Blog · Industry
Which shippers give you one lane and tender ten. Which rep is covering sixty accounts and quoting for fifteen. Which lanes you win and never see again. From the TMS you already run, shipper IDs only.
How a freight broker or 3PL measures the share of loads on each lane carried by its top carrier from the load ledger, sets a stated threshold per lane volume band, finds the lanes where one carrier's exit would leave shippers uncovered, and pairs the concentration with the carrier's acceptance trend so the risk is seen before the tender is refused.
16 Sept 20262 min readHow a freight broker or 3PL measures lane share per shipper from the TMS: loads won against loads tendered by lane, rep coverage against quotes logged, and the reconciliation to invoiced loads that makes the sales list trustworthy.
16 Sept 20263 min readHow a freight broker measures gross margin per load from the load ledger's customer rate and carrier cost, rolls it up by shipper and by lane, finds the shipper-lane pairs at or below zero margin that volume was hiding, separates contracted lanes priced wrong from spot lanes bought badly, and ranks the pairs by the margin that a repricing or a carrier change would recover.
16 Sept 20262 min readHow a freight broker measures whether it is a shipper's primary provider on a lane or the fallback that gets the loads the primary rejected, from the shipper's tender data and the broker's own log: the broker's position in the routing guide, the share of loads tendered to it first, the acceptance it gives when it is first, the lanes where it is backup and wins most of what it sees, and the case to the shipper for moving up the guide.
16 Sept 20263 min readWhy lane share means different things on contracted and spot freight, how to carry the flag from the TMS, the two lists it produces per shipper, and the mistakes that follow when a broker reads a low share on a contract lane as a sales problem.
16 Sept 20263 min readThe ten questions the president of a freight brokerage puts to the shipper sales and carrier teams, which shipper-lane pairs lose money, where is one carrier the lane, which lanes are rejecting before the market does, where are we primary and where are we the backup, which shippers give us a fraction of their lanes, what does a rejection cost us, which shipper reps' books depend on one shipper, which carrier reps keep their carriers, what is the spot share of the book, and what changed, each with the table from the load ledger and the tender log, and the answer to send back.
16 Sept 20263 min readHow a freight broker reads its tender log as a capacity signal: rejections over tenders per lane per week, the lanes where the rate rose against their own baseline before spot rates did, the carriers rejecting most on each lane, the cost of a rejection in the spread between the contracted rate and the cover rate, and the shipper conversation that a rising rejection rate should trigger before the lane goes to spot.
16 Sept 20262 min readHow freight brokers should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 20264 min readThe complete carrier concentration calculation on ten loads across two lanes, small enough to check by hand: loads per carrier per lane, the top carrier's share, carriers used, the threshold by the lane's volume band, the top carrier's tender acceptance over the trailing eight weeks against eight weeks before, the two carrier subsidiaries that roll up to one, the shipper revenue exposed, and the assertion that loads per lane equal the sum across carriers, so a reader can reproduce every figure and then run it on their own load ledger.
17 Sept 20263 min readThe complete primary tender share calculation on ten tenders from one shipper on one lane, small enough to check by hand: each tender's time, whether it arrived first or cascaded after another provider's refusal, acceptance, the broker's position inferred from timing where the routing guide is not shared, primary tender share, acceptance when first against when cascaded, on-time on the loads moved, the case for primary with the incumbent's rejection rate from the shipper's data, and the assertion that tenders equal first plus cascaded, so a reader can reproduce every figure and then run it on their own tender log.
17 Sept 20263 min readThe ten sales KPIs a freight brokerage or 3PL should run on, each with its formula, the export it comes from and what it tells you: lane share per shipper, primary tender share, margin per load by shipper and lane, tender acceptance and rejection, spot against contract mix, carrier concentration per lane, shipper concentration, quote win rate on spot, dormant shippers and lanes, and days to pay against days to collect. Also the three measures most brokerages miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readShipper coverage analytics for freight brokers and 3PLs.
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