Who's getting the loads now (and why)

What changes are you witnessing in how brokers select carriers? Are they moving away from a "lowest cost truck" approach?

Carrier selection has become increasingly multidimensional. While cost remains an important consideration, brokers are placing greater emphasis on carrier reliability, service consistency, safety performance and operational transparency. As freight markets tighten and regulatory scrutiny increases, the risk associated with carrier selection has risen, making total transportation value more important than simply securing the lowest-priced truck.

We are seeing larger brokers refine their carrier networks, placing greater weight on safety ratings, performance history and compliance standards. As a result, carriers that consistently deliver dependable service, maintain strong safety records and provide greater visibility into their operations are becoming more attractive partners, even when they are not the lowest-cost option.

What kinds of margins are freight brokers seeing these days? Are they higher or lower than in the recent past?

Broker margins remain under pressure compared to the unusually strong conditions experienced during the pandemic-driven freight cycle. On a per-load basis, margins are generally lower than peak levels, reflecting increased competition and higher carrier procurement costs.

However, the broader market picture is more nuanced. Freight demand has improved somewhat throughout 2026, and recent spot market activity has created opportunities for brokers to expand overall gross profit dollars even in environments where margins per load remain compressed. As a result, many brokers are focusing on volume growth, operational efficiency and carrier network optimization to drive profitability.

Are brokers' changing approach and CDL crackdowns raising the compliance bar for carriers?

Yes. Across the industry, compliance has become a more strategic consideration for brokers, shippers and carriers alike. Regulatory enforcement, heightened legal scrutiny and increased focus on supply chain accountability are encouraging market participants to place greater importance on carrier qualifications, safety performance and operational controls.

As risk management becomes more central to transportation procurement decisions, carriers that invest in compliance, safety and documentation are likely to benefit. The result is a market environment where operational discipline and regulatory readiness are increasingly viewed as competitive advantages rather than administrative requirements.

Do you foresee more carriers exiting the market in the near future? If so, could that create an advantage for existing small carriers?

The transportation industry is likely to continue experiencing a gradual rationalization of capacity as regulatory standards, operating costs and competitive pressures increase. Carriers that are less able to absorb rising operating costs or meet evolving compliance requirements may face greater challenges.

For well-run small and mid-sized carriers, this environment may create meaningful opportunities. Reduced capacity can strengthen carrier positioning and allow high-performing operators to deepen relationships with brokers and shippers seeking dependable transportation partners. Success will increasingly depend on operational efficiency, compliance, service quality and the ability to adapt to evolving market conditions.

How can trucking executives make sure their fleets continue to get picked by brokers and shippers?

The most successful carriers will differentiate themselves through reliability, transparency and performance. Brokers and shippers are increasingly looking for partners that consistently deliver on service commitments, communicate proactively and demonstrate strong operational and safety practices.

Investing in visibility, compliance, driver qualifications and service execution helps carriers reduce risk for their customers and strengthen long-term relationships. In a market where trust and consistency have growing value, carriers that provide clear evidence of performance and operational excellence are best positioned to become preferred partners and secure sustainable business growth.