Knowledge Is Power: Begin Tackling The LTL Over Dimensional (OD) Rules Puzzle!

Here are questions you should ask yourself as you begin to solve the puzzle of LTL Over Dimensional rules.

As the capacity crunch continues, freight capacity levels are at an all-time high. LTL carriers are now charging an Over Dimensional fee when a shipment contains an article that is eight or more feet in length. With some carriers, this charge will also be applied if an article is both six or more feet in length and six or more feet in width.

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    How Can I Begin Solving The LTL Over Dimensional Rules Puzzle?

    Click Here To Solve The Puzzle

    Some of the things shippers can do to help prevent these charges are:

    • Know the carrier Over Dimensional restrictions / rules
    • Measure each skid or piece for accurate dimensions

    By partnering with a 3PL such as Ascent Global Logistics, you can rely on a knowledgeable freight partner to assist you in avoiding potential costly rebills.

    Contact our team of logistics professionals today to learn how we can help you reach peak logistics performance. Call us at 800.689.6255 Ext. 280 or visit us at Info.ascentgl.com/cose.

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    Next up: Learning the Secrets of 'The Sales Doctor'

    Learning the Secrets of 'The Sales Doctor'

    As part of an ongoing series, Mind Your Business will be sitting down with COSE Investor Level Members to get to know more about their business and the guiding principles they use to build their business. Today’s Q-and-A is with nationally known sales trainer Marvin Montgomery.

    For nearly the past three decades, Marvin Montgomery has made it his mission since he launched his sales training business on Jan. 1, 1990, to improve the techniques of sales professionals in Northeast Ohio and beyond.

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    A fixture at COSE events (and chairman of the annual BizConCLE convention for small- and medium-sized businesses), the “Sales Doctor” says he stands out from other sales trainers through his ability to provide not only substance in the training he provides, but plenty of motivation as well.

    “Some have the motivation, but leave the session feeling empty. Or, you have the substance but can’t stay awake long enough to get it because the sessions are boring,” he says. “I have been blessed to have both.”

    Mind Your Business recently had the opportunity to sit down with Montgomery to find out a little more about what he thinks sales professionals need to do to maximize their sales potential. Here’s what he had to say.

    MYB: How can a salesperson be viewed more as a trusted advisor than a salesperson?

    Montgomery: They need to begin every contact by asking questions. And then actively listening to the client’s answers and thinking about how your product or service can meet their needs. Don’t just jump into the sales meeting by dumping a lot of information.

    MYB: What’s the best way to overcome objections a client might have?

    Montgomery: Start out by identifying any surface-level resistance when you sit down with the client during your needs analysis evaluation. Asking the right questions will eliminate objections. You also need to be prepared for common objections in advance by having your answers ready and clarify the objection before responding by either repeating it back, asking a clarifying question, or just not saying anything at all.

    MYB: After the initial meeting, what’s the best way to go about following up?

    Montgomery: Agree with the client about what the next step should be moving forward before you end your meeting.

    MYB: What’s the best way to approach cold calling?

    Montgomery: Identify your target market. Determine your approach. Develop what I call your, “Formula for Success.” And then practice and schedule time to make the calls. Cold calling is not dead, but it has to be done in a professional manner and not like the annoying robo calls and emails that we all get.

    MYB: And now for some shameless self-promotion: As chairman of BizConCLE, what do you think are the biggest benefits to businesses of attending the event?

    Montgomery: I have been attending every year since I started my business in 1990. he said. You can network with other business professionals and share best practices. You can hear from relevant keynote speakers and attend workshops that will provide educational value to you and your business and you have a prime opportunity for business development in a non-threatening environment.

    Want to be featured in an upcoming business profile? Become a COSE Investor Member today and secure your spot in our special profile series. Learn more about the benefits of being a COSE Member by clicking here. Or, contact our Membership Team directly via email at memberservices@cose.org or by phone at 216-592-2355.

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    Next up: Lesson Learned: Make the Business Stand on Its Own

    Lesson Learned: Make the Business Stand on Its Own

    The latest piece of our “Lesson Learned” series has to do with the actions a small business owner should take to ensure her or his business is able to stand on its own.

    The COSE Strategic Planning Course offers small business owners invaluable advice on a range of subjects to help them grow their business. We asked some recent graduates of the program what their takeaways from the course were and during the next several weeks, we’ll be relating to you their insights. Today’s “lesson learned” comes from Tony Skerski of Transaction Realty, who talked about what entrepreneurs need to do to ensure their business can stand on its own.

