We don’t win most of our clients on price. We win them after their previous carrier missed a drop, went quiet mid-route, or couldn’t flex when volume changed — and the distributor decided that wasn’t a risk worth carrying again.
Switching carriers is disruptive, so nobody does it lightly. The pattern we see again and again: a single bad night becomes the catalyst for a conversation that had been overdue for months. Rate was never really the issue. Accountability was.
If that sounds familiar, we’d rather have the conversation before the bad night than after it.