@heyai-rules/pilo-masterkit 1.2.2 → 2.1.0

package/.agent/skills/brand-voice/SKILL.md

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+---
+name: brand-voice
+description: Build a source-derived writing style profile from real posts, essays, launch notes, docs, or site copy, then reuse that profile across content, outreach, and social workflows. Use when the user wants voice consistency without generic AI writing tropes.
+origin: ECC
+---
+
+# Brand Voice
+
+Build a durable voice profile from real source material, then use that profile everywhere instead of re-deriving style from scratch or defaulting to generic AI copy.
+
+## When to Activate
+
+- the user wants content or outreach in a specific voice
+- writing for X, LinkedIn, email, launch posts, threads, or product updates
+- adapting a known author's tone across channels
+- the existing content lane needs a reusable style system instead of one-off mimicry
+
+## Source Priority
+
+Use the strongest real source set available, in this order:
+
+1. recent original X posts and threads
+2. articles, essays, memos, launch notes, or newsletters
+3. real outbound emails or DMs that worked
+4. product docs, changelogs, README framing, and site copy
+
+Do not use generic platform exemplars as source material.
+
+## Collection Workflow
+
+1. Gather 5 to 20 representative samples when available.
+2. Prefer recent material over old material unless the user says the older writing is more canonical.
+3. Separate "public launch voice" from "private working voice" if the source set clearly splits.
+4. If live X access is available, use `x-api` to pull recent original posts before drafting.
+5. If site copy matters, include the current ECC landing page and repo/plugin framing.
+
+## What to Extract
+
+- rhythm and sentence length
+- compression vs explanation
+- capitalization norms
+- parenthetical use
+- question frequency and purpose
+- how sharply claims are made
+- how often numbers, mechanisms, or receipts show up
+- how transitions work
+- what the author never does
+
+## Output Contract
+
+Produce a reusable `VOICE PROFILE` block that downstream skills can consume directly. Use the schema in [references/voice-profile-schema.md](references/voice-profile-schema.md).
+
+Keep the profile structured and short enough to reuse in session context. The point is not literary criticism. The point is operational reuse.
+
+## Affaan / ECC Defaults
+
+If the user wants Affaan / ECC voice and live sources are thin, start here unless newer source material overrides it:
+
+- direct, compressed, concrete
+- specifics, mechanisms, receipts, and numbers beat adjectives
+- parentheticals are for qualification, narrowing, or over-clarification
+- capitalization is conventional unless there is a real reason to break it
+- questions are rare and should not be used as bait
+- tone can be sharp, blunt, skeptical, or dry
+- transitions should feel earned, not smoothed over
+
+## Hard Bans
+
+Delete and rewrite any of these:
+
+- fake curiosity hooks
+- "not X, just Y"
+- "no fluff"
+- forced lowercase
+- LinkedIn thought-leader cadence
+- bait questions
+- "Excited to share"
+- generic founder-journey filler
+- corny parentheticals
+
+## Persistence Rules
+
+- Reuse the latest confirmed `VOICE PROFILE` across related tasks in the same session.
+- If the user asks for a durable artifact, save the profile in the requested workspace location or memory surface.
+- Do not create repo-tracked files that store personal voice fingerprints unless the user explicitly asks for that.
+
+## Downstream Use
+
+Use this skill before or inside:
+
+- `content-engine`
+- `crosspost`
+- `lead-intelligence`
+- article or launch writing
+- cold or warm outbound across X, LinkedIn, and email
+
+If another skill already has a partial voice capture section, this skill is the canonical source of truth.

package/.agent/skills/brand-voice/references/voice-profile-schema.md

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+# Voice Profile Schema
+
+Use this exact structure when building a reusable voice profile:
+
+```text
+VOICE PROFILE
+=============
+Author:
+Goal:
+Confidence:
+
+Source Set
+- source 1
+- source 2
+- source 3
+
+Rhythm
+- short note on sentence length, pacing, and fragmentation
+
+Compression
+- how dense or explanatory the writing is
+
+Capitalization
+- conventional, mixed, or situational
+
+Parentheticals
+- how they are used and how they are not used
+
+Question Use
+- rare, frequent, rhetorical, direct, or mostly absent
+
+Claim Style
+- how claims are framed, supported, and sharpened
+
+Preferred Moves
+- concrete moves the author does use
+
+Banned Moves
+- specific patterns the author does not use
+
+CTA Rules
+- how, when, or whether to close with asks
+
+Channel Notes
+- X:
+- LinkedIn:
+- Email:
+```
+
+Guidelines:
+
+- Keep the profile concrete and source-backed.
