Browsing by Author "Melnyk, M. V."

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Organization of sale of logistics operator services
(National Aviation University, 2020-06) Melnyk, M. V.; Мельник, М.В.
Logistics services move materials into and out of a company. This can involve transportation, packaging, warehousing and security. When we sell these services, we may confuse our potential customer with too many options. In addition, our customer may not have a clear sense of what kind of savings can be had from each type of service. Selling logistics (3PL) services is getting tougher with growing competition in the logistics industry. 3PL experts agree that pricing remains a vital factor in attracting customers to their business. Customers seek 3PL services because they believe service providers can run their transportation and warehouses more efficiently and effectively for a reasonable price. Every 3PL provider faces the challenge to retain existing customers while attracting new clients. And when we talk about customer retention first of all we talk about the quality and price of services. The client stays with us while it is profitable for him. Nowadays, logistics research focuses on testing the ability of logistics companies to provide service with high level of quality that create and retain satisfied customers. Customer loyalty is often recognized as an essential problem in the company operating, that is looking for a sustainable and long-term presence in the target market. Challenge is not in creation of the high quality services and making customers be satisfied, because many competitors are able to do that, but in making loyal and profitable customers. Loyalty means that customer, during a longer period of time, buys and uses specific service structure and has positive attitudes towards company and its offers. Companies are in constant dilemma about what shall be done in order to gain true and loyal customers. Everybody agrees that service quality and satisfaction are main prerequisites for customer loyalty. If customer is satisfied, it’s logical that he should buy - use the same service of a company again. However, that doesn’t happen always, since satisfaction is not the only prerequisite for loyalty. A customer can be satisfied until a competitive service appears the quality and price of which are more attractive. A customer too can have positive attitudes toward a company and not to be satisfied with a service and vice versa. That means that satisfied customer still can change a company. It is necessary to bear in mind that modern customers are rarely characterized with lifetime loyalty, or any other kind of loyalty for that matter, to one offer or one company.