LOGISTICS MARKETING & SALES CONFERENCE - MemberClicks

[Pages:12]LOGISTICS MARKETING & SALES CONFERENCE

JUNE 9-12, 2019 ? AMELIA ISLAND, FLORIDA USA

> Get Info & Register at

LEARN HOW MARKETING AND SALES IMPACT CX: 30+ Educational Sessions Best Practices in Marketing, Communications, Sales Special Track on Sales Skill-Building Expand Your Network in Transportation & Logistics Comprehensive Expo of Valuable Solutions

RELEVANT TOPICS INCLUDE: Customer Experience (CX) Strategy Sales, Marketing, CX Alignment Brand Loyalty Omnichannel Marketing RFP and the Customer Journey Impact of Demographic Shifts CRM, Automation, Relationships Digital Marketing & Social Selling Lead Gen & Referral Marketing Content Marketing Media Relations & Advertising Metrics, Measurement, ROI

TMSA | LOGISTICS MARKETING & SALES CONFERENCE

WHAT'S ALL THE BUZZ AROUND CUSTOMER EXPERIENCE (CX)?

Customers in transportation and logistics want to work with companies and brands that don't just satisfy a market need, but make their lives easier. Clearly, companies recognize the need to take action regarding the Customer Experience. Yet, 75% of B2B organizations engage in isolated, bottom-up initiatives, often with little data other than an innate sense that something is not quite working and needs to be fixed (Source: Gartner). And while 80% of B2B executives believe that offering outstanding CX is directly connected to generating better business results and strengthening their competitive advantage, fewer than a quarter of companies actually pay any attention to CX (Source: Forbes). According to Jeff Davis, founder of Jd2 Consulting and TMSA's 2018 Conference Keynote, 2020 will be year that CX overtakes price and product as key brand differentiators. Attend the 2019 TMSA Logistics Marketing & Sales Conference to learn how to leverage this for your company's success.

Learn How to Leverage CX to Generate Success.

Unprecedented Access to Thought Leaders:

Motor Carriers/3PLs/Integrators: Scott Grady, President, Rush Trucking Corporation Donia Crime, Vice President Corporate Communications, Landstar Dino Moler, Executive Vice President, Client Solutions, LeSaint Logistics David Gardner, former Supply Chain & Manufacturing Operations Executive, Ingredion Chuck Everett, Director of Business Development, Red Classic Transportation Services Keith Huggins, Vice President of Business Development, Southeastern Freight Lines Gary Cornelius, Vice President of Business Development, TCW, Inc. Mike Rude, Managing Director - International Marketing, FedEx Services Leah Fenech, Vice President of Sales, Intelligent Logistics Matt Wagner, Vice President, Sales & Marketing, Jarrett Logistics Systems Candi Cybator, Director of Marketing, PITT OHIO Don Friddell, Director of Marketing, Kenco Logistics Jason Ickert, Integrated Logistics Manager, Energy Transportation Group Jodi Cape, Marketing Manager, LeSaint Logistics Angie Davids, Director of Marketing, YRC Freight David Hoppens, Vice President Sales & Marketing, Momentum Transportation Andrew Bailey, Manager, Content Strategy, FedEx Services Tom Collins, Director of Marketing, Saddle Creek Logistics Services Kris Rzepkowski, Marketing & Communications, Bennett International Group Jeff Pries, Senior Vice President, Sales & Marketing, Bison Transport Lee McMillan, VP Quality & Customer Solutions, AAA Cooper Transportation Crystal Lahr, Sales Director, ATS Logistics Mike Matte, Senior Director of Business Development, Dupre Logistics

Maritime: Mark Miller, VP Corporate & Marketing Communications, Crowley Maritime Jahan Byrne, Director of Marketing, Matson Logistics Ken Uriu, Marketing Manager, Port of Long Beach

Technology: Beth Malik, Director of Marketing & Communications, SMC? Jennifer McQuiston, Director Business Development, Trimble Transportation Eileen Curran, Director Marketing & Communications, Odyssey Logistics & Technology

