Using a counter target on the broker call

Where the counter comes from

KRYSTAL works out the minimum acceptable rate: what the load must pay to cover every cost, including your own pay if you entered it, and still meet your profit floor per hour and per mile, whichever asks more. The suggested counter is that minimum rounded up to the next $50. It's built from your numbers only, not from load board averages or what other trucks are paid.

On the sample load, the offer is $1,150, the minimum is $1,241.76, and the counter is $1,250:

Ask for $1,250. At least $92 more is required to meet your configured profit floors (8.0% above the current offer).

KRYSTAL suggests negotiating when the load needs 25% more or less and its risk is acceptable. A bigger gap gets PASS. It still shows the counter, but a broker rarely moves that far, so your time is better spent on the next offer.

What moves the counter

• Deadhead. Every empty mile adds fuel and wear and time, so it raises the minimum.
• Waiting time. More hours at the docks means more hours your net-per-hour floor has to cover, and can add a day of fixed costs.
• Your floors. Raise your net-per-hour or net-per-mile floor and every counter rises with it.
• Diesel price and fuel economy. Keep them current in your profile; they're the biggest running cost.
• Missing costs. A cost left out of your profile isn't in the minimum, so the counter is too low. A complete profile gives you a counter you can stand behind.

If the broker changes the load details, such as the pickup time, an extra stop or a different weight, analyze it again. The old counter was for the old load.

On the call

You know your costs better than the broker does. The counter lets you say a number and the reason for it without guessing. Some ways to say it:

• "I can do it for $1,250. With 96 miles empty to get there, $1,150 doesn't cover my costs for the trip."
• "I'm at $1,250 on this one. That's what it takes for my truck across all 548 miles."
• "If you can get to $1,250, I'll take it and I can be there this afternoon."
• If they offer something between: "Can you add anything for detention after two hours?" Then put any agreed detention or accessorials into KRYSTAL and analyze again.

Keep it short and give the broker one number. If the answer is no, the report has already told you what the load is worth to you at their rate, so you can decide on the spot.

A counter is not an increase until it's booked

Three different figures, and only one of them is money:

• Suggested counter: what KRYSTAL recommends you ask for. A suggestion, nothing more.
• Negotiated increase: the difference between the original offer and the rate you actually booked. On the Value Meter page you record whether you booked or passed, the counter you really asked for, and the final booked rate. Only booked loads with a final rate count toward your total.
• Settled earnings: what you were finally paid and kept, recorded on Record Outcome after the load. That can differ again from the booked rate because of detention, deductions or a short payment.

Keeping these apart is how you see what negotiating has really been worth. How to record them.