Transportation & Logistics Moving Goods, Accelerating Growth

Transform your transportation and logistics business with commercial strategies that drive profitable growth. We help carriers, 3PLs, freight brokers, and logistics providers optimize pricing, expand customer relationships, and build sustainable competitive advantages.

Logistics' margin imperative.

Transportation and logistics companies face relentless margin pressure from overcapacity, rising costs, and customer commoditization. Success requires moving beyond transactional relationships-building strategic partnerships, optimizing pricing and yield management, expanding value-added services, and leveraging technology to create defensible competitive positions. The winners differentiate through commercial excellence, not just operational efficiency.

Industry Challenges

  • Margin compression

    Rate pressure and rising costs squeeze profitability.

  • Commoditization

    Customers view services as interchangeable.

  • Capacity volatility
    Market cycles create feast-or-famine dynamics.
  • Customer concentration
    Dependence on few large customers creates risk.

How We Help

  • Strategic pricing
    Move from spot rates to value-based, relationship pricing.
  • Customer diversification
    Systematically expand customer base and reduce concentration.
  • Value-added services
    Build differentiated offerings beyond core transportation.
  • Account management
    Transform transactional relationships into strategic partnerships.

Transportation & Logistics Market

Key dynamics shaping the industry landscape.

$9.6T
Global Logistics

Total logistics market size

72%
Trucking Share

Of freight transportation by value

6.5%
Market Growth

Logistics CAGR through 2030

$1.85
Avg Margin

Per mile for truckload carriers

Transportation & Logistics Transformations

Real results from carriers, 3PLs, and logistics providers who improved margins and growth.

Margin Recovery Through Pricing

Challenge

A regional truckload carrier had flat revenue but declining margins due to cost increases and undisciplined pricing, putting the business at risk.

Solution

We implemented lane-based pricing analytics, created customer profitability scorecards, designed price increase strategies, trained sales on value selling, and optimized contract vs. spot mix.

Outcome

Operating margin improved from 2.1% to 6.8%, revenue per mile increased 14%, customer retention remained at 89% despite pricing actions, and EBITDA grew 3.2x.

Customer Diversification Success

Challenge

A 3PL had 65% of revenue from three customers, creating vulnerability and limiting negotiating leverage and growth potential.

Solution

We developed ideal customer profiles, built systematic prospecting processes, created targeted value propositions, implemented account-based sales, and trained teams on consultative selling.

Outcome

Top 3 customer concentration decreased to 38% of revenue, added 47 new customers generating $28M revenue, overall growth rate increased from 5% to 22% annually.

Value-Added Services Expansion

Challenge

A freight brokerage competed purely on price and struggled with commoditization, low margins, and high customer churn.

Solution

We designed value-added service offerings (TMS access, analytics, supply chain consulting), created tiered service packages, trained teams on consultative selling, and repositioned the brand.

Outcome

Value-added services grew to 34% of revenue, overall margins improved 5.4 points, customer retention increased from 67% to 87%, and NPS doubled.

Sales Transformation

Challenge

A logistics provider relied on inbound leads and reactive selling, limiting growth and making revenue unpredictable.

Solution

We built outbound sales capabilities, created prospecting playbooks, implemented CRM and pipeline management, designed compensation to drive new business, and trained the team on professional selling.

Outcome

New customer acquisition increased 3.1x, sales pipeline grew from $12M to $67M, close rates improved from 18% to 34%, and revenue became predictable and scalable.

Transportation & Logistics Expertise

Insights from advisors who understand logistics commercial excellence.
mike-hoffman-headshot-600x600@2x

Mike Hoffman

CEO, SBI Growth Advisory

Logistics companies that move beyond transactional selling to strategic account management command premium pricing and build defensible customer relationships.
Read CEO insights
john-staples-headshot-600x600@2x

John Staples

Sr. Partner, Talent Practice Lead

The best transportation companies use data and analytics to optimize every dimension of their business-pricing, customer selection, network design, and service mix.
Read CRO playbooks
isaac-silverman

Isaac Silverman

CTO

AI transforms logistics GTM through dynamic pricing, predictive capacity planning, customer churn prevention, and automated load optimization-driving margin improvement at scale.
Learn about SBI Wayforge™

Ready to Transform Your Logistics Business?

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