TIA's Virtual Instructor-Led Training (VILT) sessions aren't just another webinar where you sit and listen to a presenter talk at you. Rather, TIA's VILTs are engaging and interactive training sessions where questions, comments, and attendee participation are highly encouraged.
Each VILT is a four-part series taking place during consecutive Tuesday and Thursday afternoons over two weeks from 2:00-3:30 PM ET, and presented by an industry expert or panel of experts.
The registration fee for TIA Members is $575 and the Non-Member fee is $1,575. TIA Members looking to enroll 3 or more students receive a fee of $520 per student.
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Upcoming VILTs:
Are you in a rut coaching your sales team and need a quick refresher course on the 3PL sales process to jump-start your coaching efforts? Do you work for a 3PL firm that brought you on during COVID and you never got a firm grasp of the fundamentals of selling to shippers? It doesn’t matter if you are a sales coach or a rookie this Virtual Instructor Lead Training (VILT) program is designed for you.
- Review the steps of the sales process and how to effectively perform each step.
- Learn which steps of the sales process are most critical to success.
- Learn the best and worst ways to open a sales call.
- Learn the different categories of sales call questions and how they impact sales success.
- Learn that objection prevention is a far more critical skill than objection handling.
- Learn the sales behaviors that sales representatives engage in that make selling harder.
- Learn why closing is the most over-rated aspect of the sales process and how to do it correctly.
- Learn the best way to develop your professional selling skills.
- Learn how to immediately evaluate your sales call after you hang up the phone.
Who should attend:
• Sales Managers who actively coach salespeople.
• New Sales Representatives with less than one year’s experience.
• Sales Representatives who feel rusty after battling through the last eighteen months of chaos.
This virtual instructor-led training is presented by James T. Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University, and the creator of TIA’s Partnership Selling in the Supply Chain online course.
Schedule of Events - December 2023 Sales Sprint:
**This schedule is subject to change based on the needs of TIA and the instructor.
Week 1:
Monday, December 4: Access to the course, onboarding, and an on-demand Primer Video from the instructor
Tuesday, December 5: Access to Module 1, Discussion Forum Post #1, Workbook Reflection #1
Wednesday, December 6: Access to Module 2, Discussion Forum Post #2, Workbook Reflection #2
Thursday, December 7: Access to Module 3, Discussion Forum Post #3, Workbook Reflection #3
Friday, December 8: Live Facilitated Discussion w/ Instructor - Project Q&A (1.5 hours)
Week 2:
Monday, December 11: Access to Module 4, Discussion Forum Post #4, Workbook Reflection #4
Tuesday, December 12: Virtual Instructor Office Hours For Project Feedback - Sales Process & Project Q&A (1 Hour)
Wednesday, December 13: Access to Module 5, Discussion Forum Post #5, Workbook Reflection #5
Thursday, December 14: Live Facilitated Discussion w/ Instructor - Role-Play Scenarios & Project Q&A (1.5 Hours)
Week 3:
Monday, December 18: Partner Projects Due, Peer-to-Peer Discussion Forum Feedback Due
Wednesday, December 20: Live Facilitated Discussion w/Instructor - Recap & Project Review
Instructor:
James T. Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University, presents this virtual instructor-led training and is the creator of TIA’s Partnership Selling in the Supply Chain online course.
ABOUT THE ISTRUCTOR:
Dr. Kenny taught and researched strategic marketing, professional selling, and sales management at Western Illinois University. During his 25 years at WIU, he was nominated for Teacher of the Year twelve times and won twice. Additionally, he won two Faculty Excellence awards. He has published and presented dozens of papers in strategic marketing planning, transportation brokerage, and professional selling.
Professionally, Dr. Kenny has provided consulting services for over 125 firms and trade associations nationwide in the last 30 years. His client list includes UPS World Wide Logistics, FedEx, Allen Lund Company, Landstar, and Total Quality Logistics. Additionally, he has served as a research fellow for international consulting giants McKinsey & Co. and AT Kearney.
Dr. Kenny served on the Board of Directors of WERC. He won the 2001 President’s Service Award from CPIA for his Marketing Audit Program and the 1996 Outstanding Service Award from TIA for his Consultative Sales Program. Professor Kenny was the 2010 recipient of the TIA Heritage Award.
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2023 Previously Recorded VILTs:
Click Below to View Previously Recorded VILTs That Are Available for On-Demand Purchase.
This specialized course is designed to empower 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 course 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.
Cost: $575 (members), $1575 (non-members)
Dates:
October 3, 5, 10, 12
Start Time: 2:00 pm ET
End Time: 3:30 pm ET
Instructor: Chris Meazell, Professor, Wake Forest University School of Law
The registration fee for TIA Members is $525.
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A common complaint among brokerage owners is that their employees do not have enough of a sense of urgency. There are many possible reasons for this problem, but two of the most common are poorly defined roles and poorly designed and managed compensation plans. This seminar will look at the different organization models in use by brokers that help improve role clarity, and the various pros and cons of each for different situations. It will also review the different compensation approaches (there are far more options than just a straight commission plan!) and give your ideas for different methods you can use to increase the sense of urgency among your staff, and drive more profits to your bottom line.
