It's time to expect more from your freight forwarder!

On a quest to get the best shipping rates? Dig deeper to find the real treasure trove of value!

Getting a “great quote” to ship your cargo is merely a starting point. Too often, preliminary pricing is not designed to earn your business for an enduring partnership. Instead, quotes are commonly structured to win stand alone bookings without any thought to long-term value - and that amounts to a pretty short-sighted relationship.

So beyond securing the initial rate, how else can shippers leverage the relationship with their freight forwarder to gain even more value?

It's time to expect more from your forwarder!

TIP # 1. Expand options while streamlining efforts

Shippers often choose to work with multiple forwarders to cover all the bases and keep their options open. I get it.?It makes sense to have options. But using multiple forwarders may not be the most efficient approach. After all, multiple forwarders require more time to manage each vendor. Plus, it leaves more room for error! But using just one forwarder can leave you feeling equally exposed to risk.

So here's the key to finding a good balance. You can streamline efficiency by using one forwarder, as long as that forwarder has multiple carrier contracts. When a single forwarder is contracted with five, six, or seven different carriers, it allows you to maintain an even broader menu of options while ironically taking much of the workload off of your desk. Delegating to a single expert forwarder gives you an advantage when communicating with carriers, negotiating carrier contracts, exploring alternate routes, leveraging carrier options, managing equipment availability, and avoiding rolling cargo.

TIP # 2. Ask the "Accuracy & Accessibility" question

Ask yourself: “Am I getting tracking data that’s actually accurate? Is visibility to my shipments readily accessible?” If you can’t answer with a resounding “YES!”, then it’s time to start asking your forwarder about their ability to provide better insights! The value of accurate, accessible tracking information is foundational and non-negotiable. Without it, decision-making and follow-through suffers. Challenge your provider to demonstrate the value of their tracking capabilities, the integrity of their data, and ease of on-demand access.

TIP # 3. Be selective—choose an expert AND an advocate

If you could look behind the scenes to watch a great forwarder do their work, you should see a fierce advocate who is operating on your behalf. In essence, everything the forwarder does - from negotiating contracts, to managing route changes, and guiding the customs entry process – all of it should add value by expanding your bandwidth while making your workload lighter.

Even beyond the forwarder’s core logistical expertise, don’t dismiss the importance of working with a forwarder that is equally masterful at soft skills like communication, and being responsive. Although these intangible skills don’t have a line-item price tag, they are invaluable when it comes to keeping other line items on track.

If you could look behind the scenes to watch a great forwarder do their work, you should see a fierce advocate who operates on your behalf.

In a recent article, Procurement Should be Judged on Value, Not Just Price by Rich Weissman and published in Supply Chain Dive, Weissman explores the benefits of pairing value-based sales with value-based procurement. The premise makes a strong case that both sides - shipper AND forwarder - benefit more by establishing a true partnership and long-term relationship. The bottom line? Value isn't purely achieved by finding a "good deal" at the start. Instead, try asking yourself, "Was it worth it?" at the end.