Monday, April 30, 2007

Change Your Input

by Krish Dhanam, guest speaker for Brooke Training

Do you ever listen to aimless drivel of talking heads opine about the ills of society, and feel frustrated? Has passive learning and wasted input created a chaotic feeling of helplessness as you wonder if you are making a difference? An obstacle to progress is over-thinking our problems and our obstacles.

The first step towards making a difference is learning how to be different. The bottom line is to change your input, towards the positive. You can do this in the following ways this week:

1. Your image of yourself will change for the better when you read information that is good, clean, pure, powerful and positive.

2. Make an effort to participate in one random act of kindness everyday this week. By playing the game of gratitude with no ulterior motive you will be enriched greatly.

3. Tell your loved ones you love them. Do not assume it is common knowledge just because you are around them. Verbalize your commitment to them.

4. Listen to automobile university. If you want to be better at something find all the experts you can on that subject and then internalize their expertise. You’ll change radically for the better.

5. Take time to be quiet. Spend reflective moments when you are driving around with no noise coming from the radio, cd or i-pod. Compare your victories with your defeats. Try to make the list of victories longer than the list of defeats and watch the changes.

Do these things this week and you will have moved from the comfort zone of mediocrity to the effective zone of enhanced productivity.

www.brooketraining.com

Friday, April 27, 2007

What is Truck Supply/Truck Capacity?

Truck supply and capacity are macro economic terms to describe the current economic condition of available trucks to loads (supply vs. demand). For example, if I had 500 loads moving out of Houston and researched the market and I see only 200 trucks available - then I have more freight than capacity. Capacity is the availability of equipment for any given period. If I owned a trucking company and I had an empty trailer or tractor sitting on the yard ("on the fence" as they call it), then I have available capacity. Of course, trucks only produce revenue when running with freight ("loaded miles").

Every state has a different amount of daily capacity based simply on this question: Is the population consuming or producing more products?
It is imperative to understand truckload capacity because capacity impacts shipment prices. So, if your client doesn't understand why the price is high, and you can educate them on the daily/weekly/monthly capacity (current market conditions), then they will begin to understand. And you will be showing them that you really know your stuff.

Never assume rates are the issue. A shipper will more often than not, gladly pay a few extra cents per mile if they know you, as their broker, are looking out for their best. It is also important that you pay your carrier a bit more than all the other brokers. Also understand why we have the fuel surcharge (.28 a mile is the average right now). The shipper should be paying it to the broker and the broker should be giving it to the carrier.
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Strive to under promise and over deliver. Never speak negative about anyone. Keep your positive spirit in all matters. Make the carriers’ and shippers’ goals your goals.

Moving on,

Jeff Roach
www.brooketraining.com

Thursday, April 26, 2007

At the End of a Long Road is the Pot of Gold

Don’t go chasing rainbows for the pot of gold, take the long road of relationship building.

Building credibility with valuable carriers and shippers took me years of sweat equity. The path is narrow. Most people want to take shortcuts -it is natural, but won't pay off. Remind yourself that this upfront investment in time and care will pay off eventually.

Remember to educate yourself, educate your shipper and carriers, serve them, help them reach their goals. Your role is to be an extension of both the shipper's office and the carrier's office. Communication is everything. Be proactive. Do everything with a sense of urgency. Do not quit.

Toby Slough, a Brooke Training speaker, spends his life teaching thousands on a weekly basis. Toby says: Attitude is everything, and perseverance is a close second. Focus on progress, not perfection. He is dead on, no question.

Moving on,

Jeff Roach

Wednesday, April 25, 2007

First seek to understand then to be understood

I had a gentleman with another training company, a man I respect, send me an email stating one of my FAQ's could possibly hurt his business. He felt I was singling him out. He professionally and kindly told me, he felt this was unfair. Our intention was not to target him, but I removed that FAQ last night to ease his concerns.

