The sales & marketing functions of logistics companies in India have long been focussed towards creating short-term, price driven value for stakeholders, but have failed to impact long-term shareholder value. This is exactly where PiVOT steps in and assists the senior management in understanding the customers of logistics companies. Our Sales & marketing strategies stand on the following four cornerstones:
- It is critical to understand not just the customer’s needs, but the customer as well. We at PiVOT go the extra mile to understand the customers of our client organisations. We firmly believe that without this perspective, no sales & marketing strategy can ever add long term value.
- Know your operational limits. In the logistics space, sales and marketing strategies very strongly depend on the operational delivery capabilities of an organisation. We prevent out client organisations from making the fatal mistake of not being able to deliver on commitments, by making the right commitments in the first place.
- Analyse the cost to benefit proportion. A thorough analysis of the costs and the realistic benefits avoids our client organisations from wasting time, energy and effort on unproductive initiatives. We appreciate the impact of failed initiatives on the internal team and support our client teams with a detailed and thorough pre-effort analysis.
- Analyse the Risk involved in the strategy. Apart from the financial risks, we assess the non-financial risks associated with a strategy. In the logistics industry in India, public memory is not short and at PiVOT, we thoroughly and completely understand this fact. Our extensive operational experience and sound understanding of the fundamentals of India’s logistics Industry helps us develop strategies with known and controlled risks.
Some of the areas where we have contributed to long-term value addition through sales and marketing strategies are:
- Customer & Market Assessment – PiVOT has a very strong knowledge base of cargo flows (EXIM and Domestic) and factors that have historically affected these flows. We share our knowledge and understanding of the business in an endeavour to provide customer and market insight.
- Branding & Communication – This is one of the most neglected aspects in the Indian logistics industry but is increasingly gaining favour as client organisations are attempting to lock-in long term value and service providers looking for long term customer lock-in.
- Channel Management – The logistics industry is highly heterogeneous in terms of effective sales channels. This diversity is further complicated by the varied effectiveness of channel across different parts of India. PiVOT provides it client organisations with a clear channel management strategy that considers effectiveness specific to customer segments and geographies.
- Portfolio Planning – While most organisations are striving to offer complete and integrated logistics solutions PiVOT provides them a clear understanding of what should be the limitation on their immediate service offerings, and how should the same evolve towards complete solutions in definite time horizons.
- Product Mix Strategy – PiVOT assists organisations in developing specific industry-based products to offer to their customers. We have successfully helped various clients to structure their services business through market-centric products.
- Pricing Strategy – In an industry plagued with poor customer retention and margins, we support our clients by developing pricing strategies specific to service offerings and customer segments also considering operational constraints. PiVOT has successfully helped its client organisations transform their customers from a fixed fee model to a KPI based payment structure.
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Entry Strategy for Wagon Leasing Company
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Introducting a new Bi-Modal Technology
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