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    Q: Looking back at all the lessons you learned during the COSE Strategic Planning Course, can you pinpoint some things you have or plan to implement in your business?

    Tony Skerski of Transaction Realty

    Well one of the most important things I found from the class is I have to take myself out of the biz to make it an actual viable business to make it stand on its own.

    I can put procedures in place so that everyone throughout the company can do any of the jobs, and that will make the company be more sellable. And speaking of staffing, I also need to make sure I hire the right people and not train the wrong people.

    Some advice I would give other people who work in small businesses is that the old way of marketing your business is not the way of the future. You have to be giving content and that will give you the most marketing punch for your money.

    More COSE Strategic Planning Course takeaways

    Looking for more insight into the valuable lessons business owners learn while enrolled in the COSE Strategic Planning Course? Check out the other pieces of our “Lesson Learned” series

    Lesson Learned: Have an Exit Strategy

    Lesson Learned: Don’t Do It All Yourself

    Learn more about the COSE Strategic Planning Course

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    Next up: Lessons for Small Businesses from the Cavaliers

    Lessons for Small Businesses from the Cavaliers

    Your small business can learn several lessons from this year’s Cavs team and the experiences they’ve gone through this season. So read on, and let’s go Cavs!

    This year’s Cleveland Cavaliers look very familiar. Just like the last three years, they’ve made the NBA Finals. They have the same head coach in Ty Lue and the same leader in LeBron James. They are also playing the same team—the Golden State Warriors.   

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    Yes, these are all a constant to every Cavs fans. But this isn’t the familiarity I am talking about.   What I’m talking about is how this year’s team resembles many small businesses, including my own. As I watched the season unfold, I kept thinking to myself how I can relate to the ups and downs the team experienced and how they persevered to make it to where they are today.  

    This year’s Cavs provide a number of lessons on team dynamics, competition and leadership that are relevant to today’s small business. Here are the top three lessons we’ve learned from this year’s Cleveland Cavaliers.

    Lesson No. 1: Building team chemistry is critical to optimal performance.

    This year’s team has eight new players when compared to last year’s NBA Finals team (this doesn’t include four more players that came and went this year: Dwayne Wade, Derrick Rose, Isaiah Thomas and Jae Crowder).

    With so many new faces at the beginning of the year and a set of trades in the middle of the year, the Cavs had trouble winning, at one point losing 14 of 20 games—something you rarely see from a LeBron-led team. Even though the Cavs made the finals, it is clear to see how team turnover has created challenges in performance and culture.

    Just like in basketball, our businesses thrive when we have a consistent team that gets along and cares about “winning.” Sometimes change is good. However, losing highly-skilled people (Kyrie Irving) or good character people can really have an impact on team performance.   

    Small business owners really have to be creative and intentional in creating an environment that reduces turnover. This could include building in team engagement activities or taking an active role in employee development.   

    Lesson No. 2: Continuous innovation and improvement are the best ways to beat the competition.
     

    Over the last eight years, the Eastern Conference has tried to stop LeBron James—with little luck. However, as we saw this year, teams such as the Indiana Pacers and Boston Celtics got very close to knocking off the Cavs. Other teams such as Philadelphia and Milwaukee are considered up-and-coming young and talented teams. The Cavs struggled in the middle part of the year and decided to make some drastic trades to revamp and reenergize the team. While the results are mixed so far, it should not be lost that the Cavs are committed to doing what it takes to compete now and in the future.  

    In business, the competition is not going away. Just like you, they are looking to “win” new business. The competition is increasing their investment in sales and marketing, developing new ways of doing business and hiring talented people. It is important to keep an eye on trends in your industry as well as what your competition is doing. Take action to make sure your business is relevant for your customers and innovative in its products and/or services.

    Lesson No. 3: Strong leadership can overcome.  

    For the Cavs, the unquestioned leader is LeBron James. He is not only the best player on the planet, but also the MVP every single year (or should be). There is a reason that, through changing teammates and management, LeBron’s teams have managed to make it to eight straight NBA Finals. LeBron’s core values center around leading by example, putting his teammates in a position to be successful and winning.  

    For many small businesses, the buck stops with the owner. A small business owner may be responsible for sales, financials, human resources, operations and strategy. But above all, an owner is responsible for leading his or her team.  

    As a small business leader, it is important to make sure that through the ups and downs of your business, you are able to exude confidence, provide leadership and mentorship to your team, and stay focused on achieving the goals you’ve set for your business.

    Nevin Bansal is the president and CEO of Outreach Promotional Solutions.


