Pranjal Jaiswal

Case Study Solution

1
End to end logistics planning

2
Improve Margin in Logistics Company

Quick cost reduction in transportation rates may improve your bottom line in the near term, but long-term increases in
profitability only result from maximizing the productivity of every area in your supply chain.
Strategic Aggregation: One can reduce the number of shipments they send out by simply aggregating orders. This
reduces freight expense without any negotiation of rates.
Mode Optimization: Balancing the costs between utilizing different modes is a source for increasing profit.

Rate reduction: One can benefit from your current relationships with your incumbent carriers as well as ours with the top
carriers in the industry
To achieve substantial margins on a regular basis, logistics companies must rethink business basics such as sales and
sales communications. They need to have a dedicated and enabled sales force that works as a team with operations to
convert leads into customers
Increase revenue by acquiring profitable customers, improving the pricing of products and services, and by consistently
up-selling and cross-selling.
Decrease the costs of direct selling and customer acquisition by enabling sales, operations and finance to work together
more effectively.
Limit low-margin sales by ensuring standardized modules are the basis of each custom solution.

Improve predictability and decision making with superior analytics for sales forecasts and planning. On-board computers
for fleet management to track on-time delivery performance.
Enhanced warehouse management systems to track inbound and outbound product throughout the supply chain.

Activity-based costing models to accurately measure the true costs of handling various types of products.

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Approaches that help dynamic sales

Three approaches that can help logistics companies develop dynamic sales
processes and stronger customer relationships :
Structured account management: This approach can help rethink the strategy,
processes and technologies used in sales. Companies need to follow a disciplined
and coordinated sales process for each and every account, and prioritize and rate
customers based on volume and profitability.
Global standardized lead and opportunity management: This approach can
help improve sales processes and ensures that the right people within the
organization are tied-in to develop the best solution for addressing customer
business challenges. This also involves organizational and governance
restructuring so that sales resources are allocated effectively.
Social sales platforms: This approach can help improve sales communication
by helping people at all levels in the organization share information about
customers across products, divisions and countries. Social sales platforms that
facilitate a community add even more value in targeted sales communications.