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
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
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
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.
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
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
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
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
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
Moving on, Jeff Roach
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
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
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
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
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