another rate negotiation question

Hey Foreman which load boars do you use to get your load to truck ratio and the rates??

 

I turned down a lot of loads from them before getting a good rate on anything. That was based off advice given by guys here,do not ever accept cheap from CHR.. if you ever do that's all you'll ever see. I thought they were worthless for a long time... the person telling you to haul 50 cheap was just helping the next 49 agents take advantage.... hang up the phone...

 

I use ITS and MembersEdge (DAT). Both have tools for that included with the basic subscription. In ITS it's under "Decision Tools." The pintac chart gives you a nice bar chart, the Load Density chart shows the numbers. MembersEdge isn't quite as frilly, but will open a popup window if you click on "Hot States." That will show a bar chart with ratios.

About the only caution is that you need to understand the data in order to draw the right conclusions. ITS offers free web seminars throughout the week to walk you through it. For example: MembersEdge shows a load:truck ratio of 134 on reefer in SD. Wow! Must be a great market!

It probably is; however, switch windows and search loads into SD and you realize it's not gonna be easy as just scooping one up. Likewise, in the NE where you seem to go often, the states are really small. So even though the ratios might be attractive in say, MD, you know that trucks posted in VA, PA, and NJ will load those and won't be counted there in MD.

I'd strongly suggest you attend the ITS training sessions for decision tools and it probably wouldn't hurt to take the carrier tools to improve your search strategy.

 

I have had a different experience with CHR. I signed up with them when I got a call from them on a posted truck and was offered a decent rate. After that I would call on their stuff and get real cheap offers that I refused. A few of those and I just stopped calling. Since then they've called once in a blue moon, usually to offer a good rate, sometimes not so good. We've hauled a half dozen or so times for good rates but they are still toward the end of my priority list for calling out.

They're really no different than other megas and super-brokers. I do like their online load management, invoicing, and quick pay though.

 

Well my response to this is kinda basic and probably covered somewhere her so here it is anyway. We generally deal with Broker freight (I know its like banging my head on the wall at times) and the general reaction is basic. I know what my bottom dollar operating cost is per mile and I keep that in mind when bidding loads. For example if I find a load from say Ohio to Indiana (which is a common route for me and our small fleet of 7) I as what the commodity is. This will in many cases tell me what type of load/unload time I may be looking at. I then look at the routed miles empty and loaded and add it all up. I shoot for the moon and get to the stars in many cases but there are many times I barely get out of the atmosphere so to speak. I almost always never hear the rate I need and have to counter offer, if you will, to be above my asking rate. Brokers have to make a little off the load and I always hear " I dont have that much in it". that is the response that means "I will not make too much off the load if I increase my rate to yours". I am professional and courteous and if the load doesn't meet my bottom dollar rate I simply state what I would need and then let them know if their offer may change to keep me in mind. I can average approximately $1.90 per mile for all miles. When a Broker has his/her back against the wall I can average over $2.15 or so. the key is how you present yourself and ask for what you want and not settle for less than you need. although there has been the occasional load that I have turned into a round trip by loaded out to destination and adding empty miles to return and picked up a load on my return that is total profit but still don't settle for less than $1.90 per mile. Maybe I am a little low but I am consistent I use lines like " ya I know what ya mean by not having much in it and I will tell ya what I can do for ya and we can make a little on it. I can do it for this amount but that is the least I can do" I get the return of "well let me talk to my supervisor and if we can do it I will call you back" That's it and I then let them know if I can help on something else to let me know as well.