Global NVOCC chooses Management Dynamics' logistics contract and price management solution to improve customer service, increase sales
East Rutherford, NJ — May 19, 2005 — Management Dynamics Inc., a provider of on-demand solutions for global transportation and supply chain management, said that NNR Global Logistics USA Inc. is using Rate Explorer to streamline its pricing activities and offer customers a faster turnaround time for rate requests.
A worldwide provider of international freight forwarding and logistics services, NNR said it needed to improve sales and operational efficiency to take advantage of growing demand for its global logistics services.
With nearly 6,000 rate requests received per year, NNR found that a 24-hour response time was no longer acceptable to prospective customers, and did not provide the sales organization with enough time to identify the best routing and negotiate the final rate. Also, by relying on spreadsheets, text-based contracts and manual data entry processes for amendments, NNR realized that there was a lot of room for errors.
In order to become more responsive to the market, maximize margins and improve close rates for new opportunities, NNR evaluated contract management systems, and selected Rate Explorer for three reasons, specifically, rating accuracy with multi-leg searches and inclusion of all applicable general rate increases (GRIs) and other surcharges by linking directly to each carrier's governing rules tariffs; flexibility to define pricing and build proposals that include ocean rate and other value-added freight forwarding services, customs clearance and handling charges; and a streamlined user experience that enables productivity gains for sales and operational staff.
"Before we automated our contracts with Management Dynamics, some days I could be in the office preparing rate quotes until nine or 10 at night," said Liz Boyles, Ocean Division manager, NNR Global Logistics USA Inc. "Rate Explorer eliminates 80 percent or more of the effort involved in preparing a customer quotation, especially the more complex quotes with two or three alternative routings, different equipment options and various value-added services. Now, we can respond within a couple of hours — or sooner — which gives our sales team a real edge in a super-competitive market."
The NNR Rate Explorer application was implemented and went live within four-weeks. The system currently manages 12 contracts and is used by over 50 transportation professionals to improve customer service and sales performance.