v型复苏改变了托运人、承运人、经纪商的运力战略

货运市场的定价权像钟摆一样摆动, 2020年买方(托运人和第三方物流)和卖方(承运人) 交通运输能力 是否多次看到方向的改变.

Buyers gained an unexpected pricing advantage in the first and second 季度s when capacity flooded the market from hard-hit sectors like automotive, 在2019冠状病毒病封锁期间的制造业和餐饮业.

第三季度，随着卡车载重开始v型复苏，运力收紧, 卡车装载量和最后一英里的运输. The recovery spiked in August and was primarily driven by consumers increasing their spend on physical goods in place of entertainment, 旅游和服务.

FourKites, 货运能见度提供商, 据报道，从1月到10月的出货量平均增长了22%. 其中大部分增长来自第三季度, 零售和制造业发货量在8月达到顶峰.

根据IBM的美国国际商用机器公司的数据，消费者支出的变化使网上购物的速度加快了5年.S. 零售指数，并创造了住宅交付的激增. 例如，UPS Ground的住宅业务量从4月到6月增长了近64%. Parcel 欧冠冠军足彩 responded by limiting customer shipping volumes and adding residential delivery surcharges.

卡车和零担运输公司也看到了现货市场的货运激增, 这为托运人和第三方物流公司提供了新的挑战，以确保产能承诺. 随着产能的收紧, 运营商正在寻找提高效率和资产利用率的新机会.

2020年的另一个新趋势是货主, 3PLs and 欧冠冠军足彩 are bypassing request for proposals (RFPs) and working directly with trusted partners to create dynamic transportation solutions.

RFP的死亡?

3月初，当COVID-19大流行抵达北美时, 在产能短缺方面，2020年与2018年相似的可能性似乎有些牵强. 进入2nd 季度, many shippers and 3PLs had a strong negotiating position with 欧冠冠军足彩 but that moment didn’t last.

进入2020年，美国最大的进口商之一圣玛公司., decided to stay with the strategy it had started in 2018 to build strategic relationships with 欧冠冠军足彩 and stay out of the spot market as much as possible, 约翰•延森表示, 公司的高级供应链总监.

Issaquah,洗.-based company ships custom apparel items to printers and embroiders nationwide through eight distribution centers. 保持与核心承运人的货运航线和运量承诺, 詹森认为, 这会为下一轮的产能紧张带来红利吗.

这一周期比预期的要早rd 季度. 核心航母战略已经“明显经受了考验”,”他说, but having strong relationships has proven critical with tight capacity likely “to stay for a while.”

约翰·米勒(John Miller)是佛罗里达州奥兰多市Plains Dedicated的执行合伙人.基于汽车承运人和第三方物流, sees 2020 as an inflection point for shipper RFPs due to the pendulum changing directions so quickly.

Plains Dedicated operates a temperature-controlled fleet of 25 tractors powered by independent contractors. 每当大型托运人执行rfp时, 米勒说 it takes capacity out of the market from small 欧冠冠军足彩 who depend on having consistent business relationships to grow.

他说，招标过程“颠覆了整个运输市场”. 到2020年，托运人已经意识到rfp不会对他们有利. “这些起伏对任何人都没有帮助.”

Plains Dedicated has received more business this year from shippers who lost capacity commitments from 欧冠冠军足彩 they had selected in RFPs with the lowest rates, 米勒说.

发展可持续的能力, Miller believes that shippers and 3PLs will need to focus on developing long-term relationships with small 欧冠冠军足彩. Most small fleets are willing to adjust rates as market conditions change rather than risk losing the business through an RFP, 他说.

 在75年的商业生涯中，印度米兰.的贝勒货运, 一种装有快速干式货车和冷藏操作的卡车运输车, 经历过多次货运周期吗. 2020年，其托运人客户在4个月的正常周期之外没有进行rfpth 和1st 总统卡里·贝勒(Cari Baylor)说.

2019年货运市场降温, 2018年，贝勒货运公司(Baylor Trucking)从托运人rfp那里获得了一些业务，但随后失去了一些业务. 今年, Baylor has expanded its freight volumes and lanes with core customers who are asking for transportation solutions, 她说.

Baylor Trucking has been able to improve utilization in the tight capacity environment with shippers being more willing to change pickup and delivery times to match drivers schedules set by their hours of service, 她说.

该公司已经提高了夜间或夜间取货时间的运费, 她说, 以补偿失去的利用. Loads with late pickup appointments flip drivers’ schedules by requiring them to drive at night and sleep during the day, 她说.

“因为托运人在确保运力方面遇到了困难, 他们似乎更愿意调整自己的供应链,”贝勒说. Prior to 2020, the general attitude in the shipping community was “look, this is when it picks up. 要不要随你，”她补充道.

贝勒货运公司网络中几乎所有的货物都来自于合同承诺. 随着它扩展到新的合同航线, Baylor has grown by transporting more of its customers’ spot market freight to reposition its equipment.

