Keller Freight Solutions An affiliate of Keller Logistics

Keller Freight Solutions An affiliate of Keller Logistics Group Responsive Resourceful Flexible

Carrier Usage Inefficiencies q What was the problem? q q Cover available loads q Check calls q Lane recruiting q Carrier development Growth and increasing volumes impeded progress on 2 nd two, as 1 st two are essential to day operational success q Resulting in less potential lanes, or maximizing volumes awarded from customers q Too much effort/time put in for ‘ 1 and done’ carriers Incentives were based on 1 st two items as well q q Competing priorities for Carrier Procurement No incentive on carrier usage, or lane recruiting activities RFP completion based mostly on market conditions and tools, rather in built in advantage of current carrier input/knowledge

How to Solve the Problem q Being new to role and to Brokerage, this stuck out like a sore thumb as something that needed solved q Potential solutions explored q q Track and trace person/team q Additional or change to current incentives of current team q Add to Carrier Procurement team and hope addition smooths workloads so everything gets done Brainstorming session as a team q Check calls give us opportunity to develop carrier relationships q Adding a person might not address anything, just make the problem smaller to see q Incentive might not change behavior if personnel are overwhelmed

Solution Decided to hire a person that was strictly dedicated to lane recruiting and new carrier follow up/development q What would role/pay structure look like? q q Very focused position with few responsibilities q Base with small(er) incentive plan q Skills needed… q Nurturing q Problem-solving mentality q Persistent

Role/Responsibilities q q Next day follow up to carriers set up previous day q Averaging 5 -10/day q Thank them, ask how load is going/went q Discuss if they would do again, other needs, get rates, and enter into our proprietary repository Enter rates for all carriers into repository q All actual loads moved q q Past and present q Results from email blasts or callouts q Data cleansing of old ‘stale’ data or obvious incorrect data Lane recruiting q Any potential or new lanes we have q Call out and email existing carriers q History of loads q Based on what is in pricing repository q Carrier 411 search results q RMIS operating areas

Results q We’re finding good carriers for our loads faster q q q More carriers are being used more than 1 x, and quickly after 1 st load q q q Posting less loads out on boards Winning more business b/c of better rates and known capacity Will continue to measure over time Relationship development immediately following 1 st load is more impactful in developing a long relationship Other Carrier Procurement employees are more focused on their main day to day responsibilities q q Getting better check calls Getting and staying ahead more on available loads “What gets measured gets managed” – Peter Drucker