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UPS' customer acquisition scramble
USA: Minutes after DHL announced last Monday it was ceding the US express mail market, UPS' sales force - more than 3,000 strong - swung into action.
1-800-PICK-UPS - the call center for UPS, the largest US air and ground carrier - lit up. And the "Welcome Center for DHL customers" on UPS' Web site started popping.
"We saw quite a boost this morning in the new account area," Alan Gershenhorn, senior vice president of worldwide sales and marketing, said Monday. "We've been well-prepared for this. Just now we've kicked our sales efforts into a higher gear."
UPS wants "more than its fair share" of DHL's customers, said Gershenhorn.
