st louis parcel negotiating 2012
DESCRIPTION
Things to be looking for when negotiating a parcel contractTRANSCRIPT
![Page 1: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/1.jpg)
Negotiating Parcel Contracts
![Page 2: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/2.jpg)
IN CONFUSIONTHERE IS PROFIT
![Page 3: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/3.jpg)
YOU GET WHAT YOU NEGOTIATE.
You don’t get
what you deserve,
WHATS NEGOTIABLE?EVERYTHING!
![Page 4: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/4.jpg)
Great News for shippers
• FedEx Express Standard List Rates
• Effective Jan. 7, 2013 FedEx Express package
and freight rates will increase an average of 5.9% for U.S., U.S. export and U.S. import services.
• The shipping rate increase will be partially offset by adjusting the fuel price at which the fuel surcharge begins, reducing the fuel surcharge by 2 percentage points. (REALLY?)
• FedEx Express U.S. rates to Puerto Rico will change. • FedEx International Premium® rates will change. • Minimum rates for FedEx Express® services will change.
•
The carriers cant afford to loose your shipments
And will fight to take your shipments from a competitor
![Page 5: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/5.jpg)
2012 Rate Change Information
• Effective January 2, 2012, the published rates have increased;
• Package• Ground services increased a net 4.9%
through a combination of a 5.9% increase in rates and a 1 percentage point reduction in the UPS Ground fuel surcharge.
![Page 6: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/6.jpg)
Lets fact check that fuel surcharge
UPS 1/3/2011 5.50% 9.00% FedEx 1/3/2011 5.50% 9.00%UPS 2/7/2011 6.00% 10.00% FedEx 2/7/2011 6.00% 10.00%UPS 3/7/2011 6.50% 11.00% FedEx 3/7/2011 6.50% 11.00%UPS 4/4/2011 7.50% 13.00% FedEx 4/4/2011 7.50% 13.00%UPS 5/2/2011 8.50% 15.50% FedEx 5/2/2011 8.50% 15.50%UPS 6/6/2011 9.50% 16.00% FedEx 6/6/2011 9.50% 16.50%UPS 7/4/2011 9.50% 14.50% FedEx 7/4/2011 9.50% 15.00%UPS 8/1/2011 9.00% 14.50% FedEx 8/1/2011 9.00% 15.00%UPS 9/5/2011 8.50% 15.00% FedEx 9/5/2011 8,5% 15.50%UPS 10/3/2011 8.50% 14.00% FedEx 10/3/2011 8.50% 14.50%UPS 11/7/2011 8.50% 14.00% FedEx 11/7/2011 8.50% 14.00%UPS 12/5/2011 8.50% 14.00% FedEx 12/5/2011 8.50% 14.00%UPS 1/2/2012 8.00% 12.50% FedEx 1/2/2012 8.00% 13.00%UPS 2/6/2012 7.50% 11.50% FedEx 2/6/2012 7.50% 11.50%UPS 3/5/2012 7.50% 11.50% FedEx 3/5/2012 7.50% 13.00%UPS 4/2/2012 8.00% 14.00% FedEx 4/2/2012 8.00% 14.00%UPS 5/2/2012 8.50% 14.50% FedEx 5/2/2012 8.50% 14.50%UPS 6/4/2012 8.50% 14.50% FedEx 6/4/2012 8.50% 14.50%UPS 7/2/2012 8.00% 12.00% FedEx 7/2/2012 8.00% 12.00%UPS 8/6/2012 7.00% 10.00% FedEx 8/6/2012 7.00% 10.00%UPS 9/3/2012 7.00% 11.50% FedEx 9/3/2012 7.00% 11.50%UPS 10/1/2012 8.00% 13.50% FedEx 9/3/2012 8.00% 13.50%
![Page 7: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/7.jpg)
How is AVERAGE calculated?
