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Company: FedEx Services, Memphis, TN
Company Description: FedEx Corp. (NYSE: FDX) provides customers and businesses worldwide with a broad portfolio of transportation, e-commerce and business services. With annual revenues of $37 billion, the company offers integrated business applications through operating companies competing collectively and managed collaboratively, under the respected FedEx brand.
Nomination Category: Best Run Sales Organizations
Nomination Sub Category: Transportation Sales Organization of the Year
Nomination Title: FedEx Services
How many people are in your organization's entire sales department?
Worldwide Services, Corporate Sales, Supply Chain Sales & SmartPost = 748
Inside Sales, Field Sales and Express Freight Sales = 2,360
International Sales = 2,910
o Canada Sales = 141
o LAC Sales = 200
o EMEA Sales = 705
o APAC Sales = 1350
o International Sales US ONLY = 514
TOTAL = 6,000
What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
FedEx had $32 billion in revenue in FY’06.
Describe the nominated sales organization's top 3 accomplishments during the eligibility period (up to 100 words):
• Increased marketshare across all segments
• Significant yield improvements across all segments
• Development of value-added solutions that enhanced the competitiveness of our
customers worldwide
List the nominated sales organization's top 3 lessons learned during the eligibility period (up to 100 words):
• Customers are willing to pay for value creation, hence the need to evolve the
sales force into 21st century sales professionals.
• It appears there may be value in presenting one-face to the customer to sell
the bundle of FedEx Services – something to be officially tested through a
company-wide initiative in FY’07.
• FedEx investments in international networks continue to be a significant
source of revenue as businesses seek the advantage of global suppliers and
global customers.
Briefly describe the qualities that distinguish the nominated sales organization from other sales organizations in your industry (up to 100 words):
Sales Professionals employ the THINK Process – a method of value selling that
evolves transactional selling into consultant selling, which helps customers be
more competitive. It is absolutely critical our team of sales professionals
serve as business resources for their customers. This means learning the
customer’s business, creating solutions tailored specifically to their business
needs, and leveraging the services they can offer. FedEx sales professionals are
sought for a business mindset, then taught relationship management. FedEx
invests in building the right tools for its sales professionals and identifying
the appropriate curriculum to prepare sales professionals to win and be
rewarded/recognized appropriately. Our sales measurements are effectiveness,
efficiency and job satisfaction, thus supporting the FedEx People-Service-Profit
culture. We believe the right type of motivational and informational tools keeps
a balance between productivity and satisfied employees.
Provide a brief biography of the leader(s) of the nominated sales organization (up to 100 words):
Chairman, President and Chief Executive Officer, FedEx Corporation
Frederick W. Smith is chairman, president and chief executive officer of FedEx
Corporation, a $35-billion global transportation, business services and
logistics company.
Smith is responsible for providing strategic direction for all FedEx Corporation
operating companies, including FedEx Services, FedEx Express, FedEx Ground,
FedEx Freight and FedEx Kinko's. FedEx serves more than 220 countries and
territories with operations that include 672 aircraft and over 70,000 vehicles.
More than 275,000 employees and independent contractors worldwide handle more
than 6.5 million shipments each business day. Since founding FedEx in 1971,
Smith has been an active proponent of regulatory reform, free trade and "open
skies agreements" for aviation around the world.
FedEx has continued to strengthen its industry leadership over the past 34
years, and has been widely acknowledged for its commitment to total quality
service. FedEx Express was the first service company to win the Malcolm Baldrige
National Quality Award in 1990. In addition, FedEx has consistently been ranked
on FORTUNE Magazine's industry lists, including "World's Most Admired Companies"
(No. 4, 2006); "America's Most Admired Companies" (No. 2, 2006); No. 1 on the
Delivery Industry list (2005); is in the “Hall of Fame” for claiming a spot on
the "100 Best Companies to Work For" list since its inception (1998-2005) and is
a FORTUNE Blue Ribbon Honoree for having appeared on five of the magazine’s
exclusive trademarked lists in 2005.
Smith has served on the boards of several large public companies and the St.
Jude Children's Research Hospital and Mayo Foundation Boards. He was formerly
chairman of the Board of Governors for the International Air Transport
Association and the U.S. Air Transport Association. Smith is chair of the
Business Roundtable’s Security Task Force, and a member of the Business Council
and the CATO Institute. He served as chairman of the U.S.-China Business Council
and is the current chairman of the French-American Business Council. In
addition, Smith was named 2006 Person of the Year by the French-American Chamber
of Commerce. He is a member of the Aviation Hall of Fame, served as co-chairman
of the U.S. World War II Memorial Project, and was named Chief Executive
magazine’s 2004 “CEO of the Year.”
Born in 1944 in Marks, Miss., Smith attended Yale University, where he earned a
B.A. in 1966. Smith served as an officer in the U.S. Marine Corps from 1966-1970.
Briefly describe your organization's customers, including the industry or demographics you sell to, the job titles you sell to (if applicable), and the products and/or services you sell (up to 100 words):
FedEx Corp. (NYSE: FDX) provides customers and businesses worldwide with a broad
portfolio of transportation, e-commerce and business services. With annual
revenues of $36 billion, the company offers integrated business applications
through operating companies competing collectively and managed collaboratively,
under the respected FedEx brand. Consistently ranked among the world's most
admired and trusted employers, FedEx inspires its more than 280,000 employees
and contractors to remain "absolutely, positively" focused on safety, the
highest ethical and professional standards and the needs of their customers and
communities. For more information, visit news.fedex.com.
Briefly describe how your sales department is aligned with your marketing department (up to 100 words):
FedEx Sales works with FedEx Marketing on market research to take advantage of
opportunities to communicate new service offerings to existing customers, target
potential customers, penetrate new customer segments and continue to elevate the
brand’s reputation that has become synonymous with reliability, certainty and
trust around the globe. Sales also looks to Marketing to provide them with
necessary resources and supporting materials for customer meetings that
strengthen brand equity globally, environmentally and industrially.
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