Transatlantic Freight Intelligence for Strategic Shippers
- Robyn Martin
- Apr 3
- 5 min read
Crossing Currents
Issue #11 | February 15, 2026
Brought to you by Rural Logistics
Rural Logistics Intel
I've been on calls with European logistics partners this week trying to figure out why their US partnerships keep falling apart. It's not the freight — it's the paperwork nobody wants to deal with.
W-9 tax forms. EU labor law compliance. Carbon footprint data requests that US shippers can't fulfill. Currency volatility eating margins. Tariff calculations nobody wants to figure out.
Both sides are leaving money on the table because they're treating solvable paperwork problems like dealbreakers. The freight moves fine. The friction is in navigation — and that's fixable.
—Robyn Martin
The 5 Friction Points Killing US-EU Trade (And How to Fix Them)
1. Tariffs
The US-EU trade deal struck last July still isn't fully ratified. The European Parliament froze it in January over the Greenland dispute, resumed it last week, and is now targeting a committee vote February 24 with a plenary vote in March. Under the deal, US tariffs on EU exports sit at 15%, and the EU committed to cutting tariffs on US goods to zero — but the deal includes a sunset clause expiring March 2028 and a suspension clause if either side breaks the rules.
What to do now: Don't wait for ratification. Work with a customs broker who does tariff engineering — not just form processing. A component classified under one HS code might carry 4.5% duty while the same part under a more specific classification pays 2.1%. Verify classifications using the US HTS database and the EU TARIC database — same product, different systems, different rates.
2. W-9 Requirements
US companies need W-9 tax forms from anyone they pay more than $600/year. European businesses don't have W-9s because they're not US entities. This creates a loop where US accounting departments refuse to issue payment without a W-9, and European partners can't provide a form that doesn't apply to them.
The fix: European businesses use Form W-8BEN-E instead. It certifies you're a foreign entity not subject to US backup withholding. Fill it out once, valid three years. Have it ready before your first US invoice — don't wait for someone to ask.
US companies: stop requesting W-9s from foreign vendors. Train your accounting team that W-8BEN-E is the standard form for international partners. This isn't a special exception — it's how international business works.
3. EU Labor Laws
US companies get nervous about EU employment regulations — mandatory vacation, termination protections, worker councils — and assume partnering with a European firm subjects them to those rules.
It doesn't. If you're contracting with a European logistics provider, you're buying services, not employing their staff. Their employment compliance is their responsibility. Partnering with a German logistics firm doesn't subject you to German labor law any more than contracting with a Texas trucking company subjects your European office to Texas regulations.
European companies: make this clear to US clients upfront. One sentence in your initial pitch eliminates a friction point that kills deals.
4. Currency Exchange
EUR/USD is trading around $1.19 as of mid-February. It dipped to $1.16 in mid-January before recovering. For context, the euro hit a high of $1.20 on January 27 and a low of $1.03 back in January 2025 — so we're in the upper range of a volatile 12 months. GBP/USD sits around $1.36.
What this means: If you quoted a European customer in euros when the rate was $1.16 in mid-January, that same €100,000 contract now converts to $119,000 instead of $116,000. Good for US exporters — but the volatility is the problem. A 3% swing in 30 days makes it hard to price confidently.
Lock or float? Lock rates on fixed-price contracts with margins under 10%. A 90-day forward contract on €50,000 costs $250-750 through most commercial banks. Float if your agreements have quarterly price adjustments built in.
5. Carbon Footprint Tracking
EU companies are increasingly required to report Scope 3 emissions — which includes their suppliers' logistics carbon footprint. The EU's Omnibus I package approved in December 2025 actually narrowed CSRD's scope (only companies with 1,000+ employees and €450M+ turnover are now in scope), but that still covers the large EU manufacturers and buyers most US shippers work with. Those companies need supplier carbon data — and that means you. Most US logistics systems don't track it.
How to start: Ask your freight forwarder to include mileage breakdowns by mode in shipment documentation. Most can — they just don't unless you request it. Track origin-to-port (truck), ocean transit (port-to-port), and port-to-destination (truck/rail). Use the EPA carbon footprint calculator to convert mileage into emissions data quarterly. Cost: usually zero if built into existing contracts.
The competitive reality: when your European customer asks three US suppliers for carbon data and you're the only one who has it, you win the business.
Why US-EU Trade Is Still Worth the Friction
Despite all of this, transatlantic freight capacity is stable. C.H. Robinson's February market update notes transatlantic rates remain low with ample capacity and competitive long-term contract opportunities. Carriers are competing for volume. Transit times are predictable at 14-18 days East Coast to Northern Europe.
European manufacturers need US components. US manufacturers need European precision engineering. The business exists — the companies that capture it are the ones willing to handle the compliance.
UK vs. EU — what's actually different post-Brexit? UK customs procedures are often simpler. UK Global Tariff replaced the EU Common External Tariff with lower rates on some categories. But you need separate product certification: UKCA marking for UK, CE marking for EU. If you're serving both markets, plan for dual certification costs and timelines. Treat them as separate regulatory frameworks.
Tactical Tip: Get Your Carbon Data Ready Before It's a Contract Requirement
Your European customers haven't required it yet. They will. Start tracking now so you have 6-12 months of data when the request comes.
Three things to add to every shipment file:
Total miles/km by mode (truck, ocean, rail)
Carrier and vehicle/vessel type
Load factor (% of capacity used)
Ask your forwarder for this data on your next shipment. Build a quarterly summary. When the request comes — and it will — you'll have actual data instead of estimates.
Bottom Line
US-EU partnerships fail because companies treat paperwork like dealbreakers instead of what it is — solvable problems with known solutions.
W-9 confusion? W-8BEN-E. EU labor law fears? Don't apply to contractors. Carbon tracking? Ask your forwarder for mileage data. Tariffs? Get a broker who does classification work. Currency swings? Lock thin-margin contracts.
The freight moves fine. The friction is navigable. The companies winning transatlantic business stopped treating international compliance like an obstacle and started treating it like standard operations.
Forward this to someone on your team who handles US-EU trade or international compliance.
Global events → logistics decisions. That's the brief.
Questions? Reply anytime — I read them. —Robyn Martin | Rural Logistics | robynm@rural-logistics.com
Need help navigating US-EU logistics complexity, auditing your transatlantic supply chain strategy, or building compliant cross-border programs?
I work with manufacturers, logistics providers, and procurement teams on both sides of the Atlantic — from freight coordination for complex international shipments to strategic consulting on compliance, market entry, and supply chain design.
Message me on linkedin- I read every note and respond personally.
Crossing Currents provides general logistics intelligence based on industry expertise and publicly available information. This content is for informational purposes only and does not constitute operational, financial, legal, or tax advice. Consult qualified professionals for specific compliance and tax guidance.
