IWLA Sales & Marketing Workshop Shows How Your Entire Organization Can Be a Profit-Generating Dynamo

June 7, 2010 (DES PLAINES, IL) – The International Warehouse Logistics Association’s 2010 Sales & Marketing Workshop will teach you how to turn everyone in your organization into members of a team that helps differentiate your firm from competitors through development of excellence in sales and service.

As a commercial warehouse and third-party logistics provider – or as a supplier servicing to the logistics industry – the last thing you want is for your prospective customers to think of your service offerings as commodities. To avoid this fate, you need to differentiate your services in the market from your competitors, and that starts with strategic approach to sales.

Who actually generates more growth for your company – the CEO, the sales team, the operations team or the customer? The answer is that all of them do. The IWLA annual Sales & Marketing Workshop will focus on the fundamentals of developing the strategic planning and selling skills of all the key business leaders in your company.

Among the topics covered will be the key strategic questions every organization, division or business unit must answer and finishes with practical tactics to execute a successful business building strategy. You will learn how to teach employees throughout your operation the five crucial steps to successful selling – whether they are selling an idea, a service or themselves.

“Successful sellers inspire trust and confidence in the customers with whom they interact, and by extension, in their organization,” said IWLA President Joel Anderson. “People who continually create positive experiences for their customers are powerful generators of new business and barriers to attrition. Leaders and managers in sales, operations, and the executive suite will leave the workshop with a framework to create the organizational DNA for a customer-focused, growth-minded business.”

The workshop leaders are consultants Verinder Syal and Nancy Olive, principals with Chicago-based Syal Consult, who have actual experience running companies and delivering results in Blue Chip companies such as Procter & Gamble, Frito-Lay and Quaker Oats, as well as in start-ups, LBOs and turnarounds. This includes extensive experience in the third-party logistics market.

Among the guest speakers will be Susan Promane, Supply Chain Director of Whirlpool Canada, who offers the perspective of someone who has worked both sides of the fence as a 3PL sales and customer service International Warehouse Logistics Association 2800 River Road, Suite 260 • Des Plaines, IL 60018-6003 Phone 847.813.4699 • Fax 847.813.0115 www.iwla.com
executive and now as a significant buyer of 3PL services. He experience includes working in sales at CN Rail, Tibbett & Britten Group, Skulogix and Meridien IQ. Titled “Sales & Marketing Strategies for Operations & Sales Leaders,” the two-day workshop will be held July 14-15 at the Rosemont Hyatt in Rosemont (Chicago), IL. Certified Logistics Professional credit is available for attendees. Class size is limited, so make sure to register early.

For details on registration fees and the course program, visit http://www.iwla.com/Events/CalDetails.aspx?Page=Home&id=272 on the Web. For more information, contact Cathy Heyderman, IWLA Education Coordinator, at 847-813-4699, ext. 230; or via email at cheyderman@iwla.com.

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Global Logistics: IWLA Concerned About Teamsters

Source: Logistics Management

By: Patrick Burnson, Executive Editor
May 25, 2010

"OAKLAND—The International Warehouse Logistics Association is urging Congress to reject legislative language that would weaken federal preemption of state and local regulation of trucking in the nation’s ports because it is a backdoor attempt to drive independent owner-operator truckers out of business at those locations – including at the Port of Oakland.

In a recent letter to Peter DeFazio (D-OR), chairman, and John J. Duncan Jr. (R-TN), ranking minority member of the House on Transportation & Infrastructure Committee Subcommittee on Highways and Transit, IWLA President Joel D. Anderson said proposed amendments to the Federal Aviation Administration Authorization Act would undermine federal preemption by allowing local governments to regulate port trucking when it comes to address environmental and port security matters.

“The proposed amendments are not really about environmental and security concerns at the nation’s ports,” Anderson said in his letter. “They are an attempt to gain through legislation what the courts have found to be unlawful: local regulation of truck drayage services at the nation’s ports. Specifically, the proposed amendments are designed to allow the ports to ban independent owner-operators in favor of employee drivers.”

