By Brandon Staton
UNDERSTANDING 5 KEY CARRIER NEGOTIATION LEVERAGE POINTS
You may think you are getting the best deal on your UPS or FedEx contract, but there is always the opportunity to drill even deeper. These five points are a great place to start.
ne of the most frustrating occurrences in our industry is realizing that there is often a large gap between a great solution and someone who doesn’t even know they need it. When asked about their current carrier contracts, far too many executives respond with, “I’ve checked with my team and they are pleased with
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our current provider’s level of service and the savings we’re receiving, so we’re not in a position to consider any changes.” This line of thinking is a mistake. If cost containment is important to your organization, then it must be negotiated. For that, you’ll need leverage — and leverage doesn’t just appear when you need it. Here are five times when executives
may want to consider whether the return on investment (ROI) of other priorities will outweigh the opportunity to negotiate competitive carrier discounts. SHAREHOLDER MEETINGS A conversation with investors is decidedly different than a conversation with customers. As such, study of either carrier’s financial statements to
PARCEL May/June 2018