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Built exclusively for freight forwarders, carriers, 3PLs, warehouse operators, and logistics technology companies.

Supply Chain Services Bureau helps logistics companies identify and fix the commercial gaps that prevent them from converting more opportunities, developing existing accounts, and building predictable growth.

SCSB was founded by Tomas Ananjevas, a logistics growth consultant and trainer with 18 years of experience across logistics, sales, marketing, customer management, and commercial development.

Having worked from both sides of the logistics relationship, as a buyer of logistics services and alongside the companies selling them, Tomas understands why logistics businesses often struggle to communicate their value, differentiate themselves, and translate commercial activity into profitable growth.

Depending on the identified gaps, SCSB can help your company:

  • Build a structured new-business development process.
  • Clarify your ideal customer profile and value proposition.
  • Improve qualification, sales conversations, and conversion.
  • Turn CRM from an activity-recording tool into a commercial management system.
  • Create account-management, cross-selling and customer-retention processes.
  • Align sales, marketing, customer service and operations.
  • Develop practical playbooks, management routines and commercial KPIs.
  • Train and coach the people responsible for executing the new systems.

The objective is not to leave you with another presentation. It is to build a practical commercial system that your team can use, manage, and continuously improve.

From Hidden Growth Leaks to a Working Commercial System

The DDIDO Commercial Growth Methodology

Our five-stage DDIDO methodology turns commercial bottlenecks into practical improvements:

DiagnoseDesignImplementDevelopOptimize

01. Diagnose — Commercial Growth Audit

We review your sales, marketing, CRM, account management, customer journey, management routines, and available commercial data. Interviews with managers and team members help reveal where opportunities, customers, and revenue are being lost.

You receive: a clear assessment of the most important commercial gaps, their likely impact, and the priorities to address first.

02. Design — Growth Blueprint

We translate the audit findings into a practical improvement plan. Depending on the identified gaps, this may include improvements across sales, marketing, CRM, and account management.

You receive: a prioritized commercial blueprint showing what should change, how it should work, and who should be responsible.

03. Implement — Build the System

We help turn the blueprint into working processes, CRM structures, sales tools, playbooks, marketing actions, and management routines.

You receive: practical tools and processes you can introduce into everyday commercial work, not simply a strategic presentation.

04. Develop — Train the Team

We train salespeople, account managers, customer-facing employees, operational teams, and managers to execute the new approach consistently.

You receive: logistics-specific training based on your actual commercial situations, customers, and processes.

05. Optimize — Improve Performance

We review execution, coach responsible employees, analyze performance, and adjust the system based on results and team feedback.

You receive: ongoing support to help the new processes become part of how the company operates.

What the Engagement Can Include

Not every company needs a complete commercial transformation. The engagement is built around the identified gaps and may include:

  • A standalone Commercial Growth Audit.
  • A detailed Growth Blueprint and implementation roadmap.
  • Sales, CRM, and account-management process development.
  • Ideal customer profile, qualification, and prospecting systems.
  • Value proposition and sales messaging development.
  • Sales and customer-management playbooks.
  • Sales and marketing alignment.
  • Customer-retention and account-growth systems.
  • Logistics marketing services.
  • Team training and practical workshops.
  • Individual sales coaching.
  • Fractional commercial leadership.
  • Quarterly performance reviews and continuous optimization.

The first conversation helps us understand your current situation and determine whether an audit or a more focused intervention would create meaningful value.

Why Work With Us

Built exclusively for the logistics industry

SCSB works with freight forwarders, road carriers, 3PLs, warehouse operators, fulfillment providers, and logistics technology companies. This specialization means we understand the commercial realities of logistics, from price pressure and complex buying decisions to operational constraints and long sales cycles.

Experience from both sides of the buying process

With 18 years of experience in logistics and commercial development, SCSB founder Tomas Ananjevas has worked from both perspectives: buying logistics services as a shipper and helping logistics providers sell them. This provides a practical understanding of what customers expect, how they evaluate providers, and why they decide to change or remain with their existing partner.

Implementation, not generic recommendations

We do more than identify problems or deliver theoretical frameworks. SCSB helps turn recommendations into working sales processes, CRM structures, playbooks, account-management routines, marketing actions, training programs and management practices that teams can use in their everyday work.

An independent perspective that challenges assumptions

Internal teams can become accustomed to established processes and ways of working. SCSB provides an independent commercial perspective, identifies gaps that may be difficult to see internally, and challenges practices that no longer support the company’s growth ambitions.

Commercial Challenges and Results

Client: Express transportation provider.

Challenge: The company was frequently more expensive than its competitors. Because sales conversations focused mainly on rates and quotations, potential customers struggled to understand the additional value behind the higher price.

Solution: We identified the company’s strongest competitive advantages and introduced a value-based sales process. The new approach emphasized discovery, customer priorities, operational risks, and the cost of delivery failure before preparing quotations.

Result: New customer acquisition increased by 50%.

Client: Freight forwarding services provider.

Challenge: Salespeople were sending many quotations, but too few inquiries converted into profitable customers. Qualification was inconsistent, and quotations were often prepared before the customer’s needs and decision criteria were sufficiently understood.

Solution: We introduced a structured qualification and discovery process, clearer opportunity stages, and consistent follow-up standards. Salespeople learned to establish value before discussing rates.

Result: Quote-to-customer conversion increased by 50%.

Client: Sea and air freight provider

Challenge: Most new business came through personal networks and referrals. Without a repeatable prospecting process, growth remained heavily dependent on individual relationships.

Solution: We defined the ideal customer profile, priority industries, prospecting triggers, outreach sequences, and weekly execution standards. We redesigned CRM reporting to track qualified opportunity creation, not activity alone.

