Know Your Carrier and Know Your Business During Negotiations

One of the big differentiators among the carriers is their surcharges. “We’ve found that in reality, when you start digging into the details, especially with regard to catalog shippers,” Collins said, “increases aren’t, say, 3.9 percent, but anywhere from 5 percent to 9 percent. Carriers aren’t necessarily being deceptive about it, but you need to work these numbers into your negotiations.”