Sales Guide Shipping Solved

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1 . Sales Guide Shipping Solved

2 Getting to know the Shipping Business Glossary of Terms: TMS: TMS stands for Transportation Management System. A transportation management system (TMS) is a subset of supply chain management focusing on transportation operations. A TMS handles both inbound (procurement) and outbound (shipping) orders and provides the user a variety of suggested delivery solutions that are based on time and cost. This allows users to the select a delivery option that best meets their time and cost requirements. LTL: Is the abbreviated term for Less than Truck Load. Less than truckload (LTL) shipping is the transportation of relatively small freight. LTL shipments typically weigh between 151 and 20,000 lb (68 and 9,072 kg). Less than truckload couriers collect freight from various shippers and consolidate that freight to ship on semi-trailors to make shipping using tractor tailors (semi s) more economical. Courier: Refers to the organization that is delivering the item to the recipient on behalf of the sender. Industry leading couriers include Fedex, UPS, DHL, Loomis, Canada Post, Purolator and USPS Waybill: A Waybill is a document issued by a courier giving details and instructions relating to the shipmen of goods. Typically it will show the names of the sender and recipient, the point of origin of the shipment, its destination, and the route. Bulk Manifest: Is a document used to record information for the mailing of multiple parcels. Items being shipped within Canada, except prepaid products and domestic Bills of Lading, must be tendered with a Bulk Manifest. BOL: BOL stands for Bill of Lading. It is a document used in the transport of goods by sea. The principal use of the Bill of Lading is as a receipt issued by the courier once the goods have been loaded onto the vessel. This receipt can be used as proof of shipment for customs and insurance purposes, and also as commercial proof of completing a contractual obligation. Customs Brokerage: Involves the "clearing" of goods through customs for businesses. This involves the preparation of documents and/or electronic submissions, the calculation and payment of taxes, duties and excises, and facilitating communication between government authorities and businesses shipping into foreign countries.

3 Getting to know 2Ship Glossary of Terms: Web-Hosting: Is used to describe the latest in software and application distribution technology. In this model, customers don t have to buy, install, update, maintain, backup or support the shipping software they use. Rate Shopping: Comparing prices and delivery times from multiple couriers to determine the fastest service and/or the cheapest price. 2Ship Base Configuration: The 2Ship base configuration (Small Business and Enterprise) is a simplified shipping page designed to display only the mandatory fields required during the shipping process. Each section of the shipping page deals with a piece of mandatory shipment information (sender name, recipient name, address, postal code, dimensions etc.). Tool Tips are embedded into the shipping page to help explain what information is required to complete a shipment. Address Validation: Validate shipping information prior to label generation to eliminate unnecessary surcharges and shipping delays. Administrator Visibility: Users and Administrators can track shipments through the user interface providing a complete view of all shipments in transit each and every day. 2Ships unique operation control panel allows authorized users to see and update delivery status and times with couriers that allow real-time tracking. You can also see shipping status manually through 2Ship operations if required. Returns Management: Control what can be returned, when it can be returned, where it returns to, the service to be used for the return and who should pay for the return all at the time of outbound shipping. This feature allows users to send out return labels electronically (by ). The end result is cost certainty for your business as the service and the price to return an item is controlled by the shipper, rather than by the recipient. Cross Border Consolidation: Consolidate all international shipments into a single delivery to the border, get single customs clearance and pre-label international shipments with labels from the destination country so that your packages can be delivered without delay once they cross the border. Save around 40% of international shipping fees through Cross-Border Consolidation. Virtual Distribution: Virtual Distribution works together with Cross Border Consolidation. Virtual Distribution allows the user to complete the international shipping documentation/labels required by shippers in other countries. This eliminates the need for a distribution facility within other countries or the additional third party fees you will be charged for receiving and handling freight by couriers in the countries you are shipping to. On-Hold Processing: Pre-ship each order and have other users generate shipping labels at order completion. This allows shipments to be entered in advance by users from any location. This way other departments can set up shipping requests remotely. The mailroom and/or warehouse can print the shipping labels for all shipments stored in the On-Hold screen. Logistics Policy Enforcement: Control who can use what service by pre-setting, restricting or defaulting access to shipping services. This allows companies to control all shipping activities at any location by standardizing what services are to be used, then setting the user preferences of each license (user) to ensure these policies are enforced.

4 FastShip Templates: Shipping templates allow users to set-up and store shipment options for rapid repeat processing. For instance, if you consistently ship international documents using the same package and shipping services, a template with all of these options may be set up and saved. This way any time a document needs to be shipped internationally, the template is loaded, the recipient is selected and the labels are generated quickly and easily. Alert/Delivery Notifications and Confirmations: e-alerts can be automatic or manual and contain all relevant shipment, package and estimated delivery date information for every shipment. Alerts may be set to take place on every shipment or generated manually as needed. Alerts can be sent to an unlimited number of recipients. Electronic Brokerage: Allows users to automatically submit customs clearance data to save of brokerage fees and fast track international shipments. LogistiG8: LogistiG8 is a self contained, electronic invoicing, auditing and reporting solution for businesses with advanced reporting requirements. Electronic Invoicing: LogistiG8 will convert your paper invoices into digital files to provide users with full insight into courier invoice charges. Create an unlimited number of customized reports and set up cost allocation preferences so that invoices for all shipments are automatically assigned to their relevant cost centers/departments. Auditing and Reconciliation: LogistiG8 audits every shipment on 12 different levels to ensure payments include only accurate and billable charges. Any disputed shipments are added to the electronic remittance file for each courier invoice as required by each courier. The marriage of 2Ship with LogistiG8 provides users with automated reconciliation of shipment histories and rate quotes with invoiced shipment charges to ensure the best invoice accuracy in the industry. On average our automated auditing and reconciliation tool will find and report an invoice discrepancy rate between 2% and 8%, meaning customers are overpaying on 2-8% of their shipping invoices.

