FOR IMMEDIATE RELEASE
October 23, 2006
TRINCON Manual Instructs Trucking Companies on New Business Development
COLUMBUS, OhioTRINCON GROUP, a leading national transportation industry consultation firm, has published a new business development manual that will instruct trucking companies on planning and implementing a new business development program that will help in effectively identifying, qualifying and selling to prospective customers. The manual also illustrates how to increase profit margins through strategic account acquisition.
TRINCON's 126-page publication and accompanying materials were developed primarily to assist top and middle management professionals who oversee sales, operations and financial responsibilities for both large and mid-sized operations. The manual will also help businesses strategically align sales goals with the company's overall business objectives and operations.
"The concepts are simple," said TRINCON President Duff H. Swain. "The manual is a practical, step-by-step guide to finding qualified leads, determining the needs of prospects, selling features and benefits, and closing dealsincluding tips on price negotiation. It also translates the concepts into measurable activities."
From tracking the success of a company's marketing efforts to organizing and measuring the success of its sales team, TRINCON's manual takes a comprehensive approach to implementing a new business development program.
The new manual is the third in a series of manuals published by TRINCON in 2006. The previously released manuals outlined the components of a successful driver hiring and retention program, and gave detailed instructions on improving productivity through activity-based cost accounting.
The new business development manual can be ordered with a complete package that provides a set of tools for companies to create a strategic sales program. It includes a hard copy of the manual in a three-ring binder with dividers, plus a CD that contains electronic versions of policies, scripts and documents in MS Word format, Excel versions of forms and spreadsheets, and an electronic copy of an informational white paper written by Swain, which addresses the important issues related to business development from an industry-wide perspective. Buyers may also order an additional on-line consultation and PowerPoint presentation to accompany the package.
Individual copies of the manual can be ordered separately, in either downloadable electronic form or a printed version that can be shipped.
To place an order or obtain complete information, visit www.trincon.com.
TRINCON GROUP is a business advisory company that, since 1982, has provided strategies, planning and implementation services to ownership and management teams in the trucking and transportation industry. President Duff H. Swain has more than 30 years of industry experience and has authored several white papers and trade articles on the subjects of driver turnover, cost-based accounting and other topics. A member of the Truckload Carriers Association, Swain is frequently featured in national publications, including leading industry magazines, The New York Times and USA Today, to discuss issues that affect the trucking industry. He also appears as a featured speaker in the "Fleet Executive" DVD series produced in 2006 by Big Truck TV. In addition, Swain is a principal in TruCost Systems LLC, a provider of activity-based cost analysis systems and software for the trucking industry.
For more information, visit www.trincon.com, call 614-442- 0590, or e-mail consultants@trincon.com.
Contact:
Duff H. Swain
614/442-0590
Brian Justus
GREENCREST
614/885-7921
bjustus@greencrest.com
