Why are some shippers wanting to lock in rates for the year with contracts? It's simple. They fear that rates are headed higher in the coming months and they would rather lock them in now.
Those brokers and shippers who don't work with contracts, work with spot rates. That is, the rates are negotiated on a daily basis. There is no contract except on an individual load basis and, even then, many shippers and brokers don't actually sign contracts for individual loads.
There is a lot to be said here about rates, contracts, negotiations, lane analyses and so on. One thing for sure: those in the know won't be letting you in. This is a tight-lipped business and you have to figure things out yourself. Or at least you have to have a good approach to be successful.
In my training, you are presented with several business models and tools to help you negotiate, monitor activity and analyze alternatives. Otherwise, you are just winging it. Don't do that.
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