5 Getting the sales cycle started Many sales professional develop a set "pitch" they use to present the features and benefits of a product. While this simplifies the opening approach to new customers, it is often less effective than a more individualized approach. You will be much more successful if you begin the sales cycle by determining your prospect's needs or wants rather than making an assumption that "one size fits all. Use that first minute or two to ask questions. Find out what your customer is looking for and what is important to them. Then you'll be able to make a customized pitch that focuses on your prospect's priorities. This approach is much more likely to create a satisfied customer who will return to you time after time, and recommend you to their friends and associates as well. What Question s do I ask? First, determine what they are shipping a) What are you shipping? Examples: books, medication, cosmetics, business products, other consumer products, etc. Next, determine how they are processing their shipments a) How do you prepare your documents? Manually: If shipments are prepared manually, focus your pitch on automation, rate shopping and cost control. Electronically: If the customer is using EST or a courier supplied terminal, focus your pitch on shopping for the cheapest and/or the fastest service, invoice auditing and price reductions. b) Do you prepare the shipping documents in advance? Do other departments send shipments to a central shipping department? This signals the need for a feature add-on (OnHold Processing/Virtual Distribution Tool) This signals an up-sell opportunity to sell the OnHold Processing/Virtual Distribution Add-On c) Do you include a printed return label with your shipments? This signals the need for a feature add-on (Returns Management Feature) This signals an up-sell opportunity to sell the Returns Management Add-On Now, confirm how many employees process shipments, how many locations send out shipments and how many items are shipped each month a) How many people are involved in processing shipments? b) How many locations do you have? Do they all send out shipments? c) How many shipments do you do on average each month? These questions will allow you to: - Identify the license option (Small Business or Enterprise) - Identify the number of licenses needed - Identify the number of locations

6 Then, confirm the number of couriers currently being used a) Do you use on or two couriers most of the time? If the customer standardizes on one courier because they think they have the best pricing across all services they are likely incorrect. By standardizing like this they are likely ignoring that other couriers could be better in certain services. By having access to other options they can be confident they are getting the best price ALWAYS. They are either using one courier or they are already using a rate shopping tool. Focus your pitch on the low cost to use 2Ship and the elimination of IT and support costs. b) Do you use multiple couriers? Do you always use the best price? Do you have specific couriers for the specific shipments? This type of customer will have to source information from multiple systems or websites, and/or create different labels and BOL's for every courier change on those systems. 2Ship maintains all address books in one place and standardizes all information on one system. Using a single platform makes the pricing and labelling process easier, saves time, and provides accurate, real-time data all the time. This signals the need for a rate shopping tool. Adding a network of couriers gives the customer more options to save money by comparing service types and costs, that might be slightly less expensive or the same price for a faster service. (example, FedEx Priority Overnight (by noon) vs. Purolator Express (by 10:30am) Determine where the customer ships to? a) Do you ship within Canada only? If the customer is shipping with Canada only, focus your pitch on shopping for the cheapest and/or the fastest service, invoice auditing and price reductions. b) Do you ship outside of Canada too? This signals the need for a feature add-on (Cross-Border Consolidation/Virtual Distribution Tool) Next, determine if costs are being allocated to specific internal Departments a) Do you allocate and track costs to individual departments within your organization? This signals the need for a feature add-on (LogistiG8 management and reporting) This signals an up-sell opportunity to sell Automatic Cost Allocation and electronic invoice generation (LogisticG8)

7 Finally, confirm the hardware the customer is currently using a) How do you weigh your outbound shipments? If the customer uses a scale, be sure to confirm the make and model and recommend they continue to use it. If they use dimensions, this is an opportunity to add a Mailing System to the deal. Using weight to calculate postage is cheaper than using dimensions as couriers add extra weight (and extra cost) to items that do not use weight to calculate the shipping cost. By using the scale included with our Mailing Systems you can now talk about the customer s mail. b) How do you print your labels? If the customer uses a printer, be sure to confirm the make and model and recommend they continue to use it. If they use hand written labels, this is an opportunity to sell a printer. In competitive/price sensitive situations, you can reduce the cost of the solution by using a desktop printer that the customer already uses to print other business documents. Be sure to confirm the make and model and recommend they continue to use it. c) Do you have a PC in your shipping area? Be sure to confirm the make and model and recommend they continue to use it. A PC is needed to access the shipping tool online. A few words on Courier prices We do not sell discounts on courier prices. We sell a platform that provides access to unlimited courier services. Cost savings are generated by rate shopping, policy enforcement and invoice auditing If a customer would like access to courier rates and does not want to contact the courier to set up an account we will provide courier prices at published list prices. You are now ready to configure a 2Ship solution that will meet the specific needs of your prospect.

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