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to meet in the same spot and have
one-on-one meeting with us face to
face. I’ve landed accounts without
ever meeting my clients in person. At
the show I get to connect with them.
I can do fine on the phone or by
email, but it’s much more fun to meet
them face-to-face at these meetings.
DO YOU GET BUSINESS OUT OF THE
SHOWS?
Murray: Definitely. We wouldn’t keep
coming back if we didn’t. Last year,
for example I connected with a guy
at this show from a high-end furni-
ture shipper. He came to the booth
and said, “I’m excited you’re here.
I’m looking for a new agent in the
Utah market.” We had a great c on-
versation and today we continue to
do a significant amount of business
with that company every month.
THIS YEAR WESTERN PEAKS
LO G I S T I C S I S D O I N G M O R E
T H A N S E L L I N G AT T H E
SHOW.
TALK ABOUT THAT.
Murray: Historically we just had a
sales and business development staff
at the show. Last year we invited two
of our Operations Managers from
Salt Lake City and Denver to attend
and participate in the sessions.
They enjoyed the conference,
the interaction with our custom-
ers, and the information they
learned in the educational session.
One Ops Manager told me, “I’ve know
these guys for years in this business.
I finally get to meet them face to
face. We’re all in the same boat so
it’s great to share ideas with them.”
We felt the educational sessions were
13
so helpful that we have invited more of
our operational team again this year.
WHAT WOULD YOU SAY TO SOMEONE
WHO’S ON THE FENCE ABOUT EXHIB-
ITING OR JUST COMING TO THE SHOW?
Murray: My advice is join in. Come
to the shows and join the associa-
tion. You’ll get in front of a lot of great
people. You’ll be able to tell them what
you do well. You’ll bring in business;
get to know your existing clients better
and meet other folks in the business.
If you’re in the business why wouldn’t
you join the association and go to the
meetings? It’s invaluable. Everybody
thinks about the cost to attend but all
it takes is one account and you’ve paid
for the trip in a heart-beat.
Come to the shows and join the
association. You’ll get in front of a
lot of great people. You’ll be able to tell
them what you do well.
You’ll bring in business; get to know
your existing clients better and meet
other folks.
Customized Logistics and Delivery Association | Fall 2016