Why a market rate is not a price
Many carriers in Tashkent and the regions anchor their prices to what they see in Telegram groups and freight boards. The trouble is that the lowest offers are usually the most visible ones. Matching them without knowing your own costs keeps the vehicle busy while the margin disappears.
A market rate is a reference point, not a foundation. The foundation is your cost per kilometre and per hour for each vehicle type, from a small van doing city deliveries to a heavy truck on a long intercity run.
What goes into the cost of a trip
Split costs into groups so you can see which ones grow with distance and which ones you pay even when the vehicle is parked.
- Variable costs: fuel or gas, tyres, maintenance and repairs, oil and consumables. Calculate them per kilometre from several months of real data, not from manufacturer norms.
- Fixed costs: depreciation or leasing payments, insurance, taxes and fees, parking, tracking and communication, inspections, permits and licences. Spread them across working days or trips.
- Driver costs: pay, taxes, per diem, lodging and meals on long routes. Pay per trip or per kilometre is variable; a fixed salary is a fixed cost.
Empty returns, waiting time and load
The most common hidden loss is the return leg. If the truck delivers and comes back empty, someone pays for that fuel and those hours, and if it is not the customer, it is you. Either build the return into the price or reduce it by finding backhaul cargo, combining orders and taking groupage loads.
For shared loads, price by the share of space used: weight, volume or number of pallets. Time also needs a price. A short city job with traffic, loading delays and waiting can tie up a driver longer than a clean highway run, so charge for time as well as distance.
Pricing methods: per km, per hour, fixed route
Most carriers do best with a mix. City orders often work with a minimum call-out fee plus time and distance. Regular routes suit a fixed price the customer knows in advance. Intercity trips can be priced per kilometre, as long as waiting and the empty return are counted separately.
Always set a minimum order. Even a short job occupies a driver and a vehicle, and it cannot be priced as if it cost nothing.
Surcharges, extras and payment terms
Special conditions raise costs and should show up in the price. Fragile goods need careful packing and handling, temperature-controlled cargo needs a refrigerated unit, oversize and heavy loads need special equipment and permits, and dangerous or valuable goods need licences, insurance or security. Urgent delivery often means a dedicated vehicle and night or weekend work, so it costs more than a standard order.
List extras on separate lines: loading and unloading, helpers, packing, storage, paperwork, cargo insurance. The customer sees what they pay for and argues less. International trips add customs, permits, tolls, border waiting time and currency risk, so prices are often fixed in a foreign currency or tied to an exchange rate.
Payment terms matter too. Giving a corporate client a deferred payment means financing them with your own money. Price that in, or offer different rates for prepayment and for deferred payment.
Avoiding price disputes
Most disputes come from surprise add-ons. When you take an order, ask for addresses, cargo details, floor, lift access and timing. Give an estimate and say clearly what would change it, such as long waiting or an extra stop. A short confirmation message in Telegram resolves most arguments before they start.
Building the tariff and keeping it current
Calculate cost per kilometre and per hour for each vehicle type, set a minimum order, add surcharges for urgency and special conditions, then describe extras separately. Only then compare with the market and adjust. Review the tariff whenever fuel, spare parts or tyre prices move, otherwise the margin erodes quietly.
If you want a second pair of eyes, markdev works with business owners in Uzbekistan on marketing strategy, from positioning and tariff structure to attracting customers. Tell us about your task and we will discuss where to start.
FAQ
Where should I start when calculating a transport tariff?
With your cost per kilometre and per hour for each vehicle type: fuel, tyres, maintenance, depreciation or leasing, insurance, taxes and driver pay. Compare with the market only after that.
How do I account for empty return trips?
Include the cost of the return leg in the price, or reduce it by finding backhaul cargo, combining orders and taking groupage loads. Ignoring it quietly eats your profit.
Should extra services be priced separately?
Yes. Loading, packing, storage, documents and insurance on separate lines make the quote transparent and help the customer understand what they are paying for.
How often should I revise my rates?
Whenever fuel, spare parts, tyres or leasing payments change noticeably. It helps to set a routine check of actual costs against the tariff.
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