2. Prospecting & Pipeline Development

Ideal Customer Profile (ICP)

While we can support many types of businesses, our ideal customers typically share several characteristics.

Company Size

Most successful customers are:

• Small to mid-sized companies
• $5M – $200M annual revenue

These companies benefit most from our technology and buying power.

Industries

Common industries include:

• manufacturing
• industrial distribution
• eCommerce
• wholesale distribution
• automotive suppliers
• medical products

Shipping Characteristics

Ideal customers typically:

• ship regularly within North America
• use multiple carriers
• manage both parcel and freight shipments
• ship cross-border between Canada and the U.S.

Operational Challenges

Customers are often experiencing:

• rising shipping costs
• lack of visibility into shipping activity
• manual shipping processes
• poor integration between systems
• inconsistent carrier performance

These challenges create opportunities for Integrated Carriers to help.

Freight Audit Strategy

One of the most effective ways to start conversations with potential customers is through a Freight Audit.

A Freight Audit is a structured evaluation of a company’s transportation activity.

The objective is to identify:

• cost savings opportunities
• service improvements
• operational efficiencies

What We Analyze

Typical audit areas include:

• carrier mix
• shipping service levels
• dimensional weight issues
• packaging inefficiencies
• cross-border shipping costs
• inbound vs outbound freight
• courier vs freight mode selection

The Value to the Customer

The Freight Audit provides:

• insight into shipping costs
• recommendations for improvement
• potential savings opportunities

This positions Integrated Carriers as a consultative partner, not just another vendor.

When to Use a Freight Audit

Freight Audits work best when:

• customers are frustrated with current carriers
• costs are rising
• the company is growing rapidly
• systems or processes are outdated

Prospecting Playbook

Successful agents build a pipeline using multiple prospecting methods.

Relying on a single method (such as cold calling) limits opportunities.

Agents should use a combination of strategies.

1. Referrals from Existing Customers

Satisfied customers are often the best source of new business.

Ask customers questions such as:

• Who are your key suppliers?
• Who are your largest customers?
• Who else in your network ships frequently?

Referrals create warmer introductions and faster trust.

2. The Swim Coach Network Strategy

Inspired by ideas shared by sales trainer Jack Daly.

Instead of prospecting alone, agents should build relationships with professionals who also work with warehouse operators and manufacturers.

These professionals often identify opportunities before logistics providers do.

Examples include:

• warehouse racking providers
• forklift and material handling suppliers
• packaging companies
• industrial real estate brokers
• ERP consultants
• warehouse cleaning companies
• fractional executives and consultants

Agents should aim to build relationships with at least 15 Swim Coaches.

3. LinkedIn Networking

LinkedIn is one of the most effective prospecting tools available.

Agents should:

• connect with supply chain leaders
• engage with industry content
• share insights about logistics challenges
• build relationships before selling

4. Industry Events

Trade shows, industry conferences, and local business events provide opportunities to meet decision makers.

Focus on industries such as:

• manufacturing
• distribution
• supply chain management

5. Strategic Introductions

Our network includes:

• logistics agents
• consultants
• technology partners
• industry advisors

These relationships often lead to introductions.

Always look for opportunities to collaborate.

6. Prospecting Mindset

You may have heard an old adage in Sales: ABC A-Always B-Be C-Closing. That's from the days of old and frankly seen by many as a put-off (too aggressive). The reality then, and today is that the most successful salespeople never stop prospecting. Thus ABC →ABP : Always Be Prospecting! Leads are literally everywhere:

•  Online

•  In stores like Costco, Home Depot & grocery stores. Every box is a potential lead.

•  Industrial parks

•.Google Maps

• Most people you know or meet likely work somewhere

Prospecting & Pipeline Development

Agents should capture new opportunities as soon as they identify them.

Use the CRM form below to record new leads, prospects, referrals, or companies you plan to pursue.

Submit New Lead / Prospect

When to Use the CRM Form

Submit a record when you identify:

• a potential target company
• a referral from a customer
• an advisor introduction
• a conference or networking lead
• a company you intend to contact

Capturing opportunities early helps maintain a healthy pipeline.