Providers/Affiliates: John Maketa, Chief Revenue Officer, Caliper John Golob, Chief Marketing Officer, Winmore Jill Schmieg, Chief Strategist, Sol de Naples Marketing Andrew Gulovsen, Director of Sales, Transportation Intermediaries Association (TIA) Jennifer Karpus-Romain, Director of Marketing, Intelestream Mark Derks, Chief Marketing Officer and Partner, Words At Work David Roush, President, KSM Transport Advisors Chris Peer, CEO, SyncShow

* Partial list of speakers, TMSA leaders, registered attendees for 2019 Conference

Peer Networking Opportunities

Speed Networking

Connect with other professionals in this fun, fast round-robin format before the conference begins. This networking event will maximize your connections throughout the conference and make your networking more meaningful. Increase your network, find that perfect service partner, or make connections that could help you in your job. You never know who you'll meet or how they might impact your career.

Dine-Around (Sunday and Tuesday evenings)

Build your network of marketing and sales peers in transportation and logistics in this social setting Sunday and Tuesday evenings following TMSA receptions. Select the restaurant of your cuisine choice and price point, and spend a fun-filled evening getting to know others in the industry.

Interactive Roundtable Discussions

During lunch both Monday and Tuesday, participate in an interactive roundtable discussion -- a facilitated conversation that encourages the sharing of ideas, business best practices, and discussion among your industry colleagues with interests in a common subject (see page 8 for topics).

Integrated Expo: Find Valuable Resources

The TMSA Expo brings you a multitude of potential partners who can offer you value through their industry trade media; marketing, PR and advertising services; digital marketing and graphic design services; CRM, marketing and sales automation; sales consulting and training; event strategy, exhibit design and execution; print services; custom branded products; credit insurance and financial services; driver support services; and more.

Recognition Reception & Compass Awards Program

This formal event will recognize the TMSA Marketing and Sales Executives of the Year, Volunteers of the Year, and the 2019 Compass Awards recipients. The evening will be packed with activities, including a reception, dinner, and a celebration of "the best of the best" in marketing and sales. See initiatives that have successfully generated business results in transportation and logistics.

Beach Fling

Kick off your flip flops, sink your toes in the sand, and crack open a cold beverage because summer is here! And what better to celebrate than with your TMSA friends? Fun, food, and a beautiful sunset are all part of the perfect setting on Amelia Island for your last evening at the conference.

Build Your Network

TMSA | LOGISTICS MARKETING & SALES CONFERENCE

SCHEDULE AT A GLANCE

SUNDAY, JUNE 9

Amelia Island Adventures (Pre-Conference Peer Networking)

8:00a ? 1:00p TMSA Board of Directors Meeting

3:00p ? 5:30p

Registration

4:00p ? 5:15p Speed Networking

5:30p ? 6:30p Welcome Reception

6:30p ? 9:00p TMSA Dine-Around (Your Choice of Restaurant)

MONDAY, JUNE 10

7:30a ? 8:30a Networking Breakfast 8:45a ? 9:00a Opening Session 9:00a ? 10:15a Keynote: Experiences: Seventh Era of Sales & Marketing 10:30a ? 11:30a 6 Disciplines of a Powerful CX Strategy that Drive Results 11:45a ? 1:00p Interactive Roundtable Discussions (Working Lunch) 1:00p ? 2:00p Vendor Spotlights on Center Stage 2:00p ? 3:00p Networking at the Expo 3:00p ? 4:00p Breakout Sessions 6:00p ? 9:00p Recognition & Compass Awards Program

TUESDAY, JUNE 11

7:30a ? 8:30a 9:00a ? 10:00a 10:00a ? 11:00a 11:00a ? 12:00p 12:15p ? 1:30p 1:45p ? 2:45p 2:45p ? 3:30p 3:30p ? 4:30p 4:30p ? 7:00p 5:30 ? 7:00p 7:00 ? 10:00p

