How one logistics company turned trade data into a growth engine
Key takeaways for logistics companies
- MTI replaced time-consuming cold outreach with data-backed prospecting.
- They closed new business—including one of their largest clients to date—using ImportGenius shipment insights.
- The team built a long-term, scalable pipeline tied to real-world trade activity.
- ImportGenius became more than a tool, it became their competitive edge.
Background
MTI Worldwide Logistics Corporation is a full-service freight forwarder and customs broker that has been delivering high-touch, customer-centric logistics solutions since 1991. As competition intensified and traditional prospecting methods began delivering fewer returns, MTI looked for a more efficient, data-driven approach to business development
Dennis Hiatt, an Operations Specialist at MTI, began exploring new tools to support smarter, more targeted lead generation, and found ImportGenius.
Challenge
Like many logistics providers, MTI faced three key challenges:
- Uncovering qualified new leads in a saturated market
- Understanding competitor moves to stay ahead
- Scaling sales outreach beyond cold calls and trade shows
Their goal wasn’t just to get more leads, it was to build a sustainable sales pipeline. They wanted a system that could support 1-, 3-, and 5-year planning for growth—based on actual trade data.
Solution
Dennis and his team integrated ImportGenius directly into their prospecting workflow. They immediately began using the tool to:
- Identify new leads based on global import activity
- Expand services with existing clients by analyzing their actual shipments
- Monitor competitors to gain insight into market shifts and pricing trends
This wasn’t just about generating more leads—it was about generating the right ones, backed by verified shipment records and timely data.
“We’ve landed several clients solely through ImportGenius. One of them could become our largest customer yet.”
Dennis Hiatt Operations Specialist, MTI Worldwide Logistics
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Outcome
Since adoptingImportGenius, MTI has seen measurable results:
Key Wins:
- Closed new deals with prospects discovered through the platform
- Increased annual revenue tied to ImportGenius-led outreach
- Faster response to market shifts with better visibility into demand and supply chains
ImportGenius gave MTI the confidence to pursue the right opportunities and tailor their pitch based on exactly what each customer was importing.
Results & strategic shift
ImportGenius helped MTI evolve from manual, reactive outreach to a data-first sales strategy:
The company now uses ImportGenius to:
- Outreach is based on verified trade activity, not outdated directories
- The team proactively tracks competitor behavior and market changes
- Sales leadership now builds pipeline plans tied to long-term growth goals
This transformation has turned their sales motion from a manual process into a scalable growth engine.
“We can now act strategically, not reactively. It’s changed the way we think about sales.”
Dennis Hiatt Operations Specialist, MTI Worldwide Logistics
Conclusion
MTI Worldwide Logistics shows how ImportGenius can do more than verify shipments or flag compliance issues—it drives real growth. With trade intelligence integrated into daily workflows, MTI:
- Closed new business faster
- Improved sales efficiency
- Built a more strategic, resilient pipeline
In a crowded market, trade data insights became their competitive edge. With ImportGenius, MTI didn’t just find more prospects—they found the right ones, at the right time, and acted with confidence.
Ready to grow your logistics business with trade data?
Talk to our team today to see how ImportGenius can help you uncover better leads, track competitors, and win new business, just like MTI did.