2. What Sets Successful Agents Apart
Common traits of successful agents
Attitude/desire for growth
Willingness to invest in the agency (resources/facilities)
Commitment to quality at all levels of the agency
A relentless focus on sales
Ability to communicate needs and properly utilize all available extended resources
Focus on servicing direct customers
Ability to broker freight
Willingness to learn multiple modes of transportation and service all customer freight needs
Willingness to learn from other agents

3. How to Grow
Planned Approach to Growing Your Agency – Understanding current state
Understand your current agency
What customers do I service today? (ARA report)
What services am I providing my customers?
Why is the customer choosing me vs. the competition?
Understand your customers
What is the role of my current contact as it relates to the entire supply chain?
Is there more business to be had under his direct control over?
Is there more business outside of his control?

4. How to Grow
Planned Approach to Growing Your Agency – Understanding current state
Understand the industries you service
What industries am I servicing ?
What other customers can I target in these industries?
Understand the current services you provide as it relates to the customers and industries that you currently service
Am I providing transactional services or solutions to my customers?
Have I been providing all modes of transportation to my clients?
What services or modes am I not comfortable with providing my clients today?

5. How to Grow
Planned Approach to Growing Your Agency – Develop A Plan for Growth
Agency Plan
Determine if resources are properly aligned to support growth
Understand your current capacity for growth
Identify additional resources needed to support growth
Have roles and responsibilities clearly defined for employees
Have plan to support sales, operations, and the back office for continuous growth
Sales Plan
Identify a lead sales person for the office
Set a day sales plan
Prioritize accounts to call on based on immediate opportunities with existing accounts
Focus on new accounts from target market segments that best fit

6. How to Grow
Planned Approach to Growing Your Agency – Executing the plan
Engage the right resources
Share plan with Landstar to ensure corporate and field resources are fully engaged in your success
Network with other agents to learn best practices
Team up with other agents for services you do not want to provide
Follow-up and showcase your successes
Take the lead in driving your plan
Ensure resources are fully engaged and remain focused
Get people excited about your success
Communicate , communicate, communicate…..

7. How to Sell Solution sales approach vs. transactional
Ask questions! Try not to “sell” until you know the customer needs
An introduction to Landstar is often enough get your foot in the door and open up opportunities for discussions around customer needs.
Understanding the big picture will ultimately lead to more opportunity
We are here to help – As you understand more about the needs of your customer engage the right resources to help develop the right solution.

8. Corporate Headquarters
Landstar System, Inc.
Publically Traded as LSTR on NASDAQ
1,300 Employees (Jacksonville, Rockford and Southfield)
Over 1,300 Agent Locations
8,500+ Exclusive Business Capacity Owners
30,000+ Contracted Capacity Providers
Warehouse Facilities
Corporate Headquarters
Jacksonville, Florida 8

9. Business Model
Landstar is a worldwide, non-asset based provider of integrated supply chain solutions delivering safe, specialized transportation and logistics services to a broad range of customers utilizing a network of agents, third party capacity owners and employees.
Landstar
Capacity
Agents
Customers
How does choosing Landstar as your transportation provider benefit you? That’s simple. It’s the strength of our unique business model.
A model that provides your company with the best of two distinct worlds. A large, well respected, financially stable, publicly traded corporation, as well as a local entrepreneur with years of experience working day in and day out to satisfy the needs of customers just like you.
From Landstar capacity, to your Landstar agent, to Landstar Transportation Services, Inc., we all have one goal…….satisfying your supply chain needs safely, consistently, and for a price you can afford.
8,000 BCOs
31,500 Approved Carriers
All Major U.S. Rail Lines
Ocean Cargo Carriers
Air Cargo Carriers
WCO Network
Foreign Correspondent Networks
Insurance
Finance
Operating Authority
Technology
Independent Business Owners
Customer Service
Sourcing Capacity
Tracking & Tracing
Customer Reports
Dispatching
Safety
Procurement
Sales Support

10. Financial Results Full Year
(In Thousands)
16.0%
16.3%
16.4%
We’re proud of our success at Landstar.
Satisfied customers, have helped Landstar sustain positive financial results while growing theirs. With Landstar, you have the financial strength of an industry leader there to serve you year after year. Financial strength is vital to the day to day transactions (payment to our various providers/vendors/carriers…) as well as have the ability to manage any possible risks that may arise over the course of normal business activity.
46.2%
42.4%
35.5%
Gross margin equals gross profit divided by revenue
Operating margin equals operating income divided by gross profit

