• Commodity—Are you making more money hauling wallboard than cereal? If you don’t know, you can find out. It may give you valuable information for future sales efforts.
• Customer Order Count and Customer Below Order Goal—Maybe one customer is really high compared to others, but what’s the context? What is your history with this customer? Did they promise more freight than you’re getting? Maybe you’re still below what you had planned for. Get back to your sales guys and say, “Hey, this isn’t happening the way you said it would. What’s the problem? Did we do something wrong? Have there been service failures? Or is it something else? Is it that we just haven’t asked for the business, haven’t reminded them that we’re ready, willing, and able?”
• Accessorials—Run this every day. You want to know if this is off track. You operate on small margins, so the accessorials can take you from the black into the red. Maybe it’s $100, but the contract says it should be $75. Find those and stop them from continuing to happen.
• Vital Signs—Vital Signs offers a wealth of metrics in one location, and even though there’s an incredible amount of data on this screen, it’s easy to make sense of it. Hover the cursor over one of the row descriptors, such as “Scheduled Shipped Revenue,” and it will bring up a descriptor of what that is—“Revenue based on the order’s scheduled ship date” in this case. You can
see exactly what you’re getting. Here are just a few of the ways you can put this valuable tool to use:
• Configure Vital Signs to your needs—You choose the metrics that you want displayed.
• Display progress toward goals—If one metric is billed revenue, another one can be percentage of your goal for billed revenue. Right there in front of you, you have your real-time data and you can see how you’re performing against your target.
• Drill down for details—You can drill down on every item. You’ve got totals and averages for the time period. Look at your fuel surcharge. Whoa—17%? That’s supposed to be 26%. You need to take a look, so you drill down by clicking on the figure and you can see each load that is creating that figure.
• Use the data to find new angles on improvement—Look at your average LOH. If it’s high, take note. You should get that fact up on your website because it will help you recruit new drivers. They’ll see the long LOH and say, “Wow, I could be making good money and be home every weekend.”
• Track your dispatch efficiency— Look at the load entered, dispatches made, and dispatches completed. This tells you how efficient you are.
• Get charts or gauges with one click—You can get charts and gauges with one click. Look at revenue, orders, mileage, tractors—and see how your actual performance stacks up against your goals.
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