Freight market pulse + what’s next. Echo Global Logistics EVP Jay Gustafson breaks down why shippers are consolidating carrier networks, how continuous movement & drop-trailer programs create stability, and where AI + email automation will actually move the needle for brokerages and carriers.

We cover market conditions (soft but stable demand, high primary acceptance), the return of annual/biannual RFPs, the 50–250 truck carrier sweet spot, and how top carrier reps are now managing 100+ loads/day thanks to automation and stickier relationships. (FreightWaves)

Key Topics & Takeaways

• Market pulse (Q4 2025): Soft/stable demand; high primary acceptance; spot used surgically on low-volume lanes. Supply (driver count) is the lever to watch.
• Regulatory watch: DOT’s non-domiciled CDL rule could trim capacity; lawsuits argue lack of safety evidence. Monitor for ripple effects into 2026.
• Why shippers are consolidating now: Post-boom networks ballooned; with stability, shippers are pruning partners and going deeper with high-service providers.
• Contracting cadence: After a run of quarterly RFPs (2022–2024), many are shifting back to annual/biannual cycles to enable consistent capacity and service.
• Ops evolution: From 2005’s faxed rate sheets and no real-time visibility to today’s app/portal tracking and exception-led management.
• Productivity lift: Top reps doing 100+ loads/day is now possible via automation, sticky relationships, and inbound digital offers.
• Programs that create stability:
  • Continuous Movement: Dedicated-like weekly revenue commitments with per-mile tiers; lowers driver churn and guarantees capacity.
  • Drop Trailers: Flex for warehouse teams, fewer live-load constraints, scalable capacity; Echo is expanding via partners like Wabash TaaS.
• Tech stance: Meet carriers where they are—apps, portals, and email (still the dominant medium). Expect agentic AI to automate email-based offers and booking.
• Carrier segmentation sweet spot: Echo works all sizes, but the 50–250 truck range often yields the best strategic depth and share of capacity.

Guest

Jay Gustafson — EVP of Brokerage Operations
Company: Echo Global Logistics (https://www.echo.com/)
LinkedIn: https://www.linkedin.com/in/jaygustafson/
Jay has led Echo’s national brokerage operations since 2021, after joining the company in 2013; his team supports tens of thousands of carrier and shipper relationships across the U.S.

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