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
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