Sector: Logistics and Transport – Commercial Vehicle Supply
Driving Growth Through Strategic Customer Touchpoints in the Logistics and Transport Sector
Project Focus Areas
Increase Brand Awareness in target vertical markets
Increase Market Penetration and Contract Sales
Improve Customer Retention and Loyalty over the 5-year lifecycle
Support Revenue Growth through repeat and additional contracts
Project Overview
How Astrava helped a client in the Logistics and Transport Sector strengthen visibility, optimise customer engagement, and secure long-term loyalty.
Key Strategic Elements:
Market Sizing and Sector Attractiveness Evaluation
Gap Analysis and Competitive Benchmarking
Strategic Grouping to identify priority verticals
Decision-Making Unit Profiling and Persona Development
Digital Customer Journey Optimisation
Targeted Brand Awareness and Lead Generation Campaigns
CRM and Marketing Automation Integration
Sustainability and Innovation Messaging (EV transition, Net Zero alignment)
The client in the Logistics and Transport Sector faced a critical challenge: despite having long-standing expertise in supplying commercial vehicles, they were losing ground to competitors. Sales cycles stretched to 12 months before contract signing, followed by six months until delivery, with minimal structured engagement during this period. Once vehicles were handed over, the lack of consistent customer communications left retention at risk over the five-year contract lifecycle.
Compounding these issues, sector competitors were becoming more visible by aligning themselves with industry associations, showcasing innovation, and building stronger market narratives around sustainability and efficiency. For the client, this meant low visibility in verticals such as Furniture Manufacturing and missed opportunities to secure additional contracts from new and existing customers.
The Challenge
Astrava designed a strategy that addressed both where the client should focus and how to engage customers more effectively.
Market Sizing and Gap Analysis: We assessed the total addressable market across multiple verticals, benchmarking growth rates, competitive intensity, and customer demand trends. This revealed where the client could build market share and where they risked stagnation.
Strategic Grouping and Sector Prioritisation: By segmenting sectors into niche, high-margin opportunities versus broader volume markets, we helped the client allocate resources with precision. Furniture Manufacturing emerged as a strategic fit: a stable sector with growth potential and decision-makers receptive to value-added services.
Customer Journey Optimisation: We mapped the full buying and retention cycle, identifying missed touchpoints and designing a communication flow that built engagement from the first enquiry through to multi-year contract renewals.
Digital and Brand Strategy: We developed sector-specific messaging aligned to the decision-making unit (DMU), backed by digital campaigns, thought leadership content, and persona-based automation.
System Integration and Intelligence: We defined CRM and marketing automation procedures and tools to capture data, score leads, and provide the sales team with a steady stream of qualified opportunities.
This combination of market prioritisation and execution strategy ensured the client could grow in the right places and engage customers consistently across the lifecycle
Our Approach
By going beyond the initial brief, Astrava delivered outcomes that exceeded expectations. Not only did we strengthen customer communications during the long buying cycle, but we also created a sustainable system for growth:
Sharper Market Focus: By identifying Furniture Manufacturing as a priority vertical, the client was able to redirect resources to a high-value sector rather than spreading efforts too thin.
Improved Visibility and Positioning: Targeted campaigns elevated the client’s profile in the sector, making them a recognised partner of choice rather than an interchangeable supplier.
Conversion Gains: Structured touchpoints reduced leakage in the sales funnel and increased conversion rates by ensuring prospects remained engaged throughout the 12-month buying process.
Retention and Loyalty: Post-delivery communications built stronger five-year relationships, creating opportunities for upsell and additional vehicle contracts.
Commercial Confidence: With market sizing and strategic grouping in place, leadership had the data to make informed growth investments rather than relying on intuition.
The result was a measurable improvement in brand positioning, customer loyalty, and contract sales positioning the client as a sector leader rather than a price-led supplier.
Project Outcomes
Why Astrava? Turning Strategic Insight into Market Growth
Astrava’s unique strength lies in combining board-level market analysis with customer journey execution. For this client, we didn’t just improve marketing activity — we helped them decide where to compete, how to differentiate, and how to sustain engagement over long and complex sales cycles.
The benefits delivered included:
A clear roadmap for sector growth based on evidence, not guesswork
Measurable improvements in sales conversion and customer loyalty
Increased market visibility in a priority vertical, opening doors to new accounts
Confidence at leadership level that resources were being deployed in the right markets
By marrying market intelligence with tactical delivery, Astrava ensured the client not only achieved their goals but set a platform for long-term, scalable growth.
Ready to Improve Your Customer Lifecycle?
If you are experiencing:
Long and inefficient sales cycles
Loss of contracts to better-positioned competitors
Weak visibility in target sectors
Low customer engagement during long contract periods
…then Astrava can help you build a strategy that transforms every touchpoint into an opportunity.
Get in touch today to discuss how Astrava can support your business growth.