Carrier Year Carrier Year
Service Level 1 Service Level 1
0.00 0.00
Fuel Surchare: 0.00% Fuel Surchare: 0.00%
Weight Discounts Zone 2 Zone 3 Zone 4 Zone 5 Zone 6 Zone 7 Zone 8 Weight Discounts Zone 2 Zone 3 Zone 4 Zone 5 Zone 6 Zone 7 Zone 8Letter 0.00% 17.85 21.25 24.50 26.35 26.55 29.25 29.70 Letter 0.00% 18.75 22.35 26.10 28.10 28.30 31.20 31.65
1 0.00% 21.30 28.60 36.50 40.55 44.00 47.05 48.35 1 0.00% 22.40 30.05 38.75 43.05 46.75 49.95 51.352 0.00% 21.75 30.90 41.15 44.85 49.75 51.85 53.95 2 0.00% 22.85 32.45 43.70 47.65 52.85 55.05 57.303 0.00% 24.50 33.05 45.55 49.70 55.15 57.00 59.00 3 0.00% 25.75 34.75 48.35 52.80 58.55 60.55 62.654 0.00% 26.40 34.65 49.40 54.40 60.20 62.05 64.50 4 0.00% 27.75 36.60 52.45 57.80 63.95 65.90 68.505 0.00% 26.70 36.10 54.00 59.50 65.30 67.20 69.60 5 0.00% 28.10 37.95 57.35 63.20 67.95 71.40 72.406 0.00% 29.55 38.10 58.45 64.15 70.70 71.95 75.05 6 0.00% 31.05 40.05 62.10 68.15 73.55 76.40 79.707 0.00% 30.95 40.05 62.50 68.90 75.70 77.50 80.15 7 0.00% 32.50 42.35 66.40 73.20 78.75 82.30 85.158 0.00% 31.20 42.00 66.50 73.35 80.80 82.90 85.30 8 0.00% 32.80 44.40 70.65 77.90 85.85 88.05 90.609 0.00% 31.60 43.55 70.30 78.05 85.85 88.35 90.75 9 0.00% 33.20 45.75 74.65 82.90 89.30 93.85 96.4010 0.00% 31.65 43.60 73.55 82.15 85.90 88.40 93.15 10 0.00% 33.25 45.80 76.50 85.45 89.35 93.90 96.9011 0.00% 34.95 47.80 77.40 86.60 95.95 99.00 101.35 11 0.00% 36.70 50.50 82.20 92.00 101.90 105.15 107.65
Minimum Charge: Minimum Charge:
![Page 8: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/8.jpg)
Average Model
SHIPMENTSIf "#VALUE!" occur, try this button.
Zone 2 Zone 3 Zone 4 Zone 5 Zone 6 Zone 7 Zone 8Letter 1 1 1 1 1 1 1
1 1 1 1 1 1 1 12 1 1 1 1 1 1 13 1 1 1 1 1 1 14 1 1 1 1 1 1 15 1 1 1 1 1 1 16 1 1 1 1 1 1 17 1 1 1 1 1 1 18 1 1 1 1 1 1 19 1 1 1 1 1 1 110 1 1 1 1 1 1 1
Remove Space
![Page 9: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/9.jpg)
EVEN AS A PEDDLER• I did not know all the concessions my peers
were getting form my own pricing department (nor were they telling)
• I as a peddler did not tell shippers all the discounts and waivers and concessions they could get.
![Page 10: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/10.jpg)
UNLESS• You work for all three carriers (4 if you count the
USPS) in the pricing department, TODAY, you don’t know what the best deal is or the lowest price or incentives or concessions are.
• I WILL TRY TO FACILITATE THE NEXT BEST THING
![Page 11: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/11.jpg)
The basics
![Page 12: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/12.jpg)
HAVE You (or your employer)
EVER NEGOTIATED
ReducedAddress correction
Residential Surcharge
Delivery Area Surcharge
COD Fee
Dim Rule
Fuel Surcharge
Minimum charge
Insurance Minimum
![Page 13: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/13.jpg)
HAVE You EVER NEGOTIATED
WaivedAddress correction
Residential Surcharge
Delivery Area Surcharge
Oversize Rule
Din Rule
Fuel Surcharge
COD Fee
Minimum charge
Insurance Minimum
![Page 14: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/14.jpg)
HAVE You EVER NEGOTIATED
Revenue Thresholds
Percentage’s off
Flat $ amount off
Flat rates
Start Up incentive
Per shipment pricing
Ramp up period
Quarterly incentive
Lock in the base year tariff & rules
Yearly incentive
![Page 15: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/15.jpg)
Fuel SurchargesCaveat Emptor
Note to self: Are fuel surcharges Negotiable?
Can you tell your carrier
“the contract I sign now are the rates I want to pay for the duration of the contract and you will not honor any additional charges for the length of the contract.”
Currently the air fuel surcharge is 13.5% (example Jan 11 = 9%)(going to 14% Nov 5)
But the carriers have moved 2% of the fuel surcharge into the base tariff every year for the last 6 years
So with compounding its about 13% of the fuel surcharge formula that’s already baked into the base rate. They did this in anticipation of fuel coming down so they did not have to forfeit all of it back to shippers
![Page 16: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/16.jpg)
Do you have to agree that your discount is off of the base tariff in effect at the time of shipment
• Or would it be prudent to tell the carrier• “the base tariff in effect on the day we sign the
contract is the base tariff that will stay in effect for the duration of the agreement”?
• Nothing prevents the carrier from taking up the base tariff all they want.
![Page 17: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/17.jpg)
DOES YOUR CONTRACT PREVENT YOUR CARRIERS
FROM DOING THIS?
• Dimensional Weight Replaces Oversize in 2007 Effective January 1, 2007, Oversize charges for large packages shipped via UPS Ground services will be replaced with a simpler rate calculation based on dimensional weight.
