Service Sells... Always has and always will!

Historically, trucking has been in a “perfectly competitive” environment, meaning shippers had multiple options to choose from when it came to carrier selection. They would simply go down a list based on price, safety, service, relationship, etc. and pick the one that best met their need.

In the more recent past, 1999 – 2003, we witnessed several customers change their decision making model to “price first”, trying to hold costs of transportation to a minimum. We were forced, as our competition was, to participate in “on-line auctions”, driving prices down even more. ATS Specialized participated in a couple of these auctions with our larger accounts. The outcome was devastating to say the least. I had to put a stop to it. Therefore, we made the decision that we would never participate again UNLESS we were submitting price increases.

Why you ask? Because we are ATS Specialized, a high quality service provider with the best drivers and equipment this industry has to offer. Quality service needs to continue at all levels to include Sales, Customer Service, Operations, Drivers, Permits, Settlements and Billing/Collections.

Since early 2004 our “front line” to include Sales and Customer Service has done outstanding in getting more money from the marketplace. This has not been to “gouge” anyone, but rather, what was needed to be done to get things to “normal”.

Going forward, service, service, service. As a team we need to be committed to service in order to expect more money from our valued customers. They need to know when they call ATS Specialized that the price won’t always be the cheapest, but the service will be first class.

What one thing could I offer as advice that I hope you carry with you each day? Over Communicate! No one will ever look down on you for telling them too much or keeping them over-updated.

Let’s prove to our customers that we are the strongest quality service provider this industry has to offer.

Service Sells... Always has and always will.

Gary Stang, Vice President & General Manager, ATS Specialized, Inc.
"Rolling Along" presents thoughts from a member of the ATS Management Team.

MIDNIGHT TRUCKING HONORS ATS DRIVER
Wayne Behrendt, who has been an ATS driver for nearly 30 years, was chosen as a Million Mile Club Member on February 9, 2004, by the Midnight Trucking Radio Network. Two drivers who have driven 1,000,000 miles without a preventable accident are entered into the Million Mile Club each Friday morning. The Midnight Trucking Weekly winners are determined by a random drawing. One of the prizes each winning driver receives is a custom embroidered Run Hard work jacket. The Midnight Trucking Radio Network is a national station for the American Trucker. Current events, news, information, national weather forecasts, safety tips and interviews with trucking industry leaders are broadcast from Midnight to 5 a.m. Behrendt joins other ATS members of the Million Mile Club, Bill Borger, Milt Larson, Gene Stageberg and Mike Toomire.

ATS nominates all million mile drivers to the Midnight Trucking Network for this award. Please join us in congratulating Wayne.