I’m continually puzzled by our industry’s approach to contracts.  Few carriers feel the need to have contracts with customers, and many flat-out refuse to see the value in them.  We have no problem spending millions of dollars in equipment so a customer can “try us out.”  If he doesn’t like us, we expect him to cordially return the iron so it can rot against the fence until sales can find some other “tryout” customer. I was never a ...

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