Freight Exchange

🎯 The Challenge

FreightExchange, a freight management software platform (TMS/FMS) serving businesses with complex logistics needs, needed to penetrate industrial companies, 3PLs, manufacturers, and wholesalers across Asia and Australia requiring freight automation solutions. The challenge: reaching decision-makers in traditionally tech-resistant logistics operations, competing with established legacy systems and manual freight processes, demonstrating ROI of freight software adoption, educating prospects on TMS benefits beyond basic parcel shipping, and navigating diverse markets across Asia-Pacific with varying logistics maturity levels. Success required positioning FreightExchange’s connected platform as essential infrastructure for complex B2B freight operations.

🚀 Approach

🔍 Asia-Pacific Logistics Market Research

• Targeted operations managers, logistics directors, supply chain leaders, and freight managers across Asia and Australia
• Developed personas for 3PLs, 4PLs, manufacturers, wholesalers, automotive parts distributors, heavy machinery companies
• Mapped pain points: freight admin time waste, manual processes, carrier management complexity, lack of visibility, customer service issues, freight cost optimization
• Identified companies with complex freight: heavy machinery, automotive parts, oversized goods, dangerous goods, multi-modal shipping
• Researched Asia-Pacific logistics trends, digital transformation adoption, and freight management challenges

🎁 Connected Freight Platform Value Proposition

• Positioned comprehensive TMS/FMS capabilities: carrier network connectivity, automation, white-label portals, integrations
• Showcased automation benefits: smart carrier selection, auto-generated labels/documents, automatic notifications, workflow rules
• Emphasized complex freight expertise: full trucks, pallets, parcels, oversized freight, dangerous goods (vs. simple parcel platforms)
• Addressed decision-maker concerns: ease of use, BYO carriers, global carrier support, white-labeling, custom dashboards
• Highlighted proven results: Komatsu case study (40% admin reduction, 3 hours saved per person daily, 40k+ monthly consignments)
• Featured enterprise client portfolio: Komatsu, John Cotton, and other major industrial names

⚙️ Infrastructure & Systems

• Deployed 15 dedicated domains with corresponding mailboxes for sustained 12-month campaign
• Implemented infrastructure rotation strategy for long-term deliverability excellence
• Conducted continuous inbox placement testing across Asia-Pacific email providers
• Integrated with CRM for pipeline management and long-term relationship tracking
• Applied proactive deliverability management throughout year-long engagement

📧 Strategic Long-Term Execution

• Developed region-specific sequences addressing Asia vs. Australia logistics challenges
• Crafted messaging emphasizing automation ROI and operational efficiency gains
• Maintained consistent outreach across 12-month partnership
• Achieved exceptional 16% reply rate demonstrating strong message-market fit
• Supported long-term relationship building and pipeline nurturing

✅ Results

• 1,426 qualified meetings generated over 12-month campaign
• 16% reply rate from logistics and operations decision-makers
• Successfully onboarded major enterprise clients: Komatsu, John Cotton, and other leading industrial companies
• Delivered consistent pipeline across Asia and Australia markets
• Demonstrated platform value through long-term partnership and sustained results
• Positioned FreightExchange as go-to TMS/FMS for complex B2B freight operations

🏭 Industry Segments Successfully Targeted:

Heavy machinery companies, automotive parts distributors, manufacturers, wholesalers, 3PLs, 4PLs, industrial operations with complex freight needs across Asia and Australia