14 New Deals In 90 Days- the Source Select story

A Logistics company that does an amazing job helping Crowdfunded and eCommerce companies ship product from their manufacturers to their end-customers had hit yet another inflection point in their 21 year history. 

The Narrative:

They had tremendous success helping several companies with the outsourced 5PL services which included 

  1. Inbound FREIGHT and Customs Clearance
  2. Receiving and Warehousing your product
  3. Order Processing from eCommerce sites, EDI and other sources
  4. Outbound Shipping into 180 countries 
  5. Returns & Inventory Management PLUS Kitting, Repairs and Testing 

When you work with them, you get to focus on your Marketing, Sales and New Product Development. They will handle all the details related to moving your product after it is manufactured.

The company has partner warehouses in the US, Canada, Ireland, Hong Kong and Australia. 

Now that you know how powerful the offer is, you can imagine how useful it is to a company that needs to distribute their products to customers in the global marketplace. This way, they only pay of what they use when the use it and never have to worry about real estate contracts, hiring shipping and warehouse staff or logistics related strategies which are very complicated when moving product from one country to another (Duties, Value Added Taxes and such)

Guess what; this narrative, was the most powerful strategic change we made. Before working with the D’Souza Group; they told their prospects they were a 3PL and did warehousing, order fulfillment and inventory management. True but not seductive, nor was a complete explanation of the tremendous value they brought their clients.

The Outreach Strategy:

Once we changed the narrative to reflect the true value we offered the market place we used; a combination and Kickstarter and Indiegogo website, Facebook and LinkedIn to find and then reach out to leaders in companies that had a good product. 

We did not do any advertising and list buying strategies to get in front of prospects. The conversions were pretty high, because we shot a grungy non professional video that explained the offer and a text that looked very similar the above outline of the business. Once they watched the video – they very often forwarded the link to the right people or introduced me to them directly. We got as much as a 40% conversion from the initial cold email / outreach, resulting in 14 signed contracts.