“Digitisation has long been introduced to sales in the logistics industry. Founding the ‘Sales 4.0’ competence circle, we want to prepare our members as good as possible for the changes and challenges of digitisation,” says Jochen Eschborn, CEO of the European Cargo Association of International Freight Forwarders AG (ELVIS). Many logistics companies are not yet sufficiently aware of the consequences of the digital transformation.
“A weak digital appearance and lack of visibility of the services offered are unfortunately still common,” observes Jochen Eschborn. The current generation change only adds to this. By 2025, the so-called baby boomers will have retired. The digital natives, will have different expectations than their predecessors.
The specialist group thus focuses on the joint development of solutions and new distribution opportunities. The aim is to sustainably strengthen the competitiveness of medium-sized ELVIS freight forwarders. Particularly the communication with the customer requires urgent action.
“Fewer and fewer customers can be won in the forwarding and freight forwarding industry through personal contact during an on-site visit. Inquiries and tenders are increasingly digital and platform-based,” tells Jochen Eschborn.
The competence circle intends to deal with these developments and processes not only theoretically but also practically. Online seminars for the optimal use of various media as well as a series of events for the training of sales staff are planned.
The kick-off meeting of the workshop at the ELVIS headquarters in Alzenau focused on the exchange of experiences and the joint development of initial ideas. For example, the participants addressed the question of which online channels – from the website via social media to their own app – actually represent sensible distribution channels. The next event will take place in August. The main topic will be sales controlling.
