Definition
Contract freight is capacity and price agreed for a period (with or without a volume minimum). Spot freight is buying capacity for a specific shipment at the market price of the moment, without a long-term commitment.
Your Monterrey–Mexico City contract is $19,500. A 30-trip spike buys spot at $27,000 “because there is no choice.” By month end, 22% of volume was spot and nobody knows if the contract failed on capacity or planning.
This guide gives you a mix matrix, typical Mexico numbers, and steps to tender with discipline. Related: TMS vs agents and OTIF.
Spot vs contract mix matrix (Mexico)
Design mix by lane, not by a blanket policy. A daily QRO–GDL lane is not governed like a biweekly border lane.
Daily, stable volume
Suggested mix: 80–90% contract
Alert signal: Spot >20% for 2 weeks
Action: Renegotiate capacity
Retail with monthly peaks
Suggested mix: 70% contract + planned spot
Alert signal: Spot with no ceiling
Action: Pre-tender peak D−7
New / trial lane
Suggested mix: 40–60% spot at start
Alert signal: Eternal spot >90 days
Action: Convert to contract
High-risk route
Suggested mix: Contract with vetted carriers
Alert signal: Unknown spot carrier
Action: Block in TMS
Contract OTIF failure
Suggested mix: Selective quality spot
Alert signal: Punish on price only
Action: AND scorecard
Typical spread numbers in Mexico
On dense corridors (Bajío–Mexico City, MTY–Saltillo), normal-day spot may sit −5% to +10% vs contract. In peaks or weather/blockages, +20% to +50% within 48–72 h is common.
A shipper with $12M MXN/month freight leaving 35% in uncapped spot may pay $400–800k MXN/month avoidable if seasonality had been pre-contracted.
Mix myths and mistakes
1.Myth: “Contract is always cheaper”
A poorly negotiated contract or missed minimum can cost more than disciplined spot. Measure landed cost + OTIF.
2.Mistake: Spot with no reason in the TMS
If you do not tag why you went spot, you cannot fix the cause (forecast, no-show, slow tender).
Mandatory field: spot reason
3.Myth: “More spot carriers = safer”
Expanding to unvetted carriers destroys OTIF and raises theft risk. Panel quality > quantity.
4.Mistake: Ignoring OTIF impact
A $2,000 spot “save” that arrives Late costs the slot. Tie spot to the OTIF scorecard.
Govern the mix in 5 steps
Select a step to see detail
Step detail · 01
Set target % by lane
Step 1
How agents accelerate a healthy mix
A tendering agent quotes the contract panel first and opens spot only if response SLA or capacity breaks. It leaves a trail for audit (3PL case).
Spot stops being “who answered WhatsApp” and becomes a portfolio tool again.
Key takeaways5 points
- Contract = committed rate and capacity for a validity window; spot = per-shipment market price.
- Healthy MX mix on stable lanes: 70–85% contract + 15–30% spot for peaks; invert on volatile or new lanes.
- Friday’s “cheap” spot is often Monday’s OTIF pain: filler carriers and soft appointments.
- The TMS should record the spot reason (peak, contract fail, lost tender) so panic does not become normal.
- Without a rate-card anchor, spot cannot be governed or audited.
Govern your spot–contract mix with data
Frequently asked questions
Buying capacity for a specific trip at the market price of the moment, without a long-term commitment.
Rate and/or capacity agreed for a period, with validity rules, minimums, and often a service scorecard.
On stable lanes, 70–85% contract and 15–30% spot for peaks often works. Adjust for volatility and risk.
In peaks, usually yes. In troughs it can be flat or lower. Govern with ceilings and OTIF, not anecdotes.
Rate-card anchor, mix % by lane, spot reason, over-ceiling approvals, and contract-vs-spot scorecard.
Multi-carrier tendering that prefers contract, spot ceilings, and evidence to audit price and service deviations.