How to deal with brokers

I'm laughing at this, almost how it went on the first of several nice spot loads in the last 2 weeks. I was at the end of a not so great weekend and just generally shot out, no more clean clothes, and ready to go home. I had already turned down some ok rates. Just ok in that I ordinarily might have considered them, but the thought of being tied up another overnight was the deal breaker on this day. Even got surly on the phone as the day wore on (I don't do that as a rule) with one cheapie and told her I'd earn more money driving home MT than taking her "best" offer and she probably ought to take a few more callers to cover that one.

Before I took off, two different brokers had pitched the same load. It was normally a decent one that would have gone for about $8-900 any other day, on just under 400 miles running at night. I was almost tempted to bid it at $1200, knowing I'd get it, but held back thinking of still having a long deadhead after delivery and not getting home for another night. Also the last day of "trucking is a crime" week and my new IRP sticker was at home, not on my plate (big bold "May '12" just begging for closer scrutiny at a scale). I just didn't want to mess with it. The route sucked too, by the way. Both the run and going home after. All the more reason to let it go.

90 minutes into my deadhead home, I pulled into a rest area to troubleshoot my CB and grab a snack out of the back. One of the brokers called again. "Would you do it for $1500?" Hmm... ok now you have my attention. As much as I was already home in my head, that was just enough to change my mind. It wouldn't be right not to scoop that up LOL.

 

Well played grasshopper... well played.

You're just ruthless!

 

Nice to know it goes both ways.

 

Similar church, different pew last Friday. Had a week of pretty easy running and sat getting loaded out in Greeley, CO for entirely too long on Thursday. Put it in the wind and delivered St. Paul next afternoon. Tired and heading to the house. Broker we work with calls at 4:55 on Friday night (clue) and says he needs a load picked up in the cities and in PA for Monday morning. I said thanks for the call but I am tired and we don't do PA as a rule. He replies, "for no amount of money". My immediate reply was, "I didn't say that". Begins to tell me about the load and then says 2700 on 1023 miles. I said, once again, thanks but I'm tired and headed for the house. Asks me my rate to do it (and I think I sold myself short), I told him 4000. Says he has only 2900 in the load total. I said I understand that is most likely the case, however, I'm tired and 60 miles from the house. He says, hold on, let me talk to my boss. Comes back and offers 3250. Said nope, don't wanna go to PA and tired. Kept me on the phone and I can hear lots of background noise and chatter, I can tell they are scrambling for a truck. Comes back on and offers 3500 and I told him 4000 and that was my best rate. Hear him yell to someone, that he has a truck at 4000. Comes back and offers 3750 and I said that would normally work for me but frankly, I'm going home. Says well, that's our best offer. I said sure wish I could help you out and hope you have a nice weekend. Just as I'm about to hang up, he says hold on and ponies up the 4k.

Had it been someone new I don't think I'd have bid it at 4k, it would have been higher but this brokerage has been fair to us, not exceptional, but fair in the past. Long post short, know your position, know your leverage and for goodness sakes, know your number.

As it turned out I ended the week at 2.78 on all miles, mostly because I delivered and found a 1.80 load going into Iowa where I knew I could get 3 bucks back to the house. Had much better weeks but had much worse weeks as well.

As a side note, the PA market still sucks!!

 

Yeah, but it's a good feeling when you get the rate!!!

I'm thinking you did good at right around $4, that's pretty good. Not sure what or how heavy, but $4 is good money.

 

I'm toying with the idea of getting us passports, I think I can pry some pretty good coin loose on loads going into Canada...

 

40k for weight which is pretty normal, downfall was that it was a -10 load so it did take some reefer fuel but that's just an ancillary cost of doing business.

And, for the record, I was tired and supposed to help my brother in law shingle that weekend. Another very true anomaly in this business is that the less you care if you get a load, the more likely you will get something hard to turn down.

 

Yeah that is so true. That's why the number one rule for any operator should always be "I do not need any given load out here" which comes across crystal clear to any potential broker. Anytime a person "needs" a given load they just lost the game and left a lot of money laying on the table. Going home empty is always an option and if they don't know it tell them. If you have a mindset that empty is foolish and the fuel should be covered you are playing into their hands, you NEED a load, always, that is your mindset and the overall averages you turn will reflect that.

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There has been several times in the past few months where I booked ahead of time for some great paying lds. Only to find myself away from them the week before the ld. is to ship..
Then looking for a ld. or several to get me in the area, the rates are crap. I've told several brokers I will just dead head the 500 miles.
Well this will help you pay the fuel and get you there. Sorry 1 tank of fuel and I'm there verses 1 1/2 or 2 tanks of fuel for your cheap rates sorry I'm in the wind. Thank you

 

tks.........................