What Does Your Quickpay Program Say About You?

In a tight capacity market, how you pay your carriers is crucial to maintaining a loyal carrier base and capitalizing on the current rate environment. While 60% of brokers offer some form of QuickPay, overall QuickPay penetration in the industry is less than 10% while factored loads inches closer to 50%. More importantly, carriers prefer to take a broker QuickPay and will actively look for loads from brokers they know have a cheap QuickPay. So what's the issue? Broker's QuickPay rates are overpriced.

Transcript

1. WHAT DOES YOUR QUICKPAY PROGRAM SAY ABOUT YOU? TIA CAPITAL IDEAS CONFERENCE + EXHIBITION LEARNING CENTER
2. CURRENT PAYMENT MIX 6X 43% 50% 7% AVERAGE BROKER PAYMENT MIX FACTORED STANDARD QUICKPAY STANDARD QP FACTORED CARRIERS ARE CHOOSING TO FACTOR OVER QUICKPAY AT A RATE OF
3. DID YOU KNOW? A FIVE-TRUCK CARRIER CAN WORK WITH AS MANY AS 100 BROKERS IN A YEAR
4. WHY ARE CARRIERS CHOOSING FACTORING INSTEAD OF QUICKPAY? • CARRIERS FIND IT EASIER TO USE FACTOR COMPANIES AS THEIR AR/AP DEPARTMENTS • QUICKPAY RATES REMAIN AT 3-5% FOR 90% OF BROKERS WHO OFFER THEM, CAUSING QUICKPAY ADOPTION TO GO DOWN • MOST BROKERS WHO OFFER QUICKPAY DO NOT ACTIVELY MARKET TO THEIR CARRIERS
5. WHAT CARRIERS WANT • COST EFFECTIVE QUICKPAY OPTIONS • BROKERS THAT ARE EASY TO WORK WITH • MOBILE TECHNOLOGY TO MANAGE PAYMENTS • A STREAMLINED SINGLE INTERFACE SOLUTION THAT IS EASY TO USE • CONTROL OF THEIR BUSINESS
6. WHAT DOES YOUR SAY ABOUT YOU? QUICKPAY
7. CAPACITY W H AT D O E S Y O U R Q U I C K PAY S AY A B O U T … ARE YOU BUILDING CARRIER LOYALTY OR COVERING LOADS? • TRIUMPHPAY SURVEY RESULTS SHOWED 50% OF CARRIERS CONSIDER A BROKER’S QUICKPAY PROGRAM AS INFLUENTIAL WHEN DECIDING TO TAKE LOAD • TWO-THIRDS OF CARRIERS SURVEYED SAID THEY WILL WORK WITH A BROKER FREQUENTLY WHEN THE QUICKPAY RATE IS CLOSE TO 1%
8. EFFICIENCY CAN YOUR CARRIERS SUBMIT LOAD STATUS AND PAPERWORK ONLINE? W H AT D O E S Y O U R Q U I C K PAY S AY A B O U T … • MOST BROKERS DO NOT OFFER AN ONLINE PORTAL FOR CARRIERS TO SUBMIT PAPERWORK • ESTIMATED ALMOST 15,000 UNECESSARY PHONE CALLS PER $100M IN REVENUE IN ONE YEAR FOR LOAD STATUS AND VERIFICATION
9. CASH FLOW DOES YOUR QUICKPAY PROGRAM GENERATE REVENUE? W H AT D O E S Y O U R Q U I C K PAY S AY A B O U T … C STATUS QUO QuickPay Revenue $60,000 Check Cost --- ACH Cost --- Back Office Labor --- Capital Benefit --- NET BENEFIT $60,000 MODEL: - Annual Carrier Payments at $50,000,000 - Status Quo QuickPay rate at 3% - Status Quo QuickPay adoption rate at 4%
10. CASH FLOW W H AT D O E S Y O U R Q U I C K PAY S AY A B O U T … MODEL: - Annual Carrier Payments at $50,000,000 - Status Quo QuickPay rate at 3% - Status Quo QuickPay adoption rate at 4% TOTAL NET BENEFIT: $192,682 ADDITIONAL CAPITAL: $487,671 C STATUS QUO QuickPay Revenue $60,000 $75,000 15% QuickPay Adoption with 1% to Client Check Cost --- $24,074 24,074 checks per year at $1 per transaction ACH Cost --- $3,241 12,964 ACH payments per year at $0.25 per transaction Back Office Labor --- $41,600 40 hours a week at $20 per hour Capital Benefit --- $48,767 WACC at 10% NET BENEFIT $60,000 $192,682
11. CASH FLOW WHAT IS THE BEST USE OF YOUR CAPITAL? W H AT D O E S Y O U R Q U I C K PAY S AY A B O U T … 90% OF BROKERS TRIUMPHPAY BROKERS Back office labor Front office labor Check Costs Free processing with next day quickpay Advancing QP Funds Use money for new dispatchers Factor fatigue Repurpose time spent on phone with factors 5% quickpay adoption rate 20% quickpay adoption rate “1 and done” carriers Carrier loyalty On-balance sheet quickpay Off-balance sheet quickpay
12. THE TEST ANSWER THESE QUESTIONS: q Is it easy to get paperwork to you? q Can carriers quickly sign up for ACH payment? q Do you make it easy to find your available loads? q Do carriers have a portal with visibility to their money and invoice payment statuses? q Can carriers choose individual invoices to quickpay? q Is your quickpay discount rate less than 3 percent? q Are you able to approve invoices quickly for payment? q When you send a payment, do you provide email or text notification to the carriers? q Have you maximized the elimination of non-value administrative functions? q Are you maximizing your ROIC?
13. KEY TAKEAWAYS • CARRIERS WANT TO BE BACK IN THE DRIVER’S SEAT WITH REGARD TO THEIR PAYMENTS • COST-EFFECTIVE QUICKPAY PROGRAMS DRIVE CARRIER LOYALTY • BROKER BACK OFFICES ARE SPENDING UNNESSARY EXTRA TIME ON NON-VALUE ADMINISTRATIVE FUNCTIONS
14. Melissa Forman SVP and COO at TriumphPay MF OR MA N @ T R IU MP H PAY.C OM Connect L IN K E D IN .C OM/C OMPA N Y /T R IU MP H PAY Copy of this deck available at T R IU MP H PAY.C OM/T IA 2 0 1 9 YOUR QUICKPAY MATTERS