Con-way Truckload

Company: Con-way Truckload, Joplin, MO
Entry Submitted By: KG Partners
Company Description: Joplin, Mo.-based Con-way Truckload is an operating company of Con-way Inc. (NYSE: CNW) and a leading provider of expedited, time-definite full-truckload transportation services across North America. The company serves the transcontinental shipping needs of commercial and industrial businesses and sister company Con-way Freight.
Nomination Category: Sales Department Categories
Nomination Sub Category: Sales Department of the Year - Distribution & Transportation

Nomination Title: Con-way Truckload: Driving Sales in North America

1. Tell the story about what this nominated department achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Con-way Truckload has more than 3,400 drivers with a fleet of more than 2,900
tractors. The company has the largest sales force of any truckload carrier of
this size - 42 sales personnel servicing the United States, Canada and Mexico.
The company employs a sales team of this size in order to continue its focus on
providing local coverage and customer service to all its customers, while
limiting the amount of business it does with brokers.

Despite a challenging economic environment in 2008 that impacted the
transportation sector overall, Con-way Truckload demonstrated a 7 percent
productivity improvement during the specified time period and 30 percent growth,
while rates deteriorated only slightly vs. industry trends.

The company attributes this success to its philosophies, premier coverage,
quality salespeople and its ability to grow business with existing customers.
The company also leverages its relationships with sister companies Con-way
Freight and Menlo Worldwide Logistics, which has contributed to its ability to
grow during this down economy. In fact, the company has reduced empty miles by 8
percent, and added 600 tractors to its fleet. Total miles per assigned units
have increased 4.45 percent and revenue per tractor, per week is up 5.44 percent.

Another area of success for the company has been its success in Canada and
Mexico. Many of Con-way Truckload's competitors are newcomers to these markets
and lack an understanding of the cost of doing business outside of the United
States. As a result, they tend to reduce rates to win new business. The biggest
obstacle for Con-way Truckload is to remain disciplined with its pricing, while
giving its sales force the tools they need to educate the shipping community
about the unique complexities and challenges these geographies present. With
more than 20 years of doing business in Mexico, Con-way Truckload has gained
significant knowledge and experience with Mexico trade requirements, customs
operations and cultural differences.

Reliable capacity can be difficult to acquire in Mexico, in particular. Con-way
Truckload does not overbook its capacity and believes its success in this market
is due to its ability to deliver the capacity customers need, when and where
they need it - at a specified rate.

Characteristics of a winning sales team:
• Every sales person has a unique goal for his territory based on a quarterly basis
• There is no national accounts team; customers receive the same service and
attention regardless of size
• Sales performance is measured by physical territory (what is physically moving
in and out of a particular region) and the activity of the salesperson's
customer base
• Salespeople have access to the same detailed sales data and information as
upper management

2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

3. Provide a brief (up to 100 words) biography about the leader(s) of the nominated sales organization:

Pete Montaño is executive vice president of sales for Con-way Truckload. In this
role, he is responsible for the strategic sales planning and training for all
sales in the United States, Canada and Mexico, as well as for the success of the
sales force at Con-way Truckload and Con-way Truckload de Mexico. With more than
17 years of service at Con-way Truckload, he has been actively involved in
expanding Con-way Truckload's service offerings to its customers, including
dedicated operations and regional services. Montaño has a bachelor's degree in
business administration from the University of Arizona in Tucson.