Networking Breakfast (including Committee Meetings) Charting the Course through Demographic Change Networking at the Expo Breakout Sessions Interactive Roundtable Discussions (Working Lunch) Breakout Sessions Networking at the Expo General Session Marketing & Sales Expo Tear-Down Beach Fling (Reception on the beach) TMSA Dine-Around (Your Choice of Restaurant)

WEDNESDAY, JUNE 12

7:30a ? 8:15a TMSA Annual Membership Meeting 8:30a ? 9:15a Opening Session 9:30a ? 10:15a Breakout Sessions 10:30a ? 11:45a Closing Keynote: The Customer Experience: What's Next? 11:45a Conference Adjourns Amelia Island Adventures (Post-Conference Peer Networking)

* Conference schedule and content subject to change.

Session Descriptions

OPENING KEYNOTE

Experiences: The Seventh Era of Sales & Marketing

How can a customer-experience (CX) focus on both optimizing marketing and enabling sales? We are moving into a new era of marketing - one where the creation of value through 24-7 storydriven experiences will be the focus. Robert Rose will discuss the current evolution of B2B marketing and sales. See how companies are creating customer experiences that drive awareness, create new leads, and enable sales. Explore examples and results used to drive more revenue and simultaneously create more impactful customer experiences. Discover how to develop a CX strategy that delivers real, demonstrable, and profitable value to your business.

CLOSING KEYNOTE

The Customer Experience: What's Next?

Change is here. It feels like we're already late. From digital marketing, public relations, sales, content and the technology ? what should we do next? In this closing session, Robert Rose will take us through some examples of companies who have implemented new customer experience strategies, and present an action plan of how you can take all the things you've learned and begin to take some of the first steps toward making these changes real in your business.

Robert Rose is the Founder and Chief Troublemaker for The Content Advisory, the education and consulting group with the Content Marketing Institute. For more than 20 years, Rose has been helping marketers to tell their story more effectively. Over the last five years, he has worked with more than 500 companies, including 15 of the Fortune 100.

Rose's third and most recent book, "Killing Marketing," has been called the rewritten rules of "what marketing should be in the 21st century." His second book, "Experiences: The Seventh Era of Marketing," has been called a "treatise, and a call to arms for marketers to lead business innovation." His first book, "Managing Content Marketing," spent two weeks as a Top 10 Marketing Book on and is considered to be the "owners manual" of the Content Marketing process.

TMSA | LOGISTICS MARKETING & SALES CONFERENCE

GENERAL SESSIONS

Charting the Course through Demographic Change

Learn about the shifting demography and related opportunities and challenges for you and your organization. Marketing, Sales, and Business leaders in transportation and logistics will walk away from this session with a different perspective about their company, their country, and their world. It will provide you with insights and real-life examples that make demography relevant to today's culture, business climate and economy.

John Maketa is Chief Revenue Officer for Caliper, a human capital analytics company leveraging data and validated assessments to predict and select high-quality candidates and TMSA Affiliate member. Maketa also is a Fellow and advisory board member of The Work Institute and a guest lecturer at the Fox School of Business at Temple University.

6 Disciplines of a CX Strategy that Drive Business Results

Hear how David Gardner led Ingredion, a leading food manufacturer and supplier, in the vision for every employee's contribution to shape the Customer Experience. Companies that excel in their CX strategy financially outperform their peers. Gardner will walk through the six disciplines of a well-designed CX strategy including broadly communicating "the why," sharing Voice of Customer, and rewarding great customer focused behaviors. He will present examples of how these principles can be applied in logistics. Gardner also will discuss how the principles of Customer Experience can transform the employee experience, leading to higher employee retention and a more engaged workforce.

Dave Gardner formerly led Supply Chain and Manufacturing operations for Ingredion, a Chicago area Fortune 500 company that produces ingredients for the food industry. Most recently, he was VP North America Supply Chain & Customer Experience, responsible for logistics, supply & operations planning, customer service, corporate quality, and continuous improvement and more. During his tenure, he helped integrate 4 companies, implemented a CX strategy and delivered improvements in productivity and cost, all contributing to significant growth and record profits for the business.

