UVK Ukraine: from 60 to 120 leads per month for a logistics company

UVK Ukraine is a 3PL transport and logistics provider that offers comprehensive logistics services and operates large warehouse centers in Ukraine.
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What makes the project special: complex B2B services, a narrow target audience and a long decision-making cycle before signing a partnership.

Objective

The main objective was to increase the number of inquiries from potential clients for warehousing and freight transportation services.

At the same time, it was important for us to focus not just on the amount of website traffic, but on real inquiries from businesses.

The main performance indicators were:

• phone calls tracked with Ringostat;
• inquiries submitted through the website.

We segmented the target audience

Together with the client's team, we defined two main principles for segmenting potential clients:

• by business industry;
• by type of logistics service.

This allowed us to avoid one universal advertising message for all companies and instead build separate ad campaigns depending on which logistics tasks are likely to be relevant for a specific segment.

We took the long decision-making cycle into account

One of the main features of B2B logistics is a very long sales cycle.
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From a potential client's first contact with the company to the decision to outsource warehousing or transport logistics, it can take 6 to 12 months.
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That is why it is not enough to bring a user to the website once and expect an instant inquiry.
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We paid a lot of attention to remarketing in order to re-engage, over a long period, potential clients who had already shown interest in UVK's services.
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This way, advertising worked not only to attract a new audience, but also to keep in touch with companies throughout the entire decision-making cycle.
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Google Ads for existing demand

We launched Google Ads search campaigns for queries related to warehouse logistics, custodial storage, freight transportation and the company's other services.
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The main focus was on users who are already looking for a specific logistics solution and are therefore closer to choosing a service provider.
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Campaigns were split by service line to manage the budget more precisely and analyze which services bring in the most qualified inquiries.

SEO as a long-term source of leads

In parallel, we worked on the website's search engine optimization.
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SEO made it possible to gradually increase UVK's presence in Google for the queries potential clients use when looking for a logistics partner.
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The main goal was not just to increase organic traffic, but to attract a B2B audience specifically through queries directly related to the company's services.
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Facebook and LinkedIn for reaching a B2B audience

To reach potential clients who had not yet formed a direct search query, we used Facebook and LinkedIn advertising.
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Segmentation by industry and business type allowed us to work with a narrower professional audience and introduce it to UVK's capabilities even before an active need to find a new logistics partner arose.
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These channels were also used in the remarketing system for repeated contacts with potential clients.

Results

The integrated use of Google Ads, SEO, Facebook, LinkedIn and remarketing made it possible to increase the number of qualified inquiries to 60–120 leads per month.

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The key factor was taking into account the specifics of B2B logistics: a narrow audience, the different needs of individual industries and a long decision-making cycle before entering a partnership.