30th November, 2011

Chapter 1 Introduction
Chapter 2 Logistics
Chapter 3 Marketing
Chapter 4 Leaders & Board
Chapter 5 Accountancy
Chapter 6 Sales

Chapter 1
INTRODUCTION
Founded in 1992, Panther Expedited Services is the largest independent provider of Premium
Logistics services. With on-demand, single source solutions, Panther offers dedicated service to and
from anywhere in the world.
Their technology, network strength, and world class customer service have resulted in industry
leading on-time service levels, millions of dollars in cost-savings, and numerous industry awards.
Their easy to use web-based quoting, booking, and tracking platform works in conjunction with the
24/7/365 customer service centers to provide real-time visibility into your supply-chain. Finally, you
can track your shipment online down to the street level to give you piece of mind that your shipment is
en route and on-time.
Service Offerings:
Panther Global Logistics. A provider of world-class logistics solutions for companies looking
to reduce transportation costs, increase operational efficiency and improve customer service. The fully
integrated turn-key system provides affordable transportation management solutions that guarantee
supply chain integration, visibility, and optimization contributing to improved bottom line results.
Their global transportation platform allows for complete inbound and outbound logistics management
and is designed to support all modes of transportation.
Ground. With over 1,000 dedicated, exclusive use vehicles, Panther operates the largest and
most diverse ground expedite fleet. More than just cargo vans, straight trucks, and tractor trailers, their

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fleet includes Sprinters, flat-bed, step-deck, temperature controlled and validated, AA&E, and
HAZMAT. The fleet is equipped with Qualcomm OmniVision satellite tracking, so they are able to
electronically dispatch the right truck in less than 90 minutes.
Air. Panther manages an unparalleled global network with over 4,000 ground and air
integrators, line haul carriers, and cartage agents for time definite services. With Air Charter, NFO,

Next Day, 2nd Day, 3rd Day, and Deferred air freight services, Panther is able to optimize
freight by mode, carrier, and delivery to ensure the lowest cost-to-service ratio in the industry.
Ocean. Panther offers a full array of ocean freight services. They can handle any size
shipment, from less-than-container to full container loads, special equipment, and oversized cargo.
They provide streamlined freight forwarding to book your cargo, arrange for pickup and delivery, and
manage all shipping documentation.
With Premium Logistics services on six continents, Panther offers world-class shipping solutions,
superior technology, and global forwarding expertise.

Chapter 2
Logistics
What you should know first about logistics is that its a flow of goods between two or
more points of origin and destination to meet the requirements of customers and corporations.
It involves information, transportation, inventory, warehousing, material handling and
packaging.
Panther Company provides customers with comprehensive supply chain integration,
increased visibility and optimization for even the most complex supply chains. Its
customizable transportation management system aka TMS quickly and easily reduces
transportation costs, helps the operations more efficiently and improves customer service
without an investment in capital or people, also not any type of disruption to current
operations.
The full suite of services are Planning & Optimization which is a process creating an
efficient and effective plan to meet delivery commitments at the lowest possible cost and its
optimization to balance the replenishment plan and transportation plan both considered as a
combined plan. It includes collaboration with customer service, production, carriers,

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distribution centers, third & fourth parties and customers to ensure the plans are executable.
Also considering the product quantity, product mix and days of coverage needed to meet the
demand of customer, transportation constraints and optimization of the load of the current
product mix.
Logistics Execution aka LE is the process for the interface between goods receipt
and goods issue. The intermediates are Inbound Deliveries for the incoming goods that are
ready to be sent to the Outbound Delivery which contains all the data continuing until the
finished goods have been loaded or sent. Also called the Inbound & Outbound
Transportation.
Warehouse Management is where all the goods are being controlled and storage
while in the process of its shipping, receiving, put away and picking transactions.
Freight Audit & Payment is the examination of records or financial accounts to
check their accuracy and also the payment that has to be sent for the parties.
Analytics & Reporting are establishments for control costs, assuring quality and
speed time to market, swiftly and accurately extract the knowledge needed across
applications, more to the point of making smoother performance for the company.
Panther Premium Logistics supports all modes of transportation, domestically and
internationally such as Truckload, Less-than-truckload and Exclusive Use Vehicles.
Intermodal and Rail. Air charter, NFO(Naval Flight Officer) and Guaranteed, Standard and
Deferred Air Freight. FCL(full container load) and LCL(loose container load) Ocean Freight
and Small Package.
Premium Logistics customers have access to dedicated logistics resources that provide
24/7/365 operational support. What you will find will be Dedicated Operations Team,
Operations Manager, Customer Service Professionals and Procurement Manager.
Panther also delivers a superior solution that can stand-alone or integrate with any
ERP(Enterprise Resource Planning) system to provide seamless and immediate results for
any supply chain. Equipped to handle complex load optimization problems with speed and
accuracy, even if you are dealing with thousands of orders across multiple modes of
transportation.
Requirements for this company will be that its High Value & Low Cost. Why buy or
build your own TMS when you can immediately enjoy all the benefits of a full service, thirdparty logistics provider with unmatched, web-based access to collaborative logistics network.
Some of the extraordinary benefits are low or no startup costs, minimal IT resource
requirement and investment, product enhancements inherited at no cost, fast and easy
connectivity with carriers, customers and suppliers and also lowest total cost.

