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Third-party logistics companies · CRM

Keep every rate request, quote and site visit in one record you can follow.

A CRM for a third-party logistics company is the single record of every brand, quote, site visit and trial, kept so a long sales cycle does not rest on memory. GullySales works on setting up the fields, stages and habits that fit how 3PL sales actually runs.

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

Third-party logistics companies: show a real physical business scene illustrating Client contracts and rate cards. Hold each client’s rates by service, lane, pallet, carton, trip or tonne, with validity dates and special terms, so every booking is priced from the contract it falls under.

What CRM means

A CRM is the record where every enquiry, call and quote is kept against a customer, replacing separate notebooks, spreadsheets and memory. GullySales sets up or cleans an existing CRM and reports from it by enquiry outcome rather than by activity logged.

Also for third-party logistics companies

Sales and marketing for third-party logistics companies, the overview.

Last updated 18 Oct 2026.

For third-party logistics companies

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

  • “A quote is not a deal and the record should say so”

    Sales runs from request to quote, visit, revised quote, trial and signature. A record that shows only won or lost hides the months spent in the middle, which is where accounts quietly die.

  • “Several people decide, and the record must name them”

    The founder asks, operations visits and finance approves. If only the first contact is noted, a revised quote goes to someone who has no say and the real decision-maker never hears it.

  • “Volume details belong in the record”

    SKU count, pallet positions, order lines and pin codes decide the price and the fit. Held in an email thread, they are lost when the quote is revised; held in fields, anyone can pick up the account.

  • “Capacity changes what you should chase”

    A site with free space wants different leads from a site that is full. A record linking each prospect to a site and a client type lets sales aim at the space that needs filling.

What we do

What we deliver for third-party logistics companies.

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

  1. Stages that match a 3PL sale

    Request, quote, visit, revised quote, trial and decision set up as stages, each with a rule for moving on.

    Result: Every prospect sits in a stage your team agreed.

  2. Fields for volumes and decision-makers

    Fields for SKU count, pallets, order lines, pin codes, site and the people involved.

    Result: A quote can be rebuilt from the record alone.

  3. A tool chosen for your team's size

    A comparison of ordinary options in use in India, with a recommendation based on how many people will use it.

    Result: You choose a tool your team will actually open.

  4. Import of existing enquiries

    Old rate requests and quotes from email and sheets moved into the record and tidied.

    Result: Past prospects are visible and can be followed up.

  5. A short handover routine

    A written habit for logging calls, visits and WhatsApp messages the same day.

    Result: A colleague can take over an account without a briefing call.

How the result is measured

  • Enquiries logged in the CRM
  • Data completeness
  • Reports generated from CRM data

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

Read the full CRM implementation and customisation page

Fields worth keeping

Fields that carry a rate request through to a signed brand.

Volume profile
Entered by the sales lead from the call: orders per day at peak, SKU count and handling needs. Lets the site manager say if there is room before the quote.
Decision-makers and roles
Founder, operations head, finance head, each named. Shows whose view is missing before a site visit is arranged.
Stage
Rate request, quote sent, site visit, trial, signed. Moved by the owner of the account, so a quote is not counted as a deal.
Site or site fit
Which warehouse the brand would use, set by operations. Prevents quoting one site's rates for another's floor.
Reason for loss
A short note recorded when a brand declines. Teaches sales whether the cause was price, a missing service or a slow reply.

Who it is for

This is written for these third-party logistics companies.

  • Shared-user multi-client warehouses
  • D2C and e-commerce brand fulfilment specialists
  • FMCG and food brand distribution operators
  • Consumer durables, electronics and appliance handlers
  • Pharma and healthcare distribution operators
  • Regional operators serving a state or a cluster of cities
  • Operators offering transport management along with storage
  • Asset-light operators that run client warehouses and vehicles through partners

Not for

It is not the right fit if.

  • You close a few brands a year and the owner remembers every one, so a system would add typing only.
  • The warehouse system and the sales record would disagree on volumes, and nobody owns the match.
  • Salespeople would not enter the fields after a busy day on the phone.

How it works

How the CRM 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

    Map the sales process

    We sit with the people who sell and write down how a deal moves from enquiry to payment, including where it stalls.

  2. 2

    Agree stages, fields and owners

    Each stage gets a name your team already uses and a proof that the deal has left it. We agree which fields are required at which stage, and who may change what.

  3. 3

    Build on a copy

    Pipeline, fields and views are built on a trial copy where the CRM offers one, or in a separate pipeline where the plan allows. Live work stays untouched.

  4. 4

    Connect channels, then switch on automations

    Channels are connected first. Each automation is then switched on separately, so a misfiring rule is easy to find.

  5. 5

    Test with real deals

    The people who will use the CRM run open deals through it. Gaps are fixed before the whole team switches over.

  6. 6

    Switch over and trim

    Once real use shows which fields stay empty and which stages nobody uses, those are cut and the handover record is updated.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales management. A target, a review routine and someone who owns the number.

  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

    Sales process design

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

    Start here if every salesperson sells differently.

  3. Step 3 · you are here

    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
We use a spreadsheet. Is that enough?
For a handful of prospects, yes. Once several people quote across sites, a spreadsheet loses the history, so move to a CRM before the sheet becomes the problem.
Should the CRM connect to our warehouse system?
A link between the two is useful later, once an account is won and orders flow. Begin with sales records; the connection comes after the sales habit is steady.
Should capacity appear in the CRM?
Show it as a simple status per site, such as space available or full, kept by operations. Sales then stops chasing brands for a site with no room. A live figure is hard to maintain, so a short status updated by the site manager is more dependable.
How do we record a trial in the CRM?
Give the trial its own stage, with a start date, the agreed scope and a review date set with the brand. A trial hidden inside a general stage disappears from view. A review date in the record gives someone a clear task and prompts the decision conversation.
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.

More for third-party logistics companies

Everything else we would do for you.

Closest to this: leads and follow-up

Also for third-party logistics companies

Or start from the overview: sales and marketing for third-party logistics companies.

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