Gary from Alvenro Freight came second on price, owns his trucks, and has strong opinions about brokers. He wants 60% of your volume, index clauses and only an 80% peak guarantee. You hold the volume and a cheaper bid. Trade them well across three issues at once.
Today: blunt, fast, a bit theatrical about brokers, and sharper on numbers than he lets on.
Award no more than 50% to one carrier, get a 95% peak-capacity guarantee and target 3% off Alvenro’s bid. You may offer a two-year award.
You explored all three issues before conceding, used the competing bid credibly, found out which lanes Alvenro can do cheaper and traded volume for rate and peak capacity.
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