Sales Division Increases ITG Transportation’s Profitability by 400%
Context
ITG Transportation Services (ITG), based in Chicago, Illinois, is a licensed freight broker founded in 1986, arranging the domestic trucking of international ocean containers to and from every port and rail line in the U.S. and Canada. It also offers nationwide domestic freight services and facilitates shipping container sales.
ITG began to grow quickly, doubling its volume and revenue within five years. While the company welcomed the additional business, it experienced growing pains along the way.
Solution
ITG hired five Business Development Representatives (BDRs) to assist ITG’s six U.S.-based salespeople through Lean Solutions Group’s sales division to take care of the following:
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- Prospecting
- Appointment scheduling
- Contact new customers
- Reach out to lapsed customers
- Conduct market research
“Lean Sales has enabled us to continue our customer outreach in a market where many others don’t have the bandwidth. And they help us continually work toward the future, rather than focusing solely on what’s on our plate right now. Their efforts have snowballed, and we couldn’t be happier.” — Dan Kopp, CEO, ITG Transportation Services
Results
- Secured 30 new accounts.
- Set up more than 200 meetings for the U.S.-based sales team.
- Increased profitability by 400%.
- Helped ITG expand its reach beyond freight forwarders and work directly with shippers.
Next Steps
Key To Success
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