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Logistics is a way for people who know how to communicate properly or learn their
way through in order to achieve goals quicker with an awesome performance for the
company.

Chapter 3
Marketing
The marketing department must act as a guide and lead the company's other departments in
developing, producing, fulfilling, and servicing products or services for their customers.
Communication is vital. The marketing department typically has a better understanding of the market
and customer needs, but should not act independently of product development or customer service.
Marketing should be involved, and there should be a meeting of the minds, whenever discussions are
held regarding new product development or any customer-related function of the company.
Therefore, the marketing department studies the market and the customers, determines the best way

to reach those customers, and works with the rest of the company to help determine the new product
needs of the market and represent the company in a consistent voice.
Panther is committed to excellence in serving their customers. To that end, they dig deeper to uncover
needs, identify solutions, and stay ahead of industry trends.They focus on having the best equipment
and staff in serving their clients.Consequenly,the company has some fundamental ``rules`` that they
respect in order to satisfy customers:
Technology
Panther simplifies the way customers manage time-critical shipments with easy online quoting,
booking, and tracking tools available 24 hours a day.
Optimization

Engine

The company combine best-in-class procurement practices with a powerful shipping engine to offer
the most advanced bid, quote, and tracking system in the transportation industry.
Their web-based system offers world-class capabilities, complete geographic coverage, and the
opportunity to bring discipline and control to transportation processes.
True Transit, True Pricing
Unlike competing systems, the technology they use builds routes and rates in real time, in full view of
their customers.

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Systems Integration
Panther uses electronic data interchange (EDI) and Extensible Markup Language (XML) to provide
seamless data flow and integration into the most complex logistics systems in the world. Their EDI
and XML capabilities include:

Load tender (EDI 204)

Invoice and freight details (EDI 210)

Shipment status (EDI 214)

Among services,they also offer:

Email alerts

e-invoicing

Electronic BOL

Electronic proof of delivery

On-Board Technology
At Panther, Qualcomm tracking capabilities and instant, on-board communication systems are
standard. Yet they go beyond traditional technology to offer their customers a variety of value-added,
technology-based services.

Un-tethered trailer tracking

Dispatch and live web connect/disconnect notifications

Dispatch and live web temperature tracking

Dispatch live temperature alerts when out of range

Hard wired and wireless panic system

Door sensors

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Driver in cab temperature alerts when out of range

Driver turn by turn voice mapping system

Dispatch and Web street level tracking of load

Geofencing
Panther's geofencing service lets you define a virtual, geographic area to ensure your freight
follows approved routes. If a designated boundary is crossed, a notification is generated.

In this manner, geofencing provides an additional layer of security and improves the ability to manage
high risk geographies. In many cases, geofencing can also lower insurance costs.
Equipment
In addition to the global network of more than 4,000 transportation providers, they operate the largest
and most diverse ground expedite fleet in the transportation business, offering more than 1,600
unscheduled, exclusive-use vehicles.
The fleet includes cargo vans, straight trucks, tractor trailers, flat-beds, step-decks, and validated
temperature-controlled vehicles.Moreover, transport options include arms, ammunition, explosives,
and hazardous materials.
Safety
Panther is a safety leader. Drivers meet stringent qualification standards; so you can be sure your
freight is handled by professionals who understand your needs for incident-free delivery.The right
truck and drivers are selected based upon your safety needs and a team of safety professionals
monitor the fleet to ensure your products are delivered safely.
Security
As members of the American Trucking Association's Highway Watch, drivers are trained to identify
threats and minimize risk.Every Panther vehicle is equipped with satellite tracking and instant
communication technology, along with in-cab and remote panic alarms, door sensors, security locks,
trailer tracking and fleet-wide emergency messaging.
Environmental Responsibility
As a Smartway Partner, Panther reduces the carbon footprint of the fleet by deploying newer
equipment, low-drag technology, and auxiliary power units.

Panther serves a lot of industries.Among the most important,there are:

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Government and Defense Solutions
Panther offers a wide variety of domestic and international shipping solutions to the US Military,
Federal Agencies, and other contractors providing services and products to the US Government.
Panther service solutions range from expedited just-in-time transportation to dedicated logistic support
for on-going projects. Whether responding to a natural disaster or supporting our troops, Panther will
provide a wide range of ocean, air freight, and ground transport options.

