Trailer Flexibility Declines as Market Pressures Mount

Ed Behnen, Senior Vice President of Sales at Premier Trailer Leasing, says trailer flexibility in the leasing market has eroded faster than many fleets anticipate. Speaking on the What the Truck?!? Podcast, Behnen stated that equipment flexibility has already been lost due to a series of overlapping market pressures since spring.

He cited the Montgomery Supreme Court ruling’s impact on CDL availability, combined with inspection week, Prime Day, the World Cup’s 11 host cities, and July 4th as key events that have compressed trailer utilization beyond what headline numbers reflect. These factors, he said, have created a tighter market than apparent utilization rates suggest.

This tightening has introduced a new operational risk: tracking trailer custody as equipment moves quickly between fleets. Behnen emphasized that asset visibility is now a critical concern, especially when trailers shift between leases without clear documentation.

On the carrier side, he advised maintaining proper paperwork and diligence to mitigate credit risks in a tightening market. On the technology side, he stressed the need for strategic tech packages and partners willing to support geofencing setup. Premier, he noted, monitors asset location in-house daily using hundreds of geofenced tow yards and proactively contacts customers when equipment status changes.

When considering leasing versus purchasing trailers, Behnen linked the decision to power unit economics, noting that upcoming engine regulations could consume significant capex through 2027. He recommended using leased capacity as a bridge to test the market before committing to long-term purchases, especially given recent peak trailer pricing.

Behnen warned against choosing leasing partners based solely on low sticker prices, arguing that lower-cost options often come with hidden drawbacks in equipment quality, stability, and maintenance. He highlighted that late-model equipment reduces maintenance costs and that transparency in billing and partner accountability are key to a strong value proposition.

For fleets expecting to need additional trailers in the next six to twelve months, Behnen urged immediate action to get ahead of lead times and paperwork, citing peak season and bid season pressures. He noted that with back-to-school, college football, and fantasy football drafts already passed, peak season is underway.

He also stressed that securing equipment access must be paired with credit readiness to eliminate execution risk when bidding on new contracts in the first quarter.

Drawing from a prior appearance on the show, Behnen reiterated that monthly lease rates only reflect a fraction of total cost. He listed factors often overlooked-such as delivery and pickup logistics, maintenance inclusion, roadside support, and end-of-lease return requirements-as critical to understanding true expense.

Finally, he highlighted network flexibility as a strategic advantage, noting that nationwide leasing providers allow carriers to pool assets across branches, scale up or down with regional demand shifts, and avoid being locked into inflexible arrangements during seasonal freight fluctuations.