30+ Sessions to Strengthen Your Results!

Gain Market Intelligence

5

Session Descriptions

BREAKOUT SESSIONS

The Customer Journey Begins with the RFP

Request for Proposals (RFPs) are a necessary evil in the transportation industry. Join John Golob, Chief Marketing Officer of Winmore, the bid management software designed exclusively for the domestic freight market when he presents 4 reasons why you as transportation marketers should proactively own the RFP response and qualification process.

1. The customer journey begins when the RFP arrives, in the same way the party begins when you open the invitation

2. Marketers understand analytics and can lead the transformation from subjective selling to precision data-driven targeting

3. Marketers deserve a seat at the CFO's table and should measure their impact on gross margin and pricing

4. When done right, RFPs can accelerate and turbocharge CRM adoption

John Golob is Chief Marketing Officer of Winmore, a cloud-based Bid and Tender Management software for freight forwarders and brokers that provides visibility, accountability and proven practices that streamline and optimize the bid process to qualify and win more of the right bids. He was formerly President and Co-Founder of Lanetix, a leading provider of cloud-based collaboration, customer lifecycle and digital process automation (DPA) platform. Winmore is a TMSA Affiliate member and sponsor of the 2019 TMSA Logistics Marketing & Sales Conference.

Panel Discussion: Transportation and Logistics Companies Leading in CX Strategy

The last few years have seen an appreciable increase in the attention paid to the customer experience (CX). However, much of this focus has been in B2C markets. The same is not true in B2B, where CX performance still lags compared to other markets and struggles for attention against a myriad of other corporate priorities. But there are some brands in transportation and logistics that are making it their business to take CX seriously. During this panel discussion, hear from Customer Service and experts from these companies how they're leveraging CX to make an impact on their business results in customer acquisition, retention and growth.

Omni-Channel Support: How to Create a Seamless Customer Experience

Customers and prospects want to speak to you where and how they like to communicate. Yet, not everyone is the same. What does that mean for your sales and customer support teams? How do you know where to reach them? Having a successful live chat or quick response time on social media is not enough. Omni-channel support extends far beyond just utilizing multiple channels. You need to have the ability to transfer knowledge through team members and departments. Learn how to cater communication to different demographics and generations and establish the best customer experience in your support channels. During this session you will learn how to: ? Define differences in multi-channel and omni-channel support ? Understand how to communicate to different types of prospects

and customers ? Learn knowledge transfer best practices for your business

Jennifer Karpus-Romain serves as Director of Marketing for Intelestream, a Chicago-based CRM product development and consulting firm. From journalism to PR to marketing, Jennifer has been around the written word for her whole professional life. Previously, she has held roles in the publishing and marketing industries, as well as managing her own content and publishing firm. Intelestream is an Affiliate member of TMSA.

" Gain unmatched access to industry leaders, unique education, and best practices in marketing and sales. TMSA is a must-attend!"

Dino Moler Executive Vice President-Client Solutions LeSaint Logistics

TMSA | LOGISTICS MARKETING & SALES CONFERENCE

8 Ways Transportation Companies Can Improve CX through Digital

The majority of companies today cite "improving the customer experience" as one of their top priorities. According to a recent Gartner survey, more than 50% of organizations plan to invest in CX innovations. Many are hiring for the job role of Chief Customer Experience Officer and research has proven that by the year 2020, customer experience will overtake price and product as the key brand differentiator. Join Chris Peer, CEO at SyncShow and Nadine Nocero, Director of Client Services at SyncShow as they discuss the role sales and marketing can play in impacting CX. They will also share strategies and tactics transportation companies can take to improve the customer experience through digital communications.

