Shipping Contracts: What Every Purchasing Professional Needs to Know

Speaker: Rob Martinez, Executive Vice President – Navigo Consulting Group

Nearly every contract—from raw materials to finished goods—includes shipping terms. However, many companies do not take their collective spend on shipping into account. They are surprised to find out that the national average for logistics consumes 10% of gross corporate revenues, with 6% going to transportation. Put another way, a $1B company that reduces their transportation expenditures a mere 10% can save $6M/year! These often-overlooked savings are some of the easiest to capture within your supply chain.

In an industry of constant change, supplier consolidation, service improvement, expanding technology & value-added service offerings, chances are you’re spending too much on shipping and getting too little.

To maximize savings, however, preparation (data analysis and strategy) is critical. Most shippers don’t know they are at a disadvantage when negotiating with their carriers. Attend this dinner meeting and learn “insider” information to help you understand key components of your carrier contracts and determine how to:

• Negotiate the best upfront discounts, contracts & services available
• Identify and reduce the impact of accessorial charges
• Reduce your shipping costs by as much as 30%
• Maximize savings through modal optimization and carrier incentive programs
• Avoid common negotiating errors
• And much more!

Biography:

Mr. Martinez is partner and executive vice president of Navigo Consulting Group, one of the country’s leading transportation consultancies. With 16 years experience as both a supplier as well as outside consultant to the logistics industry, Mr. Martinez specializes in reducing his clients shipping costs through data analysis, strategic sourcing, modal optimization, utilization of technology, RFP’s, contract negotiation and supplier management.

A cum laude graduate of UCLA, Mr. Martinez has extensive experience in national account sales and management, supply chain and customer relationship management, business development and outside consulting.

Mr. Martinez began his career at Airborne Express (now DHL) where he managed a $125M division. Mr. Martinez became one of a select group of employees in Airborne’s 50-year history to reach Lifetime Status in Airborne’s prestigious Winner’s Club for consistently exceeding corporate objectives. Mr. Martinez also received the corporate APEX Award (Airborne Program for Excellence), presented in recognition for his contributions to Airborne’s growth and profitability.

Mr. Martinez’s work experience includes executive positions at technology stalwarts Stamps.com, a provider of online postage solutions, and eAssist Global Solutions, a leading provider of electronic Customer Relationship Management (eCRM) software to the Fortune 1000. Mr. Martinez is also the President/CEO of Transult Inc., a professional training company that provides a variety of supply chain educational seminars and tailored training programs to corporations.

A frequent speaker at numerous industry conferences, Mr. Martinez has presented at Parcel Forum, MAILCOM, NASSTRAC, PCC (Postal Customer Council), MSMA (Mail Systems Management Association), NAPM (National Association of Purchasing Management) and ISM (Institute of Supply Management) workshops and conferences. Mr. Martinez has authored multiple logistics-related articles and is quoted extensively in industry publications including Parcel Shipping & Distribution, Traffic World, Air Cargo, The Journal of MAIL Communications, Ship Magazine, and Mailing Systems Technologies to name a few. Active in various industry associations, Mr. Martinez is a member of the NAPM San Diego Professional Development Committee, and is the President of MSMA San Diego.