Primary tender share

The share of a shipper's loads on a lane tendered to the broker first, from the routing guide where shared or inferred from tender timing. A backup position that accepts nearly everything it sees, on time, is the case for primary; a primary position that rejects is a lane about to be lost.

DefinitionThe share of a shipper's loads on a lane tendered to the broker first, from the routing guide where shared or inferred from tender timing. A backup position that accepts nearly everything it sees, on time, is the case for primary; a primary position that rejects is a lane about to be lost.

Volume is not position

Fifty loads a month as third in the guide are the loads two others refused.

The case, per lane

Broker's acceptance and on-time, and the incumbent's rejection rate from the shipper's own data.

How it is computed

Tenders received as the first offer divided by tenders received, by shipper and lane, from the tender log's sequence or the routing guide.

Example

On a shipper's tenders the broker was first call on 40 percent and second or third on 60. Backup freight is irregular and harder to cover.

Where it goes wrong

Being on the routing guide counted as winning the lane.

Articles that use this term

Coverage and territory · Freight brokers and 3PLs

Primary tender share per shipper: are you the first call or the backup?

How 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 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 Alternatives and comparisons · Freight brokers and 3PLs

How to choose analytics software for freight brokers and 3PLs: questions, data and traps

How 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 read Coverage and territory · Freight brokers and 3PLs

Primary tender share on ten tenders: the whole arithmetic on one page

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.

17 Sept 20263 min read Board and management reporting · Freight brokers and 3PLs

Sales KPIs for freight brokers and 3PLs: ten measures that matter, each with its formula and the export it comes from

The 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 read How-to guides

The worked examples: every measure on ten rows you can check by hand

A hub for the worked-example pages on this site: each core measure computed in full on a book small enough to check by hand, ten accounts, ten deals, ten invoice lines, five clients, four territories, with every intermediate figure shown and the identity at the end. This page lists them by measure with what each example demonstrates, so a reader can reproduce the arithmetic before running it on their own export.

17 Sept 20268 min read