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THIRD-PARTY LOGISTICS (3PL) BRAND RECOGNITION, RFP ACTIVITY AND EXPECTED PROFIT MARGINS – 2018 January 2019 Phone: +1-800-525-3915 Website: www.3PLogistics.com Email: [email protected] ABOUT ARMSTRONG & ASSOCIATES, INC. Armstrong & Associates, Inc. (A&A) was established in 1980 to meet the needs of a newly deregulated domestic transportation market. Since then, through its leading Third-Party Logistics (3PL) market research and history of helping companies outsource logistics functions, A&A has become an internationally recognized key resource for 3PL market information and consulting. A&A’s mission is to have leading proprietary supply chain knowledge and market research not available anywhere else. As proof of our continued work in supporting our mission, A&A’s 3PL market research is frequently cited in media articles, publications, and securities filings by publicly traded 3PLs. In addition, A&A’s email newsletter currently has over 62,000 subscribers globally. A&A’s market research complements its consulting activities by providing continually updated data for analysis. Based upon its unsurpassed knowledge of the 3PL market and the operations of leading 3PLs, A&A has provided strategic planning consulting services to over 30 3PLs, supported 20 closed investment transactions, and provided advice to numerous companies looking to benchmark existing 3PL operations or outsource logistics functions. All Rights Reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form by any means, electronic, mechanical, photocopied, recorded or otherwise, without the prior permission of the publisher, Armstrong & Associates, Inc. The facts of this report are believed to be correct at the time of publication but cannot be guaranteed. Please note that the findings, conclusions and recommendations that Armstrong & Associates delivers will be based on information gathered in good faith from both primary and secondary sources, whose accuracy we are not always in a position to guarantee. As such, Armstrong & Associates can accept no liability whatsoever for actions taken based on any information that may subsequently prove to be incorrect. ©2019 Armstrong & Associates INTRODUCTION Introduction In the third quarter of 2018, Armstrong & Associates, Inc. (A&A) surveyed 39 Third-Party Logistics (3PL) managers to complete our 2018 3PL RFP Activity and Expected Profit Margins Study (hereafter referred to as Survey A). Besides brand recognition questions, Survey A also included sections on requests for information (RFIs), requests for proposals (RFPs), direct sales activity profit margin expectations, transportation pricing arrangements, etc. In addition to Survey A, where participants were 3PL providers only, we asked 278 3PL managers, customers and others associated with the 3PL industry to identify the most recognizable brands in third-party logistics. This shorter survey, 2018 Third-Party Logistics Brand Recognition Study, is hereafter referred to as Survey B. This is the fourth brand recognition survey A&A has done. The others were done in 2002, 2007 and 2013. The surveys used in this report are in Appendices A and B. Brand Recognition Results In 2018, we received 39 surveys from 3PL managers (Survey A) and 278 responses for Survey B, therefore, received 317 surveys total. We asked the survey participants, “When you think about leading 3PL Providers, what five companies first come to mind?” and to exclude their company from the rankings. Table 1 below lists the top 20 most recognizable companies/brands in 2013 and 2018. Table 2 comprises all votes received in 2018. Once again, DHL/Exel continued to be the most recognized brand in our 2018 survey. DHL received 145 votes and 556 points total. XPO, expanded greatly by mergers and acquisitions, came in 2nd with 535 points. XPO also received a total of 164 votes (19 votes higher than DHL). However, DHL had 63 mentions for 1st place (54% higher than XPO) which made the total points higher for DHL. C.H. Robinson placed 3rd overall, but had the most 1st place votes with 69 votes. Compared to our 2013 results, the brand strength score of the top three is clustered much closer together. In 2013, the top three on the brand strength list were DHL/Exel, C.H. Robinson and UPS with brand strengths of 100%, 65% and 49%; while in 2018, the brand strengths of the top three 3PLs was 100%, 96% and 92%. UPS/Coyote came in 4th in the survey and Kuehne + Nagel came in 5th with 69% and 55% in brand strength respectively. In addition to the top 3 on the brand recognition list, the change below, compared to the 2013 report, is worth noticing. Echo jumped from 18th to 8th in brand strength, an increase of 22%. Penske was 17th in 2013 and made 10th in 2018 resulting in a 13% increase in brand strength. GEODIS, Kenco, Panalpina, TQL, J.B. Hunt and DSV were new to the 2018 top 20 list. CEVA’s ranking dropped from 9th to 12th. Hub/ Mode/Unyson, APL and NFI dropped off the top 20 list in 2018. ©2019 Armstrong & Associates 3 BRAND RECOGNITION RESULTS Table 1. 