Choosing a 3PL: 12 Questions That Actually Surface Hidden Costs

Sales calls with 3PLs tend to be polished, vague, and ultimately frustrating — you walk away knowing the company is 'a leading partner' and absolutely nothing about what you'd actually pay. Here are the questions that get past the script.

On pricing

1. What is your per-order pick-and-pack fee, in writing?

If they won't quote a number until they 'understand your business,' that means the number changes based on what they think you'll pay. Walk away or push harder.

2. What's the fee for the second item in an order? Third? Tenth?

Many 3PLs quote a low base pick fee and add per-additional-item charges. A $1.50 base + $0.50 per additional item is a $4.50 order on a 7-item bundle.

3. How is storage billed — per pallet, per cubic foot, per bin?

Each method favors different SKU profiles. Per-pallet is simple and predictable. Per-cubic-foot punishes bulky-light items. Per-bin punishes lots of small SKUs.

4. What's your receiving fee?

Some 3PLs charge per pallet, some per carton, some per SKU, some by labor hour. The labor-hour ones are where surprises live.

On the contract

5. Is there a minimum monthly fee or order count?

If you don't hit the minimum, you still pay it. Know the number before you sign.

6. What's the contract length and termination clause?

Annual contracts with 90-day termination notice mean you're stuck for at least a quarter even if things go sideways.

7. How often do prices change, and how much notice do I get?

Annual increases are normal. Mid-year surprise surcharges are not.

On operations

8. What's your same-day ship cutoff, and does it move during peak?

A 1pm cutoff in March that becomes 9am in November is not the cutoff you signed up for.

9. What's your published order accuracy rate?

Anything under 99.5% is below industry norm. Anything above 99.9% is excellent. If they can't quote a number, they don't measure it.

10. How do you handle a mispick — who pays?

A good 3PL eats the cost of fixing their mistakes. A bad one charges you for the reship.

On the relationship

11. Who is my point of contact after I sign?

If the answer is 'a ticketing system,' expect to feel like a ticket number. If it's a named person, ask how many other accounts they manage. Above 50 is a red flag.

12. Can I talk to a current customer my size?

If they only have references for brands 10x bigger than you, you'll be deprioritized. The reference call should be with someone whose volume looks like yours.

Use the answers, not the vibes

Sales calls trade on impression. The 3PL with the best slide deck isn't necessarily the best partner. The 3PL that answered all 12 questions plainly, in writing, almost certainly is.