SCSB Sector Freight Opportunity Review — 1 October 2026 Which industries deserve your sales team’s attention next, and what logistics needs could make them relevant to your business? For logistics companies, national economic growth offers only part of the answer. Commercially, what matters is whether manufacturers and traders are moving more goods, where [...]
AI has made it easier to contact more prospects. But it hasn't made it easier to start meaningful conversations with supply chain and logistics leaders. AI has done a lot for sales. It helps with research, account preparation, message drafts, follow-ups, and administration. But it has also created a serious problem. It has [...]
What I am going to say will probably not be liked by everyone in the logistics industry. For years, one of the most common complaints I have heard from freight forwarders, transport companies, 3PLs, and other logistics service providers is that customers are becoming increasingly price-driven. Shippers send an RFQ to ten or more [...]
For decades, logistics has been built around operational excellence. Companies invested in better fleets, stronger warehouse networks, more experienced planners, advanced transport management systems, and increasingly sophisticated operational processes. This focus made perfect sense. Logistics is, after all, an industry where execution matters. Yet while the operational side of the industry has become increasingly [...]
For most European shippers, transportation has not been a major concern recently. Capacity remains available, rates are generally stable, and carriers continue competing aggressively for freight. After several difficult years for manufacturing and consumer demand, many procurement teams have become accustomed to operating in what is essentially a buyer's market. Compared with the supply [...]
A few months ago, I was reviewing the website of a mid-sized freight forwarding company in Northern Europe. Internally, this was a business that had everything: experienced operations teams, a stable partner network, and a reputation built over years of consistent delivery. Yet, when I opened their homepage, I found myself reading the same [...]
Over the past four years, many once-celebrated logistics technology companies have quietly moved from “market darlings” to “market doubts.” They raised enormous amounts of capital. They promised to disrupt a traditional industry. They were valued in the billions. Today, valuations are down. Public stocks trade far below SPAC-era expectations. Private shares change hands at [...]
Many logistics sales professionals have already invested time in sales training. Negotiation courses. Consultative selling workshops. Value-based selling frameworks. Most were effective, and some were even inspiring, though not all met expectations. You left motivated, with notes full of practical ideas, effective language, and structured sales models that seemed logical. Yet, months later, many [...]
For decades, logistics sales remained essentially unchanged. A phone, a rate sheet, a list of companies, and “start calling.” That was the formula. And for a surprisingly long time, it worked — or at least it seemed to. But today the logistics sector is undergoing a massive transformation. Buyers expect expertise. Competition is global. [...]
After two bruising years, Europe’s road freight market is catching its breath. Spot rates again overpassed contract rates, fuel costs are down from the 2022 peak. Purchasing manager indeks has grown in numerous countries this summer. On the surface, it appears to be relief. Scratch deeper, and the story becomes more nuanced: structural cost [...]
