Freight Forwarding & Logistics – Customer Quotation Process
Deployment Of Customer Quotation capability
Customer Challenge
- A well-known European freight forwarding and logistics company
- Active in the transportation market for air, ocean and road services, as well as warehousing and delivery
- Customer survey revealed significant number of missed sales opportunities due to ‘quotation being slow and incomplete’
- Customer focusing on improving conversion rates of business in the post Covid 19 trading environment
- Highlighted need to provide efficiency in quotation process and improve consistency and transparency
- Necessary approval process along with history overview for quotation analysis
DDC Solutions
-
Customer web page development with suitable quotation templates
-
Change management process with client base to ensure high adoption rates
-
Video training and help pages to ensure all users can leverage
-
Leverage customer User Profile to autofill key detail
-
Link quotation against existing operations in specified channel
-
Harness customer rate database to drive quotation completion
-
Utilize Python, Flask, Power BI, Spark through development of model
-
Deployed machine learning techniques to gather necessary market intelligence, quotation follow up and success rates
The Impact
- Customer feedback shows significant improvement upon previous model
- Quotation processing time reduced by 83%
- Consistent completion achieved with no ‘no quotes’ being recorded
- Client saw their highest conversion rate, 5% above their previous best
- Overall revenue improvement by 21% from won business, a margin gain of 216bps.
- Billing and administration efforts were simplified considerably due to automated Quotation conversion
