VAN BUREN, Ark. — USA Truck said it is reorganizing its sales organization to better align with its diverse customer base and a highly dynamic marketplace.
The ultimate objective of the reorganization is to support and drive toward the company's stated goal of balancing the revenue contribution of its asset and asset-light business units, according to President and CEO Randy Rogers.
The company currently employs 22 dedicated salespeople focused on national accounts as well as local market coverage.
Previously, sales personnel were aligned with one of the two USA Truck divisions and not always well-positioned to effectively present the extensive service portfolio of the entire company.
"This reorganization will ensure that customers benefit from the entire portfolio available from both our asset and asset-light operations," Rogers said. “The unified sales team will offer comprehensive and innovative solutions that meet the unique and frequently changing challenges confronting our customers in today's fluid market.”
With an expansive customer base throughout North America, USA Truck and USAT Logistics blend a wide-ranging portfolio of asset and asset-light services, providing a balanced approach to supply chain management.
While the company's market strategy, sales training, and pricing modeling will be led jointly by Martin Tewari, president of trucking, and Jim Craig, president of logistics, Craig will take on the responsibility for leading the day-to-day sales activities of the now integrated sales organization.
"As a proven executive level commercial leader over the past 25 years, Jim brings a passion and process orientation to business development activities that will change the course of our sales activities and ultimately their results," Rogers said.
“I've had the opportunity to lead sales organizations for four different large freight logistics companies over my career” Craig said. “And the sales team at USA Truck is surely the most experienced, capable and now determined group I've been associated with.”
USA Truck manages the shipment of goods using its own assets through an advanced freight network. The company also handles freight on a dedicated contract basis. USAT Logistics, the company's asset-light group, utilizes multiple modes of transportation as a traditional 3PL provider. This approach enables the company to manage a wide variety of shipments, from oversized loads, intermodal, refrigerated and flatbed loads and less than truckload amounts as effectively as it handles full truckload shipments via its company fleet.
“With our driver team members and a fleet of modern equipment with the latest communication technology, we provide exceptional support for shippers who want and need certainty in their supply chains. When we add the capabilities of USAT Logistics, it's a powerful combination and a compelling value to our customers, both present and prospective,” Tewari said.
The sales team itself will be divided into two geographically aligned national account teams under the direction of Greg Goodner and Sig Cruz.
A third team will include sales personnel aligned with a specific USAT Logistics regional center, focused on local market customers while still selling both asset and asset-light services. The company operates regional sales centers throughout North America, along with service facilities in Dayton, Ohio; Laredo, Texas; and Van Buren and West Memphis, Arkansas.
Its new agent initiative will also enable USA Truck to offer its services to be offered to potential clients in secondary markets, Rogers said.
The Trucker staff can be reached to comment on this article at firstname.lastname@example.org.
Find more news and analysis from The Trucker, and share your thoughts, on Facebook.