Why It’s Still a Hunter’s Market in U.S. Freight Forwarding

The freight forwarding industry across the U.S. has seen its fair share of turbulence over the past 18 months. Tariff changes, capacity fluctuations, and varying global trade volumes have caused uncertainty and, in many cases, hesitation. However, one constant remains: the individuals who can go out and win new business - the hunters - continue to rise above market conditions.

These are the professionals who aren’t waiting for the market to stabilize. They’re proactively identifying shifts in trade lanes, exploring alternative routes, and pivoting between air, ocean, and domestic solutions to meet evolving customer demands. When one mode slows, they’re already moving to the next.

What we’re seeing across the industry is that companies with a strong sales DNA - those that empower their teams to chase and convert new accounts - are maintaining momentum even as others pause. While market volumes have softened, opportunity hasn’t disappeared; it’s simply shifted. The forwarders who understand that and continue to build relationships in these times will find themselves in a much stronger position when volumes rebound.

The Long Game: Why Hunters Will Win the Next Cycle

Freight forwarding, like any global industry, moves in cycles. The current phase might feel tight, but history tells us that markets recover - and those who kept selling through the dips are the ones who come out strongest.

Once trade volumes increase, it’s the hunters who will already have a portfolio of clients, established relationships, and momentum in the market. They’ll have spent this period planting seeds - and when the market turns, those seeds will grow into long-term, high-yield partnerships.

At Altius Talent, we’re seeing more forwarders across the U.S. realign their hiring priorities around business development. The demand for true hunters - professionals who can navigate changing markets, bring in new accounts, and adapt across modes - has never been clearer.

For those with that skillset, the message is simple: this is still your market. The cycles may change, but opportunity never disappears - it just shifts to those ready to go and find it.