negotiation

Building the shipper customer base for freight

With expected long-term demand for capacity, it’s a good time for independents and small fleets to work toward securing contract freight direct with shippers.

Read More

What sets your business apart?

In any bid to build long-term relationships with (and secure direct freight from) shippers, it's a question "you have to be able to answer before" you embark, says Henry Albert: "Why you?"

Read More

Building the customer base: Introducing Utah-based Brandt King of King Farms Trucking

King grew from a one-truck Utah-based operation to 34 trucks by building lanes loaded both ways with shipper-direct reefer freight.

Read More

Digging into Truckstop.com’s chat negotiations feature

It's not a public freight auction, contrary to road rumors: Dispelling some false notions about Truckstop.com's fairly new online-negotiations tool with a close-up look.

Read More

‘Demand detention’ pay: Strong voices on compensation for waits

"Waiting over 6 hours to get loaded and then only getting 5 hours drive time ... Then you lose another day to get your next load, and $50 is not going to cover the lost time."

Read More

Detention détente: Old Time Express

“Since we are on electronic logs, there’s no arguing about whether the truck’s there or not” at a shipper or receiver’s location. “It’s indisputable.” --Old Time's Mark White on detention negotiations with shippers, brokers today

Read More

Detention détente: Cadle Trucking

"When capacity gets even tighter – when electronic logs become a mandate ... it will be a good opportunity for us to recover costs that we’ll have to pass along to drivers to pay them to sit.” --9-truck fleet owner-operator Ben Cadle

Read More

Detention détente: Tables turn in carriers’, drivers’ favor in pay/rate negotiations

The tables finally are turning, as examined in this multipart feature. Fleets and owner-operators, for years in a losing battle with brokers and shippers over compensation for wasted dock time, are exercising improved leverage in negotiations.

Read More

POLL: Best method of calculating fair detention-pay rates?

How do you determine what to ask for detention rates per hour? Assuming allowing for reasonable load/unload times to be "free," which of the options here best describes how you do, or would, make the calculation?

Read More

Cycle analysis: How posted rates play out

The relationship between offered and negotiated, paid rates can be complex when analyzed by day of the week and trailer type.

Read More