+- Use short bullets, not essay paragraphs.
+- Every banned move should be observable in the source set or explicitly requested by the user.
+- If the source set conflicts, call out the split instead of averaging it into mush.

package/.agent/skills/browser-qa/SKILL.md

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+---
+name: browser-qa
+description: Use this skill to automate visual testing and UI interaction verification using browser automation after deploying features.
+origin: ECC
+---
+
+# Browser QA — Automated Visual Testing & Interaction
+
+## When to Use
+
+- After deploying a feature to staging/preview
+- When you need to verify UI behavior across pages
+- Before shipping — confirm layouts, forms, interactions actually work
+- When reviewing PRs that touch frontend code
+- Accessibility audits and responsive testing
+
+## How It Works
+
+Uses the browser automation MCP (claude-in-chrome, Playwright, or Puppeteer) to interact with live pages like a real user.
+
+### Phase 1: Smoke Test
+```
+1. Navigate to target URL
+2. Check for console errors (filter noise: analytics, third-party)
+3. Verify no 4xx/5xx in network requests
+4. Screenshot above-the-fold on desktop + mobile viewport
+5. Check Core Web Vitals: LCP < 2.5s, CLS < 0.1, INP < 200ms
+```
+
+### Phase 2: Interaction Test
+```
+1. Click every nav link — verify no dead links
+2. Submit forms with valid data — verify success state
+3. Submit forms with invalid data — verify error state
+4. Test auth flow: login → protected page → logout
+5. Test critical user journeys (checkout, onboarding, search)
+```
+
+### Phase 3: Visual Regression
+```
+1. Screenshot key pages at 3 breakpoints (375px, 768px, 1440px)
+2. Compare against baseline screenshots (if stored)
+3. Flag layout shifts > 5px, missing elements, overflow
+4. Check dark mode if applicable
+```
+
+### Phase 4: Accessibility
+```
+1. Run axe-core or equivalent on each page
+2. Flag WCAG AA violations (contrast, labels, focus order)
+3. Verify keyboard navigation works end-to-end
+4. Check screen reader landmarks
+```
+
+## Output Format
+
+```markdown
+## QA Report — [URL] — [timestamp]
+
+### Smoke Test
+- Console errors: 0 critical, 2 warnings (analytics noise)
+- Network: all 200/304, no failures
+- Core Web Vitals: LCP 1.2s ✓, CLS 0.02 ✓, INP 89ms ✓
+
+### Interactions
+- [✓] Nav links: 12/12 working
+- [✗] Contact form: missing error state for invalid email
+- [✓] Auth flow: login/logout working
+
+### Visual
+- [✗] Hero section overflows on 375px viewport
+- [✓] Dark mode: all pages consistent
+
+### Accessibility
+- 2 AA violations: missing alt text on hero image, low contrast on footer links
+
+### Verdict: SHIP WITH FIXES (2 issues, 0 blockers)
+```
+
+## Integration
+
+Works with any browser MCP:
+- `mChild__claude-in-chrome__*` tools (preferred — uses your actual Chrome)
+- Playwright via `mcp__browserbase__*`
+- Direct Puppeteer scripts
+
+Pair with `/canary-watch` for post-deploy monitoring.

package/.agent/skills/bun-runtime/SKILL.md

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+---
+name: bun-runtime
+description: Bun as runtime, package manager, bundler, and test runner. When to choose Bun vs Node, migration notes, and Vercel support.
+origin: ECC
+---
+
+# Bun Runtime
+
+Bun is a fast all-in-one JavaScript runtime and toolkit: runtime, package manager, bundler, and test runner.
+
+## When to Use
+
+- **Prefer Bun** for: new JS/TS projects, scripts where install/run speed matters, Vercel deployments with Bun runtime, and when you want a single toolchain (run + install + test + build).
+- **Prefer Node** for: maximum ecosystem compatibility, legacy tooling that assumes Node, or when a dependency has known Bun issues.
+
+Use when: adopting Bun, migrating from Node, writing or debugging Bun scripts/tests, or configuring Bun on Vercel or other platforms.
+
+## How It Works
+
+- **Runtime**: Drop-in Node-compatible runtime (built on JavaScriptCore, implemented in Zig).
+- **Package manager**: `bun install` is significantly faster than npm/yarn. Lockfile is `bun.lock` (text) by default in current Bun; older versions used `bun.lockb` (binary).
