Summary: Aantekeningen C.h. Robinson
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1 Global Airfreight
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Which are eight keyfactors of an ideal global (airfreight) customer?
- Multi-modal
- Relationshio oriented
- Financially viable
- Need value added services
- Shipping consistency
- High-value cargo
- Fits lane strategy
- time-sensitive freight -
Which five characteristics are applicable on an ideal airfreight customer?
-Shipping consistently
- High value cargo
- Fits lane strategy
- Time-sensitive freight -
Which customized solutions do we offer when it comes to shipping freight in an airline=
Expedited
Deferred
Consolidated
Chartered
Small Parcel -
Which industries will have a preferrence for airfreight?
Energy
Automotive parts
Healthcare
Capital equipment
Perishables
ELectronics -
What are specifically excellent products to approach for Airfreight
- 1. Urgent goods
- 2. High volume goods
- 3. Intercontinental urgent mail
- 4. Spare parts and spare parts for land vehicles
- 5. Spare parts for the aerospace industry
- 6. Perishable food
- 7. Materials for fairs and events
- 8. Plants
- 9. Drugs, vaccines and pharmaceutical products
- 10. Live animals
- 11. Luxury products
- 12. Artworks
- 13. Machinery and accessories for medical use
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2 Inco-terms
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Welke inco-terms gebruiken we enkel zeevracht?
FAS ->Free alongside ship
FOB ->Free on boardCFR ->Cost and freight
CIF ->Cost insurance and freight -
3 SALES
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Before we pick up the phone, which four elements do we want to know in order to get a general picture of the organisation and who we need to approach / pamper
1. How is the organisation structured?
2. What are the roles of our contacts?
3. What is each specific contact's concern so you know what to talk about and how to lead the conversation
4. How do we tailor our approach based on what we find out? -
Mobilizers are the people within an organization who are committed to bring change en are willing to influence others. Which three will be beneficial to work with?
1. The Teacher
2. The Go Getter
3. The Skeptic -
How do you work a person with the Teacher persona?
A teacher is persuasive, passionate and advises others. He can sometimes be viewed as ungrounded or weak in project management skills. Key here is to stick with their vision, provide a clear project plan and timelines. Keep them on track with interim deadlines! -
How do you work a person with the Go-Getter persona?
Their strengths are being relentless, team player skills and creating a structure. Theyre less visionairy, poor storytellers and value rational over emotional explanations. Prioritize organiational benefits, give them a vision and ensure they convey that vision!
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