Defining a Business Strategy for a Freight Forwarding Company

Logistics Consulting Services

Client Challenge

The company was in the business of freight forwarding by air and sea since 1953 and is amongst the top 20 companies in India. It had a tie-up with an international player in which the company handled the operations while the international player handled the sales and customer acquisition. However, the tie-up was subsequently terminated and the company had to set-up its own business development and customer acquisition activities. The client requested UC Strategy for an overall strategic direction of the company and a business growth strategy including key success factors, target customers, unmet needs of customers, technology implementation and maintenance of relationships with its customers and ensure high satisfaction levels.

Our Approach

To define the business strategy and address the client’s questions, UC Strategy followed the below approach:

  • Defined the industry structure
  • Conducted market analysis to assess the potential across various products/services, sectors/ routes, trade type (import, export, domestic), mode (air, sea, road, rail), type of cargo, industries, etc
  • Conducted an internal capabilities assessment and identified opportunities for improvement in internal operations across
    • Market and sales
    • Customer servicing
    • Relationship management for customers and alliances
    • Finance and accounts
    • Human resources
  • Developed the growth strategy including the following parameters –
    • Target segments
    • Products and services
    • Alliance focus
    • Target industries
    • Capability building agenda
    • Implementation plan
    • Organisation plan

Our Impact

The client received a detailed implementation plan including plans for financials, organisation structure and target segments

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