In the latest Logistics Management podcast, host Jeff Berman was joined by Scooter Sayers, Business Development Director for LTL Solutions at Cubiscan. After more than 25 years in pricing and operations at ABF Freight and ArcBest, Scooter brings a close view of how shippers, carriers, and 3PLs are navigating a difficult freight economy.

What’s Related

Here are five standout points from the interview.

1. The freight recession is still hanging on, but optimism is building

Scooter said the LTL downturn has lasted longer than most expected and added that many people are simply tired of waiting for the cycle to turn. He noted that the industry traditionally sees two years up and two years down, but this downturn has stretched past the usual pattern.

Even so, he said there is “cautiously optimistic” sentiment heading into mid-2026, based on recent data points suggesting a real recovery may finally be forming.

2. Tariffs created uncertainty, but shippers are starting to move forward

Scooter said the tariff changes were “definitely disruptive” and caused many companies to delay capital spending. Some pulled back on equipment purchases or facility expansions while they waited to see how the rules would evolve.

Now, he said, companies seem to be taking the view that “it is what it is” and are preparing to invest again. He believes renewed CapEx spending will be “very bullish for LTL” because the sector rises and falls with industrial activity.

3. Pricing is firm, even as some carriers look for share

Scooter said pricing across the industry remains solid, although carriers are quietly trying to add volume after several large capital investments.

He noted that some carriers may offer better pricing to win specific accounts, which can appear to be softening, but said it is often a strategic move. “For me, the carrier, it is beneficial for me to win that business at that price level,” he said.

He added that this environment may be a good time for shippers to test other carriers for service or lanes where they are not currently diversified.

4. Service levels remain strong and Yellow’s exit raised the bar

Scooter said LTL service is “really good,” especially given how soft the market has been. Lower density can make it harder to maintain high performance, but carriers have stayed focused on consistency.

He also noted that Yellow’s closure “raised the overall bar” in the industry. Without that network in play, remaining carriers had to double down on service to maintain their long-term positioning and pricing power.

5. AI, e-commerce growth, and new pricing models will shape the next phase

Scooter said he sees AI as a tool that can make employees better and reduce friction with customers by capturing and sharing institutional knowledge. He gave an example about how workers often spend days trying to find the right person who knows the answer to a specific operational question. AI can shorten that gap significantly.

He also sees e-commerce as long-term “bullish” for LTL because it pushes products closer to customers and increases demand for smaller, more frequent shipments.

On pricing, he believes the gradual shift away from legacy NMFC structures will continue. He said many carriers want a model where shippers simply provide size, weight, and destination and receive a price, similar to how airline tickets are sold.

Looking into 2026, Scooter said he will be watching how carriers handle growth when the recovery finally arrives, how new pricing programs roll out, and whether any disruptive new entrants try to reshape the LTL model.