However, technology is only one component of the complete package offered to customers, and Cristian emphasizes that personalized solutions are essential to differentiate a business in 2025 and beyond. Read more about these perspectives, as well as the new partnership that XPO Romania recently entered with Trans.eu in the interview below.
How did you start your career in logistics? Why did you choose logistics?
Cristian Prisacariu, Branch Manager of XPO Logistics Romania: I have been working in the transportation industry for about 15 years. I started in a small transportation company and discovered that I liked this field, so I decided to stay. After a while, I went to work at Renault, where I had a very valuable professional experience. Renault is, by the way, an excellent school even now, the people there are very skilled.
I had the opportunity to work intensively in the transportation and industrial logistics side, including project management and everything that means supply chain in the automotive industry. I had several roles, both on the operational side and in other segments, learning in detail how the wheels of the supply chain work.
I find the transportation industry interesting because it is of crucial importance, and for me it brings daily satisfaction, both through its complexity and through the impact it has on the economy.
Shifting the focus a little to XPO, the current company, I would like to ask you what defines you as a team and what differentiates you in the market?
Cristian Prisacariu: This is a rather complex question, especially since XPO was born in the United States, starting from an entrepreneurial concept, focused on acquiring other companies and developing them. In Europe, XPO’s presence is a legacy of this model. For example, XPO in Romania is actually one of the older companies in the market, as it was originally TransCondor, a company with a lot of trucks, which was later acquired by Norbert Dentressangle, a large company in France. Norbert Dentressangle, in turn, was acquired by XPO.
XPO in Europe, where I also work, is quite influenced by the entrepreneurial model and policy in the United States, and this is reflected in our work. We are quite innovative and invest a lot in IT and systems. Our transportation management system (TMS) ecosystem is extremely well developed and very adapted to our needs in the transportation sector, together with the other systems that complement it.
In my experience, not all transport companies have management systems that are truly optimized for the operators who actually handle the transport. In our case, this really matters. I would say that what defines us is this ability to be flexible, to have an entrepreneurial spirit and a strong orientation towards innovation. I think it gives us an advantage in the market compared to our competitors.
What events do you consider to have had the greatest impact on the company and the operational area in recent years? What took you out of your comfort zone in some way?
Cristian Prisacariu: That is a good question. The transport industry is closely linked to the evolution of the economy and the macroeconomic context. Recently, we have gone through many economic challenges, and this has been directly reflected on our industry and, implicitly, on the company. High inflation and the economic measures adopted to combat it have led to a decrease in consumption, which automatically meant a smaller volume of cargo to be transported.
In Romania, in particular, the imbalance between imports and exports seems to have deepened even further. If before we had a higher volume of exports, now we seem to be looking for them and there are not as many of them anymore. These changes have forced companies, including us, to adapt and find new ways to remain profitable and competitive in the long term.
You are part of an international group. How does this influence the way you do business?
Cristian Prisacariu: Being part of a large group helps us a lot. Like any multinational company, the group sets a solid foundation and a clear direction for investments and development that all agencies benefit from. But at the same time, each agency has a certain independence and is challenged to achieve results on its own. There is no excessive protection, so we have to find resources and ways to innovate and expand our client portfolio, which directly contributes to increasing turnover and EBITDA.
The combination of the support of the group, which brings innovations and investments, and the independence of the agencies allows us to implement innovative projects and propose new solutions. It is a real advantage, because often, being caught up in daily activity, it is difficult to innovate. But when all members of the company, including those from other countries, are moving in the same direction, we can learn from each other. We see how a colleague implements a more efficient solution that can increase productivity or introduce a new service, and this helps us to evolve.
I think one of the innovations of the XPO group that has influenced other companies is the continuous investment in fleets, especially in electric trucks. Few companies are still investing in the purchase of trucks, but we are doing this to bring added value to customers and to maintain sustainability. We are still one of the large fleet owners in Europe, which is not easy, but it gives us an advantage in a market where many are trying to reduce investments. In Romania, we do not have an extensive fleet of our own, only in Arad we have a few tandems used internally for other clients of our agencies. In Bucharest, we do not have our own fleet. However, at the group level, there are interesting projects, where investments in electric trucks or other sustainable solutions make a difference. In XPO, each country implements such projects according to its resources and possibilities.
What factors do you think will differentiate a road transport business?
Cristian Prisacariu: The solution you propose to the client will be essential. While price remains the main selection criterion, the solutions offered – the way they are thought out and delivered – will set you apart. Whether we are talking about speed of delivery, cost reduction through sustainable alternatives such as alternative fuel or reducing carbon emissions, all of these things matter. A customer who understands the value of a service provider will not do the transport themselves. A transport provider brings experience, know-how and systems adapted to the customer’s needs, and the way this is presented and implemented remains a key differentiator.
