Blog · Coverage and territory · Freight brokers and 3PLs
The 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.
Primary tender share is a classification per tender and a ratio, and on ten tenders it can be done by hand, with the position inferred where the guide is not shared. This page works the classification, the share, the two acceptances, on-time, the case, and the assertion.
Shipper's loads on the lane in the fortnight: 10, from the shipper's tender data. Cascade inferred where the tender arrived more than four hours after load creation.
| Tender | Load created | Tendered to us | Gap | First or cascaded | Accepted | Delivered on time |
|---|---|---|---|---|---|---|
| 1 | Mon 08:00 | Mon 08:05 | 5 min | First | Yes | Yes |
| 2 | Mon 09:00 | Mon 15:30 | 6.5 h | Cascaded | Yes | Yes |
| 3 | Tue 08:00 | Tue 14:10 | 6 h | Cascaded | Yes | Yes |
| 4 | Tue 10:00 | Tue 10:02 | 2 min | First | Yes | Yes |
| 5 | Wed 08:00 | Wed 16:00 | 8 h | Cascaded | No | |
| 6 | Wed 11:00 | Wed 18:20 | 7 h | Cascaded | Yes | Yes |
| 7 | Thu 08:00 | Thu 13:45 | 5.75 h | Cascaded | Yes | Yes |
| 8 | Thu 09:00 | Thu 09:01 | 1 min | First | Yes | Yes |
| 9 | Fri 08:00 | Fri 15:15 | 7.25 h | Cascaded | Yes | Yes |
| 10 | Fri 10:00 | Fri 17:00 | 7 h | Cascaded | Yes | Yes |
tenders = first + cascaded = 3 + 7 = 10; the shipper's loads on the lane = 10
Every one of the shipper's loads reached us, three first and seven after someone else refused.
Primary tender share = first ÷ shipper's loads = 3 ÷ 10 = 30% Acceptance when first = 3 ÷ 3 = 100% Acceptance when cascaded = 6 ÷ 7 = 86% On-time on loads moved = 9 ÷ 9 = 100% Incumbent's rejection rate, from the shipper's data = 7 ÷ 10 = 70%
Three first tenders in ten: the broker is the primary on some loads, probably by equipment type, and the backup on the rest. From the shipper's guide where shared: second on this lane for the equipment type. Inferred position matches.
| Element | Value | Source |
|---|---|---|
| Our acceptance when tendered | 90% (9 of 10) | Tender log |
| Our on-time | 100% | Load ledger |
| Incumbent primary's rejection rate | 70% | Shipper's tender data |
| Shipper's cost of cascades | 7 loads delayed 5 to 8 hours awaiting a provider | Shipper's data |
One page to the shipper's transportation manager: move us to primary for the equipment type, at the adjusted rate.
Volume read as position. Nine loads moved; "we are the shipper's carrier on this lane". We are the backup on seven.
Cascade timing not captured. No way to tell first from cascaded; no case.
Acceptance blended. 90 percent overall hides that the 86 is on the hard loads.
Case without the shipper's numbers. The incumbent's 70 percent is the shipper's pain, from their data.
The same classification per tender, per shipper per lane, with the routing guide where shared and timing where not. Covirage runs it on the tender log and the load ledger every month. The primary tender share guide covers the measure, and the tender rejection guide covers the broker's own refusals.
From timing: the shipper's transportation system tenders the load to its first-choice provider at creation and to the next only after a refusal or a timeout, usually hours later. A tender arriving more than a stated gap after the load's creation time is inferred cascaded, labelled, with the confidence shown.
Because it is the broker's behaviour on the loads the primary did not want: the hard ones. Accepting nearly all of them on time is the evidence that the broker would be a better primary, and the shipper's data on the incumbent's refusals is the cost of not making the change.
The same table read the other way: acceptance when first below a stated level is a lane about to cascade to somebody else, and the tender rejection guide covers what to do before the shipper notices.