B2B LOGISTICS & FREIGHT

B2B Logistics Brand Preference Distribution & Wallet Share Concentration Survey

Procurement heads and supply chain leads at mid-to-large shippers evaluate, compare, and choose logistics partners on reliability, pricing, and network coverage, so you can sharpen acquisition targeting, reposition rate structures, and reduce wallet share leakage to competitors.

Pan-India sample
B2B shippers (Procurement and Logistics Heads)
15-20 min
Talk to a Survey Consultant
Wallet share & switching triggersIdentify which service gaps cause shippers to split or redirect freight spend.
Brand preference & concentration riskBenchmark provider preference scores across lane type, cargo category, and spend tier.
TRUSTED BY LEADING BRANDS
Brand 0Brand 1Brand 2Brand 3Brand 4Brand 5Brand 6Brand 7Brand 8Brand 9Brand 10Brand 11Brand 12Brand 13Brand 14Brand 15Brand 16Brand 17Brand 18Brand 19Brand 20Brand 21Brand 22Brand 23Brand 24Brand 25Brand 26Brand 27Brand 28Brand 29Brand 30Brand 31

CONTEXT & RELEVANCE

Why run this survey now

Most B2B shippers don't lose freight contracts purely on rate. They lose them due to untracked brand perception gaps, fragmented carrier relationships, undocumented wallet share drift, service reliability mismatches, and unquantified switching triggers, none of which fully show up in freight management systems or carrier spend reports.

If you are...

  • Logistics provider vs freight broker competition

  • Carrier positioning on reliability or speed

  • Network Development or Fleet Sales lead

  • Head of Commercial Partnerships

  • VP Corporate Strategy, logistics vertical

You're likely facing...

  • Wallet share split: primary vs secondary carrier

  • Brand recall gaps: mid-market shippers

  • Asset-light = cheap/unreliable perception

  • Contract renewal: undocumented switching risk

  • Preference drift: regional vs national providers

This will help answer...

  • Brand preference drivers beyond price

  • Wallet share concentration by segment

  • Regional vs national carrier preference

  • Rate vs reliability trade-off threshold

  • Contract renewal switching triggers

RESEARCH THEMES

What This Survey Investigates

Eight interconnected research themes that map the complete shipper journey from carrier shortlisting to contract renewal.

TENETS 01

Discovery & Shortlisting

  • First carrier contacted, mode type
  • Shortlist triggers, referral sources
TENETS 02

Preference Drivers

  • Award criteria, network coverage weight
  • Transit reliability vs. rate priority
TENETS 03

Wallet Share Concentration

  • Spend split across active carriers
  • Primary vs. secondary vendor allocation
TENETS 04

Contract & Pricing

  • Rate negotiation cycle, surcharge visibility
  • Spot vs. contracted volume split
TENETS 05

Service Friction

  • Pickup failure rate, documentation delays
  • Escalation path, resolution turnaround
TENETS 06

Technology & Visibility

  • TMS adoption, real-time tracking gaps
  • API integration, carrier portal usage
TENETS 07

Loyalty & Switching

  • Tenure with primary carrier, churn triggers
  • Switching cost perception, trial behavior
TENETS 08

Brand Perception

  • Carrier reputation signals, NPS proxy
  • Recommendation likelihood, brand recall
Request a scope validation call

SAMPLING STRATEGY

Tell us about your ideal sample

Help us understand your target respondent profile. Select what applies, we'll design the optimal sample plan based on your inputs.

Sample size
How many respondents do you need?
Not Selected
Target audience
Who should we survey?
Not Selected
Region
Which regions should we cover?
Not Selected
Segments
How should we slice the data?
Not Selected
Discuss sample plan

METHODOLOGY

Survey approach

For the B2B Logistics Brand Preference Distribution and Wallet Share Concentration Survey, we recommend a quant-first design with flexible data-collection modes to balance reach, depth, and verification.

