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September 2018 Town Hall

11.14.17
by

Nick Fryer

on 6 September 2018

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Transcript of September 2018 Town Hall

September 2018
Town Hall
AGENDA
Our Purpose
BUSINESS PERFORMANCE
REVIEW
Business Performance Review

Key Finance Initiatives

Market Conditions

Driving Growth: Sales Update

HR Update: Talent

Q&A
Q&A
YTD volume

exceeded budget by 7.92%
.
Volume is down on a year-over-year basis.
YTD spread exceeded budget by $1MM (4.76%)
and
exceeded YTD 2017 by $3MM (15.78%).
YTD revenue

exceeded budget by $12MM (9.83%)
and
exceeded YTD 2017 revenue by $7MM (5.51%).
Key Finance Initiatives
MARKET CONDITIONS
DRIVING GROWTH:
SALES
UPDATE
KEY TAKEAWAYS
THANK
YOU!
LET'S KICK
SOME ASS
Continuing to drive down outstanding Accounts Receivable

Re-focusing on Accounts Payable
Why does
this matter?
HR UPDATE:
TALENT
Be the logistics partner of choice by focusing on the success of our customers and carriers, while fostering an environment of continuous learning
and innovation

strategic partnerships & acquisitions
data-driven insights (KPIs)
carrier experience
focus
new
&
organic
growth
breakthrough
talent
Enhance our core competency of truckload brokerage while building new capabilities to differentiate our product offering to provide greater value to our customers
Attract top
AFN talent
Manage talent
experience
Support high
performance
Strategic org
design
Culture
ambassadors
How HR Supports Our Strategy
The only way to execute a great idea is with great talent.
Top talent is our superpower
Attract Top AFN Talent
Engagement Survey
AFN'S STRATEGY:
Enhance our core competency of truckload brokerage while building new capabilities to differentiate our product offering to provide greater value to our customers

OUR PURPOSE:
Continuously improving lives through supply chain solutions.

OUR VISION:
To be the logistics partner of choice by focusing on the success of our customers and carriers, while fostering an environment of continuous learning and innovation.

OUR MISSION:
AFN seeks to be the premier organization in the logistics and distribution industry. We are committed to delivering the best value to benefit our customers and carriers through our ongoing commitment to innovation and sophistication of our systems and our overall dedication to excellent customer service.
AFN'S STRATEGY

Enhance our core competency of truckload brokerage while building new capabilities to differentiate our product offering to provide greater value to our customers.
My Ask of You...
My Manager

Cares about my concerns
Helps me to learn and grow
Makes it easier to do my job well
Alignment

Good inter-departmental cooperation
The company operates by strong values
The company is going in the right direction
Effectiveness

New ideas and different points of view are encouraged
Managers understand the goings-on at the company
The company does things efficiently and well
Connection

Employees are well-informed about important decisions
Employees feel valued, appreciated and a part of something meaningful
Enabled to work at their full potential
6%
10%
9%
7%
Areas for Improvement
New ideas are encouraged at AFN
1%
I feel well-informed about important decisions at AFN
2%
Supporting High Performance
Strategic Org Design
THE CHALLENGE:
THE BEST PEOPLE...
with THE RIGHT SKILLS...
THAT FIT OUR CULTURE.
PEOPLE

Effectively setting team expectations & establishing priorities

Motivating & developing team members

Fostering open communication

Encouraging teamwork & group achievements

DEVELOPMENT

Taking actions to build upon a skill or competency

Improve upon any gaps

Ensure continuous growth & career development
THE RESULT:
The continued health of our unique, award-winning & differentiating culture.
The continued growth of AFN!
Are there any updates on a long-term capital partner?
The U.S. economy is healthy and growing.
Retail spending is strong.
All signs point to a busy Q4, ripe with challenges and opportunities.

THREE-PART FOCUS
RECRUITING

TALENT MANAGEMENT / ENGAGEMENT

WORKFORCE PLANNING
INVESTING IN AFN'S
RECRUITING PROGRAM
Enhancing the candidate experience

Employer brand

Referral program
TALENT DEVELOPMENT / ENGAGEMENT
Development

Role mobility

Recognition

Team member engagement
WORKFORCE PLANNING
Overall org. structure must support health & successful execution of the business

Seasonality & flexibility

Leverage Chicago office more fully
Methodology:
Individual rep. goals roll up into team goal

Progress:
Currently ahead of goal, however, larger sales goals in the coming months

Looking ahead:
Sales team needs to add new accounts to meet overall goals
NEW SPREAD: Top New Clients
Sales Exec. team performing extremely well
Training program, Coaching, & Active Management
Sales activities have been strong
NEW Growth: Process to Scale
Organic Growth Drivers
Developed relationship that transcends price
Jacksonville, FL to NC & SC: $408k spread, 1,176 volume til February
Strategic award
Strategic AM Joliet
Pet Care opportunity
Struggled through produce season with OB LA TL- need to be strategic now
VA outsource
Strategic in network
About to kick into high gear
GA to NC Peak award: $144k spread, 336 volume
Plus another $1.4M GR, $177k Spread as of yesterday
Expect more during peak
Growing b/c of service & relationship development
Perception is key
Started w/1 division, now in 5. Added 2 in Q3.
Received approval to convert inbound to AFN brokerage
Keys to success: process, visibility, accounting & customer service
Collaborative partnership
GET INVOLVED
in recruiting
& retaining top talent!
BE AN ACTIVE & ENGAGED

participant in your career!
LOOK FOR CONTINUOUS IMPROVEMENT
within yourselves, on your team, with our managers, and for the company!
NEW Growth: New Process Results
Results:
New spread goal: $325,000
Current total: $340,000+
33 total new accounts
5 accounts combined for over $285,000 in new spread
Potential future large clients? It all adds up. Momentum!
Continued tightness & Upward pricing pressure 2018
Capacity expanding slowly, not fast enough
Tariffs still risk, not large enough from macro perspective
Pricing
Longhaul record highs
Tweener lanes have not normalized
Local inflation not as rapid, but still high
Truckload impact due to IMDL spillover effects
LA, Chicago, Dallas, Atlanta, Philly/NJ
Shift in TL pricing from RPM / Flat to Time To Complete TL
Shippers / Carriers evaluating networks and need solutions
Call to Action

Engage Externally:
Leverage Tools: Automated Capacity updates, Content, Social Media
Pick up the phone - Still #1
Talk to them & ask about their needs
Recognize & Communicate opportunities
Price based on what the Opportunity is, Communicate approach & intent with the client
Convert Transactional Opps to Long Term Clients
Peak Season support
YTD New Spread exceeded budget by $538K (62%) and exceeded YTD 2017 New Spread by $910K (183%).
YTD Organic Spread exceeded budget by $2.04MM (10.1%) and exceeded YTD 2017 Organic Spread by $5.05MM (29.49%).
YTD New Spread exceeded budget by $107K (12.33%) and exceeded YTD 2017 New Spread by $478K (96.5%).
YTD Organic Spread exceeded budget by $153K (0.76%) and exceeded YTD 2017 Organic Spread by $2.96MM (17.28%).
$3M Outsource, est. $450k Spread
Implementing now
Full transcript