Carrier Logistics, Inc.

Trucking with CLI



 News, Products & Tips

June 2005 

in this issue

·  Annual Leadership Summit Dates Announced

·  Measure and Manage Customer Value To Increase Market Share and Improve Profits

·  Transportation Costing Group & Carrier Logistics: Partners for Your Profit

·  Out to Lunch Training Continues

·  Personnel News

·  Calendar of Events



Welcome to the June 2005 Carrier Logistics newsletter. In this edition you will find information regarding our annual Leadership Summit, which will be held in Tarrytown, NY on September 28 - 30. This gathering of executives from customer companies and carefully selected prospects has as its theme "Growing Your Trucking Business." With educational sessions focusing on sales, marketing and customer service, the event promises to be highly informative.

This edition also features an article by Steve Raschilla of MASTIOGALE Consulting on the importance of measuring and determining customer value. Steve will be a featured speaker at the upcoming Leadership Summit where he will present a two-part presentation on the subject.

Also of note is a description of the next "Out to Lunch" session and an updated schedule, an article on our very successful partnership with Transportation Costing Group and brief background on CLI's newest employee, Rainer Tauchert.

Have a nice summer and enjoy the issue.

Annual Leadership Summit Dates Announced

Annual Event for Transportation Executives Set for September

CLI's Annual Leadership Summit will be held September 28 - 30 once again at the exclusive Tarrytown House Estate in Tarrytown, NY. This by-invitation-only event is produced for executive-level leaders in the transportation industry. The theme this year is "Growing Your Trucking Business" and there will be a strong educational emphasis on sales, marketing and customer service. There will be keynotes, interactive workshops and lively roundtable discussions on hot industry topics. Once again it promises to be three days of learning, idea exchanging and networking.

The keynote speaker will be Paul DiModica, head of DigitalHatch, a firm that specializes and excels in sales and marketing consultation. DigitalHatch helps companies grow revenues through sales strategy and marketing advisement, as well as sales staff training. They believe for any business to succeed in the current marketplace, it must integrate its marketing, sales, strategy and strategic partnerships departments into one outbound program that hunts for new business from existing customers and new prospects. Clearly, those attending the program will leave armed with an action plan that will inspire them to make significant changes to help grow their businesses.

The exclusive Tarrytown House is located in the heart of the Historic Hudson Valley. Daily sessions will be held in state-of-the-art meeting rooms, while evening events will take place in magnificent parlors and staterooms in the property's two lush 1800s mansions. First-class service and elegant accommodations truly make this a desirable destination.

The program will begin Wednesday, September 28 with an opening evening reception and wrap on Friday, September 30 with a closing lunch. We've secured special weekend rates if you wish to stay and explore the local area or nearby New York City, which is just 30 minutes away.

Please remember that if you are invited to attend this program, you should RSVP as soon as possible. Last year's event was oversubscribed and there was a waiting list. Finally, bear in mind that all registration and meeting fees are sponsored by CLI. You are responsible only for your travel and hotel.

Click here for a preliminary agenda.

Measure and Manage Customer Value To Increase Market Share and Improve Profits

By Steve Raschilla, Vice President,

Will customers choose to buy from you or from your competitor? The question is fundamental; the answer is simple. In most cases, customers will choose the supplier whose products or services offer them the best value, i.e. the most useful benefits at the most reasonable prices. For this reason, the supplier that can offer superior customer perceived value generally experiences rising market share, rapid sales growth and improving profitability.

To become the supplier of choice, a business must become known for providing better value than that of the competition. Managing customer value involves coordinating products, prices, service, customer relationships, marketing communications and quality assurance in a strategically coherent and cost-effective way. The aim is to provide a superior package to customers - heavy on the important benefits, light on the fluff.

Market leaders know that customer perceived value can be measured and managed. Their customer value programs combine market research, expert opinion, customer relationship management and internal metrics to monitor what is important to customers and to provide insight into how the company benchmarks against competitors.

The concepts of customer value management originate from the 1994 book Managing Customer Value by Dr. Bradley T. Gale. In developing the book, Dr. Gale drew on his experiences that include extensive work with GE's strategic planning staff, a prominent role as a member of the original board of overseers of the Malcolm Baldrige National Quality Award and as head of the Strategic Planning Institute - a think tank dedicated to business strategy development.

Customer value concepts are deceptively simple:

  • Customers make buying decisions based on perceived value.
  • Value equals the benefits received relative to the cost of securing products or services.
  • Benefits include all non-cost attributes (i.e. product, service, relationship and image).
  • Benefits, costs and value are perceived relative to those of the competition.

To measure customer perceived value you must ask the market:

  • What factors matter to customers?
  • How much do these factors matter in driving purchase decisions?
  • How well do we perform relative to our competitors on these key factors?

