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Carriers begin to target independent forwarders

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Forwarder networks are finally developing better relationships with carriers ? an initiative which will likely bring more savings and revenues to both parties.

Smaller forwarders have long suffered from a lack of attention from carriers, but now they have grouped themselves into networks and are making ...

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  • Mark Mohr

    November 05, 2012 at 6:29 pm

    When I ran UA’s U.S. cargo GSA some years ago, the first thing that became apparent to me was that the smaller forwarders and direct shippers represented an enormous opportunity to drive incremental revenue growth. Our YOY revenue figures were consistently, nothing short of astonishing.
    Let’s face it…the carriers love the large forwarders as they control the lion’s share of the “shipping pie”. The problem is that the “pie” isn’t getting bigger…it’s only sliced up differently as the traffic shifts from one forwarder to another.
    With carriers facing severe YOY declines in revenue and yield, every incremental opportunity counts. And here is one opportunity that’s been ripe for the picking for a long time.

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