Past Winner Stories
Langham
www.elangham.com
When Cathy Langham started on an entrepreneurial path, she didn't realize that her path would turn into a highway. As a new graduate of Indiana University, she joined a trucking company known for its sales training. It wasn't long before she realized she had a natural talent for solving problems.
"I love a good problem," said Langham, "and the logistics industry offers me and our staff a daily dose of hundreds of exciting, challenging ones. For me personally, I enjoy the opportunity to be a part of the solution."
In short time, Langham bought and sold two transportation franchises before opening her own air freight franchise with her sister, Margaret. Within three years, their office became the company's fastest-growing location. In 1993, they joined with six other franchisees in a plan to buy out the 30-unit company.
But then Cathy, Margaret and their brother, John, determined that they would face insurmountable internal challenges if they bought the company. The three siblings drew up a new plan - a radical idea to open their own independent transportation company called Langham Transport Services.
This quick reversal in business strategy sent shock waves through their organization. The entire sales staff quit. On the first day of business, the company had no assurances that their current client base would stay with them.
The three new owners faced a cutthroat commodity marketplace without the financial and organizational security they had enjoyed just days before. Vendor contracts required renegotiation. Infrastructure and equipment were limited at best And perhaps most daunting, the Langham name lacked the clout that typically opened doors of large corporations. By leaving the security of a $30 million franchise, they would have to have a compelling message about their services and the wherewithal to get that message across.
Cathy, as the company's only salesperson, launched a campaign with their major clients. She squelched doubts, earned promises to stay and spread the word that the Langham name meant a new level of customer service.
"Our business thrives on creative thought and out-of-the-box thinking," said Langham. "As an entrepreneurial company, the three owners, myself included, work hard to allow time for that kind of strategic planning. Over the last three years, we have made smart, strategic hiring decisions so that we can enlist the help of our management team in shouldering the workload."
As Langham's customer base grew, so did its diversity and its demand for specialized services. Langham's client list includes nearly every major industry, from automotive to pharmaceuticals to telecommunications. In response, Langham evolved from an air freight and expedited truckload broker to a full-service logistics and distribution company.
To support its diverse client base, Langham invested steadily in infrastructure that ensured flexibility and creativity and involved every aspect of the business: staffing, IT systems, facilities, education and training, quality and strategic planning.
In 1998, Langham doubled its warehouse capacity and launched full-scale into distribution and fulfillment. From 1999 onward, the company experienced tremendous growth and invested capital to further strengthen its infrastructure. In 2000, Langham opened its 306,000-square-foot facility, one that rivals those of companies 10 times its size. It then invested heavily in high powered technology, including a warehouse management system, new transportation management system, electronic data interface and an enhanced accounting package. Fifteen years after that first day in business, not a single major client has left, and 90 percent of Langham's original staff remains with the company.
"Langham attracts awesome people who genuinely value the concept of partnership and crafting solutions as a team," said Langham. "Every morning, I wake up energized that I get to work with extraordinary people. Those people are around me all day long - they are Langham employees and Langham clients."
"I love a good problem," said Langham, "and the logistics industry offers me and our staff a daily dose of hundreds of exciting, challenging ones. For me personally, I enjoy the opportunity to be a part of the solution."
In short time, Langham bought and sold two transportation franchises before opening her own air freight franchise with her sister, Margaret. Within three years, their office became the company's fastest-growing location. In 1993, they joined with six other franchisees in a plan to buy out the 30-unit company.
But then Cathy, Margaret and their brother, John, determined that they would face insurmountable internal challenges if they bought the company. The three siblings drew up a new plan - a radical idea to open their own independent transportation company called Langham Transport Services.
This quick reversal in business strategy sent shock waves through their organization. The entire sales staff quit. On the first day of business, the company had no assurances that their current client base would stay with them.
The three new owners faced a cutthroat commodity marketplace without the financial and organizational security they had enjoyed just days before. Vendor contracts required renegotiation. Infrastructure and equipment were limited at best And perhaps most daunting, the Langham name lacked the clout that typically opened doors of large corporations. By leaving the security of a $30 million franchise, they would have to have a compelling message about their services and the wherewithal to get that message across.
Cathy, as the company's only salesperson, launched a campaign with their major clients. She squelched doubts, earned promises to stay and spread the word that the Langham name meant a new level of customer service.
"Our business thrives on creative thought and out-of-the-box thinking," said Langham. "As an entrepreneurial company, the three owners, myself included, work hard to allow time for that kind of strategic planning. Over the last three years, we have made smart, strategic hiring decisions so that we can enlist the help of our management team in shouldering the workload."
As Langham's customer base grew, so did its diversity and its demand for specialized services. Langham's client list includes nearly every major industry, from automotive to pharmaceuticals to telecommunications. In response, Langham evolved from an air freight and expedited truckload broker to a full-service logistics and distribution company.
To support its diverse client base, Langham invested steadily in infrastructure that ensured flexibility and creativity and involved every aspect of the business: staffing, IT systems, facilities, education and training, quality and strategic planning.
In 1998, Langham doubled its warehouse capacity and launched full-scale into distribution and fulfillment. From 1999 onward, the company experienced tremendous growth and invested capital to further strengthen its infrastructure. In 2000, Langham opened its 306,000-square-foot facility, one that rivals those of companies 10 times its size. It then invested heavily in high powered technology, including a warehouse management system, new transportation management system, electronic data interface and an enhanced accounting package. Fifteen years after that first day in business, not a single major client has left, and 90 percent of Langham's original staff remains with the company.
"Langham attracts awesome people who genuinely value the concept of partnership and crafting solutions as a team," said Langham. "Every morning, I wake up energized that I get to work with extraordinary people. Those people are around me all day long - they are Langham employees and Langham clients."