10 billion euros in annual turnover through a new booking tool
Starting point
The leading logistics and transport company Hapag-Lloyd had the vision of taking its booking process for container freight to a new, contemporary and digital level. Together, we first set up an efficient digital unit in the company and then developed the “Quick Quotes” software tool. In doing so, we have achieved a lasting & direct impact on the core business and created one of the most important income streams in the company's history.
Approach
From groundwork to conception and implementation
Building a digital unit
First, we helped Hapag-Lloyd set up a digital unit in the company, a dedicated department that bundles all digital capabilities and initiatives to work on digital projects in a focused, efficient and motivated way. The operating model developed for this purpose provides the ideal framework for implementing digital projects with maximum speed and clear objectives.
Rollout & scaling of first digital products
While the Digital Unit was still being set up, a first flagship project was created with the idea for the “Quick Quotes” booking tool. This was designed, optimized, rolled out and scaled according to the MVP approach. The preparation of offers for container spaces was reduced from 48 hours to a few seconds, solving the customers' biggest problem, time.
“In fact, this initial success with Quick Quotes has opened up the whole topic of digitalization at Hapag-Lloyd. Today, the company is a prime example of developing digital innovation.”
Sven Soltau Hapag-Lloyd
Result
The starting point was “Our customers are incredibly complex, which is why we support everyone by telephone.”
A statement that we have already heard from many B2B companies. Without a doubt, managing a key account is more comprehensive than advising a private individual in retail. But what if we start with exactly this comparison and gather inspiration in the B2C sector? Because everyone uses convenient, smooth and fast booking processes in their private life as a (B2C) customer. This same simplicity is also expected in a professional context, if not even required for collaboration.
As one of the first movers in their sector, Hapag-Lloyd has internalized this awareness and worked on appropriate solutions for its business customers. A component of the successful concept that today results in billions in revenue.
Be inspired by Hapag-Lloyd's success story
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Takeaways
Customer value. Etribes designed and built the Quick Quotes booking tool from scratch. Customers get a fast, binding price, and Hapag-Lloyd processes bookings in a standardized, low-cost way.
Development. Quick Quotes was built in the protected Digital Unit and tested outside core markets, first in Brazil. It launched worldwide after two more test markets.
Growth. In the first half-year alone, 6% of total revenue, around 700 million euros, ran through Quick Quotes.
- +€10bn
- annual revenue through the booking tool, more than 30 % of it booked digitally
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