What DTC brands actually ask a 3PL before signing

We analyzed 200 recent RFPs sent to 3PLs by DTC and e-commerce brands to see what actually drives a shortlist decision. Pricing, historically the headline question, has fallen to third place.

The top questions, in order

Why visibility now beats price

Brands that have already been burned by a 3PL relationship describe the same failure mode: not knowing what's happening to their inventory in real time. A cheaper 3PL that requires an email for every stock check now reads as a bigger risk than a slightly pricier one with a live, branded dashboard.

What this means if you're pitching

Lead your pitch with what the client can see and control, not just what you charge. The RFPs in our sample that led with portal screenshots and live-tracking demos converted at a meaningfully higher rate than those leading with a rate card.