Continuing on the theme of “thinking different” I want to rant for a second about large national carriers vs small and medium sized ones.

The large national carriers often play an important role in most company’s transportation network- they have the most resources, capacity, and the latest technology.  No disrespect to them at all.  Yet, what I don’t understand as I’m out there talking to customers is why more and more shippers don’t work with small and medium sized carriers. Especially during a time when the pendulum of power in many ways is shifting towards carriers- shouldn’t decision makers at shippers be open to all options?

A quick hit list of reasons to open your eyes to the small and medium (SMB) carriers would include:

• Reliability – Sure they don’t have as many trucks as the bigger guys, but they are small companies where your always one call away from an owner who’s life is invested in the business and providing great service.  I like that much better then interacting with someone who views his or her role just as a “job” at a big carrier.
• Technology – That argument has gone out the window in 2010.  Sure, satellite tracking is the bevy of the bigger guys but with a simple iphone app, email or sms message real time status messages and locations can be updated automatically by any carrier willing to spend a few bucks on a smart phone.  Yes, that does not fly for the highest value merchandise being shipped but for the everyday stuff it surely does.
• Focus -  SMB carriers tend to be niche providers focusing on a region (e.g. Northeast 750 miles proximity runs) or a type of market (e.g. Long Haul). Call me crazy but I think having a carrier focused on the type of movement a shipper’s company needs vs. “whatever you need” should create efficiencies.
• Pricing – I’m not saying SMB carriers are cheaper or more expensive. I’m just saying there is more flexibility than with larger carriers who have overhead, layers of management, firm margin rules in place, etc.
• Relationships – Always the biggest shocker to me.  Salespeople move around, if you want relationships then you’re way better off dealing with SMB carriers where the management team is either family, one person deep (Owner) or a trusted manager who has been with the company a long time.

Sure there are issues with smaller carriers as well.  But in 2010, and with a dramatically changing logistics landscape opening options up to small and medium carriers would seem like a legitimate course of action for shippers of all sizes.