Supply Chain Café: Value Selling in Logistics
Value Selling in Logistics. What is it about and when does it (not) work?
Supply Chain Café by PICS Belgium #9
Supply Chain Café by PICS Belgium is a new initiative of PICS Belgium, oriented to members and domain experts, with the goal to distribute knowhow discussing amongst peers. The PICS Supply chain Cafés are 1 hour’s interactive lunch sessions, where an industry expert is invited to present a supply chain topic in 20 minutes, followed by a lively debate among all participants.
Value Selling in Logistics
The market for logistics services has become more and more commoditized over the years. Buyers often have access to valuable market intelligence. And shippers typically prepare well when it comes to the sourcing of logistics services. They increasingly use sophisticated procurement techniques.
As a consequence, rates may be under pressure if a provider doesn’t stand-out from the crowd. And yet rates not always have to be the lowest for winning the business. A customer’s transactional buying approach may not necessarily provide them the optimal result. Shippers usually have bigger needs. If providers can discover those, they may help their customers achieve their goals. And clients often don’t mind paying a premium when their life is made easier.
In this Supply Chain Café session, Jasper Verburg will introduce key fundamentals of Value Selling in Logistics. What is it about? When does it work? When does it not work? And why can it be so powerful, both for service providers and their clients alike?
If you want to understand more about wat Value Selling in Logistics is about… If you wish to share your own opinion and experience… If you want to learn from others… Whether you are a provider of logistics services, a shipper… Or you simply are just interested:
Jasper Verburg works as a freelance Project & Interim Manager and has a background in logistics and supply chain management. He helps organizations improve their sales effectiveness and is an expert in value selling in logistics. He has trained the commercial teams of several providers. Jasper also helps organizations deliver their client promises through effective implementation and efficient running of their operations. Animated by Jan De Kimpe, VP PICS Belgium