Convert an Expense to a Profit
I read any and all business advice I can get my hands on and see how I can apply it to my own business now or in the future. In Freight Brokering the biggest waste I have is probably paper. I recycle my paper at my local schools so they get a little extra cash from the recycle man. I’ve read lots of uses for used truck tires. Think how you can apply this to our industry. Today's entry comes from businessknowhow.com
by Janet Attard
That's not as crazy as it sounds. Numerous businesses have done just that by thinking outside of the box. One expense that often can be converted to profits is the cost of disposing of waste products or scraps. Instead of throwing away scraps or, worse, paying someone to cart them away, consider whether there is some other use for the material.
A Texas manufacturer, for instance, turned a $35,000 expense for removing wood scraps into a $15,000 profit by processing them into a bedding material for use in poultry farms and horse stables.
Home businesses can often turn expenses and waste materials into profits, too. One person who does is Charlotte Cox of Charlotte's Dress Designs in Cleveland, Texas. Charlotte makes dresses and craft items. Instead of throwing away the leftover fabric or craft items, or stuffing them away in a closet, Charlotte packages the leftovers for resale. She puts them in clear plastic bags, labels them and prices them, then takes them to shows when she displays her craft items.
Moving forward,
Jeff Roach
Fast Food World
People want their needs met fast. We live in a fast food world. Technology is continually making things faster. Count the number of express signs you see today - express lube, express checkout, express lane, etc. Think about it. How fast is fast enough? Everyone wants his or her needs met fast. The need for speed is driving much of the business world’s innovations. Everything is going mobile. I just read that the “hover craft” as seen in the Back to the Future Movies is available for purchase. So now instead of taking the express lane, you can fly over all the traffic in sky express.
This fast food world is the best time to be a broker/agent. The sooner the better when the shipper calls and tells you he has a load left over and can’t find a truck. If you can find that truck you are going to make a customer for life. Building relationships with shippers can be slow but if you address their distress needs, fast you will quickly solidify a burgeoning relationship.
You and I want our calls answered by a real human being.
We all want our orders processed in lighting speed.
Complaints should be handled first … and fast
Get the bad news out first thing.
Speed holds on to existing customers.
Listen and handle it fast – whatever the situation.
Convey your reverence for their time.
Knock yourself out showing how much you respect their time.
Research shows that customers hate waiting more than
anything else.
Moving forward (fast),
Jeff Roach
www.brooketraining.com
This fast food world is the best time to be a broker/agent. The sooner the better when the shipper calls and tells you he has a load left over and can’t find a truck. If you can find that truck you are going to make a customer for life. Building relationships with shippers can be slow but if you address their distress needs, fast you will quickly solidify a burgeoning relationship.
You and I want our calls answered by a real human being.
We all want our orders processed in lighting speed.
Complaints should be handled first … and fast
Get the bad news out first thing.
Speed holds on to existing customers.
Listen and handle it fast – whatever the situation.
Convey your reverence for their time.
Knock yourself out showing how much you respect their time.
Research shows that customers hate waiting more than
anything else.
Moving forward (fast),
Jeff Roach
www.brooketraining.com
How to Network
Networking is essential as a freight broker or agent. Networking is simply building alliances with companies who have complementary services, attending events with potential customers and vendors, and meeting with other small business owners. Join your local chamber of commerce, trade associations and professional clubs. As a broker or agent, you may work much of the time by yourself. Networking gives you opportunity to talk with others, exchange ideas and talk through issues that may come up with others that have already worked it out.
In our technologically advanced society having a network of others who are working on a similar computer system is priceless. Dynamic networking will also help keep you motivated to success.
One source for networking is trade shows. There are transportation and logistics trade shows that you can attend, where you can meet new vendors, see what’s new in the industry, and while you are there you can check up on what some of your competitors are doing. You can network with carriers at trucking trade shows, and align yourself with companies that are selling complementary products and services to yours.
A great type of trade show to attend is a show that your prospective clients would attend – such as a trade show for manufacturers, or a show for the niche market that you have chosen (such as a trade show for food companies, if this is your niche; or a trade show specifically in an industry sector that you are already doing business in or want to pursue). The best one would be a show that has no other transportation service companies; this would be a good trade show to purchase a booth to advertise for your service; network as much as possible, and hand out your business cards and any advertising fliers or brochures.
Network with people and companies that can educate and coach you in the brokering industry or in sales. Continually adding to your knowledge in the field will add value to your business as a consultant. Anytime you can take a class and network with educators in your industry, you are ahead of the game. You can also take classes and network with sales consultants and coaches. You could take a class in the skill of negotiating, improve that skill and improve your bottom line as a broker/agent.