+- **Bundler**: Built-in bundler and transpiler for apps and libraries.
+- **Test runner**: Built-in `bun test` with Jest-like API.
+
+**Migration from Node**: Replace `node script.js` with `bun run script.js` or `bun script.js`. Run `bun install` in place of `npm install`; most packages work. Use `bun run` for npm scripts; `bun x` for npx-style one-off runs. Node built-ins are supported; prefer Bun APIs where they exist for better performance.
+
+**Vercel**: Set runtime to Bun in project settings. Build: `bun run build` or `bun build ./src/index.ts --outdir=dist`. Install: `bun install --frozen-lockfile` for reproducible deploys.
+
+## Examples
+
+### Run and install
+
+```bash
+# Install dependencies (creates/updates bun.lock or bun.lockb)
+bun install
+
+# Run a script or file
+bun run dev
+bun run src/index.ts
+bun src/index.ts
+```
+
+### Scripts and env
+
+```bash
+bun run --env-file=.env dev
+FOO=bar bun run script.ts
+```
+
+### Testing
+
+```bash
+bun test
+bun test --watch
+```
+
+```typescript
+// test/example.test.ts
+import { expect, test } from "bun:test";
+
+test("add", () => {
+  expect(1 + 2).toBe(3);
+});
+```
+
+### Runtime API
+
+```typescript
+const file = Bun.file("package.json");
+const json = await file.json();
+
+Bun.serve({
+  port: 3000,
+  fetch(req) {
+    return new Response("Hello");
+  },
+});
+```
+
+## Best Practices
+
+- Commit the lockfile (`bun.lock` or `bun.lockb`) for reproducible installs.
+- Prefer `bun run` for scripts. For TypeScript, Bun runs `.ts` natively.
+- Keep dependencies up to date; Bun and the ecosystem evolve quickly.

package/.agent/skills/canary-watch/SKILL.md

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+---
+name: canary-watch
+description: Use this skill to monitor a deployed URL for regressions after deploys, merges, or dependency upgrades.
+origin: ECC
+---
+
+# Canary Watch — Post-Deploy Monitoring
+
+## When to Use
+
+- After deploying to production or staging
+- After merging a risky PR
+- When you want to verify a fix actually fixed it
+- Continuous monitoring during a launch window
+- After dependency upgrades
+
+## How It Works
+
+Monitors a deployed URL for regressions. Runs in a loop until stopped or until the watch window expires.
+
+### What It Watches
+
+```
+1. HTTP Status — is the page returning 200?
+2. Console Errors — new errors that weren't there before?
+3. Network Failures — failed API calls, 5xx responses?
+4. Performance — LCP/CLS/INP regression vs baseline?
+5. Content — did key elements disappear? (h1, nav, footer, CTA)
+6. API Health — are critical endpoints responding within SLA?
+```
+
+### Watch Modes
+
+**Quick check** (default): single pass, report results
+```
+/canary-watch https://myapp.com
+```
+
+**Sustained watch**: check every N minutes for M hours
+```
+/canary-watch https://myapp.com --interval 5m --duration 2h
+```
+
+**Diff mode**: compare staging vs production
+```
+/canary-watch --compare https://staging.myapp.com https://myapp.com
+```
+
+### Alert Thresholds
+
+```yaml
+critical:  # immediate alert
+  - HTTP status != 200
+  - Console error count > 5 (new errors only)
+  - LCP > 4s
+  - API endpoint returns 5xx
+
+warning:   # flag in report
+  - LCP increased > 500ms from baseline
+  - CLS > 0.1
+  - New console warnings
+  - Response time > 2x baseline
+
+info:      # log only
+  - Minor performance variance
+  - New network requests (third-party scripts added?)
+```
+
+### Notifications
+
+When a critical threshold is crossed:
+- Desktop notification (macOS/Linux)
+- Optional: Slack/Discord webhook
+- Log to `~/.claude/canary-watch.log`
+
+## Output
+
+```markdown
+## Canary Report — myapp.com — 2026-03-23 03:15 PST
+
+### Status: HEALTHY ✓
+
+| Check | Result | Baseline | Delta |
+|-------|--------|----------|-------|
+| HTTP | 200 ✓ | 200 | — |
+| Console errors | 0 ✓ | 0 | — |
+| LCP | 1.8s ✓ | 1.6s | +200ms |
+| CLS | 0.01 ✓ | 0.01 | — |
+| API /health | 145ms ✓ | 120ms | +25ms |
+
+### No regressions detected. Deploy is clean.
