Univar Solutions recently convened its annual Carrier Kickoff in Chattanooga, Tennessee, drawing approximately 100 transportation firms and over 200 participants. This gathering, hosted by Univar Solutions' procurement and operations executives, underscored a vital principle: enduring relationships, rather than merely attractive pricing, are the key to successful freight movement, particularly during periods of restricted truck availability. The event showcased a diverse array of transportation methods, with representatives from liquid bulk, truckload, less-than-truckload, rail, air, and parcel services all present.

Following a four-year period of reduced freight activity that significantly diminished industry capacity, tender rejections are once again on the rise, compounded by escalating insurance expenses. The leverage that a soft market provides is fleeting, and some shippers are experiencing this reality firsthand. Interviews conducted at the event with various carriers and brokers revealed a consensus: companies that cultivated strong carrier relationships during the economic downturn are now better positioned to secure transportation as the market rebounds. Rob McRae, Vice President of Transportation, North America at Univar Solutions, spearheaded the event and emphasized this point. He noted that roughly 90% of Univar Solutions' freight consists of liquid bulk hazardous materials, a specialized niche that severely limits the pool of eligible carriers even before broader capacity constraints emerge. McRae articulated that this scarcity leads to intense competition for these specific transportation assets.

Due to this specialized demand, Univar Solutions views its carrier network less as a collection of transactional vendors and more as an integrated fleet of collaborators. McRae explained that approximately half of the company's freight is intentionally handled by third-party carriers, enabling them to serve customers beyond their private fleet's reach while maintaining a personal connection. This strategy ensures vehicle availability when demand surges, fostering a sense of familiarity and trust that facilitates smoother operations compared to competitors who may not prioritize such investments. This commitment to robust partnerships has not only solidified their operations but also earned Univar Solutions the prestigious FreightWaves' Shipper of Choice award for three consecutive years, a recognition they received by consistently doing what is right rather than actively pursuing accolades.

Carriers at the event echoed these sentiments, confirming that the current market environment rewards those who built strong ties. Brad Hadley of Saia observed a direct shift in less-than-truckload (LTL) volumes, attributing his company's record tonnage to tightening truckload capacity and increased prices, pushing former partial truckloads back to LTL services. Similarly, Ben Caplenor of LRT Solutions stressed that in a competitive market, customer service and safety, rather than just rates, are crucial differentiators. He also highlighted the increasing challenges from litigation and regulatory pressures, demanding greater attention to operational details. Brian Reilly of RXO commented on the inadequacy of traditional contract rate models when spot rates significantly exceed agreed-upon prices, advocating for proactive engagement with providers to ensure reliable service during tight capacity. These discussions underline that investing in strong relationships translates into dependable capacity, safer transit, and more consistent service, especially when market fluctuations make securing qualified transportation assets difficult.

Looking ahead, Tyson Wimberly of Covenant Transport linked current market shifts to long-standing regulatory pressures and driver economic issues, asserting that while the market is more favorable than in recent years, driver compensation remains a critical unaddressed factor impacting driver retention. He also noted Covenant's commitment to sustainability, emphasizing their customer-centric approach to environmental initiatives. Across the industry, there is broad agreement on the current state: capacity shortages persist, insurance and equipment costs are rising irrespective of safety records, and driver wages need to improve. Univar Solutions continues to prioritize partnerships, operational excellence, and mutual trust to maintain service reliability amidst market volatility, exemplifying what it truly means to be a "shipper of choice" when put to the test.