS
AND
BUSINESS
MODELS
AT
A
GLANCE
.
17
2.1
WHY
A
GOOD
BUSINESS
MODEL
IS
ESSENTIAL
FOR
SURVIVAL
.
17
2.2
THE
BUSINESS
MODELS
IN
THE
LOGISTICS
WORLD.
24
2.2.1
CATEGORY
1:
CAPITAL-INTENSIVE
SHIPOWNERS
AND
AIRLINES
.
24
2.2.2
CATEGORY
2:
LESS
CAPITAL
INTENSIVE
-
CARRIERS
.
32
2.2.3
CATEGORY
3:
RISING
STARS
-START-UPS
.
44
2.3
HOW
TO
ADAPT
A
BUSINESS
MODEL
.
45
2.4
HOW
TO
CHECK
YOUR
BUSINESS
MODEL
FOR
ITS
COMPETITIVENESS
.
46
2.5
DEFENSE
OF
THE
BUSINESS
MODEL
AGAINST
RELATED
INDUSTRIES
.
51
2.6
DERIVATIVES
FROM
THE
BUSINESS
MODEL
ADAPTATION
FOR
SALES.
52
2.7
INTERVIEW
ON
THE
TOPIC
OF
RECORD
HIGH
FREIGHT
RATES
.
54
REFERENCES
.
57
3
SALES
MANAGEMENT:
A
GUIDE
TO
CREATING
A
LONG-TERM
PERFORMANCE
CULTURE
.
61
3.1
FROM
AN
AUTOCRATIC
TO
A
MERITOCRATIC
LEADERSHIP
STYLE
.
63
3.1.1
THE
UNFAIR
BALANCE
OF
POWER
AND
FORCE
.
64
XIII
XIV
CONTENTS
3.1.2
CHARACTERISTICS
OF
A
MERITOCRATIC
LEADERSHIP
STYLE
.
66
3.2
THE
BASICS
OF
A
PERFORMANCE
CULTURE
.
68
3.2.1
SMOOTHING
DISPROPORTIONATE
PERFORMANCE
DISTRIBUTION
.
68
3.2.2
THE
RIGHT
SALES
TEAM
SIZE
.
69
3.2.3
WHO
IS
ALLOWED
TO
STAY
IN
THE
TEAM?
.
70
3.2.4
INCREASING
RETURN
ON
SALES
.
71
3.2.5
GROSS
PROFIT
.
71
3.2.6
THE
SEAL
ELITE
SQUAD
.
72
3.2.7
VIRTUAL
SALES
TEAM
.
72
3.2.8
THE
ENTREPRENEURIAL
ADDED
VALUE
.
73
3.3
MAKE
RECRUITING
THE
BEST
TALENT
YOUR
TOP
PRIORITY
!
.
74
3.4
STAKEHOLDER
MANAGEMENT:
EFFICIENT
LINKAGE
WITH
OPERATIONAL
AND
PRODUCT-RELATED
DEPARTMENTS
.
76
3.5
WEIGHTING
OF
THE
INCENTIVE
SYSTEM
.
77
3.5.1
PROGRESSIVE
INCENTIVE
SYSTEM
AND
RECOGNITION
.
77
3.5.2
NEW
BUSINESS
BONUS
EXTRINSIC
.
78
3.5.3
BONUS
NEW
BUSINESS
PROFIT
-
INTRINSIC
.
79
3.6
REMOVE
TYPICAL
PERFORMANCE OBSTACLES
FROM
YOUR
PATH
.
79
3.6.1
EXAMPLE
BUREAUCRACY
.
81
3.6.2
EXAMPLE
PIPELINE
REPORTS
.
82
REFERENCES
.
84
4
HOW
TO
WIN
AND
RETAIN
TALENT
IN
THE
COMPANY
.
85
4.1
THREE
THINGS
YOU
NEED
TO
KNOW
BEFORE
YOU
HIRE
A
NEW
SALESPERSON
.
87
4.2
WHAT
REALLY
MATTERS
WHEN
HIRING
NEW
EMPLOYEES
.
91
4.3
HOW
TO
STRUCTURE
&
TO
CONDUCT
SUCCESSFULLY
THE
JOB
INTERVIEW
WITH
AN
APPLICANT
.