Changing direction a bit, I would like to discuss technology and digital transformation. You are already early adopters of technology, quite advanced on this front. From your point of view, what are the criteria that an IT project in the company must meet at this time?
Cristian Prisacariu: Any IT project must be adapted to the needs of the users who directly benefit from it. For example, for us, the TMS (Transport Management System) is closely linked to the activity of the people in the operational department. The systems must be as simple and efficient as possible. In our case, we focus on reducing the number of clicks to complete an order, which simplifies the work of the operators and reduces the administrative burden. A well-implemented IT system should facilitate daily activity, not complicate it.
What conclusions have you drawn from the IT projects already implemented?
Cristian Prisacariu: So far, the feedback has been positive. For example, our TMS has a module called XPO Connect Carrier, which allows partners to access invoices and see their status in real time, eliminating the need to call or send emails to get information. This module has been well received and has simplified communication and invoice processing for our partners.
Are there any other advantages of digitalization that you are pursuing as a priority?
Cristian Prisacariu: Yes, we have a partnership with Shippeo for the tracking part and we have integrated the fleet and most of our partners. This way, operators and customers can see in real time where the transport is, directly in the TMS. This has been a significant improvement, as it has given us better visibility and control over operations. Our systems are also quite flexible, which allows us to connect electronically with customers through EDI (Electronic Data Interchange), so many of the confirmation and communication operations are automated.
Are there any challenges that you have encountered in IT implementations?
Cristian Prisacariu: Overall, the implementations went pretty well. With a wide range of clients, we were pleasantly surprised to find many systems already integrated with other agencies in the XPO group, which simplified the process.
Q: Do you have any other major integrations on your roadmap?
Cristian Prisacariu: Yes, we are trying to develop as many integrations as possible with clients and partners who have this possibility. We have recently started some such discussions.
How do you see the collaboration with carriers in the context of the new Trans.eu private module?
Cristian Prisacariu: Through the private module, we recognize trusted partners and give them privileged access to orders. We hope that this will facilitate the taking of orders and bring financial benefits to everyone involved.
What are the most important automations for you at the moment?
Cristian Prisacariu: We have already tested a “no-touch order” solution in one of the other XPO agencies, which allows customers to send orders via EDI without the intervention of an operator. The order is automatically taken over by the transport partner, and the entire process is automated, from accepting the order to closing and paying for it. It is a solution that we are testing and will probably gradually expand.
The order is assigned directly and sent to the partner we work with on the respective route. He must accept it. At the price we have agreed on. The moment he has accepted it, it is automatically confirmed. As it is integrated into the visibility part, the order is automatically processed when the truck reaches the geolocation points. When it is closed, it automatically goes to payment and that’s it. I mean, this process exists, it is tested, it is currently used and we are trying to apply it too. There are, of course, missing pieces. Not everyone can be fully no-touch, but we are working towards this. And then, yes, we have customers with such automation where we do not need the intervention of a dispatcher on the order.
Impressive. How do you see collaboration with customers in the future?
Cristian Prisacariu: Customers are looking for solutions that reduce their administrative burden, and we are trying to innovate and offer them automated solutions. At the same time, the relationship with the customer remains essential, and it is important to propose personalized solutions that meet their needs.
The way in which the customer is open to the service provider, especially in transport, significantly influences the evolution of things. As a transport service provider, you have to come up with clear proposals and solutions that meet the needs of the customer. I can give an example from France, which I really liked. My colleagues collaborate with a supermarket chain and, in order to avoid traffic congestion in Paris, they transport the goods in containers on the Seine, close to the center, and from there they pick it up and deliver it with smaller vans, which can circulate in the city without going through the congested traffic. It is an ingenious solution, which not only solves the problem for the customer, but also reduces the number of trucks in the peripheral areas. The citizens of the city see fewer trucks, and deliveries are made efficiently in the city center, thus having benefits for everyone involved.
How important is it for you to centralize all communication with carriers?
Cristian Prisacariu: It is essential. The speed with which information flows and access to it is crucial. We need centralized communication, and integrating chat into the platform, as is the case with Trans.eu, is very useful. It helps to keep all information in one place, which is essential for efficiency.
What are your future plans, both locally and internationally?
Cristian Prisacariu: We are focused on expanding and developing customer relationships, but also on implementing as many IT solutions as possible, such as XPO Connect, which simplifies the work process for both customers and transport partners. An important goal for us is to reduce administrative burdens, so that people can focus on their core business and not be overwhelmed by bureaucratic work.
Do you expect other important changes in the transport market in the near future?
Cristian Prisacariu: It is difficult to predict. We are already seeing major fluctuations in transport capacity and operating costs are increasing, which is creating an imbalance. We cannot predict exactly how things will evolve in the short or long term, because we are in a very volatile period, where anything can influence the market quickly. Caution is present in most organizations, which is slowing down investments, but it remains to be seen how things will stabilize in the long term.