Los Angeles 3PL Secures $60K MRR in 12 Months
Jacob Roseburrough
Fuse is the fractional growth platform built exclusively for logistics, freight tech, and supply chain companies. We combine a dedicated team of senior marketers, custom tooling, and a live revenue operating system to drive qualified pipeline — operating as a seamless extension of your team.
Background
Founded in 2000, TRG Fulfillment is a Los Angeles based fulfillment provider with 25+ years of fulfillment experience with high-volume apparel, cosmetics, and consumer goods brands. They have (2) strategically-located distribution facilities totaling 250,000+ square feet of fulfillment space and process of 15,000 orders per day for clients like Better Home & Gardens, D'aMelio Brands, Raw Sugar, Shaw Floors, and Conde Nast.
The Challenge
TRG Fulfillment was seeking help to improve their marketing and sales programs and fill their warehouse with qualified, ideal-customer-profile (ICP) fit clients.
Prior to working with Fuse, TRG Fulfillment had worked with several agencies to manage marketing initiatives and was seeking a partner with warehouse-specific industry expertise and sales visibility needed to understand what was working and what was not.
The Solution
TRG Fulfillment Partnered with Fuse to Optimize Their Sales and Marketing Programs
TRG Fulfillment partnered with Fuse to help orchestrate and optimize marketing programs and assist with the implementation of their new CRM.
Initially, Fuse conducted an extensive audit of TRG Fulfillment’s marketing initiatives, starting by analyzing performance by lead source to know what’s working and what’s not and provided recommendations to improve existing campaign performance.
Account-Based Sales Motions Coupled with Capture Demand Initiatives
Performance marketing programs work great for capturing in-market demand for companies actively looking for warehousing and fulfillment services. However, TRG Fulfillment wanted to stay top of mind among their ICP-fit accounts in the electronics, CPG. apparel, and supplements sectors.
What is Account-Based Marketing?
Account-based marketing is the strategic, long-term go-to-market approach of focusing sales and marketing efforts on the same set of target accounts with the ultimate goal of building relationships, reputation, and revenue.
The account-based marketing program developed for TRG fulfillment adopts the ABM lite approach including the combination of LinkedIn Advertising, targeted sales outreach, automated sales workflows and specific landing page experiences to drive solution awareness with their target accounts.
Results
- 80 Marketing Qualified Leads/Month
- 30% MQL-to-Opportunity Ratio
- $60K in MRR secured since Partnership
Voice of the Customer
“FuseWarehouseQuote is extremely knowledgeable in the 3PL industry. They were the critical, key players that we were missing in the mix for our new business strategy and execution. They came to the table with unique and useful ideas to drive leads and improve our CRM reporting and data quality. I highly recommend them if you’re looking to level up your business." - Patti Reagan, CEO of TRG Fulfillment