Selling a service
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To help hauliers who wish to be fully aware of the latest marketing techniques in selling their freight capacity to trade and industry, CM has secured the services of two top experts as speakers at a one-day seminar in London on June 11. They are Alistair Tucker (until recently marketing director of British Road Services Ltd) and Maurice Rounding (closely involved in selling BR's Freightliner services). Mr Rounding also writes on the subject for CM.
Entitled Freight Transport Marketing, the seminar will be at the Charing Cross Hotel, London, on June 11 and will be repeated at the Grand Hotel, Manchester, on June 18. The morning session will be devoted to a company approach to freight marketing— assessing the requirements, using new techniques to improve profit margins, identffying and selecting the most suitable traffic, anticipating future trends. The afternoon session will cover the means of selling services effectively— capitalizing on the goodfeatures of one's own service, understanding the competition and exploiting the gaps, the use of sales techniques and salesmen, advertising and promotion, relating traffic operation and traffic sales.
The all-in fee for each day is £20, which covers coffee, lunch, tea and documents. Booking forms and further details may be obtained by use of the coupon below or by telephoning 01-836 2641