Dates:
September 12, 14, 19, 21
Start Time: 2:00 pm ET
End Time: 3:30 pm ET
Instructor: Beth Carroll
The registration fee for TIA Members is $525.
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Presented by the Transportation & Logistics Council, this course is based on the landmark text Freight Claims in Plain English, 4th Ed., authored by George Carl Pezold and William J. Augello
This course is essential for supply chain and logistics professionals, at all levels, or anyone who has responsibility for pursuing or defending freight loss and damage claims on behalf of shippers (manufacturers, distributors, etc.), brokers, carriers, freight forwarders, etc. It covers all aspects of freight claims from the basics of filing claims to more advanced topics such as legal liability and insurance. It includes valuable information and content that will assist and better prepare you to confidently resolve claims with legal and practical solutions.
Topics covered include:
- Liability under the Carmack Amendment
- Bills of lading, tariffs and contracts
- Burdens of proof
- Carrier Defenses
- Limitations of liability
- Time limits
- Broker liability for cargo claims
- Negligent Hiring
- Claim filing procedures
- Insurance
- Double brokering fraud
Dates:
August 15, 16, 22, 23
Start Time: 2:00 pm ET
End Time: 3:30 pm ET
The registration fee for TIA Members is $525.
Instructor: Gerard F. Smith, Esq., Pezold, Smith, Hirschmann & Selvaggio
Learn basic accounting principles and how to navigate the balance sheet and income statement for your brokerage. Interpret and analyze financial statements to identify performance improvement opportunities.
Dates:
August 8, 10, 15, 17
Start Time: 2:00 pm ET
End Time: 3:30 pm ET
Instructor: Bart Hawley, CLA
The registration fee for TIA Members is $525.
If you’ve been involved in any part of the recruiting process, you know that it’s hard work! Recruiting new employees takes time and effort, and it's essential for companies to have a clear strategy and process to ensure you find and retain the best talent for your organization. Having the right people on the team is a company's biggest competitive advantage and greatest asset when it comes to securing and retaining the right talent. Because of this, it's necessary to put efficient and clear processes in place to manage communication, integrity and alignment with your internal team.
This is all easier said than done, which is why we designed this seminar to help companies identify their recruiting selling points, set standards for internal alignment and guide teams towards developing processes that will lead to recruiting success.
Seminar attendees will have the unique opportunity to discuss specific hiring challenges that prevent them from securing the right person for the job. Through interactive conversation and small group exercises, attendees will learn how to leverage their company values, professional growth opportunities and employee engagement to create an employee centric culture that is key for new hire recruitment and existing team member retention.
During this 4 day seminar, attendees will use real-time examples from their own companies to learn how to...
- Solidify and leverage their company's "Talent Brand" as a recruiting and retention strategy.
- Use unique company values to clearly define what makes their company unique in the hiring market and to understand where they may fall short relative to the competition.
- Confirm internal stakeholder alignment for hiring needs, role responsibilities, preferred skills and experience, and compensation to ensure the right people are hired to produce results.
- Assess hiring priorities and desired criteria to set expectations and qualify parameters around role requirements, preferred education and background, skills, qualifications, compensation and traits.
- Use historical hiring information to manage expectations and decision making throughout the hiring and onboarding process.
- Create a turnkey and consistent interview process that allows team members to make aligned and informed hiring and personnel decisions.
This course will provide anyone involved in the hiring process with thoughtful conversation, actionable advice, a hands-on workbook and additional tools and resources to help you attract, hire and retain the right people for your team. If you plan to recruit new talent in the next year, this Virtual Instructor Lead Training (VILT) program is designed for you!
Live Event Dates: 2/7, 2/9, 2/13, 2/15
Start Time: 2:00 - 3:30 pm ET
VILTs are engaging and interactive training sessions where questions, comments, and attendee participation are highly encouraged. Each VILT is a four-part series, taking place during consecutive Tuesday and Thursday afternoons at 2:00 PM ET, and presented by an industry expert or panel of experts. Each live event will be recorded and available for review.
The registration fee for TIA Members is $525.
Determine the needs of your operations department by discussing customer communications and carrier compliance. Implement processes, procedures, and benchmarking tools in the classroom to find out what strategies work best for you and your business.
Live Event Dates: 5/16, 5/18, 5/23
Start Time: 2:00 - 4:00 pm ET
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 hannajb@auburn.edu
VILTs are engaging and interactive training sessions where questions, comments, and attendee participation are highly encouraged. Each VILT is a four-part series, taking place during consecutive Tuesday and Thursday afternoons at 2:00 PM ET, and presented by an industry expert or panel of experts. Each live event will be recorded and available for review.
The registration fee for TIA Members is $525.
Previously Recorded VILTs:
Click Below to View Previously Recorded VILTs That Are Available for On-Demand Purchase.
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.
Presented by Dr. Jim Kenny, Ph.D., Professor Emeritus of Marketing at Western Illinois University
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 "walkthrough," in-depth discussion of actual contract provisions, terms and conditions contained in 3PL-Shipper and 3PL-Carrier contracts.
This 4-day seminar will provide attendees with a unique opportunity to discuss their specific contracting problems and issues with a knowledgeable transportation attorney.
Presented by Raymond Selvaggio, General Counsel at Transportation & Logistics Council, Inc.
