Agreed. I'll focus on smaller delivery companies and services at first that have a direct relationship with their customers.
Long term it isn't clear how to initiate a relationship with the largest shippers. It's possible I'll spend years calling into those accounts with nothing to show for it.
I've usually found it more effective to go to a tradeshow where they might show up. They're usually in an exploring and deal making mentality at the shows, and usually at least one senior person is present. A lot of deals get started at tradeshows.
Long term it isn't clear how to initiate a relationship with the largest shippers. It's possible I'll spend years calling into those accounts with nothing to show for it.