CHALLENGER
LOGISTICS
Teach. Tailor. Take Control.
Independent business development for freight growth — building predictable outcomes through structured lanes, qualified partnerships, and disciplined pilot programs.
INDEPENDENT FREIGHT
BUSINESS DEVELOPMENT
Challenger Logistics is not a broker. We don't replace your current providers. We are a commercial engine that turns targets into qualified lanes and repeatable programs — built around the three actors that make freight move.
"We build predictable freight outcomes by structuring lanes, partnerships, and pilots."
Shipper
Owns goods, pays to move them. We stabilize your lanes, optimize your carrier/broker mix, and launch pilots that reduce freight cost and variability.
Carrier
Owns equipment, moves freight. We build your lane thesis, connect you to qualified broker partners, and structure repeatable programs — not random loads.
Broker / 3PL
Arranges transportation. We identify target accounts, sharpen your managed story, and align your carrier program so you win enterprise freight.
What We Are NOT
- ✕A dispatch service
- ✕A new broker replacing your broker
- ✕A rate-shopping middleman
- ✕A spray-emails-and-pray lead gen shop
What We ARE
A commercial engine that turns targets into qualified lanes and repeatable programs. We bring operational credibility, executive-level discovery, clean pipeline discipline, and solution selling focused on managed outcomes — not rates.
Translation Layer
Between shipper reality (operations, constraints, accountability) and 3PL promises (service levels, cost, tech, reporting).
THE LANE-FIRST
RULE
We don't sell "a carrier" or "a service." We qualify a lane program. If we can't define the lane, we don't have a deal — we have a conversation.
A viable lane requires all six:
Origin Zone
Where freight starts
Destination Zone
Where freight ends
Equipment Match
Reefer, dry van, flatbed
Volume Pattern
Weekly avg + peak
Service Constraints
Appts, dwell, live/drop
Return Plan
Backhaul or partner coverage
5-Question Lane Qualification
Asked on every first call. If we get these, we know if a pilot makes sense.
Origin + Destination
ZIPs / cities
Weekly Volume
Avg + peak loads
Equipment + Temp
Reefer, dry van, flatbed + requirements
Appointment Windows
Live/drop + dwell reality
Award Process
Routing guide, incumbent, broker, spot
Lane Fit Score
Each lane scored 1–5 across five dimensions. This is why we don't chase garbage freight.
Repeatability
Weekly volume
Operational Simplicity
Appts / dwell
Margin Health
Accessorial realism
Risk
Claims / excursions / receiver pain
Return Plan
Backhaul or partner coverage
20–25
Pursue Program
15–19
Pursue w/ Mitigation
<15
Decline / Re-route
30-Day Execution Plan
Target list + lane discovery
Meetings + lane confirmation
Pilot design + capacity alignment
Pilot launch + KPI check-in
Pilot Success Metrics
PROOF BEFORE
PROMISES
Every engagement below ran inside 30 days. Details are anonymized — the numbers are real. If you want to speak with a reference client, click the button on any case study.
Client names, exact geographies, and identifying details have been anonymized at client request. Metrics are verified against client-provided scorecards and TMS data.
Regional Food Distributor
The Problem
3 high-volume lanes running at 61% on-time performance. Primary carrier repeatedly declining Friday tenders. No backup plan documented. Operations team spending 6+ hours/week chasing capacity.
What We Did
- 01Lane intake mapped all 3 lanes — origin, destination, equipment, tender windows, volume cadence
- 02Identified Friday tender pattern as root cause; primary carrier had weekend detention exposure
- 03Built primary + backup capacity plan with 2 qualified backup carriers per lane
- 04Implemented exception SOP and weekly scorecard cadence
- 05Delivered Routing Guide Lite + 60-day capacity plan at closeout
"We stopped firefighting Friday freight. The backup plan alone was worth the engagement."
— VP of Operations, anonymized client
Measured Results
Before
61%
After
94%
Before
0 of 3
After
3 of 3
Before
—
After
28 days
Before
6+ hrs
After
< 1 hr
Mid-Size Regional Freight Broker
The Problem
Sales team generating activity but not qualified pipeline. Reps spending time on accounts with no freight authority or mismatched lane profiles. No structured outreach cadence. 30-day close rate under 8%.
What We Did
- 01Built ICP with lane-fit criteria: dry van, 200–500 mi corridors, 10+ loads/week minimum
- 02Developed target list of 180 accounts matching ICP across IL, WI, IN, OH
- 03Deployed multi-touch outreach cadence with lane-specific subject lines
- 04Provided meeting briefs with freight profile and pain hypothesis before each call
- 05Delivered objection handling scripts and follow-up sequencing for no-show recovery
"We finally have a pipeline we can actually work. Every meeting brief saved us 20 minutes of pre-call research."
