Comprehensive Go-To-Enablement strategy for Airway Deliveries to develop their business of drones based logistics

Assignment Taken

Go-to-enablement via building E2E MarTECH stack in-house for targeted outbound marketing campaigns and AdTech stack using social media coupled with LinkedIn, Branding Startegy

Case Understanding

The rising usage of internet enabled smartphones, surge of online marketplaces through mobile-apps like Zomato, Swiggy and web-apps based ecommerce platforms like Flipkart, Amazon, the online retail markets have boomed leaps and bounds from its nascent stage in 2000’s to a current market size of USD 19.5 billion. Right from daily groceries, essentials like fruits and vegetables, clothes, furniture, accessories, shoes, backpacks, electronics, and the list goes endless one can order everything online. Even alcohol gets delivered at the doorstep these days. With the hyper-surge of online marketplaces the volumes of parcel deliveries also increased multifold and hence the boom in secondary markets like logistics, specifically ecommerce logistics. Further Covid19 Pandemic proved as an accelerator to aggressive acceptance of these marketplaces. Online platforms witnessed a sudden and large increase in the volumes of visitors. With this increase in number of online consumers and pressing consumer demands, it also exposed the weaknesses and bottlenecks in the current supply-chains and forced many leaders in the industry to re-think the logistic solutions which addresses the aforementioned bottlenecks. With humongous rise in the parcel delivery volumes the need for fast speed, lower cost of operation and environment friendly technology, drones will have a bright market for logistics in recent times. With this thorough analysis we at Airway deliveries have introduced a new freight of drones to mitigate this gap of costly last mile deliveries. With drones we are targeting online marketplaces like food delivery and ecommerce platforms to start our services with. Our solution has excited freight industry veterans as we transition parcel deliveries away from truckload i.e., a towards LTL (less-than-truckload) model. We target to be logistics partner of our clients (online marketplaces) in the areas where package volumes are soaring, capacity is shrinking, and shipping costs are skyrocketing.

BCS Solution Summary

With having identified target consumer personas we use multi-channel marketing strategy using outbound email marketing and AdTech (social media marketing) to create awareness of our services into the minds of decision makers of our target B2B platforms and in the minds of their end-consumers.

Solution

The rising usage of internet enabled smartphones, surge of online marketplaces through mobile-apps like Zomato, Swiggy and web-apps based ecommerce platforms like Flipkart, Amazon, the online retail markets have boomed  leaps and bounds from its nascent stage in 2000’s to a current market size of USD 19.5 billion. Right from daily groceries, essentials like fruits and vegetables, clothes, furniture, accessories, shoes, backpacks, electronics, and the list goes endless one can order everything online. Even alcohol gets delivered at the doorstep these days.

With the hyper-surge of online marketplaces the volumes of parcel deliveries also increased multifold and hence the boom in secondary markets like logistics, specifically ecommerce logistics. Further Covid19 Pandemic proved as an accelerator to aggressive acceptance of these marketplaces. Online platforms witnessed a sudden and large increase in the volumes of visitors. With this increase in number of online consumers and pressing consumer demands, it also exposed the weaknesses and bottlenecks in the current supply-chains and forced many leaders in the industry to re-think the logistic solutions which addresses the aforementioned bottlenecks.

As we have captioned the challenge of meeting pressing demands of the consumer in the ecommerce industry. Let us also talk about the costliest part of the entire business process, the logistics phase. Further if we segment the logistics phase of the process last-mile delivery is the final step in the product journey which starts from the warehouse to the end-consumer. Last mile contributes to massive 41% percent of the overall cost. Further if we analyze entire shipping cost, last-mile delivery contributes as high as 53% to logistics cost.

With humongous rise in the parcel delivery volumes the need for fast speed, lower cost of operation and environment friendly technology, drones will have a bright market for logistics in recent times.

With this thorough analysis we at Airway deliveries have introduced a new freight of drones to mitigate this gap of costly last mile deliveries. With drones we are targeting online marketplaces like food delivery and ecommerce platforms to start our services with.

Our solution has excited freight industry veterans as we transition parcel deliveries away from truckload i.e., a towards LTL (less-than-truckload) model.  We target to be logistics partner of our clients (online marketplaces) in the areas where package volumes are soaring, capacity is shrinking, and shipping costs are skyrocketing.

Worldwide, drone delivery service is forecasted to be whooping 11 billion USD by 2022. At a CAGR growth rate of 21% approximately.

Airways Marketing Solution: (Multi-channel solution to maximize lead generation and CRM for maximizing lead conversion)

First Marketing Channel - Outbound Email Marketingbusing in-house MarTech stack

Outbound marketing still accounts to be the marketing channel with highest ROI till date comparatively to any other marketing channels available.

 

Refer Image - Building MarTECH stack for outbound marketing solution

 

As we have seen the entire MarTECH stack , please refer below on how we as marketing team plan to keep a track of our outbound marketing campaigns

Outbound Campaigns Tracking

Refer Excel -  Outbound Tracking

Second Marketing Channel:

 

We would convert our customer platform into a CDP (consumer data platform ) and further leverage the data collected through the CDP to run targeted adTech campaigns on social media platforms like LinkedIn, Instagram, Facebook and Twitter with will cover targeting our B2B consumers and end-consumers of our clients to create awareness. Our positioning will be cost friendly, fast-speed and reduced carbon footprint to attract and enter into consumers purchasing consideration.

Conclusion

We as Airway deliveries are mitigating one of the most prevalent gap in the ecommerce logistics market i.e., costly and inefficient last-mile deliveries and shrinking logistics capability in the market leading to obstruction of market expansion in the suburban and remote markets basically the untapped markets for ecommerce players in this oligopolistic market. With our solution of drone based deliveries we solve all the captioned problems of cost, speed and carbon footprint enabling the ecommerce players to expand the untapped market in suburban areas of demand density.

Attached File Details

View Attachment file (Outbound Tracking.pdf) View Attachment file (Building MarTECH stack for outbound marketing solution.pdf)