Drop Those Rates

Identify risks: Grimsley was understandably worried about his old carrier’s service levels in the days leading up to the switchover. So the start date for the new carriers had to be carefully planned so it wouldn’t fall during one of the merchant’s peak selling seasons.

Grimsley did take the time to explain to his old carrier’s representatives why they were losing his business. “It was a 45-minute conference call,” he remembers. “I told them about the accessorial charges, the poor service levels, etc. I answered their questions honestly.”