— Director of Sales, anonymized client
Measured Results
Before
4/mo
After
19/mo
Before
12
After
47
Before
8%
After
22%
Before
18 days avg
After
6 days avg
Owner-Operator Fleet (12 Units)
The Problem
Fleet running 60–70% utilization. Dependent on load boards for spot freight. No broker relationships producing repeat volume. Rates inconsistent week-to-week. No lane card or carrier packet.
What We Did
- 01Built lane card documenting home lanes, equipment specs, and preferred tender windows
- 02Created carrier packet: insurance certs, safety rating summary, references, lane history
- 03Identified 22 lane-aligned brokers in DFW/Houston/SA markets
- 04Executed trial-load plan with 8 targeted brokers over 30 days
- 05Delivered 60-day partner expansion plan with volume targets per broker
"I stopped refreshing the load board every morning. Three brokers now call me before they post."
— Owner-Operator, anonymized client
Measured Results
Before
1
After
6
Before
63%
After
84%
Before
8
After
31
Before
Spot only
After
+$0.18/mi
Want to see your lanes here?
Every engagement starts with a 5-question lane qualification. If there's no fit, we'll tell you upfront.
PICK YOUR
WEDGE
Same framework, different buyer. We keep scope tight so it moves. Every engagement starts with a dated next step — no "follow up sometime."
Monthly Retainer (Any Offer)
Ongoing lane management, pipeline ops, and partner expansion — any service line.
$5,000/mo
Default rate
Shipper Lane Stabilization
Fewer service failures. Clearer accountability. Backup coverage.
Default Starting Price
$7,500
Simple, defensible, not race-to-the-bottom.
- Lane intake + requirements map
- Primary + backup capacity plan
- Exception & escalation SOP
- Weekly scorecard cadence (2–4 weeks)
- Closeout: Routing Guide Lite + 60-day plan
- Ongoing lane management
- Vendor performance cadence
- Quarterly lane refresh + backup plan updates
Performance Add-On
$1,000–$3,000 per stabilized lane converted to recurring capacity plan
Broker / 3PL Growth Sprint
Qualified meetings + lane-fit opportunities you can price and win.
Default Starting Price
$3,500
Simple, defensible, not race-to-the-bottom.
- ICP + lane focus + target list (100–200 accounts)
- Multi-touch outreach cadence
- Meeting booking + meeting briefs
- Weekly pipeline report
- Everything in 14-day sprint
- Objection handling + talk tracks
- Follow-up sequencing + reactivation
- Lane offer positioning + proof packaging
- Monthly meeting production
- Pipeline ops + reporting
Performance Add-On
$500–$1,500 per Qualified Meeting | $2,000–$7,500 per Converted Account
Carrier Partner Build
Trial loads → preferred status → recurring volume.
Default Starting Price
$5,000
Simple, defensible, not race-to-the-bottom.
- Lane product packaging (lane card + SOP)
- Broker/3PL target list (lane-aligned)
- Onboarding support + carrier packet readiness
- Trial-load plan + follow-up cadence
- Weekly results + 60-day partner plan
- Ongoing broker partner management
- Volume expansion cadence
Performance Add-On
$250–$750 per Trial Load | $1,500–$5,000 per Recurring Lane Partner
Share This With Your Team
Download the full services menu — Offers A, B & C with pricing, scope, and invoice-safe definitions — as a branded PDF your team can circulate internally.
Invoice-Safe Definitions
No gamesEvery performance term has a strict, measurable definition. Ambiguity is how margins disappear.
Qualified Meeting
Attendee has freight decision authority, lane/freight profile discussed, need/pain confirmed, next step scheduled.
Converted Account
Signed agreement + first shipment tendered, OR written routing guide confirmation, OR first paid invoice issued.
Trial Load
Rate confirmation executed, pickup + delivery completed, tracking/comms met, POD delivered within agreed window.
Recurring Lane Partner
Written confirmation of ongoing volume OR at least X loads/month for 2 consecutive months.
Lane Stabilization
Primary + backup plan implemented, scorecard cadence run 2–4 weeks, client confirms improvement in at least one KPI.
WHO PAYS.
WHERE THEY ARE.
We target buyers who already ship reefer freight weekly. We don't convince someone to start shipping — we qualify accounts that can answer lane questions fast.
3PLs / Freight Brokers
Already buy sales talent and move fast. They hire/contract BD, carrier sales, and enterprise AEs. Examples: C.H. Robinson, J.B. Hunt, TQL, WWEX.
