Case Study

How a Century-Old Logistics Giant Became the Brand Nobody Could Ignore

In 90 days, The Robinson Agency transformed Mallory Alexander's entire digital presence — new website, demand generation engine, CRM platform, and a content operation now driving record-breaking traffic.

90
Days — Full Transformation
27%
Traffic Growth MoM
3
#1 Keyword Rankings
23%
Organic Search Growth

A Hundred Years of Trust, Ready for a New Chapter

Founded in 1925 as the Memphis Compress and Storage Company, Mallory Alexander International Logistics has spent a century building the kind of reputation that can't be manufactured. Now a fourth-generation family-involved business with more than 500 employees and global operations, Mallory manages end-to-end supply chains across ocean and air freight, customs brokerage, trucking, warehousing, white-glove logistics, and consulting.

By late 2025, the company was at an inflection point. Recently backed by Endeavour Capital and Copilot Global Logistics, with new leadership including Chairman Rich Bolte and CEO Paul Svindland alongside President & COO Carmen Gerace, Mallory had a century of credibility — but their digital presence told a different story. The website was what the team called an "online brochure." There was no CRM. The content pipeline was empty. And the sales team was tracking prospects with spreadsheets and memory.

Robin Wells, the newly appointed Marketing Director, knew the brand didn't need a refresh — it needed a reinvention. She brought in The Robinson Agency.

“So you know I can’t go a day without your counsel...”

— Robin Wells, Marketing Director, Mallory Alexander International Logistics

Everything Needed to Be Built — At Once

Mallory didn't have one problem to solve. They had six. And the new ownership group expected visible progress on all of them — simultaneously.

A Brand Invisible Online

A century of logistics expertise, invisible to the prospects searching for it. No lead generation, no content, no SEO foundation, and no way for customers to self-serve.

Zero Sales Visibility

Leadership couldn't answer basic pipeline questions. How many prospects are active? Which reps are following up? What's converting? The answers lived in individual spreadsheets and sticky notes.

Silent Authority

The deepest logistics expertise in any room — with nothing published to prove it. No blog, no thought leadership, no social presence. A hundred years of knowledge with zero digital footprint.

Disconnected Outreach

Every sales rep operating as a solo act — manual template sends, one at a time, with no shared intelligence, no scoring, and no way to know what was resonating.

Legacy vs. Perception

Competing for global contracts against digitally-native 3PLs while looking a decade behind online. The brand's handshake reputation wasn't translating to digital first impressions.

The Clock Was Ticking

New ownership needed proof that marketing could drive measurable pipeline growth. Every week without visible progress was a week of questions from the board.

From Online Brochure to Digital Command Center

The first order of business was rebuilding mallorygroup.com from the ground up — not as a cosmetic redesign, but as a complete rethinking of how a century-old logistics company shows up in the digital world.

A Unified Voice

Before any design work began, TRA ran a comprehensive messaging workshop to capture Mallory's authentic voice. Stakeholder interviews produced a unified framework — aligning every page, headline, and call-to-action around a single story of guardianship, reliability, and global reach.

Architecture Built to Scale

The new site was designed for where Mallory is going, not just where they are. Dedicated pages across eight service lines, industry vertical hubs, a global locations directory, a comprehensive resource library, a careers center, and seamless customer portal access — all connected through intuitive navigation and clear calls to action.

Enterprise-Grade Infrastructure

Under the hood, the platform was built for performance at scale — custom domain architecture, a CMS designed for the publishing volume Mallory was about to produce, customer portal integration, and subscription infrastructure. When traffic later surged past bandwidth limits, the team ran site-wide optimization to keep load times fast.

Design That Honors a Legacy

The design struck the right balance — modern enough for a PE-backed era while honoring a century of heritage. As Robin described the goal: “upleveling Mallory's look.” Leadership loved it on sight, clearing approvals in rapid succession and paving the way for launch.

“If the problem is we are getting too much traffic, I like it.”

— Robin Wells, when the website exceeded its bandwidth limit within weeks of launch

Giving a Hundred Years of Expertise a Voice

With the new website live, TRA built something Mallory had never had: a full-scale content operation. From zero published assets to a steady stream of trade intelligence, customer proof points, industry analysis, and social presence — all in a matter of weeks.

Trade Authority

Deep-dive analysis on HTS classification, customs enforcement, tariff policy, and regulatory shifts — positioning Mallory as the go-to resource for shippers navigating volatile trade policy.

Industry Expertise

Custom content for every sector Mallory serves — experiential logistics, healthcare, automotive, consumer goods, aerospace — each page search-optimized and conversion-ready.

Customer Proof Points

Twelve success stories spanning Olympic-scale event logistics to cross-border warehousing — the most comprehensive proof library Mallory had ever assembled, giving the sales team ammunition they'd never had.

Search-First Publishing

Every piece built from keyword intelligence and validated by internal subject matter experts — content designed to rank, not just exist. The difference between a blog and a growth engine.

Executive Social Presence

A social strategy with executive positioning, campaign content, and branded imagery — giving Mallory a voice on LinkedIn for the first time in a hundred years.