Dimensional weight rates are applicable only to UPS Ground packages that are three cubic feet (5,184 cubic inches) or larger. Billable weight will be based on actual package weight or the dimensional weight, whichever is greater. Packages smaller than three cubic feet will be billed based on actual weight
• FedEx Ground Dimensional Weight Rate Calculation (effective February 5, 2007)
• For FedEx Ground shipments, a rate calculation based on dimensional weight will replace oversize charges for packages that are 3 cubic feet (5,184 cubic inches) or larger. These packages will be billed based on dimensional weight unless actual weight is greater. Packages smaller than 3 cubic feet will be billed based on actual weight.
Some shippers still enjoy the old girth rule
194 166 139
![Page 18: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/18.jpg)
• Both FedEx and UPS changed • in January 2011• the divisor on air and ground domestic
shipments from 194 to 166, • the factor used to determine whether a
package is subject to higher Dimensional or cubic rates
![Page 19: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/19.jpg)
Can they change this at will?• Dimensional Weight• Express. Dimensional weight is calculated by multiplying the length by width by height• of each package in inches and dividing the total by 166 (for shipments within the U.S. and• shipments between the U.S. and Puerto Rico) or 139 (for U.S. export and U.S. import-rated• international shipments). If the dimensional weight exceeds the actual weight, charges• may be assessed based on the dimensional weight. Dimensions of one-half inch or greater• are rounded up to the next whole number; dimensions less than one-half inch are rounded• down. The final calculation is rounded up to the next whole pound. Dimensional weight• applies per package or per shipment to all FedEx Express U.S. shipments in customer• packaging, and per shipment to all international shipments and U.S.-to-Puerto Rico• shipments in customer packaging. Shipments in FedEx packaging may be subject to• dimensional-weight pricing.
• Ground. Dimensional weight may apply to FedEx Ground packages that are 3 cubic feet
• (5,184 cubic inches) or larger. Multiply the length by width by height of each package in• inches. If the total is 5,184 or greater, calculate dimensional weight by dividing by 166• (for shipments within the U.S.) or 139 (for shipments to Canada). If the dimensional weight• exceeds the actual weight, charges may be assessed based on the dimensional weight.• If the chargeable weight exceeds 150 lbs., a prorated per-pound rate will be used.• Dimensions of one-half inch or greater are rounded up to the next whole number;• dimensions less than one-half inch are rounded down. The final calculation is rounded• up to the next whole pound. If the package measures less than 5,184 cubic inches,• dimensional weight does not apply and charges will be assessed based on actual weight.
Might the next move to be to 139 ?
![Page 20: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/20.jpg)
MIKE GLENNEVP FEDEX
OCT 10, 2012
![Page 21: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/21.jpg)
![Page 22: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/22.jpg)
![Page 23: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/23.jpg)
UPS Store franchisee files suit
against UPS
• According to the complaint, franchisees weigh and measure customer packages in their stores, and charge customers accordingly. They then ship the package to UPS, where the company re-measures the package and charges the store owners for the difference.
• Perhaps here is a flaw in some of the shipments you tender for which they charge you dimensional weight
• Can you negotiate out those defects?
![Page 24: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/24.jpg)
DO YOU KNOW ?
• The USPS is able to negotiate with you a competitive, shipper specific rate for – Priority Mail; & Express Mail
• They are extremely competitive in the lighter weights
• Have no delivery area surcharge, no residential surcharge, no address correction fee and no fuel surcharge
• Do you know that these products FLY on the FedEx & UPS networks when moving over 300 miles?
![Page 25: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/25.jpg)
DO YOU REALLY HAVE A “CONTRACT”?• You can ask carriers, including incumbents, for bids
any time you like– Unless you agreed to one, there is no penalty– You can drop your carrier at any time– Their recourse is only to diminish your discount over time
• Your contract says they can drop your discount at any time.
• You are not compelled to give all your freight to one carrier– Unless you signed up for same
• They are not compelled to give you service.– Do they pay you a penalty if they go on strike
or miss a pick up?
![Page 26: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/26.jpg)
DO YOU REALLY HAVE A “CONTRACT”
• What you really have is an “at will” agreement that says
• “If you give a carrier “x” amount of business (shipments/revenue/both)”
• They “will extend to you discount “y” as a dollar amount, or percentage off a tariff, or both.”
• Or some have hard wired cell by cell rates
![Page 27: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/27.jpg)
50% Off Of What ?
