How Envoy Logistics turned a parcel gap into 100% close rate on referred parcel prospects

Envoy Logistics is a third-party logistics provider with hubs in Illinois, Wisconsin, and Pennsylvania. The company manages truckload, LTL, pallet, and international freight. They also offer broader advisory and brokerage services, supporting shippers ranging from small manufacturers to Fortune 500 companies.

Winning enterprise accounts demanded a strategic parcel solution

Envoy Logistics works with clients who expect more than transactional brokerage services. And that’s exactly how President Derek Zeluff runs the business. His team leads with a consultative approach, helping clients identify inefficiencies while Envoy builds end-to-end logistics plans that improve performance and reduce costs.

“We’re focused on long-term relationships and sustainability,” Derek says. “We want to offer a product of real value, not just cheap shipping rates.”

That customer-first thinking became Envoy’s signature across LTL, truckload, and international freight services. But as clients pushed for consolidated management and visibility across all shipping modes, a gap emerged: Envoy didn’t have a parcel solution that fit into that model.

This gap meant that Derek’s sales team had fewer ways to stand out during conversations with high-value accounts. Without a trusted parcel solution, Envoy risked sounding like every other provider pitching only LTL and truckload solutions.

So, Envoy explored parcel partners. But most focused on quick rate wins instead of building durable parcel strategies. Derek’s team also received little parcel education, making it harder to bring thoughtful guidance into broader logistics conversations. “We just never got the support or the expertise we needed,” he explains.

When Derek connected with ShipScience’s founder, the conversation immediately felt different. Derek could see that ShipScience was invested in Envoy’s growth and focused on client success. He was in.

A parcel partner focused on sustained growth

From the start, ShipScience acted as a natural extension of Envoy’s team. Dedicated parcel experts from ShipScience, backed by years of deep industry experience, quickly built a collaborative rhythm with Derek’s sales team grounded in shared expertise. ShipScience trained Envoy’s reps to position parcel optimization as a strategic lever, shifting conversations to key topics like EBITDA, cash flow, and time savings. In return, Envoy serves as a freight expert for ShipScience, especially in LTL and truckload conversations.

That embedded support gives Derek’s team the fluency and confidence to open parcel conversations with current and prospective clients. And once Envoy identifies a client with meaningful parcel volume and untapped savings, Derek’s team frames the opportunity and makes a warm introduction to ShipScience.

Once clients connect their shipment and invoice data, ShipScience quickly surfaces actionable recommendations and cost-saving insights. Then, it automatically files eligible claims and analyzes carrier mix to surface the best options for each client. Shippers also get a streamlined, real-time dashboard outlining carrier performance, spend, and recovery opportunities.

Meanwhile, Envoy stays close to the parcel process, folding ShipScience’s insights back into each client’s broader logistics strategy. Instead of working with generic rate comparisons, Envoy’s clients make parcel decisions backed by real data.

With this system in place, Envoy expands their access to new relationships and deepens their value within existing accounts. “Without ShipScience’s parcel services, there wouldn’t be a way for us to penetrate certain companies,” Derek explains. “Partnering with their team gives us a valuable entry point.”

Now, Envoy’s reps never lose momentum when parcel questions come up. They walk into client conversations with a cohesive plan across parcel, LTL, truckload, and international, helping them show up as a full-service strategic partner.

A 100% referral close rate and deeper client trust

With ShipScience, Envoy has turned parcel into a growth engine that strengthens client relationships and creates consistent value.

Since partnering with ShipScience, Envoy has achieved:

• $500K in annual parcel claims recovery for one client
• 18.5% average parcel cost savings for clients
• 100% close rate on all referred prospects in the first 8 months

Looking ahead, Envoy plans to integrate ShipScience more deeply into broader logistics solutions. The partnership has also inspired Envoy’s leadership to rethink their technology roadmap and how they can give finance and executive teams clearer cross-mode visibility across LTL, truckload, and other key modes.