This gentleman and I have completely different training models and services so of course we have differences. I was honored in the way he brought it to my attention. Obviously he knows about how to run a business. Even this week, several people in my class worked with his company to obtain services I do not provide.

We can't be all things to all people. We really need to focus on our niche. You will find your niche in business or it will find you.

Expect the best in all relationships and you will usually get what you expect. My wife said she was proud of me for the way I handled my competitor’s question. I looked at the situation from his point of view before responding.

Training will expedite the learning curve in this and any business venture. How you get that training is up to you. Of course I believe with all of my being that I have the best training program.

I am sure he feels the same way about his training company. What is important is what is the best solution for the client.

Seek to understand and respect your competition. You may even end up learning something in the process. You will lose when you speak negatively about the competition. Take the high road - assume the best, expect the best.

Zig Ziglar always says it best " You can have everything you want if you will just help enough other people get what they want".

Moving forward,
JEFF

Tuesday, April 24, 2007

What is search engine optimization and why should you invest in SEO?

Many people invest in a website and months or years later they complain, “my website is worthless, I never get any business from it.” Creating a website without search engine optimizing it is like creating a newspaper advertisement and never running the advertisement in the newspaper.

What is search engine optimization (SEO)?

Search engine optimization is a process used by Internet marketers to properly code your website so the major search engines can determine whether your site is relevant to related searches. Most website designers do not know how to optimize a website for Internet search. Chances are if you have a website and you are not working with a search engine optimization consultant, then your web site is not getting much traffic. Most importantly it is not providing you with sales leads or new clients.

Why search optimize your website?

Search engine optimization is an Internet based lead generation tool. If your website is not optimized correctly then you are wasting a valuable lead generation tool. Why run the advertisement you created for the newspaper in the newspaper? The primary reason is to create leads and sales. This is the same reason you should consider investing in search engine optimization. You paid for a website, so doesn’t it make sense to make sure people can find it for the product or services you offer and your brand via your website? If your answer is yes, then you are ready for a professional to review your website.

How to get a free review of your website?

Daryl Clark is the President of Internet Search Marketing Inc. (ISM) and he is a search engine optimization and Internet marketing expert consultant. For a free evaluation of your search engine optimization potential fill out our free search engine optimization evaluation form.

Monday, April 23, 2007

A story about Joe. A true Leader.

1. Leaders solve problems others fear.
2. Leaders focus on encouragement and helping others.
2. Leaders acknowledge the potential in others.
3. Leaders often see trends before others because they are always looking for them.
4. Leaders seek out people who will mentor them and then pass on lessons learned.
5. Leaders have clear defined goals and then celebrate milestones with friends, family and co-workers.
6. Leaders form strategic alliances focusing on giving not taking.
7. Leaders listen with compassion.
8. Leaders accept feedback. Then take action to improve.
9. Leaders have a mission and a vision and stay true to that mission.
10. Leaders catch people doing something right.

Joe coaches little league football. This might not seem strange but he does not have a son that plays. Nobody would even know that he does this because he is so humble about it. He does not get paid for coaching and volunteers sometimes 10-15 hours a week to help these boys learn lessons about life and football. Joe looked for a place to help then took action and now has his own football team that will start playing in the fall.

I was taken aback to hear his story because so many people, including me, always ask what's in it for me. It is easy to want to be a Leader; it is hard to really be one. Joe is very busy like all of us but takes time for these 10 and 12-year-old kids because he has a passion to serve these little guys. Think about what you will be remembered for when you’re gone. It is a challenge to raise children, support your family for all of us. Think about spending that much time helping someone else's kids?

Zig always says it best. "You can have everything in life you want, if you will just help enough other people get what they want".

Way to go Joe.

Moving forward,

Jeff

Friday, April 20, 2007

Relationship Maker or Breaker?

You never know when a relationship is going to make or break you.

