Freight deals are not one-off sales. Track the lane, the trial shipment and the contract, and forecast in monthly run rate rather than deal value. From ₹899/user/month.
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Quick answer
Rates go out from a spreadsheet, follow-up happens on WhatsApp, and the record of what was quoted lives in a sent folder. It works while the desk is small and fails quietly as soon as two people quote the same shipper.
The cost is repeat business never won. A lane lost on transit time and a lane lost on rate look identical in a sales report, so the pricing desk and the operations team both carry on unchanged.
A freight sale turns on a trial. Almost no shipper moves regular volume without testing the provider first, so the pipeline needs that step visible: lane enquiry, rate quoted, trial agreed, trial executed, rate contract signed, volumes running, renewal due.
Then change the value field. Record expected monthly volume and revenue rather than a single deal value, because a lane is a run rate and a project movement is not, and one total that mixes them tells the owner nothing useful.
Lane enquiry ends when origin, destination, commodity, volume and frequency are recorded. Rate quoted ends when a rate with a validity date has been acknowledged. Trial agreed ends when an actual dispatch date is fixed, not when the shipper says they will try you soon.
Contract signed ends with signed terms and approved credit. Credit is the obstacle most often left until last, and a lane that operations cannot service on the agreed terms is not a win however good the rate looked.
The times below suit domestic full-load and regular export lanes. Project cargo and one-off movements run differently and are better kept on a separate board.
| Stage | What it means | Exit criteria (evidence) | Typical time |
|---|---|---|---|
| Lane enquiry | Shipper requirement captured | Origin, destination, volume and frequency noted | 1 to 3 days |
| Rate quoted | Priced offer with validity | Rate sent and receipt acknowledged | 2 to 10 days |
| Trial agreed | Shipper commits to a test | Dispatch date fixed on the record | 1 to 6 weeks |
| Trial executed | Test shipment completed | Delivered and proof of delivery closed | 1 to 3 weeks |
| Contract signed | Rate contract and credit approved | Signed terms and credit sign-off | 2 to 8 weeks |
| Volumes running | Lane live and shipping | First month volume against forecast | Ongoing |
Four filters and nothing else: trials agreed but not dispatched, quotations past validity, deals waiting on credit approval, and contracts due for renewal in ninety days. Each gets a caller and a date.
Add one honest question at the end. Which won lanes are shipping below the volume the customer promised? That conversation belongs to sales, not operations, and it is far cheaper to have in month two than in month ten.
Pipeline by expected monthly revenue, so growth reads as run rate. Trial-to-contract conversion, which measures whether operations converts what sales creates. And lane- wise loss reasons, which separate a costing problem from a service problem.
No board fixes a habit problem on its own. If the desk quotes from a personal inbox and never records the rate, no report will explain the loss pattern. Start with quotations and trials; the rest can wait a quarter.
This is not a transport management system, a booking platform or a tracking tool. It manages lane enquiries, rates, trials, contracts, renewals and the conversations around them, and hands a won account to whatever runs your operations.
Read next: lead management software, WhatsApp CRM, CRM dialer, sales automation, CRM by industry, India pricing.
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Rates are quoted from a spreadsheet and then forgotten, so the desk never learns which lanes it consistently loses and why.
Every quotation is a stage with a validity date and a loss reason on close, so lane-wise pricing patterns become visible after one quarter.Lane-wise loss reasons
Trial shipments are agreed enthusiastically and then never dispatched, and the opportunity dies without anyone recording a loss.
Trial agreed and trial executed are separate stages with dates, so an undispatched trial appears on a chase list rather than fading away.Trial shipment tracking
Pipeline value is a meaningless total, because a one-time shipment and an annual lane are counted the same way.
Deals carry expected monthly volume and revenue, so the forecast reads as run rate and the desk can see what a win is really worth.Monthly run-rate forecasting
Rate contracts lapse unnoticed, and the account is re-tendered while the sales team is busy chasing new enquiries.
Renewal dates sit on their own board with reminders, so defending a lane starts weeks before the customer starts shopping.Contract renewal board
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