PRIMARY
Online web surveySelf-administered survey shared via email / panels to capture structured responses at scale.
Best for
1
Measuring carrier brand preference and wallet share splits.
2
Ranking service attributes driving logistics provider selection.
3
Comparing segments by shipment volume, industry, and region.
Deliverables
Wallet share matrix
Brand preference ranking
Segment comparison cuts
OPTIONAL
CATI (phone survey)Interviewer-led telephone interviews to reach owners who are harder to get online.
Best for
1
Freight owners with low digital procurement engagement.
2
Quick coverage across Tier 2 and Tier 3 logistics hubs.
Deliverables
Regional coverage data
Call-log diagnostics
SELECTIVE
Face-to-faceOn-ground surveys or interviews in key industrial clusters or high-value cohorts.
Best for
1
High-volume shippers with complex multi-carrier contract structures.
2
Industrial corridor accounts requiring on-site spend verification.
Deliverables
Cluster spend profiles
Contract pattern maps
OPTIONAL
FGDs
Deliverables
Themes and quotes
Proposition feedback
OPTIONAL
Mixed surveysAny 4-mode combo Online + CATI + F2F + FGDs to maximise reach and representation. Mode-specific quotas and weighting for clean comparisons.
Deliverables
Unified dataset
Mode-adjusted analytics
Our Recommendation
Start with: Online web survey as the core quant layer, supported by CATI to capture freight owners in low-digital Tier 2 and Tier 3 logistics corridors.
Consider adding: F2F interviews for high-volume shipper accounts with complex multi-carrier contracts, and a focused FGD layer to pressure-test brand positioning and switching triggers.
Confirm approach
Request timeline

EXECUTION PROCESS

How we execute

A proven 9-step process from scoping to delivery, designed to ensure quality, speed, and actionable insights.

Define the decision frame

Confirm objectives, target cohorts, geographies, and reporting cuts

Step 01

Define the decision frame

Design the instrument

Build workstream modules mapped to outputs (drivers, friction, pricing, retention, trust)

Step 02

Design the instrument

Lock the questionnaire

Review wording, sequencing, LOI, and competitive context; approve final version

Step 03

Lock the questionnaire

Pilot and calibrate

Test comprehension and ease quality; refine quotas and remove friction where needed

Step 04

Pilot and calibrate

Run fieldwork

Execute collection with active quota management and feasibility controls

Step 05

Run fieldwork

Assure quality

Dedupe, attention checks, speed/consistency rules, removals with audit trail

Step 06

Assure quality

Prepare the dataset

Clean data and deliver codebook/variable definitions

Step 07

Prepare the dataset

Analyse and synthesise

Driver ranking, leakage diagnostics, pricing bands, segment insights

Step 08

Analyse and synthesise

Deliver and align

Executive deck (optional dashboard) and leadership readout with recommendations

Step 09

Deliver and align

COMMERCIAL TERMS

Request a Commercial Proposal

Pricing depends on cohort, geography, sample size, approach, LOI, and deliverables. Configure below for an indicative estimate.

Select Sample Size

100

Geography

  • India
  • APAC (Singapore, Vietnam, Philippines, Indonesia, Australia, NZ, Japan, Thailand)
  • Middle East (UAE, KSA, Qatar, Bahrain, Oman, Kuwait)
  • North America (US, Canada)
  • Europe
  • Africa (South Africa, Kenya, Nigeria, Egypt, Algeria)
  • LATAM (Brazil, Mexico)