Carrier Year Carrier Year
Service Level 1 Service Level 1
0.00 0.00
Fuel Surchare: 0.00% Fuel Surchare: 0.00%
Weight Discounts Zone 2 Zone 3 Zone 4 Zone 5 Zone 6 Zone 7 Zone 8 Weight Discounts Zone 2 Zone 3 Zone 4 Zone 5 Zone 6 Zone 7 Zone 8Letter 0.00% Letter 0.00% 11.40 11.65 12.10 13.65 16.90 17.60 17.75
1 50.00% 6.05 6.20 6.43 7.28 9.18 9.60 9.73 1 50.00% 5.83 5.95 6.18 7.00 8.83 9.23 9.352 50.00% 6.15 6.33 6.58 7.75 10.13 11.03 11.53 2 50.00% 5.93 6.08 6.33 7.45 9.73 10.60 11.083 50.00% 6.18 6.53 6.95 8.53 11.65 12.80 13.23 3 50.00% 5.95 6.28 6.68 8.20 11.20 12.30 12.704 50.00% 6.35 6.73 7.50 9.95 13.45 14.60 15.05 4 50.00% 6.10 6.48 7.20 9.55 12.93 14.03 14.455 50.00% 6.55 6.98 8.18 11.03 15.00 16.23 17.13 5 50.00% 6.30 6.70 7.85 10.60 14.40 15.58 16.456 50.00% 6.83 7.23 8.90 12.05 16.70 18.05 18.78 6 50.00% 6.55 6.95 8.55 11.58 16.05 17.35 18.037 50.00% 7.10 7.93 9.65 13.18 18.78 20.00 20.65 7 50.00% 6.83 7.63 9.28 12.65 18.03 19.20 19.838 50.00% 7.40 8.65 10.33 14.35 20.75 22.05 22.73 8 50.00% 7.13 8.33 9.93 13.78 19.93 21.18 21.839 50.00% 7.80 9.03 11.15 15.40 22.58 24.18 24.95 9 50.00% 7.50 8.68 10.73 14.80 21.68 23.23 23.9510 50.00% 8.15 9.60 12.00 16.45 24.10 26.30 26.98 10 50.00% 7.83 9.23 11.53 15.80 23.15 25.25 25.90
Minimum Charge: Minimum Charge:
MOST ASSUME THE BASE PRICE IS THE SAME
![Page 28: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/28.jpg)
Afghanistan
DHL Scale L
FedEx Scale O
UPS ?????
Albania
DHL Scale E
FedEx ?????
UPS Scale 407
Pricing is More complex with international
![Page 29: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/29.jpg)
![Page 30: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/30.jpg)
![Page 31: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/31.jpg)
MINIMUM CREEP
YEARMinimum Charge Y/O/Y Increase %
2005 $3.62 2006 $3.80 4.97%2007 $4.00 5.26%2008 $4.20 5.00%2009 $4.57 8.81%2010 $4.84 5.91%2011 $5.17 6.81%2012 $5.49 6.19%
42.95%
![Page 32: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/32.jpg)
Many contracts are set so that no discounts
will drop below the rate of a
Zone 2, 1 LB charge
Minimums
Do I really have a discount at all?
Note to self: Ask for no minimum or lower minimum
WeightDiscounts Zone 2 Zone 3 Zone 4 Zone 5 Zone 6 Zone 7 Zone 8
Letter 0.00% 1 30.00% 3.84 4.08 4.16 4.34 4.54 4.61 4.682 30.00% 4.09 4.35 4.72 4.82 5.08 5.19 5.363 30.00% 4.15 4.54 4.96 5.11 5.38 5.53 5.924 30.00% 4.25 4.68 5.21 5.45 5.65 5.89 6.345 30.00% 4.38 4.74 5.43 5.66 5.87 6.15 6.686 30.00% 4.49 4.88 5.51 5.80 5.96 6.33 6.837 30.00% 4.71 5.02 5.61 5.94 6.14 6.49 7.058 30.00% 4.90 5.15 5.76 6.06 6.33 6.78 7.469 30.00% 5.00 5.29 5.85 6.18 6.45 7.13 7.92
10 30.00% 5.16 5.31 5.96 6.36 6.73 7.62 8.44
Current Minimum is $5.49 before the fuel surcharge
![Page 33: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/33.jpg)
Many contracts are set so that no discounts will drop below the rate of a package below the Zone
2, 1 LB charge
Example: Given a 30% discount, the red cells
below would not receive the entire
discount level
Minimums
Do I really have a discount at all?
Note to self: Ask for no minimum or lower minimum
WeightDiscounts Zone 2 Zone 3 Zone 4 Zone 5 Zone 6 Zone 7 Zone 8
Letter 0 130.00% $5.49 $5.49 $5.49 $5.49 $5.49 $5.49 $5.49230.00% $5.49 $5.49 $5.49 $5.49 $5.49 $5.49 $5.49330.00% $5.49 $5.49 $5.49 $5.49 $5.49 $5.53 $5.92430.00% $5.49 $5.49 $5.49 $5.49 $5.65 $5.89 $6.34530.00% $5.49 $5.49 $5.49 $5.66 $5.87 $6.15 $6.68630.00% $5.49 $5.49 $5.51 $5.80 $5.96 $6.33 $6.83730.00% $5.49 $5.49 $5.61 $5.94 $6.14 $6.49 $7.05830.00% $5.49 $5.49 $5.76 $6.06 $6.33 $6.78 $7.46930.00% $5.49 $5.49 $5.85 $6.18 $6.45 $7.13 $7.92
1030.00% $5.49 $5.49 $5.96 $6.36 $6.73 $7.62 $8.44
![Page 34: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/34.jpg)
• BUNDLED PRICE HAS 200 LB MINIMUM FROM ONE SHIPPER TO ONE CONSIGNEE
• BUNDLED PRICE HAS MINIMUM CHARGES
• BUNDLED PRICE USES AVERAGE 15 LB PIECES
Shipment Pricing
![Page 35: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/35.jpg)
NEW AND IMPROVED WAYS TO ENHANCE YEILD
Its not always apples-to-apples
AT THE MOMENT UNIQUE TO UPS
![Page 36: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/36.jpg)
INSURANCE01.76%
ADDRESS09.18%
COD7.97%
DAS19.79%
SAT DDL17.29%
FUEL26.32%
SAT P/UP1.88%
DIM19.32%
Accessorial charges can account for as
much as 40% of total spend!