Result: Within 12 months, the share of new business originating from referrals decreased from 100% to 70%, creating a more diversified new-business pipeline.

Client: Road transport provider

Challenge: The company described itself using the same messages as many competitors: competitive prices, flexibility, and good service. This made price the easiest point of comparison.

Solution: We interviewed customers and internal teams to identify where the company created distinctive value. We then developed segment-specific value propositions, discovery questions, and sales messages.

Result: Gross profit margin improved by 7%.

Client: 3PL provider

Challenge: The 3PL had set an ambitious three-year growth target that required winning larger customers with more complex warehousing and fulfillment needs. However, its existing sales process had been designed for smaller, lower-value opportunities. Sales conversations focused mainly on services, rates, and operational requirements rather than the customer’s wider supply-chain challenges and buying process.

Solution: We redesigned the process for higher-value enterprise opportunities. The new approach introduced stronger qualification, stakeholder mapping, structured discovery, operational and commercial validation, value-based proposals, and clear stages for longer buying cycles.

Outcome: The company gained a structured enterprise sales process aligned with its growth ambition, enabling the team to target, qualify, and pursue larger strategic customers more effectively.

Who This is NOT For

We are probably not the right partner if you are looking for cheap leads, generic training, marketing activity without commercial change, or someone to execute instructions without challenging the underlying problem.

Who We Are For

We work best with logistics service providers and industry professionals who believe in strong, relationship-based sales, structured prospecting, and disciplined follow-up, and who understand that modern marketing plays an important supporting role.

Our clients want to build trust before sales conversations begin, shorten complex buying cycles, and support their sales teams with clear messaging, visibility, credibility, and useful customer insights. They do not expect marketing to replace sales or rely on shortcuts to create sustainable growth.

What Our Clients Say

I had the pleasure of attending some sales coaching sessions with Tomas Ananjevas, and it was a real game-changer. As a Product Manager in the freight forwarding industry, I face a fast-paced, highly competitive environment—Tomas quickly grasped the challenges. He offered me practical, targeted sales processes that I could implement immediately.
Andrea Battaglia, Head of Air Cargo And Pharma Handling, Freight Forwarding Company
I highly recommend Tomas Ananjevas as a sales and marketing consultant in the transport and logistics industry. His analytical skills and thorough attention to details result in exceptional strategies that drive real results. By results, I mean customer acquisition and increasing market awareness about the company. Tomas takes a multi-faceted approach to brand and product promotion, combining targeted campaigns, strategic partnerships, and out-of-the-box initiatives. Above all, he always emphasizes customer relationships, bidding on long-term success through trust and reliability. For any company looking to enhance its sales and marketing efforts, Tomas is a valuable partner who delivers measurable impact.
Anton Vaganov, CEO, Logistics Tech Company
Tomas is an exceptional communication professional in the logistics sector, adept at transforming complex supply chain concepts into clear and engaging messaging. His strategic approach, adaptability, and ability to connect with stakeholders make him a true asset to any organization.
Rasma Saule, CEO, Express Transportation Company
I recently completed a trucking sales training with Tomas, and I couldn’t be more impressed with his teaching style. Tomas is incredibly knowledgeable and can break down complex concepts into easy-to-understand lessons. His personalized approach and real-world examples kept the training engaging and practical. I would recommend Tomas to anyone looking to enhance their skills in the trucking industry!
Matthew Duffy, Sales Rep, Trucking Company
I recommend Tomas as a real pro in his area. I had a chance to participate in one of his trainings and was surprised and amazed by the quality and level of the training. He is the right person if you are looking to guide your sales team to Victory!
Justas Paplausas, Sales Manager, Trucking Company
Best recommendations! Very reliable and really professional marketing partner!
Tomas Urbonavicus, CEO, Logistics Tech Company
Excellent, modern training that brings quick results in sales! Tomas delivers the sessions innovatively, using many practical examples that can be applied immediately. Highly recommended!
Sonata Silivanova, Sales Manager, Freight Forwarding Company
Best option for transport companies as Tomas has vast experience in the transport sector. Materials are easy to understand and implement. That is basically what you need for your team, as it is purely focused on transport management processes. We will continue with cooperation.
Dainius Laurinonis, Sales Director, Asset-based Trucking Company
If you are looking for sales-related help to build your business in a systematic and professional way, Tomas is your man. His proven organizational sales skills are essential when seeking success in this highly competitive industry.
Brandon Fried, Executive Director, Association Leader, Industry Advocate and Air Cargo Expert, The Airforwarders Association
Great coaching skills. Good contact with people. Recommended.
Arvydas Valiulis, Director of Road Haulage Department, Dedicated trucking company
I recently had the opportunity to participate in a Sales Ninja training led by Tomas, and it was a valuable experience. What stood out most was how practical and relevant the training was for professionals working in the logistics industry. Tomas did not focus on generic sales theory. Instead, he addressed the real challenges we face daily, from navigating complex client expectations to building trust in a highly competitive and price-sensitive market. The sessions were engaging and included practical frameworks, best practices, and actionable strategies that can be applied immediately in real client conversations. Tomas has a great ability to simplify complex sales situations and provide clear approaches to overcome common obstacles. I highly recommend Tomas to sales professionals and organizations looking to strengthen their sales capabilities with practical insights that truly make a difference.
Vincent Kumar, Key Account Manager, Trucking company
An excellent instructor and excellent courses. The material is engaging and highly useful, not only for someone new to logistics, but also for those who already have experience in the field.
Simas Sargunas, Senior transport manager, Trucking company

Where is your growth leaking?

In 30 minutes, we can look at your current commercial setup, identify the most likely bottlenecks, and decide whether a deeper Commercial Growth Audit makes sense.

Book a Growth Health Check

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