I remember one year when General Motors called in 180 loads over Christmas. To find that many trucks on the spot would have been impossible. But, since we had developed a relationship with the best-equipped carrier in the business, had paid them quickly at a good rate, they gladly helped us out. We made a few calls and they took every one of the loads. When we had reached our credit limit with that carrier ($100,000), we wired money to them immediately. They increased our credit line and picked up every load. This particular deal simply took a few calls, but only because we had spent years nurturing that relationship.

Who do you think we called first for every load after that?

They never back-solicited us, and we sold the same type of expedited service that they provided. What could have been a Christmas nightmare actually brightened our Christmas.

Moving on,

Jeff Roach

Thursday, April 19, 2007

Finding the “Fits Like a Glove” Carrier Finding the “Fits Like a Glove” Carrier Finding a "Fits like a glove" Carrier

Matching shippers to carriers is a process. It’s like trying to put two puzzle pieces together, matching socks in the laundry or two gloves on a cold day. Keep on trying until the fit is right. In looking for a carrier for a load, explain you have a dedicated lane for them. The carrier may or may not like it. Your job is to find the carrier that fits the deal you're offering like a glove. You do this by learning head hauls and backhauls, and hot zones (places and cities where you can find a truck easily and places you can't). For example, nobody really wants to go to Florida unless the rate is high enough to deadhead (run empty to Georgia) to get a load.

According to the scores of truckers I’ve trained, they need to gross at least $1000.000 per day on a tractor/trailer to make a profit… if everything is perfect. Carriers pay for drivers, fuel, maintenance, lost miles (empty miles), driver shortages and driver turnover. A Freight Broker must truly understand all the carrier is up against.

Drivers deserve a huge amount of respect. In my opinion, truck drivers should be paid like pilots. Most large trucking company owners are now just starting to realize the value of a good driver. They are spending large amounts to keep, instill safe practices and continually train the best drivers -- instead of buying new tractors.

When you help both the shipper and the carrier meet their goals, you will have made a customer for life, and not just a sale. Purpose to build a strong relationship with your carriers so you both win.

Moving on,
Jeff Roach

Wednesday, April 18, 2007

When Can I Charge for a Spotted Trailer?

A spotted trailer or empty trailer left at a shippers loading dock can earn money in some cases. You can charge for this service if the shipper does not warrant a free drop.

For example, if I was dropping 20 trailers and picking up 10-15 loads a week, I would not charge. When the ratio of drops to pick-ups is low then you need to charge. If shipper wanted 20 trailers but was only giving you 10 a week to transport, then a fair fee would need to negotiated with the traffic manager. The broker, the shipper and the carrier negotiate. The carrier gets the fee. Many carriers will agree to leave a trailer in order to have a loaded trailer waiting on them when they get to the destination. Steady freight is preferable to not knowing from where the next load is coming.

The shipper needs to know it costs a carrier around $800.00 a month to rent that dropped trailer. The carrier would not typically have empty trailers sitting around, because that would be an asset not being used. They would sell it to a rental company then easily return the trailer if either party failed to comply with an agreement.

As a broker/agent it is your job to educate all parties and put the deal together. Negotiate with confidence or don't negotiate.

Personally, I usually get in the door with a few "save me" loads (emergency moves). I start building trust with excellent service. Next, I start getting more calls - and the final and ultimate call is when the shipper starts to allow you to educate him or her on how you could help save them money and time, increase service and reduce claims. As your realtionship with shippers and carriers build so will their confidance in your abilities and knowledge.

Moving on,

Jeff Roach

Tuesday, April 17, 2007

What on earth is Spotted Equipment?

Spotted equipment or spotted trailers are the terms used for empty trailers. These empty trailers are left at the shipper's dock door to be loaded or unloaded at a specific time. The shipper uses them as additional warehouse space.

