Stockholders’ Letter
Our industry is changing. USA Truck’s historical bread-and-butter, the
medium length of haul (800-1,200 mile) segment of the truckload market, is
being eroded by a growing intermodal railroad option for our customers and by
the proliferation of the regional distribution center concept among big box
retailers. Customers continue to shrink
their bases of core carriers while simultaneously raising the bars for service
and capacity requirements. Cost
pressures abound from inflationary forces that can often outpace growth in our
industry’s pricing power and from increasing regulatory hurdles.
USA Truck must and will change to meet these
challenges. While we have always taken
pride in offering premium services, the changes in our industry now also require
us to broaden the range of services we offer to our customers. By expanding our service offerings, we intend
to generate demand for our services that will lead to greater consistency of
earnings and pave the way for us to improve our margins. We must also overcome cost pressures in the
labor, energy, regulatory and safety arenas.
USA Truck’s core business strategy for revenue and
earnings growth is to increase and sustain demand for our services by
positioning ourselves as a premium service provider for all of our customers’
dry van, full truckload needs, thus serving a greater portion of their needs. This strategy requires a two-pronged approach
to execute: (1) consistently providing our customers with a reliability of
service not generally available in our industry, and (2) providing a greater
scope of service beyond our traditional medium length-of-haul business.
Since the summer of 2007, we have undertaken an
extensive effort to refine USA Truck’s corporate strategy. We have implemented sweeping organizational/cultural,
technological and business model changes within the company to set the stage
for successful execution of our strategy.
·
Culturally, we
believe that employees who are challenged, empowered and rewarded are the key
to total customer satisfaction. Total
customer satisfaction is the key to shareholder returns. Our three-legged-stool concept focuses
equally on the employee, customer and shareholder and is the foundation of our
organization. We value intellectual
honesty, a “do the right thing” ethical environment, strong leadership in
addition to capable management, and a results-oriented, performance-driven
culture that promotes teamwork and continual improvement. We have also devoted considerable attention
to reorganizing our various operating departments to execute our strategy, placing
the right people into the right jobs where they can add the most value and providing
them the proper training and tools. That
process is still underway.
·
In order to serve
our customers effectively and efficiently, we must provide our employees with
the proper technology. After an
exhaustive process, we have determined that our legacy mainframe software
applications no longer provide the competitive advantage that they once
did. Over the next three years, we will redesign
our technology system and will replace our enterprise-wide software
applications with more user-friendly, higher capacity products that will
dramatically improve our visibility into our operations and the speed at which
critical information is made available to decision-makers. Once complete, we believe that our enhanced technological
capability should improve our competitiveness in our industry from both cost
and service perspectives. We are not,
however, relying on the software migration to drive our strategy; rather, we
intend to use it as a catalyst to accelerate the pace of change within our
organization.
·
Our customers
want a more diversified bundle of services from their core carriers. Our strategy is to provide those additional
services in carefully selected areas where we believe we can provide superior
service and reliability.
o
We began offering
intermodal railroad services to our customers in late 2007 and have set a
modest revenue goal for 2008. To reach that
goal, we have staffed intermodal with just a few strong, experienced employees,
and given them clear responsibilities and goals, and we have done it in a way
that did not detract from our focus on our core Trucking operations.
o
We are expanding
our capabilities to outsource truckload freight through our Strategic Capacity
Solutions (“SCS”) division. To execute this, we have streamlined the
interaction between our Trucking divisions and SCS and we have employed several
new freight brokers.
o
We are
aggressively pursuing opportunities to move tractors from our General Freight
and Regional Freight divisions where considerable pricing and empty mile
pressures exist into our Dedicated Freight division where freight lanes and
volumes are more consistent. Our goal is
to move at least 100 tractors during 2008.
To accomplish that goal, and as part of a broader reorganization of our
sales force, we have injected a more focused effort into Dedicated Freight
sales which has provided us with more opportunities and leads.
o
We nearly tripled
the size of our small owner-operator fleet to 66 in 2007. We intend to grow the size of that fleet by
another 82% to 120 during 2008. Owner-operators
provide a flexible source of capacity for our fleet and have proven to be
reliable, safe and productive. With our
driver turnover at its lowest level this decade and while the driver hiring
market has softened during this economic slowdown, we have utilized our
considerable driver recruiting resources to target owner-operators. We will continue to do so during 2008 until
we reach our goal.
While we believe that we must improve our ability to
consistently produce revenue volume throughout the economic cycle, we know that
controlling costs will always be critical to our success. We typically post one of the lowest operating
costs per mile in the truckload industry, but we can do much better, particularly
in the area of insurance and claims costs, which continue to run a nickel per
mile higher than our historical average.
Our efforts to contain safety-related costs have not produced the
sustained results that we desired over the past several years. In response, we are implementing a
comprehensive loss prevention program rooted in hiring quality drivers and
training them effectively. We will continue
marketing safety to all our drivers, but to get the costs under control we must
ensure that safety is the key factor in our future hiring decisions and driver training.
Our management team is deeply dissatisfied with our
2007 performance, and we are committed to taking the necessary steps to return
USA Truck to its historic place of prominence in the truckload industry. Ultimately, we want to be the company that
everyone wants to work for, the company that customers call when service
matters and the stock that investors want to own. Our passion and decision-making are driven by
that overarching mission.
As always, thank you for your support.