Case Study: International Logistics

Client Overview

• The client was establishing a new logistics arm to specialize in international consolidation services within broader, full-line logistics offerings.
• A full business plan was required, along with resourcing and marketing approach and resources on-the-ground in China.

The Challenge

• Needed parallel initiatives to find/acquire a logistics provider in China while establishing detailed business processes in the US.
• Small management team required full support on all aspects of the business and implementation plans.

Tompkins' Role

• Guided the overall process with client management team.
• Developed business case and financial model.
• Conducted customer research to measure opportunity and refine value proposition.
• Developed marketing plans.
• Identified, qualified and negotiated a joint venture arrangement with leading Shenzhen-based Chinese logistics provider to provide implementation capabilities in China.

The Results

• Full implementation plan developed, along with setting up all necessary resources and infrastructure.
• China joint venture business model refined and management team established.
• Assisted client to identify and hire executive sales manager.
• Attended key account meetings to help facilitate ongoing sales development.

Learn more about Tompkins' Strategic Market Planning services.