Flash: From on high a Mr C. Jackson is going to offer sales reps an extra day off, $1000.00 in commission and possibly a company car upgrade. To think that Conway would ever reward someone for performance in real terms is amazing. Below are some quotes from a message relayed to me from a person in the know, that was sent to all CCX RSM, CCX AE-Canada, CCX A/E United States, CCX SCM and CCX RM. You all may find interesting.
Crowbars Sales Initiative - Pay for Performance.
Mission:
"Con-way Freight is presently tracking below profit and revenue goals for 2007. As a result ICP is also projected to come in below acceptable levels."
"Each sales territory needs to produce an additional $1000 per day of incremental revenue for the balance of 2007. The mission should produce an additional $61 million dollars of revenue with approximately $12 million in additional profit. We must be very be very careful not to erode yield on existing traffic so the focus will be on the following:
Target
3 day traffic and beyond."
*******************************
Con-way has a problem on its hand today, the sales force is comprised of paper pushers/data entry clerks that have little understanding, if any, of logistics, lane analysis or production/consumption patterns and has centralized the decision making process to the point that an individual is discouraged from independent thought and action.
Within transportation there has always been conflict between operations and marketing/sales, where there is a balance between two there is success: Not found at Con-way
Today Con-way is a "Me To" carrier that will not be able to play catch up....sorry to say. For the old heads, they must remain with the ship, for the young: Learn and move on.
Crowbars Sales Initiative - Pay for Performance.
Mission:
"Con-way Freight is presently tracking below profit and revenue goals for 2007. As a result ICP is also projected to come in below acceptable levels."
"Each sales territory needs to produce an additional $1000 per day of incremental revenue for the balance of 2007. The mission should produce an additional $61 million dollars of revenue with approximately $12 million in additional profit. We must be very be very careful not to erode yield on existing traffic so the focus will be on the following:
Target
3 day traffic and beyond."
*******************************
Con-way has a problem on its hand today, the sales force is comprised of paper pushers/data entry clerks that have little understanding, if any, of logistics, lane analysis or production/consumption patterns and has centralized the decision making process to the point that an individual is discouraged from independent thought and action.
Within transportation there has always been conflict between operations and marketing/sales, where there is a balance between two there is success: Not found at Con-way
Today Con-way is a "Me To" carrier that will not be able to play catch up....sorry to say. For the old heads, they must remain with the ship, for the young: Learn and move on.