Choosing Loads from Brokers

There's not a real good answer as there are too many variables. If they're anxious to load something they usually bring it up. OTOH if you aren't being picky, just ask. Trying to figure out the logic just makes my brain hurt because there usually is none. Do your homework on the market before calling and you'll know just what to ask for and how.

 

You need to be constantly tracking rates and know where to run to be profitable. If you went into CO, hopefully you got enough going in that you are deadheading to a load you set up before you unloaded or to an area where you know you can get better rates on a regular basis. I don't believe you can survive just running where the loads take you.

Starting out, you have to call on the loads going where you know you can get decent rates. As the brokers get to know you and you build relationships, they will call you. The best loads seldom make the load boards. You should always negotiate for more. Believe me the brokers are doing this when they list the loads. Don't haul the cheap stuff unless you want them calling you all the time with cheap loads.

You should have a minimum rate and not be afraid to make it known. Still I would call on loads going where I need to go and try to negotiate a better rate if they are listed too cheap. The most important tool you have when it comes to brokers is your negotiating skills.

 

Ok what I do is log onto the 2 load boards I use (ITS, MME) post my truck and where I want to go. I also post on Landstar, CH Robinson, England Logistic and TQL I also call a couple that broker freight out of the area I am going to and let them know I will be in the area I do all this before I leave home with a load and the phone calls normally will flood in and before I get half way where I am going I will have a load back home. And when calling about loads posted on the board you just call "this is Jo Blow with Jo Blow Trucking I'm calling about a load you have posted reference no. 123456 or you can say from Lexington, NC to Lexington, KY" they will tell you they have it covered already or tell you about the load, some will tell you what it is paying and some will ask what you need on it. Check the miles some will post a major city and the load might be picking up or delivering 20+ miles away. If they give you a rate you dont like just tell them you cant do it for that you need X amount. As far as rates you have to negotiate rates but if you ever accept a low rate from one that is all they will ever give you so even if you want to go back home don't except a low rate I will deadhead home before I take a low rate did it last Friday from Farriday, LA to Lexington, NC 804 miles. Everyone has their way of negotiating. You have to know the area you are going into what kind of deadheading you might have to do. Most of the brokers I work with on a regular basic know what kind of rates I will accept or not. You have to be friendly and professional with brokers and make yourself known with a few. There is about three that I can call and don't have to tell them who I am or where I am at. Now some brokers are not that friendly and they aint going to sit and chat about the wife and kids or the family cookout. Some will even tell you hey when you get around the area and have time come by and we'll grab a bit to eat. You do this with brokers and it will pay off there will be loads that never hit a load board in stead the will call you to see if you are in the area to take the good paying loads. I have had them call me with 426 mile run paying $2600, 168 miles paying $800 I picked it up a 5pm delivered it and was back home in the bed before midnight. You have to learn to work smarted not harder. If you keep you rates above $2.00 you will have no problem. It will take a little time to catch on I think I caught on fairly quickly because 1) The man above 2) The way my parents raised me 3) Time I have been in trucking 4) My neighbor he has been an O/O 20+ years and helps me and 5) The members of this forum I spend 100's of hours a week read here.

 

From my experience it is all about having your absolute minimum set in mind. Then decide what you want for the load and ask a little higher this leaves a little room for them to negotiate you down so you get what you want and they feel like they got a deal out of you. With the minimum NEVER EVER go below it. My minimum is 1.90 with an operating cost of 1.71. I have yet to accept a load below the 2 mark with average being around 2.15-2.25 and a couple higher than 3. Don't go in thinking that since your new you wont be able to find good rates. When I call on a load I ask them a rate (sometimes just for laughs) and then tell them how close they are. I had a lady offer me 850 today on 840 miles. I told her she wasn't even close and would need more around the 1900 area. Of course I was told she doesn't have that much in it and goodbye. As for asking about other loads it is really preference. If they tell me the load is taken I will normally ask for any other loads moving out of that area. If their rate is way off like that lady I figure they probably don't have anything with my rate and end it there. My advantage on negotiating is the fact that I really don't care where i go as long as I get my appropriate rate. Hope this helps.

 

Speaking of weights, don't get suckered into the whole "its only 10k pounds" or anything like that. I know that lighter loads use a little less fuel but it is not going to change your operating costs by anything more than a nickel or so. My rate is set no matter how much it weighs. It is kind of like all the backhaul crap it don't matter which way my truck is running it still costs the same.