Taking a “Human” Approach to Working with Our Shippers

Scott Schara

We’ve all heard the old adage ‘two heads are better than one.’ When it comes to solving a problem or looking for guidance, it’s always easier having someone there to help. In today’s rapidly changing transportation industry, shippers and carriers are looking for just that—a strategic partner to help guide them through the peaks and troughs of the ever-changing freight market. This is where leaning on a third-party logistics (3PL) provider, led by forward-thinking industry experts, can help you build a supply chain plan that can balance short-term capacity needs with long-term agility.

In his eight years at Coyote, Scott Schara, Chief Commercial Officer, has helped to hone a customer-centric approach to how we work with our over 14,000 shippers. For this reason, he was recently honored as a Top 100 Global Sales Leader by The Modern Sale. Scott sat down with us to share what he believes are the three key Coyote practices that help our customers achieve long-term business success.

Prioritizing Strong, Valuable Relationships

Relationships matter, especially when it comes to finding a 3PL partner. Over a one-month period, we surveyed over 250 shippers and one of the things that mattered most to them was having a dedicated account rep who knows their business.

Coyote prioritizes relationships, including getting to know our customers and their unique needs. We built our company on a centralized model, which means there is one operating system connecting shippers and carriers with a single point-of-contact for customers. This trusted relationship and centralized model allows our specialists to provide our customers with customized guidance, actionable insights and innovative supply chain solutions.

“This is one of our biggest core differentiators,” says Schara. “It was done with the intention of understanding the nuances of our customers’ business and helping them grow.”

Coyote’s steadfast commitment to service has also allowed us to build a dedicated team of logistics professionals that know the market, your business and supply chain inside and out. We always have—and will continue—to make an investment in our people, arming our specialists with the knowledge they need to empower your growth. The more we can learn your business and challenges, the better positioned we’ll be to work together to find the right long-term solutions for success.

“Coyote has grown as an organization through strong partnerships with our customers. Because of this growth, our reps have become more educated as well, helping to guide our customers through today’s volatile and ever-changing marketplace.”

- Scott Schara, Coyote Chief Commercial Officer

Consolidating a Fragmented Marketplace

We know the U.S. truckload market is vast, dynamic and extremely fragmented, creating pricing and capacity volatility for shippers of all sizes and industries. With constant potentially disruptive changes occurring across global supply chains, you need to have access to different types of capacity and be able to pivot fast when the market shifts. Coyote helps consolidate this fragmented marketplace with the size, scale and network diversity needed to help you navigate the ebb and flow of the market.

“We are going to continue to leverage our years’ worth of historical and proprietary data to predict where the market is going and by aligning ourselves with our customers, we are guiding them through the peaks and troughs of the market,” says Schara.

Coyote’s centralized network of over 70,000 carriers hauling different equipment types across every region in North America helps shippers balance capacity, rate fluctuations and service. With access to our diverse marketplace of owner-operators, nationwide fleets and everything in between, no matter what you’re shipping and when, we will find carriers in our network to cover it. 

In addition to providing the primary, backup and spot capacity you may need, our centralized model also provides us the ability to create customized solutions to help you operate smarter and plan more efficiently for the future. Every customer and their business need are unique—so why shouldn’t your supply chain solution be as well? Our managed transportation and custom supply chain solutions are built to help you scale faster and drive your business forward. By taking this customer-centric mentality, we’ve been able to grow our relationships and propel ourselves to the company we are today.

“Over the past 12 years, we’ve gained the density and scale to grow alongside our customers, learn the ins and outs of their business and offer them strategic insights that will adapt to their needs,” says Schara.

To read more about how we use our customer-centric approach to help innovate our technology, read our article, “How Your Needs Drive Innovation in Supply Chain Technology.”

Investing in Proprietary Data Intelligence

In today’s digitally-driven environment, data is king. It rules so many things around us and today more than ever, there is so much logistical data at our fingertips. Successful shippers are making it a priority to invest heavily in collecting, analyzing and storing proprietary data—but without converting this data into actionable intelligence, the benefit becomes cumbersome.

What sets Coyote apart from our competitors is the decades-worth of shipment transaction history—all existing in one centralized system. By aggregating this data, we can turn it into concise insights that our shippers can use to plan for market shifts and help drive better decision-making.

“In shipping over 10,000 loads per day, we’ve collected a large amount of proprietary data intelligence that has helped predict where in the market may be headed,” says Schara. “By passing it along to our customers, they can plan for any market condition.”

Additionally, harvesting data to understand the complexities of your operational efficiencies—and inefficiencies—is one of the best ways to optimize your supply chain for long-term success. Utilizing a transportation management system is one way shippers can centralize and streamline reporting, forecasting and cost tracking—alongside setting best practices for carriers and tracking service KPIs. Having access to all of this proprietary data—and knowing how to use it—will not only help streamline daily operations but will ultimately help you become a better shipper.

“One of the biggest benefits a 3PL can provide is the ability to make decisions based on data. Some of our most successful customers have improved their operational structures—big and small—by investing in data intelligence to helping them plan for the future.”

- Scott Schara, Coyote Chief Commercial Officer

Congratulating a Top 100 Leader

We’d like to thank Scott for sharing his insights and congratulate him for being recognized as a Top 100 Leader by The Modern Sale. To learn more about Schara’s background and this honor, click here. 

To see how we use data to help our customers better understand the market, read our Coyote Curve resources.

View Coyote Curve

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