Some negotiate some don't

Discussion in 'Freight Broker Forum' started by Dino soar, Aug 12, 2020.

  1. Dino soar

    Dino soar Road Train Member

    Dec 8, 2017
    Maybe it's me but brokers are almost like a wild card sometimes.

    I called on a load little while back and I can't remember what the miles were but the guy actually told me $150. And you had to pick up the load sit and wait I think like 5 or 6 hours and then make the delivery. I tell him that's absurdly low and he says well that's it that's what it pays.

    I have had others where let's say the load was listed at 600 I said 8 and they said great let's do it right now. What if I would have said 9?

    I've had others if we use the same example they were listed for 6 and I said I'm looking for 8 and they said no thank you and hang up on me.

    That I have had other ones they were listed so ridiculously low I didn't even want to call them and for the hell of it I gave them a high price and I ended up taking $50 off of it and doing great on the load.

    It's funny to me because you would think Brokers would generally always try to negotiate with you but they don't.

    I find that odd because I would think if they want to move the load they would always try to negotiate in some way.
    6wheeler, clausland, JonJon78 and 8 others Thank this.
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  3. Rideandrepair

    Rideandrepair Road Train Member

    Aug 8, 2015
    Gotta love the free market!
    blacklabel, alds, Coffey and 2 others Thank this.
  4. PPDCT

    PPDCT Road Train Member

    Jun 15, 2017
    St. Paul, MN
    So, much like anything else in business, there's a wide range of personalities and rates at play. Even at my office, the personalities come into play with the negotiations, and we've all basically come up in the brokerage side of the house at our company. A couple of the guys and one of our new gals take my approach- I'll negotiate on just about anything, as long as the carrier is "reasonably" in the ballpark with what I'm doing. Some of the other guys stand pretty hard. Some of the others split 50/50.

    Other times, the rate/time available will dictate a response. If I have a week to move a load, and at a thinner margin, then it doesn't benefit me to deal as hard. If it's something time critical, the ball is more in your court, and I'm more likely to budge harder in your direction. Just all depends, really. I imagine the fellas that are running contract freight are standing the hardest of them all- especially since the contracts don't leave much room for renegotiations when the times get lean on them.
    blacklabel, clausland, bzinger and 5 others Thank this.
  5. magoo68

    magoo68 Road Train Member

    Jun 11, 2011
    st malo mb canada
    Most brokers have a plaque on the wall with this saying. “There’s a sucker born every minute”
  6. Gdog66223

    Gdog66223 Road Train Member

    Dec 30, 2017
    Coal Town
    It's middle manned to death. I used to haul lawnmowers from Nashville, TN area John Deere to Eastern, VA and I would get around $1800 each time. If i did 3-stop stop loads i got like $2600. I did that for a few months but then the broker started dropping the price so i quit. Looking back at it what-if I would've went past the broker and did John Deere direct.

    C.H. Robinson is the worst. I had a broker plainly tell me that I had to pull my weight at their company before I got the good loads. He's like you gotta take those crappy loads before we'll give you the good stuff. Should it be that way? No but, it is that way.
  7. Trucking in Tennessee

    Trucking in Tennessee Road Train Member

    Mar 19, 2018
    If you had been pulling for C.H. for 6 months and taking some good and not so good loads for them, and a new guy came along and they gave him a cushy load right off the bat I doubt if you would be very happy.
    Lite bug Thanks this.
  8. TallJoe

    TallJoe Road Train Member

    Apr 12, 2016
    While there is a general consensus that that quality of rates you are getting do result from your negotiation skills but the skills themselves are not about your ability to convince someone into giving you a better rate by means of your ability to speak to them one way or another. I think it is first and foremost about knowing what lanes pay what and when. But then of course there is also the market volume and carrier capacity, timing of a day too, whether they call you vs. you make a call to them etc.
    I am not a big believer of someone's unique abilities to get much better rates from whatever the market pays on given lanes in a given time but knowing what the lanes have paid for many years back is critical.
    So if there is hundreds of trucks ready to take heavy water loads from Pleasant Prairie, WI to WM DC in Sterling, IL for $525 there is no way Convoy will pay you $750 because you think you are Mr. Exceptional_Service.
    That is of course different to some degree when you get your freight from a person that dealt with you before and you earned their trust. But that is the result of your relationship you established after some time, not one time negotiation talk.
    jbatmick, FAST123, clausland and 3 others Thank this.
  9. 86scotty

    86scotty Road Train Member

    Aug 27, 2017
    And every carrier/owner worth his salt should have the same plaque on the wall. No one ever wins or loses all the time. If you are losing all the time change your game. If you are winning all the time get ready for the walls to come crumbling down.
    sirhwy, clausland, D.Tibbitt and 7 others Thank this.
  10. terrrysbarker

    terrrysbarker Bobtail Member

    Jun 9, 2020
    i like to let drivers know what i have in load then state what the market in that lane is then give them a rate in that market area. my negotiating limited by those 2 numbers. If a driver offers me a rate close to market then we can talk. If he asks me my max rate then expect me to tell you my max rate and its not negotionable. If you quote me a rate over 1000 dollars over market expect all negotiations to stop at that point i will not work with you again. I try to be fair and open and expect the same respect in return.
    D.Tibbitt Thanks this.
  11. Gdog66223

    Gdog66223 Road Train Member

    Dec 30, 2017
    Coal Town
    Your the only one. Most of them never tell what they got in it, let alone be as nice as you are.
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