A carrier will often leave the spotted trailer for free if the shipper has a high volume, such as one load everyday. The carrier would come in and drop one trailer when picking up the daily load. Manufacturers can route goods right off the assembly line into the empty trailer. The trucker has shortened down time because when he drops one trailer there is one waiting for him to take. It makes it easy on both the carrier and the shipper.

Another term you will hear is drop and hook. Meaning the carrier will drop the trailer they have and hook up the trailer to be picked up. You most likely won't negotiate for spotted trailers until you have established a good working relationship with a shipper. My first load with most shippers is an "emergency save". I'm there when they have a desperate need to get a load moved.

Tomorrow will discuss when and how to charge for spotted trailers.

Moving on,

Jeff Roach

Monday, April 16, 2007

What is a Bid Package?

A bid package is, as the name implies, a gathering of information that lets a shipper know a freight broker’s price for moving a load and other considerations. A large shipper will give you their bid package of forms to complete. You will be asked questions such as "what is your quoted RPM (rate per mile) to each state?" They’ll ask you all the information they need to be able to research you in comparison to other transportation companies that submit bid packages.

Large corporations such as GM, PepsiCo, Nabisco, 3M employ an internal traffic manager with a team responsible for getting their freight moved, on time and within budget. This traffic manager will be the one to supply you with the bid package.

There's no "standard" bid package. They vary, depending on what information the shipper desires in your bid.

Even though rates will be asked for, don't assume that rates will be the deciding factor. Relationships based on rates alone dissolve when the rate goes up. Pay attention to rates but pay more attention to superior customer service. Go above and beyond their expectations and you’ll make a customer for life.

Friday, April 13, 2007

Skinny Kids

"Timid sales people have skinny kids". Bryan Flannigan

Do you have a little shy in you? Well if you want to sell, get over it. Be bold in your approach without being pushy. Be confidant in your self and in your ability to help.

Look at every sales call as an opportunity to educate, make a new acquaintance and/or brighten a day. The idea is to keep your name top of mind so when they need a broker they think of you… and want to do business because you are pleasant.

And don’t forget, those babies gotta eat. If you aren’t bold enough to ask for the load then you’re gonna have some grumbling tummies.

Bryan Flannigan will teach a one day intensive seminar Tuesday, June 26 at Brooke Training in Dallas. See www.brooketraining.com for more information.

Thursday, April 12, 2007

What can we all learn from a champion?

What can we all learn from a champion?
“Some people say I have attitude - maybe I do. I think you have to. You have to believe in yourself when no one else does - that makes you a winner right there!”

~ Venus Williams, US tennis champion ~
How do you believe in yourself even before you have seen victory? Set out to do something you’ve never done before. And don’t quit until you’ve done it. Then stand on that victory. Build on that accomplishment until you have a book full of things tried, some failed but all attempted. Trying is the key. Most won’t try new things because they fear failure. I fear not having tried the thing that will turn to success.
One of my newest mantras is, “If you’re not failing at something, you’re not trying enough new things.” After all, even in failing we have victoriously discovered what doesn’t worked and we get stronger in the process.
It takes time to get established as a Freight Broker. But once you get a few steady accounts you’ll find it very lucrative. Build on your strengths. Establish relationships with people who are like minded. You will succeed and enjoy the process.

Moving on,
Jeff Roach
President and Teacher Brooke Training

Tuesday, April 10, 2007

Living the Dream

Today's post is by one of the guest speakers at Brooke Training's Freight Broker School. Enjoy inspiration from one who became a success in our land of opportunity.

By Krish Dhanam,
www.krishdhanam.com

Everytime I get a chance to speak for the participants at the Brooke Training course or anyone else for that matter, I have to pinch myself and question the reality. Two decades ago when I came to great and glorious land, I remember kissing the ground in New York like many immigrants before me. Scared and nervous about the chance I had taken and the choice I had made I now realized that it was time to get to work. With a bank account that boasted a whole nine dollars and a bride whose love and promise as the only foundation, I decided to give my all to the country that had given me solace. Today I am reminded all too often about the opportunities of this bastion of freedom we call America.

