Students participate in day of application-based learningOctober 25, 2013
While many Ohio University students were still in bed, more than 50 students from the College of Business crowded onto busses. Departing the Athens campus at sunrise, they made their way to Total Quality Logistics’ (TQL) headquarters in Cincinnati, OH for a day of application based learning.
The students are members of Marketing 4250: Business to Business Marketing, a class that introduces the discipline around driving transactions between businesses. According to associate professor of marketing Yong Wang, the class’s capstone project is a value assessment of TQL, where students demonstrate market understanding, benchmark the competition, and make recommendations on how to increase TQL’s value to their customers, namely other businesses.
“We’re really fortunate to have a great partner like TQL,” said Wang. “TQL gave students a valuable experience, with a firsthand look at exactly how they do business. That kind of direct knowledge of sales and systems will give students the right context for developing focused, meaningful recommendations and serve them well as a foundation for holistic problem solving and strategic thinking into the future.”
Students toured the facility, participated in sales and logistics training, learned about relationship selling, and spent the balance of the trip shadowing logistics account executives (LAEs). According to TQL’s site, LAEs support a network of national clients, arranging shipments across the continental United States.
“In class we analyzed the company and its customer base in order to make observations and assumptions about how the company handles its value proposition,” said Ben Taylor, a senior majoring in industrial and systems engineering. “Seeing the logistics account executives in action at TQL's headquarters gave me a greater understanding [for] how TQL builds relationships with its customers and how they're able to maintain strong, long-term relationships over time.”
TQL is a third party logistics provider, serving as the broker between companies with shipping needs, and carriers. TQL has more than seven thousand clients and satellite offices around the country, although students only visited the corporate headquarters in Cincinnati, OH.
“The trip that we took to TQL was a great learning experience,” said Danielle Engelman, a senior majoring in management and strategic leadership. “We gained insight into all the aspects of working at a logistics firm and running your own account. We also got a glimpse of the intense sales training that employees have to go through in order to become a [Logistics] Account Executive.”