Government services include:

Direct and expedited truck service to and from all points in the Continental US (CONUS),
Canada, and Mexico

Worldwide ocean and air freight services

Temperature Control Shipments

Real-time satellite tracking capabilities via web

Customer Service available 24/7/365

Transportation Protective Services:

Panther provides a full suite of Transportation Protective Services:

Constant Surveillance Service (CIS)

Dual Driver Protective Service (DDP)

Protective Security Service (PSS)

Security Escort Vehicle Service (SEV)

Motor Surveillance Service (MVS)

Satellite Motor Surveillance (SNS)

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Panther provides 24/7/365 emergency preparedness and response support to federal, state and
local agencies, as well as non- governmental organizations (NGO).
Life Science

Healthcare, Biotech, and Pharmaceutical Support

Healthcare, biotechnology, and pharmaceutical companies across the globe face unique
transportation challenges, as delays in delivery can result in compromised product, a loss of time,
market share and profits. Moreover, many of the products shipped by these companies can make the
difference between life and death.That is why life science companies rely on Panther to provide secure
premium logistics solutions for drugs, vaccines, and vital organs.To ensure the integrity, pedigree,
efficacy and safe transit of your critical life science and pharmaceutical products, the company
provides the following shipment services:

Temperature control and temperature validated equipment

Solutions designed to meet stringent FDA regulations and guidelines

Companion security services

Shipment monitoring, alarms and asset tracking services

Dry Ice and Gel Pack Replenishment

Container Management

Theft alert network connection

Customized dual-mode solutions

Quality management systems

Specialized equipment to provide care in handling

Uniquely qualified and security cleared drivers to handle sensitive products

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Changing Demands and Regulations

Oil, Gas, and Utilities Support

Energy companies are critical to both the economy and national security. When it comes to
transporting mission critical parts to a job site location, the leaders in the energy sector turn to
Panther. Regardless of the mode of transportation (ground, air, and ocean), Panther offers a
solution that will meet your time and service requirements.
Service Offerings:

Ground Expedite and Hot Shots

Flat Bed, Step Deck, and Oversized Loads

Air Freight and Air Charter Options

Elite Services (Air-Ride, Pads/Straps/Dollies, Lift Gate)

Validated and Temperature Control

Transportation Protective Services

Support for 3PLs, forwarders, and transportation service providers.

The services are adjusted based upon market conditions and the dynamic requirements of Panthers
transportation industry clients. Their large and diverse fleet, vast network of carriers, and dedicated
customer service representatives will complement customerss services while meeting his financial
needs.
Panther handles all types of freight, including:

Cold-chain Pharmaceuticals

Government Shipments

Automotive and Heavy Manufacturing Parts

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Raw Chemicals

Hazardous Materials

Paper and Printed

Event and Display Materials

Retail Products

Electronics

Manufacturing Support
Manufacturing companies rely on Panthers state- of-the-art technology and just-in-time
delivery services to ensure they have the necessary materials to prevent delays on the production
line. From heavy machinery to chemical and energy companies, Panther delivers heavy freight on
time, every time. When managing inventory, production, and preventative maintenance schedules,
we know delivery windows are tight.Panther also goes the extra mile to ensure their drivers are
uniquely qualified to safely and securely handle
clients cargo. The drivers are certified to handle hazardous materials and chemicals, and ensure
all legal and safety measures are in place to prevent any delays in transit.
Consumer goods and retail
Panther provides door-to-door transportation and supply chain services for retail businesses and
their suppliers. From basic warehousing and distribution services to strategic, custom retail delivery
solutions,Panther will ensure clients product gets to market on time and under budget.

Events and Entertainment

Panther provides logistical support for some of the largest and most prestigious events in the world.
Recent Projects

NFL Superbowl

NBA Finals

PGA Championship

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Annual Auto Show

New Orleans Jazz Festival

Blue Man Group

Electronic Arts NFL 2009 Maddenpalooza

Automotive Industry
Panther proudly serves locations worldwide. Valid documentation is crucial when managing
international shipments to ensure uninterrupted supply lines and production. They participate in the
C-TPAT program and the drivers are ACE and FAST certified. No matter where suppliers are located,
they provide seamless service, direct to your assembly line.

Chapter 4
Leaders & Board
CEO - A chief executive officer (CEO, American English), managing director (MD, British
English), Executive Director (ED, American English) for non-profit organizations, or chief executive
is the highest-ranking corporate officer (executive) or administrator in charge of total management of
an organization. An individual appointed as a CEO of a corporation, company, organization, or agency
typically reports to the board of directors - Andrew Clarke President, CEO and Director

Chief financial officer - The chief financial officer (CFO) or Chief financial and operating officer
(CFOO) is a corporate officer primarily responsible for managing the financial risks of the
corporation. This officer is also responsible for financial planning and record-keeping, as well as

financial reporting to higher management. In some sectors the CFO is also responsible for analysis of
data. The title is equivalent to finance director, a common title in the United Kingdom. The CFO
typically reports to the chief executive officer and to the board of directors, and may additionally sit on
the board. - Louis Schneeberger Chief Financial Officer

Chief Information Officer - Chief information officer (CIO), or information technology (IT)
director, is a job title commonly given to the most senior executive in an enterprise responsible for the

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information technology and computer systems that support enterprise goals. - Edward Wadel Chief
Information Officer

Executive vice president, Sales and Marketing Self-explanatory - James Adams Executive Vice
President, Sales and Marketing

Executive vice president, Legal & Risk Self- explanatory - Allen Motter Vice President, Legal &
Risk

Board
A board of directors is a body of elected or appointed members who jointly oversee the activities of a
company or organization. Other names include board of governors, board of managers, board of
regents, board of trustees, and board of visitors. It is often simply referred to as "the board".

