By Sagar Shankaran, Founder of CallSphere
Bid season buries one analyst under 1,800 lanes. What four AI workers splitting the sheet does to the hours, the deadline, and the lanes you price yourself.
Key takeaways
It is 4:52 on a Friday in late September, and the email lands with a subject line every pricing desk recognises on sight: 2027 Truckload RFP — Round 1 — responses due COB October 9. Attached is a workbook: origin and destination three-digit ZIP, equipment, annual volume, expected accessorials, incumbent flag, and one blank column that decides whether you keep a $9 million book of business — Linehaul Rate. Eighteen hundred rows.
Your pricing analyst does the arithmetic in her head and starts cancelling things. Eighteen hundred lanes at two and a half minutes each is seventy-five hours of work, against maybe seven usable working days. The math does not close, so what happens is what always happens: the first four hundred lanes get priced properly, the middle nine hundred get a rough regional average, and the last five hundred get last year's rate plus four percent, typed at 11:40 at night with the television on.
Bid season clusters from September into November, because most shippers award for a January 1 start, and it collides with the weeks your carrier sales floor is fighting for capacity on retail peak freight. The same three people who price the bid cover Friday's spot loads. Nobody at a 40-person brokerage has a pricing team that does nothing but price.
The cost of thin pricing is not abstract. Price a lane forty dollars low across 900 annual loads and you have donated $36,000 of gross margin. Price it two hundred high and you do not get the lane at all, which you find out in December when the routing guide comes back without your name on it. Both errors look identical the day you submit: a number in a cell.
Here is the clean version of what changed in 2026. Agent Teams — the research preview that arrived alongside Claude Opus 4.6 — lets several AI workers split one large job, work on their own pieces at the same time, and merge the results back into a single sheet, which turns a batch job that used to be strictly one-at-a-time into one that finishes on a calendar you control.
Watch an analyst do one row properly and you see why it takes minutes rather than seconds. She pulls the last twelve months of that lane from McLeod LoadMaster or Aljex — how many loads did we run, at what buy rate, did we cover them or fall back to the spot market. She reads the 7-day, 30-day and 90-day broker-to-carrier averages in DAT RateView and how wide the spread is. She checks whether the predicted buy rate from Greenscreens agrees with the history or says the market moved, and whether a committed carrier runs that headhaul weekly and would take it cheaper for consistency.
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Then the parts a rate tool never tells her: is the receiver appointment-only with a two-week scheduling window, is it a drop-trailer program with equipment sitting on site, does the origin sit inside produce season out of McAllen or Nogales where March rates have nothing to do with October rates, and is there a lumper at the destination DC that carriers refuse to front. She adds margin, types a number, moves to row 741.
None of that is hard. It is strictly sequential. One person, one browser, one row at a time. The workbook does not care that lanes 1 through 600 are dry van and lanes 1,100 through 1,400 are reefer — they queue behind each other because there is one person in the queue. That is exactly the shape of job that changed this year: not the judgement calls, but the long repetitive middle where the only reason it takes ten days is that it happens in a line.
flowchart TD
A["Shipper emails bid workbook: 1,800 lanes"] --> B["Ops splits the sheet: 300 strategic, 1,500 routine"]
B --> C1["Worker 1: dry van, Southeast and Texas"]
B --> C2["Worker 2: dry van, Midwest and Northeast"]
B --> C3["Worker 3: reefer, all regions"]
B --> C4["Worker 4: flatbed and drop-trailer lanes"]
C1 --> D["Merged grid, one source note per lane"]
C2 --> D
C3 --> D
C4 --> D
D --> E["Analyst prices the 300 strategic lanes"]
E --> F["VP signs off, uploads to the shipper portal"]
Claude Opus 4.6 brought two things that matter to a bid sheet. First, you can hand it the whole thing at once — the entire 1,800-row workbook plus twelve months of your own load history plus the shipper's routing guide rules — instead of feeding it a few rows at a time and losing the thread. Second, Agent Teams lets you cut that job into pieces, run several workers on them simultaneously, and reconcile what they produce.
What it is not: a rate engine. It reads the same sources your analyst reads and fills the same cells, with a note beside each one saying where the number came from. It is not a decision-maker on the lanes that matter commercially, and it is a research preview — new enough that you check its work. The 2024 version was one chatbot in a browser tab you pasted rows into. The 2026 difference is that four of them work on different regions of your sheet at once and hand back one merged file.