91
4.4
OVERCOMING
THE
SHORTAGE
OF
SKILLED
WORKERS
.
95
4.4.1
SOLVING
THE
SKILLED
WORKER
PROBLEM
.
95
4.4.2
USING
THE
PRINCIPLE
OF
THE
WISDOM
OF
THE
MANY
.
100
4.5
RETAINING
THE
BEST
SALESPEOPLE
IN
THE
COMPANY
.
102
4.5.1
SOLVING
THE
RESOURCE
PROBLEM
AT
THE
OPERATIONAL
LEVEL
.
105
4.5.2 MORE
CONFLICT
HOTSPOTS
IN
PRACTICE
.
106
4.6
WHICH
SKILLS
WILL
BE
REQUIRED
IN
THE
FUTURE
HYBRID
SALES
.
109
REFERENCES
.
ILL
5
CROSS-SELLING
AND
HIDDEN
CUSTOMER
NEEDS
-
THE
SALES
TURBO
.
113
5.1
HOW
A
DREAM
BECOMES
REALITY
.
113
5.1.1
CREATING
A
CULTURE
OF
TOGETHERNESS
.
114
CONTENTS
XV
5.1.2
MAKING
EMPLOYEES
PART
OF
THE
SOLUTION
.
114
5.1.3
REGULARLY
REVIEW
AND
UPDATE
THE
CROSS-SELLING
PROCESS
.
115
5.2
THE
IMPORTANCE
OF
HIDDEN
CUSTOMER
NEEDS
.
115
5.3
DETERMINATION
OF
THE
CROSS-SELLING
POTENTIAL
.
119
5.4
PRACTICAL
GUIDE:
CREATING
A
SYSTEMIC
CROSS-SELLING
ORGANIZATION
.
124
5.4.1
THE
FIVE
BIGGEST
CROSS-SELLING
KILLERS
AND
HOW
TO
AVOID
THEM
.
124
5.4.2
HOW
TO
IMPLEMENT
CROSS-SELLING
BASED
ON
SIX
CENTRAL
SUCCESS
CRITERIA
.
129
5.5
THE
IMPLEMENTATION
PHASE
OF
CROSS-SELLING
.
147
REFERENCES
.
152
The logistics industry is changing rapidly. In this fiercely competitive sector, predominantly static sales organizations are working hard at keeping their companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT systems, but also rely on suboptimal commercial structures. Most companies have fallen far short of their earnings potential, especially during the high freight rate increases of recent years, and in terms of sales volume, they are no longer growing at a sufficient pace or are even risking their continued existence. This book studies how logistics service providers can develop powerful strategies for sustainable growth and position themselves for future success. The author outlines these new rules using examples and step by step guides to take readers through the emerging trends and to outline strategies required to meet the changing demands of the future. The book also makes clear how logistics companies can establish a lasting high-performance culture among their sales teams and how to succeed in winning over sales staff and retaining them in the long term. |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Nowroth, Alexander |
| author_GND | (DE-588)1278367438 |
| author_facet | Nowroth, Alexander |
| author_role | aut |
| author_sort | Nowroth, Alexander |
| author_variant | a n an |
| building | Verbundindex |
| bvnumber | BV049394767 |
| classification_rvk | QR 800 QK 300 |
| ctrlnum | (OCoLC)1347275348 (DE-599)DNB1269616293 |
| dewey-full | 388.044 |
| dewey-hundreds | 300 - Social sciences |
| dewey-ones | 388 - Transportation |
| dewey-raw | 388.044 |
| dewey-search | 388.044 |
| dewey-sort | 3388.044 |
| dewey-tens | 380 - Commerce, communications, transportation |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Book |
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| id | DE-604.BV049394767 |
| illustrated | Illustrated |
| index_date | 2024-07-03T23:02:14Z |
| indexdate | 2024-07-10T10:05:52Z |
| institution | BVB |
| institution_GND | (DE-588)1043386068 |
| isbn | 9783658397555 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-034722120 |
| oclc_num | 1347275348 |
| open_access_boolean | |
| owner | DE-12 DE-355 DE-BY-UBR DE-384 |
| owner_facet | DE-12 DE-355 DE-BY-UBR DE-384 |
| physical | XV, 152 Seiten Illustrationen, Diagramme 22 cm, 357 g |
| publishDate | 2023 |
| publishDateSearch | 2023 |
| publishDateSort | 2023 |
| publisher | Springer |
| record_format | marc |
