Week 5: Coyote Logistics

Week 5 is in the books and summer could not be going by at a faster rate. This was a good week for me, it is post training; week 3, and I am really starting to settle in my daily tasks. Having a set plan every morning and finding efficient methods for effective selling has play a huge part in my success up to this point. Also, this week, all of the interns were taken to a Colorado Rockies game paid for by the company which was an awesome time!

I am currently up to 25 sales total in the past weeks which adds up to approximately $50,000 in brokered freight. Today (Friday) I sold my coolest load to date: it was a beer load for Laguintas Brewing Company, picking up in Ontairo, California and going all the way across the country to Hamden, Connecticut. It was my highest sale to date at $6700.

Point of sale is the most exciting part of this job. In comparison, brokering freight is similar to brokering stocks. The market prices and capacity dictate prices or rates and rates can change daily. On some loads we take a loss…we pay more to move the freight then the customer paid us. On the contrary, most of the loads we make money on. For example, the beer load I sold today for $6700 had a $700 dollar positive margin on it, because Laguintas Brewing paid us $7400 to move it for them. The process of getting a rate approved is an exuberant back and forth bidding process between the carriers and managers who approve rates for us. A lot has to go right to get a right approved. Therefore, it is a thrill every time!

Hope everyone is having a great summer! I will try to get pictures for next week’s post, I sit in an office all day so I don’t see very many exciting things. However, I will take a picture of my set up so everyone has a perspective of my daily scenery.

 

HAGS!

Week 4: Coyote Logistics

The fourth week of interning at Coyote Logistics in Denver, CO has come to a quick end and the summer seems to be flying by. For the first two weeks of the internship…myself, and the 7 other interns went through class room training. On the contrary, the past fortnight for interns has been the total opposite of what the internship entailed throughout those first two weeks. In the classroom, it is difficult to portray the fast-paced, highly intense, and overly competitive work environment that we have been thrown into for the remainder of the summer. Intimidating at first, the “sales floor” where I perform carrier sales, is a loud and rambunctious office scene that is unique all its own.

Last week, our first week on the floor, was an adjustment period that was full of learning experiences. This week however, was a time to get settled in and become more comfortable with the tasks at hand. Sitting to my left, is a senior carrier sales representative that will be my mentor throughout the summer. This week each intern had to sit down and formulate daily, weekly, and long-term goals with their mentors. Some of the goals my mentor and I decided on are the following: 50-75 phone calls a day and at least 2 + sales a day for the remainder of June, 10 + sales for next week and an increase of 2 sales a week on top of that going forward, and for the summer, to do $100,000 dollars in brokered freight sales for the company. At first, $100,000 in sales for the summer sounds crazy, but in the last two weeks I am up to 14 sales totaling in at $19,250. The freight I am selling ranges from $150 to $6,000 for a single haul. Therefore, each day is a battle but there is always a big sale one phone call away.

This past week had its ups and downs but in totality it was a great week! Thursday I had my best day yet, making a total of five sales for customers like Heineken and Kellogg’s. Thrilled from the day before, today (Friday), was my hardest and worst day on the sales floor yet. Coming in with a total of zero sales for the day, I spent most of the day being a problem solver and not a salesman. Coming along with the sale is the responsibility to service or track the freight, to make sure it picks-up and delivers on-time. This task can come with an array of issues or reasons why someone can be late or something can go wrong. Friday was that in a nutshell. For example, two of my drivers on different loads both missed their scheduled delivery appointments and now are rescheduled for Monday, they were not happy to hear that and I had to embrace their emotional responses and deflect in a professional manor. Also, on another one my loads I had a truck break-down and now we may have to get a new carrier in there to save it (referred to as a “bounce”) but since I am not there this weekend, the result will have to wait till Monday.

Those are just a few hiccups I have experienced in the past day, so there are many more to come throughout the summer. I hope everyone is enjoying their internships this summer, I look forward to reading more about them!

