Tools · Marketing for freight brokerages and 3PLs
What one shipper on your list is worth
Your shipper's freight, priced in gross profit, and what that makes each name on your list worth.
The list names people, and each shipper needs two of them: the logistics or transportation manager who runs the check described above, and the VP of operations or supply chain who signs the agreement, with the CFO watching the freight line. The warm-up in chapter 06 is aimed at all three.
What one shipper on your list is worth
Your shipper's freight, priced in gross profit, and what that makes each name on your list worth.
A shipper running 50 LTL shipments a month at $65 gross profit is worth $39K a year and $117K over 3 years. Sign 3 from a list of 318 and the list is worth $351K in gross profit, about $1,104 for every name on it, before your rep picks up the phone.
All figures are gross profit, before your cost to serve the account. Volume and gross profit per shipment stay flat for the whole relationship, with no growth inside the account and no shippers lost during the years you set. The tool counts only the shippers you sign this year, and it divides by the people on your list, so each name is a decision maker, not a shipper. The 50 shipments and $65 come from one LTL provider's own example, and the 3 years and 3 signings are example assumptions, so change every input to match your freight.