By Fello Logistics
On first glance, one might see little similarity between selling insurance and managing carrier relationships for a logistics company.
Ben Keckeisen has learned otherwise in his two-and-a-half years as a carrier account manager for Fello Logistics. With a degree in entrepreneurship from Winona State University, Ben came out of school like many young graduates – trying to determine the career path that would fulfill him.
After coaching hockey and working for an orthodontist – building the retainers – Ben remembered the advice of a college professor who told him to latch on with a startup and look for opportunities to grow with the company.
That was around the time his Winona State classmate Dylan Campbell was building the Fello Logistics team. Ben had mastered the details required for insurance sales – knowing the particulars of policies for home, life and auto, and making sure customers had every detail taken care of and every question answered.
Fello was looking for a sharp person to carefully manage the carrier side of freight assignments – taking orders from the customer account manager and pairing it with the right carrier. It was completely different from selling insurance, except in some ways, it wasn’t.
“The salesmanship that went along with selling insurance definitely helped me with being able to negotiate with carriers and set up the appointments with the shippers and the receivers,” Ben said. “I had to know exactly what the policy did, the details of that policy, what types of coverages there were. That helped me dial in on the details of the different shipments we move, because each shipment is a little different.”
Still, Ben had a lot to learn about logistics. “Like what’s a dry van?” he recalls.
But Ben is a quick learner, and today he has earned a reputation for being a straight shooter with carriers. Which is very much appreciated in a field where carriers don’t always feel confident they’re going to get the facts from brokers.
“If you’ve got bad news, it’s better to break it to them straightforward instead of beating around the bush or trying to break it to them softly,” Ben said. “I might have to say, ‘I’m sorry that happened but this is where we’re at.’ Being as upfront and honest as you can with that carrier is important, because carriers are used to getting jerked around by a lot of different brokers.”
Of course treating people with respect and integrity is one of the foundational principles of Fello Logistics, and Ben saw that very quickly in the example set by his erstwhile classmate and new colleague, Dylan Campbell.
“Dylan’s a great leader, and he leads by example,” Ben said. “One of the things that motivates me is not wanting to let Dylan down.”
At Fello, knowledge and understanding of the logistics field is critical. But nothing trumps a true commitment to customer service. This core belief in doing business the right way usually comes first, and in Ben Keckeisen’s case, it’s made him an exemplary team member who takes care of carriers the way Fello takes care of everything – with honesty, integrity and the very best effort every day.
Fello Logistics is known for integrity, reliability, industry-leading customer service and genuine care for it’s clients. Learn more about our freight shipping services.
