Over the last three years, Atlas® Van Lines Canada has been methodically rebuilding after a big loss of share in the public sector. The strategy for rebuilding has gained momentum in 2017 with new revenue from organic and acquired growth — as well as new efficiency throughout the organization.
“Vision 2020 is the strategic roadmap for growth, keeping all of us on the same page to achieve our goals,” says Barry Schellenberg, President.
Atlas sales professionals company-wide have undergone advanced training to become “order makers.” They are working more closely with RMCs to demonstrate greater value in their transportation spend. At the same time, a concerted effort to reach decision-makers on lump-sum programs is opening avenues to corporate accounts through these private client transferees. On the consumer side, the sales team is exercising more disciplined management of sales leads.
All told, results are positive. Corporate market share has risen two percent over the last 12 months and was up six percent year-over-year in August. Conversions of consumer leads are up 10 percent over 2016 and up 50 percent over 2015 — helping to notch a slight share increase in a shrinking industry segment.
Agent Conversion and New AcquisitionThe conversion of Mackie Moving Systems (8450) last December has meant additional revenue from the mover’s eight agency locations.
“Mackie represents an industry shift,” says Barry. “Other agents are looking into an opportunity with the Atlas network. We’re active in discussions.”
In June, the strategic purchase of Connect Logistics brought more to the Atlas plate — diversified capabilities and new revenue streams.
“The acquisition of Connect came with a network of good suppliers,” says Barry. “It positions Atlas to enter new markets. Our agents can sell into the network or become a supplier for pad-wrapped and final mile services. There are wins on every side of the equation.”
IT Transition and TransformationAtlas Canada achieved all of the above largely, with one arm tied behind its back; that is, in the context of an outdated technology platform. That is changing now, as a transition to AtlasNet® is starting to run on all cylinders.
“The old AS400 platform was not flexible and necessitated redundant work,” says Barry. “We can now offer a more robust presentation to customers and more readily adapt to their expectations. The flexibility of the dot-net system means new efficiency, sales growth, and better profitability. We welcome the transition.”