Select Mode of Survey

  • Online
  • CATI
  • Online FGD (5 people per FGD)
  • F2F

Length of the Interview

  • Select
  • 0-15
  • 16-20
  • 21-30
  • 31-45
  • 46-60
  • Custom
Indicative Estimate
  • Indian Rupee (INR)
  • United Arab Emirates Dirham (AED)
  • Afghan Afghani (AFN)
  • Albanian Lek (ALL)
  • Armenian Dram (AMD)
  • Netherlands Antillean Guilder (ANG)
  • Angolan Kwanza (AOA)
  • Argentine Peso (ARS)
  • Australian Dollar (AUD)
  • Aruban Florin (AWG)
  • Azerbaijani Manat (AZN)
  • Bosnia-Herzegovina Convertible Mark (BAM)
  • Barbadian Dollar (BBD)
  • Bangladeshi Taka (BDT)
  • Bulgarian Lev (BGN)
  • Bahraini Dinar (BHD)
  • Burundian Franc (BIF)
  • Bermudian Dollar (BMD)
  • Brunei Dollar (BND)
  • Bolivian Boliviano (BOB)
  • Brazilian Real (BRL)
  • Bahamian Dollar (BSD)
  • Bhutanese Ngultrum (BTN)
  • Botswana Pula (BWP)
  • Belarusian Ruble (BYN)
  • Belize Dollar (BZD)
  • Canadian Dollar (CAD)
  • Congolese Franc (CDF)
  • Swiss Franc (CHF)
  • Chilean Peso (CLP)
  • Chinese Yuan (CNY)
  • Colombian Peso (COP)
  • Costa Rican Colón (CRC)
  • Cuban Peso (CUP)
  • Cape Verdean Escudo (CVE)
  • Czech Koruna (CZK)
  • Djiboutian Franc (DJF)
  • Danish Krone (DKK)
  • Dominican Peso (DOP)
  • Algerian Dinar (DZD)
  • Egyptian Pound (EGP)
  • Eritrean Nakfa (ERN)
  • Ethiopian Birr (ETB)
  • Euro (EUR)
  • Fijian Dollar (FJD)
  • Falkland Islands Pound (FKP)
  • British Pound (GBP)
  • Georgian Lari (GEL)
  • Ghanaian Cedi (GHS)
  • Gibraltar Pound (GIP)
  • Gambian Dalasi (GMD)
  • Guinean Franc (GNF)
  • Guatemalan Quetzal (GTQ)
  • Guyanese Dollar (GYD)
  • Hong Kong Dollar (HKD)
  • Honduran Lempira (HNL)
  • Croatian Kuna (HRK)
  • Haitian Gourde (HTG)
  • Hungarian Forint (HUF)
  • Indonesian Rupiah (IDR)
  • Israeli New Shekel (ILS)
  • Iraqi Dinar (IQD)
  • Iranian Rial (IRR)
  • Icelandic Króna (ISK)
  • Jamaican Dollar (JMD)
  • Jordanian Dinar (JOD)
  • Japanese Yen (JPY)
  • Kenyan Shilling (KES)
  • Kyrgyzstani Som (KGS)
  • Cambodian Riel (KHR)
  • Comorian Franc (KMF)
  • South Korean Won (KRW)
  • Kuwaiti Dinar (KWD)
  • Cayman Islands Dollar (KYD)
  • Kazakhstani Tenge (KZT)
  • Lao Kip (LAK)
  • Lebanese Pound (LBP)
  • Sri Lankan Rupee (LKR)
  • Liberian Dollar (LRD)
  • Lesotho Loti (LSL)
  • Libyan Dinar (LYD)
  • Moroccan Dirham (MAD)
  • Moldovan Leu (MDL)
  • Malagasy Ariary (MGA)
  • Macedonian Denar (MKD)
  • Burmese Kyat (MMK)
  • Mongolian Tögrög (MNT)
  • Macanese Pataca (MOP)
  • Mauritian Rupee (MUR)
  • Maldivian Rufiyaa (MVR)
  • Malawian Kwacha (MWK)
  • Mexican Peso (MXN)
  • Malaysian Ringgit (MYR)
  • Mozambican Metical (MZN)
  • Namibian Dollar (NAD)
  • Nigerian Naira (NGN)
  • Nicaraguan Córdoba (NIO)
  • Norwegian Krone (NOK)
  • Nepalese Rupee (NPR)
  • New Zealand Dollar (NZD)
  • Omani Rial (OMR)
  • Panamanian Balboa (PAB)
  • Peruvian Sol (PEN)
  • Papua New Guinean Kina (PGK)
  • Philippine Peso (PHP)
  • Pakistani Rupee (PKR)
  • Polish Złoty (PLN)
  • Paraguayan Guaraní (PYG)
  • Qatari Riyal (QAR)
  • Romanian Leu (RON)
  • Serbian Dinar (RSD)
  • Russian Ruble (RUB)
  • Rwandan Franc (RWF)
  • Saudi Riyal (SAR)
  • Solomon Islands Dollar (SBD)
  • Seychellois Rupee (SCR)
  • Sudanese Pound (SDG)
  • Swedish Krona (SEK)
  • Singapore Dollar (SGD)
  • Saint Helena Pound (SHP)
  • Sierra Leonean Leone (SLL)
  • Somali Shilling (SOS)
  • Surinamese Dollar (SRD)
  • São Tomé and Príncipe Dobra (STD)
  • Syrian Pound (SYP)
  • Swazi Lilangeni (SZL)
  • Thai Baht (THB)
  • Tajikistani Somoni (TJS)
  • Turkmenistani Manat (TMT)
  • Tunisian Dinar (TND)
  • Tongan Paʻanga (TOP)
  • Turkish Lira (TRY)
  • Trinidad and Tobago Dollar (TTD)
  • New Taiwan Dollar (TWD)
  • Tanzanian Shilling (TZS)
  • Ukrainian Hryvnia (UAH)
  • Ugandan Shilling (UGX)
  • United States Dollar (USD)
  • Uruguayan Peso (UYU)
  • Uzbekistani Som (UZS)
  • Vietnamese Đồng (VND)
  • Vanuatu Vatu (VUV)
  • Samoan Tālā (WST)
  • Central African CFA Franc (XAF)
  • East Caribbean Dollar (XCD)
  • West African CFA franc (XOF)
  • CFP Franc (XPF)
  • Yemeni Rial (YER)
  • South African Rand (ZAR)
  • Zambian Kwacha (ZMW)
  • Zimbabwean Dollar (ZWL)

