Small carrier: How to get a direct customer & skip the broker.

I am firmly convinced that most small independents forget the #1 thing they need to do. Before you leave the place, look the shipper in they eye and say "thank you for your business. Please call me next time you have a load like this". Leave a business card. After you do the job, look the receiver in the eye, and say "thank you for your business, please call me if I can help you with anything in the future". Leave a business card.

Most small fleet owners are in such a hurry, they forget that almost all business comes from ASKING FOR IT!

 

I would love to have a forum dedicated for this on TTR. Also if not for this to be a sticky and the OP to be revised with better writing and added with much more information from myself, @RGN , and few others that have shared good information.

Instead of emailing people the "resume" etc to leave a template which gladly I would recreate.

Why? I believe that majority of drivers and owner operators may have the skill, great work ethic but NOBODY teaches them the business side. This leaves a lot of people in our industry uneducated and mis informed which creates these specific people driving the rates down, allowing middle men, because they don't understand a lot of things which is all being in educated and misinformed. I think there is plenty of work for everyone and it will continue, but we must unite. Not in a crazy "strike" ########, or whatever. But the more being informed in this aspect the better for all of us, including the shippers, recievers, drivers, owners and the safety of the public once everyone can afford to keep their equipment safe, and also get the rest needed but still obtain their desired income. Current rates do not allow that, and uneducated guys get punched into being unsafe.

I am a nobody and but if I can help a few people to at least sparks their minds I am satisfied and I do not want any compensation for that.

If we want to have a change, control we must stick together, as drivers, as owner operators, as independent carriers. This does not mean CB Radio talk or strikes, this means opening doors for each other with knowledge.

This is probably the best way to connect with drivers and everything in this industry. I'm firm on a belief things can be fair and better for everyone if we take a step to educate each other and open doors at no cost so we can get rid off brokers, the system, blah blah, all things we complain about. And we have enough work for it, we have the knowledge in us, it's time to share it and apply it. Rather it's a euro guy or a redneck or a black guy or Asian guy, or a million mile guy or a 1 year guy or fat guy or short guy, male or female, kenworth or volvo or freightliner, it doesn't matter. At the end of the day we're all in a truck or running a truck, but if we can open each other's eyes to better things it does us all a favor.

 

This ranks pretty high up on the threads that Ive read Flipflops! To me its about control, those that are uninformed or lack the drive to gain the knowledge are giving up their control. Basically this is a consumer driven society and we all need the small businesses to continue to evolve and survive also.

 

I agree. I'm never scared of competing with guys that can make as much as me or more than me. Biggest competition is guys that are not informed and run for cheap but are happy with it only because they don't know any better. Sure they will go broke and out of business but there is always a new batch of them.

 

Flipflops for president! Awesome thread and thank you guys for all the knowledge shared in this thread!

 

Of course flip flops for president in a WHITE volvo hahaha

 

Such a great and information thread.... I had to read everything twice.

Few questions for Flipflops and others on here:

1. Lets say you get a customer and they say they require 5 trucks running daily to X location. Now you don’t have the trucks or the drivers… How would you tackle this offer to buy some time and keep them on the hook?

2. Drivers hate waiting! What are some of the ways to cut that out, especially when reaching the destination, dropping a load and getting a new one. Flipflops please share your personal experience when it came to waiting.

3. Is a dispatch course necessary? If not, what are somethings to really consider other then the usual once after getting a customer?

Flipflops, I am following your advice, cover letter is ready, site is up, cards are waiting to be printed and I will make a list of the shippers this weekend. I want to make money and grow a business no matter what it takes . When I am successful, all the credit goes to you and others on this forum.

Thank you

 

1. I only look for customers when in need. I do get phone calls from someone that called me late and I take their information, politely explain to them how we booked up and apologize. I never take more than I can handle.

2. Are you using company drivers? I hope they're local guys. Let's say you land a customer. Make a schedule and ask each guy can they make it work. These runs should allow them to be home more often. The run should pay enough for you to come back at break even if you're empty, however knowing a schedule lows to to pre book loads back off the load board ahead of time.

3. No dispatch course shouldn't be necessary. You should know how to run your truck.

If you do land a customer it's very important you check their credit and see the pay terms 2 weeks 30 days etc. If you factor check with your factoring company too. It's inportant that you get paid at reasonable times.

Do you have any friends in trucking? Advertise your company as hiring owner operators. Maybe you don't have a position yet, but it's good to always keep a list of guys who you may lease on if the opportunity presents itself such as you land a 2 week paying customer with great rates.

 

My thing is chasing contracts. But there are customers that will send you an email what what is needed to be covered for next 2-3 weeks. Typically they use other carriers and brokers too. Some pay a flat rate and whoever gives a truck for that great, some "shop" by seeing who'll provide the truck for cheapest. Depending on what you haul and how good you've done for the customer in the past sometimes they'll pay your rate just cause they know what they're getting.

 

1. It is better to have customers lined up before making an investment and purchasing trucks? Also, hiring drivers is easier when they now where they will be running which is once a contract is in hand.

I don't have any CLOSE friends in trucking but I do know people very well who are truckers.

Yes, drivers will be local guys. I want to focus on Ontario and Quebec to begin with.