Avoid the haggle

Negotiating on price does a disservice to your company’s value

One of the many challenges small and micro-carriers face is how to avoid haggling over a rate with a shipper or broker. If you find yourself going back and forth with a customer where price is the only subject of discussion, you’ve resorted to haggling. And when that occurs, inevitably you’ll lose, leaving revenue you need on the negotiation table. In every load negotiation, your objective needs to be selling value to your customer.

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