Ed Ryan: Yes, sure, sure. We do business with just about every transportation company of any size in the world and just about every intermediary in the world of any size. So, we have a lot of cross-sell opportunities. If you look at any — I get these reports every Thursday night what we sold at weekends, it’s usually in the two-thirds of the sales are new sales to existing customers, which is a cross-sell. And I would expect it to continue that way for a while. No end in sight to cross-sell being a very large part of what we do. Remember, we continue to buy new companies, too. So, as soon as we buy a company and so — to give you an example, we buy a company with, say, 500 freight forwarders and the customers love that product.
And we buy the company and I say, hey, we’ve got 5,000. So, the first thing we’re going to do is go to the other 4,500 and say, hey, this is the product. And because we’re already in there, the company we bought might have had to fight their way into each account, and we’re walking right in because we’ve been — I might sell 20, 30 products. And so my ability to walk in the door and show the product is immediate. And I’m not saying they’re all going to buy it right away, but if we can bring it out to a much wider customer base, I like our chances of selling a lot more, but then the company we just bought us. And I think that’s why you see our cross-sell continue to be a big part of our business and will be for a long time to come.
Kevin Krishnaratne: Great. Appreciate it. Thank you.
Ed Ryan: Thank you, Kevin.
Operator: Thank you. Your next question is from Raimo Lenschow from Barclays. Please ask your question.
Raimo Lenschow: Hey. Thank you. Yes. Quick question on — if you think about ESG, carbon footprint, et cetera, like how is that starting to come through for your clients? Because that’s — in our checks, we’re hearing quite a good bit of extra interest to optimize things there? And what are you doing on the product side there? Thank you.
Ed Ryan: Hey. Thanks Raimo. So, ESG, for a long time, for 20 years, even before it was a household name, we had a lot of retail customers starting in the grocery industry that had customers — their consumer customers that were environmentally-conscious and started positioning our product as a way to help the environment. They would have green deliveries, they would say they were offering these deliveries up to the consumer. Here we are 20 years later, and this is a household name. And while it’s getting beat up a little bit in the last six months to a year, I think the environmental part of it is less beat up in terms of that. I think there was a lot more companies going, hey, we need to do our part to help the environment.
We need to answer these questions for regulators who are asking a lot of questions and specifically about the environment, and our products and there are several products that help them solve that problem. Make no mistake, our customers are buying our products because just they save money, but it’s really nice for them when not only doesn’t save you money, but it also helps reduce your carbon footprint. And we have several products out there that do provide a significant impact on reducing your carbon footprint. So, not only with the amount of money we save for a big retailer or manufacturer that say, routing trucks with us, we get into the C-suite because of that. But once we do get into the C-suite, they’re also going, hey, I’m being asked about all these other things.
How does this going to impact the environment? And our answers in that are very good. We have a number of products that reduce the miles driven versus the amount of trucks driven and the amount of gasoline used to deliver goods and it’s significant reductions, tens of millions of miles a year that we’re taking off the road across our customer base. And as regulatory bodies start to put more and more pressure, shareholders start to put more and more pressure on our customers to answer things about that, that drives demand for our products, which has been great.
Raimo Lenschow: Yes. Okay, perfect. Thank you.
Ed Ryan: Hey thank you, Raimo.
Operator: Thank you. There are no further questions at this time. I will now hand the call back to Ed Ryan for the closing remarks.
Ed Ryan: Great. Thanks everyone. I appreciate your time this afternoon and we look forward to reporting back to you on next quarter in early June. Thanks for your time tonight and have a great day.
Operator: Thank you. Ladies and gentlemen, the conference has now ended. Thank you all for joining.