Benchmarking Your Company: TMSA 2019 Sales & Marketing Metrics Review

TMSA will be releasing its fourth annual Sales & Marketing Metrics Study. The study results are derived from a survey of sales and marketing leaders in the industry. Survey participants included truckload and LTL carriers, 3PLs, freight forwarders and brokers, dedicated carriers, and ocean carriers. The insightful presentation will: ? Provide insights on how firms in our industry compare to frequently

used sales and marketing metrics ? Highlight best practices in the industry's marketing & sales organizations,

budgets, etc. ? Help you to build the business case for not only stronger marketing and

sales investment but also in your company's potential CX strategy

Brian Everett has 25+ years experience in transportation, warehousing, and logistics, with a special expertise in business strategy, B-to-B marketing, and association management. Currently, he is the Chief Executive Officer of the Transportation Marketing & Sales Association (TMSA) and Strategic Adviser for the Women In Trucking Association. He also was Director of Marketing for C.H. Robinson Worldwide for 10 years.

Get Details & Register at

See Best Practices

Session Descriptions

Plan an Amelia Island Adventure BEFORE or AFTER the Conference!

There's never been a better opportunity to create the perfect Customer Experience (CX) with your customers, your team, and your industry peers! TMSA provides you with these options to plan a special activity to bolster relationships, productivity, and business! Plan an activity in advance, and arrive early before the conference or stay an afternoon after the conference is finished. Here are ideal options for you to consider: Nature Segway Tour. Explore the island on a Segway through forests and marsh boardwalks to learn about nature that shapes Amelia Island. Paddleboard Experience. Experience the area from an entirely different perspective! Naturalist Kayaking. Join a naturalist on a leisurely guided paddle through the salt marsh at sunrise. Eclipse Pedalboard Experience. Propel through the water on these new innovative boards. Resort Village Shopping. The Shops of Amelia Island Plantation feature a wide selection of boutiques, restaurants, and souvenir stores. Barrier Island Birding. Enjoy the wildlife and beauty of the area. Tennis. Omni Amelia Island is recognized as one of the finest - legends have played here, including Andrew Agassi, Martina Navratilova, Chris Evert, Maria Sharapova, and the Williams sisters. Golf. Named a "Top 121 Golf Resort in the World" by Conde Nast Traveler, this resort is home to two incredible championship courses.

Meet the Press: Perspectives on How to Best Meet the Needs of the Customer

While most marketers are obsessed about how to reach and engage their company's customers, they are also, in fact, customers themselves. Marketing decision-makers invest precious budget dollars on the strategies, methods, channels, sources and partners where they can achieve their growth objectives. By placing "marketers as the customer" front and center, this session will explore how leading media partners (both editors and publishers) can develop customer experiences that matter to the marketing decision-maker as well as the ultimate buyer on the receiving end of content and campaigns.

Enabling Your People to Deliver Great Customer Experience

Research from Salesforce tells us 75% of people expect a consistent experience with engagement with brands, regardless of mode. From messaging to behaviors of your sales and account management teams, consistency is key. This session will leverage the key drivers of your organization's ideal CX and help you identify the knowledge, skills and abilities needed from your employees to deliver them, enabling you to positively impact your customers' experience, your brand image and your bottom line. You will gain practical insights on correlating employee behavior to customer experience and begin identifying the key drivers for your organization, along with considerations for designing your employee experience to facilitate these goals.

Holly LaBoda and Sara Warden, Partners & Co-Founders, Luminaries Consulting

Best Practices in Transportation Marketing & Sales

Learn what other transportation and logistics companies are doing effectively to generate business results as you see first-hand entries from the 2019 TMSA Compass Awards Program. Initiatives are in these categories:

? Integrated Marketing Campaigns ? Content Marketing, Digital Sales & Marketing, Social Media Campaigns ? Print and Online Advertising ? Special Events ? Direct Marketing and Sales Collateral ? Media Relations ? CRM Solution, and Sales & Marketing Collaborated Efforts

 ................
................

In order to avoid copyright disputes, this page is only a partial summary.

Google Online Preview   Download