When you go out to a client’s office, your goal should be to network and get to know everyone that you can in their organization. Meet the receptionist, the accounting clerk – begin to call them by name. Humor and enthusiasm are the fastest ways to break down walls, and get to know people.
Network to find out the internal decision-making process in the company, and the chain of command. Do focus on your primary contact, the the decision-maker who routes the truckload or large shipments. Work also to get to know their boss, their boss’s boss, their assistants, the company owner, etcetera. They may have a traffic manager, but someone else above them (or below them) may really be calling the day-to-day shots.
Get to know their company philosophies, their goals, and where individual employees are headed. You can get creative – maybe take donuts or pizza out to the warehouse, and get to know the warehouse guys. Brainstorm with them about their shipping issues, or just get to know them. If their traffic manager gets transferred to another department or leaves the company, you will be glad that you have built up a relationship with the next person in line that takes their place. And you know the company really likes you when you finally get invited to the company Christmas party, or an appreciation party for vendor partners! Don’t be in a rush, all of this is a process; building up trust and relationships takes time and extra effort.
If appropriate, when you go to a client’s plant, network with other vendors who provide products or services for them. You may have other similar clients, and could both probably benefit from introducing each other to new clients. That is an example of the type of strategic alliance that you’ll want to consider. Remember though, that if you are networking to create a strategic alliance with another company, it is important that you have similar value systems for the relationship to be truly successful.
I thrive on networking. It gives me a chance to tell all my corny jokes and build relationships, thus keeping my work day worth getting up for.
Moving forward,
Jeff Roach
www.brooketraining.com
In our technologically advanced society having a network of others who are working on a similar computer system is priceless. Dynamic networking will also help keep you motivated to success.
One source for networking is trade shows. There are transportation and logistics trade shows that you can attend, where you can meet new vendors, see what’s new in the industry, and while you are there you can check up on what some of your competitors are doing. You can network with carriers at trucking trade shows, and align yourself with companies that are selling complementary products and services to yours.
A great type of trade show to attend is a show that your prospective clients would attend – such as a trade show for manufacturers, or a show for the niche market that you have chosen (such as a trade show for food companies, if this is your niche; or a trade show specifically in an industry sector that you are already doing business in or want to pursue). The best one would be a show that has no other transportation service companies; this would be a good trade show to purchase a booth to advertise for your service; network as much as possible, and hand out your business cards and any advertising fliers or brochures.
Network with people and companies that can educate and coach you in the brokering industry or in sales. Continually adding to your knowledge in the field will add value to your business as a consultant. Anytime you can take a class and network with educators in your industry, you are ahead of the game. You can also take classes and network with sales consultants and coaches. You could take a class in the skill of negotiating, improve that skill and improve your bottom line as a broker/agent.
When you go out to a client’s office, your goal should be to network and get to know everyone that you can in their organization. Meet the receptionist, the accounting clerk – begin to call them by name. Humor and enthusiasm are the fastest ways to break down walls, and get to know people.
Network to find out the internal decision-making process in the company, and the chain of command. Do focus on your primary contact, the the decision-maker who routes the truckload or large shipments. Work also to get to know their boss, their boss’s boss, their assistants, the company owner, etcetera. They may have a traffic manager, but someone else above them (or below them) may really be calling the day-to-day shots.
Get to know their company philosophies, their goals, and where individual employees are headed. You can get creative – maybe take donuts or pizza out to the warehouse, and get to know the warehouse guys. Brainstorm with them about their shipping issues, or just get to know them. If their traffic manager gets transferred to another department or leaves the company, you will be glad that you have built up a relationship with the next person in line that takes their place. And you know the company really likes you when you finally get invited to the company Christmas party, or an appreciation party for vendor partners! Don’t be in a rush, all of this is a process; building up trust and relationships takes time and extra effort.
If appropriate, when you go to a client’s plant, network with other vendors who provide products or services for them. You may have other similar clients, and could both probably benefit from introducing each other to new clients. That is an example of the type of strategic alliance that you’ll want to consider. Remember though, that if you are networking to create a strategic alliance with another company, it is important that you have similar value systems for the relationship to be truly successful.
I thrive on networking. It gives me a chance to tell all my corny jokes and build relationships, thus keeping my work day worth getting up for.
Moving forward,
Jeff Roach
www.brooketraining.com
Tough Jobs
“When we accept the tough jobs as a challenge to our ability and wade into them with joy and enthusiasm, miracles can happen!”
~ From the Salesman’s Book of Wisdom, by Criswell Freeman ~
What tough jobs plaque you? When I face a tough job my tendency is NOT to “wade into them with joy”…nope I want to either put off the tough stuff, delegate it out to some poor soul or run the other direction. So when I read this quote I had to rethink my approach. I’ve had seasons when I get to my dreaded list first. After tackling a rough task I feet accomplished and competent. When I avoid, I feel defeated and incapable. So why do I put off the tough stuff? Human nature I guess. This quote has reminded me to take on some hard stuff, first thing then I will be stronger for the rest of the day.
