marketing a transport / light haulage company (Suffolk based)

[GEL Transport]

We are a small light haulage company, most of our work comes from social media (B2B & joe Blogs) we are looking to take on more work and contracted work.... We have a web site and have started small local targeted sites to rank on google.

Any other suggestions ?

Regards Gary

 

[MidlandFoodService]

Visit some local companies who have their own fleet and drivers, let them know who you are and that you can send a driver and vehicle at a moments notice. We use some outisde companies from time to time when we are short of drivers or vehicles or both. I find that agencies are a nightmare as the drivers never know the products on their deliveries. But if you could send the same drivers each time required i am sure their may be some interest.

 

[Nochexman]

...most of our work comes from social media (B2B & joe Blogs) ...

Hi Gary, as you sure that most of your work does not come from repeat business and referral business?

 

[Dan@FreightFirst]

The haulage business is extremely competitive and 9 time out of 10, the cheaper company gets the job. Are your prices competitive? If so, the quickest way to grow your business is simply to get appointments with local businesses and give them good rates.

If your rates aren't competitive. Well we won't go there just yet.

 

[AllUpHere]

The haulage business is extremely competitive and 9 time out of 10, the cheaper company gets the job.

I which case, a savvy marketer will find out what the 1 out of 10 are looking for and build a business around that. Simply offering the cheapest price is a hard way to make a living.

 

[Dan@FreightFirst]

I which case, a savvy marketer will find out what the 1 out of 10 are looking for and build a business around that. Simply offering the cheapest price is a hard way to make a living.

9 out of 10 was used purely as turn of phrase.

The real statistic is probably more like 99 out of 100. I get your point, which still stands, but the haulage industry is extremely old fashioned and cost is the only differential.

 

[AllUpHere]

9 out of 10 was used purely as turn of phrase.

The real statistic is probably more like 99 out of 100. I get your point, which still stands, but the haulage industry is extremely old fashioned and cost is the only differential.

I see your point, and agree that the majority of businesses in your sector compete on price.However, if the OP has a small business without large overheads there are loads of ways he can differentiate his offering.

I've worked with a few hauliers, forwarding companies, and other 'delivery' companies over the years, and I've never once planned their marketing strategy based on being the cheapest (or even anywhere near the cheapest).

 

[JEREMY HAWKE]

The haulage business is extremely competitive and 9 time out of 10, the cheaper company gets the job. Are your prices competitive? If so, the quickest way to grow your business is simply to get appointments with local businesses and give them good rates.

If your rates aren't competitive. Well we won't go there just yet.

I disagree with that . All the competitive companies in this game don't last
We don't work hard we work smart
If you push a quality service in the right areas you will crack it !

Don't fall into the trap of price fighting with other companies
This is line that I use on the phone
"we have had a cheaper quote"
ME " If you have a cheaper price and that's what you are looking for then I think they are the best people to go with "

People who try to compete in this game don't last !

 

[Root 66 Woodshop]

I love it when people say that they have a cheaper quote... we always ask - why are you speaking to us then?

They're obviously after having the same product/service at the cheaper rate which in all honesty won't happen through us.

We have our prices - that's it, plain and simple... we don't embellish the price or put an extra mark up on anything - in fact, we know that we offer our services at a reasonable price because we get so much repeat business.

People will pay that little bit extra if you tell them the quality of service that they're getting is X - f you fail at the service you won't get anymore business - if you excel with the service the business will continue to come in.

 

[GEL Transport]

Hi Gary, as you sure that most of your work does not come from repeat business and referral business?

Yes but initially gained (general public) via social, we are talking about new business and mainly B2B opposed to joe blogs wanting small one off jobs. Regards Gary @ GEL:

 

[GEL Transport]

I disagree with that . All the competitive companies in this game don't last
We don't work hard we work smart
If you push a quality service in the right areas you will crack it !

Don't fall into the trap of price fighting with other companies
This is line that I use on the phone
"we have had a cheaper quote"
ME " If you have a cheaper price and that's what you are looking for then I think they are the best people to go with "

People who try to compete in this game don't last !

I agree we are not the cheapest, we have full insurance new vans and are professional in appearance aswell as attitude. "you don't really want a big greasy bloke in a banger of a transit" even for half the cost.

When you can have a professional trust worthy reliable company that will ensure your good are taken care of and arrive safely regardless of the value.

 

[Ieuan]

Garry,

I totally agree with Dan @ Freight 1st “the quickest way to grow your business is simply to get appointments with local businesses and give them good rates” give Rich a call he can help!

Cheers Ieuan

 

[Graham97]

I tend to look at what you can take away from a business first. This can be far easier to do as you have more control over the process.

I remember a Dilbert cartoon in which the Boss of the firm figured out that if they cut costs enough then they would be making a profit without actually having to sell anything.

If you reduce your operating expenses without compromising service, then you become more profitable.

Some thoughts:

Segment out your business and customers. You may find that you are making 80% of your profits from 20% of your customers. Look at what types of job are the most profitable.

Which customers or contracts are responsible for 80% of your costs, but only 20% of your profits.

Could you get rid of the 80% customers who only provide 20% of your profits or put your prices up for them by another 5%, which could result in them being 40% more profitable. Sure some might leave, but some might stay.

With your increased profitability, what could you do for the golden 20% of customers who provide you with 80% of your profits, that they would really value that no one else could afford to do, but that you now could.

 

[GEL Transport]

I tend to look at what you can take away from a business first. This can be far easier to do as you have more control over the process.

I remember a Dilbert cartoon in which the Boss of the firm figured out that if they cut costs enough then they would be making a profit without actually having to sell anything.

If you reduce your operating expenses without compromising service, then you become more profitable.

Some thoughts:

Segment out your business and customers. You may find that you are making 80% of your profits from 20% of your customers. Look at what types of job are the most profitable.

Which customers or contracts are responsible for 80% of your costs, but only 20% of your profits.

Could you get rid of the 80% customers who only provide 20% of your profits or put your prices up for them by another 5%, which could result in them being 40% more profitable. Sure some might leave, but some might stay.

With your increased profitability, what could you do for the golden 20% of customers who provide you with 80% of your profits, that they would really value that no one else could afford to do, but that you now could.

Thanks, Very useful not only for us but other members too often overlooked.