Customs Overview

Control the Border. Capture the Margin. Reduce the Friction.

Why Customs Matters

Customs brokerage is not an add-on service.

It:

• Improves shipment visibility, including shipments moved via other freight brokers and carriers
• Reduces border delays
• Strengthens customer retention
• Captures additional revenue
• Creates strategic differentiation

When brokerage and freight work together, customers experience fewer surprises.

When to Introduce Brokerage

Introduce brokerage when:

• Customer imports into Canada or U.S.
• Customer experiences customs delays
• Customer uses multiple brokers or carriers
• Customer lacks visibility into duties/taxes
• Cross-border LTL, TL or parcel is frequent

Do not wait for a problem to arise.

Position brokerage proactively.

Your Role as an Agent

You are not the broker.

You are the relationship owner.

Your responsibility:

• Identify import/export flows
• Introduce brokerage capability
• Gather preliminary information
• Coordinate onboarding
• Maintain margin awareness

Do not:

• Provide technical customs advice
• Classify HS codes
• Interpret regulatory rulings

Escalate to the licensed brokerage team.

Brokerage Onboarding Process

Step 1 – Introduce brokerage
Step 2 – Brokerage team engages customer
Step 3 – Power of Attorney (POA) executed
Step 4 – Account setup
Step 5 – First clearance

The brokerage team manages:

• Licensing
• CARM / CBSA compliance
• Government filings
• Documentation validation
• Regulatory interface

Margin & Revenue Model

Brokerage creates:

• Clearance fees
• Disbursement handling fees
• Value-added compliance services

Commission structure follows your assigned tier.

Brokerage revenue is governed by the same discipline as freight.

Risk & Compliance Reminder

Customs errors can:

• Delay freight
• Trigger penalties
• Damage customer relationships

Professional escalation is mandatory.

If uncertain — escalate immediately.

How Customs Strengthens Your Position

When you control:

Freight + Brokerage + Technology

You become more difficult to replace.

Integrated service increases retention and share-of-wallet.

Border control is strategic.

Position it responsibly.