$0.00

+ applicable taxes

Proposal turnaround typically 24–48 hours

Note: Estimate is indicative only. Final pricing is subject to scope finalization after discovery call.

REFERENCE CASELETS

Reference

Real-world examples of survey work in the B2B logistics and freight space.

CASELET 1

Freight forwarder channel preference & switching triggers (India)

CASELET 2

Last-mile provider selection criteria & pricing tolerance (West India)

Freight forwarder channel preference & switching triggers (India)

OBJECTIVE

A commercial vehicle logistics brand needed to quantify how mid-market manufacturing shippers and e-commerce fulfillment operators allocate freight spend across asset-based carriers , 3PL aggregators , and spot-market platforms , and identify the triggers that cause wallet reallocation.

WHAT WE DID

Ran a structured quant survey across 320 procurement and logistics heads in six industrial corridors, capturing provider shortlists , spend allocation by lane type , contract tenure , switching triggers , and satisfaction scores by service dimension for each carrier category.

DELIVERED

A wallet share concentration map by shipper segment, a ranked switching trigger list by lane type, a provider preference framework across five service dimensions, and a set of retention levers tied to specific contract renewal windows.
Talk to Survey Consultant
CASELET 1

Freight forwarder channel preference & switching triggers (India)

CASELET 2

Last-mile provider selection criteria & pricing tolerance (West India)

Freight forwarder channel preference & switching triggers (India)

OBJECTIVE

A commercial vehicle logistics brand needed to quantify how mid-market manufacturing shippers and e-commerce fulfillment operators allocate freight spend across asset-based carriers , 3PL aggregators , and spot-market platforms , and identify the triggers that cause wallet reallocation.

WHAT WE DID

Ran a structured quant survey across 320 procurement and logistics heads in six industrial corridors, capturing provider shortlists , spend allocation by lane type , contract tenure , switching triggers , and satisfaction scores by service dimension for each carrier category.

DELIVERED

A wallet share concentration map by shipper segment, a ranked switching trigger list by lane type, a provider preference framework across five service dimensions, and a set of retention levers tied to specific contract renewal windows.

FREQUENTLY ASKED QUESTIONS

Common Questions

Answers to frequently asked questions about this survey mandate.

What decisions will this survey enable?

Who is the buyer vs who are the respondents?

Can we see differences between single-provider shippers, multi-provider shippers and spot-freight-only buyers?

How will you measure carrier preference beyond simple ratings?

Will the survey map the full freight procurement journey and drop-offs?

Can this survey inform product and pricing strategy?

How will findings improve our carrier retention and new account conversion rates?

Still have questions?

Schedule a discovery call to discuss your specific needs and get a custom quote.

Book a Discovery Call