| spelling | Nowroth, Alexander Verfasser (DE-588)1278367438 aut Sales and business models in the logistics industry ensuring growth with innovative strategies Alexander Nowroth Wiesbaden Springer [2023] © 2023 XV, 152 Seiten Illustrationen, Diagramme 22 cm, 357 g txt rdacontent n rdamedia nc rdacarrier Logistikunternehmen (DE-588)4308413-8 gnd rswk-swf Innovationsmanagement (DE-588)4161817-8 gnd rswk-swf Geschäftsmodell (DE-588)7737985-8 gnd rswk-swf Verkaufserfolg (DE-588)4354765-5 gnd rswk-swf Unternehmenswachstum (DE-588)4078620-1 gnd rswk-swf Logistics book Logistics distribution Digitization Distribution strategy Freight forwarding business Unternehmenswachstum (DE-588)4078620-1 s Logistikunternehmen (DE-588)4308413-8 s Verkaufserfolg (DE-588)4354765-5 s Innovationsmanagement (DE-588)4161817-8 s Geschäftsmodell (DE-588)7737985-8 s DE-604 Springer Fachmedien Wiesbaden (DE-588)1043386068 pbl Erscheint auch als Online-Ausgabe 978-3-658-39756-2 X:MVB text/html http://deposit.dnb.de/cgi-bin/dokserv?id=3aa981187d1242c88a064f14359522bf&prov=M&dok_var=1&dok_ext=htm Inhaltstext X:MVB http://www.springer.com/ B:DE-101 application/pdf https://d-nb.info/1269616293/04 Inhaltsverzeichnis DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=034722120&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis Digitalisierung UB Augsburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=034722120&sequence=000003&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Klappentext 1\p dnb 20230503 DE-101 https://d-nb.info/provenance/plan#dnb 2\p dnb 20230503 DE-101 https://d-nb.info/provenance/plan#dnb |
| spellingShingle | Nowroth, Alexander Sales and business models in the logistics industry ensuring growth with innovative strategies Logistikunternehmen (DE-588)4308413-8 gnd Innovationsmanagement (DE-588)4161817-8 gnd Geschäftsmodell (DE-588)7737985-8 gnd Verkaufserfolg (DE-588)4354765-5 gnd Unternehmenswachstum (DE-588)4078620-1 gnd |
| subject_GND | (DE-588)4308413-8 (DE-588)4161817-8 (DE-588)7737985-8 (DE-588)4354765-5 (DE-588)4078620-1 |
| title | Sales and business models in the logistics industry ensuring growth with innovative strategies |
| title_auth | Sales and business models in the logistics industry ensuring growth with innovative strategies |
| title_exact_search | Sales and business models in the logistics industry ensuring growth with innovative strategies |
| title_exact_search_txtP | Sales and business models in the logistics industry ensuring growth with innovative strategies |
| title_full | Sales and business models in the logistics industry ensuring growth with innovative strategies Alexander Nowroth |
| title_fullStr | Sales and business models in the logistics industry ensuring growth with innovative strategies Alexander Nowroth |
| title_full_unstemmed | Sales and business models in the logistics industry ensuring growth with innovative strategies Alexander Nowroth |
| title_short | Sales and business models in the logistics industry |
| title_sort | sales and business models in the logistics industry ensuring growth with innovative strategies |
| title_sub | ensuring growth with innovative strategies |
| topic | Logistikunternehmen (DE-588)4308413-8 gnd Innovationsmanagement (DE-588)4161817-8 gnd Geschäftsmodell (DE-588)7737985-8 gnd Verkaufserfolg (DE-588)4354765-5 gnd Unternehmenswachstum (DE-588)4078620-1 gnd |
| topic_facet | Logistikunternehmen Innovationsmanagement Geschäftsmodell Verkaufserfolg Unternehmenswachstum |
| url | http://deposit.dnb.de/cgi-bin/dokserv?id=3aa981187d1242c88a064f14359522bf&prov=M&dok_var=1&dok_ext=htm http://www.springer.com/ https://d-nb.info/1269616293/04 http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=034722120&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=034722120&sequence=000003&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA |
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