Daniel Sokolowski
Chairman of the Board and Founder
Director since 1992
Andrew Clarke
President and CEO
Director since 2007
Peter Lamm
Chairman and CEO, Fenway Partners
Director since 2005
Marc Kramer
Director of H.I.G. Capital
Director since 2005
Thomas N. Chieffe
Director since 2011
Hans Allegaert
Vice President, Fenway Partners
Director since 2009
Edward M. Straw
Advisor and Consultant to IBM Federal
Director since 2006

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Raymond Greer
CEO BNSF Logistics
Director since 2006

Chapter 5
Accounting & Cash Flow

Step One: Gain the knowledge

Step Two: Select an accountant

o Methods of Accounting

Cash Basis Method

Accrual Method

o Keeping Separate Business Records

o Tax Liability Issues

Income taxes

Payroll taxes

o Financial and Technical Assistance

o Internal Controls
o Quarterly Returns
o Bank Account Reconciliation
o Employee Benefits Policy
Terms of payment:
This clause stipulates the amount to be paid for the goods exported, and
the method of payment. Obviously the best method of payment is always
cash, although in international trade this is the exception, rather than the
rule. Sometimes a simple post-dated check is sufficient, if the buyer is known

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to the seller and there is certainty of payment. Other times the clause may
stipulate advance payment by check with a warranty (bill of exchange) in
the exporting country. If the operation is fairly large, one option would be
to open a letter of credit on behalf of the buyer and in favor of the exporter.
Obviously, this will depend on the volume or price of the products: we
cannot ask for a letter of credit for a shipment valued at US$1,000.00,
knowing that the letter of credit may cost the buyer around US$300.00. This
matter should be carefully analyzed by exporters, preferably with the help of
an expert on foreign trade.
The most commonly used forms of payments in international transactions are:
a) Payment with a post-dated check: delivery of a post-dated check
for a percentage of the value of the merchandise (generally 50%). This
practice is used with trusted clients, with proven capacity of payment
and whose dealings with other companies are known.

b) Payment against delivery of shipping documents: payment is made

when the buyer has made available to the exporter a restricted account
in a correspondent bank in the country of origin, so that exporters may
collect payment upon delivery of documents proving the dispatch of
the goods.
c) Letter of credit: the buyer makes available an irrevocable letter
of credit through a bank in the country of the exporter, so that
the latter may collect payment for the goods through this letter of
credit. Sometimes, payment may be conditional upon the receipt of
the shipping documents for the goods in the buyers country, before
issuing the payment order, but the money will always be available. A
payment order is rarely issued prior to shipping the goods, although

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this practice is possible.

Distributorship Agreement
In distributorship agreements we may encounter terms such as distributor,
agent, or even broker, which tend to confuse matters because they are used as
the same words one to another. This confusion is even more apparent when
contractual relations are established with English-speaking counterparts. The
following table attempts to clarify these terms.
Having clarified these terms, let us now consider the distribution contract.
A distributorship agreement is signed between two parties, one called the
Principal, the other, the Distributor. The Principal agrees to sell his products to
the Distributor, in a market of destination. The latter (the distributor), having
paid to import those goods, may resell them in the market of destination at
the price suggested or at the best price for that market.
Independence is an important feature of the relationship between the

distributor and the principal, i.e. there is no contractual or job dependence.

The seller does not pay the distributor and vice-versa. In other words, the
distributor does not need to offset other payments he only pays for the
price of the goods.
This is certainly one of the most common contracts in international trade
and is now seen in nearly all commercial activities, for example, in the sale of
cars, electrical appliances, clothing and accessories that are not manufactured
in the country of destination (the importers country), but are distributed in
that country by a local company. Sometimes these goods are purchased
from the distributor by other traders for resale in the national market.
A distribution contract is an effective and relatively inexpensive mechanism
that enables exporters to sell their products outside the territory of origin

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and have a presence in the international market. Like any transaction, it has
advantages and disadvantages.
Undoubtedly, one of the greatest advantages for the seller-exporter is the
limited financial risk involved in this export modality, since the distributor
assumes the risk. One of the main disadvantages, however, is the exporters
lack of direct access to the market of destination, which is left entirely in the
hands of the distributor. Consequently, the knowledge of that market also
remains in the hands of the distributor-importer. The importance of this
aspect will depend on the exporters strategies and expectations.
As noted at the beginning of this section, distribution contracts tend to
be confused with the intermediary (or commission agent) contract. In
addition to the possible terminological confusion, this often occurs because
distributors claim the right to demand a series of indemnities normally
reserved for commission agents, in addition to the indemnities to which

they are already entitled. Remember, in principle, there is no dependence

between the parties, simply a business relationship. However, this situation
will be more clearly defined according to the laws applicable in the country
of the distributor/ importer.
Sales and performance reports: export companies use this clause to
stipulate the type of information they require from distributors in order to
keep update of what is happening to their products in the external market.
This includes information on sale prices to the final consumer (where
possible), the products with greatest demand (if exporting a group of
products), strongest sale points and contacts to bear in mind in case the
exporters representatives should visit the place. It is not always easy for
exporters to decide on the type of information that they should request

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from distributors, who generally show a certain reluctance to hand over their
hard-earned information to the principal who has risked relatively little. It is
good idea for exporters to address this issue with the distributors, explaining
their point of view, i.e. not as an act of espionage but as an effort to help in
the promotional effort or to improve service to the client who, in this case,
is the distributor himself.
The contract model presented in the annex contains these terms in the
clause Records.
Terms of delivery (INCOTERMS) and payment: the subject of INCOTERMS
has already been mentioned in the section on sales contracts. With regard
to payment, it is important to remember that in distribution contracts,
distributors often request a certain period of time to pay the principal for the
goods. The principal should bear in mind that the distributor must invest
in logistics in order to market the goods and, if a new product is involved, it

always takes time for sales to take off.

