Zepol
Case Studies

A Large Freight Forwarder Finds a Clever Sales Lead Solution

Zepol Sales Leads Case Study

Challenge

A sizable freight forwarder’s sales team required a better system to find qualified leads, yet it had some unique challenges. The company’s sales force was spread across the globe, with each office responsible for their own regional clients. This made cohesive and intelligent lead management difficult.

The company struggled to find an import-data system that provided not only stats on a prospect’s general size, but more intelligent and relevant information to qualify leads, like shipping volume and commodity type.

Its multiple office locations also created a cost strain. It could not find a data provider that gave its entire staff complete access to trade routes and historical information without hefty add-on fees.

Solution

With Zepol’s TradeIQ Import Enterprise, the company received user licenses for every office, both foreign and domestic, at one low rate. Each location now has access to over 120 million bills of lading to customize and qualify leads the way they want to.

TradeIQ Import is based on U.S. Customs records, not static reports from surveys, or delayed records like other data providers. The company receives almost real-time access to the latest shipment information.

Results

With data from January 1, 2003 through the present, the forwarder is able to fully assess its prospects’ global supply chains. This allows its sales team to research companies before they make calls. They’re armed with information on their prospects’ current service providers, trading partners, and import volumes.

In turn, the subscription has provided a great return on investment by accelerating the sales process, improving closure-rates, and increasing revenue.