A recent article published in Fleet Owner, “Projecting Trucking’s Future Pricing Path” builds on some of the key takeaways from last week’s webinar, “Freight Accessorials – Augmenting Revenue While Covering Rising Costs” presented by John Larkin of Stifel and Ben Cubitt of Transplace. Of particular interest is the last paragraph of the article, which states:
“Carriers still haven’t done the best job relating their needs,” Cubitt added. “Shippers and 3PLs are very data-based and data-driven, so carriers need to have more ‘fact-based’ discussions about the need for rates and accessorial charges. They need to ‘arm’ shippers with accommodating data to support their rate requests.”
KSMTA’s clients utilize our Freight Network Intelligence Platform and our Freight Network Engineering Process combined with TMW's IDSC Netwise® technology to create pricing that is compensatory to the carrier and competitive in the market. Our clients do not bid all lanes; they bid the lanes on which they know they can be profitable, competitive and provide superior service. This pricing intelligence combined with analytics about driver recruiting and retention and cost creep provide a powerful means for carriers to communicate their ‘fact-based’ needs to their shippers.
About the Author
David Roush is president of KSM Transport Advisors, LLC, part of the Katz, Sapper & Miller Network. With 30-plus years of experience, David’s focus includes freight networks, financial management, operational metrics and optimization strategies. Connect with him on LinkedIn.
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Freight Network Intelligence | Pricing Strategy | Trucking Consultant