s we approach the year's final quarter, the stakes for last-mile delivery companies couldn't be higher. With the majority of revenue generated from B2C webshops, Black Friday, Cyber Monday, and the Christmas season represent crucial opportunities to maximise profits.  

However, preparation for these peak periods involves more than ramping up staff, fine-tuning routing, and increasing throughput.  

At Tembi, having helped over 40 last-mile providers across Europe, we understand that strategic planning on the commercial side can make or break your Q4 performance. To help you in the process we have collected a five of our key learnings on the topic.

1. Make Sure Your Bases Are Loaded

Instead of focusing solely on acquiring new clients, ensure you're optimally positioned with your existing ones. Monitoring your position in their checkout process can yield significant returns. Being positioned as the top delivery provider at the delivery checkout can dramatically increase the number of orders you receive, often doubling or even tripling them.  

From several of our Last-mile delivery clients, we have witnessed an average of 30%-50% increase in top-1 rankings working tactically with this. Typically, this amounts to a total increase of 20%- 33% in revenue from the existing client base!  

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2. Target the Right Clients, Not Just More Clients

Strategic client acquisition is essential. Focus on attracting webshops that boast a strong infrastructure, high order volumes, and the right geographical locations that align with your logistics.  

These targeted efforts can significantly enhance your profit margins and operational efficiency.

On the other hand, failing to identify the clients that are right for you means losing time and money on unsuccessful outreach, attending irrelevant meetings, and seeing your closing rate decline. And even worse, potentially attracting a non-profitable client for your business.  

Market research or a good market insight & sales intelligence tool will help ensuring you target the right clients. More is not always better.

3. Leverage Your Unique Advantages

Understand where you stand out compared to your competitors and highlight your unique selling points to differentiate yourself in a crowded market. Are your delivery times faster? Do you offer more sustainable options? Is your service reliability superior?

Tembi’s E-commerce Market Intelligence solution provides users with a comprehensive, data-driven market overview. This enables last-mile delivery companies to understand their performance and how they measure up against competitors. Our data not only visualises your strengths but also serves as credible evidence of your advantages.

Combining this data with comprehensive insights into each webshop in your market provides a significant advantage in sales meetings. You can tailor your pitch using up-to-date information, demonstrating how your solution will enhance the delivery experience for your customers' clients. This personalised approach showcases the specific benefits and improvements your service offers, making a compelling case for why your company is the best choice.

4. Plan and Work with Your Clients

Q4 is a vulnerable time for webshops, where faulty shipments and slow deliveries can be extremely costly. Success often stems from a partnership approach between webshops and last-mile providers.  

Engage deeply with your clients to ensure they see you as a trusted partner they can rely on during these critical periods.

In essence, this is where you want your sales and account management team to spend the majority of their time, which can be enabled by strong processes and the right tools/technologies to help your team be even more efficient.

5. Don’t wait - Start Today

Effective planning and execution require time, structured outreach, and meticulous account management. There is no easy way. The sooner you start, the better positioned you'll be to capitalise on the high season's opportunities. The time is now – not in October.

Get Ahead Of The Competition With Tembi

At Tembi, we bring years of experience in delivering market insights and partnership services that drive success.  

Our market intelligence solutions provide last-mile delivery companies with continuously updated data and insights into webshops, delivery provider rankings, export markets, technology usage, product categories, and much more - allowing companies to react swiftly to changes, maintain top rankings, and increase revenue from their existing client base.  

We tailor our supportive services to each client's needs, and we would love nothing more than to set up a free, non-committal session to discover how our e-commerce market intelligence solution could help your business achieve its revenue goals—both in Q4 and throughout the year.  

ith Tembi you don’t just get enriched B2B company data, we’ve actually visited every webshop on the market to ensure it is operating, analysed its products to understand what product category it belongs to, and connected traffic data from SimilarWeb to understand how its popularity has developed. 

A similar exercise would take 82 years for a person if s/he worked without a pause. And we do it bi-weekly.

