carrier-relationship-management

Negotiate each rate component independently: base linehaul benchmarked against DAT lane rates, the fuel surcharge table (base trigger, increment, index lag), accessorials like detention and liftgate, and minimum charges. Always compare total cost, not just linehaul, and negotiate lane-by-lane.

Track five core metrics: on-time delivery (target ≥95%), tender acceptance rate (≥90% for primary carriers), claims ratio (<0.5% of spend), invoice accuracy (≥97%), and tender-to-pickup time. Scorecards with too many metrics get ignored.

Verify active MC or FF authority via FMCSA SAFER, confirm insurance through the FMCSA Insurance tab ($1M minimum recommended), and check safety ratings. Never use Unsatisfactory-rated carriers; for unrated carriers, review CSA BASICs like Unsafe Driving and Hours-of-Service.

Stay on contract when the contract-spot spread is under 10%, volume is predictable, or capacity is tightening. Use spot when rates are over 15% below contract, lanes are irregular, or your contract carrier consistently rejects tenders. Keep spot freight under 20-30% of total.

Exit a carrier after failed corrective action when OTD falls below 85% for 60 days, tender acceptance drops below 70% for 30 days, claims exceed 2% of spend, FMCSA authority or insurance lapses, or double-brokering is discovered.