Strategies for working with good brokers and carriers

[iceroad2]

Good day everyone,

I run a small fleet carrier couple trucks, couple trailers. I focus on refrigerated haulage (i have RGN, flat, step, tarping, over length, over width, over height, multi axle heavy experience as well). I've been operating for a few years and was a company driver / o/o before going on my own.

I am looking for advice (hopefully posting in the right forum) on working with actual legit customers / carriers / brokers on finding freight. I often get the answer of " sorry call back when you have 5 , 10 , 15 trailers etc., doesn't seem to matter how much i expand i'm always too small" we focus heavy on maintenance and washing, have almost no inspections due to that it seems ( one level 2 and two level 1s) this seems to affect me in being able to on board with the big carriers as they all want 5 or more level 1 inspections.

I'd like to run one of my trucks within Canada (we do run U. S.). I would prefer to run BC to AB ringers or BC to SK,MB ringers (both tandem and tri axle trailer options available and of course can do power only as well).

I've tried some load boards but I am not interested in the "race to the bottom" rate game.

Open to comments, suggestions, etc

Thanks for reading!

 

[Jim L]

First of all; welcome. Being on this site is the first best thing to start with. Almost every post on this site is either advise on how to do something correct or complaining about something that is not correct in this industry that you can avoid.
As for your challenges with getting onboarded with the right people - that's tough. We are in a freight recession and not many people are interested in broadening their horizons with new carriers. There have been too many instances of people getting burned one way or another. You may have to 'race to the bottom' for a while and get yourself in with some big mega brokers that are ok with your size. Stay leery of the guy trying to screw you because of your size.
Keep calling and maybe physically meet with people. Unfortunately, other than that there is no real good answer on how to get your foot in the door and on the road to success in today's market.

 

[Freight Broker]

Yes,what Jim said. I would add that being a small carrier has its positives. I find the smaller guys easier to work with.. there’s less chance of a misunderstanding. Nothing wrong with being a one or two truck carrier..

 

[Igor Galanter]

Welcome from one man show as well!
As @Jim L says, your are on the right track coming over here. Saying that from my own experience..
There are a good bunch of good folks over here you may be able to hook up with.
Do not be greedy, be service oriented and very patient.
On the side note, see if you can run local and regional as well, that may help as well.
Best of luck!

 

[iceroad2]

Wow, thank you for the response everyone, i appreciate the feedback! I do understand we are in a freight recession so that is probably quite a limiting factor. I am for sure open to working with any good brokers / partner carriers, if anyone has a suggestion on who to work with let me know!

 

[Michael Ludwig]

Ask someone like @Freight Broker or @MikeJr what it takes for someone in your shoes to work for people like them.
As for partner carriers, there are a few of us on here that participate in partner programs. Usually it's a two-way street in that you have freight I need and I have freight that you need, but sometimes it's simply I need more short-term iron, and I don't want to buy it or hire it as an O/O.

 

[MikeJr]

I find when building a relationship with a new customer or vendor there are some things you can do to make hooking up easier.
Have your setup package of documents ready to go, and make it legible. Not a copy of a scan of a copy and upside down.
Speak honestly and clearly about what you need from your customer to do your job, everyone has different needs.
Ensure everyone in your organization has a full and complete email signature including a direct line to the person sending that email. I want to know who I'm dealing with.
Maybe put your after hours number in your email signature also. Who hasn't had an after hours emergency and neglected to get that information in advance.
Then, do as you promised you would. That means maintaining your equipment to avoid breakdowns as much as possible and hiring competent drivers who pay their taxes.
Treat everyone you talk to on the phone, by email or face to face as a human being, sometimes things happen, be upset with the situation but remember the other guy/gal isn't having a great day either. If on the other hand, someone is trying to take advantage of you come down with an iron fist.
Do these things and your customers will love working with you.

Best of luck to you, and keep well,
Mike

 

[Rob]

What Mike said and SAY NO TO CHEAP FREIGHT.. It sits a couple days amazing how the money gets found.

 

[MikeJr]

I knew I was missing one of the most important points...
Thanks Rob!

 

[iceroad2]

Thank you for the great info, I definitely have incorporated a lot of those into my operation already (email signatures, my direct phone line, etc) not running my own domain yet so that bothers me (doesn't look as professional).

I am really attempting to set my carrier apart from the others, it really really grinds my gears... seeing another carrier pull into a customer parking lot with front bumper broken dragging on the ground, the caution reefer light on and still getting loaded, etc.... i'm doing my best to operate a legit carrier in a market where the opposite seems to be the norm. The days can be really tough as mentioned in this freight recession but i've been playing with trucks since the day i could walk and i truly do have an extreme amount of motivation to get through it to the top.

annnddddd yup.. SAY NO TO CHEAP FREIGHT!

