Greenscreens Ignite is a powerful analytics tool for building a data-driven pricing strategy. Ignite crunches the numbers for you and presents your pricing data in a clear and meaningful way. It offers both a high-level look at your pricing activity and detailed analytics for a closer look.
Ignite focuses on these crucial data points:
Win rate for your brokerage and the market
Estimated margin for your brokerage and the market
Pricing rule success
An extensive and versatile set of filters lets you view your data across a number of cuts. For instance, you can view data for a particular transport type or location. Ignite can slice a sort your data however you like.
Ignite requires quote data. It draws information from quotes sent through Greenscreens or quotes uploaded to Greenscreens. The more data Ignite has, the more it can tell you about the success of your pricing strategy.
To add Greenscreens Ignite to your pricing toolbox, contact your Customer Success Manager or Greenscreens Sales.
Quotes Tab
The Quotes tab hasn't changed. Here you can view a list of all your current and past quotes, filter your view by user, customer, lane, broker, or date range, and view your basic win/loss statistics.
When you send a quote through Greenscreens.ai, the system logs your quotes on the Quotes tab. If you send quotes through another service be it email, auto-quote provider, etc. you can upload the quote data that you have to Greenscreens via CSV or API connection.
Ignite breaks down your quoting data in several precise and detailed ways on the Quote Analytics tab.
Rules Tab
With Greenscreens.ai, you can create custom pricing rules and automatically apply them to your Target Sell Rate.
You can set Pricing Rules for several different conditions, including customer, lane, and length of haul. You can base rules on multiple conditions and even create automatic discounts.
Ignite brings analytics to the mix with a breakdown of the win rate and margin by pricing rule on the Rules Analytics tab.
Quote Analytics
The Quote Analytics tab offers a detailed overview of how well your pricing strategy is performing in the spot market. It shows your win rate percentage, total won revenue, margin, and estimated margin.
This tab gives brokers the tools to quickly identify problem areas and make decisions to help maximize margins. Analysts often look at two indicators when determining where the market is: win percentage and estimated margin percentage.
Currency
On the upper right, you can select a currency type (U.S. or Canada):
Filters
Data on the Quotes tab can be filtered in several ways, so you can narrow your focus and get a detailed view of a particular time period or segment.
Analytics
The Quotes tab shows a high-level view with your win rate and margin up front so you can easily compare the two. It also includes a mini-map for geographical analysis.
Win %
The percentage of submitted quotes that you’ve won. This number does not include quotes with a status of Sent, as those could still be won or lost:
Total Won Revenue
Your total revenue won within a particular time period:
Est. Won Margin Percent
The margin percent Greenscreens estimates for your current quotes. Greenscreens doesn’t have access to your final margin numbers, but based on predicted truck cost, the system can come very, very close. The more you use Greenscreens, the more accurate this number will be. For most customers, you can expect a margin of error similar to your forecast bias:
Est. Won Total Margin
The estimated margin for your total won quotes in dollars (U.S. or Canadian):
Map View
The map views provide a picture of your success throughout the continental U.S. Hover your mouse over a state to see the win % or estimated margin for that state:
Win % and Est. Won Margin %
Graphs your win% vs estimated margin%. A high win rate with a low margin means that you’re pricing low compared to the market, and a low win rate with a high margin suggests that you’re pricing high. A high win rate together with a high margin may indicate a tightening market:
Total Est. Won Margin and Total Won Revenue
Graphs your margin vs revenue for won quotes:
Quotes Breakdown
The Quotes Breakdown shows your data across multiple cuts for precise and effective analysis.
The data here is for the selected date range and includes any filters you’ve applied.
Columns
Group
On the Highlights tab, this is the quote group for each highlight. For instance, the group for van loads is Transport Type. So of all transport types, van was the most quoted.
Rule Count
The total number of pricing rules applied to the data in the row.
Total Quotes
The total number of quotes submitted. For example, if you’re looking at the Users tab, it will show the number of quotes submitted by each user.
Won Quotes
The number of won quotes.
Win %
The percentage of quotes that have been won. The Win % serves as a quick way of comparing your total to won quotes.
Total Won Revenue
The total won revenue for the selected date range.
Total Quoted Revenue
The total quoted revenue for the date range.
Est. Won Margin %
Your estimated won margin as a percentage.
Est. Won Margin $
Your estimated won margin as a dollar amount (U.S. or Canada)
Tabs
Highlights
The Highlights tab shows you the top numbers of won quotes across all categories for a quick snapshot of where you’re winning. You can see which user is bringing in the most business, along with the mileage, transport type, states, and customers that provide you with the most freight and the most revenue.