Tembi for sales and marketing teams

At Tembi we are fascinated by the challenge of large-scale data gathering and analytics, and the more complicated, the more creative our product and data science team gets.Our Market Intelligence solution for companies targeting webshops - E-commerce Core – visits bi-weekly any active webshop in the European market capturing data on:

 • Technology platform (WooCommerce, Shopify, Magento etc.)
• Payment providers/systems (Klarna, Ayden, Stripe etc.)
• Product data (Products sold, number of products, product growth etc.)
• Company data (Ownership, address, warehouse(s), financial data etc.)
• Operating markets (languages, export markets etc.)

On top of this, we use proprietary AI-models to categoriSe each webshop into a product category using both image recognition and large language models (LLM) to ensure high quality data when you filter our database.

Granular filters to match your ICP

We’ve been there ourselves, looking for that last filter to get a precise search result –why we’ve added over 50 filter options to our product to ensure you can find exactly the webshop you’re looking for. Filter or cross-filter on product categories, growth stage, number of employees, website traffic, number of products, languages –and if you would lack a filter, our team is quick to add it (if we have the data of course).

Advanced analytics that generate insights

With deep data on each webshop, we can uncover insights by combining data in different ways. Our econometric and AI-models can today predict revenue estimations, company growth and for example technological investments – adding a deeper understanding of the maturity of a webshops operations. 

Combining these insights with webshops data further increases your possibility of narrowing your targeting, as well as better understanding your current clients, or where you’ve had success lately.

 With better data, we can get better insights that helps us reach our goals faster. If you’re interested in getting a demo or better understand how our clients use Tembi – don’t hesitate to book a call - or find more material about our E-commerce Core Solution here.

n today’s business world, being data-driven is no longer a question; it is a necessity. Organisations that don’t understand how to work with data and leverage it risk falling behind or even going out of business. However, merely being data-driven is not enough anymore. The rapid growth of access to artificial intelligence (AI) and lowered computing cost has amplified the significance of data, driving a shift towards predictive (and even prescriptive) intelligence to stay ahead of the competition.  

Transitioning from a data-driven to an AI-driven organisation presents immense opportunities, enabling companies to understand the competitive landscape better, and leverage both market predictions to gain an edge, as well as improving operations to lower operating expenses. This transition requires a fundamental change in how we operate and organise the company. Secondly, we need to decide where to start, and whether to build, or buy a solution.

Here we share five, simple, steps to ensure your organisations success in this transition.  

1. Management must clearly state that it is a goal

Achieving success with a transition is a strategic choice and an executional leadership challenge. It is crucial for management, whether top-level executives, business unit leaders, or team managers, to clearly communicate that the goal is to capitalise on the benefits of being data-, AI-, or analytics-driven, and where these benefits will have an impact, and why the transition is imperative for the organisation’s success. Leaders should:

• Clearly state the necessity of this transition for organisational success.
• Be transparent about the potential challenges of the transition.
• Accept that the transition might take longer time than anticipated, especially if immediate benefits are not apparent.
• Repeat the goal, ensure regular follow-ups on the agenda, at least monthly, preferably weekly, and support.

2. Organise the transition

Clarifying responsibility is essential as well as identifying the right person to lead the operational work of the transition. Allocate funding centrally rather than locally to prevent initiatives from being perceived as competing with short-term operational needs. By centralizing funding and clarifying responsibility, organisations can ensure that the transition to an AI-driven approach is viewed as a strategic investment rather than an operational cost.

3. Disseminate the solution broadly

It is unfortunate when initiatives become confined to a single department or individual. The benefits of an AI-driven approach are significant and extend across the entire organisation. Therefore, it is crucial to integrate solutions into as many teams as possible where there is a business case. Engaging more teams in the adoption phase offers several benefits:

• Shared costs across more teams.
• A unified language and collaborative efforts towards success.
• Accelerated transition and higher combined ROI.

Avoid placing the burden on a single individual. Employ the innovative power of the entire organisation to achieve greater success.

4. Embed new solutions in daily routines

For new solutions and strategies to work, they must be integrated into daily operations. Overcoming existing habits and ways of working requires repetition until the new practices become habits. Incorporate the use of data and analytics tools into the organisational rhythm, such as in weekly meetings or daily stand-ups. Measure the impact of these new practices and share the progress with the entire organisation. Highlight how the transition is improving efficiency compared to previous methods.  

