Fleet Profitability April 15th, 2008 David Mook - COO, TMW Systems Dennis Morgan - COO, Cowan Systems
Agenda About TMW Systems The Fleet Profitability Problem Cost Drivers & Cost Levers Markets & Revenue Levers Software Assistance Cowan Systems Case Study: Software ROI, Dennis Morgan
TMW Corporate Profile Founded 1983 in Cleveland, Ohio Largest Provider of Enterprise Software to the Transportation Industry 1600 Customers in North America and Europe 350 Employees in the United States & Canada Cleveland, Indianapolis, Vancouver, Durham, Dallas 25 Years of Success
TMW Solutions Enterprise Transportation Software TMWSuite, TruckMate, TL2000 Optimization Software IDSC Netwise, IDSC ExpertFuel, IDSC TripAlert, IDSC MatchAdvice Asset Maintenance Software TMT Fleet Maintenance
Typical Cost Break Down
Typical Cost Break Down
Typical Cost Break Down
Cost Levers Fixed Costs Limited tuning possibilities Tuning decisions typically yearly Variable Costs Right sizing fleet & overhead (Although you can convert a portion of fixed costs to a variable- e.g., temporary rental of tractors & trailers) Almost entirely dependent on two items: Mileage - Mainly controllable by empty mileage lever Wages - Balancing act between low wages on one side and turnover, performance and safety on the other
Revenue Levers Point 1: Over any significant period of time, carriers don t set rates The market set rates. Adam Smith s invisible hands. The transportation of goods is a commodity. Point 2: Carriers do set rates over shorter period of times Sometimes in misalignment with market forces Look at any carriers actual rates and you will find a significant quantity of mispriced freight moves. 20 cents a mile swings are common. Large variation in fuel surcharges are not uncommon. Branding and service levels allows carriers to break commodity based pricing. Point 3: Each lane is market and the market price is determined by freight flows in and out of that market. Strong profitability is large won through combinations of lanes
Software Assistance The Basics: Blocking & Tackling Filing cabinet to hold all your data for analysis Streamline and automate data capture Tailored data entry forms. Clean invoices, settlements, accounting Data Analysis & Compliance: The Running Game Reports (up the middle in a cloud of dust) Automatic feeds from Mobile devices, customers & interested parties (EDI & XML) (Complex blocking patterns) Dashboards for Vital Statistics and KPI (traps & sweeps) Alerts to monitor non-compliance & service failures (draw plays) Business Activity Monitoring and Business Process Monitoring (Coaches & coordinators) Analytics: The Passing Game & Blitzes
Keys To Profitability Power Location Origin Destination Plan Execute Control Assets Freight Mix Optimization Minimize Cost
Fleet Profitability Achieve Yield Management to Maximize Profitability Yield management is the process of managing the freight mix to maximize profits (Which shippers?, Which lanes?, What price?, What volume?). Specific steps of yield management include: Identifying low or no-profit freight and how to fix it Identifying high-profit freight and how to get more of it Identifying ways to improve network balance and profits
Fleet Profitability Yield Target, management price and is the win process desirable of managing freight the freight mix to maximize profits (Which shippers?, Which lanes?, What price?, What Identify volume?). and Specific resolve steps problem of yield freight management include: Realize continuous profit improvement Align organization to maximize revenue Conduct what if analysis Precise load profitability measurement Analyze each business function to maximize profits Identify pricing problems and adjust prices strategically Compare current prices to market Quick and accurate shipper bid response Get drivers home efficiently
Profitability Analysis Network Optimization Benchmark Costing Cost Analysis & Modeling Activity-based General ledger Historical costs Standard costs Accurate estimated costs Historical Analysis Precise load profitability measurement Problem identification and resolution by load and shipper Identify profit improvement opportunities Scoreboards to measure continuous improvement Pricing Simulation Compare current prices to market Identify pricing problems and adjust prices strategically Quick and accurate shipper bid response Easy what if to evaluate many scenarios quickly Network Balance Optimization Optimal freight mix Desirable freight Undesirable freight Pricing adjustments Continuous moves Dedicated opportunities Pricing Continuous Profitability Improvement
Maximize Utilization Increase Capacity Utilization while Reducing Empty Mileage Costs Real-time optimization of the power-toload match to: increase capacity utilization reduce empty miles maximize profit improve driver quality of work life
Maximize Utilization Increase loaded miles per truck per day by 10% Reduce empty miles by 15% Get drivers home as needed and reduce turnover Satisfy customers and minimize service failures Move more loads with fewer drivers Maximize profits while at the same time satisfying customer requirements and driver needs Precise ability to restrict which power divisions and load divisions are compatible Accurately capture and forecast DOT Hours of Service Provide guidance on corrective action