Mileage Band
The Mileage Band tab shows where your wins are coming from with regard to mileage. For instance, you might be pulling in a lot of long-haul freight but losing on the short routes, meaning your pricing strategy is only working for the long hauls.
Transport Type: Here you can see how your wins are distributed across transport types. If, for instance, you’re pricing one transport type too high and another too low, the effect will show here as lopsided win rate and margin numbers:
Users: This tab shows win rate, margin, and revenue by user. Here you can see who your most successful team members are, and whether a particular broker might be quoting too high or too low. For instance, a broker with a very high win rate and a low margin might be pricing all their loads too low:
Customers: The Customers tab shows stats by customer. Here you can see how customers are responding to your pricing strategy. A balanced win rate and margin means you’re pricing just right for that customer, but if you see, for instance, that the margin has shot up and the win rate has gone down, you may be quoting too high for that customer.
State to State: See how things stack up state-to-state for your brokerage:
Sorting the Quotes Breakdown
You can sort all tabs of the Quotes Breakdown by total quotes, win rate, revenue, or margin:
Viewing, Creating, and Managing Rules in the Quotes Breakdown
You can view the pricing rules that apply to a particular segment of data right from the Quotes Breakdown by clicking that segment and selecting View/Add Rules.
Quotes and rules are cross-referenced in the Quotes Breakdown, so you can quickly add rules, edit rules, and turn off any rules with unacceptable win or margin numbers.
For instance, if you want to see which rules have recently applied to van shipments, click Van and then View/Add Rules to bring up all associated rules:
The Associated Rules window lists all the rules that have applied to that segment of data (van loads, in this case) during your selected date range. It also shows the rule type, the markup applied by the rule, and the win rate, margin, and won revenue for loads to which the rule has applied.
To add a rule, click Add Rule on the upper right.
To edit a rule, find the rule's row and click Edit.
Quick Filters
You can quickly filter your data by any segment in the Quotes Breakdown by clicking it and selecting Filter By:
The filter will apply to the whole page. To remove a filter, scroll up and click the filter to remove it. To remove all filtering, click Reset all filters:
Rule Analytics
The Rules Analytics tab shows how your pricing rules themselves are performing. On this tab, you can compare the success of your rules to one another and to previous rules, so you can see which rules are working for you and which changes have been the most effective.
Currency
On the upper right, you can select a currency type (U.S. or Canada):
Filters
You can find filter options across the top of the Rules tab.
Analytics
Market Win %
This is the win rate for the overall market. A higher number here may indicate that the market is tightening. Filtering can show you specific slices of the market in this section, such as the market win rate for a particular transport type or mileage band.
Customer Win %
This is the percentage of quotes using your pricing rules that your brokerage has won.
Market Margin %
This is the overall margin percentage for the market.
Market vs Customer Win %
This chart compares your win rate percentage with that of the market, so you can see how you’re doing relative to the competition. It also gives you an idea of how much market rates in general may be affecting your win rate.
Market vs Customer Margin %
This chart compares your margin percentage with that of the market, so you can see how you’re doing relative to other brokers. It also gives you an idea of how much market rates in general may be affecting your margins:
Rules Breakdown
The Rules Breakdown shows win and margin rates for the pricing rules that have applied to quotes during the selected date range, along with the stats for quotes run before you applied the rule.
In this breakdown, you can see exactly how well your pricing rules are doing. You can compare the margin on rates predicted by Greenscreens and your pricing rules with the margin on the number that was actually submitted to the customer.
Sorting the Rules Breakdown
You can sort the Rules Breakdown by total quotes, win %, or by submitted or suggested margin:
Columns
Type
The rule’s type. Combination Rules are cumulative. If multiple Combination Rules apply to a lane and shipper, all of the rules will affect the rate. Priority Rules override all other Pricing Rules, so that only the Priority Rule affects the rate.
Total Quotes
The total number of quotes to which the rule has applied during the selected time period, so you can see which rules are seeing a lot of use.
Win %
The percentage of quotes to which this rule applies that have been won.
Submitted Won Margin %
The estimated margin % based on the actual cost submitted to shippers.
Submitted Won Margin $
The estimated margin based on the actual cost submitted to shippers, as a dollar amount.
Suggested Won Margin %
The expected margin % if all pricing rules are applied. Comparing your suggested margin with your submitted margin will show how far you’ve been deviating from your automated pricing rules.
Suggested Won Margin $
The expected margin if all pricing rules are applied, as a dollar amount.