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Contract logistics providers · Lead generation

Record every RFI, consultant call and plant introduction as a lead, and answer each differently.

Lead generation for a contract logistics provider means collecting the few enquiries a year that can become multi-year contracts, whether they arrive as an RFI, a consultant's call or an introduction at a plant gate. GullySales sets up the register, the first reply and the qualifying questions, so a lead that needs months of work is never handled like a price query.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

A logistics manager and client review a warehouse dispatch

What lead generation means

Lead generation is the combined work of every channel that brings in a new enquiry, whether from search, adverts, referrals or a stall at an exhibition. GullySales runs these channels together and reports the number of enquiries each one produced, not the activity behind it.

Also for contract logistics providers

Sales and marketing for contract logistics providers, the overview.

Last updated 6 Oct 2026.

For contract logistics providers

Where it usually goes wrong, and what we would do.

  • “The lead arrives as an attachment”

    A spreadsheet with two hundred SKU rows reaches a shared inbox on a Friday evening. Nobody opens it until the closing date is close.

  • “A price query is not a lead”

    Someone asks for a rate per pallet position with no volume, no location and no date. A rate sent back is a rate quoted against your own bid.

  • “The best lead is a client's other plant”

    A supply chain head mentions a sister factory over the phone. Nobody writes it down, and the introduction dies in conversation.

What we do

What we deliver for contract logistics providers.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. An RFI and RFQ register

    Every invitation logged with sender, company, closing date, query deadline, service and source, whoever receives it first.

    Result: No invitation sits unseen in one person's inbox.

  2. Qualifying questions for a logistics enquiry

    Volumes, SKU count, order lines, peaks, inbound and outbound mix, location, ERP, the present arrangement, the decision date and who signs.

    Result: You know early whether the enquiry can become a site.

  3. A first reply that asks for data

    A short reply with a data request sheet and an offer of a site visit, instead of a brochure and a rate card.

    Result: The buyer starts giving you what you need to price.

  4. A source list with a named owner

    Consultants, tender portals, client introductions and association contacts, each with someone responsible for watching it.

    Result: Leads from places nobody looked at start to appear in the register.

  5. A named list of plants along your corridors

    Plants and distribution centres near your sites, with the supply chain head's name and the service that fits, worked by a named person.

    Result: Outreach goes to companies you can serve from where you already are.

  6. Source recorded on every lead

    How each lead first reached you, written once and never overwritten, so reports show where contracts come from.

    Result: You see which source produces contracts and which only produces paper.

How the result is measured

  • Enquiries generated
  • Cost per enquiry
  • Enquiries by source

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full demand and lead generation page

Where enquiries come from

A contract logistics provider hears from buyers in six ways, and each needs a different line in the register.

RFI or RFQ as an email attachment
Record the sender, company, closing date, query deadline and SKU count. Acknowledge it, ask for the query window and offer a site visit before any pricing starts.
A supply chain consultant's call
Record the consultant, and the client behind the call if it is shared. Reply with your capability note and ask what the client has already ruled out.
Tender portal or e-procurement notice
Log the notice number, eligibility, last date and who holds your registration papers. Decide whether to bid before anyone starts the paperwork.
Introduction from a client's other plant
Record who introduced you and which site they run. Thank the introducer first, then call the new contact and mention the name.
Website form or call from a plant
Note the goods, the location and the volume. A request for a rate without volume gets questions back, not a number.
Contact from a trade show or association event
Write the person's name, company and what they asked on the same day, and send a short note while they still remember you.

Who it is for

This is written for these contract logistics providers.

  • Dedicated warehousing for manufacturers
  • In-plant and line-side logistics for auto and engineering plants
  • Inbound milk-run and supplier pickup operators
  • FMCG and consumer durables distribution centres
  • Pharma and healthcare 3PLs with temperature-controlled storage
  • Retail and ecommerce replenishment operators
  • Spare parts and aftermarket logistics
  • Reverse logistics and returns processing

Not for

It is not the right fit if.

  • RFIs reach three inboxes and nobody keeps a register, so a new source would add to the confusion.
  • You have no capacity to design a solution for a plant you have not yet visited.
  • Your site and racking are full, and a new lead could only be told you have no space.

How it works

How the lead generation work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Understand your capacity

    We ask how many enquiries your team can answer well, who answers after hours, and what a good enquiry looks like. Without this, the system fills a funnel nobody is watching.

  2. 2

    Audit current sources

    We read your call log, WhatsApp chats, enquiry sheet and platform dashboards. The baseline is recorded: enquiries by source, reply time, conversion and cost per order.

  3. 3

    Strategise the channel mix

    Search and maps are chosen for people ready to buy, ads for people who are not yet looking, and content and referrals for trust.

  4. 4

    Implement capture and follow-up

    Pages, forms, tags, the lead record and the first-reply message are built and tested end to end. We submit test enquiries ourselves before any media money is spent.

  5. 5

    Measure and optimise

    Enquiries are traced to source and judged by what became orders, not by volume alone. Channels that fill the sheet with poor enquiries are cut back. How often you are reported to is agreed in writing.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales process design, at stage 1, prospecting and lead generation. The audit comes before it, and sales management keeps it running.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2 · you are here

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Can we buy a list of manufacturers' logistics heads?
It rarely pays. Bought lists carry stale names, and a mail to a stranger who never asked is hard to defend under India's data protection law. Build your list from plants within reach of your sites and from people you have actually met.
The same RFQ reaches us from the client and from the consultant. How do we count it?
As one lead with two sources. Record both, answer once, and do not submit two bids. The record shows later how much work reaches you through consultants and how much directly.
When does an enquiry count as qualified?
When you hold volume data, the site location, a decision date and the name of the person who signs, or when a site visit is booked. Anything less is an enquiry in progress, and the register should say so.
Trade shows and association meetings produce visiting cards. Are they leads?
Only when someone asked you a question or agreed to hear from you. A card with a note on what was discussed is a lead. A pile of cards collected from a stall is a list you have not earned.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
Your brief, and a conversation. After that, access to whatever this work touches, such as your website, your accounts or your enquiry record, and time with the people who handle your enquiries.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

From the blog

Further reading for contract logistics providers.

All articles

More for contract logistics providers

Everything else we would do for you.

Closest to this: leads and follow-up

Also for contract logistics providers

Or start from the overview: sales and marketing for contract logistics providers.

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