Note to self: Do I know the impact to my
business
Accessorial Charges Analysis
![Page 37: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/37.jpg)
Delivery Area Surcharges (DAS)Delivery Area Surcharges (DAS)
Over 25% of the US population now lives in a DAS zip
23,427 DAS zips out of a total of about 43000 or 53% of all zips
16,826 or 83% of the Commercial Delivery Area zip codes carry an Extended Commercial Surcharge.
![Page 38: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/38.jpg)
Declared ValueDeclared Value
• UPS and FedEx $0.80• $2.40 minimum• Check to see if your employer is self insured
or has a cargo rider on its corporate insurance policy
• Look into PIP www.pipinsure.com • U-PIC www.u-pic.com • Shipsurance www.shipsurance.com
Never ever buy carrier provided insurance.
Going up again in 2013
![Page 39: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/39.jpg)
Parcel Contract Negotiations
![Page 40: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/40.jpg)
RetentionRetention
PenetrationPenetration
ConversionConversion
![Page 41: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/41.jpg)
PenetrationPenetration Selling for the Selling for the CarriersCarriers::
They have some of your business and They have some of your business and
are pursuing more.are pursuing more.
Ground, Air, InternationalGround, Air, International
![Page 42: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/42.jpg)
ConversionConversion Selling for the Selling for the Carriers:Carriers:
They have NONE of your business:They have NONE of your business:
•Expect Aggressive DiscountsExpect Aggressive Discounts
•Make sure all service concerns are coveredMake sure all service concerns are covered
•Test for smooth operational transitionTest for smooth operational transition
•Expect your incumbent carrier back in a Expect your incumbent carrier back in a
few few
months with a “Conversion Quality” months with a “Conversion Quality”
contractcontractNote to self: Note to self: ConversionConversion status gets the best pricing! status gets the best pricing!
![Page 43: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/43.jpg)
Is this news?• A District Sales Manager has more pricing latitude than a
sales rep• A Regional Sales Manager has more pricing latitude than a
Sales Manager• An Area VP has more pricing latitude than a Regional Sales
manager• A Senior VP has more latitude than an Area VP• An Executive VP has more latitude than a Sr VP• The President has more latitude than an EVP• And whomever you get involved wants to win and would
hate to be blamed for loosing a deal
Note to self: Note to self: Get my deal up the food chain as high as I canGet my deal up the food chain as high as I can!!
![Page 44: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/44.jpg)
UPS Says the same folks make the decisions for all the products
Note to self: Note to self: Promote ALL the biz to get the best pricingPromote ALL the biz to get the best pricing!!
![Page 45: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/45.jpg)
UPS says the sales folks are commissioned more for inbound collect. Therefore you can get a better deal by holding out the inbound you can control
![Page 46: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/46.jpg)
The complexityOf Earned Discounts with package or revenue thresholds
![Page 47: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/47.jpg)
IN CONFUSION THERE IS PROFIT
They do this, because they can
![Page 48: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/48.jpg)
Company 4 1DA LTR 1DA PKG 1DP LTR 1DP PKG 2DA LTR 2DA PKG 3DS PKG GR COM GR RESBand ($$ per week)$0 - $26,399 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%$26,400 - $37,719 6.4% 14.2% 7.4% 8.8% 2.5% 14.6% 0.0% 6.9% 1.5%$37,720 - $48,499 9.1% 20.3% 10.5% 12.6% 3.5% 20.9% 0.0% 9.8% 2.1%$48,500 - $59,279 13.0% 29.0% 15.0% 18.0% 5.0% 29.9% 0.0% 14.0% 3.0%$59,280 - $70,059 13.7% 30.5% 15.8% 18.9% 5.5% 31.4% 0.0% 14.7% 3.5%$70,060 + 14.4% 32.0% 16.6% 19.8% 6.0% 33.0% 0.0% 15.4% 4.0%
