---
title: "AJ Worldwide: Moving Freight Pricing Off Excel - Pragmatic Growth"
description: "How AJ Worldwide's pricing team moved from three spreadsheets and a shared inbox to one pricing system: live in under five months, every quote followed up."
url: "https://pragmaticgrowth.com/work/ajww-pricing"
language: "en"
alternate: "https://pragmaticgrowth.com/tr/work/ajww-pricing"
---

# How AJ Worldwide Moved Pricing Off Excel

- **Client**: AJ Worldwide
- **Industry**: International freight forwarding
- **Service**: [Pricing & Quoting](https://pragmaticgrowth.com/services/pricing)

AJ Worldwide's pricing team ran on three spreadsheets and a shared inbox. Since May 2026 it has worked in one pricing system, and the system keeps changing with the business.

## Results

- **14 pricers** work every request in one system, instead of three spreadsheets and a shared inbox
- **Under 5 months** from the first build to the team quoting in the system
- **Every quote followed up** a follow-up date set by complexity, an overdue queue, and silent quotes closed as lost after a month
- **3-4 updates a week** since go-live: tenders, export contracts, rail and the sales team were added along the way

From the system and its release history, May to September 2026.

## A Department Run on Spreadsheets

Quote requests arrived by email from customers, agents and sales, in every format. Each one was read by hand, retyped into Excel and priced against rate sheets kept in more spreadsheets.

Contracted ocean-carrier, trucking and rail rates lived in different files. Approvals happened in email threads. The knowledge of how to price well sat with a few people, and growing meant hiring more of them.

## Tracing How a Quote Really Flows

Before building anything, we sat with the pricing team and followed quote requests from the inbox to the customer: which channel they come in on, who picks them up, how they are priced, who approves them and how they are sent.

Then we drew the ideal version on a canvas and agreed it with the team before a line of code was written.

- Every channel a request arrives through, and who owns it
- The facts a pricer needs before a quote can start
- Where rates live and how they are looked up
- Who approves what, and what happens when a deal is won

## One Pricing System for the Whole Department

We built a pricing system the whole department works in. The shared inbox is connected and AI sorts every email that arrives; on a click it reads a request, attachments included, into the quote form and lists what is missing.

1. **Request arrives**: The shared inbox is connected; nothing is forwarded by hand.
2. **AI reads it**: On a click, ports, cargo and dates become structured facts; gaps are flagged, not guessed.
3. **Rates matched**: Contracted ocean, trucking and rail rates come from one catalogue.
4. **Pricer prices**: The pricer reviews a prefilled request and sets the price.
5. **Approved**: Approvals follow agreed rules, with a handover when a deal is won.
6. **Quote sent**: A clean PDF quote goes out and every request is tracked.

- **One Tool for the Department**: Requests, rates, approvals and quotes live in one place instead of inboxes and personal files.
- **AI Where It Saves Time**: AI sorts every email in the inbox and, on a click, reads a request into structured facts and lists what is missing.
- **Reporting Built In**: Managers see what was quoted, approved and won without building a report by hand.

## How It Runs Now

The pricing department works in one system. Data stays in one secure place instead of personal spreadsheets and inboxes, and the rules for pricing and approval are the same for everyone.

Every quote gets a follow-up date, and quotes nobody answers close themselves instead of piling up. The Monday report is no longer built by hand; managers read it from the system. New people learn the process from the tool instead of from whoever sits next to them, and the team keeps asking for the next change.

Related service: [Pricing & Quoting](https://pragmaticgrowth.com/services/pricing)

## More Stories

- [A CRM Built Around One Company's Way of Selling](https://pragmaticgrowth.com/work/ajww-sales-crm): **18 days** from the design meeting to a complete system the team could test
- [Reports Without Power BI](https://pragmaticgrowth.com/work/reporting-platform): **Self-serve** teams generate the reports they need themselves, on the company's own database

## Show Us How Your Team Works Today

In 45 minutes we find the process worth building first.

[Book a Call](https://cal.com/serkanhaslak/pragmatic-growth)