Rebounding volumes and rates benefit brokers and fleets. But capacity constraints give drivers the advantage.

Brokers, once blamed for plummeting TL spot rates in the spring of 2020, are now living in a carrier’s market.

The elevated TL spot rates have kept carriers busy and paid. 运力紧缩意味着经纪人必须更加努力地争夺货主所需的载货卡车.

It’s a huge reversal of fortune for brokers, 谁被认为是2020年春天TL现场世界的所有力量. At the time, brokers were seen as being in the driver’s seat. 经纪商对其中一些说法提出异议——他们指出,交易量的下降也对他们造成了伤害——并表示,他们必须加紧努力,才能让司机们回来. 这意味着倾向于关系,并添加技术,使交易顺利和方便.

“It has heightened the focus on trust and relationships,” said Justin Frees, chief capacity officer of Arrive Logistics. “If [carriers] don’t trust you, they will go elsewhere.”

这种动态有第三方物流,如到达物流着眼于改变他们如何与托运人和承运人沟通.

This spring, Arrive Logistics added a partnership with TriumphPay to make payments to carriers faster and more visible. 该公司还建立了一个互联网门户,允许运营商24小时访问货运. The portal, called Carrier EDGE, allows booking or offers. 弗雷斯说,门户网站很重要,因为一些运营商不介意100%在网上开展业务.

弗雷斯说,为了维持关系,到达物流所做的一件事就是“例外管理”,” the management of problems that pop up on the road. 弗雷斯说,当每条赛道都有完美的表现时,保持良好的关系很容易, “but things happen out there on the road.”

“We take that head on,” said Frees.

From the doldrums of spring 2020

产能紧张的原因是载重卡车供应不足,分析师对此议论纷纷. Some predict rates have hit their top. 托运人正在进行调整,更多的卡车被更高的费率吸引回到公路上.

这样的利率导致了2020年至2021年对FMCSA授权的要求激增, resulting in 58,000 new carrier groups last year, according to Avery Vise, vice president of trucking for FTR. That was a 36% jump from 2019.

其他人则猜测,或许还担心新的司机供应不够.

“供应方面的限制仍然是一个问题,”一位TL经纪商向摩根士丹利表示. “最大的问题是,司机们是由于政府的援助而远离道路,还是他们只是离开,再也不回来了. Should know for sure once we get into Q3.”

Brokers say the competitive environment is not new. 但这与2020年春季COVID-19大流行的爆发相距甚远. With schools, 一些工厂和餐馆关闭了,但路上的卡车司机数量基本没有变化,张贴的干货车在2020年4月消失了三分之二, 根据运输中介协会的数据. The TIA also noted then that shipper offer rates dropped from $1.60 per mile to $1.10 per mile, on average, nationwide.

全国20万独立航空公司中有许多决定停车而不是滑行. 业主-经营者独立司机协会(Owner-Operator Independent Drivers Association)和其他组织指责经纪商造成了这种情况.

Some parked near the White House and Capitol. 5月15日,美国前总统唐纳德·特朗普在玫瑰园时,他们鸣笛以示抗议, 2020.

Some trucks remained parked on Constitution Avenue in Washington, D.C., on May 22, 2020, just before Memorial Day weekend. Independent truckers parked there to protest a drop in spot rates, 他们声称部分原因是价格欺诈和经纪人缺乏透明度.
Jim Stinson / Transport Dive

Days later, at a public meeting with U.S. 美国劳工部长尤金·斯卡利亚敦促联邦政府采取行动提高利率的透明度.

“And Gene, you have to help the truckers, also,” Trump said. “他们工作努力,经纪人抢走了他们很多生意. [Brokers] don’t work so hard. [Brokers] sit in an office some place. It’s not good. So I’d like to help the truckers.”

在2005年和2010年等其他低迷市场,OOIDA曾要求进行改革. Much of the information OOIDA wants it gets, 因为联邦法律要求经纪人保留每笔交易的记录. The records must be presented to carriers upon request. The records contain:

  • The name and address of the consignor.
  • 始发汽车承运人的名称、地址和登记号码.
  • The bill of lading or freight bill number.
  • (二)居间人因履行居间服务而获得的报酬数额和支付人的姓名.
  • 与每次装运或其他活动有关的任何非经纪服务的描述, the amount of compensation received for the service, and the name of the payer.
  • 经纪人收取的任何运费的金额和支付给承运人的日期.

但OOIDA想要的是防止托运人在与经纪人的合同中要求保密条款. TIA instructed brokers to tell carriers that, if they obtain records, 这将使他们失去从任何有保密条款的托运人处获得货物的资格. TIA said if shippers didn’t get confidentiality from drivers, 托运人将组建自己的船队来保护竞争信息.

A tight market, once again

现在,TL现货利率已经上升了几个月,还有卡车加油站.com预测他们将持续到今年,国会已经向TIA发出信号,他们已经开始行动了.

TIA负责政府事务的副总裁Chris Burroughs说:“这个问题已经完全平息了。. “The market has completely shifted.”

Now, Burroughs said, rates have rebounded and volumes are rising, which benefits brokers and truckers alike. 但产能是一个问题,这给了车手在反弹中的优势.

Brent Hutto, chief relationship officer of Truckstop.com, said his company does business with 10,000 brokerage units, 从轻资产公司到寻求通过内部经纪人来“释放压力”的大型车队,以防他们超额预定.

Spot rates rebound after spring 2020 lows

National average spot rates

赫托说,TL现货市场的上升应该向机队高管表明,现在是同时做运营商和经纪人的好时机,因为机队可以宣传自己的运力比公布的要大, and it doesn’t have to buy trucks to expand that capacity. Instead, it can farm out the excess to independent drivers.

赫托说,卡车司机可以从其他地方寻找更优惠的价格,这与2020年春季相比是一个很大的变化. So what is a broker to do? It all comes back to basic market economics.

赫托说:“就承运人转移货物的最佳价格进行谈判。.

赫托说,许多经纪人都回到货主那里,重新协商运输价格, a “normal” process in any market cycle. 但他指出,这种市场周期本身,以及TL比率的上升,都值得关注.

他说:“自从放松管制以来,这在卡车运输历史上从来没有这么高过。. “We have had three capacity crises in the last six years.”

图片来源:乔·雷德尔通过盖蒂图片社,原创文章发表在这里: http://www.transportdive.com/news/Brokers-TL-carriers-market-FMCSA/601418/

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