Band ($$ per week)$0 - $969 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%$970 - $1399 22.3% 26.5% 24.7% 26.8% 13.0% 18.0% 0.0% 4.9% 0.0%$1400 - $1749 31.9% 37.8% 35.3% 38.3% 18.5% 25.7% 0.0% 7.0% 0.0%$1750 - $2139 45.5% 54.0% 50.4% 54.7% 26.4% 36.7% 0.0% 10.0% 0.0%$2140 - $2519 47.8% 56.7% 52.9% 57.4% 27.7% 38.5% 0.0% 10.5% 0.0%$2520 + 50.2% 59.5% 55.5% 60.3% 29.1% 40.4% 0.0% 11.0% 0.0%
Company 8 1DA LTR 1DA PKG 1DP LTR 1DP PKG 2DA LTR 2DA PKG 3DS PKG GR COM GR RESBand ($$ per week)$0 - $8,030 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%$8,030 - $11,250 15.3% 17.5% 12.5% 12.0% 6.7% 16.9% 9.5% 9.8% 1.5%$11,250 - $14,460 21.8% 25.0% 17.9% 17.1% 9.5% 24.2% 13.5% 14.0% 2.1%$14,460 - $17,680 31.2% 35.7% 25.6% 24.4% 13.6% 34.5% 19.3% 20.0% 3.0%$17,680 - $20,890 32.8% 37.5% 26.9% 25.6% 14.3% 36.2% 20.3% 21.0% 3.5%$20,890 + 34.4% 39.4% 28.2% 26.9% 15.0% 38.0% 21.3% 22.1% 4.0%
EXAMPLE $ PER WEEK
![Page 49: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/49.jpg)
Company 5 1DA LTR 1DA PKG 1DP LTR 1DP PKG 2DA LTR 2DA PKG 3DS PKG GR COM GR RESBand (Pkg per week)0 - 94 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%95 - 134 21.2% 19.7% 23.7% 17.2% 7.9% 0.0% 0.0% 0.0% 0.0%135 - 154 30.3% 28.2% 33.8% 24.5% 11.3% 0.0% 0.0% 0.0% 0.0%155 - 184 43.3% 40.3% 48.3% 35.0% 16.1% 0.0% 0.0% 0.0% 0.0%185 - 214 45.5% 42.3% 50.7% 36.8% 16.9% 0.0% 0.0% 0.0% 0.0%215 + 47.8% 44.4% 53.2% 38.6% 17.7% 0.0% 0.0% 0.0% 0.0%
EXAMPLE PKGS PER WEEK
![Page 50: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/50.jpg)
4 BANDS OF REVENUE• Band 1: 0%-49.9% of target revenue• Band 2: 50%-89.9% of target revenue • Band 3: 90%-109.9% of target revenue• Band 4: 110%+ of target revenue
Company 3 1DA LTR 1DA PKG 1DP LTR 1DP PKG 2DA LTR 2DA PKG 3DS PKG GR COM GR RESBand ($$ per week)$0 - $339 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%$340 - $619 20.8% 20.8% 20.8% 8.2% 0.0% 17.1% 0.0% 3.4% 0.0%$620 - $759 29.7% 24.7% 29.7% 11.7% 0.0% 24.5% 0.0% 4.9% 0.0%$760 + 31.2% 31.2% 31.2% 12.3% 0.0% 25.7% 0.0% 5.4% 0.0%
![Page 51: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/51.jpg)
4 BANDS OF INCENTIVES
• Band 1: 0% of target incentive• Band 2: 70% of target incentive• Band 3: 100% of target incentive• Band 4: 110% of target incentive
Company 3 1DA LTR 1DA PKG 1DP LTR 1DP PKG 2DA LTR 2DA PKG 3DS PKG GR COM GR RESBand ($$ per week)$0 - $339 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%$340 - $619 20.8% 20.8% 20.8% 8.2% 0.0% 17.1% 0.0% 3.4% 0.0%$620 - $759 29.7% 24.7% 29.7% 11.7% 0.0% 24.5% 0.0% 4.9% 0.0%$760 + 31.2% 31.2% 31.2% 12.3% 0.0% 25.7% 0.0% 5.4% 0.0%
![Page 52: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/52.jpg)
Company 1 1DA LTR 1DA PKG 1DP LTR 1DP PKG 2DA LTR 2DA PKG 3DS PKG GR COM GR RESBand ($$ per week)$0 - $939 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%$940 - $1699 38.5% 38.5% 0.0% 0.0% 0.0% 25.0% 0.0% 3.6% 0.0%$1700 - $2079 55.0% 55.0% 0.0% 0.0% 0.0% 35.7% 0.0% 52.0% 0.0%$2080 + 57.8% 57.8% 0.0% 0.0% 0.0% 37.5% 0.0% 5.7% 0.0%
Company 3 1DA LTR 1DA PKG 1DP LTR 1DP PKG 2DA LTR 2DA PKG 3DS PKG GR COM GR RESBand ($$ per week)$0 - $339 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%$340 - $619 20.8% 20.8% 20.8% 8.2% 0.0% 17.1% 0.0% 3.4% 0.0%$620 - $759 29.7% 24.7% 29.7% 11.7% 0.0% 24.5% 0.0% 4.9% 0.0%$760 + 31.2% 31.2% 31.2% 12.3% 0.0% 25.7% 0.0% 5.4% 0.0%
4 TIER DISCOUNT STRUCTURE
TARGET
![Page 53: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/53.jpg)
They can price specifically to your shipment distribution by weight and zoneCell by Cell / Matrix Incentives
•
![Page 54: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/54.jpg)
Make sure they count all the Make sure they count all the revenuerevenue
Agreement Page - 42 ServicesAgreement Page - 42 Services
Note to self: Have I asked for a discount on all the services, all the sites and all the billing types!
