Heading into the end of 2025, the truckload market is on the shipper’s side.
With capacity high and dry-van rates near multi-year lows, shippers have a window of leverage, not just to drive pricing, but to set service expectations and future-proof their carrier networks.
“In most dry-van lanes, the market is still ‘loose,’” says C.H. Robinson’s Freight Insights
September 2025 report. “Tender rejection rates are near historic lows, spot rates are stagnant,
and many carriers are competing more fiercely than ever for reliable freight.”
Translation: This is a rare moment to not only save money, but lock in better performance for
years to come.
1. Don’t Be a Pricing “Winner”, Aim to Lock In Quality When You Have Leverage
The first impulse when markets soften is to slash rates. The savviest shippers do not.Focus on service KPIs, not cents per mile:
✅ On-Time Pickup & Delivery: Target 98–99%
✅ Tender Acceptance: Get commitment from primary carriers
✅Claims & Damage Ratios: Hold carriers to data-driven accountability
✅Response Time: Expect speed and transparency
Example: A Midwest shipper recently added a performance-based bonus tied to 99% on-time
delivery, improving reliability without raising costs.
When carriers are hungry for freight, they will agree to higher performance standards. Get those
new expectations in your routing guide while you have the leverage.
2. Implement Scorecards That Incentivize Carrier Consistency
Scorecards are more than audits, they’re performance engines.
Measure KPIs such as:
● Tender Acceptance %
● On-Time Delivery %
● Tracking Compliance %
● Claims Ratio %
● Communication & Responsiveness %
Share results quarterly and reward top performers with more volume.
Transparency motivates, and over time, you’ll find your true partners and placeholders.
Example: One regional shipper releases quarterly “Carrier Leaderboards.” This has sparked
healthy competition and improved on-time delivery by 6% over six months.
3. Aim to Build Longer-Term Contracts That Strike a Balance Between Cost & Control
A stable carrier network is gold when the market flips.
Use today’s leverage to create multi-year or rolling 18-month agreements that reward strong
performance.
Pro-Tip: Blend Rate + Service:
Offer a slight rate premium for top carriers who can prove compliance with critical KPIs.
Incentivize Performance:
Bonus carriers that deliver, penalize chronic offenders.
Include Flex Clauses:
Allow volume or seasonal rate adjustments without a full rebid.
Example: One large shipper offered carriers a two-year rate lock tied to a 99% tender
acceptance goal and achieved record service continuity.
4. Use Data Visibility as a Differentiator
Not all capacity is created equal.
Prioritize carriers who invest in tech and transparency.
Require ELD or API tracking on every shipment.
Integrate scorecard data into your TMS for weekly insights.
Act quickly when KPIs dip, don’t wait for a quarterly review.
The better your visibility, the less you’ll need to ride reactive rate swings when the market shifts.
Visibility = control.
5. Prepare for the Rebalance, This Window Won’t Last Forever
Analysts predict much of the capacity may tighten by late 2026.
The shippers who act now are the ones who will enter the next market upcycle with:
Locked-in, top-performing carriers
Real-time visibility tools
Clear performance accountability
Example: A Southeastern retailer used this strategy in 2019 and entered the 2021 boom with
85% of their capacity secure, avoiding the rate chaos that followed.
Final Thought: Price Wins Bids, Service Wins Futures
Oversupply creates short-term savings, but service quality builds long-term success.
Raise expectations, tighten scorecards, and invest in carrier relationships today to be miles
ahead when the next market shift comes.
Control the cost, but own the quality. That’s how you future-proof your network.
Call to Action
Elevate your service network while rates are in your favor.
Partner with National Freight Connection (NFC), where data, discipline, and dependable
capacity help shippers turn leverage into lasting performance.
Connect with NFC today
Call: (931) 200-5601
Email: [email protected]