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Success Stories
Transformative Logistics Results: Strategic Performance Milestones
Case study #1
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Maersk Ground Freight
Turning around an underperforming aquisition
Challenge
- Following an acquisition, the business was operating at approximately an 11% EBIT loss position. Commercial execution, product adoption, and cross-functional alignment were limiting profitability.
- 11% EBIT Loss → Break-Even in 7 Months
Key metric
Approach
- Partnered cross-functionally with operations, product, finance, and commercial leadership. Applied Lean methodologies, Gemba reviews, Pareto analysis, sales enablement, and product mix optimization.
Outcome
- Improved performance from an 11% EBIT loss position to break-even within seven months and established a foundation for sustainable profitable growth.
Case study #2
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Sealand
Unlocking growth beyond ocean freight
Challenge
- Ocean freight growth remained modest while significant opportunities existed to expand wallet share within existing customer relationships and acquire new customers through broader logisitcs solutions.Â
- $20M Profit → $44M Profit
Key metric
Approach
- Implemented a two-pronged growth strategy focused on expanding existing ocean customers into transportation and logistics services while pursuing new logos by leading with integrated supply chain solutions. Developed country-specific go-to-market strageties. customer segmenttation, account planning, and commercial accountability.
Outcome
- Doubled annual profit from approximately $20 million to $44 million while improving customer penetration, new-logo acquisition, and commercial execution across the Americas.
Case study #3
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Ceva Logistics
Growth Through Capability Awareness
Challenge
- The organization frequently competed through reactive RFQ processes and often lost opportunities despite competitive pricing because customer operations teams lacked confidence in CEVA’s capabilities.
- +$400M Technology Sector Growth
Key metric
Approach
- Implemented a proactive strategy focused on building capability awareness with customer operational stakeholders globally, increasing executive sponsorship, and aligning commercial and operational teams around strategic growth opportunities.
Outcome
- Expanded the Technology sector portfolio by nearly $400 million in annual revenue and secured the largest Air Freight account in company history.
Case study #4
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UPS Healthcare APAC
Growth Through Strategic Focus
Challenge
- Growth was below expectations and the commercial organization lacked clear direction regarding market prioritization, customer targeting, and solution positioning.
- +28% APAC Healthcare Growth
Key metric
Approach
- Partnered with Healthcare Product and Operations leadership to redesign the go-to-market strategy by country, healthcare sub-vertical, ideal customer profile, and product offering. Improved commercial focus, prioritization, and execution discipline.
Outcome
- Reversed underperformance and delivered approximately 28% growth across the APAC Healthcare portfolio.
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