{"id":42589,"date":"2023-04-29T22:40:41","date_gmt":"2023-04-30T02:40:41","guid":{"rendered":"https:\/\/www.sisinternational.com\/?page_id=42589"},"modified":"2026-05-05T16:03:35","modified_gmt":"2026-05-05T20:03:35","slug":"etude-de-marche-du-fret","status":"publish","type":"page","link":"https:\/\/www.sisinternational.com\/fr\/competence\/etude-de-marche-du-fret\/","title":{"rendered":"Cargo Market Research: Pricing Power for Operators"},"content":{"rendered":"
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\u00c9tude de march\u00e9 du fret<\/h1>\n
\"\u00c9tudes<\/figure>\n<\/p>\n

Le march\u00e9 du fret s\u2019est consid\u00e9rablement d\u00e9velopp\u00e9 d\u2019ann\u00e9e en ann\u00e9e au tournant du 21e si\u00e8cle. L\u2019\u00e9conomie mondiale est la principale composante d\u2019une croissance rapide. Les pays effectuent des transactions entre eux pour commercer avec diff\u00e9rentes industries et march\u00e9s, tels que l'industrie de production, le march\u00e9 du travail et les mati\u00e8res premi\u00e8res. Le cycle continu de l\u2019offre et de la demande d\u2019un pays \u00e0 l\u2019autre est rendu possible par des modes de transport de marchandises efficaces.<\/p>\n

Il existe diff\u00e9rents transporteurs de fret, du fret a\u00e9rien au fret maritime, ce qui en fait un secteur d'investissement lucratif. Le march\u00e9 devrait maintenir sa croissance \u00e0 mesure que la population et les besoins en produits de premi\u00e8re n\u00e9cessit\u00e9 continuent d\u2019augmenter.<\/p>\n

Pr\u00e9sentation du march\u00e9 du fret<\/h2>\n

Cargo, commonly known as freight, describes the goods and produce hauled from one place to another using different modes of transportation, either by air, water, or land. Cargo carriers are different from passenger carriers and don’t fall under the same market. Businesses engaged in the cargo market offer logistics<\/a> and supply chain solutions.<\/p>\n

The market heavily relies on these cargo carriers and all their consequences. Technically, the cargo market also falls under the transportation<\/a> industry. However, even as a stand-alone market, it contributes trillions of dollars every year. It is even anticipated to grow twice in the next 10 years.<\/p>\n<\/div>\n

Cargo Market Research: How Leading Operators Convert Trade Flow Intelligence Into Pricing Power<\/h1>\n

Cargo market research has shifted from a route-planning exercise into the analytical core of how freight operators price capacity, structure contracts, and defend yield. The carriers gaining share are those treating it as a continuous intelligence function rather than an annual study.<\/p>\n

The volume of structural change inside global freight movement, near-shoring corridors reshaping North American flows, e-commerce restructuring belly capacity demand, and the maturation of digital freight forwarders, has made historical benchmarks unreliable. VPs running cargo P&Ls now require evidence-grade reads on shipper intent, lane-level competitive pricing, and forwarder loyalty drivers before committing to fleet, network, or rate-card decisions.<\/p>\n

What Cargo Market Research Actually Measures<\/h2>\n

At the enterprise level, cargo market research integrates four data streams: shipper demand signals by commodity and lane, carrier capacity and yield benchmarks, freight forwarder channel economics, and the regulatory and insurance overlays that determine landed cost. The discipline sits between traditional B2B research and trade flow analytics.<\/p>\n

The work goes beyond TEU counts and tonne-kilometer projections. It quantifies why a beneficial cargo owner moved 18 percent of volume from one alliance to another, what a regional 3PL pays for guaranteed capacity versus spot, and how cargo insurance pricing in markets like Mexico and Argentina shifts the total landed cost calculus for U.S. exporters. Without that resolution, network and pricing decisions rest on directional assumptions.<\/p>\n

The Intelligence Gap Behind Yield Compression<\/h2>\n

Most cargo operators read their market through three lenses: internal booking data, IATA or industry association aggregates, and a narrow set of forwarder relationships. Each lens has a known blind spot. Internal data describes won business, not lost business. Aggregated industry data lags by two to three quarters and masks lane-level dynamics. Forwarder conversations are filtered through commercial self-interest.<\/p>\n