+```
+
+## Integration
+
+Pair with:
+- `/browser-qa` for pre-deploy verification
+- Hooks: add as a PostToolUse hook on `git push` to auto-check after deploys
+- CI: run in GitHub Actions after deploy step

package/.agent/skills/carrier-relationship-management/SKILL.md

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+---
+name: carrier-relationship-management
+description: >
+  Codified expertise for managing carrier portfolios, negotiating freight rates,
+  tracking carrier performance, allocating freight, and maintaining strategic
+  carrier relationships. Informed by transportation managers with 15+ years
+  experience. Includes scorecarding frameworks, RFP processes, market intelligence,
+  and compliance vetting. Use when managing carriers, negotiating rates, evaluating
+  carrier performance, or building freight strategies.
+license: Apache-2.0
+version: 1.0.0
+homepage: https://github.com/affaan-m/everything-claude-code
+origin: ECC
+metadata:
+  author: evos
+  clawdbot:
+    emoji: ""
+---
+
+# Carrier Relationship Management
+
+## Role and Context
+
+You are a senior transportation manager with 15+ years managing carrier portfolios ranging from 40 to 200+ active carriers across truckload, LTL, intermodal, and brokerage. You own the full lifecycle: sourcing new carriers, negotiating rates, running RFPs, building routing guides, tracking performance via scorecards, managing contract renewals, and making allocation decisions. Your systems include TMS (transportation management), rate management platforms, carrier onboarding portals, DAT/Greenscreens for market intelligence, and FMCSA SAFER for compliance. You balance cost reduction pressure against service quality, capacity security, and carrier relationship health — because when the market tightens, your carriers' willingness to cover your freight depends on how you treated them when capacity was loose.
+
+## When to Use
+
+- Onboarding a new carrier and vetting safety, insurance, and authority
+- Running an annual or lane-specific RFP for rate benchmarking
+- Building or updating carrier scorecards and performance reviews
+- Reallocating freight during tight capacity or carrier underperformance
+- Negotiating rate increases, fuel surcharges, or accessorial schedules
+
+## How It Works
+
+1. Source and vet carriers through FMCSA SAFER, insurance verification, and reference checks
+2. Structure RFPs with lane-level data, volume commitments, and scoring criteria
+3. Negotiate rates by decomposing line-haul, fuel, accessorials, and capacity guarantees
+4. Build routing guides with primary/backup assignments and auto-tender rules in TMS
+5. Track performance via weighted scorecards (on-time, claims ratio, tender acceptance, cost)
+6. Conduct quarterly business reviews and adjust allocation based on scorecard rankings
+
+## Examples
+
+- **New carrier onboarding**: Regional LTL carrier applies for your freight. Walk through FMCSA authority check, insurance certificate validation, safety score thresholds, and 90-day probationary scorecard setup.
+- **Annual RFP**: Run a 200-lane TL RFP. Structure bid packages, analyze incumbent vs. challenger rates against DAT benchmarks, and build award scenarios balancing cost savings against service risk.
+- **Tight capacity reallocation**: Primary carrier on a critical lane drops tender acceptance to 60%. Activate backup carriers, adjust routing guide priority, and negotiate a temporary capacity surcharge vs. spot market exposure.
+
+## Core Knowledge
+
+### Rate Negotiation Fundamentals
+
+Every freight rate has components that must be negotiated independently — bundling them obscures where you're overpaying:
+
+- **Base linehaul rate:** The per-mile or flat rate for dock-to-dock transportation. For truckload, benchmark against DAT or Greenscreens lane rates. For LTL, this is the discount off the carrier's published tariff (typically 70-85% discount for mid-volume shippers). Always negotiate on a lane-by-lane basis — a carrier competitive on Chicago–Dallas may be 15% over market on Atlanta–LA.
+- **Fuel surcharge (FSC):** Percentage or per-mile adder tied to the DOE national average diesel price. Negotiate the FSC table, not just the current rate. Key details: the base price trigger (what diesel price equals 0% FSC), the increment (e.g., $0.01/mile per $0.05 diesel increase), and the index lag (weekly vs. monthly adjustment). A carrier quoting a low linehaul with an aggressive FSC table can be more expensive than a higher linehaul with a standard DOE-indexed FSC.
+- **Accessorial charges:** Detention ($50-$100/hr after 2 hours free time is standard), liftgate ($75-$150), residential delivery ($75-$125), inside delivery ($100+), limited access ($50-$100), appointment scheduling ($0-$50). Negotiate free time for detention aggressively — driver detention is the #1 source of carrier invoice disputes. For LTL, watch for reweigh/reclass fees ($25-$75 per occurrence) and cubic capacity surcharges.
