Parcel Strategy Playbook: Building Carrier Trust & Unlocking Better Rates

In this episode, Glenn Gooding is joined by Chad Warzecha, President of NXTPoint Logistics, for a tactical conversation on what it takes to build a carrier-aligned parcel program.

Using the framework of value creation, credibility, and trust, Chad shares how 3PLs can create more leverage by thinking less transactionally and more strategically. From understanding package-level detail (PLD) to managing how your volume aligns with carrier networks, Chad outlines the avoidable missteps that erode negotiating power and how to shift toward long-term growth.

They also dig into how over-diversification can hurt rate positions, why contracts are signals, and what real commitment looks like to a carrier. With examples from NXTPoint’s national delivery network, the episode offers practical insight into building resilient, scalable logistics programs that serve both the brand and the carrier.