The TIA 2020 Capital Ideas Conference & Exhibition will feature four (4) pre-conference seminars where attendees can hear from industry experts on topics including compensation plans, business strategies, contracting, and claims.
Pre-Conference Seminars Will Be Held Wednesday, April 1 from 7:30 AM - 2:30 PM.
BUILDING THE BEST 3PL: GETTING YOUR ORG STRUCTURE & COMPENSATION PLANS RIGHT IS CRITICAL!
There are many organizational models used by 3PLs, from cradle-to-grave and the “Chicago Model,” to Pod Structures. Additionally, we are at the dawn of the next new technological sea change that is going to radically change how all 3PLs operate. Whether your 3PL is primarily a technology play focusing more on the software, or you are running a traditional model but seeing old rules change because more can be done through automation, you need to consider the roles your organization needs, the process flow between those roles, the right accountabilities for each role, and the proper compensation plans for those roles to drive the RIGHT results based on your current strategic needs. And of course, your compensation plans must be flexible enough to adapt to future changes and market swings, such as we saw between 2018 and 2019.
This pre-conference seminar will help you understand the complex dynamics that exist in this world as they relate to organizational structures and compensation design. One size TRULY does not fit all.
This Pre-Conference Seminar Will Be Presented By Beth Carroll, Managing Principal at Prosperio Group.
SALES STRATEGIES FOR 3PLS: HOW TO INCORPORATE A BUYER-BASED SALES STRATEGY INTO YOUR 3PL
Is your Sales Team still using features and benefits based sales model? If so, they are losing ground to your competitors. Training and coaching that never teaches how the buyer makes a decision and how a salesperson needs to work within these parameters will come up short in today's 3PL marketplace. This seminar uses research that teaches how a shipper buys 3PL services, what process they expect from a professional salesperson, and how to incorporate a question-based sales approach over the phone.
BONUS: This seminar will also cover how to develop a shipper-based presentation if you are making a face-to-face sales call.
This Pre-Conference Seminar Will Be Presented By Jim Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University.
CONTRACTING FOR TRANSPORTATION & LOGISTICS SERVICES
An intensive program on the practical and legal aspects of contracting for transportation and logistics services. Learn different techniques for drafting and negotiating transportation contracts, such as the “do’s” and “don’ts” of contracting. Attendees will also review important legal principles, statutes, and regulations affecting the contracting process, such as the liability of a 3PL for freight charges and cargo liability, as well as a "walk through," in-depth discussion of actual contract provisions, terms and conditions contained in 3PL-Shipper and 3PL-Carrier contracts.
This pre-conference seminar will provide attendees with a unique opportunity to discuss their specific contracting problems and issues with a knowledgeable transportation attorney.
This Pre-Conference Seminar Will Be Presented By Raymond Selvaggio, General Counsel at Transportation & Logistics Council, Inc.
FREIGHT CLAIMS IN PLAIN ENGLISH
This is a “soup-to-nuts” seminar covering a wide range of issues and topics related to freight claims and freight claim recovery, such as the basics of liability for loss and damage to freight in transit, bills of lading, burdens of proof, defenses, damages, limitations of liability, time limits, liability of freight forwarders, 3PLs, warehousemen, and other intermediaries, as well as potential liability for personal injury in the face of a negligent hiring claims. This course is highly recommended for both beginners in the field of freight claims as well as experienced claims professionals. Seminar registrants will also receive a copy of the two-volume text along with their registration. This pre-conference seminar is based on the popular 4th Edition of Freight Claims in Plain English, authored by George Carl Pezold & William J. Augello, and often referred to as the “Bible” on freight claims.
This Pre-Conference Seminar Will Be Presented By Gerard Smith, Managing Partner at Pezold, Smith, Hirschmann & Selvaggio, LLC.