As you run your errands today and set your goals for tomorrow think about what you can give before asking about what you can get. The American Dream will be a nightmare if you keep hitting the snooze button and falling back into a slumber. Today get up and get going and you will go up and get more to give. Dream with your eyes open and you will bypass vanity on the highways of life and embrace opportunity at every turn. Invest in a new skill and embolden your will and you will be okay. The goal of the dream is not to wake up and smile that you were able to dream. The final victory is in living the dream out to its fullest and finishing well. A race run as a participant is different from one looked at as a finisher.

Determined to Succeed

I’m a collector of quotes from famous and not so famous people. Here is one of my favorites:


"What this power is I cannot say: all I know is that it exists and it becomes available only when a man is in that state of mind in which he knows exactly what he wants and is fully determined not to quit until he finds it"

-Alexander Graham Bell.

Major is a Chesapeake Retriever. This incredible dog has a determination and stamina that is incredible. He’s a hunter’s dream. He will not stop looking for a bird until he finds it. He’ll overcome every obstacle. He’ll keep up his hunt no matter the weather. Even when his owner Lonnie Brantley is ready to throw in the towel, Major stays the course. In the dictionary next to tenacious you’ll find a picture of Major.

Major was born with a tenacious spirit but he also gained greatly from training.

Some days in business and in life we want to coast rather than drive on. Dig deep within and you’ll find this mysterious power that gives you the extra you need to push a little more. Get the training you need. And don't give up.

Zig Ziglar always says it best , "A big shot is nothing more than a little shot that kept on shooting."

Moving on,

Jeff Roach

Monday, April 9, 2007

Ready, Set, Sell

Brooke Transportation Training announces a great opportunity for anyone who sells anything and could use some new ideas and inspiration. And who doesn’t need a new idea?

Bryan Flannigan, author and speaker, comes to Dallas Tuesday, June 26, 2007 for an intensive one-day advanced sales course.

“Bryan is very refreshing and has a great presentation! Everyone of our Agent family, who attended one of his presentations, was very impressed and felt his presentation was very helpful. He gave them a new outlook on sales and how to make a good sales call. After all sales and communications is what this business is all about and Bryan will bring the best out in you!! He is a plus to Jeff's (Roach of Brooke Training)training program!” Ron Moore, agent broker trainer

Bryan is author of Now Go Sell Somebody Something. He is a highly sought after dynamic and entertaining speaker with the Zig Ziglar Group. We are offering this $1500 value for $899.00 per individual student. This is ideal for a carrier or broker or agent who wants to get the best sales training available.

This one day seminar is part of the Advanced Freight Broker Training offered through Brooke Training. The one day intensive can be taken separately or as a part of the week long advanced course.

Email or call Jeff Roach for more information: jroach@transportationtraining.com, (214) 206-1169

Thursday, April 5, 2007

Good Friday

Is it called Good Friday because it is good to have a day off? Fridays are always anticipated but when it is Friday and a holiday we have double reason to celebrate. Go ahead; enjoy the time with family and friends. Try to put your work aside. But don’t let the day end without truly reflecting on why it is Good Friday.

In Germany they call this day mourning Friday. Jesus was crucified, so the disciples mourned. But I prefer calling it good because the disciples morning only lasted till Sunday when Jesus defeating death by rising from the dead. It is good for all who believe because forgiveness and salvation is theirs. So it is the day of the greatest good. The day one man sacrificed it all for the good of all mankind.

Go out and have a good day.

Priority Freight Brokers

I edited this article from a blog entry by Jesse Anderson.


It has long been known that when a customer is asked how soon he needs a shipment his most likely response is going to be to say in a firm voice, "as soon as possible." In fact, that has been said so often that the meaning of ASAP has changed to often mean, "as soon as we get around to it." Despite this cheapening of the meaning of ASAP, there sometimes is a shipment that really has to get there as soon as possible. This is where priority freight comes into the picture.

