Just send me your rate for that lane: logistics
The short answer
Ask about the freight before you send a number. A rate with no details is only a number to beat. Get the commodity, the weight, the dates and the equipment, then quote a rate that fits and say what it assumes. Offer to cover the first load at that price and call before pickup. Do not email a number cold.
Take this call against an AI buyerWhy buyers say it
A rate request is how a shipper checks the market without a conversation. It costs them nothing and gives them a price to hold against the broker they use. They are comparing, not committing.
How reps lose the deal on it
- They send a rate without asking about the freight. The shipper compares it to a rate for a different load, and the number looks high.
- They send the lowest rate they can. When the truck costs more, the rep drops the load or adds fees.
- They send the rate and wait. The shipper never answers because nobody asked for a next step.
Stronger lines to say
- “Sure. What’s it moving, how much, and when does it need to pick up? That way the rate’s real, not a guess.”
- “Here’s my rate and what it assumes. If any of that changes, I’ll tell you before the truck, not after.”
- “If it’s close, give me that one load. I’ll call you at pickup and again at delivery, so you can see how we work.”
Questions reps ask about it
Which details change a truckload rate the most?
Equipment type, pickup and delivery windows, weight, whether the lane is a headhaul or a backhaul, the day of the week, and extras like liftgate, detention or multiple stops. Ask for each before you quote. A rate that skips one of them gets renegotiated the morning of the pickup.
How do I avoid a race to the bottom?
Quote what you can deliver, with the terms. Offer a first load, not a contract. Compare on service the shipper cares about, like on time pickup and updates. If you cannot win on price, say so.
What should a lane rate note include?
The lane, the freight, the equipment, the pickup date, what the rate includes and what could change it. Add a line saying you will call before pickup. A clear note beats a low number with no terms.
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