"If you don't have these other supply chain services to offer, you might miss opportunities," says Joe Roeder, president of NFI Logistics.
"You really have to keep your ears to the drumbeat," Roeder
management team challenge themselves to keep up with what's new and exciting in the world of logistics, and spend a lot of time communicating with customers about their needs.
The company has added a customer advisory board to meet with NFI execs a couple of times a year to look into the future.
"If some new trend that might be exciting comes along, we have a tendency to do a real deep dive on it, and if we don't have the expertise on staff, we go find it," Roeder
"If you're new into the arena, you have to come to the table with something to entice the customer," Roeder
If you have a long-term relationship with a customer and you've done a good job in one area, he
says, they will be more likely to give you an opportunity in another aspect of the supply chain.