For most items, quick delivery is often handled by the post office, federal express or the like.

When the size of the item is a factor, Priority Freight Trucking becomes the only choice. It is size that eliminates many shipments from qualifying for the Postal or combination Air/truck services.

When the item is going to be sent by Priority Freight, there is still a limit to how quickly the delivery can made. The limitation is the distance that must be traveled. Regardless of how much care is taken to insure the shipment does receive priority treatment, the miles of road have to be traveled. This is the only limitation, however, that should be involved. When a shipment is declared priority freight, and the customer has paid for this service, every effort needs to be made to get it there as soon as possible.

One way the trucking industry has handled the demand for priority shipment is through the use of Priority Freight Brokers. A Priority Freight Broker specializes in matching loads with empty trucks. Their major advantage is that they are not restricted to only one fleet of trucks, and by tracking loads and movement of many major carriers; they can insure that the priority shipment is matched to the truck that is available at the earliest time. Trucks move over the highway 24/7 and this fact means that somewhere there should be a truck ready to take the priority load and begin its journey toward its destination. Any Priority mode of shipment regardless of carrier is going to cost more than routine delivery and this is another function of the Broker. They should be able to find you the combination of the best price and the quickest delivery.

http://martinwittmann.blogspot.com

Wednesday, April 4, 2007

What are the Fuel Formulas?

by Jeff Roach

A recent online student asked me a tough question: How can I take the EIA fuel info and figure out how everyone comes up with the Fuel for that week? I had to think about that one. The truth of the matter is I really don't have a clue. I do know companies use several formulas but they all change weekly. A large company like Landstar will have different data than a small broker who has four or five employees. Landstar is a multi-billion dollar broker. They most likely have an entire department to handle this assignment.

Since you can easily find this fuel surcharge info on most load boards and even on our site I never bothered to learn the formula.

One of my math savvy customers figures out the fuel costs. She sends it to my web master. We update weekly on www.brooketraining.com You can also track LTL shipments from this amazing website.

So all that is to say, this is the first time in my career that I could use some kind of advanced math. My artistic kids have been telling me they do not need math. I have been telling them yes you do, but I could not do this formula LOL.

I suggested my student call my customer who understands the fuel formulation. We were all impressed with my student's need for detail. It is this kind of tenacious person that will make it in this business.

My elearning students experience a narrative learning experience. They watch, read and listen to modules that are entertaining and very detailed. We discuss anything they want to help them get the education and then I do my best to help them reach their goals. It is a blast. I love teaching on-line. www.justintimefreight.com This e-course was a year a half in development with a Team of Experts. I am amazed at the course. I get the chance to meet eager, intelligent, thoughtful students on line This young lady is going to make some broker a great agent. She wants to know everything and I love it.

Moving on, Jeff Roach

Tuesday, April 3, 2007

Why Does a Shipper use a Broker?

correction: In yesterday’s posting I recommended the book, Customers for Life. The author is Carl Sewell and Paul B. Brown, not Carl Lewis, he’s a runner not a writer, oops)


Chantell Miller, one of my super sharp freight broker students asked:

Q. What is the rationale behind a shipper using brokers and brokerage firms, rather than working directly with carriers? Wouldn’t it cost them less to work directly with carriers versus using brokers? I believe that understanding this concept will help me understand my approach when working with shippers.

A. Consider both shippers and carriers’ viewpoints.

Shippers come in two sizes: large and small.

A large shipper, has a list of asset based providers for their shipping needs and a few brokers as back ups. They have traffic departments whose entire job is to get the freight to the right place, at the right time and at the best price. If their main providers can’t handle a load they turn to the broker.

