Thank you for taking the time to speak with me today. I know your time is important so I will try to make this as brief as possible and focus on any areas of interest
Just to give you a 30,000ft overview…. Echo was founded in 2005 so we are a dynamic four year old company who today has over 850 employees. One of the interesting things about echo is that we actually went public in October of 2009. We were fortunate enough to be one of twelve companies to go public this year. At our HQ, in Chicago, we have more than 56,000 square feet of office housing all our major corporate functions.. Remote offices through the US of been development purely through acquisitions which we have 5 of. We currently have 11,600 customers, so our customer growth as been strong year over year since 2005 which we’ll touch on a little more coming up. And our board members. I put this up here to give you a flavor of who’s on our board, Sam Skinner, John Walter, and Doug Waggoner. These folks can chose to sit on any board but choose to be a part of echo. We are very fortunate that these gentlemen believed we were doing something different, so across the next few slides I hope to show you some of what they saw….
What we have done is taken these 5 areas and compiled them into 3 core values that we hold today. Tell them what you’re going to tell them, tell them, tell them again 3 things that Echo brings to the table 400,000 – how long before we are spending 1,000,000 One of your biggest challenges is that you are currently spending _______ but want to be buying at a higher level. 50 million in Technology – not a lot of other companies have invested this much time and money into a TMS system Buy a lot Spend a lot on technology Work to make your life easier Intro - So _______ what I tried to do here is point out the 3 core values that we bring to your organization with our Enterprise solution. Buying power – with over 400mm dollars in controllable transportation spend today, and our current compound annual growth rate we expect that to be well over 1 Billion in the next 3 years. So as we continue to procure more and procure better, that directly relates to cost savings on a continual basis throughout our business partnership. Technology – we have invested 35 million dollars into our technology, something that very few competitors have done in the marketplace and the good news about these systems are: Web Base, All systems track together and tied into each other, more importantly for you…there is no extra cost. We have designed this technology and will give it to you as part of our solution. Lets Touch on Service: Echo does not believe in the call center concept. So for our Echo’s enterprise solution we would hire someone, train and let them learn your business so all day long all they do is work for you. Again the 3 things we do well is: one of the largest buyers of transportation, world class technology and hire a dedicated team to act as an extension of your company.
Doesn’t cost you anything I reserve time with our auditing department to sit down and review data I have seen the benefits of this type of solution for ______. Hopefully you have seen those as well. That brings up to the conclusion of our presentation today. We covered a lot of information about our solution and hopefully you gained some positive insight about how we can begin the process of working together. At this point, it makes sense to set expectations about next steps and schedule a date that we can mutually commit to getting the audit materials to our audit team. It couldn’t be easier and if you are using a freight bill audit company, it is as easy as send us a file of your last 30, 60, 90 days of freight info. We do the rest! If you have paper invoices, you can fax or FedEx them to us…we’ll give you our account number so it won’t cost you a dime. Once we get the info, it usually takes about 5-10 business days to prepare and process it. At that time, we will schedule a time to present our proposed hard dollar savings to your decision making / Executive team. Q&A – Close to an Audit Date commitment, get the name and contact info of the person that controls the EDI files and get the data.
Introductions Introduce myself and give background Introduce Eric and have him discuss his background and the evolution of Echo
Echo Power Point Sales Presentation
Evolved Transportation Management <ul><li>Echo Global Logistics </li></ul>
Agenda <ul><li>Current Program and Goals </li></ul><ul><li>Overview </li></ul><ul><li>Echo Value Proposition </li></ul><ul><li>Technology </li></ul><ul><li>Next Steps </li></ul>
Echo Overview Founded 2005 Employees 950 Publicly Traded (10-2-09) NASDAQ (Ticker Symbol: ECHO) Headquarters <ul><li>HQ in Chicago </li></ul><ul><ul><li>Acquisitions in MN, WI, CA, OR, UT, IL </li></ul></ul><ul><ul><li>Branches in Atlanta , Detroit, & Dallas </li></ul></ul>Customer Base 16,000+ Customers Board Members Sam Skinner Former Secretary of Transportation for United States John Walter Former COO AT&T Doug Waggoner, CEO former SVP of YRC
Echo Overview <ul><li>End 2009: $260MM Revenue </li></ul><ul><li>3 Year CAGR 98% </li></ul><ul><li>1 Billion by 2014 </li></ul><ul><li>Business Mix (Revenue) </li></ul><ul><li>45% Enterprise </li></ul><ul><li>55% Transactional </li></ul><ul><li>> 22,000 carriers in network, with over 4,400 active </li></ul><ul><li>100 LTL Carriers – National, Regional & Local </li></ul>REVENUE CLIENTS ACTIVE CARRIERS Top 100 3PL – Inbound Logistics Magazine (2007, 2008, 2009) Top 50 3PL – Food Logistics Magazine (2008, 2009)
