PRIMARY NEW BUSINESS CHANNEL With new customer acquisition fueling this year’s order volume increases, it indicates significant demand for 3PL partners in the market. Even looking at customer acquisition channels, inbound or prospective customer-driven activities fueled most of the growth with referrals at 75%, inbound emails or calls at 65%, and website requests at 64%. Of note, inbound email and call requests significantly jumped year-over-year from 55% in 2021. Paid advertisements dropped from 28% in 2021 to 18% in 2022, possibly fueled by the number of inbound inquiries allowing 3PLs to grow their business without costly customer acquisition strategies. New business from 4PL networks (e.g., Deliverr, ShipBob, etc.) decreased dramatically from 15% in 2021 to 2% in 2022, which is consistent with many 3PLs protecting both their margins and warehouse capacity. Best Practice: With so many brands looking for 3PL warehouses, consider how to generate more inbound inquiries, whether through organized customer referral programs or even industry-related company listings like Extensiv Fulfillment Marketplace where you can * list your company’s core capabilities and gain access to new business. Multiple selections allowed. 2022 Third-Party Logistics Warehouse Benchmark Report | 13