+- **Minimum charges:** Every carrier has a minimum per-shipment charge. For truckload, it's typically a minimum mileage (e.g., $800 for loads under 200 miles). For LTL, it's the minimum charge per shipment ($75-$150) regardless of weight or class. Negotiate minimums on short-haul lanes separately.
+- **Contract vs. spot rates:** Contract rates (awarded through RFP or negotiation, valid 6-12 months) provide cost predictability and capacity commitment. Spot rates (negotiated per load on the open market) are 10-30% higher in tight markets, 5-20% lower in soft markets. A healthy portfolio uses 75-85% contract freight and 15-25% spot. More than 30% spot means your routing guide is failing.
+
+### Carrier Scorecarding
+
+Measure what matters. A scorecard that tracks 20 metrics gets ignored; one that tracks 5 gets acted on:
+
+- **On-time delivery (OTD):** Percentage of shipments delivered within the agreed window. Target: ≥95%. Red flag: <90%. Measure pickup and delivery separately — a carrier with 98% on-time pickup and 88% on-time delivery has a linehaul or terminal problem, not a capacity problem.
+- **Tender acceptance rate:** Percentage of electronically tendered loads accepted by the carrier. Target: ≥90% for primary carriers. Red flag: <80%. A carrier that rejects 25% of tenders is consuming your operations team's time re-tendering and forcing spot market exposure. Tender acceptance below 75% on a contract lane means the rate is below market — renegotiate or reallocate.
+- **Claims ratio:** Dollar value of claims filed divided by total freight spend with the carrier. Target: <0.5% of spend. Red flag: >1.0%. Track claims frequency separately from claims severity — a carrier with one $50K claim is different from one with fifty $1K claims. The latter indicates a systemic handling problem.
+- **Invoice accuracy:** Percentage of invoices matching the contracted rate without manual correction. Target: ≥97%. Red flag: <93%. Chronic overbilling (even small amounts) signals either intentional rate testing or broken billing systems. Either way, it costs you audit labor. Carriers with <90% invoice accuracy should be on corrective action.
+- **Tender-to-pickup time:** Hours between electronic tender acceptance and actual pickup. Target: within 2 hours of requested pickup for FTL. Carriers that accept tenders but consistently pick up late are "soft rejecting" — they accept to hold the load while shopping for better freight.
+
+### Portfolio Strategy
+
+Your carrier portfolio is an investment portfolio — diversification manages risk, concentration drives leverage:
+
+- **Asset carriers vs. brokers:** Asset carriers own trucks. They provide capacity certainty, consistent service, and direct accountability — but they're less flexible on pricing and may not cover all your lanes. Brokers source capacity from thousands of small carriers. They offer pricing flexibility and lane coverage, but introduce counterparty risk (double-brokering, carrier quality variance, payment chain complexity). A typical mix is 60-70% asset carriers, 20-30% brokers, and 5-15% niche/specialty carriers as a separate bucket reserved for temperature-controlled, hazmat, oversized, or other special handling lanes.
+- **Routing guide structure:** Build a 3-deep routing guide for every lane with >2 loads/week. Primary carrier gets first tender (target: 80%+ acceptance). Secondary gets the fallback (target: 70%+ acceptance on overflow). Tertiary is your price ceiling — often a broker whose rate represents the "do not exceed" for spot procurement. For lanes with <2 loads/week, use a 2-deep guide or a regional broker with broad coverage.
+- **Lane density and carrier concentration:** Award enough volume per carrier per lane to matter to them. A carrier running 2 loads/week on your lane will prioritize you over a shipper giving them 2 loads/month. But don't give one carrier more than 40% of any single lane — a carrier exit or service failure on a concentrated lane is catastrophic. For your top 20 lanes by volume, maintain at least 3 active carriers.
+- **Small carrier value:** Carriers with 10-50 trucks often provide better service, more flexible pricing, and stronger relationships than mega-carriers. They answer the phone. Their owner-operators care about your freight. The tradeoff: less technology integration, thinner insurance, and capacity limits during peak. Use small carriers for consistent, mid-volume lanes where relationship quality matters more than surge capacity.
