A carrier contract looks routine until you are 18 months in and the effective rate no longer resembles the headline number you signed. The leverage is highest before you sign — so it is worth slowing down and asking the questions a carrier would rather you skip.
Five Questions Worth Asking First
First, how are accessorials and surcharges indexed? Fuel, residential delivery, address corrections, and extended-area fees often escalate annually on a carrier tariff that has nothing to do with your behavior. Ask for caps and a clear list of which charges are covered.
Second, what is the dimensional weight divisor? A lower divisor inflates billable weight on lightweight, bulky packages. The "standard" number offered is frequently below what comparable shippers secure, and the gap compounds at volume.
Third, what happens at the volume thresholds? Tiered discounts create cliffs that can reset annually or penalize shortfalls. Model your real historical volume against the tiers before agreeing to them.
Fourth, how are rate increases governed? General rate increases are increasingly targeted by service, zone, and weight band, so the announced percentage rarely matches your actual exposure. Negotiate caps where you can.
Fifth, what are the exit and change-of-control terms? If your business is acquired, restructures, or simply wants out, standard language can let the carrier renegotiate or terminate at exactly the wrong moment. Understand that exposure before you commit.