How to deal with brokers

I agree with all but this area. It's not necessarily good practice to do this with your customer. Why? Because just as with other trucks on your side, I have competition to deal with as well and they may have access to different trucks that will take the load for cheaper. Then the customer quits coming to me for a while... or even all together. It's better to negotiate, come up with a rate that works for both of you and get the freight moved. I'm not out to get rich off one load, but I'm not going to give away all the money or pay you out of pocket constantly just to move the freight. That would be counter productive to me making a living.

You make some good points though. Keep up the good work.

 

Thank you.

 

Yeah a lot of times brokers don't even go to the customer. It's just click and that's the end of it. And you don't want to hammer your go-to brokers that pay good rates whenever they call.. ..for the most part when everything is busy, I will try to help those brokers out here and there when I can, but I will never gouge them like I will random brokers..

I'll tell you another good way to fish. Yesterday afternoon we got back to the house at about 16:30 after swimming most of the day. So I decided to check the boards and see if anything interesting was there. Saw 2 loads posted by a brokerage I have worked with on one load, and it was a grand slam of a rate. So they're not really a go-to brokerage, actually they were a mega, the kind who plays the ups and downs of the market so well. The load was less than an hour old and the rate was on it, which was unusual, it was $2,000... ..it went to a dead zone for reloads but the rate was awfully close to good enough..

So I put my hook in the water. This load went to a place I never go to. So I posted my truck up and put the states I'd like to go to, excluding this one... ...and I waited. if they called me up, then that's good, we can talk... If not, well, I didn't want to go there anyways no real loss..

So the phone rings in about 10 minutes, broker explains the details but never mentions the rate. I already knew what was posted and mentioned to him the specifics of where I was looking to go....... He listened and then asked that question I always love to hear, what would you need driver? And so I quoted him $2,500. He hemmed and hawed "I won't make any money off that can you come down any" and I said nope that's my rate the offer stands firm. He said give me a minute and I'll call you back.. Called me back about 5 seconds later. Says can you at least do $2,450 if you do we'll do quick pay without taking a cut... ...I said nope I'll get paid on Friday regardless the rate is still $2500.. He said, uh, ok... Score!! Now if I'd really wanted to play around I would have increased my rate every time he tried to get it down. But $2,500 made me very happy.. And so about an hour later I was on my way..

And then today for a reload, sure enough it is a deadzone within 150 miles.. But I found something with a decent rate 285 miles away that routes thru the house. Not a great rate but good enough. My only mistake was I booked it this morning around 10am.. ..cause as you say texasmorrell the rates are never all that good until after lunch, sometimes even as late as 4 or 5pm.. But it met my requirements and I am happy with it. In fact it was $100 over what I considered the minimum that would've made me walk away.. ..the first offer was at my minimum. They had me they just didn't know it.

The truck always sets the rate.

 

I agree with most everything you posted. On the other hand, even the best customers aren't really your friend. They'll nudge you in a second and you'll never know it. This week the spot market has been hopping and it seems like the more fickle I get with them, the more they're giving up.

Oddly, me and mcgoo were discussing this topic just yesterday. Much of it not family friendly, but the gist being to set a tiny hook of interest then play hard to get. It's a gamble that depends on you having a solid reputation (they want you versus an unknown random carrier), along with being clear you don't need the load, don't want to be in the destination, and would just as soon move out of the shipper's area MT. As long as the lane is not ending in major markets, you can pretty much name your price within reason. But it takes a little work, some patience, and the nerve to sit it out or bounce at the right time.

 

Yeah that's true. Lost count of the times I've been dropped off of some freight that I'd covered consistently. Always because of price. Only have one contact who isn't concerned with whatever I charge, and happily pay, cause they know what they get.. ..unfortunately their stuff is down. That's all fine and dandy but honestly there's nothing funner, I'm sure you know what I mean, than really ripping these rates upwards and setting things how they ought to be when situations allow it. These market players move most of this freight below true costs like it's nothing for half the year or more. OP was a very good post, spot on, was surprised what was inside til I opened it.

Playing interested is another good tactic btw. I openly tell almost every broker I speak with, "go ahead and shop it, call me back later" or "I'm advising you now you will probably want to shop this" my intention there to elicit the magic phrase "what will it take driver?" In conversations such as that who is in control of things? I've taken the smartest alleck sounding Chicago Central CHR agents and turned them meek in a few quick words. Of course trucks were scarce. But that stuff right there gives me my kicks moreso than anything.

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Excellent post. A great strategy to use in those tough markets we all find ourselves in from time to time. I also thought that Adam's reply, from his perspective as a broker, was also good. I find myself negotiating rates in a give and way with good brokers, and even sometimes with not so good brokers.... But your overall theme of "being large and in charge" was excellent. I think too many drivers allow themselves to be bullied....

 

I'll always say "ok" if they get within $50, but then I always give myself some "head room" too....

 

Nailed a fat rate the other day using your approach, told them I was tired, only called out of curiosity, didn't want to go to the destination but called just to see where they were with their rate, and ended by saying, "I think I'll just make this movie night"..... They called back less than 5 min later.....