What's the best way for an owner op to negotiate with brokers as it's an IMPORTANT part of his job

You ask where and when, then what is it (very important to me what the commodity is) then you try to get your rate. You can do some small talk too, if you have time. LOL

 

You just have to listen to what they're telling you and go from there. If you perceive a need for your truck you ought to be able to get your price, market depending. Sometimes you take what they're offering because that's as good as it gets. You don't have to practice in front of a mirror. That's silly. Just Google some basic do's and dont's about negotiations and how not to tip your hand, etc and go from there. It's really not so hard as people make it out to be. The hardest part is learning markets and knowing when you can or can't dictate rates.

 

Keep in mind also a lot of brokers track you and what they can get you to haul for.
Like chr when they pull you up and see your willing to pull @ x it's allmoast I'm possible to get xx out a them.
Also holding your tongue, sometimes it's that little twit you wanted to reach through the phone a give'em a tune up will be the one calling you at the end of the day offering your rate.

 

Just got to know what you need to break even, know what you need to make a good day and know what you need to make a really good day. Shoot for the really good day and walk away if you can't break even. And you have Got to be willing to walk away. And always be professional.

 

It's not what you do or say...it's HOW you do it and how you say it what makes a difference...keep that it mind!

 

You know I have learned that over the last several years in management. I always "ask" my guys and even people who don't report to me directly. To this day I have had very few instances where no was said. And no was said I just walked away and found an alternative solution.

 

amazing how far politeness / professionalism will get you.

Even more amazing how many don't understand it. Lol

 

You can catch more flies with a drop of honey than a gallon of vinegar...

 

While they most certainly do keep track of the rates you book from them (and others too) I have found through experience that if you do book a low rate from them it does not forever peg you as only getting low rates from them. The market always determines what they will pay you. That and what you are willing to accept. I will book a cheap load from them when it suits my needs without hesitation. And within a week of that book something with a way over the top rate from them. Whatever you are willing to accept is what you'll get out of them. You're not going to get locked in at any given rate with them that's a myth. If you do you're doing it to yourself.