It is common for distributors to request a 30-day period, some type of credit
or other form of payment, but always after the delivery date. This point was
also discussed in the section on sale contracts and, as mentioned earlier,
several criteria must be borne in mind. Although this aspect is more closely
linked to the tactics of commercial negotiation, and must be transcribed
into the appropriate language by a legal professional, it should not be
overlooked, as it is the capital input for export activities. In short, the method
of payment to be used will depend on a careful analysis of the situation.

Intellectual property: although it is not always the case, most companies

are keen to exploit their products trademark or own brand, especially when

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a processing component is involved. The intellectual property clause is

included with the aim of protecting the exporting companys ownership
rights and/or exclusive rights over the products trademark or identity. In
general, the exporting company establishes that the rights over its brands
and trademarks will be the exclusive property and use of the principal/
exporter and not of the distributor/ importer, and that the latter is authorized
to use said trademarks and brands only for the purposes of carrying out the
distribution in the best possible way. This implies an additional effort on
the part of the exporters to properly protect and register their intellectual
property rights in the countries of destination8.
There have already been some cases of distributors who have appropriated the
intellectual property rights of some Latin American brands and trademarks:
having discovered their good name and reputation they proceeded to
register them in their favor. Of course, these rights should be first protected

in the exporting country (of origin), before trying to protect them abroad.
Brokerage Agreement
The Brokerage Agreement or commission agent (also known as broker in
some countries) contract is another of the most commonly used mechanisms
to generate sales in overseas markets. In this type of contract, a relationship
is established whereby a person or company acts as a sales agent on behalf
of the exporting company (principal), introducing its products to potential
buyers in the external market, in exchange for a commission based on the
value of the business deals arranged and paid to the principal.
As with the distributor, this relationship does not imply a formal
interdependence between the principal and the agent intermediary, unless
the laws of the country of destination state otherwise. The mechanism of

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commission agent or intermediary is therefore very useful to companies that

are launching their export operations.
This type of contract is ideal for small companies with little or no experience
in international trade, as it allows them to access international markets
without having to make large investments.
In this type of contract we also find the following clauses:
Administration of Orders: also known as Purchase Order or simply,
Orders. This clause is critical, since it establishes the procedure for sending,
receiving and clearing orders through customs. It also determines the type
of penalty to be applied against the intermediary if he or she fails to provide
information about the orders to the principal, within the agreed periods of
time and according to the agreed mechanisms. The wording of the clause
may be: The Agent/Intermediary shall send the manufacturer/exporter all
orders, at least _ days after receiving said orders. This type of clause is often

included in the general provisions referring to the obligations of the broker

or intermediary.
Commission: this clause determines the percentage that the broker will
receive for each business transaction arranged and payment made to the
export company, as well as the period in which this commission must be
paid. This clause is almost inevitable in this type of contract, unless the
brokers role is changed to one of agent representative, in which case he
would receive a salary or fee for his work, thereby establishing a relationship
of dependence with the company. For example, a company finds an agent to
market frozen products in Houston, United States; he is hired as a broker and
is paid a 12% commission for each deal arranged and paid for, in bimonthly
installments, once the payments from the sales executed have been received.

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The percentage and periods of payment may vary according to the terms
negotiated by the parties.
Terms of performance: this clause requires the agent to meet certain
targets or goals in relation to the business conducted on behalf of the
export company, together with a minimum volume of orders equivalent
to x amount of sales. The idea is to find an agent who will seek out more
and better contacts and obtain as much business as possible for the export
company, so that he/she can maintain his role as commission agent. This
clause is necessary as it is linked to the commission fee and may condition
the payment of commissions to the agent. These provisions seldom appear
as a separate clause in the contract, but instead are contained in clauses such
as Orders or Origin of the commission, in which the agent is required to
achieve a certain level of performance to obtain a better commission.
Indemnity for termination of contract: this is the most interesting

clause to the agent and the least appealing to the principal. It stipulates
the monetary compensation to which the intermediary is entitled once the
contractual relationship has ended and all the terms and conditions of the
contract have been fulfilled.
Promotional Materials: this establishes the logistical efforts made jointly
by the exporting company and the intermediary; it covers aspects such as
communications, advertising, sample materials, etc. This clause generally
focuses on marketing activities, which are rarely covered 100% by
the agent.

