Dealing with Brokers and Detention?

I had a Carrier email me this past week about an issue she was having with detention, and I wanted to share with you her situation to help paint a picture for you so you can solve this same problem when you inevitably run into it. 

EMAIL FROM CARRIER TO PAUL:

Good morning Paul, I have a quick question for you. I have a load that just delivered and the total on Rate Con was $550. My Driver sat at the pickup for almost 5 hours yesterday. I have been requesting an updated Rate Con from the Broker to add detention since yesterday and have yet to receive it. The Rate Con states POD to be sent upon delivery and now they are requesting it. The problem is I have been burned twice in the last week on detention so now I am hesitant to send it over without getting an updated Rate Con. This Broker has never burned me however it is sketchy that it is this difficult to get me a new Rate Con. What should I do?

MY EMAIL REPLY BACK TO THE CARRIER:

Good Morning Tammy, what I suggest you do is call the Broker and get him/her on the phone and tell them... "I have your POD in my hand and I'm ready to send it to you right now with one click via email, but you own me $150 in detention and I'm not going to click this and send it to you until you send me a revised Rate Con with the added detention for 3 hours (3 hrs X $50 per hr). If you can't send me the updated Rate Con with the detention added I will then need to talk to your manager. I need to be compensated for the LOSS OF USE OF TIME for my truck sitting due to detention at the shipper." Tammy... this is word for word what I would say to the Broker when you get them on the phone.

Conclusion:

This is a pretty good leverage approach to use when dealing with a sketchy Broker. As always, you catch more flies with honey than you do with vinegar. Be professional with the Brokers and let them know you mean business without being a jerk. Follow the Four C's (Be Cool, Calm, Confident, and in Control of yourself). If you can follow this approach, you will get the results you want.