Leveraging The Power of Yes
When Michael Eshelby founded MMS Courier he had no experience in the delivery field, no clients, and very little money. Fueled by a love of driving, confidence in a reliable car, and an inspired vision that those two assets would add up to a successful business, Eshelby set about making that vision a reality.
Equipped with a fistful of business cards and motivated by a strong sense of urgency, Eshelby went door-to-door peddling his services. After a long day of hearing “no” and “maybe, check back with me later” Eshelby found himself at the front entrance of an office building that though it was late in the day, was still well-lit inside with signs of activity.
Nothing Ventured Nothing Gained
Upon entering the building Eshelby was met by a friendly but well-seasoned gatekeeper at the reception desk. As he confidently began his standard sales pitch, an executive in the background making copies overheard the conversation. The executive approached Eshelby and launched into a thorough-going impromptu interview: “How big of a load can you carry? Can you make a 600-mile round trip with multiple stops seven days a week? Can I trust you to get signed delivery confirmations at each stop? How much would you charge for such a service?
Eshelby fielded the rapid-fire questions without missing a beat: “I can deliver anything that will fit in my Toyota Yaris; Yes, I can complete that 600-mile daily trip, and will provide signed confirmations at each stop. And I won’t charge any more than you are already paying.” The executive was convinced he found a solution to his delivery problems and enlisted Eshelby’s services on-the-spot.
“I felt like I just won the lottery as I left that office building,” Eshelby recalls. “That encounter took place fifteen years ago, and it is the foundational basis for our business to this day.”
From Local Messenger Service to National Courier
Like all successful entrepreneurs, Eshelby’s willingness to push himself and go above and beyond the norm resulted in a business with a tremendous growth trajectory. “You can’t be afraid to say ‘Yes,’ he exhorts. “If you believe in what you are doing and are willing to do whatever it takes to make good on the promises you make to clients, the details will take care of themselves.”
As a result, what started as a small courier service making deliveries in the Vancouver, Washington and greater Portland area expanded into a well-trusted delivery service with offices in Vancouver, Seattle, and Boise, Idaho. From there Eshelby’s firm has continued expansion into parts of California, Arizona, Colorado, and Texas. “We have the capacity to provide our service anywhere in the continental United States at this point,” Eshelby says. “We know how to recruit and partner with independent contract drivers that fit our profile for customer-focus, we understand the differences in state and local laws that impact the industry, and our technology is adaptable to any city, state, or region. It’s just a matter of where our clients need us to be.”
Growth Driven by a Customer-Centric Business Model
By prioritizing customer insights and focusing on personalized and responsive service, Eshelby discovered his firm was organically generating repeat sales while attracting new customers through word-of-mouth.
The fledgling entrepreneur also believed strongly in providing other professional drivers with the same opportunities he was enjoying. So Eshelby adopted an independent contract driver staffing paradigm. “Developing and supporting independent businesspeople that are dedicated to becoming professional couriers comes with two significant benefits: the contractors are inclined to providing the highest level of service imaginable because it reflects on their own reputation and the eventual success of their business, and it allows for our firm to scale-up and scale-down based on ordering volume. Both of these assets are of equal importance to MMS Courier as an organization and the customers and clients we serve by managing costs and ensuring they derive the greatest value possible from our services.”
Eshelby also provides leading-edge technology coupled with around the clock dispatch and operations support. “ A lot of firms claim they operate 24/7/365 because they have automated processes. But for us, 24/7/365 is just that. So if our clients require human intervention at any time, we can assist them no matter the time of day or day of the week, including holidays.”
The MMS Courier technology partner is e-courier, a leader in the field. The system allows for self-service order entry, advanced shipment tracking, automated digital delivery confirmations, and comprehensive record keeping. Clients can even alter a route or add stops in real-time. “Almost every courier service offers automated processes these days,” Eshelby offers. “But we bolster that automation with highly trained professionals behind the scenes. Our dispatch and operations team have significant time behind the wheel, as do I. We truly love to drive and that shows in how we serve our customers and clients.”
Augmented Service Offerings
Recently MMS Courier heightened its service offerings by adding Indirect Air Courier (IAC) and RadioPharmaceutical delivery services. “We earned the IAC certification through the Transportation Security Administration (TSA),” Eshelby said. “It not only gives our clients increased levels of security, but it provides more options in how they distribute their products.”
For example, an IAC certified courier MMS can arrange transportation in the cargo space of passenger aircraft, which is normally less expensive than shipping via dedicated cargo planes. Moreover, it adds global reach elevated by local expertise. As a result, MMS Courier navigates the complexities associated with international logistics in a more efficient manner. Moreover, the firm ensures shipments reach their destination on time, regardless of the location. Its timelines is evidenced by a 98% onetime record. And the
regulatory and compliance training associated with IAC certification assures shippers their products are being handled according to applicable regulations.
Transporting radiopharmaceuticals (RPs) presents several challenges due to their radioactive nature and the need for precise handling. For example, RPs generally possess a limited shelf life. This means delivery within specific timeframes is essential to maintain their effectiveness. Delays can compromise the quality and therapeutic value of these products. Moreover, RPs require extreme care in handling to prevent radiation exposure. This includes using specialized packaging and transport methods that meet stringent safety standards. MMS Courier boasts a 98% on-time record and a professional team of over 200 highly qualified independent contract drivers. The team takes great care in complying with all related regulations and safety standards.
The Privilege and Power of Saying Yes
For Michael Eshelby, being willing to say “Yes” opened up a world of opportunities for establishing a thriving business and helping other professional drivers do the same. At the same time it resulted in thousands of delighted client and customer relationships from positive delivery experiences. By not being afraid to say yes, Eshelby set off on a more fruitful and rewarding career journey. “I still look back on that chance encounter with my first real client relationship as if I won the lottery. It launched my career and has done the same for hundreds of independent contract drivers that partner with our firm. Best of all, we are still serving that client today, fifteen years later.”