carrier-relationship-management

Negotiate each rate component independently: base linehaul benchmarked against DAT lane rates, the fuel surcharge table (base trigger, increment, index lag), accessorial charges, and minimum charges. Always compare total cost across lanes rather than accepting portfolio-wide discounts.

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

Verify active MC or FF authority via FMCSA SAFER, confirm insurance minimums ($1M recommended) through the FMCSA Insurance tab rather than certificates, and check safety ratings plus CSA BASIC scores for Unsafe Driving, Hours-of-Service, and Vehicle Maintenance.

Use spot when rates run more than 15% below contract, the lane is irregular (under one load per week), or you need surge capacity beyond your routing guide. Keep spot under 20-30% of total freight; more indicates a failing routing guide.

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