India’s road transport sector is standing at the cusp of a transformation. At the forefront of this change is ABC Express, a fleet-driven logistics company operating over 300 trucks across the country. Over the past five years, ABC Express has tripled its size; without any external investors; and continues to scale with strong fundamentals and sharp business insights.
“We’ve focused heavily on operational efficiency by adopting high-capacity trucks of 35, 42, 48, and 55 GVW,” shares Tansher Singh, MD of ABC Express. “These trucks, combined with tubeless tyres, help us drive down our cost per km/kg, giving us a huge edge on margins.”
Aligning with the Big Trends in Trucking
Three major trends are reshaping the contours of Indian logistics, and ABC Express is strategically aligned with each. One key shift is outsourcing non-core functions like vehicle maintenance and tyre management. Through Annual Maintenance Contracts (AMCs) and cost-per-kilometre deals with tyre partners like Bridgestone, the company has unlocked valuable bandwidth.
“We treat tyre and maintenance management as businesses within the business,” notes Tansher. “Outsourcing these lets us focus on the two things that truly matter: our drivers and our loads.”
Another game-changer is ABC Express’s people-first approach. Recognising drivers as the heart of its operations, the company has put in place policies to make their lives easier; quick payouts, no red tape, and fair compensation.
“The real customer is the person driving the truck,” says Tansher. “They’re our biggest asset. Our model of treating drivers with dignity has brought both retention and performance.”
The third trend is the increasing use of high-capacity vehicles. ABC Express has been an early adopter, offering clients better freight economics.
“For just 10% more fuel, we move 30% more cargo. This value is shared three ways ; between us, the driver, and the customer,” he explains. “It’s not just economical, it’s environmentally beneficial, which makes it a win-win-win situation.”
Digitalisation and Sustainability: Business, Not Buzzwords
When it comes to technology, ABC Express has gone beyond the basics. Their fleet is integrated with APIs connecting WhatsApp, Intangles, Happay, ICICI Bank, FASTag, ULIP, and more. Every fuelling and advance is tracked and settled in real time, enabling transparency and accuracy.
“When a truck’s ECU throws a critical error, Intangles picks it up and automatically notifies the driver via WhatsApp to visit the nearest workshop,” shares Tansher. “This ‘right info to the right person at the right time’ principle allows us to run lean teams with lower costs and better service.”
Sustainability, while not a mission statement for ABC Express, naturally aligns with profit. Singh admits he is “profit-driven, not environment-driven” but sees a clear business case for sustainability.
“We run 90% BS VI and CNG vehicles. Lower TCO, better mileage; they make financial sense and incidentally reduce emissions,” he says. “Also, our tubeless, low-rolling resistance tyres save up to 8% fuel, and high GVW trucks lower our per-kg carbon footprint.”
Customer Expectations and Selective Partnerships
Customer expectations are evolving rapidly; they demand speed, visibility, and reliability. ABC Express has chosen to productise its offerings rather than offer customised services for every client.
“We’re 50% into part truck loads and have built a product-based model,” he says. “But we also walk away from clients who don’t respect our terms or chase the cheapest vendor for ₹1,000 savings.”
This clarity has helped ABC Express maintain high service standards without compromising profitability or dignity. It also means turning down clients who demand 5-star service at 2-star pricing, especially in a price-sensitive market.
Opportunities and Challenges: India’s Make-or-Break Moment
Tansher believes India’s fragmented logistics market is its biggest opportunity. With digitalisation, smart operations, and talent, there is potential to build fleet companies that rival global giants.
“We’re doing things here that are more advanced than the US or Europe,” he says. “For instance, we use engine load data and real-time e-waybill integration to identify revenue leaks automatically; no human needed. That’s world-class.”
But while technology and human capital are on India’s side, the biggest challenge is bureaucratic mindset and governance. Singh is blunt in his assessment of systemic friction.
“The biggest hurdle is the babu mentality. Every time a notice comes, it’s not for compliance but to extract something. We need a mindset shift where government officials treat entrepreneurs as nation builders, not suspects,” he states.
ABC Express represents how grit, digital foresight, and people-first thinking can create a resilient logistics brand. As Tansher puts it, “Give us consistent policy, clean governance, and India will lead global transport in 20 years.”
