Sales Management: Tools for Helping Your 3PL Make a Quantum Leap

Come roll up your sleeves and take part in TIA’s all-new interactive Marketing and Sales Management program. This workshop is divided into two distinct categories that are designed to aid you in auditing and improving your 3PL’s marketing and sales management activities. Think of how filling out over a dozen worksheets and answering over sixty questions about your 3PL’s marketing and sales management operations could jump-start your 3PL!

A small sample of the program's exercises is listed below:

• Pop Quiz! – Seven Key Questions on Sales Management Strategy
• Exercise: Marketing Audit Worksheet (25 questions)
• Exercise: Sales Rep Strategic Planning Interviewing, Hiring, & Training Worksheets (6 key steps)
• Exercise: Sales Rep Coaching Worksheets (3 worksheets)
• Exercise: Sales Rep Metrics & Motivators Worksheets

Instructor: James T. Kenny, Ph.D., Professor of Marketing, Western Illinois University

Dr. Kenny teaches and researches in the areas of Strategic Marketing, Professional Selling and Sales Management. During his eighteen years at WIU he has been nominated for Teacher of the Year twelve times and won twice.  Additionally, he has won two Faculty Excellence awards. He has published and presented dozens of papers in the areas of strategic marketing planning, transportation brokerage, and professional selling

Financial Management Strategies for Freight Brokers

This is a comprehensive course module designed to equip freight brokers with the essential financial skills and strategies needed to ensure the financial health and success of their brokerage operations. In the fast-paced and competitive world of freight brokerage, effective financial management is crucial for maintaining profitability, managing cash flow, and making informed business decisions.

This module offers a deep dive into the key financial aspects of running a successful freight brokerage. Through a combination of theoretical concepts, practical examples, and interactive discussions, participants will gain the expertise needed to analyze financial data, create budgets, manage expenses, and navigate financial challenges.

Module Highlights:

Introduction to Financial Management: Understand the significance of financial management in freight brokerage operations. Learn how effective financial strategies contribute to long-term success.

Financial Statements and Analysis: Learn to interpret financial statements such as income statements, balance sheets, and cash flow statements. Understand how to assess the financial health of your brokerage.

Budgeting and Forecasting: Develop skills in creating budgets and financial forecasts. Learn how to project revenues, expenses, and cash flow to guide strategic decisions.

Cost Control and Expense Management: Explore techniques for managing operating expenses, minimizing costs, and optimizing resource allocation.

Cash Flow Management: Understand the importance of managing cash flow to ensure operational continuity. Learn strategies to maintain a healthy cash flow balance.

Financial Metrics and KPIs: Identify and track key financial performance indicators (KPIs) to measure the success and growth of your brokerage.

Risk Management and Contingency Planning: Explore strategies for mitigating financial risks and creating contingency plans to address unexpected challenges.

Profitability Analysis: Understand the factors that contribute to brokerage profitability. Learn how to analyze profitability by client, route, and service.

Financial Tools and Software: Discover technology tools and software that streamline financial management tasks, from accounting to reporting.

Strategic Financial Decision Making: Learn how to make informed financial decisions that align with your brokerage's growth goals and operational needs.

By completing this module, participants will gain a solid foundation in financial management strategies tailored to the freight brokerage industry. Whether you're seeking to optimize cash flow, make informed financial decisions, or ensure the long-term financial health of your brokerage, this course equips you with the tools and insights to succeed in managing the financial aspects of your business. Join us on a transformative journey of financial mastery in the world of freight brokerage.

Instructor: Bart Hawley

Bart has over 20 years financial management and consulting experience for both international and domestic organizations, ranging in size from start-up to multi-national. His expertise includes business planning and analysis, operational budgeting and accounting, management reporting, cash management and treasury operations across various industries including telecom, energy and healthcare. 

Obtain industry-standard HR best practices from leading HR professionals that will fit different sizes of transportation businesses and learn how you can leverage third-party brokerage operations to successfully serve your customers.

Instructors: Beth Carroll, Founding Partner, Prosperio Group

Beth is the founding partner of Prosperio Group, a business consulting firm that focuses on the strategic management of compensation for global transportation & logistics companies. Beth is based in Chicago, IL and has over 20 years’ experience developing incentive compensation plans for companies across the globe in a variety of industries. Beth has completed projects with more than 160 T&L companies. Prosperio Group prides themselves on building lasting relationships with their clients, helping clients refine their business strategy, improve organization structures for maximum efficiency, and tie it all together with effective incentive compensation plans. Beth holds a BA from Bucknell University, an MA from The University of Chicago, an MBA from Northwestern University, and is a World at Work Certified Global Remuneration Professional. Beth is a member of the TIA, TMSA, CSCMP, IANA, NITL, IANA, WERC, and is a frequent author for the Logistics Journal and regular speaker at TIA events.

