4. Contracting for LTL Services at Hankey Industries
Matthew J. Drake, Duquesne University
Michael Sanger arrived at his small, windowless office stuck into a corner of the Hankey Industries manufacturing plant in Catasaqua, Pennsylvania,1 just after 8:00 a.m. on Monday, June 16. He opened his email Inbox and uttered a small sigh as he saw emails from three sales representatives for LTL carriers containing large attachments. The sigh signified the amount of work that he knew these emails had in store for him over the next few weeks.
Michael was the logistics manager for Hankey Industries, a small manufacturer of cleaning and specialty chemicals with annual sales of $8.5 million. Hankey Industries was founded in Catasaqua, Pennsylvania, in 1949 ...
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