The modern market and the numerous competition force companies to develop new sales systems and improve their relationship with their customers. In today’s modern business, markets are rapidly changing and developing, and therefore the needs and demands of clients themselves. How to recognize these needs, how to improve and develop the business, what are the sales trends, reveals Jovana Stajčić, Key Account Manager, FERCAM.
FERCAM is a logistics company based in Bolzano, Italy, which started its operations back in 1949. Today, the company has a strong network of 92 outlets in Europe, Morocco, Tunisia and Turkey. They have been operating in Belgrade since August 1, 2017, and in the past two years significant results have been achieved on the domestic market.
How to build a relationship with your friends?
Primarily to emphasize that people do business with people, which is often forgotten in most companies. This relationship is built on trust. It is important that you initially establish a pleasant communication and appreciate the short amount of time you receive in the first contact with a potential client. Transfer energy and conviction that your logistics solution is the best. The most common request of a new client comes in the situation when their partners are not able to provide a quick solution (short delivery time for the customer, lack of raw materials for production …).
Demonstrate reliability by offering a framework solution to provide a logistics requirement and a definite deadline for the final offer. The goal is to give a good impression and take every opportunity to be your new successful project!
How to improve the existing relationship?
The Key Account Manager’s job is to guide the client, build relationships and strive for continuous improvement and development of joint collaboration. It is necessary to know well the specifics of the client’s needs and needs. Be innovative and provide suggestions for solutions that will improve business and reduce logistics costs. You must provide the client with a sense of care and importance.
It is very important to be in constant contact and organize meetings at a monthly – quarterly level, in order to always consider the current cooperation, the space for new projects and the improvement of existing jobs. Every relationship is being built actively!
How to respond to the lowest price pressure?
Today, there is a great deal of pressure to reduce logistics costs and, therefore, the cost of services. The most favorable price most often entails the lowest reliability of the service. There are clients who only have the lowest price at a given moment, and are questionable and opted for suppliers without having to tie it. On the other hand, clients who choose reliability, quality and want long-term partnership cooperation with market prices are appearing.
The most favorable solution, based only on the “lowest price” criterion, can easily withdraw high additional costs. The engagement of an unreliable supplier can lead to delays in delivery, documentation problems due to insufficient knowledge of customs procedures or damage to goods (inadequately secured goods in transport, a large number of overloads in collective transport).
What are the trends in sales?
It is necessary to actively monitor customer requirements. Meet them, understand them and offer the best solution. The market is very dynamic and requires quick reaction, knowledge, flexibility and ability to make decisions under pressure and within a very short period of time.
Take the initiative, know the market as well as the outspoken part of the job. This gives strength and confidence in the negotiations and gives an edge over the competition.
Source: Pluton logistics