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HOW TO THINK LIKE A CARRIER: CONFESSIONS OF A FORMER CARRIER COST MODEL EXECUTIVE By Glenn Gooding

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f there is one thing I have learned in over a decade in the shipping consulting space, it’s that the majority of shippers fear making a carrier change. They’re scared that if they push too hard, they’ll get dropped. So how do you, as a shipper, approach your carrier with confidence that you will get a better agreement? Simply put, you need to be as prepared as the carrier is. You need to know what they know. They want your business, provided that they can capture it at the right price. So you need to know which details their pricing executives care about as they assess your characteristics. When the carrier evaluates you as a current or potential customer, they see you through four filters. #1 – SMALL PARCEL SPEND One of the first ways the carrier looks at

16 PARCELindustry.com  JAN-FEB 2017

PARCEL January/February 2017  

PARCEL January/February 2017

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