+
+### RFP Process
+
+A well-run freight RFP takes 8-12 weeks and touches every active and prospective carrier:
+
+- **Pre-RFP:** Analyze 12 months of shipment data. Identify lanes by volume, spend, and current service levels. Flag underperforming lanes and lanes where current rates exceed market benchmarks (DAT, Greenscreens, Chainalytics). Set targets: cost reduction percentage, service level minimums, carrier diversity goals.
+- **RFP design:** Include lane-level detail (origin/destination zip, volume range, required equipment, any special handling), current transit time expectations, accessorial requirements, payment terms, insurance minimums, and your evaluation criteria with weightings. Make carriers bid lane-by-lane — portfolio bids ("we'll give you 5% off everything") hide cross-subsidization.
+- **Bid evaluation:** Don't award on price alone. Weight cost at 40-50%, service history at 25-30%, capacity commitment at 15-20%, and operational fit at 10-15%. A carrier 3% above the lowest bid but with 97% OTD and 95% tender acceptance is cheaper than the lowest bidder with 85% OTD and 70% tender acceptance — the service failures cost more than the rate difference.
+- **Award and implementation:** Award in waves — primary carriers first, then secondary. Give carriers 2-3 weeks to operationalize new lanes before you start tendering. Run a 30-day parallel period where old and new routing guides overlap. Cut over cleanly.
+
+### Market Intelligence
+
+Rate cycles are predictable in direction, unpredictable in magnitude:
+
+- **DAT and Greenscreens:** DAT RateView provides lane-level spot and contract rate benchmarks based on broker-reported transactions. Greenscreens provides carrier-specific pricing intelligence and predictive analytics. Use both — DAT for market direction, Greenscreens for carrier-specific negotiation leverage. Neither is perfectly accurate, but both are better than negotiating blind.
+- **Freight market cycles:** The truckload market oscillates between shipper-favorable (excess capacity, falling rates, high tender acceptance) and carrier-favorable (tight capacity, rising rates, tender rejections). Cycles last 18-36 months peak-to-peak. Key indicators: DAT load-to-truck ratio (>6:1 signals tight market), OTRI (Outbound Tender Rejection Index — >10% signals carrier leverage shifting), Class 8 truck orders (leading indicator of capacity addition 6-12 months out).
+- **Seasonal patterns:** Produce season (April-July) tightens reefer capacity in the Southeast and West. Peak retail season (October-January) tightens dry van capacity nationally. The last week of each month and quarter sees volume spikes as shippers meet revenue targets. Budget RFP timing to avoid awarding contracts at the peak or trough of a cycle — award during the transition for more realistic rates.
+
+### FMCSA Compliance Vetting
+
+Every carrier in your portfolio must pass compliance screening before their first load and on a recurring quarterly basis:
+
+- **Operating authority:** Verify active MC (Motor Carrier) or FF (Freight Forwarder) authority via FMCSA SAFER. An "authorized" status that hasn't been updated in 12+ months may indicate a carrier that's technically authorized but operationally inactive. Check the "authorized for" field — a carrier authorized for "property" cannot legally carry household goods.
+- **Insurance minimums:** $750K minimum for general freight (per FMCSA §387.9), $1M for hazmat, $5M for household goods. Require $1M minimum from all carriers regardless of commodity — the FMCSA minimum of $750K doesn't cover a serious accident. Verify insurance through the FMCSA Insurance tab, not just the certificate the carrier provides — certificates can be forged or outdated.
+- **Safety rating:** FMCSA assigns Satisfactory, Conditional, or Unsatisfactory ratings based on compliance reviews. Never use a carrier with an Unsatisfactory rating. Conditional carriers require case-by-case evaluation — understand what the conditions are. Carriers with no rating ("unrated") make up the majority — use their CSA (Compliance, Safety, Accountability) scores instead. Focus on Unsafe Driving, Hours-of-Service, and Vehicle Maintenance BASICs. A carrier in the top 25% percentile (worst) on Unsafe Driving is a liability risk.
+- **Broker bond verification:** If using brokers, verify their $75K surety bond or trust fund is active. A broker whose bond has been revoked or reduced is likely in financial distress. Check the FMCSA Bond/Trust tab. Also verify the broker has contingent cargo insurance — this protects you if the broker's underlying carrier causes a loss and the carrier's insurance is insufficient.
+
+## Decision Frameworks
+
+### Carrier Selection for New Lanes
+
+When adding a new lane to your network, evaluate candidates on this decision tree:
+
+1. **Do existing portfolio carriers cover this lane?** If yes, negotiate with incumbents first — adding a new carrier for one lane introduces onboarding cost ($500-$1,500) and relationship management overhead. Offer existing carriers the new lane as incremental volume in exchange for a rate concession on an existing lane.
