Working the relationship
Questions that change the answer
Use these questions to get specific answers before you accept a quote. They are prompts for a useful discussion, not a guarantee of a lower price or a trouble-free shipment.
Before the quote
“Here is what I am moving and when it needs to be there. What is the best way to move it?”
Give the dimensions, weight, equipment needs, pickup and delivery windows, and any handling restrictions. Ask which modes are suitable and what you would gain or give up with each. A recommendation needs a reason.
“Is this all-in, and what exactly is included?”
Confirm fuel, known accessorials and the service being quoted. Ask for the inclusions and exclusions in writing. The phrase “all-in” alone does not explain how later changes or delays will be charged.
“What could add cost after booking?”
Ask about waiting time, changes to the shipment or locations, and any services not included. Clarify the charge, what triggers it and how you will be notified. Some charges can be planned for; others depend on what happens.
When the number seems high
“What is driving the price on this lane right now?”
Ask about the equipment, direction, timing and capacity behind the explanation. If a benchmark is offered, check its date range and whether it describes shipper rates or carrier pay.
“What would make this cheaper without missing our requirements?”
More notice, another pickup day, a wider window or a different mode may create options. Ask what each change would mean for service, and which options have actually been confirmed.
“Is this a short disruption or a seasonal pattern?”
Ask what supports that assessment. Use it as one input to planning, rather than treating it as a promise about next week's price.
On carrier selection and service
“Who actually chooses the carrier?”
Is it your account contact or a separate coverage team? Ask what shipment requirements reach that person before the decision.
“Why was this carrier chosen?”
Ask about suitable equipment, availability, relevant experience and performance history. A carrier's acceptance of the rate does not, by itself, explain its fit for the shipment.
“How did you check this carrier?”
Ask what was verified, when it was checked and how the carrier's suitability for this shipment was assessed. A confident answer is not a substitute for a clear explanation of the checks.
“Who handles this if there is a problem at 6 p.m.?”
Get the contact method, coverage hours and escalation path. A direct contact and an after-hours team can both work; understand who can act and how the shipment details will reach them.
Questions for your own team
“Which lanes have we not reviewed recently?”
Check whether the volume, packaging, service needs or available modes have changed since the current plan was chosen.
“What did claims and delays cost us?”
Review documented losses, recovery costs and staff time alongside freight charges. Separate estimates from actual costs and avoid counting the same loss twice.
“Where do our instructions or facilities make the load harder to handle?”
Look for late freight, inaccurate details, missed appointments and slow responses. Correct the issues you control, and check whether the changes improve cost or service.
The one to start with
“What is the best way to move this, and why?” Give the shipment requirements first. Then judge the recommendation against them.
Questions welcome
Questions about this lesson are welcome at joseph@thesupportedshipper.com. The education is free. A review of your own lanes, invoices or operations is scoped separately before work begins.