11. Awards Top Ten 3PL Excellence Award Quest for Quality Awards
Quest for Quality Awards
InformationWeek 500 Award Winner Innovation in Technology
14 consecutive years
Along the way we’ve won several awards.
Landstar has received Inbound Logistics Top 10 3pl Excellence award and Inbound Logistics Quest For Quality Awards for 10 straight years. Landstar ranked #1 on American Cranes 7 Transports 2012 ACT Transport 50 listing of North America’s Largest Heavy and Specialized Transportation Companies and ranked second on International Cranes & Transport 2012 Transport 50 listing of the World’s Largest Specialized Transport Companies
And, as proud as we are of that, it pales in comparison to Landstar’s unmatched safety record.
#2 – 2012 Transport 50
# ACT Transport 50
2012
Top 100 For-Hire Carriers, Top 50 Logistics Companies, Top 50 Freight Transportation Firms ,
Top 25 Freight Brokerage Firms

12. Certifications 9001:2008 ISO 9001:2008 Registered
With processes in place including ISO Certification, and as a member in good standing of Responsible Care and SmartWay, Landstar ensures your freight is picked up, transported, and delivered while employing monitored quality processes that protect your freight, your customer, and the environment.
9001:2008

13. Business Model Industries Served As a Percentage of Revenue
Fiscal Year 2012
Landstar is very diversified not only in the mix of freight, but in the various modes needed to provide safe capacity to our customers. Landstar is not reliant on a small group of customers or any one industry so we are able to react to and sustain positive activity for all of our customers and service providers.

14. Transportation & Logistics Solutions
North America OTR
Platform
Van/LTL
Bulk
Tanker
Expedited
Heavy Haul
Warehouse
• Flexible & Scalable
Established Network of Providers
All Major Markets
With Landstar,
We can
Move It & Manage It.
Intermodal
Reliable/Efficient Transportation
Substituted Services
Full Coverage
Supply Chain Solutions
• Freight Management Services
• Freight Optimization
Event Management
Leading Technology
International
• NVOCC/OTI
IATA/IAC (Domestic and Intl)
Break Bulk/OOG
Projects

15. Transportation & Logistics Solutions
Supply Chain Solution Services
Traditional Transportation Services
Optimization of the order-to-cash process
Truckload / LTL
Freight management services
Van, flatbed, over dimensional
Freight optimization
Trailer pools
Complete carrier visibility
Emergency / expedited
Event management
Air
Warehousing
Ocean
Rail
Landstar solutions range from Complete Supply Chain Management to Traditional Transportation Services. We will look to work with N.E.M.S. to build a customized solution that works best for you and your organization.

16. Landstar Supply Chain Solutions Corporate Headquarters
Traditional non-asset based 3rd Party Logistics
Over 20 years experience in transportation management
Proprietary technology and Oracle™ (OTM)
Safety First Culture
24 x 7 x 365 coverage
2012 statistics
354,891 shipments managed
$387M transportation spend managed
1877 primary carriers used
Corporate Headquarters
Jacksonville, Florida 16

17. Landstar Solution Methodology
Understand
Vision
Implement
Vision
Current
State
Project
Plan
Data
Analysis
Develop
Future State
Identify Opportunities
Gap
Analysis

18. Supply Chain Solutions
Outsourced Logistics Management Services
Complete Management of Information & Physical Flow of Goods
Manage Orders
Optimize Shipments
Execute Shipments
Financial Settlement
Business Intelligence
Proactively manage daily transportation requirements
Optimize Cost by Mode (LTL, TL, Intermodal)
Event Management & Shipment Visibility
Experienced logistics professionals
Industry-leading technology
Landstar offers outsourced logistics management services utilizing industry-leading technology to manage your daily transportation requirements right down to the shipment level.

19. Supply Chain Solutions
Improve Your Supply Chain Performance
Reduced transportation costs
Guaranteed capacity
Safe, reliable capacity
Real time in-transit visibility
Low cost of implementation
Ease of implementation
Single point of contact
Freight settlement
Business intelligence reporting capabilities
Our outsourced logistics management services provide significant benefits to customers.

20. What Sets Landstar Apart
Agent Driven Project Manager with Expertise & Assistance of Landstar
Landstar sets shippers on the road to success through an extensive network of independent agents, business capacity owners and third-party capacity providers.  Landstar responds to the needs of customers by utilizing innovative technology and expansive capacity to provide the customer with superior, comprehensive service, while offering efficient, cost-effective global and domestic supply chain solutions.
Most importantly, every agent owns his or her business, which means they have the insight and perspective to manage the customers logistics needs.  The agent becomes the customers project manager.  They become and remain committed to your business and are driven to the success of the program.  Landstar will surround the agent with the appropriate expertise to be certain that the customers expectations are not only met but succeeded.