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Rate Negotiation Cheat Sheet

Rate Negotiation Cheat Sheet

_For Cam (phone) + Quanta (research). Lane-rate data from DAT RateView is the truth — these ranges are rough starting points, verify per lane._

The math (do this before every call)

• Linehaul RPM = (linehaul pay) ÷ loaded miles
• All-in RPM = (linehaul + fuel surcharge) ÷ (loaded miles + deadhead miles) ← the number that matters
• Target check: all-in RPM ≥ truck's operating cost/mile + profit margin. Know each carrier's floor cold.

Rough RPM ranges (verify on DAT — they move)

• Dry van: ~$2.00–2.80/mile all-in
• Reefer: ~$2.20–3.10/mile all-in
• Flatbed: ~$2.30–3.20/mile all-in
• Hotshot/box truck: varies wildly by lane — check every time

Negotiation rules

1. Never take the first offer. First number is always low.
2. Know the lane average before dialing. DAT RateView 15/30-day average is your anchor — quote it.
3. Ask above target, settle at target. Open ~10–15% over your walk-away.
4. Deadhead is money. 100 deadhead miles on a 500-mile load at $2.50 = real RPM is $2.08, not $2.50.
5. Detention in writing. Confirm detention rate ($50–75/hr typical) and free time (usually 2 hrs) BEFORE pickup, on the rate con.
6. Walk away clean. Below the floor is below the floor. "Can't do it at that rate, call me if it opens up" keeps the door open.

Broker check (before booking)

• FMCSA: broker authority ACTIVE (li-public.fmcsa.dot.gov) — free, always check.
• DAT (once subscribed): credit score + days-to-pay. Avoid slow-payers unless the rate compensates.
• Red flags: no verifiable MC, Gmail-only contact with no company footprint, pressure to book NOW without paperwork, rate way above market (bait).

Accessorials to claim every time

Detention, layover, TONU (truck ordered not used), lumper fees — documented same day with timestamps, or they don't exist.