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A practical method for quoting breakbulk and high and heavy cargo on RoRo vessels, using agreed pricing rules, equipment fit and clear assumptions.

Written for: Commercial directors, pricing teams and sales at RoRo and PCTC carriers

Contents
  1. The five steps
  2. Start with the agreed pricing basis
  3. Check equipment fit before committing
  4. Build a traceable quote
  5. Price is not the last question
  6. Why this capability matters

A request arrives for a 60-tonne transformer on a roll trailer. Before sales can quote, the team needs its transport dimensions, the handling arrangement and a suitable sailing. A rate alone does not settle the price.

Most errors on static cargo quotes come from the same three gaps: the wrong pricing basis, equipment nobody checked, and charges added after the quote has gone. All three are avoidable if the quote is built in the right order.

The five steps

Five steps to a traceable quote

  1. CaptureCargo, dimensions, weight and handling needs
  2. Confirm basisTariff or contract rule, minimums
  3. Check fitCargo with its equipment against clearances
  4. CalculateFreight plus the charges that apply
  5. ReleaseWith validity, assumptions and approvals
Cargo and equipment dimensions Side view of a static unit on a roll trailer. Transport length and height are measured including the trailer. Height is compared with the deck clearance, and combined weight with the deck and ramp limits. Deck or ramp clearance Static unit Roll trailer or cassette Transport length, including equipment Transport height, incl. trailer Combined weight vs deck and ramp limits
  • Transport length including the trailer or cassette
  • Transport height including the trailer deck, against deck and ramp clearance
  • Combined weight of unit and equipment, against deck and ramp limits
  • Width including supports, against lane and door width
IllustrativeThe dimensions that matter commercially, measured with the equipment. A commercial fit check does not replace the specialists' loading, securing or stability approval.

Start with the agreed pricing basis

Use the basis defined in the applicable tariff or contract. Breakbulk and H&H rates may use weight, volume (CBM), square metres of deck or a unit rate.

Where W/M is defined as one metric tonne or one cubic metre, whichever gives the higher charge at the stated rate, compare those two quantities. Check the agreement for conversion factors, minimum charges and measurement rules. Do not apply W/M automatically to every breakbulk shipment.

Keep the selected rule and its source with the quote, so a colleague can reproduce the calculation.

Check equipment fit before committing

Equipment fit means checking the cargo together with its handling equipment against the planned transport. Confirm:

  • Transport dimensions, including supports and equipment, against the relevant clearances.
  • Cargo and equipment weight against the applicable limits.
  • The handling equipment required and whether it is available.
  • Any operational acceptance still needed for the vessel and route.

Build a traceable quote

Apply the agreed rate to the chargeable quantity. Add the applicable charges, record what is included and state assumptions or exclusions. Static cargo pricing: a checklist for Mafi, lashing and handling charges covers the charge check in detail.

Release the quote with its validity, assumptions and any approvals still outstanding. A quote someone else can rebuild from its own notes is a quote you can defend when the invoice is questioned.

Price is not the last question

Whether the cargo is the best use of scarce capacity is a separate commercial decision. A unit can be priced correctly and still earn less than the cargo it displaces. Pricing scarce deck capacity covers that comparison.

Why this capability matters

Breakbulk and H&H quotes take longer than car quotes and carry more risk. When the method depends on one experienced person and a spreadsheet, quote speed and consistency depend on that person being available. A shared, traceable method lets more of the team quote correctly and lets management see what was priced and why.

Related reading

Trace one recent quote

Take one recent breakbulk or H&H quote and trace its cargo data, rate rule and charge assumptions. Bring the points that needed manual judgement to a conversation with us.

Cartagena builds these capabilities together with each customer, as tailored solutions on the Microsoft platform.

Talk about pricing