Thank you for your time,

Tyler Schwaner

Week 3: Coyote Logistics

This is the first week after training for the interns of Coyote Logistics. The first two weeks of classroom training were extremely helpful. However, in the past 4 days I have learned more about my role “Carrier Sales” then I did in the two weeks of being in the classroom.

From classroom to sales floor…in short, is the start of the maturation process for interns and full-time employees. One of the coolest parts about this internship is that interns take on the role of the entry level sales position. So day in and day out we are working along side full-time employees fighting for sales and respect. It is a process, but each intern this week has been thriving considering the amount of information we’ve been exposed to or lack there of.

Fortunately, I made my first couple sales on Tuesday which took a lot of pressure off my shoulders. Due to the competitive nature of the internship its bitter/sweet seeing one of your fellow interns succeed on the sales floor. In one regard you are happy for them but in the other it can be frustrating to see someone grabbed an easy sale that could of been yours if you just called one carrier instead of the other. Therefore, patience is a key virtue in the beginning of the this job.

In totality, I have made three sales this week. Which fails in comparison to my mentor who does about twenty a day. My goal for the summer is do $100,000 in sales and I am approximately 5% of the way there so I have some work ahead of me for the remainder of this internship.

Coyote Logistics Week 2

For week 2 of my internship with Coyote Logistics; each intern had to pass the “final” which was 68 questions that covered a variety of information regarding the company. Also, this week was the final week of training. In short, it was a more intense version of training then I received the week before. Like last week, training was in a classroom with the addition of activities out on the sales floor to get the interns out socializing and meeting people within the company.

Our final day of training (Friday 6/2/17), we transitioned on to the sales floor with the rest of the full-time employees. Referred to as “moving day” when a new class of employees or interns hit the sales floor and almost everyone moves there location. I have the privilege of sitting next to one of the top salesman in the company who is going to serve as my mentor for the remainder of the summer. He will be teaching me along the way and answering any question I might have. Full-time employees make commission on every sale they make and the interns do not. Therefore, the commission I make on every sale goes to my mentor for his time in teaching me.

Today, (Friday) we also had to present two slides from a PowerPoint; an “about me” presentation to all of the managers and leadership team. This was a very nerve-racking challenge. The room was filled up with 30 people that hold top positions in the Denver, CO Coyote office. Of course I was the first one who had to present so I set the tone with my opener. Honestly, I didn’t do that bad but as I said before it was rather never racking and I definitely had some butterflies.

For next week and the remainder of the summer I will be taking on the responsibilities of a full-time employee. A challenge that will hold a lot of adversity and tough situations but I am excited for it and look forward to conquering!

Coyote Logistics: Week 1

Starting on the first day, this internship has required all of its participating members to be prepared and knowledgeable on the logistics industry. Starting with a quiz on the 50 state abbreviations, Canadian provinces, and Mexican states , the interns also had know where each of the 16 office locations were, and know the executive board of the company.

Once tested, the internship has progressed through a classroom style format, with an extensive PowerPoint for each important topic. Throughout the PowerPoints and the day as a whole, the interns have to complete interactive worksheets, scavenger hunts within the office, and homework with the answers coming from the training Manuel. Similar to being back in high school, but with only one subject to learn!

The completion of our first week is determined by a “midterm” on Friday to test each of t he interns on the information we have been presented. Once completed we are officially moved to the next phase of training. For Coyote interns, this is called Coyote 101. Here, the interns get hands-on and real world experience interacting with carriers and making some sales. As a leading third party logistics (3PL) company in the industry, Coyote uses advanced software to perform all of its operations. Aside from important industry related info, the main focus of our training is to get each and every intern familiar with this software as soon as possible. Once familiar, the interns are able to perform at the level of full-time employees and compete for sales amongst everyone in the system.

To summarize, this week has been a lot of structured learning and classroom time. In the forth coming weeks the reigns will be lifted and the interns will be given more freedom and responsibilities throughout the office.