In a tight trucking market, the tables turned. Shippers no longer had the upper hand. Rather, it was the carriers that could be selective in picking shippers.
The supply-demand dynamic drove shippers to adjust their operating models and position themselves as good customers to carriers. Although the trucking market shows signs of loosening, the shipper of choice metric continues to be an important one today and in the future.
We posed the question to four consultants: What makes a successful shipper of choice?
The answers below have been edited for clarity and length.