KVR Logistics
International logistics operator
How to increase business opportunities in integrated logistics
International logistics operator
How to increase business opportunities in integrated logistics
Market research, positioning, service portfolio structure, messaging and corporate website structure
Information published with the company’s consent
HOW TO COMPETE FOR NEW INTEGRATED LOGISTICS CONTRACTS?
COMPANY PROFILE
An international logistics operator based in Lithuania with an active network across Europe, combining road transport, warehousing and contract logistics, sea and intermodal solutions, and customs services.
30+
Years of experience
European countries
11
Warehouse space
390,000 m²
Trucks
1,000+
STARTING POINT
The commercial potential of the company’s expanded operational capabilities remained largely unused.
In recent years, the company had significantly expanded its services, infrastructure and operational capacity. The market, however, still associated KVR mainly with road transport, and existing clients continued to use primarily its transport services.
The company had the resources to manage integrated logistics contracts but struggled to be considered for this type of work.
In recent years, the company had significantly expanded its services, infrastructure and operational capacity. The market, however, still associated KVR mainly with road transport, and existing clients continued to use primarily its transport services.
The company had the resources to manage integrated logistics contracts but struggled to be considered for this type of work.
INITIAL DIGITAL PRESENCE
INITIAL DIGITAL PRESENCE
MAIN ISSUES
- The company appeared smaller and less developed than it actually was
- Service areas were presented separately, making it difficult to understand how they worked together
- Infrastructure, geographic coverage, industry experience and the ability to manage multiple stages of the logistics process were not sufficiently visible during the early stages of supplier selection
RESEARCH AND ANALYSIS
At the beginning of the project, internal data on the client base and infrastructure utilisation was analysed. We also studied how potential clients select logistics providers and compared the findings with the European competitive landscape.
The analysis identified three factors limiting the company’s ability to turn operational expansion into commercial growth.
The analysis identified three factors limiting the company’s ability to turn operational expansion into commercial growth.
CLIENTS MAINLY USED ROAD TRANSPORT
Commercial development of warehousing, contract logistics and intermodal solutions within the existing client base remained limited and lacked a structured approach.
NEW OPERATIONAL CAPACITY REMAINED UNDERUSED
Infrastructure investment had created additional capacity, while newer services were not yet generating enough business to use it fully.
MARKET PERCEPTION LIMITED ACCESS TO LATER STAGES OF SELECTION
The company was able to meet the requirements of integrated logistics contracts but was still perceived mainly as a road transport operator.
This reduced the likelihood of being considered in later evaluation stages and included in the shortlist.
Commercial development of warehousing, contract logistics and intermodal solutions within the existing client base remained limited and lacked a structured approach.
NEW OPERATIONAL CAPACITY REMAINED UNDERUSED
Infrastructure investment had created additional capacity, while newer services were not yet generating enough business to use it fully.
MARKET PERCEPTION LIMITED ACCESS TO LATER STAGES OF SELECTION
The company was able to meet the requirements of integrated logistics contracts but was still perceived mainly as a road transport operator.
This reduced the likelihood of being considered in later evaluation stages and included in the shortlist.
STRATEGIC DIRECTION
The research defined three principles that guided the reorganisation of the offer and the company’s digital structure.
PRESENT SERVICES AS AN INTEGRATED SYSTEM
Road transport, warehousing and contract logistics, sea transport, intermodal solutions and customs services were connected to show how the company can manage multiple stages of a client’s logistics process.
STRUCTURE THE WEBSITE AROUND THE EVALUATION PROCESS
The website was organised around the information potential clients look for when evaluating a logistics operator.
Operational scale, infrastructure, geographic coverage, industry experience and operational capabilities were brought to the forefront.
CONNECT OPERATIONAL CAPABILITIES TO CLIENT NEEDS
Service areas were linked to specific industries and real operational scenarios, helping clients understand which parts of their logistics process KVR can manage.
Road transport, warehousing and contract logistics, sea transport, intermodal solutions and customs services were connected to show how the company can manage multiple stages of a client’s logistics process.
STRUCTURE THE WEBSITE AROUND THE EVALUATION PROCESS
The website was organised around the information potential clients look for when evaluating a logistics operator.
Operational scale, infrastructure, geographic coverage, industry experience and operational capabilities were brought to the forefront.
CONNECT OPERATIONAL CAPABILITIES TO CLIENT NEEDS
Service areas were linked to specific industries and real operational scenarios, helping clients understand which parts of their logistics process KVR can manage.
NEW POSITIONING
The new homepage positions KVR as an integrated logistics operator from the first interaction and makes its European scale, warehouse capacity and transport infrastructure immediately visible.
A MORE STRUCTURED SERVICE OFFER
A MORE STRUCTURED SERVICE OFFER
The service portfolio was reorganised into four distinct areas, making the capabilities of each visible from the first level of the website.
The new structure helps potential clients assess the breadth of the offer and understand how transport, warehousing, intermodal solutions and customs services work together within a broader logistics system.
The new structure helps potential clients assess the breadth of the offer and understand how transport, warehousing, intermodal solutions and customs services work together within a broader logistics system.
DEDICATED INDUSTRY PATHS
The new architecture includes dedicated paths for clients in Automotive, Industrial, Consumer and Technology.
This allows KVR to present its capabilities through the processes, requirements and supply scenarios specific to each industry.
AUTOMOTIVE · INDUSTRIAL · CONSUMER · TECHNOLOGY
This allows KVR to present its capabilities through the processes, requirements and supply scenarios specific to each industry.
AUTOMOTIVE · INDUSTRIAL · CONSUMER · TECHNOLOGY
STRATEGIC IMPACT
The new digital structure was designed to support three commercial objectives.
STRENGTHEN THE POSITIONING AS AN INTEGRATED LOGISTICS OPERATOR
Make the company’s scale and range of capabilities visible from the first stages of evaluation.
SUPPORT EVALUATION DURING SUPPLIER SELECTION
Give potential clients the information they need to assess operational capabilities, infrastructure and industry experience when building a shortlist.
SUPPORT COMMERCIAL DEVELOPMENT ACROSS SERVICES
Give sales teams a structured way to present the full range of capabilities when new logistics needs emerge among existing clients.
STRENGTHEN THE POSITIONING AS AN INTEGRATED LOGISTICS OPERATOR
Make the company’s scale and range of capabilities visible from the first stages of evaluation.
SUPPORT EVALUATION DURING SUPPLIER SELECTION
Give potential clients the information they need to assess operational capabilities, infrastructure and industry experience when building a shortlist.
SUPPORT COMMERCIAL DEVELOPMENT ACROSS SERVICES
Give sales teams a structured way to present the full range of capabilities when new logistics needs emerge among existing clients.
COMPLEXITY NEEDS STRUCTURE
COMPLEXITY NEEDS STRUCTURE
LET’S TALK ABOUT YOUR PROJECT
email: eugeniashelest@gmail.com