“We have always done it this way”
The seven most expensive words in business
I regularly see “We Have Always Done It This Way”, aka as the most expensive 7 words in business, showing up somewhere and I cannot agree more.
When we introduced Cordstrap to Australia in 2015 I got in touch with a large freight forwarding company. The company secured many cargoes on flat racks and in containers. An ideal prospect!
The operations manager told me they used mainly steel chains on their flat racks, and sometimes ratchet straps. I explained the many benefits of the Cordlash lashing system over steel chains and ratchet straps, such as reduced cost- and labour, and asked if we could do a free demonstration for him.
Why save money? The customer is paying anyway…
He was not the interested. As far as he was concerned nothing was better than chains and he had “always done it this way”. I told him about the significant amounts of money he would save. This did not concern him because so he told me “the customer was paying for it anyway”. To be honest, these words really shocked me the most.
Persistence pays
Over the past 2 years, I kept in touch by occasionally sending him photos of applications in Australia with our lashing systems. I still had good hopes one day he would allow me the opportunity to do a demonstration.
A few weeks ago, he replied to my email. He had recognised the cargo in the photo and told me he actually placed a bid for that job. However, he had lost it because his quote was too high. Now he understood why.
I told him it would be my pleasure to do a demonstration. If he did not like what he saw, he could simply cut the lashing straps and apply his chains. No cost to him, and no strings attached. He agreed to meet!
Convinced and regrets
After the demonstration, he was instantly converted… Just yesterday I spoke with him and he told me how much he wished he would have allowed us to do a demo 2 years ago. He reflected on the amount of money and time he would have saved, and most likely how much more jobs he would have won.
Change can be “scary”
I understand that it can be costly to try something new, especially if things “you have always done this way” are working well. But, keeping an open mind does not necessarily cost anything and it could improve your operations, save money and lead to more (satisfied) customers.
Want to meet?
As with this customer, it will be my pleasure to meet with you for a free on-site demonstration as well. Who knows, we might be able to provide you with a cost- and time efficient solution and better secured and protected cargo. Simply get in touch with us and will get in touch with you by return.
