2016 Recap of LTL at ALC Year 1 Goals & Results. Year 2 LTL at ALC Objec3ves/Strategies for LTL Growth

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1 LTL Mike Terry

2 2016 Recap of LTL at ALC Year 1 Goals & Results Year 2 LTL at ALC Objec3ves/Strategies for LTL Growth

3 2016 Recap of LTL at ALC Year 1 Goals/Objec;ves: Add LTL func3onality to ALX desktop to quote and move LTL brokerage loads Results/Accomplishments: Launched LTL portal company-wide on March 1, 2016 and trained over 200 brokers/managers on LTL ALC Logis3cs team providing support, training, excep3on management and invoice audit/load seolement for all new LTL loads Execu3ve Team put $100,000 into the effort as an incen3ve for brokers to quote/book LTL loads ($50 per LTL load) Moved 1,448 LTL loads and gave out over $65,000 in LTL incen3ves

4 Year 1 Results of LTL at ALC Booked 1,448 LTL brokerage loads since March 1, ,278 of 1,448 loads (88.3%) moved profitably! Total $137,174 net brokerage Average Net Brokerage = $ per load Averaged margin = 25.1% 155 of 1,448 loads (10.7%) were losses or other 15 of 1,448 loads (1.0%) moved at breakeven

5 Year 1 Results of LTL at ALC The LTL Losers 91 of 1,448 LTL losses (6.3%) were straight losers Total Loss: (-$14,085) net brokerage loss. Reasons: Shipper used their BOL, gave us wrong class/weight, broker misquoted, shipment was reweighed or was missing accessorials when quoted, currently in claim/dispute status, did not invoice customer. 56 of 1,448 LTL losses (3.9%) were due to customer bankruptcy. 8 of 1,448 LTL losses (0.6%) were due to soeware errors or were shipped intra-office at cost to the office.

6 Results of LTL at ALC: Customer/Shipper Results Shipped LTL loads with 213 different shippers Top 10 Shippers by LTL Load Volume Shipper Loads CLEAN THE WORLD FOUNDATION INC 187 PITNEY BOWES PRESORT SERVICES INC 90 VICTORY CONSTRUCTION PRODUCTS LLC 76 KD OUTSOURCE 63 HAGUE QUALITY WATER 56 D&R CORN SALES INC 56 LAZY MAGNOLIA BREWING COMPANY LLC 56 JETLINE 49 KALINICH FENCE 23 STUART HALE CO 21

7 Results of LTL at ALC: Top 10 Office Results By Loads, LTL Incen3ve, Net Brokerage & Total Earnings Top 10 By Loads Top 10 By LTL Incen;ve Top 10 By Net Brokerage Top 10 By Total Earnings Office Loads Office Loads Incentive Office Net Brokerage Orlando 238 Orlando 238 $11, Orlando $ 22, Madison 194 Madison 194 $ 9, Madison $ 19, Savannah 120 Savannah 120 $ 6, St. Louis $ 11, Greenville 107 Greenville 107 $ 5, Savannah $ 10, Logistics 98 Charleston 92 $ 4, Charleston $ 8, Charleston 92 Memphis 79 $ 3, Cleveland $ 7, Atlanta 87 Dallas 60 $ 3, Logistics $ 6, Memphis 79 Cleveland 51 $ 2, Detroit $ 3, Dallas 60 Louisville 49 $ 2, Los Angeles $ 3, Cleveland 51 Los Angeles 47 $ 2, Dallas $ 3, Office Total Earnings Orlando $ 34, Madison $ 29, Savannah $ 16, Charleston $ 13, St. Louis $ 12, Cleveland $ 9, Greenville $ 8, Dallas $ 6, Memphis $ 6, Los Angeles $ 5,846.00

8 Results of LTL at ALC: Carrier Summary Results Carrier Loads AAA COOPER TRANSPORTATION 291 OLD DOMINION FREIGHT LINE INC 210 DAYTON FREIGHT LINES+ 207 XPO Logistics/Conway 194 ROADRUNNER TRANSPORTATION 114 OAK HARBOR FREIGHT LINES INC 106 SOUTHEASTERN FREIGHT LINES 82 FEDEX ECONOMY 75 MIDWEST MOTOR EXPRESS, INC. 31 WILSON TRUCKING CORP 28 YRC FREIGHT 27 SAIA MOTOR FREIGHT LINE INC.+ 19 FORWARD AIR INC DBA FAF INC+ 15 PITT OHIO EXPRESS, INC. 12 WARD TRUCKLOAD EXPRESS, L.L.C. 11 CENTRAL FREIGHT LINES INC. 8 DUGAN TRUCK LINE LLC 5 FEDEX FREIGHT 2 Loaded 18 carriers Margins range from 4.8% % About 100 loads are volume quotes mostly FedEx (76)

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11 Year 2 Objec;ves & Strategies for Growth Crea3on of LTL Service Center for LTL Sales & Opera3ons Hired Joe DiGuardi as full-3me LTL BDS 100% focus on new LTL sales Work with offices and other BDS to develop LTL opportuni3es or share accounts

12 Year 2 Objec;ves & Strategies for Growth Added Rick Barker to the LTL Team Focus on LTL marke3ng internally and externally Work with LTL sales team, office BDS and managers to develop LTL sales within each office/region Assist LTL team with carrier sales and new/exis3ng customers

13 Year 2 Objec;ves & Strategies for Growth Focus on aggressive carrier sales to secure beoer pricing Revisit our pricing with carriers as our volumes con3nue to grow Seek out and establish pricing with regional LTL carriers in specific markets or regions Pursue 3 rd party LTL rate reseller to lower carrier costs 10-15% Offer public portal to shippers for self-service LTL quote and ship Pursue pricing agreements/tariffs on behalf of high volume LTL customers and leverage public portal or ALX brokerage opera3on

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