Sales and Business Models in the Logistics Industry

The logistics industry is changing rapidly. In this fiercely competitive sector, predominantly static sales organizations are working hard at keeping their companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT systems, but also rely on suboptimal commercial structures. Most companies have fallen far short of their earnings potential, especially during the high freight rate increases of recent years, and in terms of sales volume, they are no longer growing at a sufficient pace or are even risking their continued existence. This book studies how logistics service providers can develop powerful strategies for sustainable growth and position themselves for future success. The author outlines these new rules using examples and step by step guides to take readers through the emerging trends and to outline strategies required to meet the changing demands of the future. The book also makes clear how logistics companies can establish a lasting high-performance culture among their sales teams and how to succeed in winning over sales staff and retaining them in the long term. The author Alexander Nowroth is Managing Partner of LEBENSWERK CONSULTING GROUP based in Düsseldorf, Germany. His consulting clients range from well-known corporations to large family-owned enterprises, all benefiting from his international experience in the shipping and logistics industry.

This book shows how logistics service providers can develop viable strategies for sustainable growth and thus position themselves for the future. The logistics industry is changing rapidly, and in this one of the most fiercely competitive industries, predominantly stationary distribution organizations are helping to keep their own companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT, but also a deficient distribution structure. Especially during the high rate increases of recent years, most companies fell far short of their earnings potential. In terms of volume, they are no longer growing at a sufficient rate or are even risking their continued existence.The author explains the new rules for success in the logistics industry using examples and shows step by step which trends the future will bring and which strategies must be used to meet these demands today. The book also makes clear how logistics companies can establish a lasting high-performance culture in their sales department and how they can succeed in winning over sales staff and retaining them in the long term.

Alexander Nowroth is Managing Partner of the Lebenswerk Consulting Group based in Düsseldorf. He looks back on an international career in the shipping and logistics industry, which has taken him to senior positions in Germany, South Africa and Australia with companies such as Maersk Line, DB Schenker and Dachser. For about five years, he has been advising well-known corporations and medium-sized companies, including Imperial Logistics, cargo-partner, Saint-Gobain and Schaeffler, on the creation and establishment of high-performance distribution organizations. Furthermore, he deals with innovative digital business models and strategies with which logistics service providers can significantly improve their competitive strength. In addition to his consulting work, Alexander Nowroth is a guest lecturer for an executive MBA program and holds a seat on the advisory board of Fontys Venlo University of Applied Sciences. He regularly publishes specialist articles and podcasts, including in the "Deutsche Verkehrs-Zeitung", in the publications of the Bundesvereinigung Logistik (BVL) e.V. and the Bundesverband der Vertriebsmanager e.V. He is also a sought-after speaker.