Effective International Import Sales Strategy for Customer Acquisition and Retention in Logistics

The objective of this study is to evaluate the effectiveness of international import sales strategies for customer acquisition and retention within the freight forwarding
industry, with a specific focus on Global Logistics Solutions India Pvt. Ltd. in Chennai. In the highly competitive international logistics sector, standardizing sales
operations while maintaining high customer retention is critical for long-term profitability. The main objective of this research is to analyze the strategic frameworks
utilized by logistics providers to attract new import clients and the service quality factors that ensure sustained client loyalty. The research is based on primary data
collected through a 25-question structured Likert scale questionnaire. Purposive sampling was used for data collection among industry professionals and clients.
Data analysis and document preparation were conducted using Microsoft Excel and Word, applying descriptive statistics and percentage analysis. The results
indicate that while competitive pricing is the primary driver for initial customer acquisition, proactive communication and service reliability are the most significant
factors influencing long-term retention. Ultimately, the research suggests that to improve logistics performance, firms must bridge the gap between sales promises
and operational execution.