tf102: exclusive survey results parcel`s regional carrier survey results
Transcription
tf102: exclusive survey results parcel`s regional carrier survey results
TF102: EXCLUSIVE SURVEY RESULTS PARCEL’S REGIONAL CARRIER SURVEY RESULTS UNVEILED Rob Martinez, DLP, CMDSS, MQC President & CEO, Shipware, LLC © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Congrats to Survey Winner! • Ron Dial, Suncoast Surgical and Medical Supply, Tampa FL . . . . © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Agenda • • • • • Regional Carrier Options Advantages & Disadvantages PARCEL’s Shipper Survey Results Regional Carrier Survey Results Q&A © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Regional Parcel Carriers • Offer viable delivery service to UPS, FedEx & USPS • Service benefits – Latest pickups, earliest deliveries – Often faster short-zone transits – You may be a big fish! • Cost benefits – – – – – Faster path to achieving discounts Fewer accessorial charges Some offer residential delivery no charge Unique pricing (no minimum charge, flat rating by weight) Savings of 10-30% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Regional Carriers (Partial List) Regional Carrier Delivery Area Website OnTrac WA, OR, CA, AZ, NV, UT, CO www.ontrac.com Eastern Connection Lone Star Overnight ME, NH, MA, NY, CT, RI, NJ, DE, MD, PA, VA, OH, KY, IN, www.easternconnection.com MI, WV TX, OK, AR, LA, NM www.lso.com Spee Dee Delivery Service NE, SD, ND, MI, IA, WI, IL, MO www.speedeedelivery.com Pitt Ohio www.pittohio.com TransTek MN, WI, IL, IN, OH, MI, PA, WV, VA, MD, DE, NJ, CT, MA, RI, NH, ME, KY CO, WY, NE LaserShip DC, FL, GA, MD, NC, VA, CT, MA, NJ, NY, PA www.lasership.com Express Courier International AL, AR, FL, GA, KY, LA, MS, MO, OK, TN, TX www.expressdelivers.net DirectLink NC, SC, GA, VA www.directlinkcourier.com Purolator Canada www.purolator.com Velocity Express NY Metro, Canada www.velocityexpress.com Now Courier IL, IN, KY, OH www.nowcourier.com Courier Express Norco Delivery Services FL, GA, SC, NC, TN, KY, AL, MS, OH, IN, PA, VA, UT and www.courierexpress.net others CA, AZ, NV www.norcoovernite.com Golden State Overnight CA, AZ, NV www.gso.com Unity Courier Service WA, OR, CA, AZ, NV, UT, CO, ID, NM, TX www.unitycourier.com © 2012 PARCEL Forum. All rights reserved. www.transtekonline.com Place your logo here in master Regional Carrier Footprints © 2012 PARCEL Forum. All rights reserved. Place your logo here in master PARCEL Shipper’s Survey on Regional Carrier Usage 2012 SURVEY RESULTS UNVEILED © 2012 PARCEL Forum. All rights reserved. Place your logo here in master What best describes your role? I work for a... 30% 29% 28% 25% 20% 14% 15% 10% 13% 12% 7% 6% 5% 0% manufacturing retail or wholesale educational, government or nonprofit other business 3PL, carrier or which ships other vendor parcels to shippers © 2012 PARCEL Forum. All rights reserved. insurance or financial institution Other Place your logo here in master What is your company's annual sales/revenue? 39% 40% 35% 30% 25% 20% 18% 20% 15% 15% 9% 10% 5% 0% <$25 million $25-$99 million $100-$499 million $500-$1,000 million © 2012 PARCEL Forum. All rights reserved. $1+ billion Place your logo here in master Who is your primary parcel carrier? 45% 45% 40% 31% 35% 30% 25% 20% 14% 15% 10% 4% 5% 0% UPS FedEx USPS 3% 2% Regional carriers UPS SurePost, FedEx SmartPost or parcel UPS Basic or UPS consolidators Mail Innovations © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Do you ship primarily (more than 50%)... 37% 63% © 2012 PARCEL Forum. All rights reserved. B2B B2C Place your logo here in master On average, how many parcels do you ship MONTHLY? 60% 54% 50% 40% 30% 20% 14% 6% 10% 0% 13% Under 5,000 5,000-9,999 10,000-24,999 5% 25,000-49,999 © 2012 PARCEL Forum. All rights reserved. 8% 50,000-99,999 100,000+ Place your logo here in master Approximate % of all shipments delivered within 250 miles of origin? 