Rates???

You are right . You must keep them happy, and make them want to keep YOU.Become part of their family. Over the years I have so many 'favors' I cannot count them. From making a delivery in my pick-up, giving someone a ride from one warehouse to another, hauling a "cheap freight" load once in a while to help them make a sale, to the main selling point of being very nice and courteous to their customers and looking out for their interest. Whatever it takes.
A good company will remember the help you give them, recognize you are doing them a good job, and reward you for your good service. Over the years I have had about 6 of these relationships, and have done quite well.

 

I haul almost exclusively direct for one customer. Only exception is when I'm out far enough that I need something to get me home or if it gets a little slow and I hook onto the hopper.
When I first started out with them the word no was not in my vocabulary. I took every load that was offered. Even when I had other plans and such. Now that I'm established with them I just let them know when I have plans and they work around it. I still very rarely say no.

 

Yep , that is what you have to do. When you first approach them for business, find out their problems, and see if you can help solve them. Another question , or service to offer, is bringing product back to them. Maybe they have trouble getting deliveries , and you can help.

 

We have tried to get direct shippers for 7 years. Calling, email, trying to connect at loading docks. Shippers love to use brokers. Shippers put their loads out to bid to the brokers who then put it out to bid on the load board. That way works best for shippers.. You'll get all sorts of advice about " building relationships, being professional , blah, blah " Shippers want CHEAP, that's all. I hope someone else has some good advice....

 

So what you're saying is: you've been doing something that doesn't work for 7 years, therefore it's impossible to do it differently and be successful?

Interesting.

I think I'd prefer to listen to advice from people who are successful if even in one year, than to heed advice by someone couldn't get it done in 7 years.

 

Well said Ruthless.

Truth is a lot of people say they want direct freight but when it comes right down to it they don't want the commitment it may take.

 

That is way to do it. Keep it up and good luck.

 

Keep it up. let us know how it works out for you.