Panther Expedited Launches $100 Million IPO

William B. Cassidy | Aug 9, 2010 9:11PM GMT

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The Journal of Commerce Online - News Story

Freight Brokers

Trucking

United States

Non-asset carrier plans to expand truck, air, ocean and logistics services
Panther Expedited Services, the second largest expedited transportation company in the U.S.
by revenue, plans an initial public offering worth up to $100 million.
The $158 million non-asset-based transporter lost $43.3 million in 2009, according to
documents filed with the federal Securities and Exchange Commission Aug. 6.
But Panther Expedited cut its net losses 87 percent to $4.9 million in the first six months of
2010, as its sales increased 43.1 percent to $95 million.
The company's daily shipment count jumped 22.8 percent in the first half compared with the
year-ago period, while revenue per shipment rose 15.3 percent.
Panther attributed the higher volume and revenue to an increase in the size and expertise of its
sales force and to a focused effort to improve pricing.

The Panther IPO is the second transportation industry stock offering in the past month,
following truckload giant Swift Transportation's $700 million IPO.
Seville, Ohio-based Panther planned an IPO in 2006, but withdrew its original SEC
registration statement Aug. 3 as it prepared for its new filing. It didn't set a schedule for the
IPO, or say what the number of shares or price per share would be.
The public offering will let Panther expand its owner-operator fleet, hire freight forwarding
sales personnel and pursue acquisitions, the company said in its filing.
Panther has exclusive contracts with more than 1,000 owner-operators and uses about 1,600
third-party ground carriers and 500 air and ocean cargo carriers.
Since 2006, Panther has expanded its services, diversifying from its core expedited trucking
offering into international air and ocean freight forwarding.

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Air and ocean freight now represent 14 percent of its business, the company said in its SEC
filing, while North American ground expedited accounts for 66 percent.
"In the first six months of 2010, nine of our top ten customers utilized our air and ocean
freight forwarding offerings, which we introduced in 2007," Panther said.
The company was founded in 1992 to provide expedited trucking service to automakers. The
automotive industry now accounts for 26 percent of its business.
An invoice or bill is a commercial document issued by a seller to the buyer, indicating
the products, quantities, and agreed prices for products or services the seller has provided the
buyer. An invoice indicates the buyer must pay the seller, according to the payment terms. The
buyer has a maximum amount of days to pay for these goods and is sometimes offered a
discount if paid before the due date.
In the rental industry, an invoice must include a specific reference to the duration of the time
being billed, so rather than quantity, price and discount the invoicing amount is based on
quantity, price, discount and duration. Generally speaking each line of a rental invoice will
refer to the actual hours, days, weeks, months, etc. being billed.
From the point of view of a seller, an invoice is a sales invoice. From the point of view of a
buyer, an invoice is a purchase invoice. The document indicates the buyer and seller, but the
term invoice indicates money is owed or owing. In English, the context of the term invoice is
usually used to clarify its meaning, such as "We sent them an invoice" (they owe us money) or
"We received an invoice from them" (we owe them money).

Chapter 6
Sales Department
For nearly two decades, shippers have relied on Panther for door-to-door, expedited services.
We have set new standards in the expedited industry for on-time delivery and customer
service, making trucks and drivers available within 90 minutes or less for any requested
service.
Now we are applying that same sense of urgency toward helping customers avoid exceptions.
In fact, we are saving customers millions of dollars by optimizing cost and service for every
freight shipment. You can call Panther when you want to save not just when you need
freight moved in a hurry.

30th November, 2011

You can continue to rely on Panther for safe, time-definite service. Whenever, wherever you
need to move freight, we will get it there. On time. On target. No exceptions.

Panther Expedited Services is a contemporary provider for all your timecritical transportation needs.
Panther Expedited Services, Inc. does more than provide you with cost-effective choices for
expedited services. We're about satisfaction...your satisfaction! Our dedication and
commitment to provide on-time service has positioned us as the top expediter in the United
States, Canada, and Mexico.
Critical Shipment Solutions
Panther Expedited Services, Inc. will provide late model equipment to expedite your critical
shipments door-to-door throughout the United States and Canada. Our customized
management information system interfaces directly with our entire fleet, providing us with
real time status instantly. This enables us to manage your shipment continuously against the
quoted delivery schedule.

When an order must be filled and delivered the same day to accommodate your
customers.

When production exceeds inventory and parts are needed to avoid a costly shutdown
of operations.

When a breakdown stops production at your manufacturing facility and you need a
repair part NOW!

When a crisis exists because someone just plain forgot.

The solution to your last minute, critical shipping needs

Whether it's your first or your 100th call, our Customer Service Team will give you the time
you need to answer your questions and provide several options to handle your freight and
meet your needs.
What makes Express-1 different?

30th November, 2011

We're small enough to give you personal attention but large enough to provide stateof-the-art technology.

Your calls are answered 24 hours a day, 7 days a week, by a live person, not an
impersonal automated answering system. Each call is tracked to assure it is answered
within 30 seconds or we apologize for your hold time.

We monitor each run with our ETA Warning System that alerts the Customer Service
Department every hour of possible delays. You are the first to know and we will even
call the consignee for you with updated information.

When a problem occurs, we don't make excuses.

