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The Core Shipper Concept: A Proactive Strategy for Motor Freight Carriers

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  • Kathryn Dobie

Abstract

Motor freight providers today are faced with an increasingly restrictive and demanding operating environment. In an effort to improve safety on the highway, hours‐of‐service rules have been changed. Security issues also play a role and global trade has become the norm. Shippers' goals of creating the integrated, time‐based supply chain using lean inventory strategies necessary for their competitive survival place even greater demands on transportation providers. Yesterday's admonition to better understand shipper concerns and to respond to them is no longer adequate to ensure carrier success. Instead of simply reacting to shipper concerns, carriers must take a proactive approach to determining which shippers they should serve. This approach would enhance the ability of motor carriers to meet their own financial and strategic objectives as they provide shipper‐specified services that are intended to enhance the shippers' product/service offerings to their customers. In contrast to focusing on market segments based on shipper similarities, adopting a core shipper strategy requires carriers to take a proactive approach to shipper selection by focusing on the carriers' competencies, resources, and strategic objectives.

Suggested Citation

  • Kathryn Dobie, 2005. "The Core Shipper Concept: A Proactive Strategy for Motor Freight Carriers," Transportation Journal, John Wiley & Sons, vol. 44(2), pages 37-53, March.
    • Handle: RePEc:wly:transj:v:44:y:2005:i:2:p:37-53
    DOI: 10.2307/20713597
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    References listed on IDEAS

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    1. Poli, Patricia M. & Scheraga, Carl A., 2003. "A Balanced Scorecard Framework for Assessing LTL Motor Carrier Quality Performance," Journal of the Transportation Research Forum, Transportation Research Forum, vol. 42(3).
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    Citations

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    Cited by:

    1. Yao “Henry” Jin & David Swanson & Matthew Waller & John Ozment, 2017. "To Survive and Thrive under Hypercompetition: An Exploratory Analysis of the Influence of Strategic Purity on Truckload Motor‐Carrier Financial Performance," Transportation Journal, John Wiley & Sons, vol. 56(1), pages 1-34, January.
    2. Michael S. Garver & Zachary Williams, 2025. "Logistics customer service and customer satisfaction: Importance‐based segments for motor carriers," Transportation Journal, John Wiley & Sons, vol. 64(1), January.
    3. Zachary Williams & Michael S. Garver & G. Stephen Taylor, 2013. "Carrier Selection: Understanding the Needs of Less‐than‐Truckload Shippers," Transportation Journal, John Wiley & Sons, vol. 52(2), pages 151-182, April.
    4. Engebrethsen, Erna & Dauzère-Pérès, Stéphane, 2019. "Transportation mode selection in inventory models: A literature review," European Journal of Operational Research, Elsevier, vol. 279(1), pages 1-25.
    5. Mary C. Holcomb & Sara Liao‐Troth & Karl B. Manrodt, 2014. "A Shift in Fundamentals: The Changing Direction in Logistics and Transportation Management," Transportation Journal, John Wiley & Sons, vol. 53(4), pages 516-533, October.
    6. Bury Alan & Paraskevadakis Dimitrios & Ren Jun & Saeed Farhan, 2017. "A framework for use in modelling the modal choice decision making process in North West England’s Atlantic Gateway," Logistics, Supply Chain, Sustainability and Global Challenges, Sciendo, vol. 8(1), pages 19-30, May.
    7. Ravi Sarathy, 2006. "Security and the Global Supply Chain," Transportation Journal, John Wiley & Sons, vol. 45(4), pages 28-51, September.
    8. George A. Zsidisin & M. Douglas Voss & Matt Schlosser, 2007. "Shipper‐Carrier Relationships and their Effect on Carrier Performance," Transportation Journal, John Wiley & Sons, vol. 46(2), pages 5-18, March.
    9. Ming Li & Yemisi A. Bolumole & Jason W. Miller, 2022. "Antecedents of Spot and Contract Freight Mix in the Truckload Sector," Transportation Journal, John Wiley & Sons, vol. 61(4), pages 331-368, September.

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