This paper shows that, when modelling freight demand, taking into consideration the presence of
attribute cutoffs is important and has relevant repercussions on the estimates of service attributes
coefficients. In this paper we focus on mode choice models for freight transport demand in the Marche
region in Italy. Specific reference is paid to furniture and metallurgic productive sectors given their
relevance for the region and their potential vocation for intermodal transport. Preference elicitation is
done using choice based conjoint analysis. The study shows that there is a structural difference among the
two sectors and that they have heterogeneous preferences.