Self-Service Knowledge Hub

FAQ library, resource guides, and subscription infrastructure — turning the website into a resource center that educates prospects and generates leads while the sales team sleeps.

“I wanted to take a moment to let you know how much I appreciate your talent and all the work you do. Thank you for the consistency, quality, and quick turnaround you continue to deliver.”

— Robin Wells, in a personal note to the TRA content team

From Sticky Notes to a Sales Intelligence Platform

Perhaps the most transformative single deliverable: taking Mallory from spreadsheets and gut instinct to a modern sales intelligence platform — with pipeline tracking, lead scoring, automated nurture sequences, and executive dashboards that finally gave leadership the visibility they'd been asking for.

Onboarding & Training

A comprehensive training program built specifically for Mallory's workflow — from daily checklists to advanced reporting — designed to drive adoption, not frustration.

Pipeline Architecture

Custom deal stages, contact properties, and company records mapped to Mallory's sales motion — every opportunity with a clear home and a clear next step.

Prospect Intelligence

Strategic target lists built from the ownership group's prospect universe, enriched and scored — replacing overwhelming spreadsheets with focused, prioritized hit lists.

Executive Visibility

Real-time dashboards giving leadership the view they'd never had: outreach activity, pipeline health, conversion metrics — the kind of reporting the ownership group had been waiting for.

Marketing + Sales Alignment

Campaigns designed to warm prospects before the first call — engagement-based scoring so reps invest energy in the highest-intent leads, not cold outreach into the void.

Automated Nurture

Coordinated sequences replacing the old one-off template approach — from first touch to meeting request, every touchpoint deliberate and tracked.

“We have an amazing marketing path that we’re building for the sales team. When all of those pieces are put together, you’ll be teed up for success.”

— Robin Wells & Randy Holtzapple, Mallory Alexander

Continuity in a Volatile World: The First Coordinated Sales Campaign

Rather than letting the sales team continue blasting one-off templates, TRA designed Mallory's first coordinated demand generation campaign. “Continuity in a Volatile World” was built for ocean bid season — turning the target prospect universe into qualified pipeline through a choreographed sequence of content, digital advertising, and sales enablement.

Gated Content & Lead Capture

A “Continuity Checklist” asset with lead capture hosted on the new mallorygroup.com — the first gated content Mallory had ever offered prospects.

Automated Nurture Sequences

Multi-touch sequences warming prospects before sales outreach — replacing the old approach of cold, manual template sends with coordinated digital touchpoints.

LinkedIn Ads & Executive POV

Targeted advertising plus executive-authored content positioning Mallory as a thought leader during market volatility and tariff uncertainty.

Engagement-Based Scoring

Scoring across opens, clicks, site visits, and form fills — so sales knows exactly who's engaged and who's not worth the call yet.

Sales Handoff Protocol

When accounts hit engagement thresholds, sales gets notified with full context — no more guessing which prospects are warm.

Wave Strategy

Results from the first wave inform lane-by-lane and commodity-by-commodity follow-up campaigns — a repeatable playbook, not a one-shot effort.

“Marketing warms and scores; sales follows up with focused outreach against engaged accounts.”

— From the TRA Campaign Brief for “Continuity in a Volatile World”

State of Trade: Giving the C-Suite a Stage

Beyond digital infrastructure, TRA identified an opportunity to elevate Mallory's leadership as industry voices. A monthly show concept — “Mallory Alexander Presents: State of Trade” — was developed to feature the company's most senior executives discussing trade policy, market dynamics, and supply chain strategy.

Leadership committed immediately. The show was designed to cover long-shelf-life trade topics alongside breaking market developments, positioning Mallory not just as a logistics provider but as a trusted authority shaping the conversation around global trade.

Quarterly Business Reviews

Custom QBR presentations that give clients a structured view of partnership value — adopted by leadership for executive-level conversations.

Proposal & RFI Templates

Branded response documents with executive summary frameworks — giving the sales team polished, professional collateral for every opportunity.

Owned Content Over Pay-to-Play

A strategy of investing in proprietary thought leadership rather than paying for third-party exposure — higher quality, broader reach, fully owned and controlled.

Unified Brand Standards

Company-wide email signature standardization, brand guidelines, and visual identity governance — ensuring every touchpoint reflects the same professional standard.

Everything Built in 90 Days

From a complete website redesign to branded sales collateral, social campaigns, and a 15-piece service library — here's what TRA designed, wrote, and launched for Mallory Alexander.

The Website Redesign

mallorygroup.com rebuilt from the ground up — modern, scalable, and built to convert.

Brand Identity & Corporate Collateral

Refined brand marks, corporate templates, and a unified visual system across every touchpoint.

Mallory Logo Full Color
Mallory Logo White

Social Media & Executive Brand

LinkedIn strategy, campaign content, and branded imagery — a social voice built from zero.

Mallory LinkedIn Company Banner

Campaign: Tariff Disruption Series

A four-part animated social campaign on tariff volatility — timely, authoritative, shareable.