+2. **If no incumbent covers the lane:** Source 3-5 candidates. For lanes >500 miles, prioritize asset carriers with domicile within 100 miles of the origin. For lanes <300 miles, consider regional carriers and dedicated fleets. For infrequent lanes (<1 load/week), a broker with strong regional coverage may be the most practical option.
+3. **Evaluate:** Run FMCSA compliance check. Request 12-month service history on the specific lane from each candidate (not just their network average). Check DAT lane rates for market benchmark. Compare total cost (linehaul + FSC + expected accessorials), not just linehaul.
+4. **Trial period:** Award 30-day trial at contracted rates. Set clear KPIs: OTD ≥93%, tender acceptance ≥85%, invoice accuracy ≥95%. Review at 30 days — do not lock in a 12-month commitment without operational validation.
+
+### When to Consolidate vs. Diversify
+
+- **Consolidate (reduce carrier count) when:** You have more than 3 carriers on a lane with <5 loads/week (each carrier gets too little volume to care). Your carrier management resources are stretched. You need deeper pricing from a strategic partner (volume concentration = leverage). The market is loose and carriers are competing for your freight.
+- **Diversify (add carriers) when:** A single carrier handles >40% of a critical lane. Tender rejections are rising above 15% on a lane. You're entering peak season and need surge capacity. A carrier shows financial distress indicators (late payments to drivers reported on Carrier411, FMCSA insurance lapses, sudden driver turnover visible via CDL postings).
+
+### Spot vs. Contract Decisions
+
+- **Stay on contract when:** The spread between contract and spot is <10%. You have consistent, predictable volume. Capacity is tightening (spot rates are rising). The lane is customer-critical with tight delivery windows.
+- **Go to spot when:** Spot rates are >15% below your contract rate (market is soft). The lane is irregular (<1 load/week). You need one-time surge capacity beyond your routing guide. Your contract carrier is consistently rejecting tenders on this lane (they're effectively pricing you into spot anyway).
+- **Renegotiate contract when:** The spread between your contract rate and DAT benchmark exceeds 15% for 60+ consecutive days. A carrier's tender acceptance drops below 75% for 30 days. You've had a significant volume change (up or down) that changes the lane economics.
+
+### Carrier Exit Criteria
+
+Remove a carrier from your active routing guide when any of these thresholds are met, after documented corrective action has failed:
+
+- OTD below 85% for 60 consecutive days
+- Tender acceptance below 70% for 30 consecutive days with no communication
+- Claims ratio exceeds 2% of spend for 90 days
+- FMCSA authority revoked, insurance lapsed, or safety rating downgraded to Unsatisfactory
+- Invoice accuracy below 88% for 90 days after corrective notice
+- Discovery of double-brokering your freight
+- Evidence of financial distress: bond revocation, driver complaints on CarrierOK or Carrier411, unexplained service collapse
+
+## Key Edge Cases
+
+These are situations where standard playbook decisions lead to poor outcomes. Brief summaries are included here so you can expand them into project-specific playbooks if needed.
+
+1. **Capacity squeeze during a hurricane:** Your top carrier evacuates drivers from the Gulf Coast. Spot rates triple. The temptation is to pay any rate to move freight. The expert move: activate pre-positioned regional carriers, reroute through unaffected corridors, and negotiate multi-load commitments with spot carriers to lock a rate ceiling.
+
+2. **Double-brokering discovery:** You're told the truck that arrived isn't from the carrier on your BOL. The insurance chain may be broken and your freight is at higher risk. Do not accept the load if it hasn't departed. If in transit, document everything and demand a written explanation within 24 hours.
+
+3. **Rate renegotiation after 40% volume loss:** Your company lost a major customer and your freight volume dropped. Your carriers' contract rates were predicated on volume commitments you can no longer meet. Proactive renegotiation preserves relationships; letting carriers discover the shortfall at invoice time destroys trust.
+
+4. **Carrier financial distress indicators:** The warning signs appear months before a carrier fails: delayed driver settlements, FMCSA insurance filings changing underwriters frequently, bond amount dropping, Carrier411 complaints spiking. Reduce exposure incrementally — don't wait for the failure.
+
+5. **Mega-carrier acquisition of your niche partner:** Your best regional carrier just got acquired by a national fleet. Expect service disruption during integration, rate renegotiation attempts, and potential loss of your dedicated account manager. Secure alternative capacity before the transition completes.
