Homburg & Partner illuminates deficits in sales of logistics companies

“More than 70 per cent of the logistics companies in the German-speaking area need to catch up in sales“
 
More than 70 per cent of the logistics companies in Germany, Austria and Switzerland do not exploit their sales potentials. The reasons therefore are manifold: Severe lacks can be found with systematic sales planning, clear directions for discounts as well as in effective sales controlling. This is the result of the study conducted by the management consulting Homburg & Partner and the chair for Marketing of the University of Nürnberg-Erlangen.
 
According to the study the enterprises of all four sub-industries air and ocean freight, land transport, contract logistics as well as courier, express and parcel service show severe deficits. “Barely one company reached top values. Compared to other industries, we see enormous development potential for logistics sales“, says Dr. Thomas Lüers, Head of the competence centre transport & logistics of Homburg & Partner. In total the road transport companies score well compared to other sectors. Contract logisticians in turn exploit their sales potential least.
 
The study shows also the most important control levers to increase the sales performance. “Logisticians with the best results focus on promising industries and target groups, use efficient sales structures, define clear targets and control them more stringent than complex sales controlling systems“, says Dr. Lüers.
 
In the frame of the study sales managers from 40 enterprises were interviewed. A sales-excellence approach specially designed for the logistics industry formed the basis of the survey. It structures the central management tasks in the logistics sale into five core elements: Market Insights & Sales Strategy, Sales Structure, Sales Force, Sales Operations & Relationship Management and Sales Information & Sales Controlling. There are checklists for each of these segments, allowing to exactly classify one’s own sales professionalism and show best practices and action fields.

Quelle: LogEastics

Portal: www.logistik-express.com