In food the loss isn't a percentage: it is the whole load. That is why this client doesn't argue about the price of the service, they argue about reliability.
A trip that warms up is a trip lost.
The supermarket receives in one time slot and not another.
The end customer demands the record of the trip.
Urban distribution with dozens of drops.
Where records must be shown, not explanations.
Thin margins and many deliveries.
Exact words you can use on the visit. No jargon.
“If the temperature rises, you find out in time to save the load.”
“And when the supermarket asks for the trip record, you send it as a file.”
You resell under your own brand. This is who it works for, and with what argument.
Temperature with alerts and records.
The day's distribution routes.
Evidence per trip and per delivery.
Alert to the delivery point.
Because one failure costs them far more than the service.