1
00:00:00,642 --> 00:00:01,255
is that many

2
00:00:01,255 --> 00:00:01,945
of your

3
00:00:01,945 --> 00:00:02,690
customers are

4
00:00:02,690 --> 00:00:03,730
experienced 3PLs?

5
00:00:03,730 --> 00:00:04,180
I know in

6
00:00:04,180 --> 00:00:05,319
our world for

7
00:00:05,319 --> 00:00:06,030
industrial real

8
00:00:06,030 --> 00:00:07,150
estate,

9
00:00:07,190 --> 00:00:08,331
like thirty to

10
00:00:08,331 --> 00:00:09,471
fifty percent of

11
00:00:09,471 --> 00:00:10,622
the market is

12
00:00:10,622 --> 00:00:11,182
third party

13
00:00:11,182 --> 00:00:11,952
logistics.

14
00:00:11,952 --> 00:00:12,672
So one of

15
00:00:12,672 --> 00:00:13,053
the things

16
00:00:13,053 --> 00:00:13,913
that's becoming

17
00:00:13,913 --> 00:00:15,134
very critical,

18
00:00:15,134 --> 00:00:15,734
I just saw

19
00:00:15,734 --> 00:00:16,265
a survey

20
00:00:16,265 --> 00:00:17,195
recently, is

21
00:00:17,195 --> 00:00:17,962
that going

22
00:00:17,962 --> 00:00:18,898
forward, the

23
00:00:18,898 --> 00:00:19,949
future

24
00:00:19,949 --> 00:00:21,229
of the revenue

25
00:00:21,229 --> 00:00:22,651
looks like for

26
00:00:22,651 --> 00:00:23,261
the 3PLs

27
00:00:23,261 --> 00:00:24,031
and 4PLs

28
00:00:24,031 --> 00:00:24,832
is

29
00:00:24,832 --> 00:00:25,312
there's going to

30
00:00:25,312 --> 00:00:25,923
be a lot

31
00:00:25,923 --> 00:00:26,853
more growth,

32
00:00:26,853 --> 00:00:28,034
faster growth in

33
00:00:28,034 --> 00:00:28,915
the services and

34
00:00:28,915 --> 00:00:29,934
solutions side

35
00:00:29,934 --> 00:00:30,335
than the

36
00:00:30,335 --> 00:00:31,320
trucking side

37
00:00:31,320 --> 00:00:32,380
itself

38
00:00:32,520 --> 00:00:33,831
or any other

39
00:00:33,831 --> 00:00:34,201
modes of

40
00:00:34,201 --> 00:00:34,984
transportation.

41
00:00:34,984 --> 00:00:35,845
But that services aspect

42
00:00:35,845 --> 00:00:36,535
here is how

43
00:00:36,535 --> 00:00:37,777
do you be

44
00:00:37,777 --> 00:00:38,557
that strategic

45
00:00:38,557 --> 00:00:39,748
partner to your

46
00:00:39,748 --> 00:00:40,212
shipper.

47
00:00:40,212 --> 00:00:41,293
But also, I

48
00:00:41,293 --> 00:00:41,723
would say it's

49
00:00:41,723 --> 00:00:42,353
more essential

50
00:00:42,353 --> 00:00:43,304
now that

51
00:00:43,304 --> 00:00:43,744
if you're a

52
00:00:43,744 --> 00:00:44,865
3PL and if

53
00:00:44,865 --> 00:00:46,046
you have

54
00:00:46,046 --> 00:00:46,966
the customers,

55
00:00:46,966 --> 00:00:47,677
your shipper's

56
00:00:47,677 --> 00:00:48,767
data,

57
00:00:48,888 --> 00:00:49,949
there is an

58
00:00:49,949 --> 00:00:50,429
implicit

59
00:00:50,429 --> 00:00:51,269
expectation that

60
00:00:51,269 --> 00:00:51,580
give me

61
00:00:51,580 --> 00:00:52,410
insights.

62
00:00:52,410 --> 00:00:53,351
Be an advocate,

63
00:00:53,351 --> 00:00:54,852
be an advisor,

64
00:00:54,852 --> 00:00:55,662
be more than

65
00:00:55,662 --> 00:00:56,656
just a partner.

66
00:00:56,656 --> 00:00:57,606
or

67
00:00:57,787 --> 00:00:58,227
take that

68
00:00:58,227 --> 00:00:58,958
relationship to

69
00:00:58,958 --> 00:00:59,578
the next level

70
00:00:59,578 --> 00:01:00,239
than just being

71
00:01:00,239 --> 00:01:00,869
transactional

72
00:01:00,869 --> 00:01:01,550
with me.