Importantly, Dr. Gale's customer value analysis is supported by rigorous empirical evidence. During his work at the Strategic Planning Institute, he was responsible for managing the Profit Impact of Market Strategy (PIMS) database. This database contains years of data from approximately 3,000 business units in various markets. Using this data, Dr. Gale was able to test his strategic principle, observing strong correlations between customer value scores and market share and profitability.

Ask yourself the following question: If a competitor offers one of my highly satisfied customers a better value, would they switch suppliers? Delivering superior customer value is the key to growth and profitability.






Steve Raschilla will be a featured speaker at the CLI Annual Leadership Summit being held in Tarrytown, NY on September 28 - 30, 2005.

You can visit MASTIOGALE Consulting's website by clicking here. »


Transportation Costing Group & Carrier Logistics: Partners for Your Profit

Carrier Logistics has been partnering with the Transportation Costing Group (TCG) for many years now in an effort to provide customers with all of the advantages of Activity-Based Costing (ABC). While ABC is not a part of the FACTS™ system, our systems work seamlessly together, creating a win-win for our clients.

TCG was created in 1982 on the premise that managers of freight transportation companies would place great value on a service that helped them operate their business more efficiently, more competitively and more profitably. The initial service that was designed and developed was a sophisticated, activity-based individual shipment costing model that enabled Less Than Truckload (LTL) motor carriers to function successfully in the then newly deregulated environment.

Time has proven that TCG's premise was correct. They have gone on to continually enhance and broaden the applications of the initial system, and have expanded their software offerings to other products including truckload and LTL loaded-to-ride cost systems and auto-rating as an integral part of the costing process.

The LTL Cost Information System (CIS) is a comprehensive computer model developed by TCG, which is customized for individual motor carriers who provide LTL/TL service via a terminal network. CIS combines carrier traffic and financial information with carrier and/or industry performance standards to develop the cost of individual shipments. The system processes freight bills or user-built shipment description files to provide accurate, specific cost information for pricing, traffic analysis, profitability analysis and operations/productivity analysis.

TCG and CLI: Six letters that mean increased efficiency and better profitability for our clients. For more information on TCG, please click on the link below.

Click here to visit the TCG website. »


Out to Lunch Training Continues

Following is the "Out to Lunch" schedule for the coming weeks:



June 24 12:00pm EST

Outbound Operations Overview

July 8 12:00pm EST

ProBill Data & Rate Auditing

Next week's session will focus on Outbound Operations. The areas to be covered include Call Logging, Daily Reset, Global Views, Routing (methods to send to Agents/Drivers), Dispatch Daily Functions, Confirmations and POD Info.

Remember, "Out to Lunch" sessions are a great and inexpensive way to learn how to maximize your CLI software. Limited to one hour, this training is a terrific opportunity for you and your team to get up-to-speed on the FACTS™ system.


Do you have a topic that you would like covered in a future "Out to Lunch" session? Please send it to

The fee for each session is $75. If you need more than one connection to the conference call, each additional connection is $30. This additional fee covers the conference call and the WebEx cost, both priced by user. For questions or to register for either of the above sessions, please either reply to this e-mail or send an e-mail to Registration is required at least 24 hours in advance as we may need to increase the number of connections required for a given session. Please supply the following when you register: Company Name, Your Name, E-mail Address, Phone Number and Topic.


Personnel News

CLI is pleased to announce that Rainer Tauchert has joined its Training Department. Rainer was previously employed by G.O.D. Trucking and possesses expertise in LTL Operations, including P&D Management and Line Haul Management. Prior to working at G.O.D., Rainer worked for A-P-A Transport Corporation. The combination of Rainer's background and his Operations expertise makes him a great resource for CLI customers and a terrific addition to our Training Department.

Please join us in welcoming Rainer to the company.


Calendar of Events




June 22 - 24

SMC³ 50th Annual Summer Meeting

Savannah, GA

June 26 - 28

NAFC 2005 Meeting

Nashville, TN

Sept. 28 - 30

CLI Annual Leadership Summit

Tarrytown, NY

Oct. 2 - 5

ATA Safety & Loss Prevention Annual Conference

Miami, FL

Oct. 15 - 19

2005 ATA Management Conference & Exhibition

Boston, MA

Oct. 16 - 19

2005 Loss Prevention Conference

Atlanta, GA

Oct. 20 - 22

ExpoCam 2005

Montreal, QC

Nov. 12 - 16

NITL 98th Annual Meeting & TransComp 2005

Anaheim, CA


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Carrier Logistics Inc. · 220 White Plains Road · Tarrytown · NY · 10591