WORKSHEET #3: Defining the Purpose of Roles
EXAMPLE OF A BENEFIT CODE PACKETFOR LTL TRUCKING INDUSTRYThis code packet is illustrative of the kinds of benefits customers cite in choosing new or in retaining existing suppliers. It is not meant to be a comprehensive list of all the benefits for this industry. |
| ILLUSTRATIVE |
|
Function Benefits [F] |
||
|
F1 |
Newest Truck Fleet | |
|
F2 |
Software and Communications | |
|
F2.1 |
Newest Software | |
|
F2.2 |
Collision Warning Systems on Trucks | |
|
F2.3 |
Two-way satellite communication | |
|
F3 |
Service Area and Capability | |
|
F3.1 |
Most extensive terminals | |
|
F3.2 |
Regional and national service | |
|
F3.3 |
Serve routes used only occasionally | |
|
F3.4 |
Back haul service | |
|
F3.5 |
Handle any size/weight shipment | |
|
F3.6 |
Provide dedicated logistics |
|
Reliability Benefits [R] |
||
|
R1 |
Recommendations | |
|
R1.1 |
Logistics company recommendations | |
|
R1.2 |
My peers use them | |
|
R1.3 |
Exiting carrier recommended them | |
|
R1.4 |
My product input supplier uses them | |
|
R1.5 |
My customer requested them specifically | |
|
R2 |
Driver quality | |
|
R2.1 |
Best trained drivers | |
|
R2.2 |
Alcohol screened drivers | |
|
R3 |
Problem Resolution | |
|
R3.1 |
Same-day response | |
|
R3.2 |
24-hour response | |
|
R3.3 |
Problem resolved within week | |
|
R3.4 |
Pay for damaged goods | |
|
R3.5 |
Dedicated account representative | |
|
R4 |
Consistency as a Supplier | |
|
R4.1 |
Pending bankruptcy | |
|
R4.2 |
Serves region sporadically | |
|
R4.3 |
Exited region in past | |
|
R4.4 |
Financial stability | |
|
R4.5 |
Non-union drivers (never strike) | |
|
R5 |
Restraint on Other Suppliers | |
|
R5.1 |
Price information | |
|
R5.2 |
Price leverage | |
|
R5.3 |
Service leverage | |
|
R6 |
Delivery Performance | |
|
R6.1 |
Availability guarantee | |
|
R6.2 |
Order fill rate | |
|
R6.3 |
On-time pick-up and deliveries | |
|
R6.4 |
Rarely damage goods | |
|
R6.5 |
Outbound calls if late | |
|
R6.6 |
Calls my customer for appointment times | |
|
R6.7 |
Product delivered when specified | |
|
R7 |
Capability to Serve Market | |
|
R7.1 |
Serve customers of my size | |
|
R7.2 |
Serve the largest customers in market |
|
Convenience Benefits [C] |
||
|
C1 |
Dispatch and Billing Services | |
|
C1.1 |
Check rates using own computer system | |
|
C1.2 |
Customer notification of carrier change | |
|
C1.3 |
EDI | |
|
C1.4 |
Optimized load dispatch | |
|
C1.5 |
Scheduled appointments |
|
Price Benefits [P] |
||
|
P1 |
Lowest Price | |
|
P1.1 |
Lowest regular price | |
|
P1.2 |
Periodic discounts | |
|
P1.3 |
Back-haul discounts | |
|
P1.4 |
Year-end rebate | |
|
P2 |
Terms/Credit | |
|
P2.1 |
Highest credit | |
|
P2.2 |
Extended financing | |
|
P3 |
Other Price Benefits | |
|
P3.1 |
Pricing guarantee |