The operators winning yield are closing this gap with structured primary research against beneficial cargo owners, neutral master loaders, and competing carriers’ commercial teams. They run win-loss analysis on RFQ outcomes, quantify switching cost economics for top-50 accounts, and benchmark scheme-level contract terms across alliances. The result is a pricing posture grounded in observed shipper behavior, not survey claims.<\/p>\n

According to SIS International Research, beneficial cargo owners in cross-border industrial trade make carrier selection decisions on a weighted basis where transit reliability and damage claims history outrank headline rate by a meaningful margin, a pattern carriers consistently underestimate when modeling competitive response to price moves.<\/span><\/p>\n

How Trade Corridor Shifts Are Rewriting Capacity Strategy<\/h2>\n

Three structural shifts are reshaping what cargo market research must answer. First, near-shoring into Mexico has restructured cross-border trucking, intermodal demand, and air freight volumes between Baj\u00edo manufacturing clusters and U.S. distribution hubs. Maersk, DHL, and FedEx have all repositioned assets accordingly. Second, the maturation of regional e-commerce platforms in Latin America and the Gulf has elevated belly cargo economics on routes that previously underperformed. Third, cargo insurance markets, regulated by bodies such as Mexico’s CNSF and Argentina’s SSN, are repricing risk in ways that affect shipper routing choices.<\/p>\n

Each shift creates capacity allocation decisions that historical data cannot resolve. A carrier evaluating dedicated freighter deployment between Guadalajara and Memphis needs current shipper intent data on commodity mix, peak factor, and willingness to commit to BSA contracts. That requires structured interviews with the right twenty to forty shippers, not a desk study.<\/p>\n

The Methodologies That Generate Defensible Reads<\/h2>\n

Useful cargo market research combines five methodologies, each addressing a different decision input.<\/p>\n

\n\n\n\n\n\n\n\n\n\n
M\u00e9thodologie<\/th>\nDecision It Informs<\/th>\nTypical Sample<\/th>\n<\/tr>\n<\/thead>\n
B2B expert interviews with shippers<\/td>\nLane demand, commodity mix, contract terms<\/td>\n20-40 BCOs per corridor<\/td>\n<\/tr>\n
Forwarder channel research<\/td>\nIndirect channel economics, loyalty drivers<\/td>\n15-30 forwarders per market<\/td>\n<\/tr>\n
Competitive intelligence on carriers<\/td>\nCapacity moves, pricing posture, network strategy<\/td>\n10-20 commercial sources<\/td>\n<\/tr>\n
Win-loss analysis on RFQs<\/td>\nConversion drivers, price elasticity<\/td>\n50-100 recent bids<\/td>\n<\/tr>\n
Cargo insurance and regulatory mapping<\/td>\nLanded cost, route economics<\/td>\nCountry-level desk plus expert validation<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n

Source: SIS International Research<\/em><\/p>\n

SIS International’s B2B expert interview programs across cargo, logistics, and freight forwarding markets in the Americas, the Gulf, and Asia consistently surface a pattern: shippers and forwarders disclose forward intent and switching triggers in structured one-on-one interviews that they will not articulate in panel surveys or trade association forums.<\/span><\/p>\n

Where Cargo Market Research Creates Pricing Power<\/h2>\n

The commercial value of cargo market research compounds when it feeds three connected decisions. Yield management teams use shipper-level willingness-to-pay data to set lane-specific floor rates. Network planning uses commodity-flow forecasts to size freighter rotations and BSA commitments. Sales leadership uses win-loss intelligence to redesign account coverage and incentive structures.<\/p>\n

Operators integrating these inputs report a different kind of conversation with top-tier shippers. Rather than negotiating off published tariffs, commercial teams present a structured value case grounded in the shipper’s own commodity mix, claims history, and reliability requirements. That moves the discussion from rate to relationship economics.<\/p>\n

The SIS Cargo Intelligence Framework<\/h2>\n

SIS structures cargo market research around four sequenced layers, each producing a decision-grade output.<\/p>\n