Growing Your Agency

Report
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What Sets Successful Agents Apart
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Common traits of successful agents
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Attitude/desire for growth
Willingness to invest in the agency (resources/facilities)
Commitment to quality at all levels of the agency
A relentless focus on sales
Ability to communicate needs and properly utilize all available extended resources
Focus on servicing direct customers
Ability to broker freight
Willingness to learn multiple modes of transportation and service all customer freight
needs
• Willingness to learn from other agents
How to Grow
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Planned Approach to Growing Your Agency – Understanding current state
• Understand your current agency
• What customers do I service today? (ARA report)
• What services am I providing my customers?
• Why is the customer choosing me vs. the competition?
• Understand your customers
• What is the role of my current contact as it relates to the entire supply chain?
• Is there more business to be had under his direct control over?
• Is there more business outside of his control?
How to Grow
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Planned Approach to Growing Your Agency – Understanding current state
• Understand the industries you service
• What industries am I servicing ?
• What other customers can I target in these industries?
• Understand the current services you provide as it relates to the customers and
industries that you currently service
• Am I providing transactional services or solutions to my customers?
• Have I been providing all modes of transportation to my clients?
• What services or modes am I not comfortable with providing my clients today?
How to Grow
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Planned Approach to Growing Your Agency – Develop A Plan for Growth
• Agency Plan
• Determine if resources are properly aligned to support growth
• Understand your current capacity for growth
• Identify additional resources needed to support growth
• Have roles and responsibilities clearly defined for employees
• Have plan to support sales, operations, and the back office for continuous growth
• Sales Plan
• Identify a lead sales person for the office
• Set a 30-60-90 day sales plan
• Prioritize accounts to call on based on immediate opportunities with existing
accounts
• Focus on new accounts from target market segments that best fit
How to Grow
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Planned Approach to Growing Your Agency – Executing the plan
• Engage the right resources
• Share plan with Landstar to ensure corporate and field resources are fully
engaged in your success
• Network with other agents to learn best practices
• Team up with other agents for services you do not want to provide
• Follow-up and showcase your successes
• Take the lead in driving your plan
• Ensure resources are fully engaged and remain focused
• Get people excited about your success
• Communicate , communicate, communicate…..
How to Sell
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Solution sales approach vs. transactional
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Ask questions! Try not to “sell” until you know the customer needs
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An introduction to Landstar is often enough get your foot in the door and open up
opportunities for discussions around customer needs.
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Understanding the big picture will ultimately lead to more opportunity
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We are here to help – As you understand more about the needs of your customer
engage the right resources to help develop the right solution.
Landstar System, Inc.
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Publically Traded as LSTR on NASDAQ
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1,300 Employees (Jacksonville, Rockford and Southfield)
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Over 1,300 Agent Locations
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8,500+ Exclusive Business Capacity Owners
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30,000+ Contracted Capacity Providers
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Warehouse Facilities
Corporate Headquarters
Jacksonville, Florida
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Business Model
Landstar is a worldwide, non-asset based provider of integrated supply chain solutions delivering safe,
specialized transportation and logistics services to a broad range of customers utilizing a network of agents,
third party capacity owners and employees.