5. Embrace an Adaptive Mentality

Fostering an adaptive mindset is crucial for the transition to an AI-driven organisation. This mindset should infiltrate the company culture, regardless of role. Here are three tips for building a stronger adaptive mindset:

• Identify and support superusers who can inspire and motivate others.
• Hire individuals with an innovative mindset, both leaders and employees.
• Promote a supportive culture through promotions, celebrating successes, and sharing positive results.

It might sound simple, but actively working on lifting and promoting the right people is very often overlooked. Make sure it is part of the leaderships action plan so this practice doesn’t fall between two chairs, or is forgotten within a couple of quarters.

Conclusion

Building a data and AI-driven organisation is essential for maintaining competitiveness in today’s business environment. Transitioning from being merely data-driven to embracing AI and predictive intelligence offers significant advantages, including a better understanding of the competitive landscape, leveraging market predictions, and improving operational efficiencies.

To ensure success in this transition, organisations should follow five key steps. First, management must clearly articulate that becoming an AI-driven organisation is a strategic goal. This involves transparent communication about the importance and challenges of the transition, along with regular follow-ups and continuous leadership support.

Second, organising the transition is crucial. This includes clarifying responsibilities and centralizing funding to ensure that AI initiatives are viewed as strategic investments rather than operational costs.

Third, disseminating the solution broadly across the organisation is vital. Integrating AI solutions into multiple teams enhances collaboration, shares costs, and accelerates the transition, leading to a higher overall ROI.

Fourth, embedding new solutions into daily routines ensures that these practices become ingrained in the organisation’s operations. Regular use and measurement of the impact help highlight the efficiency improvements over previous methods.

Finally, fostering an adaptive mentality is essential. This involves supporting superusers, hiring individuals with an innovative mindset, and promoting a culture that celebrates successes. An adaptive mentality ensures the organisation remains agile and responsive to new opportunities.

By following these steps, organisations can effectively leverage data and AI, achieving sustained success in an increasingly AI-driven world.

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iscover data and insight around webshops in Sweden, Denmark, Finland & Norway. This report is free and available on LinkedIn for download.

What to expect inside?

We've visited and analysed over 70.000 active webshops in Sweden, Denmark, Finland & Norway. Orginsed around three topics you'll find:

➜ Insights around distribution of product categories
➜ Data on delivery prices and delivery methods
➜ Discover which technology platforms power the webshops
And much more ⏩

Go to our linkedIn page and view, or download your copy.

Previous E-commerce Reports

Baltic E-Commerce Market Intelligence Report (Published January 2024)
Nordic e-commerce Market Intelligence Report (Published October 2023)

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hen you're pitching as a real estate agent, knowing the details well shows your professionalism and sets you up for success. In commercial real estate, understanding the area around your property can really make a difference. It's not just about showing the space; it's about explaining its future potential and what's happening in the market around it.

While Tembi’s Market Intelligence Platform for Real Estate helps agents find tenants by predicting company relocations, this data is also very useful in pitches to Real Estate Owners.

Here are a few ideas and ways to improve your pitch using data from Tembi’s platform, moving it from a generic presentation to an insightful conversation around the commercial property and its area.

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Present deep area insights

Know the types of buildings, available spaces, and current tenants. This lets you understand the area's composition and the types and sizes of businesses likely to move in. Analysing moving patterns helps you see where companies are coming from, how often relocations occur, and how long companies stay.  

Predicting Company movements

The commercial real estate market constantly changes, with companies of all sizes reassessing their location needs. Pointing out these potential moves can strengthen your pitch significantly. Clearly explain which businesses might move to the area and why with the help of Tembi’s Moving Probability Score. This shows you understand market trends and aligns with what your clients need.

Space requirements: Tailoring your approach

Knowing how much space a prospective tenant might need is crucial. This isn’t just about numbers; it’s about tailoring your offerings to the market’s needs. Discussing square meters in the context of tenant demands positions you as a knowledgeable partner, not just a facilitator. For example, consider whether it makes more sense to split a 400 square meter office into two or three units based on moving patterns and the area’s composition.

