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Retail Service

Retail Service is an extremely profitable part of DAS. As discussed on the DAS overview, weoperate under three sales segments. Our retail product is targeted towards the individual mover.They are consumers moving vehicles one time, seasonally, and dealers who sell vehicles and refer moves to DAS.

Objectives:

Upon completion of this training, you will be able to:

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Understand how retail pricing and transit time strategy

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Communicate the retail product suite

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Understand retail pricing and transit times

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Create quick quotes for potential customers

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Create Custom quotes for potential customers

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Utilize the retail sales team to create orders

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Communicate payment options to customers

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Sell the retail productField Sales Reference Guide3/31/20091

Retail Service

Retail Pricing and Transit Time Strategy

Pricing and Transit times are determined by the market place as well as our capacity to movevehicles. Each summer, the relocation industry’s business sky rockets with move requests. Wecall this our peak season.Unfortunately, the industry can become imbalanced. Meaning, there could be a high volume of consumers moving to the west coast and a low number moving to the east coast. In order for our operations to be efficient, we cannot drop a load of cars off on the west coast without having a loadof cars to pick up.We keep our moves balanced by lowering prices and transit times in areas where we need movesand increasing prices and transit times in areas that have heavy traffic. To accomplish this, wehave divided the country into 12 regions.Prices and transit times are determined by the origin and destination region. For example, if weneed traffic out of Florida moving to Washington State, we can reduce prices and transit time fromregion 4 to region 10. We also change prices based on day of week, seasonal, and competitor.This strategy applies to retail only. The pricing and transit times for Corporate moves aredetermined by the contract and are not revised to accommodate volumes.Field Sales Reference Guide3/31/20092

Retail Service

Retail Pricing Structure

Our pricing structure is made up of 4 components.

Base Rate / Minimum Adjustment

The Base Rate of a move is T-T price or the OTR charges. The base rate is determined by mileage,origin zone, destination zone, and a lane modifier. Each combination of origin zone anddestination zone has a different rate per mile. The lane modifier allows us to changes pricesquickly by either reducing or increasing prices from a specific zone to a specific zone.We also have implemented a minimum base rate for each combination of origin zone anddestination zone. For example, if the minimum price for zone 1 to zone 10 moves is $500.00 the base rate calculates to $480, a minimum adjustment of 20.00 is added to the order. If the base ratecalculates to $500 or greater, a minimum adjustment does not apply.This is for your information only, as you will see a base rate and a minimum adjustment inDASSTAR. You should only communicate the total price of the move to the customer. Givingthem this information would cause confusion and a lost sale.

Door Pick Up/Delivery and Rural Route Charges

When a customer chooses Door Pick up, Door Delivery, or both, a flat fee is charged for the door pick up and delivery. In addition, if the door is more than 15 miles from the terminal, we charge aRural Route Fee of $3.00 per mile. Therefore, a D-D move will be charged fees for door pick up,door delivery, and possibly for origin rural route and destination rural route fees.

Value Added Charges

These are the prices for the services we just discussed. They are in addition to the base rate of themove.

Fuel Surcharge

A Fuel Surcharge is added to all retail moves. It is 20% of the OTR charges including the type of truck. The OTR charges consist of the Base Rate and Minimum Adjustment. If Enclosed is part of the move, the enclosed fee is included to determine the fuel surcharge. The fuel surcharge does notapply to door pick up/delivery, Valuation, Top Load, Expedite or Guaranteed Transit fees.Field Sales Reference Guide3/31/20093