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• Common traits of successful agents

• Attitude/desire for growth• Willingness to invest in the agency (resources/facilities)• Commitment to quality at all levels of the agency • A relentless focus on sales• Ability to communicate needs and properly utilize all available extended resources• Focus on servicing direct customers• Ability to broker freight• Willingness to learn multiple modes of transportation and service all customer freight

needs• Willingness to learn from other agents

What Sets Successful Agents Apart

• Planned Approach to Growing Your Agency – Understanding current state

• Understand your current agency• What customers do I service today? (ARA report)• What services am I providing my customers?• Why is the customer choosing me vs. the competition?

• Understand your customers• What is the role of my current contact as it relates to the entire supply chain?• Is there more business to be had under his direct control over? • Is there more business outside of his control?

How to Grow

• Planned Approach to Growing Your Agency – Understanding current state

• Understand the industries you service• What industries am I servicing ?• What other customers can I target in these industries?

• Understand the current services you provide as it relates to the customers and industries that you currently service

• Am I providing transactional services or solutions to my customers?• Have I been providing all modes of transportation to my clients?• What services or modes am I not comfortable with providing my clients today?

How to Grow

• Planned Approach to Growing Your Agency – Develop A Plan for Growth

• Agency Plan• Determine if resources are properly aligned to support growth• Understand your current capacity for growth• Identify additional resources needed to support growth• Have roles and responsibilities clearly defined for employees• Have plan to support sales, operations, and the back office for continuous growth

• Sales Plan• Identify a lead sales person for the office• Set a 30-60-90 day sales plan• Prioritize accounts to call on based on immediate opportunities with existing

accounts• Focus on new accounts from target market segments that best fit

How to Grow

• Planned Approach to Growing Your Agency – Executing the plan

• Engage the right resources• Share plan with Landstar to ensure corporate and field resources are fully

engaged in your success• Network with other agents to learn best practices• Team up with other agents for services you do not want to provide

• Follow-up and showcase your successes• Take the lead in driving your plan• Ensure resources are fully engaged and remain focused• Get people excited about your success• Communicate , communicate, communicate…..

How to Grow

• Solution sales approach vs. transactional

• Ask questions! Try not to “sell” until you know the customer needs

• An introduction to Landstar is often enough get your foot in the door and open up opportunities for discussions around customer needs.

• Understanding the big picture will ultimately lead to more opportunity

• We are here to help – As you understand more about the needs of your customer engage the right resources to help develop the right solution.

How to Sell

• Publically Traded as LSTR on NASDAQ• 1,300 Employees (Jacksonville, Rockford and Southfield)• Over 1,300 Agent Locations• 8,500+ Exclusive Business Capacity Owners• 30,000+ Contracted Capacity Providers• Warehouse Facilities

Corporate HeadquartersJacksonville, Florida

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Landstar System, Inc.

Business Model

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LandstarCapacity Agents

Customers

8,000 BCOs 31,500 Approved Carriers All Major U.S. Rail Lines Ocean Cargo Carriers Air Cargo Carriers WCO Network Foreign Correspondent Networks

Landstar is a worldwide, non-asset based provider of integrated supply chain solutions delivering safe, specialized transportation and logistics services to a broad range of customers utilizing a network of agents, third party capacity owners and employees.

InsuranceFinanceOperating AuthorityTechnologySafety ProcurementSales Support

Independent Business OwnersCustomer ServiceSourcing CapacityTracking & TracingCustomer ReportsDispatching

Financial ResultsFull Year

$139,971

$183,245 $205,853

$50,000

$100,000

$150,000

$200,000

$250,000

2010 2011 2012

Operating Income & Operating Margin (2)

$394,457

$431,892 $445,712

$360,000

$380,000

$400,000

$420,000

$440,000

$460,000

2010 2011 2012

Gross Profit & Gross Margin (1)

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$2,400,170

$2,649,082

$2,793,420

$2,200,000

$2,400,000

$2,600,000

$2,800,000

$3,000,000

2010 2011 2012

Revenue

35.5%

46.2%

(1) Gross margin equals gross profit divided by revenue(2) Operating margin equals operating income divided by gross profit

