1 00:00:00,567 --> 00:00:01,307 one of the 2 00:00:01,307 --> 00:00:02,027 customers I 3 00:00:02,027 --> 00:00:02,607 worked with in 4 00:00:02,607 --> 00:00:03,427 a manufacturing 5 00:00:03,427 --> 00:00:05,987 industry where 6 00:00:05,987 --> 00:00:07,167 they had a 7 00:00:07,167 --> 00:00:08,047 plant in Salt 8 00:00:08,047 --> 00:00:09,827 Lake City and 9 00:00:09,827 --> 00:00:11,067 most of 10 00:00:11,067 --> 00:00:11,922 the market 11 00:00:11,922 --> 00:00:12,633 was in 12 00:00:12,633 --> 00:00:13,514 California, Southern 13 00:00:13,514 --> 00:00:14,446 California. 14 00:00:14,446 --> 00:00:14,937 So obviously 15 00:00:14,937 --> 00:00:15,888 there was a 16 00:00:15,888 --> 00:00:16,740 need for having 17 00:00:16,740 --> 00:00:17,251 a warehouse 18 00:00:17,251 --> 00:00:18,193 there, 19 00:00:18,193 --> 00:00:18,793 but how do 20 00:00:18,793 --> 00:00:19,404 those cost 21 00:00:19,404 --> 00:00:20,874 metrics work? 22 00:00:20,874 --> 00:00:21,675 So for this 23 00:00:21,675 --> 00:00:22,155 specific 24 00:00:22,155 --> 00:00:23,096 example, we 25 00:00:23,096 --> 00:00:23,716 looked at other 26 00:00:23,716 --> 00:00:24,320 options. 27 00:00:24,320 --> 00:00:24,650 really 28 00:00:24,650 --> 00:00:25,641 creatively 29 00:00:25,641 --> 00:00:26,181 looking at 30 00:00:26,181 --> 00:00:26,741 Henderson, 31 00:00:26,741 --> 00:00:27,412 Nevada, which is 32 00:00:27,412 --> 00:00:27,872 right out of 33 00:00:27,872 --> 00:00:28,711 Las Vegas. 34 00:00:28,711 --> 00:00:30,212 And you've got 35 00:00:30,212 --> 00:00:30,742 Glendale, 36 00:00:30,742 --> 00:00:32,142 Arizona, Phoenix 37 00:00:32,142 --> 00:00:33,850 area, even Reno. 38 00:00:33,850 --> 00:00:34,551 If you're making 39 00:00:34,551 --> 00:00:35,051 it in Salt 40 00:00:35,051 --> 00:00:35,756 Lake City, 41 00:00:35,756 --> 00:00:36,876 choices for 42 00:00:36,876 --> 00:00:37,396 modes of 43 00:00:37,396 --> 00:00:38,517 transportation 44 00:00:38,517 --> 00:00:39,147 going into 45 00:00:39,147 --> 00:00:40,137 California. 46 00:00:40,137 --> 00:00:40,797 Now, also 47 00:00:40,797 --> 00:00:41,657 remember that 48 00:00:41,657 --> 00:00:42,157 sometimes 49 00:00:42,157 --> 00:00:42,698 getting into 50 00:00:42,698 --> 00:00:43,787 California is 51 00:00:43,787 --> 00:00:44,858 cheaper because 52 00:00:44,858 --> 00:00:45,548 it's a backhaul 53 00:00:45,548 --> 00:00:46,138 lane. 54 00:00:46,138 --> 00:00:47,169 And so if 55 00:00:47,169 --> 00:00:48,279 you have 56 00:00:48,279 --> 00:00:49,639 a site in 57 00:00:49,639 --> 00:00:50,749 Las Vegas, for 58 00:00:50,749 --> 00:00:51,240 example, 59 00:00:51,240 --> 00:00:52,185 outside, that 60 00:00:52,185 --> 00:00:52,685 becomes a 61 00:00:52,685 --> 00:00:53,505 backhaul lane. 62 00:00:53,505 --> 00:00:54,336 you're all the 63 00:00:54,336 --> 00:00:55,196 carriers and 64 00:00:55,196 --> 00:00:55,796 you're trucking 65 00:00:55,796 --> 00:00:56,646 it are wanting 66 00:00:56,646 --> 00:00:57,016 to go back 67 00:00:57,016 --> 00:00:57,996 to California. 68 00:00:57,996 --> 00:00:58,671 So you're going 69 00:00:58,671 --> 00:00:58,977 to get a 70 00:00:58,977 --> 00:00:59,410 better rate. 71 00:00:59,410 --> 00:01:00,589 to match loads. 72 00:01:00,589 --> 00:01:01,599 Yes, exactly. 73 00:01:01,599 --> 00:01:02,089 So you're going 74 00:01:02,089 --> 00:01:02,350 to get a 75 00:01:02,350 --> 00:01:03,050 better rate 76 00:01:03,050 --> 00:01:03,670 going back to 77 00:01:03,670 --> 00:01:04,591 California. 78 00:01:04,591 --> 00:01:05,221 So even though 79 00:01:05,221 --> 00:01:06,232 you're incurring 80 00:01:06,232 --> 00:01:06,762 a little bit 81 00:01:06,762 --> 00:01:07,912 more miles, 82 00:01:07,912 --> 00:01:08,383 you might 83 00:01:08,383 --> 00:01:08,993 actually get 84 00:01:08,993 --> 00:01:09,873 better line 85 00:01:09,873 --> 00:01:10,594 haul.