Small carrier: How to get a direct customer & skip the broker.

Flipflops · Feb 9, 2016

At first yes, I'd like to have something lined up before throwing my money to the banks lol.

This is why you want those good truckers that you know too in case you get an opportunity but don't have equipment-- honestly you make the same money with owner ops as you do with drivers.

If you plan on local, try to establish yourself a bit and for local guys (company) try to get LTL gigs. Not sure how they are in Canada but in USA local LTL gigs are good.

Blue and the Gray · Feb 16, 2016

rollin coal said: ↑

Great info. Keep it coming. I know there's a lot of us out here that are sick and tired of the constant broker games. Tag @BigBadBill on this one. I particularly like your idea in another thread offering to cover the first load for any potential prospect for free, then discuss rates on future business, as this gives them a chance to size up you, your equipment, your promptness, courtesy, etc.

Like you said a one time deal possibly spending $600 or so in fuel and misc expenses to open up the door on a solid business relationship. I would rather do that than haul 90 cents a mile for some chump broker out of Florida. I'm not saying I'm above doing that coming out of Florida but one has value and one is just wham bam thank you mam, no future in it at all, you know?

And this is not to just toss all brokers under the bus either. Because those relationships are also important and have value. You know your really short list of them that are people of their word and integrity? Unlike 95% of their bretheren.
Click to expand...

Rolling Coal....Hadn't heard from you in awhile. Give me a shout. My number is still the same....well my personal phone is anyway. this is George West. You still at F2F?

rollin coal · Feb 17, 2016

It's been a while. Yep still leased with them.

IH Branded · Mar 1, 2016

Just wanted to watch thread.

The Boss Lady · Mar 2, 2016

Flipflops said: ↑

If you are a small carrier 50 or less trucks, or if you are a one man operation, I hope this will help you get rid of the "middle man" if you're not happy with current broker rates.

First it all depends on your size as a carrier. Are you a small carrier with only company trucks, or have owner operators leased onto you, or are you just 1 man army?

This is very important because you want to pursue a direct customer that you will be able to cover freight for.
I'm ASSUMING most of you guys and gals on here are a one man army.

1. You want to find a shipper in your local area. But a particular type of shipper. This is very important!

Go around a 50 mile radius of your location, and drive through the industrial parks/industrial avenues.

Takes notes on a piece of paper of every company/address that has up to 4 docks (or so) that you see..

Go home, and do research on these companies, find out what do they ship!! How long have they been in business for, and maybe even tho credit background?

The reason you want to do a 50 mile radius is because well, duh, this is your outbound load, this is your "home run". The reason you want to take notes of every company that has up to 4 docks (or so) is because obviously they ship/receive but at a smaller number of shipment, which you might be able to handle. Typically companies like this use fedex/ups etc and pay a lot of money! Just go on a fedex website and see what they would charge for a pallet or two. Chances are not many brokers want to work with these companies because of the volume they ship is low, and if a broker does want to work with them, chances are they charge them a lot of money because of the low volume. And obviously not many carriers or owner operators pursue ANY guys for that matter. But it's like a diamond in the dirt if you ask me!

The reason you wanna do some research on these companies which may even include verifying credit, is because this is how you will KNOW what they typically ship. It might be lenses for lasers, water based lubricant for some machinery place, too many things to name, but with your research you will find out what:

Personal experience: Ingredients for viagra. (LOL), air conditioners, cables for head phones,etc. These always go to direct customer, no dc places. Friendly people on both ends. Light loads mostly.

2. How to get these customers? Don't go in PERSON to just ask if they need help shipping. Sure it may work with some customers, but you want to get used to being a professional, as you should be.

Have a company resume! Yes, a resume! Make a resume with all your trucking experience, and make it a good one!

Have a cover letter! Make sure you state what your goals are: working direct!

References! Get some references one way or another. Dispatch service? Dispatcher? Driver? You name it, but list 3-5.

Attach your "set up" packet that shows your authority, insurance, and so on.

Attach a business card in the corner. Very important.

To do a great cover letter for this, you can't sound like a robot, you must add a personal touch to it. Be short and pursue the person into wanting to check your resume. You cover letter must make them curious, and the resume must make them interested, and your references must make them feel comfortable to give you a call or an email to discuss further things: rates/lanes/etc and so on. If you are horrible at making a cover letter, resume, and so on, ill email you my personal one I have as an example, and you can make your own or pay someone to do it. You want to add your authority (set up pack) so they know they are working directly with you, as you say you are, and not a broker, or who knows what.

You want to put all these into a nice yellow envelope, and dress casually, not crappy, not over the top. Go to these places and tell the front desk personnel that you have a important message for who ever is in charge of shipping, and can they please make sure that person receives it! This isn't a 100/100 working way, but it is 70% for sure to get a direct customer!

Now the ones that do contact you, this is ALL UP TO YOU, what did you promise them? Payment terms? Rates? How many shipments? All these things. Depending on the size of you as a carrier you can look for places with more than 4 docks.

YES-- this takes a little extra, but after all who needs a broker to find you freight?
If you are looking for direct freight and don't know where to start, there goes my blue print on how to get this freight!

If you want to be creative, and out of all those places you go to, you suddenly have some serious customers, pull your buds, drivers, lease them on. Take care of the customer just like they take care of you. Promise them when rates do spike up, they will pay the same, only thing that will ever change is FSC and stick to it!
Click to expand...

