Do Relationships Matter in LTL Pricing?

VP of Pricing Services
Todd Polen

As we look into the fourth quarter, many shipper/carrier negotiations and conversations around the new fiscal year are currently happening. A big part of those conversations is around pricing and what freight rates will look like in 2023.

One of our OD Solutions Specialists came to me not long ago and asked me an important question as he was working to negotiate a pricing change. Do relationships matter in LTL pricing?

Relationships absolutely do matter in pricing. At Old Dominion, we don’t view relationships with customers as transactional or tactical. It’s important that we become a true partner with the shipper and provide a service they can validate is worth our premium price.

OD values customers that we have a strong relationship with, have similar corporate values, pay their bills on time, and have a relationship that is built on trust. In short, long-term customers and relationships do matter in how we price and renegotiate. 

OD values customers that we have a strong relationship with, have similar corporate values, pay their bills on time, and have a relationship that is built on trust. In short, long-term customers and relationships do matter in how we price and renegotiate. 

Todd Polen
VP of Pricing Services

Todd Polen

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