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Landstar LTL Services. LTL Organization. Logistics Tech . Pricing . ---------. ------------. -----------------------. -------------------------. Freight Payment. Agent Development. Mission Statement. - PowerPoint PPT Presentation

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Landstar LTL Services1

LTL OrganizationPricing Freight PaymentLogistics Tech Agent Development

---------------------------------------------------------------------Mission StatementBe 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.3

LTL Product Focus4Market OverviewNational carriers - $12BRegional carriers $24BTop 20 regional carriers account for 50% of regional marketTop 5 national carriers account for 56% of the national market3PL manage about 15% of LTL market

5LTL -$36B MarketCurrent LTL Revenues66Market OverviewMargin levels barely covering carriers cost of capitalCarriers becoming more focused on increasing yields

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LTL volumes forecasted to increase 1-3 percent with avg of 2-3 percent yearly increaseTop 25 carriers decline in revenue4.5% in 2012 vs. 12.1% in 2011

Key Competitors8* 2012 revenues up 28%

Industry VisibilityCustomer face to face assistance Trade show participationIndustry forums and seminarsPublications & case studies Customer capabilities presentation9

LTL Product Focus10Landstar Top LTL Partners11

Landstar contracts 22 of the top 25 LTL carriers

Carrier PartnersIncrease base of carrier partners Establish performance criteria scorecardC level relationshipsLeverage carriers who are customersUtilize strategic strengths of carrier baseCarrier recognition and annual conference12

LTL Product Focus13Customer/Account Specific PricingTailored to customer needs and typically more aggressively priced due to reduced unknownsSpend > $10,000 monthlyLetter of Authorization requiredShipment Data and Freight Characteristics

Landstar Blanket Pricing Typically for the smaller accountsAvailable to any agent/customerSpend < $10,000 monthlySegway to customer Specific PricingBenefit from the purchasing power of the 3PL

LTL PricingPricing ChallengesCarriers diligently trying to increase revenuesIncrease application of accessorial chargesRe-weigh 80% of shipments handledControl pricing based on freight characteristics / customer efficienciesCarriers are becoming more selective on 3PL relationships15

Rates & PricingAccelerate account based pricingRefresh blanket ratesVolume & Expedited pricingOffshore and Canada

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Pallet & unit pricingReview minimum margin charges where applicableOptimize carrier spot buy availability in BanyanLTL Product Focus17Landstar LTL SystemsAgent Access/Customer AccessShipper & consignee databaseManage margin by customer and shipment level18

Choose best cost carrierCompare transit timesAccess multiple carrier ratesEDI status updates

Optimization19LTL Best priceCombine into TL w/Multi StopConsolidate/Pool DistributionAdd to existing TL

Customer ImplementationFormal on boarding process for new business Requirements reviews and solution design for large customer projectsImplementation team for large projects

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LTL Product Focus21Agency AssistanceLTL Servicesltlbus@landstar.comGeneral LTL product knowledgeCarrier information Pricing requests Assist agent with resolving billing discrepanciesSales Tools/Presentations

Agent Developmentagentdevelopment@landstar.comEstablish Log In credentials for Banyan and SMCOffers individual systems training in Banyan and OrbitProvides ongoing technical support for Banyan and Orbit

LTL ServicesTrainingOnline and available anytime through elearn.landstar.comSelf pacedAverage Completion Time = 1 hour

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Sales Initiatives24

Sales profile formSelling LTL Tutorial, elearnPowerPoint Presentations

LTL CommunicationRegional meeting participationSteering CommitteeProduct presentation via demo login & WebExAgency visitsMonthly Newsletter

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LTL Growth Forecast26$150 M in 15Landstar LTL Services27

Take all the freight!

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