Transport entrepreneurs should say 'no' more often to clients who offer prices that are too low. That is what Esliabeth Post, president of TLN, argues. "Working below a real cost price does not virtue. It pays to say no."
On stage at TLN Live congress in Cuijk, Post argued that it is in the interest of individual companies and the industry to say 'no' more often. Although the TLN president understands that this is not always easy. "Turnover beckons. You don't like to pass up an opportunity. But this is not an opportunity but a threat.'"
Post is convinced that clients also value reliability and quality and will choose them. When prices are too low, these are under pressure, jeopardising continuity.
The association for transport entrepreneurs calls for its members to be confident and self-assured. "Of course you are challenged," she maintained to the entrepreneurs. "Clients' margins are also under pressure. If they can deflect that, they won't hesitate. And let's be honest: in their position, you would do the same as an entrepreneur. But don't take on someone else's problems. What can't be done in a realistic way, you shouldn't want to do."
