Long Distance Move: A Case Study

published by on March 30, 2015For Business

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Moving from MI to NYC

The challenge

Our colleague, Jen, is moving from Michigan to NYC in a few weeks. Naturally, she came to the MCR team to guide her in planning her move. In addition to advising her to use MCR, our best piece of advice: get estimates NOW! Jen will be moving in mid April so we told her she’d have a better shot at getting what she wanted if she started planning asap.

Scheduling

Jen submitted a quote request via MCR and was contacted within minutes by a major van line. The call center rep conveniently scheduled two in-home estimates with two different agents – Agent 1 and Agent 2 - within an hour of one another. “Great!” Jen thought, “I’ll have this part done in a day.” As the date approached, Agent 1 contacted her to confirm their appointment but Agent 2 did not. When Jen contacted Agent 2 directly, they said they often have scheduling issues with the call center and they’d need to set up an alternate time. So much for the two-birds-with-one-stone approach. By this point, Jen was frustrated: “Goodbye Agent 2!

Comparing costs

Agent 1′s in-home visit went well and the surveyor provided her with a detailed inventory and simple written estimate. They gave her two options: (1) transportation in a moving truck with other people’s belongings, with delivery date within a 2 week window (2) transportation and delivery via a crate on a truck with a guaranteed delivery date. Here’s a summary of the 1st version:

Estimate from major van line

Quote from Agent 1

 

But she needed more options. After contacting one portable storage container company by phone (and waiting on hold for way too long), and submitting an online estimate for another, she discovered it would actually cost LESS to move with Agent 1. The portable storage container company  - Company 3 – provided her a detailed breakdown like this:

Estimate from Portable Storage Container Company

Estimate from Portable Storage Container Company

 

More scheduling

Jen knew she needed another quote from a moving company in order to make an educated decision. After performing a search in her area on MCR, she submitted a quote request to a Michigan mover, Agent 4, who contacted her promptly. However, he admitted she’d pay for travel time because he wasn’t nearby. He referred her to Agent 5. This mover also came to Jen’s house for an in-home estimate.

The decision

Like Agent 1, Agent 5 offered two options: (1) Shared truck transportation with a 2 week delivery window (Agent 5 cost $75 less than Agent 1) and (2) a portable crate with guaranteed delivery date (Agent 5 cost $700 LESS than Agent 1). In the end, she based her decision on convenience and price and chose Agent 5. Although Agent 1 had better customer service, she liked the guaranteed delivery date with the crate option and the $700 cost savings sealed the deal.

Takeaways for movers

So why does this matter to you? Here are our top takeaways from Jen’s experience:

1. Closing a lead begins the moment you pick up the phone

  • Call immediately
  • Make scheduling as easy as possible: Provide flexibility, confirm appointments and show up on time
  • Putting someone on hold or having to follow up multiple times can be deal-breakers

2. Cost and convenience go hand in hand

  • In the end, Jen chose the more expensive option from Agent 5 but the less expensive option compared to Agent 1 (despite preferring Agent 1′s professionalism and demeanor). Making people comfortable and offering options to respect their busy schedules is key in their decision.

3. There’s a long way to go…

  • The diagram below shows all the steps Jen took to find and book her mover. How can we as an industry improve this? Share your thoughts below! And stay tuned for the story of Jen’s actual move.
Long Distance Move process

The long process of booking a long distance move



1 Comment

  1. lazhar Berkat

    31 March, 2015 10:25 pm

    confirming in houses is one of our keys for booking jobs in NJ. we always call the customers the minute we receive the the leads. and we always call them an hour before we get to their house.

    again thank you MCR for the quality leads :)

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