Business Tips

  • 5 min Read

Marissa Allison

Head of Content Marketing

Why CRM is Essential for Freight Forwarders and Logistic Companies

We all know that the freight forwarding and logistics industry is highly competitive. Sales managers will go to great lengths to outdo each other and ensure that every shipping opportunity goes to their own company. This becomes even more crucial during times of economic slowdown when there are fewer businesses to rely on compared to previous years.

But what's the point of all these efforts if salespeople don't have a technological tool to support their work? That's where CRM software comes in. CRM software can be a game-changer for freight forwarders, helping them enhance customer service, streamline operations, and grow their businesses.

Here are some of the key benefits of using CRM software for freight forwarders:

Increasing Customer Retention

CRM software allows freight forwarders to store customer information in a centralized location. This information can be used to personalize communications and provide more timely and accurate service. For instance, a freight forwarder can track customer shipping preferences using CRM software and automatically send them reminders and offers when they need to get or deliver shipments. Our study shows that freight forwarders using a CRM software report a 55% increase in customer satisfaction and 22% increase in customer retention.

Streamlining Sales Processes

CRM software simplifies the sales process by automating the collection and storage of customer information and revenue-generating activities. This data can then be used to generate quotes quickly and easily. For example, a freight forwarder can use CRM software to gather customer recurring shipping details and markups applied, and generate a quote based on that information to accelerate responsiveness and maximize impact. Freight forwarders who utilize a CRM software report a 44% increase in revenue.

Improving Sales Forecasting

CRM software enables freight forwarders to enhance their sales forecasting by tracking historical sales data and customer interactions. This information helps identify trends and make more accurate predictions about future sales. By tracking the number of quotes generated each month, a freight forwarder can use CRM software to predict the number of sales they are likely to make in the following month. This data-driven approach helps maximize profitability and drive business growth, leading to a 5% increase in profit margins for freight forwarders using CRM software.

In conclusion, CRM software is a valuable tool for freight forwarders. It automates tasks, stores critical data, and provides valuable insights that can improve customer service, streamline operations, and foster business growth. In fact, a recent study found that 74% of freight forwarders already utilize CRM software.

Closing Notes

In these unpredictable times, logistics and forwarding companies must reassess their sales processes and strategies to confidently navigate recessions. Implementing a CRM software that focuses on prioritizing profitable customers and utilizing data for strategic planning empowers sales teams to fortify themselves against economic uncertainties and emerge stronger.

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