Cheap Price AND Good Space? Not Taking That Client

Want it cheap, want early space, and want long payment terms? I can’t afford this kind of client!

Real talk from the freight forwarding industry: trust is the most reliable booking!

Last Thursday, a client reached out for a quote on several containers to Koper. After I sent the rate, they vanished. When I followed up, they said my price was higher than others and went with someone else. I gave them a friendly heads-up that Mediterranean routes were fully booked and everyone was scrambling for space — if they needed to ship urgently, they shouldn’t wait.

Then yesterday, after working hours, the client urgently called me again, asking if I could help secure space. I said I couldn’t match the price they wanted. They said they didn’t care about price anymore — they just needed space. So I scrambled to find them space. Before booking, I made it clear: if we confirm the booking and then cancel, the shipping line will charge a dead freight penalty.

The client said “go ahead and book.” So I started arranging everything. Then the client started changing their mind again, saying “wait, I’m still waiting for quotes from other forwarders.” Seriously? Are we just playing games here? Do you actually need to ship urgently or not?

Right now, Mediterranean routes are fully booked. Space to Koper before month-end is extremely tight, and they’re still hesitating.

I figure this cargo has zero chance of shipping by end of May. When you’re guarded against every single forwarder, no forwarder is going to take you seriously.

Our principle has always been: the more a client trusts us, the more effort we put in. We never take loyal clients for granted. Honestly, if a client gives me 100% trust, I care about their business more than they do — I’m terrified of messing anything up for them. But for clients who shop around endlessly comparing prices and have a poor payment record — even though business is highly competitive these days — for us, one more or one less doesn’t make a difference.

What do you all think about this situation?