All Services
Commercial
Residential
Inbound
Outbound
Third Party
Make sure all sites and account numbers are included
![Page 55: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/55.jpg)
Anybody can get 44% off on air and 19% off on ground
They know the tricks
![Page 56: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/56.jpg)
WHAT SHIPPER
KNOWS WHAT THEY ARE PAYINGKNOWS WHAT THEY ARE PAYING
AND AND
HOW WILL A SHIPPER EVER COMPARE HOW WILL A SHIPPER EVER COMPARE WHAT THEY ARE PAYING TO ANOTHER WHAT THEY ARE PAYING TO ANOTHER CARRIERS OFFERCARRIERS OFFER
![Page 57: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/57.jpg)
Parcel Magazine & Morgan Stanley SURVEY RESULTS PARCEL TRENDS REVEALEDRate Your CarriersPart 1: Results of the Annual Best Practices Survey:Over 250 Respondants, Over 90 million parcels
• 11 percent of survey respondents use consultants to negotiate rates.
• Consultants negotiate more favorable rates, driving discounts 49% lower than if the company negotiates.
![Page 58: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/58.jpg)
WHAT MIGHT BE NEGOTIABLE
• EVERYTHING!!!• RATES
• DISCOUNTS
• ACCESSORIALS
• DELIVERY COMMITMENTS AND GUARANTEES
• FUEL SURCHARGES
• CLAIMS RATIO’S
![Page 59: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/59.jpg)
Presenting yourPresenting yourFreight CharacteristicsFreight CharacteristicsWhat's attractive to the carriersWhat's attractive to the carriers
Note to self: Note to self: Package my book of business to maximize the Package my book of business to maximize the appeal to the carrierappeal to the carrier
Attribute Good Bad
Number of locations Few Many
Number of shipments Lots Few
Weight High Low
Commercial v residential High Low
Pick up density High Low
Delivery density High Low
Ground distance Long Short
Air Distance Short Long
International v Domestic High Low
Multi piece shipments Many Few
Liability Low claims exposure High Claims
Seasonality Year round Seasonal peak
![Page 60: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/60.jpg)
WHATS POSSIBLE• MONTHLY, QUARTERLY, YEARLY
INCENTIVE PROGRAMS– BASED ON REVENUE OR SHIPMENTS
OR BOTH
• AUTOMATION INCENTIVES• START UP INCENTIVES• RAMP UP/IMPLEMENTATION PERIODS
![Page 61: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/61.jpg)
Pay Attentionmoney is wasted on selecting air services where next day is guaranteed via ground and or second day ground where 2 day air is being used.
Note to self: Ask for a service agnostic tariff
![Page 62: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/62.jpg)
![Page 63: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/63.jpg)
![Page 64: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/64.jpg)
Service GuaranteeLets cut to the chase
• In the event Brown, Purple or Yellow Carrier fails to attempt delivery within the time published on the Brown, Purple or Yellow Carrier website, or as
• provided when 1-800-PICK-Brown, Purple or Yellow Carrier is called, Brown, Purple or Yellow Carrier, at its option, will either credit or refund the
• transportation charges for each such package to the payer only, upon request, subject to the
• following conditions. This is the sole remedy available under the Brown, Purple or Yellow Carrier Service Guarantee.
• (a) Brown, Purple or Yellow Carrier’s guaranteed delivery schedule has been obtained by referencing Brown, Purple or Yellow Carrier’s website or
• contacting a Brown, Purple or Yellow Carrier Customer Service office. "On-time" means, subject to the terms of this Brown, Purple or Yellow Carrier
• Service Guarantee, delivery is attempted within the Brown, Purple or Yellow Carrier guaranteed delivery schedule.
• (b) Each package is properly recorded on a Brown, Purple or Yellow Carrier source document or in a Brown, Purple or Yellow Carrier automated
• shipping system.• (c) Each package in a shipment bears the appropriate
Brown, Purple or Yellow Carrier tracking label and an address label, or
• a combined label generated by a Brown, Purple or Yellow Carrier automated shipping system, showing the consignee’s
• correct name, deliverable address (Brown, Purple or Yellow Carrier does not provide delivery to a P.O. box) and ZIP Code
• (or postal code for international shipments). In addition, Brown, Purple or Yellow Carrier reserves the right, in its sole
• discretion, to refuse to honor a request for a credit or refund of transportation charges for a
• package when that package is not accompanied by a smart label and timely Package Level Detail
• (PLD) information, as defined in the Brown, Purple or Yellow Carrier Tariff, at the time the package is tendered to Brown, Purple or Yellow Carrier.
