Direction January/February 2018 - 28

JANUARY | FEBRUARY 2018

Transit based in Farmingdale, N.Y.,
he noticed something important.
Most of the other employees had been
with the company for a long time.
Seligson, who had taken the job after
leaving a position as director of design
for a company that created annual
reports, not only had to learn the
industry, but he also had to persuade
his staff of eight salespeople that he
knew something that would help
them succeed.
So, he took a sales management
training class through Mayflower
Transit and came away convinced
that "we need to cater toward a
millennial audience," Seligson said.
"We need to give that customer a
different experience."
He started out by embracing video
estimates for customers who didn't
want a salesperson to come to their
homes. "Millennials stay up late at

Direction

28

night, and then they go to work early,"
he said. "They want the estimate at
9 at night, not at 3 in the afternoon,
when I could send someone."
Using technology from Crater,
Seligson discovered the beauty of
video. "In the past, we did phone estimates, then the driver would show up
and find that there was a lot more stuff
than we heard about on the phone," he
explained. "Now, with the video, you
can see everything.
"It is similar to [Apple's]
FaceTime," Seligson added. "They
see us, and we see them. We walk
them through the whole house, and
the app records the whole thing.
Video is just as accurate as being
there in person.
Seligson has also had success selling
small-shipment moves to millennials.
"Millennials are, generally speaking,
minimalists," he said. "They don't

accumulate big furniture. They don't
have a lot of stuff."
Previously, Molloy Bros. had a
2,100-pound minimum. Today, it
can offer a 1,000-pound, small-move
package, utilizing a container. "It is
very efficient and quick," Seligson said.
"I can do a full-service move-when
they go with the PODS guy, they have
to provide their own labor. I can offer
free storage for 21 days, schedule the
date of delivery and appeal to them on
price. It works."
Additionally, Seligson has
discovered the art of persuading
millennials. "They don't like to be
sold; they are a referral-based generation," he said. "And you have to
play where they play-online. They
don't keep paper. A postcard goes
right in the garbage. We are all over
social media, Instagram, Facebook,
LinkedIn, Snapchat. They don't want


http://www.moverspackagingalliance.com

Table of Contents for the Digital Edition of Direction January/February 2018

FROM THE PRESIDENT
INDUSTRY NEWS
WHAT’S NEW AT AMSA
AMSA PARTNER PROFILES
Generations on the Move
Forecasting the Future
WASHINGTON WATCH
FAST FACTS
ADVERTISERS’ INDEX
Direction January/February 2018 - A
Direction January/February 2018 - B
Direction January/February 2018 - Cover1
Direction January/February 2018 - Cover2
Direction January/February 2018 - 1
Direction January/February 2018 - 2
Direction January/February 2018 - 3
Direction January/February 2018 - 4
Direction January/February 2018 - 5
Direction January/February 2018 - 6
Direction January/February 2018 - 7
Direction January/February 2018 - FROM THE PRESIDENT
Direction January/February 2018 - 9
Direction January/February 2018 - INDUSTRY NEWS
Direction January/February 2018 - 11
Direction January/February 2018 - WHAT’S NEW AT AMSA
Direction January/February 2018 - 13
Direction January/February 2018 - 14
Direction January/February 2018 - 15
Direction January/February 2018 - AMSA PARTNER PROFILES
Direction January/February 2018 - 17
Direction January/February 2018 - 18
Direction January/February 2018 - 19
Direction January/February 2018 - 20
Direction January/February 2018 - 21
Direction January/February 2018 - Generations on the Move
Direction January/February 2018 - 23
Direction January/February 2018 - 24
Direction January/February 2018 - 25
Direction January/February 2018 - 26
Direction January/February 2018 - 27
Direction January/February 2018 - 28
Direction January/February 2018 - 29
Direction January/February 2018 - 30
Direction January/February 2018 - 31
Direction January/February 2018 - Forecasting the Future
Direction January/February 2018 - 33
Direction January/February 2018 - 34
Direction January/February 2018 - 35
Direction January/February 2018 - 36
Direction January/February 2018 - 37
Direction January/February 2018 - WASHINGTON WATCH
Direction January/February 2018 - 39
Direction January/February 2018 - 40
Direction January/February 2018 - 41
Direction January/February 2018 - 42
Direction January/February 2018 - 43
Direction January/February 2018 - 44
Direction January/February 2018 - 45
Direction January/February 2018 - 46
Direction January/February 2018 - 47
Direction January/February 2018 - ADVERTISERS’ INDEX
Direction January/February 2018 - Cover3
Direction January/February 2018 - Cover4
Direction January/February 2018 - C
Direction January/February 2018 - D
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https://www.nxtbook.com/ygsreprints/AMMOV/direction_novdec2017
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https://www.nxtbook.com/ygsreprints/AMMOV/it_issue1_2017
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https://www.nxtbook.com/ygsreprints/AMMOV/it_issue4_2016
https://www.nxtbook.com/ygsreprints/AMMOV/direction_mayjune2017
https://www.nxtbook.com/ygsreprints/AMMOV/direction_marapr2017
https://www.nxtbook.com/ygsreprints/AMMOV/it_issue3_2016
https://www.nxtbook.com/ygsreprints/AMMOV/direction_janfeb2017
https://www.nxtbook.com/ygsreprints/AMMOV/it_issue2_2016
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https://www.nxtbook.com/ygsreprints/AMMOV/direction
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https://www.nxtbook.com/ygsreprints/AMMOV/direction_julaug2016
https://www.nxtbook.com/ygsreprints/AMMOV/direction_mayjun2016
https://www.nxtbook.com/ygsreprints/AMMOV/it_issue4_2015
https://www.nxtbook.com/ygsreprints/AMMOV/direction_marapr2016
https://www.nxtbook.com/ygsreprints/AMMOV/it_issue3_2015
https://www.nxtbook.com/ygsreprints/AMMOV/direction_janfeb2016
https://www.nxtbook.com/ygsreprints/AMMOV/direction_novdec2015
https://www.nxtbook.com/ygsreprints/AMMOV/it_issue2_2015
https://www.nxtbook.com/ygsreprints/AMMOV/ammov_sepoct2015
https://www.nxtbook.com/ygsreprints/AMMOV/it_issue1_2015
https://www.nxtbook.com/ygsreprints/AMMOV/g51838_ammov_julyaug2015
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