Or watch an episode of “The World’s Dirtiest Jobs” then you’ll realize you don’t really have any tough jobs.
Moving forward,
Jeff Roach
~ From the Salesman’s Book of Wisdom, by Criswell Freeman ~
What tough jobs plaque you? When I face a tough job my tendency is NOT to “wade into them with joy”…nope I want to either put off the tough stuff, delegate it out to some poor soul or run the other direction. So when I read this quote I had to rethink my approach. I’ve had seasons when I get to my dreaded list first. After tackling a rough task I feet accomplished and competent. When I avoid, I feel defeated and incapable. So why do I put off the tough stuff? Human nature I guess. This quote has reminded me to take on some hard stuff, first thing then I will be stronger for the rest of the day.
Or watch an episode of “The World’s Dirtiest Jobs” then you’ll realize you don’t really have any tough jobs.
Moving forward,
Jeff Roach
10/07 Dallas Testimonials
As an instructor it is quite fulfilling to hear that students found the class very helpful. We had one student with zero industry info and one with years in the industry. Both felt they were ready to hit the ground running in freight brokering. Now that is why I do what I do. Yesterday I blogged testimonials about our fine Florida instructors. Here’s what our recent Dallas class grads had to say about class in Texas.
Coming into this class my knowledge of this industry was zero. After a week I feel I’m now ready and knowledgeable to start my own Brokerage. Aside from what I learned about eh trucking industry Brooke has taught me a lot about selling, running any type of business and important principles to be successful. Brooke is very good at motivating and directing you on the right path. Mike B 10/07
After 8 ½ years as a truck driver, 5 as an owner/operator and a year in shipping and receiving, I decided to start as an agent or broker and take this course…I’m very happy, it helped me very much. I recommend this to all who want to start in this business. Very knowledgeable presentation in al the areas you need to know. Nicolae 10/07
Class was very informative. Looking forward to putting the knowledge to use. Matt H 10/07
Moving forward,
Jeff Roach
www.brooketraining.com
Coming into this class my knowledge of this industry was zero. After a week I feel I’m now ready and knowledgeable to start my own Brokerage. Aside from what I learned about eh trucking industry Brooke has taught me a lot about selling, running any type of business and important principles to be successful. Brooke is very good at motivating and directing you on the right path. Mike B 10/07
After 8 ½ years as a truck driver, 5 as an owner/operator and a year in shipping and receiving, I decided to start as an agent or broker and take this course…I’m very happy, it helped me very much. I recommend this to all who want to start in this business. Very knowledgeable presentation in al the areas you need to know. Nicolae 10/07
Class was very informative. Looking forward to putting the knowledge to use. Matt H 10/07
Moving forward,
Jeff Roach
www.brooketraining.com
Accolades
Ron and Susie Moore teach our Jacksonville Florida freight broker course as well as travel to other locations. Here are the rave reviews from the last couple of classes they expertly taught. We don't write these or edit out any negative comments. This is what their students wrote on the last day of class:
9/07 Ontario California testimonials
I had a great time in the class. Very informative. There is too much information to digest in one week but the Booklet and the online course help a lot, if you go back and review. Loved the presentations from the different companies (on free Friday). I got to know so many people and facts in the business that I had no idea existed. Armand S.
The class has been very informative and interesting. Ron and Susie were very helpful and enthusiastic. They have a lot of experience and knowledge. Gabriela Z.
I enjoyed it! Daryl B.
Ron is not just an instructor but also a person with experience in the industry. Well worth the money. Mark B.
Learned so much. Thank you. Juana M
The Brooke team is extremely helpful. Any question I had was answered before I even thought about it. Albert A.
10/17 Jacksonville class
As a student of Brooke training and pretty new to the industry I learned a lot over the 5-day course. I will surely use all the tools Ron and Susie gave me. Thanks for all the hard work. Dwayne T.
Over the past 30 years I have taken various college courses. This course ranks higher in material presented in one week than anything I’ve ever participated in. Very knowledgeable instructors. Susie Moore is by far one of the best in the country in presentation ability. Class money was well spent. I know my future endeavor as a freight broker agent is on the fast track. David N.
I have enjoyed this week very much. I feel like I can move forward towards my goals. Thank you Ron and Susie—you were great! Marjorie C.
Thanks Moores for doing a job above and beyond.
Moving forward,
Jeff Roach
www.brooketraining.com
9/07 Ontario California testimonials
I had a great time in the class. Very informative. There is too much information to digest in one week but the Booklet and the online course help a lot, if you go back and review. Loved the presentations from the different companies (on free Friday). I got to know so many people and facts in the business that I had no idea existed. Armand S.
