The Freight Acquisition Self-Assessment Worksheet: 10 Questions Every Carrier Should Answer Before Q3

Before you plan your next quarter, answer these 10 diagnostic questions honestly. Do not guess — use real data from your TMS and load history.

Lane Discipline

1. What percentage of your loads come from direct shipper relationships vs. load boards?
2. What was your average rate-per-mile on contracted lanes vs. spot lanes last quarter?
3. How many deadhead miles did you run last month — and what did that cost you?

Shipper Relationships

1. How many repeat shippers do you have vs. one-time customers?
2. When a shipper asks for a rate reduction, do you have data to hold your position?
3. Do you know the freight value you are moving for each shipper — or just the rate you charged?

Rate Structure

1. Are you running primarily rate-per-mile or flat rate contracts?
2. Do you factor in fuel surcharge, accessorials, and detention in every quote?
3. How often do you renegotiate rates with your top shippers?

Operational Systems

1. Do you track on-time performance and damage rates per lane — and share that data with shippers?

If you are unsure of your answers to three or more of these questions, take the Freight Acquisition Scorecard — it identifies exactly where your operation is leaking revenue.