DiscoverThe Freight DebateHow to Gain Leverage in Freight Negotiations
How to Gain Leverage in Freight Negotiations

How to Gain Leverage in Freight Negotiations

Update: 2025-09-12
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Phil Hennessy and Peter Sand break down the complex world of freight surcharges and why they remain one of the most frustrating parts of global shipping. From surcharges that don’t always match trade routes, to peak season fees that appear even when it isn’t peak season, they explore how carriers create, label, and defend these extra costs. 

The discussion highlights real examples of shippers paying vastly different amounts for the same surcharge, how “all in rates” can look very different depending on the mix of base rates and add-ons, and why optionality in contracts is critical for maintaining leverage. 

Whether you are negotiating your next tender or simply trying to understand what you should and should not be paying, this episode of The Freight Debate gives you the insight needed to navigate the surcharge game with more confidence.

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📰 Check out this blog for deeper dives and data on everything we cover:
https://www.xeneta.com/blog/confused-about-ocean-container-shipping-surcharges-youre-not-alone?hs_preview=EYBhzwSm-195195475992 

📅This week in freight article: https://www.wsj.com/articles/ocean-shipping-rates-sink-as-importers-balk-at-trade-upheaval-4dc3d1e6

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How to Gain Leverage in Freight Negotiations

How to Gain Leverage in Freight Negotiations

The Freight Debate