The class has been very informative and interesting. Ron and Susie were very helpful and enthusiastic. They have a lot of experience and knowledge. Gabriela Z.
I enjoyed it! Daryl B.
Ron is not just an instructor but also a person with experience in the industry. Well worth the money. Mark B.
Learned so much. Thank you. Juana M
The Brooke team is extremely helpful. Any question I had was answered before I even thought about it. Albert A.
10/17 Jacksonville class
As a student of Brooke training and pretty new to the industry I learned a lot over the 5-day course. I will surely use all the tools Ron and Susie gave me. Thanks for all the hard work. Dwayne T.
Over the past 30 years I have taken various college courses. This course ranks higher in material presented in one week than anything I’ve ever participated in. Very knowledgeable instructors. Susie Moore is by far one of the best in the country in presentation ability. Class money was well spent. I know my future endeavor as a freight broker agent is on the fast track. David N.
I have enjoyed this week very much. I feel like I can move forward towards my goals. Thank you Ron and Susie—you were great! Marjorie C.
Thanks Moores for doing a job above and beyond.
Moving forward,
Jeff Roach
www.brooketraining.com
A Good Question
I received this frequently asked question via my blog comments section.
Hi Jeff,
I have been impressed with your training program and other information about you that I have been researching online.
I am considering a career as a Freight Broker and want to know if your courses address Ship Brokers. It appears your focus is on Trucking. Can you tell me if your course covers ship and airfreight as well as managing trucks?
Thanks,
Robin Sewell
_____________________________________________________________________________________________________
Robin,
Thank you so much for the compliment. I will answer your question.
A freight broker, also known as a property broker, handles domestic transportation. A freight forwarder handles international air and ocean. Freight Brokers do not have the authority to broker international ocean and air shipments. This is a very common question we get. Both our live courses and our on-line course teach students in detail about how to be a freight broker. Our Live and on-line course is compact and specific in training students to become freight brokers, not freight forwarders. So we do not address international shipping.
Here’s some info from the “frequently asked questions” section of our website that may be of help.
1. What is a Property Broker?
A Property Broker is the term established by the Federal Motor Carrier Safety Administration (FMCSA), a division of the United States Department of Transportation, to describe licensed individuals, or companies, who help make a shipper and an authorized carrier successful in the transporting of freight.
2. What are the requirements of an FMCSA Property Broker?
Each company or entity is required to obtain a "surety bond" with an approved bank or insurance company, and maintain "process service" agents in all 48 contiguous states.
3. What is a surety bond?
Each company or entity must prove they are capable of paying the various truck lines, airlines, railroads, or any other entity being used by the broker.
An individual's credit, and/or financial strength, is investigated with extreme thoroughness. Only then is a "bond" issued.
Accordingly, if for some reason the broker fails to pay the transportation company, the bonding company must pay. As you can imagine, the bonding company is very careful about who they insure.
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
Hi Jeff,
I have been impressed with your training program and other information about you that I have been researching online.
I am considering a career as a Freight Broker and want to know if your courses address Ship Brokers. It appears your focus is on Trucking. Can you tell me if your course covers ship and airfreight as well as managing trucks?
Thanks,
Robin Sewell
_____________________________________________________________________________________________________
Robin,
Thank you so much for the compliment. I will answer your question.
A freight broker, also known as a property broker, handles domestic transportation. A freight forwarder handles international air and ocean. Freight Brokers do not have the authority to broker international ocean and air shipments. This is a very common question we get. Both our live courses and our on-line course teach students in detail about how to be a freight broker. Our Live and on-line course is compact and specific in training students to become freight brokers, not freight forwarders. So we do not address international shipping.
Here’s some info from the “frequently asked questions” section of our website that may be of help.
1. What is a Property Broker?
A Property Broker is the term established by the Federal Motor Carrier Safety Administration (FMCSA), a division of the United States Department of Transportation, to describe licensed individuals, or companies, who help make a shipper and an authorized carrier successful in the transporting of freight.
2. What are the requirements of an FMCSA Property Broker?
Each company or entity is required to obtain a "surety bond" with an approved bank or insurance company, and maintain "process service" agents in all 48 contiguous states.
3. What is a surety bond?
Each company or entity must prove they are capable of paying the various truck lines, airlines, railroads, or any other entity being used by the broker.
An individual's credit, and/or financial strength, is investigated with extreme thoroughness. Only then is a "bond" issued.
Accordingly, if for some reason the broker fails to pay the transportation company, the bonding company must pay. As you can imagine, the bonding company is very careful about who they insure.
Jeff Roach - President
Brooke Transportation Training Solutions
jroach@transportationtraining.com
www.transportationtraining.com
www.brooketraining.com
www.justintimefreight.com
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