Catering to the right tenants

The types of companies moving into an area can greatly influence a property’s value. Whether it’s tech startups or law firms, understanding this dynamic can transform your pitch. Match the property’s features with the expectations and culture of incoming companies.

Data-driven discussions

Back up your claims with data, market analysis, or company data. Having this data at your fingertips boosts your credibility. It shows you’re informed, and your insights are based on reliable sources. By using targeted, data-backed information, you reduce time spent on generic preparations. This lets you create a more impactful presentation that addresses specific client concerns and market opportunities.

Lifting the conversation

Move from generic pitches to discussions that resonate more deeply. Talk about the property and its area not just as they are, but as they could be. This encourages deeper engagement from potential clients who see you understand their long-term success.

Knowing how the area around “your potential” property is developing gives you a strategic edge. It allows you to anticipate changes and position your property as a smart choice in an evolving landscape.

In commercial real estate, winning a pitch often comes down to how well you understand and convey a property’s location potential. By focusing on the broader context, you turn a simple sales pitch into a compelling vision of the future, clearly showing why the smart choice is to act now, with you.

Interested in knowing more about Tembi’s Real Estate solution, don’t hesitate to book a meeting with Dennis.

Read more about our Platform.

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n the ever-evolving landscape of e-commerce, the race to secure customers and meet their delivery expectations has never been more intense. Last-mile delivery providers are constantly seeking new e-commerce clients, but what if I told you that there's a critical factor many overlook? It's not just about acquiring new clients; it's about optimising your position in their checkout process. Here's why:

1. The Power of Checkout Positioning

At Tembi, we understand the significance of where a delivery provider stands in the checkout process. Did you know that up to 60% of final package orders go to the top-ranking delivery provider? This means that by being ranked number 1 instead of 2, 3, or 4 at your clients, you could double or even triple the number of orders from a client.

2. Cost and Ranking

Interestingly, but not surprisingly, our data shows that the top-ranking delivery provider is the cheapest option in up to 80% of cases.  

End-user delivery fees depend on the independent deal between last-mile providers and webshops. Other than lowering the delivery price paid by the e-commerce company, there are several ways to affect this.

Progressive discounts based on order volume, collaborative logistic offerings, reliance on service, and related solutions are all options that can help e-commerce companies offer your last-mile delivery service as the cheaper option for the end user.  

3. Beyond Cost: Delivery Time, Sustainability, and Collaboration

However, it's about more than just being the cheapest option. Factors such as delivery time, delivery method, sustainability options, and collaboration with the delivery company also play significant roles. One or more of these are always present when the cheapest option differs from the top-ranked delivery option.  

Consumers are increasingly conscious of environmental impact and delivery speed, making these factors crucial in their decision-making process. Therefore, they are also weighed in terms of the webshop owner's priorities and systems.

4. Reacting to Changes

Losing your top ranking can be disastrous, but it's often discovered too late. Sometimes, you only realise this at the end of a quarter when financial results reflect the drop in orders. It's crucial to act swiftly on changes at your clients.  

The Tembi Market Intelligence Solution for e-commerce gives you updated insights into your market's webshops, including delivery providers, checkout rankings, export markets, technology use, product categories, and much more.

This not only enables you to identify new ideal client profiles but also to quickly react to changes in your existing clients – like when you lose or win a top 1 position.

5. Strategic Monitoring and Reaction

Many of our clients establish a business case for using our market intelligence solution for e-commerce based on new client acquisition alone. However, the value of working strategically and tactically to monitor and react to changes in checkout positions at existing clients often significantly exceeds the value of client acquisitions alone.

From several of our Last-mile delivery clients, we have witnessed an average of 30% - 50% increase in top-1 rankings working tactically with this. Typically, this amounts to a total increase of 20%- 33% in revenue from the existing client base!

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6. Take Action

Curious to learn more? Eager to get started?  

Contact Tembi for a commitment-free discussion about our solutions and services to help you optimise your revenue from your current and future e-commerce clients. With Tembi's market intelligence, you can stay ahead of the competition and secure your position at the top of the checkout page.

In the fast-paced world of e-commerce, every advantage counts. By focusing on client acquisition and optimising your checkout positioning, you can ensure your last-mile delivery business thrives in today's competitive market.

Click here to schedule a call today.  

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