Liner Shipping: Strategy and Investment Plan
For a top 20 global liner shipping company which had lost share due to insufficient investments and poor market positioning, we developed a fundamentally new strategy and organization plan, including a significant fleet investment. We supported implementation and a recapitalization. The line has experienced significant growth since.
Air Freight: Sales Force Effectiveness and Strategy
An industry leading air cargo player was seeking to differentiate itself through improved sales and service in an increasingly fragmented and commoditized market. We conducted an extensive redesign of the sales and service processes and helped develop a new customer segmentation strategy and sales compensation plan. The company has continued to increase share.
Logistics and 3PL: North American Transportation Strategy
A midsize global 3PL was underperforming in its North American transportation business. We developed a detailed market driven strategy outlining growth options and the positioning of brokerage versus transportation management. We also identified cross-sell opportunities and the highest-potential industry verticals and formulated specific go-to-market strategies for the units.
Fleet Management: Due Diligence for a Driver Safety Solutions Provider
We analyzed the growth and profit potential for a cutting edge driver safety solutions provider by understanding the market dynamics, current penetration, and adoption rates for different providers and service offerings. We developed detailed growth forecasts by industry verticals and fleet types. The company’s growth has so far exceeded expectations.
Supply Chain Management: Due Diligence for a Global Trade Software Provider
We conducted a market diligence study on a leading global trade / supply chain management software provider. As part of the project, we calculated market size, growth, and penetration rates by market segment, identified key drivers of growth for end-user groups, and highlighted up-sell potential and ‘white spaces.’ The potential for a ‘best of breed’ solution in this area is strong.
Major Port Operating Company: Restructuring and Turnaround
A highly successful restructuring and investment strategy was developed and implemented for a port operating company with container, bulk, logistics, and automotive business units. The work involved shutting down unprofitable services, developing new joint ventures, offering creative value added services, and significant organization change.
Energy: Crude Transportation
We developed a constraint based transportation model for the North American crude oil network. The model used crude source, transportation (pipeline, rail, barge), and refinery data to forecast crude movements under various scenarios. This information was used by the client to identify new opportunities and direct capital spending.
Regulatory: Railroad Competition
A proposed rulemaking from the Surface Transportation Board sought to change competitive access rules for single served shippers. We constructed a risk assessment for our client by building a model using industry rate dynamics and railroad network logistics. Ultimately the projected financial and network impacts were used to lobby in the rulemaking proceeding.
Electric Utility: Fuel Strategy
A utility was caught between investing in new capital to comply with EPA emissions standards for coal plants versus increasing natural gas capacity. Using a data driven analytical framework for future scenarios, we helped our client quantify the probabilities of fuel costs, capital costs, and wholesale dispatch pricing conditions. This framework was then used as a basis for contract negotiations.