42.4%

$1.77

$2.38

$2.77

$1.00

$1.50

$2.00

$2.50

$3.00

2010 2011 2012

Diluted Earnings Per Share

(In Thousands)

16.4%16.3%

16.0%

InformationWeek 500 Award WinnerInnovation in Technology

14 consecutive years

Quest for Quality Awards2002 - 2012

Top Ten 3PL Excellence Award 2002 - 2012

Awards

2012 Top 100 For-Hire Carriers, Top 50 Logistics Companies,

Top 50 Freight Transportation Firms , Top 25 Freight Brokerage Firms

#1 - 2012 ACT Transport 50#2 – 2012 Transport 50

Certifications

ISO 9001:2008 Registered

9001:2008

Business ModelIndustries ServedAs a Percentage of Revenue

Fiscal Year 2012

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Appl/Furn.; 15.3

Auto; 10.4

Building Prod; 8.5

Chemicals; 1.8

Clothes & Fabrics; 0.5Container; 1.2

Electrical; 2.2Food; 5.8

Govt.; 3.6Hazmat, Munit. & Expl.; 5.5Liquor; 0.4

Machinery; 21.5

Metals; 8.9

Misc, 7.5Paper; 1.3

Plastic & Rubber; 2.9SCS Fees; 0.1 Substitute Line Haul; 2.6

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North America OTR • Platform• Van/LTL• Bulk• Tanker• Expedited• Heavy Haul

Intermodal• Reliable/Efficient Transportation• Substituted Services• Full Coverage

International• NVOCC/OTI• IATA/IAC (Domestic and Intl)• Break Bulk/OOG• Projects

Warehouse• Flexible & Scalable• Established Network of

Providers• All Major Markets

Supply Chain Solutions

• Freight Management Services• Freight Optimization• Event Management• Leading Technology

With Landstar,

We canMove It & Manage It.

Transportation & Logistics Solutions

Transportation & Logistics Solutions

Supply Chain Solution Services Traditional Transportation Services

• Optimization of the order-to-cash process • Truckload / LTL

• Freight management services • Van, flatbed, over dimensional

• Freight optimization • Trailer pools

• Complete carrier visibility • Emergency / expedited

• Event management • Air

• Warehousing • Ocean

• Rail

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• Traditional non-asset based 3rd Party Logistics• Over 20 years experience in transportation

management• Proprietary technology and Oracle™ (OTM)• Safety First Culture• 24 x 7 x 365 coverage• 2012 statistics

– 354,891 shipments managed– $387M transportation spend managed– 1877 primary carriers used Corporate Headquarters

Jacksonville, Florida

Landstar Supply Chain Solutions

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Supply Chain

Data Analysis

Develop Future State

Gap Analysis

Understand Vision

Project Plan

Implement Vision

Identify Opportunities

Current State

Landstar Solution Methodology

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Supply Chain Solutions

Outsourced Logistics Management Services

• Proactively manage daily transportation requirements

• Optimize Cost by Mode (LTL, TL, Intermodal)

• Event Management & Shipment Visibility

• Experienced logistics professionals

• Industry-leading technology

Complete Management of Information & Physical Flow of Goods

Manage Orders

Optimize Shipments

Execute Shipments

Financial Settlement

Business Intelligence

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Improve Your Supply Chain Performance

• Reduced transportation costs

• Guaranteed capacity

• Safe, reliable capacity

• Real time in-transit visibility

• Low cost of implementation

• Ease of implementation

• Single point of contact

• Freight settlement

• Business intelligence reporting capabilities

Supply Chain Solutions

• Agent Driven Project Manager with Expertise & Assistance of Landstar

• Landstar sets shippers on the road to success through an extensive network of independent agents, business capacity owners and third-party capacity providers. Landstar responds to the needs of customers by utilizing innovative technology and expansive capacity to provide the customer with superior, comprehensive service, while offering efficient, cost-effective global and domestic supply chain solutions.

• Most importantly, every agent owns his or her business, which means they have the insight and perspective to manage the customers logistics needs. The agent becomes the customers project manager. They become and remain committed to your business and are driven to the success of the program. Landstar will surround the agent with the appropriate expertise to be certain that the customers expectations are not only met but succeeded.

What Sets Landstar Apart

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