SG-based 3PL Company Doubles Sales Appointments, Gears Up For Expansion

  • 193 MQLs

  • 45 Qualified Appointments

  • 24 SQLs

  • Industry

    Logistics

  • Location

    Singapore

  • Headquarters

    Singapore

  • Campaign Type

    Appointment Setting

  • Target Location

    Singapore

  • Target Industries

    Freight Forwarders, Shippers

  • Target Decision Makers

    For Freight Forwarders: Air/Sea Freight Division Manager; For Shippers: Trade Compliance Manager, Shipping Officer, Procurement Manager, Supply Chain Manager, Controller, Persons in Charge of Imports/Exports

The Client

The Client is a Singapore-based third-party logistics (3PL) provider that offers warehousing, distribution, transportation, and freight management services primarily to freight forwarders and shippers. The company also provides value-added services including crating, labeling, sorting, sub-assembly, and fumigation.

The Challenge

In Singapore, the 3PL market makes up over $3 billion (or 12%) of the country’s logistics industry, with the majority of providers competing in saturated segments such as automotive, retail, and electronics. For its part, the Client chiefly targets international freight forwarders and shippers from a wide range of industries.

As part of its effort to improve the company’s market position, the Client looked into expanding the outbound component of its customer acquisition program. The bulk of its lead generation initiatives were mostly tied up in inbound tactics, but the Client wanted a more proactive approach and a bigger role for outbound in its marketing mix.

The Client teamed up with Callbox to deploy an outbound prospecting program that would complement the company’s current marketing efforts. Under its existing strategy, the Client averaged 8 to 10 appointments each month, and the company wanted Callbox’s help to develop a new lead source and increase the flow of qualified prospects into their pipeline.

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