Freight CRM & RFQ Rate Quoting.

Winning profitable shipper freight is more competitive than ever. Yet many motor carriers and freight brokerages still manage their multimillion-dollar sales pipelines using disconnected spreadsheets, email inboxes, or generic corporate CRMs (like Salesforce or HubSpot) that know nothing about trucking.

When a sales rep works in a generic CRM, they operate completely blind to operational reality: they cannot see whether trucks are currently sitting empty in Dallas, what fuel surcharges are currently running, or what the carrier’s historical cost-per-mile was across the I-80 corridor last winter. As a result, reps frequently quote unprofitable lanes that tie up company power units or bankrupt brokerage margins.

A freight-native CRM bridges the divide between sales and dispatch. By living inside the TMS, sales reps leverage actual operational intelligence to price multi-lane Requests for Quotes (RFQs), automate customer agreements, and defend shipper loyalty.

1. The Power of Freight-Native Deal Pipelines

In EXSPEEDITE’s Freight CRM, deal stages are built around real commercial logistics workflows:

• Prospect / Target Account: Researching new shippers using integrated data tools (such as ZoomInfo).
• RFQ / Lane Opportunity: Ingesting shipper bid packages and RFP lane matrices.
• Rate Proposal Submitted: Presenting dynamic mileage, flat-rate, and fuel surcharge proposals.
• Contract / DocuSign Pending: Automated delivery of shipper-carrier agreements and credit applications.
• Won & Onboarded: With a single click, the won deal automatically generates the customer profile and contracted rating tariffs in the operational TMS.

2. The Multi-Lane RFQ Quoting Engine

Shippers frequently issue annual Request for Proposal (RFP) spreadsheets containing dozens—or hundreds—of distinct origin-destination lanes. Manually looking up mileage and typing rates for each line takes days.

The RFQ Multi-Lane Quoting Engine automates this process:

1. Import the shipper’s Excel or CSV bid spreadsheet directly into the RFQ engine.
2. The system instantly calculates practical routing distances using authorized mileage engines.
3. It checks historical carrier performance across each corridor: What did we haul on this lane last quarter? What was our average gross margin? How many empty miles were required to reposition?
4. The system generates intelligent pricing recommendations (minimum threshold, target rate, and premium rate) that safeguard company margins before quotes are transmitted back to the shipper.

3. Two-Way Outlook Sync & Commercial Contracts

Freight sales reps live inside Microsoft Outlook. Forcing them to manually copy and paste emails into a separate CRM ensures adoption failure.

EXSPEEDITE integrates with corporate Outlook: emails, meeting notes, and quote negotiations automatically sync to the shipper’s account history. When a contract is finalized, integrated DocuSign workflows transmit master service agreements and credit applications, returning signed PDFs directly into the TMS document imaging vault.

4. Churn Radar: Defending Active Freight Volume

Acquiring a new shipper is five times more expensive than retaining an existing customer. Yet carriers often don't realize a shipper has begun diverting freight to a competing carrier until revenue drops by 50%.

Churn Radar continuously analyzes live dispatch tenders against historical weekly averages. If a regular client’s volume declines by 20% over a rolling thirty-day window, the system automatically triggers an urgent retention alert for the designated account executive.

Frequently Asked Questions