Tips on Growing a Fleet

It is tough to grow direct business as a one man shop. It can be done but I had to pass on a lot of business because I couldn't cover it. We are adding a brokerage business and now going after the business as an asset based carrier. All of our clients/prospects understand that some business will be brokered. Ones that are not interested in that are not a target for us and will stay with the big boys.

The other area that we are starting to focus on is bidding on accounts that would best be described as being dedicated lanes. 5-8 trucks going out and back for one account. With these customers we are looking at more of a partnership in that they would allow us to use facilities to park trucks and driver personal cars.

The other area is finding a nitch. We are into farming and are playing that card in a big way. Business that we do business on the farm side that use trucking are getting the big push. If half of what we are working on plays out we are in a good position.

But based on what I have seen from contract vs. spot rates, you can sustain a good business working with brokers. You just see more fluctuation.