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When you rely on a virtual army of independent business contractors to produce your product, as Pacer does, it pays to deliver on the little things. Our success in adding new capacity around the country - particularly in major markets like Chicago - is based on old fashioned communication with a few new twists. Incentives may entice the quality contractors in the door, but other aspects of working with Pacer are keeping them on board. The key to success, we believe, is our focus on communication.
We make it a team effort. Too often the freight industry can feel like a nameless, faceless business, where the minimum standards are tolerated. With the team approach, we really embrace an owner operator - by treating them right, aligning their needs with more effective dispatching, and keeping an "open door policy" so that their questions can be asked and answered on a timely basis.
It's about good communication.
We provide good tools. Just dangling the prospect of freight isn't enough any more. Time equals money. By integrating better technological tools for dispatch and shipment status communications, our contractors can make more runs per day - and more runs mean more money in their pockets. As business owners, they see the value of those tools immediately. And it's an instant capacity boost for our customers.
It's about efficient communication.
We create sustainable advantage. We must offer some uniqueness in order to retain our contractors. Sharing information is critical. Our referral program is doing just that. Our current owner operators "spread the word" and the folks they refer don't just sign on, they make a real commitment to Pacer Cartage. One look at our group buying program (the Pacer Advantage) offers good deals on insurance, tire, and the like, plus cash-based referral incentives, it's clear that signing on with Pacer Cartage is just plain good business.
It's about communication that creates value.
Sincerely,
November2007
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