Transfix CEO: In margin-crunched market, brokers must rethink tech strategy

In such a scenario, he emphasized, technology becomes not just useful, but essential to react faster than people can respond.

That belief is core to Transfix’s updated RFP workflow platform. Released recently, the tool has already evolved. It now offers collaboration alerts, more granular data visualization, and sophisticated lane grouping and rule-setting features. These updates help brokers not only price faster but also gain a deeper understanding of their true costs, both carrier and operational.

Related: Transfix launches RFP tool, teases upcoming gen AI release

Much of the freight brokerage industry still runs on tribal knowledge — insights built over years of experience that are often lost when employees move on or roles shift. Salama emphasized how seasonal margin fluctuations can lead teams to forget the original pricing strategy behind a lane. Without a system to track expectations versus actual performance, it’s easy to misjudge success or overcorrect.

Transfix’s latest tools are designed to preserve this kind of strategic intelligence by embedding historical context directly into the workflow, helping brokers make more informed decisions and maintain continuity even as teams evolve.

While the knowledge is unique, brokers are understanding the importance of leveraging valuable technology partners, shifting away from building custom in-house tools and instead turning to ready-made solutions that deliver immediate value. The logic is simple: Time spent maintaining code could be better spent understanding true business costs and improving operational efficiency.

This shift has sparked a broader reevaluation of tech stacks across the industry. Instead of chasing the latest AI buzzwords, brokers are starting to prioritize functionality and ROI, according to Salama. Solutions that streamline core processes, like RFP management, are gaining traction.

Yet amid the influx of new platforms and features, Salama cautions brokers to remain discerning. The market is saturated with vendors riding the AI hype cycle, as not all tools are built to solve specific, day-to-day problems. A thoughtful approach to vetting solutions, one grounded in a thorough understanding of the brokerage’s unique challenges, can mean the difference between a strategic investment and a sunk cost.

Just as importantly, brokers should apply their negotiation skills when engaging with tech vendors. Despite making a living negotiating freight, Salama found the irony in how many brokers accept software quotes at face value. In a market where efficiency and cost control are paramount, even tech partnerships should be approached with the same rigor and leverage that define the brokerage business itself.

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