Development of a model for the tactical identification of prospective clients in multiuser warehouses

The average contract period in multiuser warehouses, operated by third party logistics providers (3PLs), is up to five years and is still becoming shorter. So, 3PLs need to look for new contracts regularly in an efficient way. To support this process, the objective is to develop a decision‐model that assists salespersons to decide which product would be best to integrate. By a successive check of classified criteria the model tells the salesperson for which product he should invest in opening up new clients. Like this, 3PLs can check main criteria without big effort and concentrate on the main acquisition.