 

[loaders]

Speaking as a freight broker, I would strongly recommend that you try to develop your own base of direct shippers. Do not rely on freight obtained from brokers as your major source of revenue. A couple of extra skids here and there, a FL when necessary to get close to your own shippers freight or an emergency load to get back home quickly to service your own customer. If you are fortunate enough to match up with a reputable broker ( there are still quite a few of us out there) on a repetitive lane, great, that’s a bonus. Relying too heavily on brokered freight can increase your exposure to the bad actors.

 

[iceroad2]

Speaking as a freight broker, I would strongly recommend that you try to develop your own base of direct shippers. Do not rely on freight obtained from brokers as your major source of revenue. A couple of extra skids here and there, a FL when necessary to get close to your own shippers freight or an emergency load to get back home quickly to service your own customer. If you are fortunate enough to match up with a reputable broker ( there are still quite a few of us out there) on a repetitive lane, great, that’s a bonus. Relying too heavily on brokered freight can increase your exposure to the bad actors.

I am working on the goal of having direct shippers, to maintain the relationships and provide best service possible but it's for sure no easy task. I find it tough to find the reputable brokers to work with as they seem to lay low unless needing an additional carrier (which totally makes sense to use the same guys they have worked with for years). To add to that point to run a load board that is really expensive per month for a small carrier in a freight recession... well you see my point! i am not here to rant but I think this is and will be a good thread of info for others as well in the future.

As freight brokers what would peak your interest the most about a carrier during a "cold call" from a carrier?

 

[EricG]

As freight brokers what would peak your interest the most about a carrier during a "cold call" from a carrier?

As we are a carrier, my perspective is that of regional carrier..... I get calls on a daily basis from freight brokers. I've been in this industry a while, and the majority of brokers that actually turn out to be decent accounts are typically the ones that call and lead with "I've seen a lot of your trucks on the road, seems like you guys are everywhere, I think you maybe able to help us in the GTA" Those types of brokers i find tend to generate revenue to the carrier, are well aware of the industry, and aren't necessary looking for the cheapest rate. These types of brokers employ staff who are watching the roads on the way to work, reading the names of carriers, making a mental note.... IMO its always better to call the carrier who you KNOW has trucks because you've seem them on road... saves one aspect of due diligence, but still doesn't make it a "safe" carrier to use nowadays.

same principal somewhat applies to direct clients, they see our trucks in a certain parking lot or business on a multiple times a day, and it prompts a phone call... the good ones are interested in service and availability which they see with their own two eyes, because your at their building daily, the cost centric ones always lead with something like "since your already picking up from a neighboring unit and I ship a few times a week, I need a deal....." those types of statements usually appear in the first 5 mins of a convo.

Take a guess which type of client above typically pays within 30 and won't drop you when the next guy comes knocking charging 10% less in his unlabeled rust buckets.

 

[Igor Galanter]

Totally agree with above observations and have a couple of my own..
Firstly, try to find a time to participate in this forum regularly, so members here will have a chance to feel you.
Secondly, try to offer your services to another end of the load delivery ( not the freight owner-it's a boo-boo!). Sometimes it may work out for you as well..

 

[iceroad2]

Totally agree with above observations and have a couple of my own..
Firstly, try to find a time to participate in this forum regularly, so members here will have a chance to feel you.
Secondly, try to offer your services to another end of the load delivery ( not the freight owner-it's a boo-boo!). Sometimes it may work out for you as well..

That makes sense for sure, i will keep these in mind!

 

[H.Jordan]

I really enjoy the posts. Learning from other peoples experience is the best in my opinion. Thanks all.

 

[loaders]

I really enjoy the posts. Learning from other peoples experience is the best in my opinion. Thanks all.

I think it is important for those of us who have been in the industry for a while , to pass on to others some of the “tricks of the trade” we have learned over the years. Of course don’t be “preachy” about it as no one likes a know-it-all and only offer your assistance when asked. At some point in our past work experience there was someone, or perhaps a group of someone’s who helped us out and passed on some really worthwhile advice. Keeping that tradition alive will make our industry stronger with hopefully more successful members.

 

[Shakey]

I think it is important for those of us who have been in the industry for a while , to pass on to others some of the “tricks of the trade” we have learned over the years. Of course don’t be “preachy” about it as no one likes a know-it-all and only offer your assistance when asked. At some point in our past work experience there was someone, or perhaps a group of someone’s who helped us out and passed on some really worthwhile advice. Keeping that tradition alive will make our industry stronger with hopefully more successful members.

Well said @loaders

 

[Igor Galanter]

Very well said, @loaders!!! That's how I went on my own and some of you were really helpful not only with advice and a good word but with loads and timely payments.
That being said I have one more advice: know when to get out!
Myself done last June (2024 and exact a year to date)). All iron sold and driving gloves hanging on the wall!!!
So, for all of you driving through GTA, did you feel much less traffic lately, eh

Sorry, to jump the thread, wont happen again!

Best of luck to all of you!