Attractive Competitive Position Buying Power Proprietary Technology Unbiased Solution Dedicated Service Teams Customized Solutions Small Broker (thousands) Large 3PLs Asset-Based Carriers (FedEx, UPS, YRC, JB Hunt, Con-Way)
Echo Customer Value Proposition <ul><li>Dedicated and experienced professionals to meet every client need </li></ul><ul><li>Procures transportation on behalf of more than 16,000+ clients </li></ul><ul><li>Control $500MM worth of transportation spend </li></ul><ul><li>$55 Million TMS system </li></ul><ul><li>A suite of robust state-of-the-art web-based applications </li></ul><ul><li>Central, visible, scalable and customized global solution </li></ul><ul><li>Superior client interfacing technology </li></ul>Buying Power Technology Service
Technology Value – TMS Costs Technology Company 1 Company 2 Echo Data repository Track & trace visibility Electronic integration of vendors Electronic invoice accessibility Centralize data & control Report tools suite Integrated across all platforms On-site assessment Dedicated account support Customization Subscription fee Integration cost Total *Assuming 27,000 transactions $7 fee per transaction $500,000 No Cost n / a $200,000 No Cost $190,000* $700,000 No Cost
Case Study: Culligan Annual Spend $5 Million LTL $3 Million Small Parcel $1 Million Int’l Air, Ocean $5 Million Canada $3 Million Truckload Large international manufacturer of water filtration equipment. Over $718 million in annual revenue, publicly traded with over 850 North American dealers and locations in Canada and Mexico. To create an international program to integrate over 1,000 dealers, 150 vendors and 3 North American manufacturing and distribution facilities. Overview Challenge
Results: Culligan <ul><li>Built a 4-person account team to support the client from Chicago Headquarters </li></ul><ul><li>Integration of the entire company on Echo's Enterprise platform in 8-12 weeks </li></ul><ul><li>Committed savings of 5% of annual transportation spend, estimated at $850,000 </li></ul><ul><li>Transitioned dealers from collect shipments to a Pre-Pay </li></ul><ul><li>Automatic freight bill pay and audit </li></ul>Echo Solution Projected 3-Year Savings Service Before Echo With Echo Savings LTL Shipments $51,000,000 $48,450,000 $2,550,000
Case Study: Bang Printing Annual Spend Bang Printing is a leading print manufacturer for short to mid-run books located in Brainerd, Minnesota. They recently acquired a printing company based out of Valencia, CA. They also offer many different types of bindery for all products. Bang and Echo started their partnership in May 2009 . Be able to find a carrier mix able to make daily pick ups at their very remote location two hours north of Minneapolis, Minnesota. Also need to show the ability to negotiate competitive pricing for partial shipments – near 50% of their LTL shipments are heavier than 5,000 lbs Overview Challenge $500,000 - LTL
Case Study: Bang Printing <ul><li>Provide 5% savings off of their previous negotiated tariffs for LTL </li></ul><ul><li>Provided customer specific pricing with 2 main carriers in their area who could handle daily pickups from their remote area </li></ul><ul><li>Provided technology to help streamline and give visibility in regards to shipping </li></ul><ul><li>Provided reports for analyzing freight spend </li></ul>Echo Solution Projected 3-Year Savings Service Before Echo With Echo Savings LTL Shipments $1,500,000 $1,425,000 $75,000
Case Study: Wolverine Annual Spend Manufacturer of sealants and gaskets with main office in Detroit with Warehouses in VA and FL. Currently dealing with carriers directly and unable to negotiate any better rates due to limited buying power. Also lots of time and effort going into AP issues. Overview Challenge $1,500,000 TL $100,000 LTL
Case Study: Wolverine Advanced Materials <ul><li>Provided 5.65% savings on TL with 10% mark up on new lanes </li></ul><ul><li>Matched current LTL pricing </li></ul><ul><li>Integrated all modes through one centralized system </li></ul><ul><ul><li>Free Freight Bill and Audit for Soft Cost Savings </li></ul></ul><ul><ul><li>Reporting tools offering more in depth company analysis </li></ul></ul>Echo Solution Projected 3-Year Savings Service Before Echo With Echo Savings LTL Shipments $4,800,000 $4,400,000 $400,000
Summary 4 -12 Week Process ASSESSMENT OF CURRENT TRANPORTSTION REQUIREMENTS PROVIDE SOLUTION DESIGN CERTIFY CARRIERS IN ECHO NETWORK CREATES ROUTING GUIDE TL, LTL, SMALL PARCEL DEDICATED TEAM ESTABLISHED ECHO ETM TM AND ECHOTRACK TM TRAINING SEE SAVINGS IN YOUR BOTTOM LINE Assessment Implementation <ul><li>Lock in a long-term transportation solution that will evolve with your needs and see significant savings. </li></ul><ul><li>Achieve ultimate shipment optimization through dedicated, focused expertise in transportation operations. </li></ul><ul><li>Gain visibility into all modes and vendors. </li></ul><ul><li>Align your logistics operation with industry best practices in procurement and administration to achieve increased profitability. </li></ul><ul><li>Create single-source accountability for cost savings, data transparency, transaction visibility, and customized reporting. </li></ul>OUR ENTERPRISE ACCOUNT PROGRAM IS A GREAT WAY TO: