ATLANTA, Oct. 14, 2026 (GLOBE NEWSWIRE) -- LeadCoverage, the go-to-market (“GTM”) consulting group for supply chain, logistics, and freight technology companies, today released the latest Supply Chain Growth Index (“SCGI”) showing that the LGER fell 49% even as freight rates climbed. The Logistics Growth Efficiency Ratio (“LGER”) measures dollars of qualified pipeline created per dollar of total go-to-market spend and is the SCGI's primary benchmark for marketing and demand generation performance. The report finds that higher freight and fuel costs created budget pressure across shippers and carriers, slowing new buying decisions despite signs of market recovery.
LGER shows how many dollars of qualified pipeline companies generate for every dollar spent on go-to-market activity. This quarter, pipeline efficiency cooled across the market in Q2 even as freight indicators pointed to recovery. LeadCoverage’s analysis traces the disconnect to shrinking capacity: prices rose, but buyer urgency did not.
"A rate spike is not a buying signal," said Kara Brown, CEO and co-founder of LeadCoverage. "Freight rates went up because trucks left the road, and that helps carriers on price. It does not give a shipper any new reason to switch providers, and a reason to switch is what fills a pipeline. This was clear in Q2, where price recovered, urgency did not, and pipeline efficiency dropped by half."
Key findings from the Q2 2026 Supply Chain Growth Index include:
- Median LGER down 49%: Pipeline efficiency fell to $11.35 from $22.39 in Q1, though remaining well above Q4 2025 lows ($4.95).
- Market-wide decline: Performance dropped across every band, with the 25th percentile down 27%, the 75th percentile down 46%, and the mean LGER down 52% to $48.35.
- Steady concentration: The mean-to-median ratio held firm at 4.3x (vs. 4.5x in Q1), avoiding Q4's winner-take-all split.
- 3PLs dominate pipeline: Just three 3PL and broker programs targeting shippers drove ~68% of total pipeline ($117M of $173M). This suggests shipper-facing programs outperformed carrier-facing or broad-market campaigns in Q2.
- Consistent spend, divergent yields: Most GTM budgets ranged from $100K–$370K per quarter, but pipeline outcomes varied up to 100x depending on deal size.
- ABM and intent yield 2x LGER: Programs using ABM/intent tactics doubled the median LGER of non-users.
Higher rates helped carriers on price, but higher costs reduced buyer appetite across both shippers and carriers. Shippers paid an average contract rate of $3.11 per mile in August, up 29% year over year and the highest level since August 2022, according to DAT Freight & Analytics data reported by the Wall Street Journal. That means higher freight bills without additional freight, which reduces budget for new providers and tools and makes inaction the safer choice. Carriers face the same squeeze from the other direction: diesel hit a record $6.53 per gallon on September 22, up 77% in a year, according to AAA data cited in the same report. DAT principal analyst Dean Croke told the Journal that a driver running 500 miles a day, six days a week, has paid roughly $15,000 more for fuel since the conflict in Iran began.
"Targeted programs are outperforming broad-market spend. A shipper paying more per mile has less budget room to add a vendor, and a carrier paying more for diesel has less reason to buy a software tool," continued Brown. "The programs that grew sold directly to the shippers feeling that cost pressure most."
Designed specifically for supply chain leaders, GTM leaders, freight tech executives, and 3PL growth teams navigating freight market volatility, the full Supply Chain Growth Index Q2 2026 report offers actionable insights across market tiers, segment-level performance analysis, and strategic recommendations. Read the full report at www.leadcoverage.com.
About LeadCoverage
LeadCoverage is the premier supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. They specialize in crafting GTM strategies grounded in data-backed insights and sophisticated mathematical models. Their proven expertise transforms businesses into market leaders, ensuring they stay ahead of the competition and achieve sustained success.
Media Contact
Michaela Dildine
LeadCoverage
michaela.d@leadcoverage.com
