In episode 2 of our podcast series dedicated to the carrier community, we sat down with Robert Koebrunner to discuss how Market Insights has enabled Quehenberger Logistics to source new business and forge even stronger relationships with customers.
Uncertainty and volatility are two of the most common – if not necessarily popular – words in the carrier lexicon. As an experienced and hugely successful carrier, Quehenberger Logistics is at the heart of the action every single day, and therefore very well placed to talk about overcoming these challenges.
Robert Koebrunner explains that the company is focused on Central and Eastern Europe with 4600 employees spread across 88 locations in 15 countries, comprising road transportation, contract logistics and ocean freight.
Robert is head of Q Direct, responsible for all FTL/LTL business, which comprises 50% of all Quehenberger turnover. The company is far from a stranger to Transporeon – he revealed that Quehenberger has been on the Transporeon platform for many years now, and emphasised how helpful it continues to be in building cooperation with clients. He cited two main advantages: the security of the platform, and the reliability of partners using both sides of the platform.
Better relationships, securely held
When asked Robert to describe what those important and often-used terms, ‘relationships’ and ‘security’, mean in day-to-day terms. Robert acknowledged that there are always challenges associated with building strong customer relationships, so the fact that Quehenberger has successfully done so in regions where the company is not necessarily leading the market is a great testament to the power and trustworthiness of the Transporeon platform. He detailed how the network has allowed the company to build up a customer base in territories away from its home ‘patch’ and to achieve backload business as well, all in a secure environment.
Thanking Robert for such powerful endorsement, our host then asked him to elaborate on the Market Insights platform itself and Quehenberger’s motivations for using it. He revealed that Quehenberger is investing substantially in digital and automation innovation, convinced that the market will evolve in that direction over the next few years. “On that basis, the company is always searching for new features and tools that give it an advantage against competitors,” he commented.
AI projects are another important initiative. Robert outlined that market data is extremely important because “the overall success factor in such projects is good data”. Transporeon is thus a great data tool, because it offers a reliable overview concerning both the current price and forecast scenarios. Quehenberger initiated a test phase in which the excellent quality of the data has been proven, so Robert’s team will certainly exploit it still further. He confirmed that the company is using the data Europe-wide for price indications and developments, including geographies with which Quehenberger has traditionally been less familiar.