Have you ever wondered why your customer relationship management software feels clunky? You’re not alone.
Though a variety of CRM platforms are marketed to 3PLs, the truth is that none are truly designed for the logistics industry.
Like for many 3PL leaders, the idea of being an afterthought frustrated Philip Magill, owner of Florida-based Transportation Management Solutions.
In his 35 years in the industry, Magill had yet to find a CRM that fit his needs — even the most popular platforms he thought left much to be desired.
Transportation Management Solutions had few options when it came to choosing a CRM.
“Try to find a CRM tool that is out-of-the box fully functional and meaningful for 3PLs. It doesn’t exist,” Magill said. “If I could have bought one off the shelf, I would’ve gladly.”
This leaves many 3PLs little choice but to settle for the basics. That is unless you’re willing to shell out millions of dollars to build your own proprietary software.
For the majority of the industry, that is simply unfeasible. But Magill knew this shouldn’t be the case, so he set in motion a plan to change just that.
In partnership with software developer Cyzerg, Magill founded IFS to democratize 3PL software for companies large and small. IFS offers the industry’s only true CRM software for 3PLs, Supply Chain Relationship Management (SCRM).
Built specifically for the logistics industry, SCRM helps manage customers, sales leads and other supply chain stakeholders all while helping boost sales and operational efficiency.
It’s crucial, especially during a recessive economy, for 3PLs to have a good handle on their customer bases as well as leads, which is why Magill stresses the importance of being able to manage stakeholder activities and relationships at your fingertips.
“When there’s excess capacity out there, customers are looking for better rates,” he said. “And who do they go to? They go to the 3PL.”
Magill urges 3PLs and transportation providers to invigorate customer relationships. Where most CRMs inadequately manage the sales pipeline and squander leads, SCRM helps users engage with clients more effectively.
Transportation and warehouse services are tracked in real time via the SCRM dashboard, which presents metrics on each level of the organization. This provides users with a powerful tool that Magill said tremendously helps manage customers moving forward.
“That’s the problem with most systems today,” he said. “There’s no mechanisms to manage your customer moving forward.”
Magill said his company’s previous platform was too broad and cumbersome to solve his specific needs, leaving his staff in a limbo.
“We used a different CRM for a year — I hated it,” Magill said. “The way our sales team managed customers within our organization was a hodgepodge. They would have their own Excel spreadsheets. Some even used yellow pads or had stacks of paper with the accounts paper-clipped together.”
But SCRM does away with the pencil pushing. With an intuitive dashboard and unlimited integrations, 3PLs are running smoother than ever.
Users find that sales cycles are more consistent, as the dashboard configures calls, emails and meeting cycles. Its full email synchronization also makes sure to keep records of all customer emails.
“There’s a lot of bells and whistles in SCRM to manage your logistics business moving forward that don’t exist anywhere else in the industry,” Magill said.
What’s more, SCRM offers the industry’s first combined CRM and quoting solution.
“You can do some of these things with other CRMs, but only after you invest thousands of dollars or so in customizations,” said Hector Sunol, co-founder of Cyzerg and IFS. “We’re building software that is ready to use right out of the gate at very accessible pricing. You get a CRM fully built for 3PLs that is 100% cloud-based at half the cost of the industry [standard].”