Target Contacts
- VP Sales / SVP Sales
- VP Business Development
- Director of Strategic Accounts
- VP Carrier Sales
Managed Transportation / 4PL
Run transportation programs for shippers — often with TMS + control tower. They care about exec relationships and value story.
Target Contacts
- VP Managed Transportation
- Director, Transportation Solutions
- VP Product (Visibility/TMS)
- Head of Procurement
Warehousing / Fulfillment
Warehouse footprint + labor + WMS + service levels rule everything. Filter by state + vertical using Top 100 3PL lists.
Target Contacts
- VP Operations / VP Warehousing
- Director of Business Development
- VP Supply Chain Solutions
- GM (Region/DC)
Geographic Priority Map
TX + GA + FL are especially strong for relationship-driven BD.
Shipper Verticals
Transportation buyers are numb to "great service." They respond to control, reporting, and risk containment.
Food & Beverage
Cold chain
Retail / E-commerce
Peak planning, multi-node
Manufacturing / Industrial
OTIF, routing guides
Healthcare / Pharma
Compliance, chain-of-custody
Chemicals / Hazmat
High-margin
Automotive / Tier Suppliers
High-margin
Energy / Field Services
High-margin
Construction Materials
High-margin
Account Buckets
National 3PLs & Brokerages
Tier AWhat We Hunt
Enterprise BD roles, channel partnerships, shipper-facing growth initiatives.
Filter
Revenue > $25M | Headcount > 50 | Multi-state presence
Regional Powerhouses
Tier BWhat We Hunt
Growth mandates, new territory buildouts, vertical expansion (food, industrial, healthcare).
Filter
Revenue > $20M | Headcount > 75 | TX, GA, IL, NJ, CA, FL
Warehouse / Fulfillment Specialists
Tier B/CWhat We Hunt
Distribution footprint expansion, overflow warehousing, ecom fulfillment partnerships.
Filter
Revenue > $20M | Headcount > 75 | Cold storage / food grade keywords
LEX-C'S
TRANSPORTATION, LLC
Interstate carrier. Reefer specialist. Never apologize for fleet size — position it as control, discipline, and predictability.
USDOT
885574
MC
387601
Authority
Contract Active
Since
11/21/2024
Fleet
2 Tractors / 2 Trailers
Equipment
Reefer
Mileage (2024)
82,106 mi
Freight Types
Small fleet, high control.
Every load is a management decision, not a dispatch lottery.
Lane-focused and compliance-forward.
We don't chase garbage freight. We protect the program.
Program-ready capacity.
Not random availability — structured, repeatable, predictable.
Target Account Types
The Correct Lane Play
Every lane must include a primary revenue lane and a return plan (backhaul or broker partner coverage). This is how small fleets stay profitable: lane pair logic, not one-way heroics.
STATEMENT
OF WORK
Every engagement runs on the same structured framework — only the scope and deliverables change by offer. Clean terms, measurable outcomes, no ambiguity.
Standard Engagement Phases
Discovery & Intake
- Stakeholder intake call(s)
- Requirements capture: lanes, constraints, compliance, decision process
Build
- Target list / lane card / SOP
- Outreach sequences / scorecard
- Capacity plan + backup options
Execute
- Outreach + follow-ups
- Lane implementation cadence
- Meeting booking + briefs
Reporting
- Weekly report: activity, outcomes, blockers
- Next actions documented
- Pipeline dashboard (where applicable)
Closeout
- Final summary + recommendations
- Next-step plan (60-day forward)
- Routing guide / partner handoff
Out of Scope
- ✕Day-to-day dispatching or 24/7 operations coverage
- ✕Legal review or compliance certification
- ✕Paid media spend unless approved separately
- ✕Shipment tendering (unless explicitly contracted)
Client Responsibilities
- →Single point of contact for approvals
- →Current lane / requirements details
- →Access to necessary systems or exported data
- →Timely responses to scheduling and decisions
Provided within 3 business days of engagement start.
Payment Terms
Net 7–15 Days
Recommended for independent engagements. Fixed fee or monthly retainer.
DATED NEXT STEP
OR WE DISENGAGE
No "follow up sometime." Every conversation ends with one of these four outcomes. Tell us who you are and what you're moving — we'll confirm if a pilot makes sense.
Lane Data Exchange
Send your lane sheet within 24 hours
Pilot Lane Selection
Pick 1–3 lanes to start
Trial Start Date
Calendar it — no vague follow-ups
Partner Intro
Broker/3PL or shipper ops connection
Direct Contact
What Happens Next
- 1We review your lane profile and actor type
- 2We confirm whether a pilot makes sense
- 3We send a dated next step — not a vague follow-up
- 4You decide if you want to move forward