AM Transport is a third-party logistics provider providing hassle-free and cost-effective shipping and logistics services in commercial packaging, food grade, automotive, construction, and high value item industries. Based in Olney, IL, AMT is committed to giving back to their local community through local job and economic growth.
The Challenges
AMT has been in business for 30 years, building a long-lasting and loyal customer base in its first two decades. When they sought to grow the business, they looked to President’s Club to help them start. AMT’s sales are very transactional and the local business owners did not take to a formal sales process. Additionally, being located in a small town meant there was not a large talent pool of people familiar with their industry, so they would also need training programs for any new hires, and support for managers to maintain the success of their new salespeople.
The Solution
President’s Club and AMT built shared milestones to ensure they were successfully onboarding new hires at the appropriate pace. President’s Club’s engagement would begin with a final screening of local applicants that the CEO was interested in hiring. AMT would train the salesperson on the logistics business, while President’s Club would onboard and train on the sales process. Once the employee was trained, President’s Club provided fractional management for both the sales team and the CEO to ensure this new hire remained successful.
The Benefits
After not acquiring a new customer for several years, a new salesperson trained by President’s Club brought 42 new customers in 2022. President’s Club transformed AMT into a profitable sales organization from top to bottom. We merged cutting edge sales techniques into a blue collar, transactional industry.
Keys to Success
President’s Club built a hiring, training, and sales program unique to AMT’s challenges. We set up new hires for success, provided mentorship and training to both the CEO and the salesperson, and maintained a managerial presence to these new hires as they faced challenges in their sales roles.
Quotes
Through that collaboration of Stephen understanding transportation and logistics, and explaining to me cutting edge sales techniques, we’ve been able to find the best of both worlds.
David Abell, CEO
One of the reps that President’s Club was a vital part in ramping up brought on 42 new customers in 2022.
David Abell, CEO
We work together when there’s a need, and he’s not trying to nickel and dime me when there’s not a need.
David Abell, CEO
I’ve been able to call Stephen with a new hire, when I think they’re a good fit but I want another opinion, and he’s always happy to jump on a screening call and ensure that we are making the right decisions.
David Abell, CEO
