Logistics and transport
The client changes logistics provider only when the warehouse is already in crisis
In third-party logistics and transport the supplier is rarely changed and never lightly, because moving a warehouse or a distribution network is risky. Tenders open when something breaks, and whoever has no relationship already arrives late.
The starting point
The challenges we meet most often
Challenges 1
Invitation-only tenders
Companies invite the suppliers they already know. If you're not on the shortlist, you find out about the tender after the contract is signed.
Challenges 2
Price per pallet as the only yardstick
If the client sees no difference in service, they compare only rates. And on rates there is always someone willing to go lower.
Challenges 3
Salespeople Who Nurture Active Clients
Sales people follow existing clients and their daily emergencies. The search for new clients falls behind.
The method in the industry
How we work in this industry
We segment by type of goods and flow, because spare-parts logistics, temperature-controlled food and B2B e-commerce are different trades. We look for signals such as opening new markets, revenue growth, saturated owned warehouses and changes of supply chain manager. The message goes to the supply chain manager and the logistics manager, talks about an operational problem specific to their type of flow and proposes a visit or an analysis of current costs. The goal is to get on the shortlist before the tender opens.
Who we talk to
Supply Chain Manager
They are responsible for service to the end customer. They care about delivery times, picking errors and visibility on shipments.
Logistics or warehouse manager
Knows the operational problems of the current supplier. Is often the one who pushes for a tender to be opened.
Operations Director
Evaluates outsourcing as a choice of cost and flexibility, especially when volumes grow or become seasonal.
CFO
They look at logistics cost as a share of revenue and the investments avoided in warehouses and own vehicles.
The objection we hear most often
«Logistics is sold with references and warehouse visits, not with emails.»
The warehouse visit is where you sell, agreed. The email is there to get it. With Restore, which works in logistics, we went from 2.3 meetings a year to 11. Not flyer numbers, but in an industry where one contract is worth years they are a lot.
Case studies
The method in this industry
Recommended services
The channels we use here
Multichannel Outbound
Three channels coordinated on the same person. A name already seen on LinkedIn makes the email expected, and the phone call comes when there is something to say. We multiply the opportunities, not the insistence.
Discover the service →
Account Based Marketing
Surgical targeting on a named list of companies you want to win. Multi-decision-maker, multichannel, zero waste.
Discover the service →
Frequently asked questions
Questions about the industry
How to find new clients for a third-party logistics company?
We look for companies whose flow resembles the one you already handle well, and we reach the supply chain manager before a tender starts. The useful triggers are fast growth, new sales channels and saturated internal warehouses.
Does outbound work for a transport company?
It works if the offer is specialised: one type of goods, one type of route, one particular service. For generic transport the comparison comes down to the rate. For a specific service you reach the people who have that problem, and expertise counts.
Does it make sense to book meetings before fairs like LetExpo or Transpotec?
Yes, if your clients go. However, logistics fairs are often mostly suppliers. It is worth considering the fairs of your clients’ industries too, where the supply chain manager is present and has more time.
Your market is in the industry logistics and transport? Let's talk.
In the Feasibility Study we tell you honestly whether it makes sense to get started in your industry, and how.