Strategic Fleet Control: The tool to honor contracts, increase trust and optimize your operations.
65% of contract renegotiations fail due to lack of objective data (Harvard Law School, 2023). Whether managing fleets, services, or supplies, negotiating with concrete information helps you:
✔ Avoid unbalanced clauses.
✔ Protect your margins.
✔ Build more transparent business relationships.
1. 3 Key Data Types for Negotiation
A. Historical Compliance Data
- What to analyze:
- % of on-time deliveries/payments.
- Recurring issues (e.g., damaged goods, technical failures).
- Usage example:
*”Our records show 85% on-time delivery. Let’s apply penalties only to the remaining 15%.”*
B. Detailed Operational Costs
- What to include:
- Cost per km/service hour (using Blog 4’s template).
- Impact of external variables (fuel prices, inflation).
- Data-driven clause example:
“Prices adjust quarterly if diesel index exceeds 5% (based on CRE data).”
C. Industry Benchmarking
- Sources:
- Logistics association reports (e.g., average fleet maintenance costs).
- Platforms like Statista or government data (e.g., regional minimum wages).
- Negotiation use:
*”Average storage costs in the industry are $X/m². Our proposal is 10% below.”*
2. Practical Example: Renegotiating an SLA
Initial situation:
- Clause: “24-hour deliveries (5% penalty for failure).”
- Problem: 30% of shipments failed due to peak traffic.
Data-driven process:
- Analyze GPS logs: 82% compliance in traffic-free routes vs. 58% in congested areas.
- Benchmarking: Competitors used 36-hour terms.
- Data-backed proposal:
- New clause: “24 hrs (traffic-free zones) / 36 hrs (critical zones, mapped).”
- Penalty: Only if both deadlines are missed.
Result:
- 40% reduction in penalties.
Improved customer satisfaction.