Transportation

Hunter's support in the transportation industry has focused on helping clients throughout the customer lifecycle – including new account acquisition; growth of existing accounts; and re-activation of dormant accounts. In an industry facing intense competitive pressure and risk of commoditization, Hunter has helped clients to build relationships with customers which allow them to transcend pure price positioning.

Clients in this arena include USF Holland; Yellow Roadway (YRC); and Midwest Airlines.

 

Projects in Transportation have included:

  • Customer Buying Behavior Analysis to identify and mitigate root causes of defection;
  • Re-activation programs to re-engage dormant or declining accounts;
  • Grading and segmentation to identify and target highest potential accounts;
  • Sales coverage models which decrease cost of sales while expanding total coverage in the market;
  • Integration of medium into coverage plans to enhance communication and value-add at economically feasible levels.