non-transportation services represent about 30 percent of the total charges paid by the shipper. On shipments moving relatively short distances, 500 to 700 miles, the non-transportation charges are frequently 40 to 50 percent of the total charges. The percent of the total charges attributable to non-transportation services on shipments transported 1,500 miles or more usually represent only 25 percent or less of the total charges. These non-transportation charges are customarily identified as accessorial and assumption of liability charges. As will be further discussed, the larger portion of these charges are passed on by the carrier to the agents and owner-operators who actually perform the services from which the revenue is derived. Between 1975 and 1980 the household goods market was expanding at a rate estimated to be between 5 to 8 percent annually. During the second quarter of 1980 the expansion ceased and the tonnage for that quarter declined below the tonnage transported during the second quarter, 1979. The decline continued throughout 1980 and the aggregate tonnage for the industry for the year appears to have been about 6 percent below the tonnage in 1979. Review of the operating and financial statistics of nine major carriers, which in the aggregate had 48 percent of the total estimated revenues of the industry in 1981, discloses that 6 of the 9 continued to experience a decrease in tonnage in 1981 but at a much lower rate than in 1980. Taking into consideration the three carriers which had a tonnage increase in 1981, the aggregate tonnage for the nine carriers increased one percent in 1981 compared to 1980. Revenue in relation to tons transported has increased consistently for the past four years due to a series of rate increases. From 1978 through 1981 the average revenue per ton transported under the three provisos by the nine carriers increased from $350.51 to $489.04 or 39.52 percent. During the same period the Consumer Price Index increased from 195.4 to 272.4 or 39.41 percent. This suggests that the national household goods market has declined when measured in tonnage since 1979 but the decline appears to have slowed and possibly bottomed out. When measured in dollars the market has increased but, on a carrier by carrier basis, the amount of the increase varies. The market is unquestionably sensitive to fluctuations in the general economy and is particularly sensitive to variations in the home mortgage interest rate and the number of new house starts per year. Even though the industry does not appear to be in dire straits due to the present state of the national economy, it is suspected that throughout the industry there are many small carriers and agents which are being seriously adversely affected by the economic conditions within the limited areas they serve. Shippers of first proviso household goods ordinarily have limited options as to if, when and where they move. While a number of variables, such the selling or buying of real estate, may require discretion in scheduling the specific dates for a move the shippers are in most instances, for employment, financial, health or other reasons, committed to a move and are without the ability to reasonably amend their plans. Limited options are available to a shipper as to what type of carrier or type of transportation service they will employ for a move. At most, only a very small percent of the consumers who make intercity moves are capable or willing to move themselves using an owned or rented vehicle. For the most part no options exist and the services of a professional mover must be employed. The element of customer satisfaction is not a dominant factor in determining the share of the market enjoyed by any one carrier. At any given time a significant percent of the shippers using one carrier are the dissatisfied customers of other carriers. Most shippers of first proviso household goods move intercity a limited number of times in a lifetime. A shipper who experiences what he or she considers to be a "bad" move will in most instances retain the memory of the experience much longer than one who enjoys a successful, problem-free move. Market share appears to be significantly influenced by the number and geographical distribution of the agents employed by a carrier and by the ability of the carrier to service the traffic generated by the individual agents. Agents who have reason to believe that a carrier which they represent will service moves in a manner reasonably consistent with the service and price commitments they are required to make to sell the service will in most instances aggressively seek additional traffic. Agents who find that a carrier they represent is unwilling or incapable of providing the support they require to compete in their local market will seldom continue to represent the carrier beyond a short period of time. To what extent the level of a carrier's charges impacts on market share is uncertain. Presumably all shippers give consideration to the anticipated final costs of a move when selecting a particular carrier but there is reason to believe that in only a minority of all moves are the anticipated costs the determining factor in the selection of a particular carrier. The two factors which appear to impact the most on a shipper's selection of a particular carrier are, first, the shipper's perception of the carrier's willingness and ability to provide the service required and, second, the shipper's perception of the carrier's estimation of the final costs as being reasonably certain. The two most common fears expressed by consumers seeking assistance in selecting a carrier is their fear that the carrier will not provide the service within the time frames and at the level of quality they require and the fear that they will be confronted with substantially greater costs than anticipated before the move is completed. "1 Quality of service and price certainty do not appear to influence the overall volume of the intercity household goods transportation market. Subject to some fluctuation depending on the state of the national economy, a reasonably predictable percent of the total population moves each year regardless of the service and price options available. Distribution of the market among the participating carriers is sensitive to service and price options and as price certainty through the use of binding estimates becomes more common the policies of the carriers with respect to binding estimates may result in some redistribution of the market. However, as the use of binding estimates becomes more the rule instead of the exception, the influence of this marketing and pricing tactic may diminish. PART III Composition of the Interstate Motor Industry At the start of 1982 there were approximately 2,500 to 2,700 motor carriers authorized to engage in the interstate transportation of household goods either under specific household goods authority or under unrestricted general commodity authority. Of this number less than half, around 1,100 to 1,300, are believed actually to be conducting operations of sufficient consequence to be considered part of the viable industry. Of the balance, an estimated 350 to 500 are engaged in limited operations as pack and crate type carriers operating under contracts with the Department of Defense or providing service as origin or destination agents for exempt freight forwarders. The remainder are thought to be either engaged in operations as agents for other carriers and not utilizing their own authority, or to be out of business. Based on data reported by the ten largest carriers in their 1981 annual reports (Schedule 722) their aggregate revenues from transportation conducted under the three provisos of the households goods authority were $1,445,318,418 or 58 percent of the estimated 2.5 billion dollar market. These carriers and their estimated market shares are: |
