The following case describes FedEx’s transition from a single segment Express shipping company to a fully integrated, multi-faceted corporation. At the beginning, Federal Express was an air express transportation system designed specifically for shipping time-sensitive items like urgent documents or medicines. After receiving a large investment, Federal Express began its first night of operations on April 17, 1973. Within the first 10 years, Federal Express became the first U.S. start-up to achieve $1 billion in revenues. Nevertheless, in the late 1990’s with the development of technology, FedEx began to express concern in some areas of business. E-mail, its competitors (UPS), new innovative supply chain strategies with low production …show more content…
FedEx Express’s customer segments were based on the amount of revenue FedEx obtained from the particular customer during the previous year. At the top of the pyramid were businesses with more than $10 million in annual FedEx billings. A primary responsibility of account executives assigned to these companies was to analyze the client’s shipping business to negotiate contractual agreements that would typically last from two to three years. At the bottom of the pyramid were small accounts of just $6,000 to $40,0000. In these cases, the account executive’s job was typically to look for ways to increase the use of FedEx at local offices and to report to worldwide account executives of any issues that had come about. The account executives received compensation on achieving particular revenue targets, and the process of determining Express sales goals occurred on a quarterly basis. Account Executives wanted to beat the revenue targets or reach the minimum performance to plan in order to get a sales bonus. Even though there were many sales fluctuations based on changes in customer behavior, account executives would make adjustments in order to meet their goals. In comparison to Express, FedEx Ground shared the hierarchical configuration of sales teams and the geographic reach, but had a smaller customer base. Signing new clients was somewhat more difficult for …show more content…
One improvement would be to provide better visibility when tracking packages. A bundling price option would allow FedEx Corporation to simplify the process and would result in better tracking. The new IT system would reduce costs in supply chain and would allow their clients to feel more secure working with FedEx. The IT system allows anyone in the FedEx Corporation to track the package of any delivery method and can provide more accurate information to the client. Another improvement Project ARISE should implement would be to develop of a new compensation plan. Express has a larger customer base thus involving more revenue, while Ground is a smaller segment with less customers. As a result, account executives working on Ground may have more difficulty getting compensation for their business. In order to qualify for incentive compensation, the Ground salesperson must reach a minimum of 50% of his/her plan. 60% of this incentive compensation is based on individually established goals which are set once per year. In comparison, Express salespeople are compensated on a larger scale making 96% of one’s planned sales objective. In addition to cash incentives, account executive can also qualify for highly-acclaimed sales awards like the President’s
Federal Express main products are delivering packages to widespread locations within a short time. In this case study, we would focus our discussion on its most profitable services, i.e. Priority One, Standard Air Service, and Courier Pak (Table 1).
Schrager, M. (2012). Why FedEx’s Marketing Efforts are the Perfect Package. Business Marketing Association, Chicago. Retrieved Nov 12, 2013, from
Business depends very critically upon Fed Ex. If Fed Ex had a major disruption to their delivery system, flowers would not be delivered on time, resulting in dissatisfied customers. For example, if Fed Ex employees went on strike, there would be no alternative equivalent to Fed Ex to deliver flowers to customers. UPS, although an alternative, did not deliver perishable products in the same timely fashion as Fed Ex.
The relationship with Glenmark is constantly expanding and strengthening. Our partnership started through communication with their logistics team back in July 2015 regarding a distribution opportunity. Even though that prospect did not turn out to be viable we remain in contact. In December 2015, Derek Scott, a legacy UPS supporter from Medco, joined the Glenmark team and the relationship began to flourish. By April 2016 we partnered to convert their FedEx Freight ($2 million) and FedEx parcel ($3 million) business. The determining factor for the conversion was when the customer understood that UPS provided a lot more value than just competitive pricing.
Canada Post is one of the largest Crown Corporations. In this report, we have to determine the organization structure and objectives of the Canada Post followed by the audience and market segment being targeted by the organization along with identifying the key success factors and the type of dealings the organization has with the government. With the worldwide growth of Ecommerce Sales, the demand for residential delivery is also increasing thus, Canada Post is operating as primary postal operator all over Canada headquarter in Ontario offering a full range of delivery and fulfillment services to customers. This paper will emphasis on the current environment and capabilities of Canada Post necessary to evaluate its position
Federal Express is the world’s largest package delivery company today. They have been successful mainly because of their technological advancements. Technology has allowed them to have superior customer service and quality that was unparalleled by any company. No company was able to offer overnight delivery of packages with the speed and precision that Federal Express did. Although Federal Express remains ahead of its competition today, their advantages over other firms in the industry are slowly diminishing.
A switch from premium overnight services to lower – margin deferred services and ground delivery services is an advantage to Airborne Express. With existing assets including trucks, tracking systems, regional hubs and sorting facilities, they only need minor initial investments to develop fully these kinds of services. They should use these assets wisely and effectively.
FedEx’s strengths as a company include its company culture and workforce (Ferrell & Hartline, 2011). The corporation has always chosen to be innovative in providing the most timely distribution services (Ferrell & Hartline, 2011). For example, their focus on technology that can be installed in at a customers business to create their own shipping labels through Ship Manager (Ferrell & Hartline, 2011).
UPS and FedEx are the leading parcel carriers in the U.S. FedEx has significantly expanded their capability to compete with UPS’s dominant ground delivery service. UPS has continued its strong marketing efforts in overnight and deferred air services. Both of these carriers have introduced information systems, which include user-friendly Internet interfaces. The carriers have also expanded logistical services and improved integration with customer supply chains.
Project Management FedEx’s quarterly infographic consists of 70,000 team members, 40,000 motorized vehicles, 33 hubs, 27 FedEx smart post distribution centers, 500 pickup and delivery stations, 25 FedEx world service centers and 6,100 FedEx authorized ship center locations & alliance partners. As of 2005, FedEx Ground has opened 11 new hubs and expanded over 500 facilities. In October 2015, FedEx invested $1.2 billion across more than 70 expansion projects during fiscal 2015. In addition, $2.5 million was invested in expansion projects over the last five years. The expansions accelerated FedEx Ground delivery by one day in more than two-thirds of the United States.
Besides that, in this competitive society, time is important to everyone. People are increasingly using the internet as a time-saving resource. People engage in numerous activities online, such as e-mail, planning trips, online banking and online research for their good purchases, all of which are easily completed online. FedEx can satisfy the consumer requirement of convenience with its sophisticated online service.
Wilson, T. B. (1999). Rewards that drive high performance. Retrieved online February 18, 2007, from: http://www.wilsongroup.com/ecr/case/SouthwestAirlines.pdf.
Amazon.com was a venture into an emerging market of internet and had to face hidden and unexpected hurdles in order to survive and excel in the market. Therefore, Amazon.com kept modifying its strategies with their focus on enhancing customer experience of online shopping and to delivery exceptional services with complete convenience to their customers. One of the major strategic decisions was to compromise on cost saving stragegy when Amazon.com started to maintain its own warehouses in different countries in order to ensure timely and accurate delivery to their customers
FedEx started offering SCM services to its customers on a very small scale in 1974.With increasing demand for services such as in...
In August of 1971, Smith started his venture by buying controlling interest in Arkansas Aviation Sales. While operating his new firm, Smith recognized the tremendous difficulty in getting packages delivered within one- to- two days. This dilemma motivated him to do the necessary research for resolving the current inefficient distribution system. Thus, the idea for Federal Express was born: a company that revolutionized global business practices and now defines speed and reliability1.