Charlie Saffro, Principal, CS Recruiting, LLC

Charlie has over eight years of specific experience in Recruiting within the Logistics and Transportation space. She has worked with many small to medium sized businesses, as well as with Fortune 500 companies. Clients have included Third Party Logistics providers (3PL’s), Non-Assed Based, Asset Based, Light Asset Based companies, and Transportation technology companies/TMS providers. Charlie has experience filling positions of all levels; including C Level and Executive positions, Management roles, Customer Sales, Carrier Freight Sales, Operations Management, Entry Level and call center positions.

CS Recruiting’s goal is to partner with clients and candidates to develop long lasting relationships.

Legal Excellence in Freight Brokerage: Navigating Contracts & Agreements for Executive Leaders

Description: This is a specialized course module designed to empower executive leaders within the freight brokerage industry with the knowledge and skills to navigate complex legal aspects related to contracts and agreements. In the ever-evolving landscape of transportation and logistics, a strong grasp of legal considerations is essential for ensuring compliance, mitigating risks, and driving business success.

This module delves deep into the intricacies of legal management within the context of freight brokerage operations. Through a combination of in-depth discussions, real-world case studies, and interactive workshops, executive leaders will gain insights into crafting, reviewing, and executing contracts and agreements that align with industry standards and legal requirements.

Module Highlights:

Contract Fundamentals: Develop a solid understanding of the essential elements of contracts and agreements. Explore the types of contracts commonly used in the freight brokerage industry.

Drafting Effective Contracts: Learn best practices for drafting contracts that accurately represent the terms, conditions, and expectations of all parties involved. Explore language that minimizes potential disputes.

Negotiation and Contract Review: Explore negotiation strategies for achieving favorable contract terms. Understand the importance of meticulous contract review to identify potential legal pitfalls.

Contract Management Systems: Discover technology tools and systems that streamline contract management, ensuring accurate storage, retrieval, and renewal of contracts.

Liability Management: Understand the allocation of liabilities and responsibilities within contracts, including insurance considerations and indemnification clauses.

Dispute Resolution Strategies: Learn about alternative dispute resolution methods, such as arbitration and mediation, and how to include dispute resolution provisions in contracts.

Carrier Contracts and Relationships: Explore the legal aspects of carrier contracts and the nuances of managing relationships with carriers while adhering to contractual obligations.

Client Contracts and Expectations: Understand how to structure client contracts that align with brokerage services and deliverables, while managing client expectations.

Mitigating Legal Risks: Develop strategies for identifying and mitigating legal risks in contract negotiations and agreements.

Upon completion of this module, executive leaders will possess the legal acumen and strategic insights needed to manage contracts and agreements effectively, fostering compliance, reducing legal risks, and enhancing business relationships. Whether you're leading a brokerage or a key department within the industry, this course equips you to navigate legal complexities with confidence and contribute to your organization's success. Join us on a transformative journey of legal excellence in freight brokerage leadership.

Instructor: Chris Meazell, Professor at Wake Forest School of Law

Chris Meazell brings a broad background to Wake Forest School of Law. Once a professional musician, Chris went on to become a partner at one of the largest and most diverse media and communications law practices in the United States, with expertise in areas such as intellectual property litigation, media and First Amendment, risk management and regulatory matters. Chris' work at Wake Forest is focused on the evolving nature of the media and the legal profession. Chris also continues to actively practice law in Washington, D.C. 

Essentials of Supply Chain Management for Freight Brokers

This is a comprehensive course module designed to provide freight brokers with a foundational understanding of supply chain dynamics and their critical role within it. In today's interconnected and globalized world, effective supply chain management is key to success in the freight brokerage industry.

This module introduces participants to the fundamental concepts, principles, and practices of supply chain management as they pertain to freight brokerage operations. Through a combination of theoretical knowledge, practical case studies, and interactive discussions, participants will develop the expertise needed to optimize supply chain processes, enhance customer experiences, and drive operational efficiency.

Module Highlights:

Introduction to Supply Chain Management: Gain a comprehensive overview of supply chain management, its components, and its significance in modern logistics.

Supply Chain Mapping: Understand the end-to-end flow of goods, information, and funds within supply chains. Learn how to map and analyze complex supply chain networks.

Key Players in the Supply Chain: Explore the roles of various stakeholders, including manufacturers, shippers, carriers, distributors, and retailers, and how they interact within the supply chain.

Supply Chain Integration: Learn how to foster collaboration and integration among supply chain partners to streamline operations and improve overall efficiency.

Order Fulfillment and Customer Service: Understand how order processing, picking, packing, and shipping contribute to exceptional customer service.

Technology and Supply Chain Visibility: Discover technology solutions that provide real-time visibility into supply chain activities, enhancing tracking and communication.