2018 Brand Recognition Top 20 List - 2013 vs. 2018 (combined results of Surveys A & B) Brand Brand Rank 2013 3PL Total Votes *Total Points 2018 3PL Total Votes *Total Points Strength Strength 1 DHL/Exel 73 265 100% DHL/Exel 145 556 100% 2 C.H. Robinson 49 173 65% **XPO 164 535 96% 3 UPS 41 129 49% C.H. Robinson 132 512 92% 4 Ryder 40 110 42% UPS/Coyote 137 383 69% 5 Kuehne + Nagel 29 85 32% Kuehne + Nagel 97 305 55% 6 Menlo 25 76 29% Ryder 77 233 42% 7 GENCO 22 78 29% FedEx/GENCO 72 208 37% 8 Hub/Mode/Unyson 18 76 29% Echo 53 167 30% 9 CEVA 26 72 27% ***GEODIS 45 142 26% 10 OHL 21 61 23% Penske 39 120 22% 11 DB Schenker 17 41 15% DB Schenker 48 114 21% 12 FedEx 14 33 12% CEVA 45 113 20% 13 Saddle Creek 13 33 12% Transplace 31 83 15% 14 Coyote 12 31 12% Expeditors 31 78 14% 15 Expeditors 9 26 10% Kenco 23 73 13% 16 Transplace 12 25 9% Saddle Creek 23 58 10% 17 Penske 7 24 9% Panalpina 21 53 10% 18 Echo 10 22 8% TQL 18 49 9% 19 APL 8 21 8% J.B. Hunt 19 48 9% 20 NFI 5 22 8% DSV 19 45 8% Table 2. Full Results of the Top 20 3PL Rankings (combined results of Surveys A & B) Total *Points on Brand Rank 3PL 1st Place 2nd Place 3rd Place 4th Place 5th Place Votes Votes Strength 1 DHL/Exel 145 63 31 28 10 13 556 100% 2 **XPO 164 41 41 29 26 27 535 96% 3 C.H. Robinson 132 69 21 11 19 12 512 92% 4 UPS/Coyote 137 15 34 29 26 33 383 69% 5 Kuehne + Nagel 97 14 33 18 17 15 305 55% 6 Ryder 77 16 14 18 14 15 233 42% 7 FedEx/GENCO 72 8 15 20 19 10 208 37% 8 Echo 53 4 16 20 10 3 167 30% 9 ***GEODIS 45 15 6 3 13 8 142 26% 10 Penske 39 7 11 8 4 9 120 22% 11 DB Schenker 48 3 6 11 14 14 114 21% 12 CEVA 45 4 9 7 11 14 113 20% 13 Transplace 31 2 8 5 10 6 83 15% 14 Expeditors 31 4 6 2 9 10 78 14% 15 Kenco 23 923277313% 16 Saddle Creek 23 1 3 6 10 3 58 10% 17 Panalpina 21 218555310% 18 TQL 18 1 4 4 7 2 49 9% 19 J.B. Hunt 19 31546489% 20 DSV 19 2 2 3 6 6 45 8% *Total points on votes were calculated as follows: 1st Place = 5 Points, 2nd Place = 4 Points, 3rd Place = 3 Points, 4th Place = 2 Points, 5th Place = 1 Point **The votes for XPO include the votes for Menlo. ***The votes for GEODIS include the votes for OHL. Table 3 lists the top 50 U.S.-based 3PLs by gross revenue. To further measure the relationship of brand recognition and gross revenue, we developed Table 4. Table 4 provides the 3PLs’ name, gross revenue rank, gross revenue and total points. ©2019 Armstrong & Associates 4 BRAND RECOGNITION RESULTS Table 3. Top 50 U.S.-based 3PLs by Gross Revenue* Rank 3PL 2017 Gross Revenue (US$ Millions)* 1 C.H. Robinson 14,869 2 XPO Logistics 9,506 3 UPS Supply Chain Solutions 7,981 4 Expeditors 6,921 5 J.B. Hunt (JBI, DCS & ICS) 6,828 6 Kuehne + Nagel (The Americas) 5,541 7 DHL Supply Chain North America 4,390 8 Hub Group 4,035 9 Burris Logistics 3,396 10 Ryder Supply Chain Solutions 3,066 11 FedEx Trade Networks/Suppy Chain/SupplyChain Systems 3,014 12 Total Quality Logistics 2,934 13 DB Schenker (The Americas) 2,915 14 Panalpina (The Americas) 2,381 15 Coyote Logistics 2,360 16 CEVA Logistics (The Americas) 2,331 17 Schneider Logistics & Dedicated 2,330 18 Transplace 2,181 19 DSV (The Americas) 2,094 20 Transportation Insight 1,947 21 Echo Global Logistics 1,943 22 Landstar 1,940 23 NFI 1,910 24 Penske Logistics 1,700 25 Americold 1,536 26 Worldwide Express/Unishippers Global Logistics 1,400 27 BDP International 1,300 28 GEODIS North America 1,297 29 Werner Enterprises Dedicated & Logistics 1,211 30 OIA Global 1,200 31 Radial 1,082 32 APL Logistics Americas 1,040 33 Mode Transportation 1,029 34 syncreon 1,000 35 Universal Logistics Holdings 933 36 SunteckTTS 920 37 TransGroup Global Logistics 905 38 Lineage Logistics 900 39 Yusen Logistics (Americas) 855 40 GlobalTranz Enterprises 854 41 Ruan 836 42 Ingram Micro Commerce & Lifecycle Services 800 43 Cardinal Logistics Management 792 44 Nippon Express (The Americas) 790 45 Radiant Logistics 788 46 Damco (The Americas) 773 47 Neovia Logistics Services 763 48 Crane Worldwide Logistics 740 49 ArcBest 707 50 U.S.
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