Current federal law preempts state and local regulation of trucking in interstate and foreign commerce except in regard to safety. The proposed amendments would undermine federal preemption by granting local governments the authority to regulate the port trucking industry to address environmental and port security matters.

Proponents of the amendment improperly characterize the need for change as necessary to improve air quality and port security. Several major U.S. ports, including the Ports of Los Angeles, Long Beach and Seattle, have already initiated very successful Clean Truck Programs, Anderson pointed out to the subcommittee leaders. He cited the example of the California Air Resources Board which, in conjunction with the South Coast Air Quality Management District, implemented a clean trucks program that led to an estimated 80 percent reduction in diesel emissions two years ahead of its target date.

“This occurred without changing federal law,” Anderson noted. “This and similar efforts underway at other major U.S. ports demonstrate that it is not necessary to rewrite longstanding federal trucking laws to accomplish significant environmental improvements in port areas.”

IWLA Appoints Camille Golden Marketing & Communications Coordinator

April 26, 2010 (Des Plaines, IL) – The International Warehouse Logistics Association appointed Camille Golden to the newly-created position of Marketing & Communications Coordinator.

In her new position, Ms. Golden is responsible for developing and implementing IWLA’s marketing and communications activities. Her duties include providing weekly updates to the IWLA website, producing and distributing the weekly electronic newsletter, This Week @ IWLA, and coordinating marketing materials.

“Camille Golden brings just the right skill set and experience to strengthen our communication capabilities,” said Joel D. Anderson, IWLA president and CEO. “In her new post she will be able to improve communications about the association’s advocacy initiatives and educational and other services to IWLA members and prospective members in the commercial warehouse and third-party logistics industry.”

Before joining IWLA, Ms. Golden worked for the International Society for Prevention of Child Abuse and Neglect as International Events and Communications Coordinator. Ms. Golden holds a bachelor’s degree in Communication and Theater Arts from Western Illinois University, Macomb.

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Since 1891, the International Warehouse Logistics Association has been defining the standards of excellence in warehousing and logistics outsourcing. IWLA promotes the growth and success of third-party logistics companies by providing its more than 500 member companies with resources, information, education and professional programs designed to advance their businesses and provide greater value to their customers. For more information, visit IWLA.

Kenco Logistic Services' CEO Gary L. Mayfield elected International Warehouse Logistics Association chair

Among Mayfield's top priorities as chair will be membership recruitment and retention, and improving communication of IWLA's government affairs activities at the federal and state levels.

Modern Materials Handling Staff -- Modern Materials Handling, 4/9/2010

Kenco Logistic Services, one of the most respected names in the third-party logistics (3PL) industry, has announced the election of Gary L. Mayfield, CEO, to the post of chairman of the International Warehouse Logistics Association (IWLA).

"I am honored and delighted to have been selected to lead this great organization for the next year," Mayfield said. He brings strong experience to IWLA. Since joining Kenco as CEO in 1999, the company has experienced double-digit growth and is now one of the largest family-owned and privately-held 3PL solutions provider in the United States. Kenco serves more than 200 clients in 31 states and Canada, with 100 facilities and 25 million square feet of warehouse space. The company's core capabilities are warehousing and distribution, transportation management, materials handling equipment, assembly, cartoning, labeling, reverse logistics, packaging, engineering services, metal cutting, fabricating and project management.

Mayfield's expertise in warehousing, transportation and value-added services is founded on more than 30 years of supply chain experience with 3PLs and manufacturing companies.

"The momentum for IWLA has been really building each year with Jere Van Puffelen and previous chairmen steadying the ship and getting it moving in the right direction," Mayfield said. His top priorities as IWLA chairman will be increasing membership recruitment and retention; getting members more involved in the association-including associate members; and improving communication of IWLA's government affairs activities at the federal and state levels, as well as its educational, product and service opportunities.

In addition to IWLA, Mayfield is an active member of the Warehousing Education and Research Council (WERC) and Council of Supply Chain Management Professionals (CSCMP).