• (d) Each Brown, Purple or Yellow Carrier 2nd Day Air A.M. package is addressed to a commercial, not residential, address.
• A residential delivery is defined as provided in the Brown, Purple or Yellow Carrier Tariff and in this service guide.
• (e) Each package in a shipment bears a Brown, Purple or Yellow Carrier Saturday Delivery routing label when optional
• Saturday service is requested and available.• (f) Each package in a shipment is tendered to Brown, Purple or
Yellow Carrier during Brown, Purple or Yellow Carrier’s published business hours.
• Packages received from or destined to certain locations may require earlier pick up times
• (available at the Brown, Purple or Yellow Carrier website) to meet delivery time commitments.
• (g) Brown, Purple or Yellow Carrier is notified in writing or by telephone of a service failure within fifteen (15) calendar
• days from the date of scheduled delivery and is advised of the consignee’s name and address,
• date of shipment, package weight and Brown, Purple or Yellow Carrier tracking number.
• (h) For Brown, Purple or Yellow Carrier Worldwide Expedited shipments, the guarantee shall apply only to shipments
• originating in, or destined for, the United States, and when the billed party is resident in the
• United States and is responsible for all shipping charges.
![Page 65: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/65.jpg)
Waive the service guarantee• All carriers fail• All the guarantee means is that is the carrier fails, you can
apply for your money back• So the failures require work on your part to find them and file
for them• Or for a third party to do, with whom you are now going to split
some of that savings• So why not figure out what percentage of your bill is saved by
filing for service failures• Then say to the carrier that you will waive the right to file
service claims and that the carrier just reduce the tariff by that amount
• Or send you a refund for a percentage at the end of the month.
![Page 66: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/66.jpg)
It’s the win-win• You don’t have to research them and file
them• You don’t have to split the savings with an
audit firm• The carrier does not have to research them
for validity• And you get the savings you deserve
inherent in the service guarantee
![Page 67: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/67.jpg)
PREpurchased Options• FedEx Express® Prepaid Stamps• These prepaid shipping labels for FedEx Express® shipments
take the place of airbills, allowing you to allocate shipping costs — and specify a FedEx® delivery service — upfront. FedEx Express Prepaid Stamps are nonrefundable and nontransferable. FedEx reserves the right to bill an additional amount for packages that exceed standard acceptance limits or require special handling.
• Service DescriptionDelivery AreaAvailable for FedEx Priority Overnight®, FedEx Standard Overnight® and FedEx 2Day® delivery throughout the contiguous U.S.Instructions
• To order, call 1.901.397.3650 or download our online order form. • If you have questions, please
download FedEx Express Prepaid Stamps FAQs . • Minimum order is 10 prepaid stamps. • You must specify a shipment weight and FedEx Express
delivery service. • Contact your FedEx account executive for more information. • Exceptions• FedEx SameDay®, FedEx First Overnight®, FedEx Express
Saver® and FedEx Express® Freight services are not available. • No additional service options, such as Saturday delivery or
Hold at FedEx Location, are available. • Special FeesA $4 fee may apply for courier pickup if the
shipper does not have regular scheduled FedEx pickup.
• USPS• Has a menu of flat
rate priced options
![Page 68: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/68.jpg)
Carrier Agreements
Important to Review RIGHT NOW:• Revenue commitments• Locations included• Discounts offered• Terms and conditions• Addendum’s• Rate charts• Portfolio Services
Note to self: Have things changed and what's negotiable?
![Page 69: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/69.jpg)
If you liked what you heard• Jerry Hempstead• 1724 Buckhorn Pl• Orlando Fl 32825• 407-342-3825• [email protected]
![Page 70: St louis parcel negotiating 2012](https://reader034.vdocuments.site/reader034/viewer/2022042714/54bc27254a7959e7158b46e8/html5/thumbnails/70.jpg)
Notes to Self
Note to self: Note to self: ConversionConversion status gets the best pricing!status gets the best pricing!
Note to self: Note to self: Get my deal up the food chain ad high as I canGet my deal up the food chain ad high as I can!!
Note to self: Note to self: Package my book of business to maximize the favorable and Package my book of business to maximize the favorable and downplay the unfavorabledownplay the unfavorable!!
Note to self: Note to self: My LTL is eventually going to be a big carrot to the parcel My LTL is eventually going to be a big carrot to the parcel carrierscarriers!!
Note to self: Note to self: Promote ALL the biz to get the best pricingPromote ALL the biz to get the best pricing
Note to self: Note to self: Start contract during highest volume or have the carrier start you Start contract during highest volume or have the carrier start you off got a guaranteed time with the highest discount!off got a guaranteed time with the highest discount!
Note to self: Have I asked for a discount on all the services, for all my sites Note to self: Have I asked for a discount on all the services, for all my sites and all the billing typesand all the billing types
Note to self: Have things changed and what's negotiable?Note to self: Have things changed and what's negotiable?
Note to self: Consultants can get you a 49% better discount than you can Note to self: Consultants can get you a 49% better discount than you can achieve on your ownachieve on your own