The right way to do business.

Hi folks. I'm a new freight broker at a major asset based carrier. I'm primarily going to be dealing with the carrier side of things, taking loads we've already purchased and looking to place them with carriers. Obviously a lot of doing my job well is getting a good margin on the loads, but I come from a relationship business background and I know nickel and diming people isn't how you form the kind of mutually beneficial, lasting business partnership that allows you to be truly successful. I respect people who are already established in this business, especially drivers who do a job I don't think I could handle.

Now, with that said, figuring out the right way to approach getting started is a bit of a complex problem. My initial reaction is to be honest with everyone I speak to. Tell them I am just getting started. Tell them I am the guy there an hour before everyone else and 30 minutes after everyone else. Tell them I'm not looking to move a single load but rather have a real conversation and see if the numerous lanes I can provide fit with the lanes they want to service and see if we can come to an agreement on something that is going to be a real benefit to both parties. When I suggest this people look at me funny.

So here I am asking you, the vets in the business, what would make you want to do business with me? My company is established, and while I know people always complain about rates people know when they work with us they are going to get paid. Obviously people out there try to take advantage of every little thing, but I still believe in being up front in business and trying to come to an agreement that works for both parties. How can I convey this to carriers without coming off like a lightweight or only attracting the horror stories?

It seems to me the only way to truly be successful in this business is to be forthright, do your work well(tracking, coordinating with drivers/carriers, as well as brokering), and make it a point to work with people who are the same. Basically what I'm asking you is how do I get started making those connections?

My long term goal is to come in to work every morning and spend my time looking for loads in our system that I can place with MY carriers rather than finding carriers that fit some random load I found on our board. I think for a carrier that's the kind of broker you'd want to work for as well, someone who is going out of their way to find freight that fits your business. Is this realistic, or am I failing to understand how this process really works?

Anyway, thanks in advance for any and all advice. I've done a lot of reading here and I'm all about learning how to be a better broker.

 

Not sure why you're so doubtful. There seems to be a clear right way and a wrong way to do this. My objective is to utilize the right way in order to benefit myself and those I do business with. The real question is how to avoid as many of the inevitable growing pains that are going to pop up along the way. You obviously don't want to throw a big pitch at every carrier you talk to, but I want to be up front that I'm here to bust my ### and do good business and hopefully find some likeminded individuals.

Sorry if you've been burned so badly that you find it hard to believe. This would be a terrible candid camera segment anyway.