Accessorial fees can quickly impact your bottom line as either a shipper, carrier, or broker. RFPs are often the time to review a large shippers accessorial table or introduce one for those that do not have a consistent schedule. Smart negotiations aren’t just about cutting costs; they’re about building stronger, more predictable partnerships.

Let’s redefine how you approach accessorial charges.

Step 1: Own the Details

The strongest negotiators know the landscape inside and out. Freight contracts often include fees for detention, layovers, liftgates, inside delivery, and more. Before you sit at the table, map out:

✅ Your Data: How often do accessorial fees hit your invoices? Which charges spike your costs?
✅ Industry Standards: What’s competitive? What’s excessive?
✅ Your Leverage: Is this a high volume shipper? Is there lane consistency?

Knowledge is your greatest advantage.

Step 2: Challenge the Norm

Not every accessorial fee is set in stone. Ask:

✅ Why is this fee applied? Uncover what’s truly necessary.
✅ Is there room for flexibility? Some carriers offer lower fees in exchange for consistent volume, or is there something else that you’d prefer to negotiate.
✅ What’s the real cost? If a charge is high, push for cost transparency.

Lets look at this example. All parties often want to argue over detention rates, but it is important to understand the true purpose of dentention: it is a fee/payment of inefficiencies in the shipment or lane. In reality, all parties would prefer for the driver to move, so get creative with solutions. Can a trailer be dropped there, is it possible for the driver to take a 10 hour break at the facility, can you drop the linehaul rate, but increase detention so that incentives align. The best negotiators don’t accept what’s given. They create new possibilities.

Step 3: Build for the Future

Your contract isn’t just a document. It’s a blueprint for a better partnership. Optimize it with:

✅ Clear, upfront accessorial agreements. No surprises, no disputes.
✅ Performance-based pricing. Reward efficiency, eliminate excess fees.
✅ Tech-driven solutions. Use real-time tracking to prevent unnecessary detention charges.

A strong contract isn’t just about cost savings. It’s about control.

The Bottom Line: You Decide the Rules

Freight contracts aren’t a one-way street. They’re a conversation. A negotiation. A strategy. The companies that win don’t just react to accessorial fees, they help reshape the way business is done.