Q&A

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Small fleet ≠ small impact. Being a trusted freight partner is about much more than size. Security, peace of mind and reliability make carriers more attractive to shippers, regardless of the number of trucks in their fleets.

Kevin Sendre, director of FTL North America at Gebrüder Weiss, shares what he sees shippers seeking out in their carriers, and how fleets can become the transportation partner of choice.

— Interview by Shefali Kapadia, edited by Bianca Prieto

What are the current demand trends you’re seeing in full truckload in the U.S.?

One of the strongest trends we see in full truckload is the emphasis on security and transparency. Shippers are more cautious than ever and want brokers and carriers to use technology that helps prevent fraud, theft and cargo loss. Double brokering and cybercrime are real issues, and customers want reassurance that their freight is protected from the moment it’s picked up to the moment it’s delivered. This has created demand for tools that verify carriers, track loads in real time and provide a clear audit trail. Shippers are also asking about recovery options in case something goes wrong. For providers, the expectation is no longer just about moving goods from point A to point B, but about offering peace of mind through secure, technology-backed solutions that reduce risk and protect supply chains.

How are tariffs and other shifts in trade policy affecting cross-border operations, and how is your company adapting?

Tariffs and shifting trade rules continue to create challenges across supply chains. The difficult part isn’t just the tariffs themselves but the pace at which policies change. Customers often face new costs or unexpected compliance requirements with very little warning, which makes planning difficult. In this environment, shippers are leaning heavily on their logistics providers to make sense of the changes and help them adapt quickly. At Gebrüder Weiss, we have made it a priority to keep customers informed with regular updates and to walk them through different scenarios so they can make fast, informed decisions. This might involve adjusting routes, sourcing from new suppliers or building in additional lead time to account for delays at the border. Our role is to reduce the uncertainty by staying proactive and flexible so that customers can continue to operate with as little disruption as possible.

What’s one thing you wish that the carriers you work with knew about or changed?

I wish more carriers understood how important it is to protect themselves from identity theft and Motor Carrier (MC) number corruption. Unfortunately, we are seeing more cases where criminals impersonate legitimate carriers using stolen or altered MC numbers. When this happens, it slows down the process for everyone because brokers have to triple-check details to make sure they’re working with the right partner. There are tools and resources available to help carriers monitor their credentials and catch red flags early, but not enough carriers are using them. By taking small but proactive steps, such as regularly checking their profiles and strengthening their digital security, carriers can protect their reputation and make themselves more attractive to work with. If more carriers took advantage of these resources, it would build greater trust across the industry and allow us all to move freight more efficiently.

What’s your No. 1 piece of advice to your peers, particularly small to mid-sized fleets, to navigate today’s freight market?

Being a reliable and trusted partner matters more than size. Focus on building deep relationships and delivering excellent customer service. Price will always be part of the conversation, but reliability and trust are what create long-term business. Shippers and brokers notice when a carrier communicates clearly, delivers on time and is flexible when things don’t go as planned. Those qualities build loyalty and set the foundation for sustainable growth.