Summary
From 2018 to 2020, ArcBest revenue declined by over $150 million. In 2021, they partnered with Forrester and conducted an evaluation to identify the causes of this decline and build a strategy to better align with buyers and drive long-term growth. They used multiple Forrester models across their revenue engine to diagnose challenges and implement a best-in-class sustainable process to support their plan. The impact of this initiative was significant. ArcBest had record revenue growth in a product capacity-constrained environment. In this case study, we describe how ArcBest returned to growth by aligning their revenue engine around strategic growth initiatives.
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