Stephanie Moore : Okay. Got it. And then just following up there, can you talk a little bit about your plans for a GRI or general rate increase in here going into the fourth quarter or so into 2024? I know some of the other LTL players have kind of announced where they stay kind of looking out for the next 12 months. So any update on the timing?
Tom Schmitt: Yes. We are very consistent when it comes to the process here. So Stefan and Katie Fox and their pricing team towards November, we announced for the following year. We work with our customers directly so that there’s predictability and they can actually build those increases into their budgets. They are driven obviously by investments. We talked about terminal investments. We talked about safety investments. And also, obviously, in some cases, there’s wage adjustments that we have to make sure we finance and fund. So there’s always going to be a GRI. It’s always the first Monday in February. So that gives predictability to our business partners for their budgeting season themselves. And I think the ranges that you saw in the last couple of years, 2021 was the high end with 7.9%. Some of the lower numbers you have seen is 5.9%, somewhere in between those two numbers is probably going to be the GRI for 2024.
Stephanie Moore : Perfect. And then lastly for me, and just taking kind of a big picture view, and I appreciate your commentary about kind of building out that direct sales network and going after that incremental TAM in the premium LTL space. So as you’re kind of building out organically, the direct sales team, what do you need to do to kind of make sure you’re preserving your existing relationships with the domestic boarders? I think we talked about what you kind of had in place if the Omni transaction went through. But if it is all kind of done internally, organically, what would be the strategy to kind of preserve your existing relationships while also going after some of the MetroPac business?
Tom Schmitt: Yes. So Stephanie, obviously, a huge focus for all of us here to get that right. But again, I think as a reminder, that estimated and that estimate is probably very conservative because it’s about 6 years old data, $15 billion high-value LTL market that values the no damages, high-speed hitting high time windows. Of that $15 billion, roughly speaking, half of it gets transacted between shippers and companies like us directly, the other half goes through intermediaries. So if you take that, the one thing we have to absolutely nail is, when we go after half that’s not being transacted through intermediaries, we have to be extremely explicit asking the questions upfront, are you using forwarders, heavy work with forwarders, are you intending to use forwarder.
And if they do, then obviously, we’re going to do everything possible to make that forward or keep and win that business because they probably have it for a reason. Those companies may not have a sophisticated large transportation or supply chain department because they use those forwarders in essence to be that department for them. So – but that’s – again, the team did a great job, Melissa Fisher and her colleagues kind of over the last 2 years and now increasingly Jennifer and Erica, making sure we ask those questions upfront, and we don’t – and we go by the facts, obviously. In 2 years, there were a handful of instances where there was some noise, literally a handful in thousands of interactions. So we have our training wheels in place here.
We know how to ask those probing questions. We know how to actually qualify for that. Stephanie, we will only win if we keep and reearn the trust of our domestic forwarders by making sure we get this very, very right that this is an end not an ore, and it’s complementary, not overlapping. A gray zone here is the end. It’s got to be something that’s black or white, and we have those probing questions to make very certain. It’s black and white. There is half of the market that gets transacted directly between the shipper and transportation providers, and we need to make sure we identified that half of the market correctly.
