The Marketplace: Adapting, Surviving, Thriving
Mark Christos, Vice President, Matson Logistics
TIA Executive Committee Board Member
TIA Foundation Chair, TIA Market Report
Topics
TIA Market Report
Industry Analyst View for Logistics
What is the TIA 3PL Market Report • Members that share metrics to TIA • Mix of public and private companies • Balanced representation of company size
• Less than $16MM • Greater than $16MM to $99MM • Greater than $100MM
• Over 6 million shipments • $11.8 billion of annual revenue
How Report Helps Members • Benchmark performance • Volume, revenue and margin performance
• Per shipment metrics and trends by mode
• Mix change: LTL, Intermodal, Truck
• 30+ charts and data tables
• Source of Data, trusted • Direct from members to TIA
TIA Member Profile
TL, 71%
Intermodal, 17%
LTL, 10% Misc, 2%
0%
20%
40%
60%
80%
100%
TL LTL Rail Ocean Air Whse
Average Participation Rate in Service Offerings Q315 vs Q314
2015 2014
Mode Summary Q315 vs. Q314 Metric TL LTL Intermodal
Total Shipments 16.5% -5.7% 1.7%
Invoice Amount/Load -7.2% 0.3% -5.1%
Total Revenue 15.4% -5.5% -3.5%
Margin % 210 Basis Points 50 Basis Points 130 Basis Points
Truckload Metric
Q3 2015 Q3 2014 % Change Less than $ 16 million
Total Loads 30,922 27,009 14.5%
Invoice Amount/Load $1,417 $1,477 -4.0%
Profit Margin/Load $236 $237 -0.4%
Profit Margin % 16.6% 16.0% 20 Basis Points
$16 to $100 million Q3 2015 Q3 2014 % Change
Total Loads 83,927 78,131 7.4%
Invoice Amount/Load $1,658 $1,747 -5.1%
Profit Margin/Load $275 $254 8.4%
Profit Margin % 16.6% 14.5% 230 Basis Points
Over $100 million Q3 2015 Q3 2014 % Change
Total Loads 818,991 696,431 17.6%
Invoice Amount/Load $1,572 $1,709 -8.1%
Profit Margin/Load $228 $221 3.1%
Profit Margin % 14.5% 12.9% 210 Basis Points
-10.0%
-5.0%
0.0%
5.0%
10.0%
15.0%
20.0%
Q 4 14 v Q4 13 Q1 15 v Q1 14 Q2 15 v Q2 14 Q3 15 v Q3 14
Quarterly Shipment Percent Change
Rail TL LTL
700,000
800,000
900,000
1,000,000
1,100,000
1,200,000
Q4 12 Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15
Truckload 3 Year Quarterly Shipments
12.0%
14.0%
16.0%
$1,200
$1,400
$1,600
$1,800
$2,000
Q4 12 Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15
Truckload 3 Year Metrics by Quarter
Invoice Amount per Shipment Profit Margin %
150,000
175,000
200,000
225,000
250,000
275,000
Q4 12 Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15
Intermodal 3 Year Quarterly Shipments
Shipments
8.0%
10.0%
12.0%
$1,200
$1,400
$1,600
$1,800
$2,000
$2,200
$2,400
Q4 12 Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15
Intermodal 3 Years Metrics by Quarter
Invoice Amount per Shipment Profit Margin %
75,000
85,000
95,000
105,000
115,000
125,000
135,000
145,000
155,000
Q4 12 Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15
LTL 3 Year Quarterly Shipments
Shipments
14.0%
16.0%
18.0%
20.0%
$300
$325
$350
$375
$400
$425
$450
$475
Q4 12 Q1 13 Q2 13 Q3 13 Q4 13 Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15
LTL 3 Year Quarterly Metrics
Invoice Amount per Shipment Profit Margin %
Adapting, Surviving, Thriving
• Benchmarking
• Technology
• Customer Value/Services
Benchmarking
• Provides ability to learn, compare
• Creates Perspective
• Educate customers
• React
Technology
• Acceleration of information and access to it
• Technology has enabled brokerage
• Differentiator for efficiency
Customer Value/Services
• Customers seek value added solutions
• Want streamlined process
• Someone thinking for them
• Create solutions
Thank you!