Barcelona, April 7, 2025.- The newspaper El Mercantil has published a detailed analysis of the transformation of tenders. Its conclusions are as follows:
The tenders and selection processes for choosing a logistics provider or transport company, known as “tenders,” have undergone a profound transformation. While until two years ago their main focus was on cost and subsequently on sustainability and cybersecurity, priorities have now evolved, and both shippers and logistics and transport operators themselves have had to adapt to market developments and current challenges. Although cost reduction remains an important objective, it is not the only one, nor is it the primary one in many cases. Stability and security in the supply chain have become a priority, especially after the logistical disruptions resulting from the pandemic, geopolitical conflicts, and transport availability issues. Therefore, guaranteed capacity, flexibility, and strict adherence to deadlines have gained ground over the other three interests, which have become equal in importance.
This is partly explained by the inertia of the international market, on which price increases depend regardless of whether each company calls a public tender to find a partner. “Cost tenders’ days are numbered,” says Jordi Espín, Secretary General of Transprime. “There’s no point in holding one to try to reduce costs. Prices are what they are.” However, the trend varies by sector and is related to the company’s definition and strategic axes. Thus, for example, the main driver for the automotive sector is price, although “service demands are increasingly higher, so achieving profitability for operators is a very complex task,” explains David Ausina, Supply Chain and Sustainability consultant, Director of Operations at Traack, and advisor to the Generalitat de Catalunya.
In other sectors, companies are integrating sustainability criteria into their objectives, and this is where interests diversify. “We can find other types of interests, such as intermodality, the use of less polluting fuels, or collaborative logistics strategies,” explains Ausina. In any case, from now on, there will be no fixed requirements, but rather those that are presupposed by the very nature of the contract and taken for granted in the way any logistics or transport operator works, as will be the case with environmental criteria. Sustainability is a point that every transport company must now incorporate into its operations. “The tender is now conceived as an explanation of the framework of the transport contract, a document that lists the conditions that shippers will request in advance. And sustainability is a condition that is taken for granted: if you can’t guarantee me sustainable or intermodal transport, don’t even press the button,” explains Espín.
On the other hand, the ability to integrate technology into operations is crucial for improving efficiency. “Having real-time visibility and traceability of operations allows for greater efficiency in transport operations,” explains Xavier Jaso, Head of Transport at the association of manufacturers and distributors Aecoc. High-value goods or those destined for sales campaigns require reliability as the first priority. Hence, safety is a key issue, especially for areas such as dangerous goods. This safety is achieved, among other things, by “working with the same people, the same partners, and the same quality and safety requirements,” explains Nuria Lacaci, Secretary General of the Association of Spanish Shippers (ACE). For this shippers’ association, “tenders are never priced and usually incorporate one or two new collaborators, but little else.”
Furthermore, as the demands of shippers receiving goods have changed, many companies have stopped opting for long-term tenders if their markets are numerous or widely dispersed, “because there are no suppliers who can do everything well,” summarizes Rosa Prenafeta, director of the Consell d’Usuaris del Transport de Catalunya. This is especially true in the maritime sector, where commitments are made for periods of less than a year due to high fluctuations caused by geopolitical issues. In any case, since the lowest price is no longer sought, “tenders are no longer used as benchmarking,” Prenafeta asserts. On the contrary, this tool will continue to be useful in the future as it serves as a source of information.
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