Freight forwarding companies are competing against each other, shipping companies that offer a higher tier of service for premium customers, and the fact that their customers can try to do things themselves.
Let’s learn more about freight forwarding before discussing the available marketing and sales strategies for freight forwarding services.
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What Is Freight Forwarding?
Freight forwarding companies are not freight companies. They are not carrying products on trucks or ships.
Instead, they are a middleman service. Freight agents may collect a variety of orders for a client before shipping them in a single, cheaper lot. Freight forwarding services regularly coordinate transportation methods to find the fastest, cheapest or most reliable delivery option for their clients.
Freight forwarders often handle international shipments for their domestic customers, handling customs documentation or even assisting the financing of purchases and paying import duties. But how can freight forwarding services marketing their services?
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Position Yourself Based on Your Expertise
Discuss what your business can do for individuals and businesses that they are unlikely to do well themselves.
This could include filling out foreign import forms or packaging fragile items for international transport. Explain how you take the hassle out of importing and exporting goods.
Talk about how your team’s language skills, customs experience and practice packing everything from artwork to artificial plants ensures that goods reach the destination in perfect condition.
Consider Your Branding Relative to Your Customer’s Preferences
Given how many ways there are to get a package or crate from here to there, you need to come up with some sort of branding.
Nor do you want to promise the lowest price, because that can kill your profit margin.
Find ways to brand your business while appealing to your customers.
For example, Power Forwarding specializes in freight forwarding services in and around London to the rest of the world.
They offer additional services like storage and delivery. They can collect dozens of packages bundled and shipped abroad or collecting items you’ve ordered until you’re ready to have them delivered to your new office.
Prove the Value You Bring to Their Organization
Why should they hire you, when they could hire someone in their own organization to do the same thing?
Demonstrate the value of your services. Talk about how you can take advantage of volume discounts due to the sheer amount of goods you ship for your customers.
This may allow you to charge less per kilo than what your clients would have to pay out of pocket. If you can take advantage of cheaper shipping options like railway and ocean freight for large loads, explain how much cheaper this is than shipping it by air or road.
Alternatively, you could take on work that they want to hand off to a third party.
You might be able to package items in boxes that meet foreign government’s labeling requirements before shipping it abroad. Or you may take over international shipping for a domestic business, though this requires maintaining their products in your warehouse.
It may be better to handle the shipping of their products to third party distributors, getting products to warehouses in another country so it can arrive at the customer’s door in a matter of days. This is what Tobi does to get their products to their customers.
You could also position yourself as a third-party vetting service. For example, Power Forwarding is able to source a variety of items from China while verifying its quality. That is in addition to their ability to get things through customs.
Your company could emphasize how secure the shipments are from theft and damage, as well. Then they’re shipping 500 widgets to Dubai, and you know all 500 will arrive in perfect condition.
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