What we do:
Ground Freight
We offer door-to-door, ground freight transportation including expedited, less-than-truckload,
and truckload services. We offer virtually any type of specialized equipment and lead the
industry in on-time performance.
The strength and size of our ground network has resulted in millions of dollars of cost savings
for our customers.

Air Freight
Our customers benefit from an unparalleled network of more than 4,000 ground and air
freight integrators for time-definite service. We optimize shipments by mode, carrier, and
delivery to ensure the industrys lowest cost-to-service ratio.
Ocean Freight
Through Elite Logistics Worldwide, a Panther Company, we manage shipments of any size
from less-than-container to full containers and oversized cargo. We book cargo, arrange for
pickup and delivery, and manage shipping documentation.

30th November, 2011

Optimization Engine
We combine best-in-class procurement practices with a powerful shipping engine to offer the
most advanced bid, quote, and tracking system in the transportation industry.
Just enter a few freight characteristics such as size, weight, dimension, and zip codes
and within seconds you will retrieve a range of mode-optimized shipping solutions.
Our software searches 200,000 shipping options and gives you the best choice instantly. Then
buy-up or buy-down to the service that best meets your needs. Use the same system to book
your freight and to review data while your shipment is in transit.
Our web-based system offers world-class capabilities, complete geographic coverage, and the
opportunity to bring discipline and control to transportation processes.
True Transit, True PricingSM
Unlike competing systems, our technology builds routes and rates in real time, in full view of
our customers. You will see and approve actual, comprehensive estimates, so you will not be
surprised with hidden fees or accessorials.
Systems Integration
Panther uses electronic data interchange (EDI) and Extensible Markup Language (XML) to
provide seamless data flow and integration into the most complex logistics systems in the
world. Our EDI and XML capabilities include:

Load tender (EDI 204)

Invoice and freight details (EDI 210)
Shipment status (EDI 214)

Document Management
We help customers design custom reports that meet their specific needs to ensure compliance
and drive continuous improvement.

We also offer:

Email alerts
e-invoicing
Electronic BOL
Electronic proof of delivery

On-Board Technology
At Panther, Qualcomm tracking capabilities and instant, on-board communication systems are

30th November, 2011

standard. Yet we go beyond traditional technology to offer our customers a variety of valueadded, technology-based services.

Un-tethered trailer tracking

Dispatch and live web connect/disconnect notifications
Dispatch and live web temperature tracking
Dispatch live temperature alerts when out of range
Hard wired and wireless panic system
Door sensors
Driver in cab temperature alerts when out of range
Driver turn by turn voice mapping system
Dispatch and Web street level tracking of load

Geofencing
Want the ultimate in control over the location of your assets? Panther's geofencing service lets
you define a virtual, geographic area to ensure your freight follows approved routes. If a
designated boundary is crossed, a notification is generated.
In this manner, geofencing provides an additional layer of security and improves the ability to
manage high risk geographies. In many cases, geofencing can also lower insurance costs.

Objectives
1.To get results for customers
2.To develop new business
3.To retain and increase current business
4.To increase customer loyalty

30th November, 2011

Primary Sales Strategies

1.Sell solutions to advertising problems
2.Reinforce the value of advertising and of your medium
3.Create value for your product
4.Become the preferred supplier
5.Innovate

Primary Sales Management Strategies

1.Demand pricing vs. supply pricing
2.Sell for share vs. sell for rate approach
3.Commodity vs. differentiated approach
4.Concentrate on available business (reactive) vs. concentrate on new business (proactive)
5.Concentrate on agencies vs. concentrate on direct/retail business
6.Simple, single unit pricing vs. complex packages approach
7.Traditional vs. Innovative approach
8.Single-medium vs. cross-platform approach
9.Results- and solutions-oriented vs. numbers-oriented approach

Organization of the sales

department

In as much as the salesman comes into

immediate contact with, and is an
important part of, the sales department, it
is important that he possess a clear understanding of its organization and functions. Since the
ultimate purpose of the company is that of sales, the sales department is rightly recognized as
one of the ma j or departments of the business.
The organization of the sales department will depend, of course, upon the size of the
company and the nature of the business. The principles underlying its organization remain
much the same, however. The nature of the organization depends somewhat upon whether the

30th November, 2011

salesmen travel out of the home office or from divisional headquarters or branches. In the
latter case there will be a general sales manager at headquarters who exercises supervision
over the branch sales managers.
The salesman will then be under the direct supervision and control of the branch manager who
is in close touch with him and the conditions surrounding his work.
Naturally, in large concerns the organization is likely to be intricate. The salesman will do
well, if it be possible, to study carefully a diagram and description of the organization of
which he is a part so as to gain a clear idea, not only of the interrelation of its different
divisions and- subdivisions but, more important, the personal points of contact with himself.
He should know in detail the nature of his relation to the sales manager, the advertising
manager, the sales-promotion manager and the various sales correspondents, with special
reference to his duties and responsibilities in relation to each and how he may prepare himself
to cooperate.