30% 27% 24% 25% 19% 20% 15% 12% 10% 8% 10% 5% 0% 1% - 10% 11% - 20% 21% - 30% 31% - 40% © 2012 PARCEL Forum. All rights reserved. 41% - 50% More than 50% Place your logo here in master Approximate % of all shipments delivered within 500 miles of origin? 24% 25% 20% 16% 15% 18% 17% 13% 12% 10% 5% 0% 1% - 10% 11% - 20% 21% - 30% 31% - 40% © 2012 PARCEL Forum. All rights reserved. 41% - 50% More than 50% Place your logo here in master National zonal analysis Shipware Packages by Zone Shipware Packages by Zone Range 25.0% 20.3% 21.2% 20.0% 15.6% 35.6% 15.0% 11.5% 11.4% 11.9% 10.0% 64.4% Zones 2-5 Zones 6-8 8.1% 5.0% 0.0% Z2 Z3 Z4 Z5 Z6 Source: Shipware, LLC Z7 Z8 © 2012 PARCEL Forum. All rights reserved. Source: Shipware, LLC Place your logo here in master Are you familiar with the services offered by "Regional Parcel Carriers“? 35% 31% 30% 24% 25% 20% 18% 15% 15% 11% 10% 5% 0% Extremely Familiar Very Familiar Somewhat Familiar Not Very Familiar © 2012 PARCEL Forum. All rights reserved. Not at All Familiar Place your logo here in master Do you use regional carriers today? 30% Yes No 70% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Correlation of Package Volume & Regional Carrier Usage 79.4% 80.0% 78.3% 71.9% 70.0% 58.3% 60.0% 50.0% 49.1% 53.8% 50.9% 46.2% 41.7% 40.0% 30.0% Use Regionals 28.1% 20.6% 21.7% Don't Use Regionals 20.0% 10.0% 0.0% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Correlation of Company Size (Revenue) & Regional Carrier Usage 77.3% 80.0% 68.2% 70.0% 62.5% 61.0% 55.9% 60.0% 50.0% 44.1% 39.0% 40.0% 37.5% 31.8% Use Regionals Don't Use Regionals 30.0% 22.7% 20.0% 10.0% 0.0% <$25 million $25-$99 million $100-$499 million $500-$1,000 million © 2012 PARCEL Forum. All rights reserved. $1+ billion Place your logo here in master If you use regionals, what percentage of your overall parcel business is given to regional carriers? 45% 45% 40% 35% 30% 25% 19% 17% 20% 15% 10% 10% 10% 5% 0% Less than 5% 5% - 15% 16% - 30% 31% - 50% © 2012 PARCEL Forum. All rights reserved. More than 50% Place your logo here in master What benefits have you realized? 80% (Check all that apply) 72% 70% 60% 50% 53% 44% 40% 30% 20% 25% 23% 17% 16% 14% 10% 12% 11% 9% 2% 0% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Please indicate % of shipments that are ‘Same Day’ vs ‘Next Day’ 17.40% 17.84% Same day Next day Other 60.56% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Has there been a downside? 25% (Check all that apply) 21% 20% 15% 10% 12% 12% 11% 10% 9% 7% 6% 5% 5% 5% 0% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master How do you segregate shipments for tender to regionals from nationals? 30% 30% 23% 25% 20% 20% 15% 15% 10% 10% 5% 0% 2% Manual lookup per shipment Batch processing Least cost by city/state/ZIP routing software TMS logic © 2012 PARCEL Forum. All rights reserved. We can't; why we don't use Other Place your logo here in master If you use regional carriers, what kind of cost savings are you realizing over FedEx and UPS? 41% 45% 40% 35% 30% 25% 20% 18% 20% 15% 11% 10% 10% 5% 0% No savings, we prefer the service Less than 5% 5% - 15% 16% - 30% © 2012 PARCEL Forum. All rights reserved. More than 30% Place your logo here in master Are you open to exploring the use of parcel regional carriers for your business? 35.7% 64.3% © 2012 PARCEL Forum. All rights reserved. Yes No Place your logo here in master In your mind, what drives the purchasing decision regarding parcel services? (Please rank the following:) Category Most Important Very Important Important Not Very Important Not at All Important Service 47% 38% 11% 3% 0% Cost 50% 42% 5% 2% 1% Single-source solution 4% 7% 28% 51% 8% Convenience 3% 15% 50% 30% 2% Other 4% 1% 7% 9% 79% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Regional carriers, what drives the purchasing decision? (Please rank the following:) Category Most Important Very Important Important Not Very Important Not at All Important Cost 50% 17% 33% 0% 0% Service 25% 