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    Next up: Life Hacks: 12 Easy Ways to Master Your To-Do List, Find Time and Simplify Your Life

    Life Hacks: 12 Easy Ways to Master Your To-Do List, Find Time and Simplify Your Life

    From simplifying your inbox to making your nightly routine as efficient as possible, here are a dozen life hacks that will add time back to your day.

    I am sitting on a flight home right now, writing this article, and I can’t help but wonder what my fellow passengers are doing. Some are sleeping, others are watching TV and a few are typing away on their computers like me. I just noticed the guy working on his laptop across the aisle from me has about 32,000 emails in his inbox. At least he’s working on the flight, I’ll give him credit for that, but I could really help him get control of his overflowing inbox. 

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    In this article, I’ll talk about ways to keep yourself organized, so you can find more hours in the day and leave more time in your life for what truly matters most to you. I’ll show you how I use Outlook to master my to-do list, how I have created daily routines that open up more “found time” in my busy days, and finally ways I keep things simple in a complicated world.    

    I consider travel time to be found time and airplanes are the last bastion of peace on our planet. On flights, my phone doesn’t work, so I’m not constantly getting pinged. I like to put on my headphones and do my “thinking work.” It’s a few uninterrupted hours where I can really focus. During the week, I’m hopelessly trying to multi-task, return phone calls, and running between meetings. Planes are my only time for writing articles and crafting thoughtful responses to complex emails. 

    Travel time allows me to complete tasks so I can enjoy other times in my week. I’m busy just like everyone else. I own two businesses, travel at least twice a month, my wife is a full-time professional, and we have two young girls (Caroline and Anne Penney, six and four years old). If I get my work done while I’m flying then when I get home I can be present for my kids. If you ever happen to see me on a flight, you’ll know exactly what I’m doing because I’m about to tell you. 

    Let’s talk about my to-do list first.

      

    Become one with your email

    I use Outlook as my to-do list and I have spent years perfecting my systems. Some people use handwritten lists, or day-planners, or other email programs, but Outlook works well for me. I am self-diagnosed as having a condition known as E.A.D. (email anxiety disorder). This disease is marked by the relentless pursuit of “inbox zero”; the highly sought after condition where one’s email inbox is completely clear. 

    Let’s turn our attention to some real world apps that I use to amplify Outlook’s natural abilities:

    1.  Sanebox.com is a Web-based service (works with any email program) and it filters your email before it arrives in your inbox. It uses artificial intelligence to move your receipts and newsletters into a separate folder called “SaneLater” which gathers all your unimportant emails so you can focus on the most important emails. Once a week, you can open up your SaneLater folder and review the emails, which almost never need follow-up. Sanebox prevents me from being pinged constantly by unimportant emails and thusly returns sanity to my inbox. 

    2.  ClearContext.com is a great email plug-in because with one click in Outlook, I can defer an email until a later date. ClearContext removes deferred email from my inbox and then returns them on the chosen date.  There are several reasons this is helpful:

    • Remembering important stuff. If I need to remember to get something done this weekend, I defer the email to Saturday. I know I could use reminders and to do’s but nothing gets my attention more than a fresh email at the top of my inbox.
    • Holding people accountable. If you email me and promise you’ll get something done by Aug. 22, I simply take your email and defer it until Aug. 22 and it automatically reminds me to check in on the project.  People I work with always wonder how I seem to remember everything. Hopefully none of those people ever read this article and learn my secret!

    3.  MailMyself is an app that I keep on the home screen of my phone. When I touch it, it opens up a blank text field, and whatever I type becomes the subject line of an email to me. Whenever I have a thought or an item to get done that I don’t want to forget, it makes it very easy for me to quickly create a “to-do.”

    4.  YouMail is another app that I love because it listens to all of my voicemails, transcribes the audio (humans do the transcribing, which is why I prefer YouMail to using the iPhone’s built in voicemail transcriber; it’s more accurate), and the text is emailed to me. I no longer have to waste time listening to voicemails and I never forget to call people back because there is an email reminder in my inbox.     

    As long as I run through my inbox at the beginning and end of each day, I know all of the really important to-do’s in my life will get done. I have one place that I store all of my tasks, calls, and notes, which means nothing falls thru the cracks.

    Play hide and seek with time and win

    Now, let’s discuss practical tips I’ve implemented to simplify my life and find more time every day. These ideas might not work for you, but I am hoping you can try to adapt some of them to your own life.

