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Success Stories Sucess Stories
EIC Survive& &Thrive Thrive IX EIC Survive 2025
2025 JulyJuly 2025
Story type #diversification (main category) #culture
Benefits
FOX Brasil
▸ Per-client revenue by 10-30%.
From regional player to internationally recognised logistics specialist
Key findings
▸ Best financial performance in a decade in 2024.
Simon Sousa
Murilo Caldana
Managing Director
Project Director
How is FOX Brasil thriving?
geographical growth.
By implementing a strategy focused on diversification, relationship building and geographical expansion, FOX Brasil has successfully transformed into an international provider of complex project cargo transportation services. The company has expanded its portfolio besides of air & sea freight to include road transportation, customs clearance, courier express, hand carry and heavy lift & engineering solutions, while opening new strategic branches across Brazil. This approach has enabled FOX to achieve its best financial results in a decade during 2024, with forecasted growth continuing into 2025 despite global economic uncertainties.
Recognising that face-to-face interaction was crucial for building trust, FOX made a significant commitment to international networking, conducting 17 business trips in 2024 alone to personally present their capabilities to potential clients and partners.
The challenge - The post-pandemic environment presented FOX Brasil with multiple challenges threatening its growth trajectory. International freight rates increased dramatically, while global logistics networks experienced unprecedented disruption with critical shortages of shipping space and equipment. At the same time, the Brazilian Real depreciated significantly against major currencies, increasing costs for international operations. Political changes in Brazil and around the world created additional uncertainty, while freight forwarders also faced growing competition for qualified personnel. As a Brazilian company operating in a market dominated by international competitors, FOX needed to overcome perceptions about reliability and capability. Brazil’s challenging logistics environment itself presented obstacles, with complex bureaucracy, inconsistent infrastructure and unique customs requirements creating barriers for international clients. Explaining these complexities to customers unfamiliar with local conditions required significant effort, especially when communication was primarily remote during and after the pandemic. Amid all this, the company needed to find a way to differentiate itself while adding value to existing clients and expanding its geographical reach beyond its São Paulo headquarters. The challenge was to transform these obstacles into opportunities that would position FOX Brasil as a trusted partner for navigating Brazil’s complex logistics environment. The solution - The company embarked on a multi-faceted strategy built around service expansion, relationship development and
This relationship-building focus was complemented by strategic service diversification. The business underwent a rigorous process to obtain courier express licensing, despite facing significant challenges around renting unused office space in Guarulhos, providing a substantial financial guarantee and investing in specialised tracking systems required by Brazilian tax authorities. While still in its investment phase, this initiative positions FOX Brasil to capitalise on the growing e-commerce sector. The company also expanded its customs clearance capabilities, particularly in Santos, which is Latin America’s largest port. After establishing an office there three years ago, FOX Brasil now handles approximately 80 customs processes monthly, allowing direct client contact throughout the logistics process rather than relying on outsourced partners. To address the need for local presence in Brazil’s regionally diverse market, FOX opened new branches in Guarulhos, Santos, Curitiba and Itajaí, while establishing commercial representation in four additional locations. This expansion recognised that Brazilian business culture varies significantly by region, with clients in areas such as Curitiba and Santos preferring to work with local representatives. FOX Brasil also established a dedicated team for special projects, covering jobs such as comprehensive feasibility studies and engineering solutions for complex transportation challenges. It has proven a savvy move. By charging for detailed studies of bridge structural analysis for 420-tonne turbines or route planning for oversized equipment, the company generates revenue while establishing expertise and building client trust before transportation begins. Many of those clients are now coming from abroad. This is because FOX has strategically diversified its international portfolio and developed direct relationships with
For young people ▸ Have interest, curiosity and focus. For industry ▸ Don’t focus solely on investing to grow externally: increase your business with existing clients. For government ▸ Improve port, terminals, railway and road infrastructure.
FOX Brasil at a glance: Key products and services: freight forwarding and project logistics. Main industries served: ▸ Onshore renewable energy – 50% ▸ Oil and gas – 25% ▸ Conventional power – 15% ▸ Hydrogen – 10% Headquarters: São Paulo, Brazil Year established: 2002 Number of employees: 60 Revenue from exports: 70%
international shippers. By attending industry events multiple times and actively participating in discussions, the company has positioned itself as a reliable partner for international enterprises needing logistics support in Brazil. So far, it has conducted cross-trade operations for clients in countries such as Czechia, Ecuador and Panama without intermediaries. Growth has also been achieved among existing client bases. Here, FOX Brasil has identified opportunities to upsell services such as road transportation, increasing per-client revenue by 10-30% through deeper relationships and delivering a consistent service. Throughout this transformation, FOX has emphasised its role not merely as a transporter but as an integral part of clients’ projects, and thus a contributor to new clean energy plants and regional development. The results have been impressive. FOX Brasil achieved its best financial performance in a decade during 2024. Even with ongoing geopolitical uncertainties, its strategy of focusing on high-quality projects has provided resilience against market fluctuations. With a reputation now enhanced, international clients are now routinely approaching FOX Brasil as they seek to navigate the country’s logistics landscape.