About CIRRO
- Originated from YunExpress, one of China’s largest logistics service providers.
- Started 8 years ago from the headquarters in Amsterdam, serving as a one-stop-shop for cross-border e-commerce.
- Focuses on its delivery network in Europe (with a 60% coverage in France) and inventory management (fulfillment) for e-commerce clients.
- Operates three hubs in the Netherlands, two in Belgium, and hubs in France, Germany, Italy, Spain, Eastern Europe, Scandinavia, and the UK, from where packages are directly delivered or handed over to local carriers.
- Globally employs more than 5,000 people.
- Processed 950 million packages in 2023.
Quick Custom Quotes
Thijs Boots, responsible for e-commerce in Europe, explains that in the logistics market, there’s a constant influx of changing information, such as rates and markets. “I was familiar with Salesforce from my previous job. With so much information and sales colleagues on the road throughout Europe, you need a good system accessible to everyone. Excel was no longer sufficient.” Salesforce saves time. After a customer conversation, employees can instantly fill in details about countries, products, and quantities for an order. “With the price list in Salesforce, we can send a custom quote within a few days. That’s unique in our market; competitors take weeks.”
“We see at a glance what we’re doing and where we’re strong.”
Copy-paste reporting
CIRRO can easily create reports in Sales Cloud. “We see at a glance, on a country, product, and sales level, what we’re doing and where our strengths lie. We also see if customers have been approached or have responded. Need a report for the management team? Just copy-paste a few slides from the dashboard. Ideal.” At events, colleagues can fill in lead contact details via the Marketing Cloud landing page, saving time in follow-up. “They can also convert these leads to prospect or customer status later. This way, we immediately know how successful an event was.” Additionally, mailings can be better tailored to customers. “Because we can use them more targeted, instead of sending a general mailing 1 or 2 times a year, we plan to run campaigns about 4 times a year.”
‘We send custom quotes quickly, unique in our market.’
Fast and professional
Everyone is happy with Salesforce, says Thijs. An in-house IT specialist has been trained to provide support for Salesforce. “We have a license for 25 people, and it’s filling up. Next year, we’ll explore how we can further expand. Personally, I want to delve deeper into the standardized reports we can extract from Salesforce. To better understand in which countries we excel or struggle with rates, pickup times, and lead times. We work very well with Welisa. They listen well to our needs and are open to new options we might not see ourselves. It was also great to attend a Welisa event; a good opportunity to share our story and network. Welisa is a great team, swift, and professional.”
The challenge:
- CIRRO operates in a large logistics market with constantly changing information regarding rates, markets, and competitors. With hubs throughout Europe and its own trucks on the road, having all customer information, sales, marketing, and events in one clear system is essential.
The solution
- Via Sales Cloud, CIRRO has a clear view of all customer data.
- All products and price lists are available in Salesforce.
- Outlook is used for customer emails and is linked to Salesforce.
- With Marketing Cloud, leads are efficiently incorporated into the system.
Results
- CIRRO can easily generate reports at the country, product, and sales levels, gaining instant insight into ongoing activities.
- After a customer conversation, sales representatives can swiftly send custom quotes, thanks to the pricing list in Salesforce.
- Salesforce enables CIRRO to handle more work and focus on the right priorities.
- An in-house IT colleague is trained to provide Salesforce support.
The future
- Having a good understanding of sales allows for more targeted analyses of rates, lead times, and pickup times of shipments. CIRRO plans to dedicate more attention to this aspect.
- CIRRO aims to run more campaigns, organizing personalized contact moments with customers approximately every quarter.
- CIRRO sees significant potential in Salesforce and plans to explore it step by step.