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

seattle_ownerop · Apr 5, 2020

Great info, thank you so much. It's going to be so useful.

Marmon110P · Apr 5, 2020

Im thinking that for the small shippers (like suggested), the shipping manager is likely gonna be the only guy on the dock...or maybe a couple others.

Blackdogxpressinc · Jun 13, 2020

Flipflops said: ↑

If you are a small carrier 50 or less trucks, or if you are a one man operation, I hope this will help you get rid of the "middle man" if you're not happy with current broker rates.

First it all depends on your size as a carrier. Are you a small carrier with only company trucks, or have owner operators leased onto you, or are you just 1 man army?

This is very important because you want to pursue a direct customer that you will be able to cover freight for.
I'm ASSUMING most of you guys and gals on here are a one man army.

1. You want to find a shipper in your local area. But a particular type of shipper. This is very important!

Go around a 50 mile radius of your location, and drive through the industrial parks/industrial avenues.

Takes notes on a piece of paper of every company/address that has up to 4 docks (or so) that you see..

Go home, and do research on these companies, find out what do they ship!! How long have they been in business for, and maybe even tho credit background?

The reason you want to do a 50 mile radius is because well, duh, this is your outbound load, this is your "home run". The reason you want to take notes of every company that has up to 4 docks (or so) is because obviously they ship/receive but at a smaller number of shipment, which you might be able to handle. Typically companies like this use fedex/ups etc and pay a lot of money! Just go on a fedex website and see what they would charge for a pallet or two. Chances are not many brokers want to work with these companies because of the volume they ship is low, and if a broker does want to work with them, chances are they charge them a lot of money because of the low volume. And obviously not many carriers or owner operators pursue ANY guys for that matter. But it's like a diamond in the dirt if you ask me!

The reason you wanna do some research on these companies which may even include verifying credit, is because this is how you will KNOW what they typically ship. It might be lenses for lasers, water based lubricant for some machinery place, too many things to name, but with your research you will find out what:

Personal experience: Ingredients for viagra. (LOL), air conditioners, cables for head phones,etc. These always go to direct customer, no dc places. Friendly people on both ends. Light loads mostly.

2. How to get these customers? Don't go in PERSON to just ask if they need help shipping. Sure it may work with some customers, but you want to get used to being a professional, as you should be.

Have a company resume! Yes, a resume! Make a resume with all your trucking experience, and make it a good one!

Have a cover letter! Make sure you state what your goals are: working direct!

References! Get some references one way or another. Dispatch service? Dispatcher? Driver? You name it, but list 3-5.

Attach your "set up" packet that shows your authority, insurance, and so on.

Attach a business card in the corner. Very important.

To do a great cover letter for this, you can't sound like a robot, you must add a personal touch to it. Be short and pursue the person into wanting to check your resume. You cover letter must make them curious, and the resume must make them interested, and your references must make them feel comfortable to give you a call or an email to discuss further things: rates/lanes/etc and so on. You want to add your authority (set up pack) so they know they are working directly with you, as you say you are, and not a broker, or who knows what.

You want to put all these into a nice yellow envelope, and dress casually, not crappy, not over the top. Go to these places and tell the front desk personnel that you have a important message for who ever is in charge of shipping, and can they please make sure that person receives it! This isn't a 100/100 working way, but it is 70% for sure to get a direct customer!

Now the ones that do contact you, this is ALL UP TO YOU, what did you promise them? Payment terms? Rates? How many shipments? All these things. Depending on the size of you as a carrier you can look for places with more than 4 docks.

YES-- this takes a little extra, but after all who needs a broker to find you freight?
If you are looking for direct freight and don't know where to start, there goes my blue print on how to get this freight!

If you want to be creative, and out of all those places you go to, you suddenly have some serious customers, pull your buds, drivers, lease them on. Take care of the customer just like they take care of you. Promise them when rates do spike up, they will pay the same, only thing that will ever change is FSC and stick to it!
Click to expand...

100% agree! I own a freight company with my husband! He is the driver! It’s so unfair eveything we have to go through, pay insurance, pay fuel, pay taxes, drive and putting his life in risk on the road, and brokers are actually paying aroung $1.20 average per mile or less!!! This is ridiculous and very unfair! Thank you so much for the tip since we didnt really know how to approach the customers!!! All company/fleet owners should do the same and eliminate all brokers!!!!

Log in or Sign up

Forums

Find Trucking Jobs

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

seattle_ownerop Bobtail Member

Trucking Jobs in 30 seconds

Wait, employers can't reach you!

Marmon110P Light Load Member

Blackdogxpressinc Bobtail Member

Trucking Jobs in 30 seconds

Wait, employers can't reach you!

Log in or Sign up

Useful Searches

Find Trucking Jobs

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

seattle_ownerop Bobtail Member

Wait, employers can't reach you!

Marmon110P Light Load Member

Blackdogxpressinc Bobtail Member

Wait, employers can't reach you!