The upcoming year will be all about volume and capacity allocation. Success will be measured in how many containers a shipper can get at a predictable rate, even on the smallest lane, either directly from carriers or through a non-vessel-operating carrier (NVO).
Asset-based ocean carriers will be aggressive in negotiating minimum quantity commitments (MQCs) in annual contracts, and cargo owners will need to keep lines honest when it comes to releasing space.
For contracts to work, MQCs need to become a mutual commitment between the shipper and the carrier. If shipments begin a more normal seasonal cadence later into 2022, a seasonally adjusted allocation would be a welcome discussion. Alternatively, carriers could create tiered rate structures based on weekly volume.
Wherever the discussion leads, the primary goal for shippers will be securing enough capacity in contract allocations to carry their volumes and, hopefully, better service to match the higher rates carriers will expect them to pay.