    1.  Create routines. When I get home each day, I have a routine. There is a specific place for my keys and wallet (hook and bowl by the door). Then, I always open up the mail and packages, take the papers out of my bag (notes I’ve reviewed, bills I’ve paid) and I file them away. 

    2.  Go Paperless. I mercilessly throw away any paper I don’t need.  The goal is to keep as little paper as possible. Often, I will scan it (buy a Fujitsu Scansnap and it will change your scanning life. I know it’s $400 for something that your multifunction printer probably does, but it does it so much better it’s worth the investment). 

    3.  Get Organized at Night. Each evening, I spend a few minutes making sure my bag has everything in it I need for the next day so I can “shut it down” for the night, enjoy my family, and wake up the next morning ready to work without spending time in the morning getting organized. For more on creating your own routine and getting organized, I highly recommend reading: “The Life-Changing Magic of Tidying Up” by Marie Kondo. 

    4.  Get up an Hour Earlier. I wake up at 5 a.m. as often as I can during the week and get my day started early. I use that precious extra hour in the morning for thinking work because research shows the peak time for our brains is shortly after we wake up.

    5.  Shopping Ninjas. The only stores my wife and I enjoy going to in person are home improvement stores (Home Depot just smells so good), clothing stores (it’s too hard to buy clothes that fit well online), and toy stores (it’s worth it to see the looks on our kid’s faces when they get a new toy in person).  For everything else, we use Amazon to automate our purchasing. Amazon makes it possible to set up all the recurring items we need (i.e., paper towels and coffee) for automatic monthly delivery.

    6.  Grocery Shopping. Growing up, we went to the grocery store once (sometimes twice) a day. I’ve now gotten it down to once every two weeks! I know this shopping behavior is unusual because we always get comments at the register about the large size of our orders.  (Note: I tried stretching it to one grocery visit a month, but we ran out of fresh fruits, vegetables and milk by mid-month and got tired of eating dry cereal and frozen vegetables!)

    7.  Simplify Your Wardrobe. In the mornings, I used to spend a lot of time picking out my clothes for the day. Then I discovered pants by Bonobos called “Weekday Warriors.” With the days of the week stitched into the waistband, I no longer have to spend time deciding which pants to put on in the mornings! 

    Plan Your Life or Life Will Be Planned For You

    My wife and I decided a long time ago it’s important to enjoy our downtime, so we’ve worked hard to craft our lives accordingly. The decisions we’ve made in planning our life together are really enough to fill another entire article (foreshadowing?), but I want to share one of the most impactful ideas in our life plan with you while we’re on the subject of creating more hours every day. 

    Live Smaller. We’re not sold on the tiny house movement, but my wife and I have chosen to live in a moderately sized house (2,500 square feet) so we can afford luxuries such as a housekeeper and a lawn service once a week. We used to spend at least two to four hours a week cutting the grass and cleaning the house (neither are favorite chores of ours) and now we spend those hours exercising (can’t hire somebody to do workout for you), getting to know our kids better, and drinking good wine.

    Hopefully, you’ve picked up an idea that will allow you to enjoy more time with your family or to spend more time perfecting your preferred hobby. Send me an email with your best life hacks and maybe I can share them in a future article or speaking engagement. I’m always looking for ways to improve my skills and find more time in my days. After all, the more efficient that I can be with work by leveraging technology and better organizational habits, the more time I can spend enjoying the fruits of my labor and isn’t that what this article is really all about!

    Jonathan Slain works with business owners and their executive teams to get control of their lives. For a FREE meeting to discuss your business, he can be reached at jpslain@gmail.com or 216-870-4219.

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    Next up: Lost that Loving Feeling? Bring the Joy Back to Your Business

    Lost that Loving Feeling? Bring the Joy Back to Your Business

    This might be the most important business advice you ever get: Learn to rekindle the love affair with your business.

    As kids, one word described most of our childhood daydreams: adventure. We’d spend hours hunting treasure and fighting baddies like Indiana Jones or solving neighborhood mysteries like Nancy Drew. We’d let our imaginations run wild and free as we satisfied that inexplicable craving for excitement.

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    As we grew older, our fantasies began to align with reality as we sought our thrills elsewhere: swimming with sharks or diving from planes, traveling the world or riding Harleys … maybe even signing up for Tinder. We didn’t necessarily need to do something dangerous or risky; we just needed to do something that quickened our pulses—something that made us feel alive.

    Starting your own business was probably one of your most captivating adventures. Think back about your company’s birth, how you stoked that fire within until the blaze burned so brightly that it couldn’t be extinguished. Remember waking in the middle of the night, heart a-flutter about what the next day would hold, creeping from your bed, and frantically scribbling down notes underneath the bathroom night light.