Customers
Capacity
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
8,000 BCOs
31,500 Approved Carriers
All Major U.S. Rail Lines
Ocean Cargo Carriers
Air Cargo Carriers
WCO Network
Foreign Correspondent Networks
Landstar
Insurance
Finance
Operating Authority
Technology
Safety
Procurement
Sales Support
Agents
Independent Business Owners
Customer Service
Sourcing Capacity
Tracking & Tracing
Customer Reports
Dispatching
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Financial Results
Full Year
(In Thousands)
Gross Profit & Gross Margin (1)
Revenue
$3,000,000
$460,000
$445,712
$2,793,420
$440,000
$2,800,000
$2,649,082
$420,000
$2,600,000
$400,000
$2,400,170
$2,400,000
$380,000
2010
2011
16.4%
2010
2012
Operating Income & Operating Margin (2)
$250,000
16.3%
2011
16.0%
$183,245
$139,971
$50,000
2011
$2.00
$1.77
$1.50
35.5%
2010
$2.38
$2.50
42.4%
$100,000
$2.77
$205,853
46.2%
2012
Diluted Earnings Per Share
$3.00
$200,000
(1)
(2)
$394,457
$360,000
$2,200,000
$150,000
$431,892
2012
Gross margin equals gross profit divided by revenue
Operating margin equals operating income divided by gross profit
$1.00
2010
2011
2012
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Awards
Top Ten 3PL Excellence Award
2002 - 2012
Quest for Quality Awards
2002 - 2012
InformationWeek 500 Award Winner
Innovation in Technology
14 consecutive years
#2 – 2012 Transport 50
#1 - 2012 ACT Transport 50
2012
Top 100 For-Hire Carriers, Top 50 Logistics Companies,
Top 50 Freight Transportation Firms ,
Top 25 Freight Brokerage Firms
Certifications
ISO 9001:2008 Registered
9001:2008
Business Model
Industries Served
As a Percentage of Revenue
Fiscal Year 2012
Substitute Line Haul,
2.6
SCS Fees, 0.1
Plastic & Rubber, 2.9
Appl/Furn., 15.3
Paper, 1.3
Misc, 7.5
Metals, 8.9
Auto, 10.4
Building Prod, 8.5
Machinery, 21.5
Liquor, 0.4
Hazmat, Munit. &
Expl., 5.5
Chemicals, 1.8
Clothes & Fabrics, 0.5
Container, 1.2
Electrical, 2.2
Food, 5.8
Govt., 3.6
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Transportation & Logistics
Solutions
North America OTR
Warehouse
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• Flexible & Scalable
• Established Network of
Providers
• All Major Markets
Platform
Van/LTL
Bulk
Tanker
Expedited
Heavy Haul
Intermodal
• Reliable/Efficient
Transportation
• Substituted Services
• Full Coverage
Supply Chain
Solutions
• Freight Management Services
• Freight Optimization
• Event Management
• Leading Technology
International
• NVOCC/OTI
• IATA/IAC (Domestic and Intl)
• Break Bulk/OOG
• Projects
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Transportation & Logistics
Solutions
Supply Chain Solution Services
Traditional Transportation Services
• Optimization of the order-to-cash process
• Truckload / LTL
• Freight management services
• Van, flatbed, over dimensional
• Freight optimization
• Trailer pools
• Complete carrier visibility
• Emergency / expedited
• Event management
• Air
• Warehousing
• Ocean
• Rail
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Supply Chain
Landstar Supply Chain Solutions
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Traditional non-asset based 3rd Party Logistics
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Over 20 years experience in transportation
management
Proprietary technology and Oracle™ (OTM)
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Safety First Culture
24 x 7 x 365 coverage
2012 statistics
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354,891 shipments managed
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$387M transportation spend managed
1877 primary carriers used
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Corporate Headquarters
Jacksonville, Florida
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Landstar Solution Methodology
Implement
Vision
Understand
Vision
Current
State
Project
Plan
Data
Analysis
Develop
Future State
Gap
Analysis
Identify
Opportunities
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Supply Chain Solutions
Outsourced Logistics Management Services
Complete Management of Information & Physical Flow of Goods
Manage
Orders
Optimize
Shipments
Execute
Shipments
Financial
Settlement
Business
Intelligence
• Proactively manage daily transportation requirements
• Optimize Cost by Mode (LTL, TL, Intermodal)
• Event Management & Shipment Visibility
• Experienced logistics professionals
• Industry-leading technology
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Supply Chain Solutions
Improve Your Supply Chain Performance
• Reduced transportation costs
• Guaranteed capacity
• Safe, reliable capacity
• Real time in-transit visibility
• Low cost of implementation
• Ease of implementation
• Single point of contact
• Freight settlement
• Business intelligence reporting capabilities
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What Sets Landstar Apart
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Agent Driven Project Manager with Expertise & Assistance of Landstar
• Landstar sets shippers on the road to success through an extensive network of
independent agents, business capacity owners and third-party capacity
providers. Landstar responds to the needs of customers by utilizing innovative
technology and expansive capacity to provide the customer with superior,
comprehensive service, while offering efficient, cost-effective global and domestic
supply chain solutions.
• Most importantly, every agent owns his or her business, which means they have the
insight and perspective to manage the customers logistics needs. The agent becomes
the customers project manager. They become and remain committed to your business
and are driven to the success of the program. Landstar will surround the agent with
the appropriate expertise to be certain that the customers expectations are not only
met but succeeded.
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