In today’s competitive logistics market, having the right assets and reliable services is no longer enough. Transport companies must also excel in customer management and commercial execution. This is where a CRM (Customer Relationship Management) system becomes essential.

Why CRM Matters in Logistics

• Visibility of Opportunities: A CRM centralizes leads, tenders, and RFQs, ensuring no opportunity is missed.
• Customer Retention: With structured follow-ups and service monitoring, transport providers can strengthen loyalty and anticipate client needs.
• Data-Driven Decisions: Advanced analytics allow companies to identify profitable trade lanes, optimize pricing, and adjust strategies quickly.
• Team Alignment: A CRM keeps sales, operations, and management on the same page, avoiding inefficiencies.

Why HubSpot for Transport Companies

At T.S.A., we help operators implement HubSpot CRM, customizing it to the specific needs of logistics companies. From pipeline management to automated reporting, HubSpot allows transport providers to act with the speed and precision today’s market requires.

A well-structured CRM doesn’t replace people—it empowers them. That’s why we integrate seamlessly with internal teams, training staff and providing new commercial contacts, ensuring that the CRM becomes a true engine of growth.

Transporting perishable goods such as fresh food, pharmaceuticals, and sensitive chemicals is one of the most complex areas in logistics. Refrigerated transport requires not only specialized vehicles but also an organizational mindset focused on precision and reliability.

Key Challenges

• Temperature Integrity: Even minor fluctuations can damage cargo and reputation.
• Regulatory Compliance: Operators must adhere to strict national and international standards, especially in the pharma and food sectors.
• Cost Pressure: Rising energy prices and the need for specialized equipment increase financial risk.

Opportunities for Growth

• Premium Services: Companies able to guarantee real-time monitoring and compliance can differentiate themselves in competitive markets.
• Sector Expansion: Demand for refrigerated transport is growing in pharmaceuticals, biotech, and high-value food exports.
• Technology Integration: Digital tools, from IoT sensors to CRM-based monitoring, provide an edge in customer trust.

At T.S.A., we support carriers in building relationships with manufacturers who need reliable partners for refrigerated supply chains. We act as an advisor to ensure that investments in fleet and technology translate into real commercial growth.

As sustainability and efficiency rise on the global agenda, intermodal transport is becoming a cornerstone of European logistics. Combining road, rail, and sea, it offers a balance of speed, cost-efficiency, and reduced environmental impact.

Market Drivers

• Green Transition: Companies seek to reduce CO₂ emissions in their supply chains.
• Congestion & Regulations: Road-only solutions are under increasing pressure due to driver shortages and stricter regulations.
• Infrastructure Investment: New rail terminals, port expansions, and European corridor projects are making intermodal more accessible.

Opportunities for Operators

• New Revenue Streams: Intermodal opens access to industries such as automotive, steel, and chemicals.
• Resilience: Multimodal solutions provide flexibility when disruptions occur (e.g., driver shortages, fuel price spikes).
• Cross-Border Growth: Intermodal is particularly effective for long-haul Europe-wide transport.

Many transport companies excel in operations but struggle with sales organization. A strong commercial structure is what turns capacity into profitability.

Common Challenges

• Dependence on personal networks rather than structured processes.
• Lack of visibility on commercial opportunities.
• Difficulty scaling sales beyond the local market.
• High turnover of sales staff.

The Right Approach

1. Structure – A clear division between inside sales (CRM, lead generation, follow-ups) and outside sales (meetings, negotiations).
2. Tools – Implementation of a CRM system to track every lead, tender, and contract.
3. Training – Aligning teams with international standards in negotiation, tender management, and account retention.
4. Outsourcing – Leveraging external advisors like T.S.A. to complement internal resources without adding permanent overheads.

The result is a resilient sales department that doesn’t rely on individuals but on structured processes, digital tools, and professional advisory support.

At T.S.A., we don’t compete with internal staff—we strengthen them. By providing expertise, market contacts, and CRM implementation, we ensure that sales departments become a consistent source of growth.