A quote with a healthy reserve can absorb a small deviation. When competing for every cent, the carrier must know its own consumption, true driver cost and fixed daily cost.
Copying an old rate because the customer accepted it last time is dangerous. Fuel, tolls, wages and backhaul availability may all have changed.
The calculation need not be complicated, but its inputs must be current. Strong operators compare the planned and actual result regularly.
Model scenario: a €760 job is expected to leave €54 profit. An €18 toll error, €24 of unpriced waiting and €17 of extra fuel turn that apparent gain into a €5 loss without any dramatic incident.
Official source: Eurostat — Transport statistics
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