Their New Business/Prospect pipelines were empty.
Logistics industry research indicated 2/3’s of all logistic customers intended to consolidate their roster of 3PL suppliers.
Client was concerned that in an increasingly global economy, multi-national logistics competitors would be preferred over a primarilty U.S. domestic 3PL provider.
Corporate mergers and consolidation were transforming the character of their customer base. In rapid succession:
P&G had acquired Gillette (2005)
Johnson & Johnson has acquired Pfizer Consumer Brands (2006)
Nestle had acquired Gerber (2007)
M&M Mars had acquired Wrigley (2008)