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
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