company to develop management skills it’s
able tobring toother clients aswell.
“In a lot of cases, we’re loading truckload
quantities out of our facility to go to one of
their facilities out of state. And if it’s not
full, then they’re actually shipping air,” he
said. “With the freight rates being what
they are, they don’t want to ship air. They
want tomake sure that the cube of the truck
is full.
“So what they say to us is ‘Act like you’re
using our checkbook. If you saw that every
day and that behavior started getting to a
point where that truck started diminishing
down from a full truckload down to maybe
three-quarters or then down to a half, raise
the flag and tell us that we’re not behaving
appropriately. Because the plan is to keep
that truck full.’
“When you’re able to walk into a
relationshipwith a customer and you’re able
to have that give and take, in the big picture
you’re helping out your partner and you’re
68 | BusinessWorld | July-August 2014