“Work out solutions with partners you can trust,” advises Baylor during a tight capacity environment. 这种循环将会改变, 这仅仅是因为运营商现在拥有价格优势, “当经济处于v型复苏时，没有理由采取v型利率,”她说.

创造能力

而运费则反弹在3rd 季度, many 欧冠冠军足彩 began leaving a greater portion of their capacity uncommitted to take advantage of spot market opportunities. 这一趋势从拒收货物数量的持续增加中可见一斑.”

9月份，DAT网络的载重比达到5.5代表面包车，意思是5.每辆卡车可装载5个货物. 这是自2018年6月以来的最高水位, 而这一趋势线预计将在零售旺季进一步上升. 制冷和平板负载的比率也达到了2018年6月以来的最高水平.

3PLs are seeing new business opportunities from shippers looking for capacity beyond their core 欧冠冠军足彩, but those who are relying mostly on spot market transactions to source capacity “are paying a heavy price right now,圣马尔的约翰·詹森说. “I think 欧冠冠军足彩 have gotten so much smarter in how they do business, and that is not going away.”

传统上, 欧冠冠军足彩 that work with Arrive Logistics will plan out their freight networks a year in advance. 更多的产能流向现货市场, 奥斯丁, Texas-based 3PL has been “having lots of conversations with both our carrier partners and our shippers to get creative on sourcing capacity,贾斯汀·弗里斯说, 运营商开发执行副总裁.

作为一个例子, Arrive Logistics recently helped a shipper customer reposition its private fleet to resolve a network disruption and keep its drivers moving. 该解决方案还可以为另一个发货客户提供额外的能力.

在现货市场利率上升的情况下维持产能, “we’ve had very transparent rate conversations with 欧冠冠军足彩 on dedicated lanes and on contractual lanes with shippers,”释放说. “Honest dialogues on rates and working with shippers for drop trailer opportunities with driver-friendly facilities for our carrier partners has been a winning strategy for us.”

在2020年, 欧冠冠军足彩在家具等日益增长的货运领域扩大了业务, 电子产品, 零售, 电子商务, 家庭改善和家庭建设. In these new markets its focus remains on contractual opportunities with enterprise shippers and 欧冠冠军足彩, 他解释说.

2020年到达物流的负载量增加了25%, 同比, 该公司预计2021年将增长30%，达到650辆,000年负荷, 他说.

One strategy being used by Atlanta-based Capstone Logistics to retain capacity in the volatile market conditions of 2020 is to offer a Quick Pay Plus program to core 欧冠冠军足彩. 该项目的次日ACH付款为零费用.

“这已被证明具有积极的影响,阿克曼说, 欧冠冠军足彩采购执行副总裁. “但欧冠冠军足彩并不是对每个人都这样做.”

顶点石的网络中有成千上万的运营商. Those who do one-off loads can use a Quick Pay program with next day payments for a three percent fee. 只有那些一直为顶点公司服务的欧冠冠军足彩, 哪家公司专门经营冷藏运输, 有没有零收费选项.

短期合同

随着运营商向现货市场分配更多容量, shippers and 3PLs have been finding success with shorter-term contracts and more predictable schedules to get capacity commitments.

“欧冠冠军足彩注意到的最大趋势之一是小型投标活动的增加,顶点石的阿克曼说, 谁注意到第三方也在对承运人做同样的事情. 当航线变化更频繁时，这使得维护运营商关系更加困难, 但第三方物流也可以增加他们所能提供的车道的多样性.

他说:“欧冠冠军足彩试图将新航线分配给相同的欧冠冠军足彩。. 它创造了更多的对话，这最终是一件好事.”

从年度rfp中获得产能承诺一直是个问题, 普拉萨德说,安苏, Leaf Logistics的首席执行官和联合创始人. 在加入Leaf之前，安舒在供应链咨询公司A工作了10年.T. 在科尔尼，他领导全球分析(Global Analytics)的业务，并负责大型托运人的投标. 他在rfp问题上有20年的工作经验, 也曾在底格里斯河咨询公司和垂直网工作过.

他说:“很少有人相信，2020年的年度招标是一个可行的解决方案。. “我认为这是一种永久性的转变.”

这家总部位于纽约的公司开发了一个供托运人使用的货运承包平台, 第三方物流和承运人，以确保未来的运输能力, 利率和服务. 他表示，通过RFP流程授予运营商的航线很难规划. 叶的平台, shippers and 3PLs can analyze their demand-driven supply chains to identify freight lanes with predictable schedules that can be offered to 欧冠冠军足彩 for different time periods.

他解释说，货运合同可以一次延长几天、几周或几个月. 在某些情况下, 车道可以组合在一起，创造一个重复的往返旅程，以协商更优惠的价格.

到今年年底, Leaf Logistics forecasts it will be managing more than $150 million in transportation spend for shippers, 他说.

图片来源:James Jaillet/Commercial Carrier Journal，原创文章发表在这里: http://www.ccjdigital.com/recovery-capacity-strategies-shippers-Carriers-brokers/#