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Maersk Line Achieves 350% Increase in ROI in 11 Months after Transforming their Sales Process

The Challenge

Maersk Line is a Danish international container shipping company and the largest operating subsidiary of the Maersk Group, a Danish business conglomerate. It is the world’s largest container shipping company by both fleet size and cargo capacity, offering regular services to 374 ports in 116 countries. They realised that the industry’s 50-year-old protocol was letting customers down. Containers arrived late as often as they were on time. The market was eroding, and shipping was commoditised to the point where companies were competing at the lowest price without regard for good service. Maersk introduced a solution where ships would leave the same port at the same time every day, with a 95 percent guarantee that products will arrive on schedule. Unfortunately, the company’s salespeople were not able to effectively articulate the value Maersk could bring to their customers or build the relationships needed to move deals forward. Maersk engaged Richardson Sales Performance to help change their customer conversations.

The Results

350%
Increase in ROI in 11 months
$320M
$320 Million growth in first year revenue
$76
Premium per Container compared to competition