Challenge

Cargo Movers, a German freight forwarding company with international operations, faced significant challenges in maintaining a competitive edge in the global logistics market:
‍

• Time zone limitations: Unable to respond to quote requests outside German business hours, particularly from customers in the Americas
• Rising customer expectations: Growing demands for faster quote turnaround times
• Talent shortages: Difficulty finding qualified logistics personnel in the German market
• Business growth constraints: Limited capacity to handle increasing quote volumes
  ‍

The idea is to survive on the market—we have to be fast, we have to be efficient.

For Marcel Macke, the competitive pressures clearly drive their need for a more flexible solution

‍

Solution

Expedock implemented a tailored Sales Support solution that seamlessly integrated with Cargo Movers' existing processes:

• Specialized logistics professional: A freight-experienced specialist to handle standard freight quotes (1-1000kg shipments)
• Rapid onboarding: Comprehensive and efficient training program focused on their specific requirements
• Progressive capacity ramp-up: Carefully structured workload increases to ensure quality during scaling
• Performance monitoring: Continuous tracking of key metrics to ensure business impact
  ‍

Implementation Journey

The implementation process was remarkably efficient, surpassing typical expectations for onboarding new talent.

• Week 1: Specialist fully trained and already processing quotes
• Week 2: Fully operational and handling regular assignments
• Ongoing: Steady increase from 10-15 quotes initially to 40 quotes currently
• Future: Planning for additional training in specialized areas like dangerous goods
  ‍

Measurable Results

The gross profit is increasing. That means the quotes she is sending are getting confirmed more often.

The Expedock solution delivered immediate and significant business impact:

• Expanded processing capacity: 400% increase in quotes handled, creating immediate operational relief
• Strong conversion performance: 8.7% win rate achieved and steadily increasing toward the 10% goal
• Enhanced customer responsiveness: Ability to provide quotes across different time zones, improving client experience
  ‍

Quality & Expertise

The specialist's performance exceeded expectations.

She is very, very good help. It looks like she is very smart, she's sharp, intelligent, we can already feel that she is definitely part of the sales team already.

He further emphasized the importance of logistics expertise we provide:

When it comes to quoting, you have to understand the logistics processes. Otherwise, it would not be possible for you to quote as efficiently as someone who is trained in logistics.

‍

Expanding Partnership

Based on the initial success, Cargo Movers is already planning significant expansion of their Expedock partnership:

• Skills enhancement: Investing in dangerous goods training to expand service capabilities
• Advanced capabilities: Exploring carrier rate negotiation functionalities
• Strategic vision: Building toward a comprehensive 24/7 global quoting capability by 2026

‍

Strategic Advantage

Cargo Movers’ clients in Mexico and the United States frequently submit requests late at night, when the team is offline. Without immediate responses, they face delays in their own operations, which can then strain relationships with local customers.However, this partnership has transformed a business challenge into a strategic advantage.

In logistics, when you're working with overseas clients, it's super important to answer quickly.

By leveraging Expedock's specialized sales support solution, Cargo Movers has positioned itself to thrive in an increasingly competitive global logistics marketplace, where responsiveness and expertise are critical differentiators.