Chris Davy, Managing Director at SBI, discusses the risks and rewards of the transportation industry during the current economic conditions

While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While market leaders have the potential to increase revenue and enter new verticals, this is not without added risks.

 

On today’s show, we are joined by industry expert Chris Davy, Managing Director at SBI. Chris shares his experience and lessons learned from previous market disruptions in the industry and the significance of a clear exit strategy.

 

Click here for the podcast version of this interview.

 

Navigating Economic Uncertainties in the Transportation and Logistics Industry

 

  1. How retention is driving growth in transportation and logistics. minute 3:04
  2. Lessons learned from previous market disruption. minute 4:58
  3. Revising your GTM strategy to accommodate current business potential. minute 7:46
  4. Evaluating operating activity for the next 90 days and beyond. minute 10:51
  5. Managing talent in times of uncertainty. minute 12:37

     

Skip to minute 8:43 to hear Chris discuss the opportunities of penetrating new verticals:

 

“There are a lot of companies that will be going out of business because of what’s going on. If you’re going to be taking on that business, be very careful that when the capacity ramps back up, that you’re documenting how long you’ll serve for. Don’t do long-term pricing commitments, don’t do long-term contracts. Do more spot pricing, do more, but we’ll help you for the next 30 days, and that’s all I can guarantee and that’s all I can commit to.”

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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