Most carrier problems don't start when something goes wrong. They start when a contract was signed without asking the right questions. These five save you from surprises.
Why What You Ask Before Signing Matters
A freight contract that doesn't clearly specify service conditions, potential additional costs, and each party's responsibilities is a contract that will cost you more than what the paper says.
Not because the carrier is dishonest — but because in logistics there are many variables that are "assumed" and each party assumes them differently. The only way to align those assumptions is by asking before, not complaining after.
The 5 Questions
1. What exactly is included in the rate, and what generates additional charges?
This is the most important question and the one least asked explicitly. The base freight rate almost never includes everything. What's left out can include: detention after a certain number of hours, loading or unloading maneuvers, fuel under certain conditions, tolls on alternate routes, cargo insurance, special documentation, or customs wait-time charges.
Ask them to list in writing all items that generate additional charges. Not "everything is included" — each item with its condition and its amount. What's not on paper doesn't exist when the invoice arrives.
What this question reveals: a carrier who can answer it clearly has a defined cost structure and operates with transparency. One who responds with vagueness is probably leaving room for adjustments you didn't anticipate.
2. What capacity can you guarantee me on this route on a sustained basis?
Not how many units they have in total — how many they can commit specifically for your operation without affecting their other clients. And what the process is when they don't have availability on a date you need.
This question is especially critical if your volume varies. A carrier quoting for your average may run out of capacity during your peak — and finding out the day you need the truck is not the time to look for alternatives.
What this question reveals: if the carrier talks about guaranteed capacity clearly, they have a real network and structure. If the answer is "we always have availability," it's a promise they can't sustain during peak season or on saturated routes.
3. What happens if the truck doesn't arrive on time — is there a penalty or compensation?
The transit time committed to in the contract must have a consequence if it's not met. If the carrier can't commit to a transit time with some type of associated liability, the time they give you is an estimate — not a commitment.
This doesn't mean they should pay for every minute of delay. It means there must be clarity about what happens when the service isn't what was agreed: advance notification, rate adjustment, priority on the next trip, or some concrete mechanism.
What this question reveals: carriers with solid operations have no problem committing because they know they can deliver. Those who avoid this conversation know they can't always.
4. How do you manage an en-route incident — who notifies me, within what timeframe, and what steps do you follow?
Every carrier will tell you they have an incident protocol. The question is whether that protocol exists on paper or only in intention.
Ask them to explain the concrete process: if the truck stops off-route, who detects the anomaly? Within what timeframe do they notify you? What options do they activate — replacement unit, coordination with authorities, notification to the consignee? Who is your point of contact at that moment, and are they available outside business hours?
What this question reveals: a carrier who can describe that process in detail has lived through it and resolved it. One who responds with generalities probably improvises when it happens.
5. Can I see your current cargo insurance policy, and what is the maximum coverage?
The carrier's insurance covers their legal liability — not necessarily the full commercial value of your goods. You need to know: what is the maximum insured amount per shipment, what types of events it covers and which it excludes, and how long the policy remains in effect.
If the value of your cargo exceeds the carrier's coverage, you need to know before dispatching — not after an incident. And if the policy expires in two months and the contract is for a year, that's also relevant information.
What this question reveals: a serious carrier provides this information without hesitation. One who gets uncomfortable or "needs to check" is operating without the documentation your operation deserves.
How to Use These Questions
Don't fire them all at once like an interrogation. Integrate them naturally into the quoting conversation — most can be asked as part of "I want to fully understand what's included in the service before making a decision."
The answers you get don't just give you information — they tell you how that carrier works. A provider who responds with clarity, documentation, and without evasions is a provider worth doing business with. One who dodges, generalizes, or asks you to trust without evidence is telling you something important before you sign.
The decision to hire a carrier isn't made when you see the price. It's made when you have the answers to these five questions.
At Control Terrestre, we answer these questions before you even ask them — because clarity before the first trip is part of how we work. Request a quote or subscribe to our newsletter to receive practical content on ground logistics every week.