+
+6. **Fuel surcharge manipulation:** A carrier proposes an artificially low base rate with an aggressive FSC schedule that inflates the total cost above market. Always model total cost across a range of diesel prices ($3.50, $4.00, $4.50/gal) to expose this tactic.
+
+7. **Detention and accessorial disputes at scale:** When detention charges represent >5% of a carrier's total billing, the root cause is usually shipper facility operations, not carrier overcharging. Address the operational issue before disputing the charges — or lose the carrier.
+
+## Communication Patterns
+
+### Rate Negotiation Tone
+
+Rate negotiations are long-term relationship conversations, not one-time transactions. Calibrate tone:
+
+- **Opening position:** Lead with data, not demands. "DAT shows this lane averaging $2.15/mile over the last 90 days. Our current contract is $2.45. We'd like to discuss alignment." Never say "your rate is too high" — say "the market has shifted and we want to make sure we're in a competitive position together."
+- **Counter-offers:** Acknowledge the carrier's perspective. "We understand driver pay increases are real. Let's find a number that keeps this lane attractive for your drivers while keeping us competitive." Meet in the middle on base rate, negotiate harder on accessorials and FSC table.
+- **Annual reviews:** Frame as partnership check-ins, not cost-cutting exercises. Share your volume forecast, growth plans, and lane changes. Ask what you can do operationally to help the carrier (faster dock times, consistent scheduling, drop-trailer programs). Carriers give better rates to shippers who make their drivers' lives easier.
+
+### Performance Reviews
+
+- **Positive reviews:** Be specific. "Your 97% OTD on the Chicago–Dallas lane saved us approximately $45K in expedite costs this quarter. We're increasing your allocation from 60% to 75% on that lane." Carriers invest in relationships that reward performance.
+- **Corrective reviews:** Lead with data, not accusations. Present the scorecard. Identify the specific metrics below threshold. Ask for a corrective action plan with a 30/60/90-day timeline. Set a clear consequence: "If OTD on this lane doesn't reach 92% by the 60-day mark, we'll need to shift 50% of volume to an alternate carrier."
+
+Use the review patterns above as a base and adapt the language to your carrier contracts, escalation paths, and customer commitments.
+
+## Escalation Protocols
+
+### Automatic Escalation Triggers
+
+| Trigger | Action | Timeline |
+|---|---|---|
+| Carrier tender acceptance drops below 70% for 2 consecutive weeks | Notify procurement, schedule carrier call | Within 48 hours |
+| Spot spend exceeds 30% of lane budget for any lane | Review routing guide, initiate carrier sourcing | Within 1 week |
+| Carrier FMCSA authority or insurance lapses | Immediately suspend tendering, notify operations | Within 1 hour |
+| Single carrier controls >50% of a critical lane | Initiate secondary carrier qualification | Within 2 weeks |
+| Claims ratio exceeds 1.5% for any carrier for 60+ days | Schedule formal performance review | Within 1 week |
+| Rate variance >20% from DAT benchmark on 5+ lanes | Initiate contract renegotiation or mini-bid | Within 2 weeks |
+| Carrier reports driver shortage or service disruption | Activate backup carriers, increase monitoring | Within 4 hours |
+| Double-brokering confirmed on any load | Immediate carrier suspension, compliance review | Within 2 hours |
+
+### Escalation Chain
+
+Analyst → Transportation Manager (48 hours) → Director of Transportation (1 week) → VP Supply Chain (persistent issue or >$100K exposure)
+
+## Performance Indicators
+
+Track weekly, review monthly with carrier management team, share quarterly with carriers:
+
+| Metric | Target | Red Flag |
+|---|---|---|
+| Contract rate vs. DAT benchmark | Within ±8% | >15% premium or discount |
+| Routing guide compliance (% of freight on guide) | ≥85% | <70% |
+| Primary tender acceptance | ≥90% | <80% |
+| Weighted average OTD across portfolio | ≥95% | <90% |
+| Carrier portfolio claims ratio | <0.5% of spend | >1.0% |
+| Average carrier invoice accuracy | ≥97% | <93% |
+| Spot freight percentage | <20% | >30% |
+| RFP cycle time (launch to implementation) | ≤12 weeks | >16 weeks |
+
+## Additional Resources
+
+- Track carrier scorecards, exception trends, and routing-guide compliance in the same operating review so pricing and service decisions stay tied together.
+- Capture your organization's preferred negotiation positions, accessorial guardrails, and escalation triggers alongside this skill before using it in production.