Integrated Logistics Growth Framework Alignment for Scalable Solutions Integrated Logistics Growth — Operating Framework 📦 Public, generic blueprint (no confidential data). Audience: Sales leaders • Ops leaders • Finance Goal: scale end to end solutions without margin ‑ ‑ leakage What this is (in 20 seconds) A repeatable way to sell + deliver integrated logistics ✅ Same rules, same cadence, across multiple countries ✅ Pilot → prove → replicate → scale ✅ Service + Exceptions + Margin are the filter ✅ Blueprint: discipline beats bespoke Why solution expansion fails ⚠️ Most failures are not commercial — they are operating failures. Where it breaks Over promising before Ops validation ‑ Scope creep (free) Exceptions not priced Peaks handled with overtime (unpaid) What we need Bounded standard scope Decision forum (Stop/Fix/Go) Simple tools (templates) Peak rules in SLA Make the promise executable — then scale Decision standard: Stop / Fix / Go 🟦 One decision logic. One scorecard. No drama. STOP Not feasible (capacity / SLA) Not billable (exceptions) Margin not visible FIX / GO FIX: reduce scope / adjust SLA / reprice GO: bounded pilot approved Always: owner + date + next step Filter (always): Service • Exceptions • Margin / cost to serve ‑ ‑ If one input is missing → no proposal 6‑Question Gate (10 minutes) ⏱️ Fast qualification. Prevents bespoke and margin leakage. Questions (simple) 1) Scope (one sentence) 2) SLA / promise (OTIF, lead time) 3) Volumes + peaks (seasonality) 4) Exceptions + are they chargeable? 5) Ops feasibility validated (48h)? 6) Who signs + date + next commitment If one answer is missing → no proposal ‑ 3 tools (non‑negotiable) Simple templates. No big IT required. 1) Deal Card 1 page Scope + SLA + peaks Exceptions + billing Ops validated? 2) Pilot Charter 60–90 days KPIs + change control Stop criteria Owners & cadence 3) KPI Scoreboard Service (OTIF) Exceptions (# / $) Margin / cost to serve ‑ ‑ No Deal Card = no pricing. No Charter = no launch. Weekly cadence (30 minutes) Sales × Ops × Finance — decisions, not meetings. Agenda 10’ qualified pipeline (gated only) 10’ Ops feasibility + peaks 10’ Stop/Fix/Go decisions Output: actions with owners & dates Pipeline review rules Only gated deals Next customer commitment date Ops validation yes/no Exceptions billable yes/no Same cadence every week → repeatability Peak Rules (promo / holidays) 💥 We don’t change the truth. We change the promise. What changes in peak Caps (daily / channel / SKU) 📦 Priorities (P1 / P2 / P3) 🧾 Cut‑offs + lead time ‑ ‑ Slots + re‑delivery charged Commercial protection Overtime = chargeable / surcharge 👷 Exceptions list = chargeable 🧯 Over‑cap = premium or defer STOP if forecast absent + rules refused Cap • Prioritize • Adjust promise • Charge exceptions — or stop Targeting + scale 🎯 Focus on accounts where end to end expansion is ‑ ‑ executable. Where to start Freight anchor + solution expansion potential High readiness sites (Ops capacity) Retail calendar: promo/peak windows Pilot 1–2 sites → replicate Support tools Sales Navigator: map DMU Simple account plan (1 page) Weekly pipeline hygiene Proof → replicate → scale Outcome: clean pipeline + pilots live + protected margin