We use cookies to provide you with a better experience. By continuing to browse the site you are agreeing to our use of cookies in accordance with our Cookie Policy.
  • INDUSTRY PRESS ROOM
  • ABOUT
  • CONTACT
  • MEDIA FILE
  • Create Account
  • Sign In
  • Sign Out
  • My Account
Free Newsletters
  • MAGAZINE
    • Current Issue
    • Archives
    • Digital Edition
    • Subscribe
    • Newsletters
    • Mobile Apps
  • TRANSPORTATION
  • MATERIAL HANDLING
  • TECHNOLOGY
  • LIFT TRUCKS
  • PODCAST ETC
    • Podcast
    • Webcasts
    • Blogs
      • One-Off Sound Off
      • Global Logistics and Risk
      • Empowering Your Performance Edge
      • Analytics & Big Data
      • Submit your blog post
    • Events
    • White Papers
    • Industry Press Room
      • Upload Your News
    • New Products
      • Upload Your Product News
    • Conference Guides
    • Conference Reports
    • Newsletters
    • Mobile Apps
  • DCV-TV
    • DCV-TV 1: News
    • DCV-TV 2: Case Studies
    • DCV-TV 3: Webcasts
    • DCV-TV 4: Viewer Contributed
    • DCV-TV 5: Solution Profiles
    • Parcel Forum 2022
    • MODEX 2022
    • Upload Your Video
  • MAGAZINE
    • Current Issue
    • Archives
    • Digital Edition
    • Subscribe
    • Newsletters
    • Mobile Apps
  • TRANSPORTATION
  • MATERIAL HANDLING
  • TECHNOLOGY
  • LIFT TRUCKS
  • PODCAST ETC
    • Podcast
    • Webcasts
    • Blogs
      • One-Off Sound Off
      • Global Logistics and Risk
      • Empowering Your Performance Edge
      • Analytics & Big Data
      • Submit your blog post
    • Events
    • White Papers
    • Industry Press Room
      • Upload Your News
    • New Products
      • Upload Your Product News
    • Conference Guides
    • Conference Reports
    • Newsletters
    • Mobile Apps
  • DCV-TV
    • DCV-TV 1: News
    • DCV-TV 2: Case Studies
    • DCV-TV 3: Webcasts
    • DCV-TV 4: Viewer Contributed
    • DCV-TV 5: Solution Profiles
    • Parcel Forum 2022
    • MODEX 2022
    • Upload Your Video
Home » Blogs » Chris Jones on Best Practices » A Commercial Is Worth a 1,000 Logistics Words

Chris Jones on Best Practices
Chris Jones on Best Practices RSS FeedRSS

Chris jones
Chris Jones is Executive Vice President of Marketing and Services at Descartes Systems. Jones has spent more than 30 years working with manufacturers, retailers, distributors, and logistics providers to improve their supply chain operations. One of his primary missions is to identify and leverage new and counter intuitive activities that make a difference in the business. Jones has held senior positions at Kraft Foods, Descartes, and Gartner. He has a B.S. degree in Electrical Engineering from Lehigh University.

A Commercial Is Worth a 1,000 Logistics Words

August 23, 2018
Chris Jones

When logistics technology is used to transform the customer experience, it has the ability drive revenue and competitive advantage. Even though there are numerous examples of the power of logistics technology, most logistics organizations have a tough time selling the value of logistics to the sales and marketing organizations. So how do leading companies actually use their logistics technological prowess to promote its service value in its market? Let’s take a look at a great commercial from down under. Nothing like Aussie humor to drive home the customer value of logistics technology.

The commercial is from Origin Energy, Australia’s leading provider of propane to residential and commercial customers. Seeing that their customers do not run out of propane is the top priority for the company. Origin has taken this delivery challenge and turned it into a strength, promoting their delivery notification solution as a value-added service in this commercial:

In the commercial you can see how they are increasing customer engagement and satisfaction by letting the customer track their delivery in real-time. Logistics technology is the heart of the solution. Through a combination of intelligent route planning and real-time GPS enabled mobile solution, Origin has the information they need to run their operation more efficiently and provide the customer with valuable information during the delivery process. The challenge for many logistics organizations is to go beyond the former and educate sales and marketing on the value of the latter.

There is another benefit to Origin Energy to engage the customer during the delivery process. One of its biggest challenges to successful delivery is ensuring safe access to the customer propane tank or cylinder location. In many cases these are in restricted access locations that need to be opened by the customer prior to the delivery time. In addition, there is the pet dog problem. While your pooch may be as friendly as mine, many must be restrained so the driver can conduct his or her work safely.

In the animation below, Origin Energy does a phenomenal job explaining to customers the engagement process and its value to the customer and company. For anyone considering using a notifications process, this is a fantastic example of an end-to-end process. Notice the number of touches. Many companies are reticent to have this level of contact, but in Origin Energy’s case, they do a great job guiding the customer through the process and help to ensure that the customer does their part in making the delivery successful.

The propane market is tough, because the only two ways distribution companies can compete is through price and service. Even price is a tough place to sustainably compete as there is little barrier for competitors do the same. That’s why service — which is mostly logistics-based service —  is so important. The lesson for everyone is that companies that perform the best know how to take logistics technology beyond operations and make it a sales and marketing asset. How is your company employing logistics technology to make a sales difference to your customers? Let me know.

Most Popular Articles

  • Fred Smith is not worried about Amazon

  • Outlook 2023: What’s in store for logistics/supply chain?

  • Ports, maritime operators see tide turning as ocean freight tsunami subsides

  • In Person: Steve Beverly of Penske

  • InPerson interview: Rob McKeel of Fortna

Now Playing on DCV-TV

89cfed30 8aac 4284 960d c8c8c1886e16

Have you checked your read rate lately?

DCV-TV 4: Viewer Contributed
No reads. Unaccounted for boxes. Boxes sent to the wrong place. A logistics nightmare! But this nightmare doesn’t have to come true. SICK’s linear line scan camera is what dreams are made of for your logistics operations. And if you’re worried about motion and vibration from conveyor belts...well, there’s no reason...

FEATURED WHITE PAPERS

  • The five best applications for robotic lift trucks in warehouse environments

  • Fulfillment Facility Improved Efficiencies by 4x

  • 3PLs: Complete Orders Faster with Flexible Automation

  • Reusable Packaging for the New Wave of Supply Chain Automation

View More

Subscribe to DC Velocity Magazine

GET YOUR FREE SUBSCRIPTION
  • SUBSCRIBE
  • NEWSLETTERS
  • ADVERTISING
  • CUSTOMER CARE
  • CONTACT
  • ABOUT
  • STAFF
  • PRIVACY POLICY

Copyright ©2023. All Rights ReservedDesign, CMS, Hosting & Web Development :: ePublishing