General sales policies

Every concern which produces something to be marketed must determine upon certain sales
policies. The salesman must make himself thoroughly familiar with these. Chief among them
are:

The selection of channels through which the goods are to be distributedshall they go
through jobbers, through retailers, a combination of those, or possibly direct to the
consumer?
The fixing of prices, including a consideration of standardized prices, quantity prices,
price maintenance, price control and competitive prices.
What shall be the terms of sale going into time credits, trade discounts, cash discounts,
and exclusive sales?

In theory, at least, sales policies are determined by the board of directors or by the chief
executives. The relation of the sales department to general sales policies is simply that of
execution. However, this sharp line of demarcation is not always observed.

Supervision of sales
Usually sales are under the control of the general manager, to whom the sales manager
reports. The sales manager is, of course, in direct charge of all activities of the sales
department. It is not unusual for one of the chief executives of a company to be in general
charge of sales. "Vice-President in Charge of Sales" is a title frequently met with. Very often

30th November, 2011

the term "sales" includes advertising, and both the sales and advertising managers, coordinate
in rank, report to the vice-president in charge of sales. Usually under this plan of organization,
the vice-president in turn reports to the president or other general manager.
In some instances the sales manager exercises the function of advertising manager; in others
the advertising manager is subordinate ; in somewhat rarer instances the sales manager is
subordinate to the advertising manager; and in others there is a separate advertising
department whose manager is on an equal footing with the sales manager and reports only to
the general manager.

Irrespective of the particular type of organization, there is, or should be, close cooperation
between sales and advertising. On this page we shall confine ourselves to a discussion of the
functions of sales management and sales promotion, treating it from the standpoint of the
salesman.

Personnel of sales department

The personnel of the sales department usually consists of a general sales manager, an assistant
sales manager, branch sales manager, sales correspondents, statistical clerks and
stenographers. The various titles are explanatory of the positions.
An efficient sales manager should possess, among other characteristics : the art of personal ,
contacts, the ability to make quick and easy adjustments to other personalities ; executive
ability, especially in handling men and in office management ; a reasonable amount of selling
experience; a knowledge of human nature and ability to size up men; and the ability to
organize, instruct and direct others in various sales activities. It is seldom that a sales manager
possesses all these qualities in a marked degree, but a reasonable combination of them is often
found.

Functions of sales management

The chief functions of sales management are :

Recruiting and employing salesmen and fixing their compensation and respective
territories.
Training the salesmen in a knowledge of the goods and in methods of selling them.
Supervising and directing the sales activities of the men out in the field, sending them
letters and providing helpful information.
Preparing and furnishing equipment for salesmen in the way of samples, sample cases,
price lists, kits, portfolios, or whatever else may be necessary, depending on the nature
of the business and the product or service sold.

30th November, 2011

Supervising and checking the expense accounts, route lists, detailed reports and daily
letters of the salesmen.
Determining sales quotas, providing bonuses and prizes, conducting sales contests and
special sales campaigns.
Preparing, or directing the preparation of, sales manuals, or salesmen's handbooks,
giving detailed information about the company, the products, and the sales principles
and methods involved in selling.
Cooperating with the advertising department by helping the salesmen utilize and sell
the company's advertising and aiding them to assist customers to make use of
advertising helps, and by obtaining reports from the field concerning the reaction to
the company's advertising and that of competitors.
Cooperating with the production department in the matter of qualities, quantities,
containers, packages, sizes and seasonal goods, and reporting their reaction on dealers
and consumers.
Making investigations of the products or offering to discover new uses and new
appeals to dealer or consumer.
Conducting, or arranging for, special market surveys and analyses of territories with a
view to discovering new markets for the goods or new methods of developing old
markets.

One advantage Full Truckload carriers have over Less than Truckload carriers is that the
freight is never handled en route, whereas an LTL shipment will typically be transported on
several different trailers.
Because truckload carriers are asked to ship a wide variety of items, a truckload carrier will
often specialize in moving a specific kind of freight. Some carriers will primarily transport
food and perishable items, whereas others may specialize in moving poisonous and hazardous
materials. Carriers will only transport specific freight because different equipment and
insurance is needed for the different kinds. There are also federal laws stating which types of
freight can be shipped together in the same trailer.

In accounting, the concept of a freight expense account can be generalized as a payment for
sending out a product to a customer. It falls under the umbrella category of expenses and is
treated like other expense accounts in relation to the accounting equation, however, under
generally accepted accounting rules, if the freight is considered part of the cost of an asset it is
recorded as part of the value of the asset on the balance sheet as laid down cost. Freight
expense has a normal debit balance. Increases are recorded as debits while decreases are
recorded as credits. In relation to other accounts, the Freight Expense account is similar to the
Cost of Sales-Freight account, but is two totally different entities. While the Freight
Expense account is increased for payments towards outgoing goods, the Cost of Sales-Freight
account is increased for payments towards incoming goods.

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For example, suppose you have a business that imports and exports a type of product. When
you deliver goods to customers and you pay for the delivery costs, you increase the Freight
Expense account with a debit and the Cost of Sales-Freight is unaffected. However, when you
purchase goods from a supplier and you pay for the delivery costs, you increase the Cost of
Sales-Freight account and the Freight Expense account is unaffected.

General
manager
Logistics

Accounting Marketing
Sales
department department department
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