Charging freight forwarders by shipment

Ostrand moved forwarders from a flat licence to a price per shipment that grows with their business.

+24%

Average revenue per account

140

Accounts migrated

1.1%/mo

Churn, flat through the change

§1 SITUATION

Ostrand charged every forwarder the same yearly licence, whether they moved 200 shipments a month or 20,000.

The smallest customers felt overcharged, and the largest paid less per shipment than anyone else.

§2 APPROACH

We priced on shipments, the one number every forwarder already tracked, with volume bands and a floor for small offices.

All 140 accounts were migrated in three waves, each with a written comparison of old and new cost.

§3 OUTCOME

Average revenue per account rose 24% within a year, driven by the high-volume forwarders.

Monthly churn stayed flat at 1.1% through the migration.

“We finally earn more when our customers grow, and they can see why.”

Tobias Lindqvarn

CEO, Ostrand Freight

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