Articles in Logistics Publications
featuring Logistics Marketing Advisors

To download any of articles below written by or featuring Logistics Marketing Advisors, please complete this form, and then you will be directed to the download page.

Name:
E-mail:
Title:
Company:

Warehousing Web Sites: Time for a Tune-up?
The 3PL Executive, Winter 2006

Things mechanical tell you they need maintenance. Doors creak. Shutters rattle. Cars sputter when they should surge. Not so with Web sites, which limp along quietly even when they need attention. As a result, this critical part of your marketing mix gets ignored as you address “noisier” issues like nervous customers and slippery start-ups.

Lead Generation: Whose Job Is It, Anyway?
The 3PL Executive, Summer 2006

During a recent phone discussion on marketing with the senior executive of a large, warehouse-based logistics firm, I shared my perspective that many such companies make salespeople work too hard to unearth sales opportunities. After a brief silence, the executive said, tersely, "That’s what I pay them for."

Play Your Position : What 3PLs Can Learn from Youth Soccer
The 3PL Executive, Fall 2005

3PLs often make the same mistake as the six-year-old soccer player. They want to be part of every play. But in an increasingly competitive market, a "we'll do anything for anybody" message won’t cut it.

Lead Generation: New Rules for Success
The 3PL Executive, Summer 2005

Examines how the buying process is changing and how 3PLs need to adapt marketing strategies to connect with increasingly educated buyers of logistics services.

The Great Equalizer in 3PL Marketing:
Search Engine Optimization
The 3PL Executive, Spring 2005

Examines how search engine optimization can assist logistics providers, large and small, to create visibility for their services among the increasing number of logistics managers for whom the web is a prime research method.

Selling Solutions: 3PL sales reps today are solution providers, not order takers
WERCSheet, January, 2005

Examines how 3PL sales techniques are changing from tactical sales of discreet services to consultative selling of broader solutions that create efficiencies along the entire supply chain.

The Five Deadly Sins of 3PL Marketing
The 3PL Executive, Winter 2004

Examines the primary marketing errors made by third-party logistics providers from the point of view of a veteran marketer of 3PL services.

For additional information, contact Logistics Marketing Advisors.