| Question | Answer |
| What are the divisions of Con-way, Inc? | CWF
CWTL
MENLO |
| What are our Core Values? | Integrity
Excellence
Commitment
Leadership
Safety |
| Name the services or modes we offer | LTL
TL
Rail
Expedited
IMDL
Air
Reefer
Ocean
Flatbed
Mexico
Canada
Heavy Haul
Partial
OTR
Dedicated
Consolidation |
| What does it mean to be Lean? | Continuous improvement.
Voice of the customer.
Using best business practice. Eliminating waste.
Small incremental changes.
Improve quality, reduce time, reduce cost, improve morale and safety. |
| What is our Mantra? | Commitment
Consistency
Intensity |
| What is the role of a broker? | Secure freight.
Find trucks/carriers.
Service on a load.
Move freight efficiently and cost effectively.
Increase margin and drive down costs. |
| How do you maximize your margin? | Increase cost to customer.
Reduce cost to carrier.
Maximize/take advantage seasonality/market conditions/headhaul vs backhaul.
Utilizing time efficiently.
Be efficient and organized. |
| What unique pieces of information do you need for an LTL shipment? | NMFC, National Motor Freight Classification. Class. Exact weight, pallets, dimensions. |
| How long must a carrier have an active authority for us to use them? | 180 days |
| Who is the president and VP of operations of Con-way Multimodal? | VP of Operations - Greg Orr
President - Tommy Barnes |
| Who are the site managers at each location? | Portland – BRR – Chuck Minarsich.
Aurora – BRA – Andreas Katsoros.
Ann Arbor – BBO – Jay Fulton. |
| Con-way Inc is a $ ____ Company. | 5 Billion |
| Name three benefits or special advantages you can use to sell CWM to a customer or a carrier. | $250k bond. Respected brand. Multiple services. Access to sister companies. Full range of shipping solutions. Quick pay and advances for carriers. |
| Name 3 Competitors (any Mode or Service) | CH Robinson, assets, person sitting next to you. |
| Why is it Important to Understand Supply Chain? | Target other customers/vendors/distributors in the supply chain and expand our book
of business. Better understand product life cycle of what you are moving |
| What safety ratings do we accept? | Satisfactory or None. |
| What is the max SEA score we will accept? | 85 |
| How many trucks must a carrier with a Broker License have to be able to work with us? | 10 minimum |
| Broker monitored statistics. | Margin $ and %. # of calls made. # of new customers/ month. |
| What is quick pay? | Paying the carrier an advance or a final payout. 40% for an advance for $ 40 fee. Final payout for 2% or 3%. |
| List the things you need to know when taking a load from a customer. | Origin/destination.
Weight.
Piece count.
Equipment Type.
Pick/Del Times.
Value.
Commodity.
Special Instructions (Dims or contact info) |
| List 3 places you can check for availability of carriers: | Power Broker. Internet truckstop. DAT/3sixty |
| Where would you look for rate information when pricing a shipment to a customer? | PB - History. Transcore rate index. ITS – Rate mate. Calling Carriers |
| What screen do you use to log customer sales calls? | Locations/Telemarketing Tab |
| List the regions impacted by seasonal shipping trends. | NW – X-mas trees.
CA/FL /TX– produce.
TX – Border /Cotton.
L.A. - Imports.
End of year shutdowns. |
| Name one “back haul” market. | Northeast. |
| From the “planning your day” segment, name 5 things a broker should do every day and when. | Put out fires.
Tracking/tracing.
Cold Calls/sales development calls.
Develop custy/car relationships.
Set yourself up for the next day.
Update loads. |
