Determining Most Valuable Customer

Discussion in 'Ask An Owner Operator' started by BigBadBill, Aug 22, 2012.

  1. Aug 22, 2012 #1
    BigBadBill

    BigBadBill Bullishly Optimistic

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    Just something I posted on our Facebook site and thought I would share (because I am such a shy person)

    Many O/O’s overlook the huge value brokers and 3PLs can provide to their business. They believe that the only good freight is direct freight but never stop to explore the opportunity costs of some direct freight.

    If you stop and define what a good customer is for your business you may find that a broker and 3PL may be a better customer for you than a direct customer. Next step is to define what you need to do to develop as many good customers as you can.
     
    BigBadBill, Aug 22, 2012
    BigBadBill, Aug 22, 2012
    #1
    mustanglover, rollin coal, LSAgentOZR and 5 others Thank this.
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  3. Aug 23, 2012 #2
    dairyman

    dairyman <b> Hopper Thread Greeter</b>

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    I couldn't agree more Bill,some of my most profitable loads/contacts have come from a couple of ''smaller'' brokers,and 2 or 3 larger ones, that understand my lanes. IMO,for a single truck/trailer show like mine,the broker that knows my lanes have actually been more valuable to me than some of my direct shippers. I actually don't have to ''haggle'' over rates as bad with the 2 or 3 good brokers that know my situation(rates,lanes and availability) as i do with direct customers,and i'm not constantly ''updating'' bids with them like i have to do with my direct customers. The real value for me is having a couple of good brokers looking 5-10 days out for freight that they know will work for both of us. I don't have the resources to gather info 2 weeks ahead all the time,they do. Myself,i don't subscribe to the thinking that i have to try and trick the broker with the "i'm not the driver,i'm the dispatcher''trickory that seems to be the norm with dealing with brokers nowadays,i can actually develope a working relationship that works for both parties. I do what i say i'm gona do,and untill they don't,we work together. They know i'm the driver/owner,and i know they know it.I can still say no to the load,and have. IMHO,the quicker you can establish a ''honest'' working relationship,the better for both parties. Just my .02,but hey,what do i know,i pull a hopper and run a day-cab!
     
    dairyman, Aug 23, 2012
    dairyman, Aug 23, 2012
    #2
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  4. Aug 23, 2012 #3
    mustanglover

    mustanglover Light Load Member

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    Bill if it wasnt for you MNdriver and a few others on this forum i wouldnt even log on.Always some good wisdom.Your a hundred percent right no waiting for 90 days or more to get paid from A direct customer.
     
    mustanglover, Aug 23, 2012
    mustanglover, Aug 23, 2012
    #3
    BigBadBill Thanks this.
  5. Aug 23, 2012 #4
    FLATBED

    FLATBED Road Train Member

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    Its simply using your God given common sense
     
    Last edited: Aug 23, 2012
    FLATBED, Aug 23, 2012
    FLATBED, Aug 23, 2012
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  7. Aug 23, 2012 #5
    Semi Crazy

    Semi Crazy Road Train Member

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    Fixed it for ya. Yer welcome.
     
    Semi Crazy, Aug 23, 2012
    Semi Crazy, Aug 23, 2012
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  8. Aug 23, 2012 #6
    BigBadBill

    BigBadBill Bullishly Optimistic

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    This post was prompted by two things. First, looking at our position with 3PLs that we have spent years working on and the rates we get. At our size we could never handle this business direct and the rates are better than our direct accounts.

    Second, being told 3x in a single day that we will die without direct business yet we are running $.50/mile better (hub miles) than what these peoples "brag" rate is.

    Thank you so much Sir. This board has been a wealth of knowledge for me and I hope to be able to give as much back. BTW, MN is one of one of the Farm2Fleet Family.

    I would agree but I can't count how many times I have been told it is "common sense" that when you eliminate the middle man you will make more money.
     
    BigBadBill, Aug 23, 2012
    BigBadBill, Aug 23, 2012
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  9. Aug 23, 2012 #7
    HwyPrsnr

    HwyPrsnr Medium Load Member

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    Oh so true yall.
     
    HwyPrsnr, Aug 23, 2012
    HwyPrsnr, Aug 23, 2012
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    BigBadBill Thanks this.
  10. Aug 23, 2012 #8
    dannythetrucker

    dannythetrucker Road Train Member

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    grandpa said you gotta know what side your bread is buttered on !
     
    dannythetrucker, Aug 23, 2012
    dannythetrucker, Aug 23, 2012
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    SHC Thanks this.
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