The large shippers will call brokers as back ups and that is exactly how you get in the door. This is your opportunity to shine. You are probably their 4th call. Rate has become less significant; getting the load handled is paramount. Speak confidently, don’t make it about price and don’t belittle their regular vendors they trust with most loads. Your job at first is to get in the door with the shipper and be a back up. Once they give you a chance: Stay on top of your work, track everything and communicate everything.

A small shipper needs the broker agent to BE their traffic department since they aren’t large enough to hire employees for the job. You will find trucks at fair rates and manage the shipments. You become an extension of their office.

Every day, all day carriers miss loads. You want the shipper to call you when they need to be saved. They have to get that truckload off the dock and to their customer. They will pay more and be thankful when you get the job done.

The other player in the mix is the carrier. 95% of all trucks you see on the road are owner operators. They need freight brokers to get them a fair rate and a good load to get back home. They can't afford to have a sale force s in every geographic region. Carriers quickly identify the good brokers. The word gets around in the trucker’s world.

To be counted as a good broker: Pay the carrier on time and ask him or her to holler at you next time they are coming to Dallas or where ever you’re based. Then try to find a good load for them. You will have more carriers than you need.
Don't forget you will always be dealing with carriers and shippers.

I see myself as a consultant to both the carriers and shippers. It really depends on the situation. I have shippers that do over 50 million a year in sales and will only use a broker because they know we bring value. While our rates may be a little more, we keep cost down because they can depend on us to
handle transportation. They make widgets and we handle and manage transportation.

Moving on,

Jeff

Monday, April 2, 2007

What’s so wrong with a phone sales script?

If you are a carrier or a broker/agent you are always looking for shippers. To get shippers you make calls. You need a sales script, right??? Anyone who knows me knows I go crazy when a student asks for a script when calling shippers for the first time.

Now imagine yourself after working hard all day and the phone rings …you’re hoping it is your fishing buddy. The black bass are hitting all over lake Travis, I'm thinking with a smile and then to my surprise it's a telemarketer.

We all hate to be bothered by these people who invade our space. How dare they? You see when you read a script you come across as a telemarketer. Then you start believing and acting like a telemarketer. Telemarketers are pests who are trying to sell us something we probably don’t want or need. A Freight Broker is offering a service the shipper vitally needs.

Be confidant knowing people buy from you because you have invested in education, you’re a giver, and you have a great attitude. Being new at the job can be a bonus. Tell the shipper you’re new and you want to help them solve their problems.

Get to the right person at the shipper firm and ask if it is an okay time to visit. If they say yes, ask them when's the last time you needed a truck and couldn't find one? Wait as long as possible. Silence is golden.

Listen to what the customer is telling you. Take notes and ask to go over the notes. Ask: What are the goals are of the shipper? Then purpose to help them reach those goals. Become part of the team.

It takes 7-9 touches before a customer makes a buying decision Do not quit after four. They say about 80% of sales people stop calling on a prospect after 4 times. Every sales book in America will tell you it takes 7-9 touches before a prospect will buy from you. What is a touch? A note in the mail, an email, a phone call, etc... Always include your contact information.

After you make a sale, bend over backwards giving more than you promised. Once the traffic manager trusts you because you did what you said when you said you were going to do it, you will get business.

You will get customer for life.

The customer chooses everything including when to buy, how much, and how often. The vendor they trust the most will be the one who gets the lion share of business. Rates are often talked about but in reality most shippers will pay more for out of this world service. Read Customers for Life by Carl Lewis.

The investment in time will pay off. Your goal is to make a customer, not a sale. I don't claim to be an expert on sales but I know for sure that if you treat the shipper the way you want to be treated - you will be a superstar sales pro.

I used to work for a great guy who owned a large trucking company. He’d say,” You will get a Gold Star on your forehead when you close a big account.” Funny thing I closed some whoppers and he never gave me those stars...He did give me an education and for that I will be always be grateful. You can’t replace education.

The more you earn, the more you learn.

My daughters say artists are the smartest.

Moving forward,

Jeff Roach