Lane share

In freight, loads or volume you carried for a shipper on an origin-destination pair divided by everything the shipper moved on that lane. A shipper rarely gives one provider every lane.

DefinitionIn freight, loads or volume you carried for a shipper on an origin-destination pair divided by everything the shipper moved on that lane. A shipper rarely gives one provider every lane.

How it is computed

Lane share = loads won ÷ loads tendered, per shipper and lane

Where tenders are not recorded, compare lanes carried against the norm for shippers of that size. Lanes are normalised to a grain the commercial team uses, metro or trade lane, never raw addresses.

Why per lane

A shipper can give you all of one lane and none of another. The lane view is where the next load is; the customer total hides it.

How it is computed

Loads moved for a shipper on an origin and destination pair divided by the shipper's total loads on that pair, from the shipper's stated volumes, bid data or routing guide.

Example

A shipper moves about 900 loads a year from Dallas to Atlanta. The broker moved 110: 12 percent. On the shipper's Chicago to Memphis lane it moved 60 percent.

Where it goes wrong

Share computed per shipper overall. A strong lane hides five where the broker is a minor carrier.

Articles that use this term

Board and management reporting · Freight brokers and 3PLs

Carrier concentration per lane: when one carrier is the lane

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 read Wallet share and penetration · Freight brokers and 3PLs

Lane share per shipper for freight brokers and 3PLs

How 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 read Wallet share and penetration

Share of wallet by industry: what the denominator is in twelve industries

Share of wallet is one formula and twelve different denominators. This hub sets out, for twelve industries, what the customer's wallet is, where the number comes from, what the numerator is in that industry's ledger, and the natural ceiling a share can reach, with a link to the full guide for each. Written for a commercial leader who has heard the term and wants to know what it means for their desk.

16 Sept 20263 min read Wallet share and penetration · Freight brokers and 3PLs

Spot versus contract lanes: why a freight broker needs two lists for one shipper

Why 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 read Board and management reporting · Shipping and logistics

Ten questions a forwarding managing director asks, and the table that answers each

The ten questions the managing director of a freight forwarder puts to the branch and trade lane managers, what is lane share per customer and per mode, are TEU and kilograms ever added, which customer lanes lost reliability before the tender, what detention and demurrage did we absorb and for whom, how long does delivered freight wait for an invoice, which customs holds are the customer's own data, which customers are concentrated on one carrier, what is margin per file by branch, which customers went quiet by lane, and what changed, each with the table from the bookings, milestones and billing exports, and the answer to send back.

16 Sept 20262 min read Board and management reporting · Freight brokers and 3PLs

Ten questions a freight brokerage president asks, and the table that answers each

The 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 read