An Embedded Partnership, Not a Vendor Relationship

What made this engagement exceptional wasn't just the deliverables — it was the depth of integration. TRA didn't operate as an outside agency. They became an extension of Mallory's team, joining weekly strategy sessions, collaborating in real time, and building the kind of trust that turns a contract into a partnership.

Mallory Alexander

Robin Wells
Marketing Director
The driving force behind the initiative and champion of every workstream — bridge between leadership vision and marketing execution.
Randy Holtzapple
VP Sales
The executive who held every initiative accountable, connecting ownership expectations to measurable marketing outcomes.
Carmen Gerace
President & COO
Executive visionary, “State of Trade” co-host, and strategic sponsor who committed to thought leadership from day one.
Matt Cooksey
Sr. Manager, IT
Technical backbone of the digital transformation, ensuring every platform integration runs smoothly at scale.
Christina Naselli
Trade Compliance Analyst
Subject matter expert ensuring every piece of trade content meets the industry standards Mallory is known for.

The Robinson Agency

Adam Robinson
CEO & Founder
Strategic vision, campaign architecture, and the driving counsel behind the transformation.
Olivia Rinehart
Creative Director
Creative direction, brand design, and the visual identity of the rebrand — from website to sales collateral.
Taylor Brown-Stone
Senior Graphic Designer
One-pager design, social graphics, and the branded collateral library that arms the sales team for every conversation.
Brittany Mayo
Content Strategist
Content strategy, customer storytelling, and the messaging architecture behind Mallory's new voice.
Bobby Samuels
Content Writer
Trade intelligence publishing and thought leadership content — building Mallory's authority as an industry voice.
Anthony Conforti
Social Media Manager
Social strategy and executive brand presence — creating Mallory's first digital voice on LinkedIn.
David Potter
Developer
Web development, platform architecture, and the performance optimization that keeps the site fast under surging traffic.

90 Days That Changed Everything

From the first handshake to record-breaking traffic — a transformation that most agencies would quote in quarters, delivered in weeks.

November 15, 2025
First Meeting
The partnership begins with a single conversation about what Mallory's brand could become.
December 1
Website Discovery
The rebuild kicks off. Architecture planning and design exploration begin in earnest.
December 12
Full Team Kickoff
Messaging workshops begin. Brand voice takes shape. The transformation gains full-team momentum.
December 22
Weekly Rhythm Established
A weekly cadence is set that would define the partnership — every Monday, both teams aligned. This meeting never missed a week.
January 2026
Design & Content Sprint
Brand standards finalized. The content operation begins producing at full speed.
February 9
Phase 1 Approvals
Homepage, About Us, Careers, and site navigation clear executive review. Build accelerates.
February 16
CRM Goes Live
The sales intelligence platform launches. The shift from spreadsheets to real data begins.
February 23
Website Launch
The new mallorygroup.com goes live — a completely reimagined digital presence for a century-old brand.
March 9
Demand Gen Strategy Lands
The sales team embraces the marketing-first approach. Culture shifts from spray-and-pray to coordinated demand generation.
March 16
Sales Enablement Complete
Customer success stories, proposal templates, and the full collateral library enter final review. The sales toolkit comes together.
March 19
Bandwidth Exceeded
Traffic surges past the site's capacity limits. The team optimizes and scales — a good problem to have.
March 23
Record-Breaking Traffic
27% month-over-month growth. 23% organic increase. Three keywords at #1. The strongest traffic numbers in Mallory's history.

The Numbers Behind the Transformation

In just 90 days, every metric that matters moved — and the foundation is set for compound growth.

27%
Month-over-Month Traffic Growth
23%
Organic Search Growth
3
#1 Keyword Rankings Achieved
15
Service One-Pagers Designed
50GB+
Bandwidth Exceeded from Traffic
12
Customer Case Studies Published

Day 1 vs. Day 90

DimensionDay 1Day 90
Website
Static brochure — no CMS, no CTA
Dynamic digital hub with 50+ pages
CRM
Spreadsheets & sticky notes
Full sales intelligence platform
Published Content
Zero blog posts or assets
Blog program, 12 case studies, FAQs
Social Presence
No active channels
LinkedIn strategy with exec positioning
SEO Rankings
Unranked for target keywords
3 keywords at #1 position
Sales Collateral
Outdated one-pagers
15 branded service one-pagers
Sales Process
Manual “hunter letters”
Automated nurture + lead scoring
Executive Reporting
No marketing visibility
Real-time dashboards for ownership

Growth Velocity

Overall Traffic Growth (MoM)+27%
Organic Search Growth+23%
Keyword Ranking Improvement6.6% → 10%

What’s Next

  • “State of Trade” show launching end of April with Mallory's senior leadership
  • Industry vertical pages going live across all sectors
  • Demand gen sequences activating for “Continuity in a Volatile World” campaign
  • China warehouse expansion content for Asia market growth
  • Google Business Listing optimization across all locations
  • Sales team CRM adoption ramping with full training rollout
  • Marketing automation playbook deployment for scalable nurture

“If the problem is we are getting too much traffic, I like it.”

— Robin Wells, Marketing Director, Mallory Alexander International Logistics
© 2024 The Robinson Agency
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