A carrier that handles “any load to anywhere” competes on price alone. In logistics, the ideal customer usually comes from three choices: the type of cargo, the routes and the type of shipper. Those who sell to the sector, such as tracking, fleet maintenance or insurance, need to know who decides at a carrier and what keeps it up at night.
The examples are fictional companies, with the side that defined the ideal customer shown in each one.
Fictional example: Company in the sector
Less-than-truckload carrier
Auto parts manufacturers and distributors with 20 to 150 employees in the interior of São Paulo state that ship to the Central-West region, where the purchase decision is made by the logistics manager, and the problem is late deliveries that bring penalties from the end customer.Define my ideal customer
Fictional companies. Each sentence states the type of company, the size, where it is, who decides and which problem is solved. The label shows whether whoever defined it is in the sector or sells to it.
Auto parts manufacturers and distributors with 20 to 150 employees in the interior of São Paulo state that ship to the Central-West region, where the purchase decision is made by the logistics manager, and the problem is late deliveries that bring penalties from the end customer.
Online cosmetics and supplement stores that ship 300 to 3,000 orders a month, where the purchase decision is made by the operations partner, and the problem is inventory taking over the office and picking errors.
Carriers with their own fleet of 15 to 80 trucks in southern Brazil, where the purchase decision is made by the owner together with the fleet manager, and the problem is fuel consumption and maintenance with no per-vehicle control.
In family businesses, they decide on investment in fleet, systems and insurance. They think in cost per kilometer and in the month's cash.
Handles maintenance, fuel, drivers and scheduling. Recommends suppliers and can block anything that disrupts operations.
On the side of whoever hires the freight, compares carriers on lead time, damage and service, as well as price. Needs predictability to answer their own customers.
The problem your company solves is the last part of the ideal customer sentence, and almost always the one that weighs most in the buyer's decision.
Eight questions about your best customers. At the end, a ready sentence with sector, size, region, who decides and the problem you solve, plus a warning if it is too broad. Free and with no sign-up.
Open the ideal customer builderThe shipper whose cargo and routes fit your fleet and your operation. Define the type of cargo, the main routes, the monthly volume and who hires the freight. With that focus, the carrier stops competing on price alone.
In mid-sized and large companies, the logistics or procurement manager. In small ones, the owner or whoever runs shipping. Finance usually steps in when the contract is long or the volume is high.
Talk about cost per kilometer, fleet availability and cargo security. Show results with the customer's own numbers, such as fuel consumption or downtime, and propose a trial on part of the fleet.
They work for talking to shippers and suppliers from other regions in short video meetings. See the business rounds for logistics and transportation. Your company's first round is on the platform.
In an online business round you have several short meetings with companies looking for what you offer. Your company's first round is on us, with just your CNPJ (Brazilian company tax ID).