Monday morning the analyst spends ninety minutes on the only genuinely new work: tagging the sheet. Three hundred lanes get marked strategic — incumbent lanes you cannot lose, drop-trailer lanes, produce lanes, anything over 40 loads a year. The remaining 1,500 get split four ways by equipment and region.
Four workers run at once. Each takes its slice, pulls the twelve-month history from the TMS export, reads the RateView bands, checks the committed-carrier list, applies your margin rules by band, and writes a rate plus a one-line justification. By Tuesday afternoon there is a merged workbook on her screen with 1,500 rows filled and a column titled why. She sorts by widest spread between history and market, reads the top 120, and changes about thirty.
Wednesday and Thursday go to the 300 strategic lanes, and Friday to calling the four carriers who run the Laredo headhauls for a real commitment before submitting rather than after. The bid goes in on the 6th instead of the 9th.
Assumptions, stated plainly so you can argue with them: one pricing analyst, six genuinely focused hours a day, 2.5 minutes per routine lane researched properly, 0.4 minutes per lane to review a filled row and accept or override it. Strategic lanes are priced by hand either way.
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| Line item | Today | Four workers at once |
|---|---|---|
| Lanes in the packet | 1,800 | 1,800 |
| Lanes priced by hand | 1,800 | 300 |
| Analyst hours on routine lanes | 62.5 | 10.0 |
| Analyst hours on strategic lanes | 12.5 | 12.5 |
| Total analyst hours | 75.0 | 22.5 |
| Working days at 6 focused hours | 12.5 | 3.8 |
| Days of slack before the deadline | none, plus a weekend | 3 |
The hours saved are worth roughly $2,400 at a loaded analyst rate of $45 an hour. That is not the point. The point is the 500 lanes at the back of the sheet that used to get last year's number plus four. If half of those were mispriced by $40 in the wrong direction across 60 loads a year each, that is 250 × 60 × $40 = $600,000 of margin in the tail of a sheet nobody had time to read. You will not capture all of it; a tenth of it changes your year.
Keep this away from lanes where the number is a commercial decision rather than a research result. Incumbent lanes you would run at four points of margin to protect a $2 million account. Drop-trailer commitments where you price equipment sitting still, not miles. Lanes into a receiver known for six-hour dwell, where the real question is whether carriers keep taking it in February. Anything hazmat, oversize, or into Mexico.
Two honest limits. The merged sheet is only as good as the history you export: if three reps entered equipment types inconsistently in your TMS, the workers inherit that mess and hand it back neatly formatted. And a research preview will occasionally produce a confidently wrong row, which is why the review column exists and why somebody senior signs the file before upload.
Start small on Monday: take last year's bid workbook, whose outcome you already know, and run one region of it this way. Compare the filled rates against what you submitted and what you actually paid to cover those lanes. That comparison costs nothing and tells you more than any demo.
No, and the difference is the sources. A formula averages numbers already in the file. These workers open the twelve-month history for that lane, read the current market bands, notice you covered it four times last quarter with the same carrier, and record which drove the rate. A formula cannot tell you a lane was cheap only because one carrier was repositioning empties for a customer they have since lost.
You split the sheet so no lane appears in two slices, and give all four the same margin rules and history file. The merge is where it matters: ask for one workbook with a source note per row, then sort by the gap between the market number and your own history. Disagreement shows up as a wide gap, and that is your read-first list.
It needs your load history to be useful, so yes, that data goes in. Ask about business-plan controls first: the Claude Enterprise governance update of 2 July 2026 added spend limits, usage dashboards and alerts at 75 and 90 percent — worth having before a bid week with four workers running for two days.
One last thing about bid week: while the pricing desk is heads-down, the phone does not stop. Carriers calling on posted loads, a transportation manager wanting a spot quote, a driver at a closed receiver at 6:10 p.m. CallSphere builds AI voice and chat agents that answer those lines around the clock, take the details, and book or route the call. It does not price your bid; it keeps the week your best people are buried in a workbook from being the week you quietly miss new business.
Written by
Sagar Shankaran· Founder, CallSphere
LinkedInSagar Shankaran is the founder of CallSphere, where he builds production AI voice and chat agents deployed across healthcare, hospitality, real estate, and home services. He writes about agentic AI, LLM engineering, and shipping voice agents that handle real calls in production.
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