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Like any other industry, transport faces major changes. This fact implies risks, but - at the same time – great opportunities for improvement and development. The triggers of change come from area of technology, customer’s fast changing requirements and new industry actors that disrupt traditional business models. This study is aimed to achieve two of these aspects: the requirements of retail customers (contractual conditions agreed with the suppliers of transport for distribution to the stores) and the impact of the new technologies. This article focus is on the main conditions that develops new skills and competencies for service companies and remodels the processes according to new technologies. The current analysis ‘scope is to highlight the future trends of the relations between the customer and the carriers and the additional competences they will have to acquire on the Romanian market. The used research method was contract analysis and interviews with participating companies.