The article presents one of the concepts of strategic management in the TSL (transport-spedition-logistics) industry - differentiation strategy. Examined are the strategy’s assumptions, purpose and benefits and risks. Also presented were two ways which could help the company become unique - in two contexts: products and services. In both cases, mentioned were the solutions (products and services) available on the market. Also discussed is the concept of perfect order and perfect logistics in the context of the customer’s requirements. The article presents how to transfer the differentiation strategy to the logistics area. This text includes a list of services which may be exceptional to a potential customer - from the viewpoint of management and the TSL area. Also mentioned is the possibility of implementation of the Mass Customization method and the bonus-malus system in the context of differentiation strategy.