The IWLA Economics of Warehousing & 3PL Sales Course is the only course that delivers industry-specific knowledge about landing business and approaches to ensure that business drives growth and revenue to your warehouse. Join your peers on May 11-13 in Austin, Texas, to discuss each step of capturing and closing the sale. This course adapts to each unique warehouse, customer request and product, by altering your sales pitch, pricing structures, operations, and margins.

This course is structured into five core content areas:

1. Understanding Your Market & the Sales Process

Learn how to identify your markets and create selling strategies. Experience a variety of group discussions that give you the opportunity to learn from and share strategies with your peers.

• What market decisions do you make to sell your services? How do you do this? Delve into creating a strategy to transition from marketing to sales to pricing.
• Sales and estimating panelists will discuss selling strategies for storage, distribution-related, and value-added services – from both the sales point of view and the pricing point of view.

2. Accounting Fundamentals

Understanding income statements and balance sheets is fundamental to budgeting costs and anticipating revenue. You’ll leave understanding the development of charge mechanisms and cost allocation.

• Participants will be given an overview of the ratemaking process and all it entails. They will then begin to develop a worksheet that lists and quantifies hard and soft costs.

3. Engineering & Standards Development

Engineered standards are the foundation of creating a rate strategy. Learn the fundamentals of warehouse utilization and labor productivity – two key components in success.

• Pricing Theory: capacity analysis; handling cost development; ratemaking principles; and rating exercises.

4. Ratemaking Strategy & Exercises

How do you tackle setting your rates? What if you have many disparate customers and materials? You must be nimble and create a logical approach. Explore many scenarios during this practical, hands-on session.

• Students will breakout into smaller groups for more intensive discussions with course instructors on materials presented over the last two days.

5. RFP Responses

One of the most difficult challenges in third-party logistics is the correct response to a request for proposal (RFP) – detailed or abstract. Leave understanding how to analyze the essential data, determine if a project fits your company’s services, and create an effective RFP response.

• How long do you have to respond to an RFP? When should you follow up after submitting a response? What other things can you put in your RFP to differentiate yourself? Participants will discover new tactics and strategies to make their RFPs stand out.

Register for the IWLA Economics & 3PL Sales Course and book your hotel before April 20 for the best rates.