Awesome! Thank you!

mp4694330 · Mar 4, 2016

Flipflops got banned some time ago guys...

Lepton1 · Mar 6, 2016

Sorry to hear Flipflops is no longer among us.

Having spent a few decades in sales, importing, and manufacturing, I think the advice contained in this thread is spot on. Plan out your presentation and have marketing materials prepared before setting foot in a customer's door. Having a good website is an essential tool.

One technique I used for finding new customers, saving the time and cost of driving around, is the search feature on Google Maps. Let's say you are delivering a flatbed load town X next Wednesday and your trailer and equipment is set up well to handle a particular catagory of freight, like pipe. Use Google Maps and search for "pipe" or similar search terms. Icons pop up with locations, you can see the customer's yard and setup, drill through to their website (and find out if they are independent or part of a much larger operation) and make a phone call, maybe set up an appointment.

Using the techniques in this thread go beyond using that 50 mile radius for your home base customers. Search for backhaul opportunities as well. Google Maps can be a goldmine of information and reduce time finding your prospects. It's better to walk in that first time already armed with knowledge about their operation.

Largecar359 · Mar 6, 2016

Couldn't have been that long ago I just talked to him few weeks ago. Was he trying to sell things on here or recruit? Other then those types of things their usually pretty cool?

mchlshltz · Mar 7, 2016

Flipflops said: ↑

If you are a small carrier 50 or less trucks, or if you are a one man operation, I hope this will help you get rid of the "middle man" if you're not happy with current broker rates.

First it all depends on your size as a carrier. Are you a small carrier with only company trucks, or have owner operators leased onto you, or are you just 1 man army?

This is very important because you want to pursue a direct customer that you will be able to cover freight for.
I'm ASSUMING most of you guys and gals on here are a one man army.

1. You want to find a shipper in your local area. But a particular type of shipper. This is very important!

Go around a 50 mile radius of your location, and drive through the industrial parks/industrial avenues.

Takes notes on a piece of paper of every company/address that has up to 4 docks (or so) that you see..

Go home, and do research on these companies, find out what do they ship!! How long have they been in business for, and maybe even tho credit background?

The reason you want to do a 50 mile radius is because well, duh, this is your outbound load, this is your "home run". The reason you want to take notes of every company that has up to 4 docks (or so) is because obviously they ship/receive but at a smaller number of shipment, which you might be able to handle. Typically companies like this use fedex/ups etc and pay a lot of money! Just go on a fedex website and see what they would charge for a pallet or two. Chances are not many brokers want to work with these companies because of the volume they ship is low, and if a broker does want to work with them, chances are they charge them a lot of money because of the low volume. And obviously not many carriers or owner operators pursue ANY guys for that matter. But it's like a diamond in the dirt if you ask me!

The reason you wanna do some research on these companies which may even include verifying credit, is because this is how you will KNOW what they typically ship. It might be lenses for lasers, water based lubricant for some machinery place, too many things to name, but with your research you will find out what:

Personal experience: Ingredients for viagra. (LOL), air conditioners, cables for head phones,etc. These always go to direct customer, no dc places. Friendly people on both ends. Light loads mostly.

2. How to get these customers? Don't go in PERSON to just ask if they need help shipping. Sure it may work with some customers, but you want to get used to being a professional, as you should be.

Have a company resume! Yes, a resume! Make a resume with all your trucking experience, and make it a good one!

Have a cover letter! Make sure you state what your goals are: working direct!

References! Get some references one way or another. Dispatch service? Dispatcher? Driver? You name it, but list 3-5.

Attach your "set up" packet that shows your authority, insurance, and so on.

Attach a business card in the corner. Very important.

To do a great cover letter for this, you can't sound like a robot, you must add a personal touch to it. Be short and pursue the person into wanting to check your resume. You cover letter must make them curious, and the resume must make them interested, and your references must make them feel comfortable to give you a call or an email to discuss further things: rates/lanes/etc and so on. If you are horrible at making a cover letter, resume, and so on, ill email you my personal one I have as an example, and you can make your own or pay someone to do it. You want to add your authority (set up pack) so they know they are working directly with you, as you say you are, and not a broker, or who knows what.

You want to put all these into a nice yellow envelope, and dress casually, not crappy, not over the top. Go to these places and tell the front desk personnel that you have a important message for who ever is in charge of shipping, and can they please make sure that person receives it! This isn't a 100/100 working way, but it is 70% for sure to get a direct customer!

Now the ones that do contact you, this is ALL UP TO YOU, what did you promise them? Payment terms? Rates? How many shipments? All these things. Depending on the size of you as a carrier you can look for places with more than 4 docks.

YES-- this takes a little extra, but after all who needs a broker to find you freight?
If you are looking for direct freight and don't know where to start, there goes my blue print on how to get this freight!

If you want to be creative, and out of all those places you go to, you suddenly have some serious customers, pull your buds, drivers, lease them on. Take care of the customer just like they take care of you. Promise them when rates do spike up, they will pay the same, only thing that will ever change is FSC and stick to it!
Click to expand...

Flipflps and everyone that has been adding to this post

First off, I love the postings that you guys have been putting up on here. Very informative and insightful. We have started to look for direct shippers and this information is something that will greatly help us look for direct working relationships.

Take care everyone

Mike

Rares · May 29, 2016

Thank you for the advice

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