Photo: Neil Abt/Fleet Owner
TIA

Avoiding the 'ditch-to-ditch' mentality on freight rates

April 11, 2018
Executives with three larger fleets came to TIA to interact with brokers on how to better work together and create more long-term rate stability.

PALM DESERT, CA. Derek Leathers, president and CEO of truckload carrier Werner Enterprises, has advice for fleets that chase high freight rates on any given day, instead of focusing on the “longer-term view.”
 
“There is nothing as powerful as building sustainable networks,” said Leathers, who joined with two other carrier executives to speak with brokers on building better relationships at the annual meeting of the Transportation Intermediaries Association

Leathers also said on third-party logistics firms to be more willing to be a “representative” for asset-based carriers. This is about “more than matching capacity with demand,” he added.

Pointing out his company had spent in excess of $2 billion in capital investments in recent years, Leathers called on brokers to “value that investment and take it seriously.”

He expressed frustration when he hears that shippers have strict terms, and a broker appears unwilling to engage in what appears to be a fair negotiation. At the same time, he said brokers and logistics firms have a role to “keep it rational” when fleets may be too aggressive.

Darren Hawkins, president and chief operating officer of YRC Worldwide, addressed the desire to lesson freight rate volatility.

He called for an end of the “ditch-to-ditch” model, where one side demands huge concessions, based on market conditions. Instead, a “middle of the road perspective” can benefit the entire supply chain over the long time, he said.

“There is margin there for you and us,” he told the brokers in attendance.

Much of the panel discussion centered on ways technologies could help – or hamper – the relationship between carriers, brokers, and shippers.

John Smith, senior vice president of operations at FedEx Freight said while technologies can create efficiencies, it has to enhance the overall customer experience in order for it to truly be successful.

Similarly, Hawkins said brokers could assist by educating customers on how carriers operate and what shippers should expect. That includes proper handling of a bill of lading and what to expect in the event of a claim.

Likewise, brokers need to assist in making sure freight is ready when truckers arrive to pick up a shipment.

“It’s a game of minutes now,” said Hawkins.

About the Author

Neil Abt

Neil Abt is a former FleetOwner editor who wrote for the publication from 2017 to 2020. He was editorial director from 2018 to 2020.

Voice your opinion!

To join the conversation, and become an exclusive member of FleetOwner, create an account today!

Sponsored Recommendations

Boost truck leasing profits with telematics insights! Reduce maintenance costs, improve uptime, and strengthen customer relationships. Learn how data drives success.
This free guide outlines simple steps for hiring and onboarding commercial drivers while ensuring that you meet Regulation Part 391 and maintain fully compliant driver qualification...
Ready to boost fleet efficiency by up to 50%? Learn how AI-powered dispatch and next-gen tech are transforming TMS workflows, improving driver planning, and streamlining operations...
Gain a strategic edge in today’s evolving fleet landscape. Join us to explore how fuel cards are helping fleet managers cut costs, enhance control, and prepare for an electrified...