Inside Simplex vol. 2

GROWING OUR BUSINESS
IMPORTANCE
OFCROSS SALES
C
ross-selling is one of the best
ways any company can
increase overall revenue. This
tried-and-true practice can help
businesses of all sizes and product
types boost average sales totals and
customer loyalty.
Cross-selling is the strategy of
successfully offering complementary
products to the same customer
benefiting both the newly acquired
client and the company. When asked
if you want fries with your hamburger,
that’s cross-selling. And it can work
wonders for the company, especially
if the additional product has a higher
profit margin.
In 2018, Rigo introduced cross-selling
to Simplex. After multiple
brainstorming sessions with several
of our leaders, cross-selling was
implemented as part of its business
practices and immediately became a
success. By 2019, a total of 4,436
leads were generated between the
different products of which 1,212
leads were sold resulting in over
$3.4M in revenue. As of April 2020,
we have seen 2,563 leads sent, 651
leads sold and over $1.1M in revenue.
Our company leadership understood
the importance of this practice and
have been working on perfecting our
sales pitches and strategy
accordingly.
Asking the right questions is key.
Why? Because in order to
understand how to sell an add-on
product to a customer you have to
understand the customers’ needs.
Answers to questions like:
• How are you getting your loads and
are you having trouble getting loads?
Can be an identifier for F4U Dispatch.
• Have you processed your IFTA Fuel
Tax Reports this quarter? Can be a
great question for TPTS.
• Is your insurance policy expiring
within the next 90-120 days? If the
answer is “yes”, it is an Orbis lead.
• Do you have a factoring program
that pays your loads in 24 hours after
delivery? If the answer is "no," this is a
Simplex Factoring lead. If the answer
is "yes," and their contract expires in
90-120 days, it is also a lead.
The key to cross-selling is talking
about benefits. It is a competitive
market, so, to be successful, we really
need to engage our customers by
bringing up different products in the
conversation to give us a competitive
edge. Why us? Because Simplex has
everything you need in order to run a
successful trucking business. We are
a one-stop shop and we will hold
your hand through the process by
providing great customer service.
We at Simplex care for our Carrier
Clients, we understand the difficulties
they face every day to stay in business;
to gain profits in such a competitive
market. Simplex does not only
understand the trucking freight
industry, but also understand the small
to medium size carrier operations and
financial challenges they have to
manage daily to continue pushing
their small businesses forward.
Customers tend to buy more than
one product when offered logical
add-ons, especially when all the
clients’ needs can be met with those
products. Repeat customers trust
your recommendations and are
easier to sell to. The benefits are clear:
upselling and cross selling are key in
order to grow our different products.
We have everything to continue
making cross sales successful. We
have the people, the products and
the right mindset to help this
company reach new heights.
Talk to your clients; ask them about
their operations and challenges. Our
goal is to understand their needs and
fill that gap with our services at
competitive prices and second to
none excellent customer service.
Thank you for your support, let’s
keep on rocking those leads by
turning them into newly acquired
business.
CARLOS GARCÍA
CORPORATE SALES DIRECTOR
8 INSIDE SIMPLEX
MAY 2020