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Landstar LTL Services. LTL Organization. Logistics –Tech. Pricing. ---------. ------------. -----------------------. -------------------------. Freight Payment. Agent Development. Mission Statement.

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ltl organization
LTL Organization

Logistics –Tech

Pricing

---------

------------

-----------------------

-------------------------

Freight Payment

Agent Development

mission statement
Mission Statement

Be the most admired provider of 3PL LTL services in the industry. Be important to the LTL carrier base by utilizing their strengths in service and pricing to exceed Landstar agent & customer transportation requirements. Enable the Landstar agents with a superior LTL service supported by an efficient process, exceptional technology offering and strong carrier support.

market overview
Market Overview
  • National carriers - $12B
  • Regional carriers – $24B
  • Top 20 regional carriers account for 50% of regional market
  • Top 5 national carriers account for 56% of the national market
  • 3PL manage about 15% of LTL market

LTL -$36B Market

market overview1
Market Overview
  • Margin levels barely covering carriers cost of capital
  • Carriers becoming more focused on increasing yields
  • LTL volumes forecasted to increase 1-3 percent with avg of2-3 percent yearly increase
  • Top 25 carriers decline in revenue
  • 4.5% in 2012
  • vs.
  • 12.1% in 2011
key competitors
Key Competitors

* 2012 revenues up 28%

industry visibility
Industry Visibility
  • Customer face to face assistance
  • Trade show participation
  • Industry forums and seminars
  • Publications & case studies
  • Customer capabilities presentation
landstar top ltl partners
Landstar Top LTL Partners

Landstar contracts 22 of the top 25 LTL carriers

carrier partners
Carrier Partners
  • Increase base of carrier partners
  • Establish performance criteria scorecard
  • “C” level relationships
  • Leverage carriers who are customers
  • Utilize strategic strengths of carrier base
  • Carrier recognition and annual conference
ltl pricing
LTL Pricing

Customer/Account Specific Pricing

  • Tailored to customer needs and typically more aggressively priced due to reduced “unknowns”
  • Spend > $10,000 monthly
  • Letter of Authorization required
  • Shipment Data and Freight Characteristics
  • Landstar “Blanket” Pricing
    • Typically for the smaller accounts
    • Available to any agent/customer
    • Spend < $10,000 monthly
    • Segway to customer Specific Pricing
    • Benefit from the purchasing power of the 3PL
pricing challenges
Pricing Challenges
  • Carriers diligently trying to increase revenues
    • Increase application of accessorial charges
    • Re-weigh 80% of shipments handled
    • Control pricing based on freight characteristics / customer efficiencies
  • Carriers are becoming more selective on 3PL relationships
rates pricing
Rates & Pricing
  • Accelerate account based pricing
  • Refresh blanket rates
  • Volume & Expedited pricing
  • Offshore and Canada
  • Pallet & unit pricing
  • Review minimum margin charges where applicable
  • Optimize carrier spot buy availability in Banyan
landstar ltl systems
Landstar LTL Systems
  • Choose best cost carrier
  • Compare transit times
  • Access multiple carrier rates
  • EDI status updates
  • Agent Access/Customer Access
  • Shipper & consignee database
  • Manage margin by customer and shipment level
optimization
Optimization

Add to existing TL

LTL Best price

Combine into TL w/Multi Stop

Consolidate/Pool Distribution

customer implementation
Customer Implementation
  • Formal on boarding process for new business
  • Requirements reviews and solution design for large customer projects
  • Implementation team for large projects
agency assistance
Agency Assistance

LTL Services

  • Agent Development
  • agentdevelopment@landstar.com
  • Establish Log In credentials for Banyan and SMC³
  • Offers individual systems training in Banyan and Orbit
  • Provides ongoing technical support for Banyan and Orbit

LTL Services

ltlbus@landstar.com

General LTL product knowledge

Carrier information

Pricing requests

Assist agent with resolving billing discrepancies

Sales Tools/Presentations

training
Training
  • Online and available anytime through elearn.landstar.com
  • Self paced
  • Average Completion Time = 1 hour
sales initiatives
Sales Initiatives
  • Sales profile form
  • Selling LTL Tutorial, elearn
  • PowerPoint Presentations
ltl communication
LTL Communication
  • Regional meeting participation
  • Steering Committee
  • Product presentation via demo login & WebEx
  • Agency visits
  • Monthly Newsletter
ltl growth forecast
LTL Growth Forecast

$150 M in “15”

landstar ltl services1

Landstar LTL Services

Take all the freight!