Business Response to Dynamic Markets Greg Reid Senior Vice President and Chief Marketing Officer

Fortune Worst of ‘97 List Fortune Worst of ‘97 List

In the wake of deregulation and intense competition, the transportation industry must radically change the quality and types of services it provides its customers. Economist, Bureau of Labor Statistics In the wake of deregulation and intense competition, the transportation industry must radically change the quality and types of services it provides its customers. Economist, Bureau of Labor Statistics

Earnings Per Share (0.14) (0.94) (0.83)

Yellow The Year’s “Biggest Gainer” A 31% Jump In Score Yellow The Year’s “Biggest Gainer” A 31% Jump In Score Yellow 2001 Ranked #1 Innovativeness Quality of Services Yellow 2001 Ranked #1 Innovativeness Quality of Services

#1 in the Industry 2003, 2004, 2005

Two Perspectives Our view of transportation Our consumers view of transportation Our view of transportation Our consumers view of transportation

Our World Revenue – $2.5b Employees – 34,000 Trucking Less Than Truckload (LTL) Handling Freight Revenue – $2.5b Employees – 34,000 Trucking Less Than Truckload (LTL) Handling Freight

17,000 members

Consumer View Services that Give peace of mind Satisfy needs Deliver on promises

When packages don’t arrive on time things can’t get done, people wait, clients leave, customers get angry, reputations get ruined, credibility goes out the window, orders get backed up, jobs get lost, people get demoted, bosses get angry, people get disappointed, stores can’t open, assembly lines shut down, factories shut down, accounts go to the competition, money gets lost, meetings are missed, conferences are cancelled, blood pressure goes up, businesses can’t open, people can’t work, promises are broken, trust is lost, opportunities are missed, deals aren’t made, transactions never happen, ideas aren’t shared, products don’t get made, information is missed, and the person who used the shipping company that messed it up looks really, really, really bad. When packages don’t arrive on time things can’t get done, people wait, clients leave, customers get angry, reputations get ruined, credibility goes out the window, orders get backed up, jobs get lost, people get demoted, bosses get angry, people get disappointed, stores can’t open, assembly lines shut down, factories shut down, accounts go to the competition, money gets lost, meetings are missed, conferences are cancelled, blood pressure goes up, businesses can’t open, people can’t work, promises are broken, trust is lost, opportunities are missed, deals aren’t made, transactions never happen, ideas aren’t shared, products don’t get made, information is missed, and the person who used the shipping company that messed it up looks really, really, really bad. When packages do arrive on time the world works just fine. When packages do arrive on time the world works just fine.

CHANGE resist embrace create

Deviant Leaders “The source of all innovation, new ideas, services, personalities and ultimately new markets.” Ryan Mathews and Watts Wacker Fast Company March 2002 “The source of all innovation, new ideas, services, personalities and ultimately new markets.” Ryan Mathews and Watts Wacker Fast Company March 2002

Corporate culture works to eliminate deviant employees. Corporate culture works to discourage deviant ideas. Corporate culture punishes deviant behavior and attitudes. “And of course, as a result, most large companies lose the opportunity to discover the future and get there first.” Corporate culture works to eliminate deviant employees. Corporate culture works to discourage deviant ideas. Corporate culture punishes deviant behavior and attitudes. “And of course, as a result, most large companies lose the opportunity to discover the future and get there first.” The Challenge Ryan Mathews and Watts Wacker Fast Company March 2002

Vision Focus ExecutionStrategy Plan

Vision Plan

“It is not the strongest of species that survive, nor the most intelligent, but those most responsive to change.” - Charles Darwin “It is not the strongest of species that survive, nor the most intelligent, but those most responsive to change.” - Charles Darwin

“There’s no business like show business, but there are several businesses like accounting” - David Letterman “There’s no business like show business, but there are several businesses like accounting” - David Letterman

To be the leading provider of guaranteed, time-definite, defect-free, hassle-free transportation services for business consumers worldwide Yellow Vision

Strategy Plan

Yellow Roadway Overview $9.5 billion global transportation services company Focused on large shipments for business Transportation services and logistics management Over 70,000 employees Over 1,000 locations worldwide $9.5 billion global transportation services company Focused on large shipments for business Transportation services and logistics management Over 70,000 employees Over 1,000 locations worldwide

Earnings Per Share * Highest EPS in company history (0.14) (0.94) (0.83) *

2005 – 50,000 members

Focus Plan

Guide and Inspire. Is an organizations reason for being. Gets at the deeper reasons for an organization’s existence. Is forever pursued but never reached. Guide and Inspire. Is an organizations reason for being. Gets at the deeper reasons for an organization’s existence. Is forever pursued but never reached. Core Purpose

To make global commerce work by connecting people, places and information. Core Values Exceed customer expectations Value our people Work safely Demonstrate good citizenship Act with integrity Embrace teamwork Yellow Roadway Corporation

Execution Plan

Operational Metrics Load average Weight per shipment Dock bills per hour P&D bills per hour Time through system Load average Weight per shipment Dock bills per hour P&D bills per hour Time through system

Consumer Metrics Top-box satisfaction Purchase intent Likelihood to recommend On-time reliability Percent of shipments delivered undamaged Customer service responsiveness Top-box satisfaction Purchase intent Likelihood to recommend On-time reliability Percent of shipments delivered undamaged Customer service responsiveness

PASSION

P.I.E.

Malcolm Gladwell Author, Blink and The Tipping Point General Colin. L. Powell, USA (Ret.)

Vision Focus ExecutionStrategy Plan