I’ve heard that one of the advantages of ODFL and FedEx and some of the ones that have been taking share is that they’ve invested heavily in technology to get to those answers to the questions you’re talking about, really fine on pricing.

That is the key. That is the number one. If it's not the number one, it's 1A or 1B. Certainly, you need to provide a reliable, consistent service that your customer wants right and meets customer needs.

Pricing, and maybe number two is the on-time service and claims combination? Would that be 1B?

Yes. We need to be 98% on time. What does 98% on time mean? What's your days in transit from Philadelphia to Chicago? What's your days in transit from Philadelphia to Dallas? What's the price service continuum here? What does your customer want? You can tell your customer, I'll give you 15% off the price if you're willing to take three days to Chicago rather than two, so whatever you build, it has to be very reliable. If you're selling three days to Chicago, it needs to be three days and then your customer can build into their supply chain, I need three days; if my customer needs it on Thursday then I’d better ship it on Monday and not Tuesday.