Control Assets The Right Driver to Work Assignment Business Issue Solution Real Results How to increase capacity utilization Reduce empty miles Improve driver quality of work life Meet customer demands Increase loaded miles per truck per day by 10% Reduce empty miles by 15% Get drivers home as needed and reduce turnover Satisfy customers and minimize service failures Move more loads with fewer drivers Minimizes empty miles. Each 1 % reduction in empty miles reduces costs $1,200/truck/yr and increases revenue miles by 1%. At a margin of $.25/mile, this is an increase in margin of $300/truck/yr. So the total bottom line impact is $1,500/truck/yr. Reducing dwell and scheduling pickup and deliveries to eliminate delay.increasing driver efficiency by just 25 miles per day increases driver pay $12/day or $3,000/yr and revenue/truck/day $30 or $7,500/yr
Fuel Optimization Achieve Maximized Fuel Cost Savings and Control Fuel optimization is the most technologically advanced method to controlling fuel cost and maximizing savings. Proven savings of 4 to 11 cents per truck per year Minimize out-of-route miles with efficient route plan Comprehensive and dynamic fuel network design
Minimize Cost Optimal Route and Fuel Plan Business Issue Fuel Solution Real Results High cost of fuel Variation cost of fuel Negotiation with fuel providers Control & management of fuel network Minimize OOR miles Driver quality of work life Optimal fuel purchase plan at the time of dispatch proven to save between 4 and 11 cents per gallon, per truck Requires integration with mobile communications so drivers receive their fuel plan with the dispatch information Multiple cost structures must be considered Information = negotiating power Must consider multiple amenities to ensure fuel stops meet drivers needs and business rules Typical savings of 4 to 7 cents per gallon. At 20,000 gallons per truck per year this equals $800-$1400 savings per truck per year. Additional savings comes from improved negotiations with fuel vendors. Greatly reduces out-of-route miles. Each 1 % reduction in out-of-route miles drops $1,200/truck to the bottom line Savings are the same whether fuel prices are high or low
Fuel Optimization Process
Trip Monitoring Interactive Mapping Significant cost reduction per truck per year in reduced out-of-route miles Improves driver safety and efficiency Identifies swap opportunities for improving utilization, customer service, and driver time-at-home Proven savings of 4 to 11 cents per truck per year Minimize out-of-route miles Activity based, not just asset-based so you can monitor anything
Identify, Notify, and Rectify Control Assets Business Issue Trip Alert Solution Real Results Security of cargo Proactive customer service Minimized OOR miles Global visibility of fleet Driver quality of work life Global visibility of your entire fleet with continuous monitoring of vehicle position Automated, real-time notification of late or out-of-route power units via email, etc. Identifies swap opportunities for improving utilization, customer service, and driver time-at-home Monitors and forecasts Driver Hours of Service Virtually eliminates out-of-route miles. Each 1 % reduction in out-of-route miles drops $1,200/truck to the bottom line. Reschedule deliveries to eliminate delay. Continuous swap optimization increases utilization of HOS,reduces service failures, and increases driver home. Increasing driver efficiency by just 25 miles per day increases driver pay $12/day or $3,000/yr and revenue/truck/day $30 or $7,500/yr
IDSC TripAlert Process
Cowan Systems Software ROI COWAN SYSTEMS Case Study Dennis Morgan, COO
BALTIMORE BASED 1924
COWAN TODAY TRUCKLOAD CARRIER 97th LARGEST TRUCKING COMPANY 2006 1,400 POWER UNITS
OPERATING REGION
Fleet Profitability Software ROI Case Study
Fleet Profitability Software ROI Case Study 7 Step Process 1) Identify the Need 2) Identify the Benefits 3) Determine Financial Value of Benefits 4) Determine Costs of Software 5) Validate Software Functionality and Fit 6) Calculate the ROI 7) Make Decision to buy or not
Identify the Need Route Optimization
Fleet Profitability Software ROI Case Study Why Route Optimization? 1. Complexity - Hours of Service -Volume changes - Appointment Times -Traffic congestion
Why Route Optimization? 2. People Skills Fleet Profitability Software ROI Case Study - Hard to find good people - Trucking is not sexy - Training is not our best skill - Provide better tools to make up for lack of experience
Identify the Benefits 1. Reduce Costs - Labor (more drivers per fleet manager) - Fuel savings - Less out of route miles - Less empty miles
Identify the Benefits 2. Increase Revenue - Improve Tractor Revenue per day - Improve opportunities for new business
Determine Financial Value of Benefits Hardest Part Hidden Benefits - Some benefits are not easily measured in $$ i.e. Improved Customer Service - Depends on how software is used.
Determine Financial Value of Benefits Where ever you can determine expected savings - More Drivers per fleet manager - Fuel savings - Less Deadhead - Etc.
Determine Cost of Software Including: Vendor license Vendor maintenance Implementation services Hardware Systems management Training
Validate Functionality and Fit Learn as much about the software and the company as possible Visit the Vendor s office Visit a current customer of the vendor Install and run a live test if practical Include as many in-house experts as practical to be a part in the process
Calculate the ROI Crunch the Numbers! Compare Savings to Costs Calculate payback
Fleet Profitability Software ROI Case Study Buy or Not? One year or less is usually our goal
Fleet Profitability Software ROI Case Study Questions?