How a Top Japanese Forwarder Identified Leads With 34x Higher Efficiency And Closed 15 Deals a Week

Kintetsu World Express (KWE) wanted to expand operations in Mexico and opened offices in the country a few years ago. They previously relied on a trade intelligence platform from a global solutions provider for logistics and supply chain management, but were not impressed by the data on importers and exporters as it was not standardized, nor updated, making it highly unreliable. KWE lacked the visibility they needed for the Mexican market and relied on online sources for complete information.

Their sales executives had to spend a week’s time to discover around 100 leads, find enough trade intelligence, and qualify them. Because of this, their targeted sales strategies were not up to the mark. They could not close the desired number of leads as a majority of their sales team’s time and effort was spent on gathering data that should have been provided by their previous vendor.