33% 8% 17% 17% Single source solution 8% 8% 25% 8% 50% Convenience 8% 0% 17% 58% 17% Specialization, flexibility & custom programs 8% 42% 17% 17% 17% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Disconnect between Shipper wants and Carrier perception of purchasing decisions Shipper Carrier Shipper Carrier Important or Higher Important or Higher Not Very or Not at All Important Not Very or Not at All Important Service 96% 100% 3% 0% Cost 97% 67% 3% 33% Single-source solution 39% 42% 59% 58% Convenience 68% 25% 32% 75% Other 12% 67% 88% 33% Category © 2012 PARCEL Forum. All rights reserved. Place your logo here in master What % savings would be required to switch some or all business to a regional carrier? 25% 23% 21% 19% 20% 19% 13% 15% 10% 6% 5% 0% At least 5% 6% - 10% 11% - 15% 16% - 20% © 2012 PARCEL Forum. All rights reserved. 21% - 25% Greater than 25% Place your logo here in master What value added services would you like to see offered by regional carriers? 90% 82% 80% 70% 60% 50% 40% 36% 40% 30% 18% 20% 9% 7% 10% 0% Real-time package status/tracking Signature and appointment delivery options Hazardous materials COD © 2012 PARCEL Forum. All rights reserved. Saturday pickup or delivery Other Place your logo here in master “Super regional" alliance…How likely would you be willing to explore as an alternative to FedEx and UPS? 35% 35% 30% 25% 21% 19% 17% 20% 15% 9% 10% 5% 0% Definitely Very Somewhat Unlikely © 2012 PARCEL Forum. All rights reserved. Not at all Place your logo here in master Shipware, LLC 2012 REGIONAL CARRIER SURVEY © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Shipment/Revenues 2010-2012 Shipments Revenues 50.0% 50.0% 45.0% 45.0% 40.0% 40.0% 35.0% 35.0% 30.0% 30.0% 2010 25.0% 2010 25.0% 2011 20.0% 2012 2011 20.0% 15.0% 15.0% 10.0% 10.0% 5.0% 5.0% 0.0% 0.0% < 100,000 100,000 - 250,000 - 500,000 - More than shipments 250,000 500,000 1,000,000 1,000,000 2012 <$5 million © 2012 PARCEL Forum. All rights reserved. $5 - $10 $10 - $20 $20 - $50 million million million >$50 million Place your logo here in master Customer base (Check all that apply) 90.0% 84.6% 84.6% 80.0% 70.0% 61.5% 60.0% 46.1% 50.0% 38.4% 40.0% 30.7% 30.0% 20.0% 10.0% 0.0% Retail or Wholesale Warehouse, Fulfillment, Distribution Manufacturing Education, Nonprofit, Government © 2012 PARCEL Forum. All rights reserved. Other Insurance, Finance Place your logo here in master Volume requirements 70.0% 61.5% 60.0% 50.0% 40.0% 30.0% 15.3% 20.0% 15.3% 7.6% 10.0% 0.0% 0.0% None 50/day (or less) 51-100/day 101-200/day © 2012 PARCEL Forum. All rights reserved. >201/day Place your logo here in master Benefits over nationals (Check Top 3) 70.0% 60.0% 50.0% 40.0% 69% 69% 69% 54% 54% 46% 46% 31% 30.0% 31% 31% 31% 23% 20.0% 8% 10.0% 0.0% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Pricing compared to discounted FedEx/UPS 35.0% 30.7% 30.0% 23.0% 25.0% 23.0% 20.0% 15.3% 15.0% 10.0% 7.6% 7.6% 5.0% 0.0% 0.0% Up to 10% less expensive 11-20% less expensive 21-30% less expensive 31-40% less expensive > 41% less expensive © 2012 PARCEL Forum. All rights reserved. We are not less expensive Other Place your logo here in master Accessorial charges (Check all that apply) 84.6% 90.0% 80.0% 61.5% 70.0% 60.0% 46.1% 50.0% 40.0% 23.0% 30.0% 20.0% 10.0% 0.0% Fuel surcharge Oversized packages Remote area deliveries © 2012 PARCEL Forum. All rights reserved. Residential deliveries Place your logo here in master What special services do you offer? (Check all that apply) 90.0% 84.6% 76.9% 80.0% 69.2% 70.0% 60.0% 53.8% 46.1% 50.0% 40.0% 30.7% 30.0% 20.0% 7.6% 10.0% 0.0% Real time tracking Sig & appt options Sat PU/DDL COD Sun PU/DDL © 2012 PARCEL Forum. All rights reserved. Other Haz mat Place your logo here in master Carrier-provided manifesting automation 70.0% 61.5% 60.0% 50.0% 40.0% 30.0% 15.3% 20.0% 15.3% 15.3% 10.0% 0.0% Yes, free to all customers with qualifying volume No, but actively exploring No, we have no plans to offer in the future © 2012 PARCEL Forum. All rights reserved. Other Place your logo here in master Typical delivery coverage 40.0% 35.7% 35.0% 28.5% 30.0% 25.0% 20.0% 14.2% 15.0% 10.0% 7.1% 7.1% 5.0% 0.0% 0.0% < 100 miles 101-200 miles 201-300 miles 301-500 miles © 2012 PARCEL Forum. All rights reserved. 