Risk Management and Resilience: Explore strategies for identifying and mitigating risks in the supply chain, including disruptions, delays, and unforeseen events.

By completing this module, participants will gain a strong foundation in supply chain management concepts and practices that directly impact the success of their freight brokerage operations. Whether you're new to the industry or seeking to enhance your understanding of supply chain dynamics, this course equips you with the knowledge and insights needed to navigate the complexities of modern logistics and provide value-added services to clients. Join us on a journey of supply chain mastery in the realm of freight brokerage.

Instructor: Joe Hanna, Ph.D., Associate Professor of Logistics, Auburn University

Joe B. Hanna (PhD. New Mexico State) currently serves as Professor of Supply Chain Management at Auburn University.  Dr. Hanna is active in the undergraduate and graduate programs and also participates in Auburn’s executive and customized MBA programs.  In addition, he is active in executive education, having consulted with several firms including Hyundai, Menlo Logistics and others on various supply chain related topics.  In addition, Dr. Hanna has served as an expert advisor and witness in hearings involving the acquisition process and the use of 3PL’s to conduct supply chain services.

Dr. Hanna has been fortunate enough to be recognized for excellence in research, teaching, and outreach by Auburn University and has received a distinguished educator award from an international organization focusing on transportation related issues.  He is also an active member of several professional organizations including the Transportation Intermediaries Association and has been active in various educational endeavors for TIA.  Dr. Hanna can be reached via e-mail at [email protected]

Leadership Skills to Enhance Your 3PL Career

Come participate in TIA’s all-new interactive Executive Leadership Program and learn how to apply the knowledge and skills gained through this 3PL leadership skills module to enhance your career. The workshop focuses on applying the five practices of leadership and how you can influence your team to help grow your 3PL. The workshop is divided into two categories: highly interactive exercises designed to teach the material and case study applications structured around a 3PL. Think of how filling out over a dozen exercises, worksheets, and case studies will enhance your leadership skills.

A small sample of the 3PL Leadership Workshop goals, exercises and cases:

• Pop Quiz: Seven key questions about leadership.
• Goal: Learn the three core components of leadership.
• Goal: Learn to define leadership & management and when to apply each.
• Goal: Learn the five core behaviors of outstanding leadership.
• Exercise: Leadership and its direct impact on Management challenges.
• Case Study: Leadership and Management applied to a 3PL project.
• Case Study: Have a crucial conversation from a Leadership perspective.
• Exercise: Leadership accountability and its impact on firm results.
• Case Study: Leadership accountability and the development of sales teams

This interactive workshop is highly recommended for those individuals who would love to spend five hours in constant analytical thought, completing exercises and case studies that will assist them in the discovery of their personal leadership skills that will help enhance their already remarkable careers.

Instructor: James T. Kenny, Ph.D., Professor of Marketing, Western Illinois University

Dr. Kenny teaches and researches in the areas of Strategic Marketing, Professional Selling and Sales Management. During his eighteen years at WIU he has been nominated for Teacher of the Year twelve times and won twice.  Additionally, he has won two Faculty Excellence awards. He has published and presented dozens of papers in the areas of strategic marketing planning, transportation brokerage, and professional selling

The TIA Executive Leadership Development Program is comprised of six core areas of focus:

In-Person Event #1: April 10, 2024 at the JW Marriott Desert Ridge in Phoenix, AZ
Topic #1: Sales & Marketing Management
Presented by: Jim Kenny, PhD, Professor Emeritus, Western Illinois University

Virtual Event #2: April 30, May 1, and May 2 2024 from 2:00 pm ET - 3:30 pm ET
Topic #2: Essential Supply Chain Management Strategies
Presented by: Joe Hanna, Ph.D., Associate Professor of Logistics,Auburn University

Virtual Event #3: June 10 - 25, 2024
Topic #3: Financial Management Strategies For Your Business
Presented by: Bart Hawley, Director of Business Operations, Clifton, Larson, Allen LLP

Virtual Event #4: August 12 - 27, 2024
Topic #4: Legal Contracts & Agreements For Brokers
Presented by: Kent Britt, Vorys, Sater, Seymour, and Pease LLP

Virtual Events #5a&b: September 9 - 24, 2024 (5a) & September 23 - October 8, 2024 (5b)
Topic #5a: Organizational Design & Income Compensation For Freight Brokers
Topic #5b: Recruiting & Retaining Top Talent For Your Brokerage
Presented by: Beth Carroll, Prosperio Group (5a) & Charlie Saffro, CS Recruiting (5b)

In-Person Event #6: Friday, October 17, 2024
Topic #6: Business Leadership
Presented by: Jim Kenny, PhD, Professor Emeritus, Western Illinois University

Exam Date: Friday, October 17, 2024 

**Dates of topics subject to change based on instructor availability.

Please Note: Participants must complete ALL session requirements to complete the TIA Executive Leadership Development Program.