Expansion
Cascade had been a dispatch customer for eighteen months. In the quarterly review against their original number, their CFO mentioned that trailers sat in the yard an average of six hours before a door was assigned. Nobody had asked me to sell yard management. I asked whether six hours was a number she would want on a plan.
The expansion had no demo at all. We used their own dispatch data to size the problem, and the pilot was a single yard for three weeks. Procurement already knew the paperwork, legal already had the master agreement, and the deal closed in forty-one days.
It is the clearest case I have for why the quarterly review is the most valuable meeting a rep owns.
