Starting January 2026, logistics procurement in the EU enters a new phase. The updated Tender Transparency Directive introduces mandatory disclosure standards for carriers and forwarders participating in medium- and large-scale freight tenders. While the regulation is aimed at reducing unfair pricing and improving contract clarity, its real impact will be far deeper: it will fundamentally shift how shippers evaluate transport partners – and how carriers structure their cost models.
Historically, European transport tenders operated in a semi-opaque environment. Shippers compared rates, service levels, and historic performance, but rarely saw the underlying cost logic behind proposed prices. Carriers could mask margin compression, cross-subsidize lanes, or compensate operational inefficiencies with aggressive spot-market activity. The new rules challenge this model by requiring carriers to disclose key operational baselines: average transit times, capacity stability, subcontracting ratios, CO₂ intensity scores, and compliance track records. RoadFreightCompany notes that many carriers underestimated how much of their internal process discipline will now be visible to procurement teams.
The first transformation will be the decline of “rate-only” selection. With transparency enforced, shippers will see the structural reasons behind low prices – whether they rely on inconsistent subcontracted fleets, outdated equipment, or unrealistic assumptions about driver availability. The directive effectively forces companies to evaluate long-term reliability, not short-term cost gains. For RoadFreightCompany, this shift is a positive correction: it rewards operators who maintain operational stability and invest in long-term fleet planning instead of pursuing margin-thin bids.
Another consequence is the end of asymmetric information between shippers and carriers. Procurement teams will receive standardized performance data, making comparisons more meaningful. The regulation will require disclosure of:
- subcontracting levels per corridor,
- historical on-time performance for the past 12 months,
- documented CO₂ emissions per lane category.
This moves tenders closer to financial due diligence rather than traditional rate auctions. For many carriers, the real challenge is not transparency itself, but the need to redesign internal reporting systems to meet these requirements.
The third impact will be contractual discipline. Hidden buffer pricing – a common mitigation tactic against volatility – will become harder to justify unless based on disclosed operational risks. Shippers will expect flexible rate adjustment mechanisms linked to real indicators rather than arbitrary surcharges. At the same time, carriers will gain protection from unrealistic service expectations: if the baseline performance is disclosed upfront, failure to meet idealized KPIs becomes less likely to result in penalties. RoadFreightCompany expects this to reduce disputes and increase the use of collaborative KPI frameworks.
A less obvious but highly significant effect is how tender timing will evolve. Many carriers relied on rapid-fire tender cycles, adjusting prices frequently to match market swings. The new transparency rules slow this down. Each bid must be supported with verified documentation, creating a barrier against speculative underpricing. For shippers, this adds predictability; for carriers, it reinforces the importance of capacity planning and network design. In this environment, operators who depend heavily on spot-market agility may struggle to remain competitive.
Perhaps the most transformative outcome will be the shift in decision-making leverage. For years, large shippers dictated terms due to their volume power. The directive restores some balance by forcing both sides to engage with objective operational metrics. A carrier with superior consistency and compliance can now justify pricing with data, not argument.
RoadFreight Company views this as an opportunity for mid-sized providers: those who maintain disciplined operations but lack massive fleets can now compete more effectively on measurable quality.
Ultimately, the Tender Transparency Directive is not just another regulatory adjustment – it is a structural modernization of how European logistics relationships are built. In 2026, tenders will be less about “Who is the cheapest?” and more about “Who can sustain performance under real conditions?” The companies that prepare early – with clean datasets, stable operations, and transparent reporting – will gain a decisive advantage in the new procurement landscape.