Drop size

Definition

The value or number of cases coming off the truck at a single stop, which sets route economics.

Why It Matters

The cost of a stop barely moves with what is on it: the same driver, the same minutes, the same fuel. So drop size, more than revenue, decides whether a route makes money, and a house that has grown by adding small accounts can be busier and poorer at the same time. Ask for it by route and by customer, look at the smallest quartile of stops, and treat raising the minimum as work the buyer will have to do and not as upside already in the numbers.