LTL Sourcing: Success for Buyers In A Seller's Market

How can you beat the trends and lower your less-than-truckload costs, even in a seller's market? Here's a guide to help you get started.


How can you beat the trends and lower your less-than-truckload costs, even in a seller's market? Here's a guide to help you get started.

As the saying goes, "the only constant is change," and the transportation industry seems to be no exception. Continued changes in the less-than-truckload (LTL) market due to bankruptcies, mergers, and rising fuel and insurance costs are all combining to make LTL sourcing a greater challenge than ever before.

In this uncertain environment, traditional sourcing techniques are losing their effectiveness, leaving shippers with little or no ability to protect themselves from rising costs. However, it is not enough to just understand the impact these changes may have on a shipper's business, but rather to employ creative new approaches and technologies to sourcing freight that allow the shipper to control costs and enhance service levels in such a challenging environment.

Changes Continue To Reinforce Seller's Market

An economic slowdown in recent years has had an industry-wide impact. When the economy was weak and available capacity exceeded demand, drivers reverted back to other lines of work. Now that the economy has shown improvement, drivers need to be recruited back, and this takes time. The lag causes a driver shortage that is translating to cost pressure and load coverage pressure for shippers. Driver shortages affect all over-the-road modes but not necessarily simultaneously. LTL carriers tend to maintain certain infrastructure even when demand fluctuates. For LTL carriers it is difficult to do a partial scale-down and maintain service levels in this model.

Other changes like the cost of fuel and insurance affect the entire industry as well. But while in the truckload (TL) business these cost components may vary widely lane to lane, in the LTL business these costs are more predictable when spread over an established infrastructure.

There are many other changes that could have a significant impact on a particular shipper's business. For example, consider the hours of service legislation:

* A shipper that has historically done a good job assembling many shipments into a multi-stop truckload may be seeing escalating stop-off charges. More complex delivery schedules tend to push drivers beyond the new service time allotment.

* On the other hand, a shipper with single-stop, drop-and-hook freight might be able to negotiate better pricing as its freight has now become more desirable within this regulation.

* However, even in the first instance, depending on the number and size of the shipments and the distance the shipment is moving in the multi-stop, revamping the load optimization might redirect a considerable number of small or large shipments into the LTL mode.

* Finally, to add to the confusion, just as some shippers were getting a handle on their load optimization parameters, the legislation was repealed.

Regardless of how well a shipper can interpret individual events and evaluate the impact on his business, one thing is clear: A variety of influences have come together to shift the environment dramatically from a buyer's to a seller's market. Uncertainty and change will continue to make LTL a seller's market for the foreseeable future. And in this market, regardless of mode, sourcing techniques that simply exploit volume leverage and carrier rationalization opportunity are rendered ineffective and obsolete.

The Other C's: Collaboration, Creativity and Compliance

This environment demands that shippers be able to nimbly draw from the marketplace carrier proposals that reflect their current interests and capabilities, re-evaluate the breakpoints between modes, and provide load optimization software with an accurate picture of where the market is operating. And then be ready to re-evaluate as conditions change.

Particularly in LTL, this shift in focus from sheer volume leverage and aggressive price negotiations to a concentration on fit, capability and interest continues to yield reliable relationships, solid service and remarkable cost improvement ... even in this seller's marketplace.

This content continues onto the next page...
  • Enhance Your Experience.

    When you register for SDCExec.com you stay connected to the pulse of the industry by signing up for topic-based e-newsletters and information. Registering also allows you to quickly comment on content and request more infomation.

Already have an account? Click here to Log in.

Enhance Your Experience.

When you register for SDCExec.com you stay connected to the pulse of the industry by signing up for topic-based e-newsletters and information. Registering also allows you to quickly comment on content and request more infomation.

OR

Complete the registration form.

Required
Required
Required
Required
Required
Required
Required
Required
Required
Required
Required