Market development strategy for logistics service providers

To expand the business of a medium-sized logistics service provider, we evaluated relevant market segments and defined a market development strategy.

Initial situation and objectives

  • Medium-sized logistics service provider for pallet and silo transports with core market Germany
  • Strong dependence on a few large clients and specific goods to be transported
  • Target: Reduction of dependency and expansion of business in new market segments with existing fleet and logistics know-how


  • Identification of core competencies along the existing value chain
  • Development of a sector / product segmentation for the European silo transport (intermodal)
  • Identification and analysis of relevant markets and potential key customers with a connection to the core business (vehicle fleet, logistics, markets / regions, value-added elements)
  • Representation of industry-specific value chains for the determination of high-revenue service processes
  • Assessment and prioritization of relevant market segments and potential key customers
  • Development of key points of the market cultivation strategy


  • Industry, product and market segments as well as respective key customers are identified, evaluated and prioritized
  • Market development strategy is defined