501-1,000 miles > 1,000 miles Place your logo here in master Driver/courier workforce 46.1% 50.0% 45.0% 40.0% 35.0% 30.0% 23.0% 25.0% 15.3% 20.0% 15.3% 15.0% 10.0% 5.0% 0.0% Primarily independent contractors Primarily employees A combination, but more contractors than employees © 2012 PARCEL Forum. All rights reserved. Other Place your logo here in master Shipper objections to regional carrier adoption Shipper Objection Most Common Common Not Very Common Least Common Limited delivery area coverage 42% 42% 17% 0% Afraid to lose FedEx/UPS discounts 42% 42% 17% 0% National service /desire to single source 33% 42% 25% 0% Cost too high, savings not enough 33% 8% 33% 25% Lack of brand recognition 25% 8% 50% 17% Perception service is sub-standard 17% 25% 8% 50% Previous poor service experience 8% 8% 17% 67% Lack of manifesting automation 0% 25% 33% 42% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Open to cooperative relationships with other regionals to create a larger (perhaps national) delivery footprint? 45% 43% 40% 35% 29% 30% 25% 20% 14% 15% 7% 10% 5% 0% 7% 0% Yes, cooperative relationships are already in place Yes, actively exploring cooperative relationships Yes, we're open No, we tried but but have not yet it didn't work explored cooperative relationships © 2012 PARCEL Forum. All rights reserved. No, we are not open to exploring cooperative relationships Other Place your logo here in master Challenges to “super-regional” network List of Challenges Greatest Very Challenging Not Very Least Challenge Challenging Challenging Challenge Developing system for fair revenue share 50% 8% 8% 17% 17% Widely varying specializations, equipment & service standards 33% 17% 0% 17% 33% Systems integration (reporting, tracking, invoicing, etc.) 17% 50% 25% 8% 0% Package custody (pickup and drop off between networks) 0% 25% 42% 17% 17% Marketability 0% 0% 25% 42% 33% © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Perspectives on the future: What do you think the hottest growing SIC or vertical in 2012 and beyond? 50.0% 50.0% 45.0% 40.0% 35.0% 30.0% 25.0% 20.0% 12.5% 12.5% 12.5% 15.0% 12.5% 10.0% 5.0% 0.0% White glove operations E-commerce/Home delivery Healthcare Wholesale distributors © 2012 PARCEL Forum. All rights reserved. Status quo Place your logo here in master Top 3 enhancement areas for 2012 • Internal improvements – Technology, tracking, c/s & automation • Service enhancements – – – – – – Geographic expansion Same day service White glove, high touch, on site service Sunday delivery Postal consolidation solution Home delivery specialization • Make it easier for shippers to offer "free shipping" © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Drop Off Your Badge Insert to Win iPad3 or $500 AMEX Gift Card! © 2012 PARCEL Forum. All rights reserved. Place your logo here in master Thank You For Attending! Please Visit Us in Booth # 219 OTHER PRESENTATIONS THIS WEEK Tuesday, Oct 23, 10:00 am - 5:00 pm WS 100 PRECONFERENCE - Inside Parcel Rate Negotiations Wednesday, Oct 24, 10:00 am – 10:45 am TF 102 EXCLUSIVE SURVEY RESULTS PARCEL Regional Carrier Survey Results Unveiled Thursday, Oct 25, 10:00 am – 10:45 am TM 207 Advanced Strategies for Negotiating Carrier Agreements Rob Martinez, MQC, CMDSS President & CEO Office 858.538.3359 www.shipware.com [email protected] @shipware © 2012 PARCEL Forum. All rights reserved. Place your logo here in master
Similar documents
View RegionalCarriers
system. Our experienced team of developers can react quickly to adapt to our customers needs and the growing needs of the industry. Call us today and let us show you how easy it is to ship with us!
More information