Editor’s Note: Our friend, Jim Bierfeldt with LogisticsMarketing.com, came up with a 3PL Survey for buyers of logistics services. Take the survey below.
Over the past few years, we have surveyed about 350 different buyers of logistics services. Not about logistics strategy, but about how they make buying decisions and the quality of communications they have with providers looking to build a relationship with them.
Three themes emerged from survey results:
- YOU DON’T KNOW MY BUSINESS! Logistics buyers are ticked off at the number of calls and emails they receive from people who know nothing about their business and simply want to sell. Typical response: “Learn about my issues before telling me how great you are.”
- DON’T OVERPROMISE. Buyers are very wary of providers that over-promise. Responses reflected some negative experiences in the past with providers that promised more than they could deliver. Typical comment: “Give me straight talk. No B.S.” Humble, not boastful, is the buyer’s preferred approach.
- BE PATIENT AND PERSISTENT. Logistics buyers know that suppliers are critical to their success and most want to maintain a dialogue. But they urge a longer-term view. Typical comments: “I’m too busy to respond to every request…Be patient and persistent in your communications, but don’t be a stalker.”
We’re conducting a follow-up survey in Q4 2017 and would really appreciate it if you could participate. The survey is ONLY for people involved in purchasing logistics products or services. We know you’re busy, so we’ve kept the survey to about 3 minutes and, for those who complete the survey, we’re offering a chance to win a $500 Amazon gift certificate.