    As you built your business, the endeavor rarely left your mind—you were connected to it; you were passionate about it; you nurtured it and wondered if you could ever be happier than you are right now.

    But, life got even better when your business started to succeed. Sales rolled in, confirming that what you were doing was right and true. Months turned into years; you hired more people and your company was doing better than you even envisioned. 

    Success does not always equal happiness

    As time progressed, however, something bizarre occurred. The dreaded “Paradox of Progress” arrived: Although you were experiencing more “success,” you found yourself entangled with more responsibility and more work. For the first time, unease, instead of adrenaline, started to pulse through your veins.

    You began making decisions that didn’t quite align with what you really wanted to do or thought was best for your business. You justified the choices because you wanted your employees to be happy. After all, you now had people depending on you to feed their families—and you’re fiercely loyal when it comes to helping others. You became more involved with the day-to-day workload and operations, convincing yourself this was part of the baggage that comes with owning a successful business and that your spouse and children appreciated your sacrifice—even though you were no longer seeing them as often as you wanted.

    A few more weeks passed and embarrassment started haunting your private thoughts: “I’m working more than ever before. Did I make a mistake?” You’re ashamed that you’re even entertaining such ideas. “Pff. I own my own company. I make lots of money. Of course I’m happy,” you repeated, over and over, hoping the words would provide some type of salve. But, you can’t ignore the fear that your business has become more of a burden than blessing. 

    Now here you are: Your 3 a.m. wake-ups are no longer instigated by joy but dread. You know that you need to make a change, but you don’t even know where to begin because you don’t want to upset anybody and you’re worried about what might happen to the company. So, you forge ahead on a journey toward your new destination: mediocrity. 

    This narrative might seem melodramatic to some, but many successful business owners feel this way during some point of the organization’s life cycle. Sometimes, we don’t even recognize it happening until we’re right in the middle of our descent. 

    You are the solution

    Thankfully, this challenge doesn’t need to cripple our movements, and the solution is found in one word: you.

    If you want to reclaim (or increase) joy in your business endeavor, you need to realize that your business is all about you. No, it’s not selfish, hubristic or narcissistic to acknowledge that truth. You deserve to get what you want out of your business. Perhaps this following analogy will help illustrate what I mean.

    I used to be a high school English teacher. When I was going through my student teaching experience at Lincoln West High School, let’s just say the environment provided a cornucopia of growth opportunities for a young teacher. 

    I was really struggling with certain aspects of teaching and found myself trying to cater to the individual needs of 100-plus people across all different ages. After all, I wanted to serve and I thought true service meant sacrificing what I truly wanted to accomplish. That ideology carried a hefty price tag—most notably throwing up every morning before school because of stress and a misguided notion that I just wasn’t doing enough.

    At just the right time, I had a conversation with my university supervisor that proved to be my deliverance. Realizing I was in the middle of a tailspin, she asked me this question: “Chris, who’s the most important person in that room?” I remember the boyish arrogance dripping from my voice as I retorted, “Come on, how can you even ask me that?  Everybody’s equally important.” 

    She smiled, patted me on the shoulder, and said, “You’re wrong. You are number one. I don’t care what you hear in any educational philosophy classroom—you are the most important person in that room.”

    I scrunched my face in disgust as she continued: “Think about it. Yes, while all the lives are valuable, your role is, by far, the most important. You’re like an airline pilot or a ship captain. This classroom is your vehicle. You know where you want to go. You know how to get there. You know what needs to be done. Get there. Students will follow you. People will align with you and will feed off your vision. Just make it clear and go. You cannot compromise with what you want to do. Otherwise, you’ll be miserable, and your students will suffer, too.”  

    I remember shedding instant tears of gratitude for her priceless insight and advice. To this day, those words constitute some of the best leadership advice I’ve ever received, and they’re absolutely applicable to your role as a business owner. Your ship is your ship. You just have to be brave enough to guide it where you want to go.

    The sooner you can identify and clarify what it is you truly want from your business on a personal and professional level, the faster you’ll be able to escape the swamp of stagnation and move forward with your adventure. And today is as good a day as any to embark on that journey.

    Christopher Leo is the President and CEO of Flash Three Consultants. A former English teacher, newspaper editor and football coach, Chris is committed to helping business owners get what they truly want from their personal and professional lives. Visit flashthree.com or email him (cleo@flashthree.com) for additional information. 

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