To the Christian tomorrow is Maudy Thursday, a remembrance of Jesus last Passover supper with his disciples. He gave new meaning to Passover supper. Jesus was called the lamb of God whose blood was sacrificed so all could live. Christians celebrate the Lord’s supper with bread that represents Christ’s body and wine or grape juice representing His blood. The next day Jesus would be crucified on Good Friday. The greatest good ever done in all of history was done that Friday. He was the final sacrificial lamb
"Maundy" comes from the Latin word for "command." In the context of Maundy Thursday, it refers to the commandment Jesus gave us to love one another. Greater love has no man than this,that he lay down his life for his brother.
Our society is very fast pace, there’s always something to do. Slow down and reflect on your beliefs and the significance of today.
One of the great things about being my own boss is I can kick it into slow gear for a day of celebration and reflection if I choose.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz
Take a Walk in Their Shoes
We’ve all dealt with pushy salesmen who obviously are just interested in making a big commission by selling the most expensive item they have and adding on as many accessories as possible. Sales should not be something you do to a prospect … it is something you do for a prospect. A salesman of integrity learns about his prospects’ needs and finds the optimum solution to those needs. That type of salesman is welcomed by the prospect as a confidant and an aide in getting their business handled.
So how do you know what your customer needs? You ask a lot of questions. You spend time researching their business. You try to walk in their shoes. Sales pros are like doctors - they ask questions, listen, diagnose the problem and offer a solution. Most freight brokering deals take time. In order to get the business you must be trustworthy, offer value and have the ability to follow through on everything your promise, everything.
Personal growth precedes professional growth. Evaluate yourself. What can you do to improve yourself? Become a better person and you will become more professional.
A truly professional salesman or sales lady is 100% convinced in their product,
you have to be convinced yourself before you are convincing.
You also have to set some goals. How can you hit a target you don't have? Write down your goals or they are just dreams.
Prospecting is hard but keep at it because the more prospects you have the less pressure you’ll feel. A proven process also takes pressure off the salesperson.
Zig Ziglar says, “You can have everything in life you want - if you will just help enough other people get what they want”.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz
So how do you know what your customer needs? You ask a lot of questions. You spend time researching their business. You try to walk in their shoes. Sales pros are like doctors - they ask questions, listen, diagnose the problem and offer a solution. Most freight brokering deals take time. In order to get the business you must be trustworthy, offer value and have the ability to follow through on everything your promise, everything.
Personal growth precedes professional growth. Evaluate yourself. What can you do to improve yourself? Become a better person and you will become more professional.
A truly professional salesman or sales lady is 100% convinced in their product,
you have to be convinced yourself before you are convincing.
You also have to set some goals. How can you hit a target you don't have? Write down your goals or they are just dreams.
Prospecting is hard but keep at it because the more prospects you have the less pressure you’ll feel. A proven process also takes pressure off the salesperson.
Zig Ziglar says, “You can have everything in life you want - if you will just help enough other people get what they want”.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz
Refer Carrier Needed
One of the things I really enjoy about the transportation industry is that it never gets boring. I have been riding this merry go round long enough to have worked through just about every kind of condition. Sometimes there are more trucks than cargo, sometimes more cargo than trucks but whatever the condition freight brokers are essential. One of our jobs is to understand where the market is and adjust accordingly.
Right now in the industry, it's all about capacity. Capacity equals available trucks.
For example I have 60 loads from Camilla, GA to Mexia, TX. Finding the trucks I need is the challenge. I need a refer carrier with 200k insurance. These are all S.L.C. and all loads will be sealed. Any carriers that want to talk to me about these loads - call me - we are starting in a few weeks. I will pay fair.
Carriers, this project is starting soon. I would prefer one carrier do it all. We pay on time and we pay all hours of service time and fuel surcharge. I treat my carriers with the respect they deserve. That's the bottom line as a broker or an agent. Treat both the carrier and the shipper the same. They both have needs. Meet those needs and you are in business. Last bit of advice - Always take the high road, don't do business with shippers and carriers and brokers that don't treat you with respect. Do business the right way and expect the same from everyone else.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz
P.S. Want to move my 60 loads? Call me 214-206-1169
Right now in the industry, it's all about capacity. Capacity equals available trucks.
For example I have 60 loads from Camilla, GA to Mexia, TX. Finding the trucks I need is the challenge. I need a refer carrier with 200k insurance. These are all S.L.C. and all loads will be sealed. Any carriers that want to talk to me about these loads - call me - we are starting in a few weeks. I will pay fair.
Carriers, this project is starting soon. I would prefer one carrier do it all. We pay on time and we pay all hours of service time and fuel surcharge. I treat my carriers with the respect they deserve. That's the bottom line as a broker or an agent. Treat both the carrier and the shipper the same. They both have needs. Meet those needs and you are in business. Last bit of advice - Always take the high road, don't do business with shippers and carriers and brokers that don't treat you with respect. Do business the right way and expect the same from everyone else.
Moving forward,
Jeff Roach
www.brooketraining.com
www.justintimefreight.com
www.pajamalearning.biz
P.S. Want to move my 60 loads? Call me 214-206-1169
The Definition of Success
Read these words and next to each word note if the word exemplifies success or failure.
Wealthy
Poor
Nice home
Homeless
Loved by family
Deserted by family
Lots of friends
A few friends
Spent time in prison
Never convicted of a crime
Jesus was poor, homeless, deserted by his hometown, had a few close friends who denied they knew him, spent time in prison and lived a controversial life.
Yet Jesus had the greatest purpose of any man that ever lived on earth. His purpose? He died for our sins so we might live in relationship with God forever.
A good man might give his life for someone he loved, but Jesus gave His life for all including those who hate Him.
Does that make you rethink your definition of success?
Go out and live the life God has called you to, and you will be a success. Your live may not be a success in the eyes of people, but a success in the eyes of God should be our purpose for each day.
Moving forward,
Jeff Roach
www.brooketransportation.com
www.justintimefreight.com
www.pajamalearning.biz
Wealthy
Poor
Nice home
Homeless
Loved by family
Deserted by family
Lots of friends
A few friends
Spent time in prison
Never convicted of a crime
Jesus was poor, homeless, deserted by his hometown, had a few close friends who denied they knew him, spent time in prison and lived a controversial life.
Yet Jesus had the greatest purpose of any man that ever lived on earth. His purpose? He died for our sins so we might live in relationship with God forever.
A good man might give his life for someone he loved, but Jesus gave His life for all including those who hate Him.
Does that make you rethink your definition of success?
Go out and live the life God has called you to, and you will be a success. Your live may not be a success in the eyes of people, but a success in the eyes of God should be our purpose for each day.
Moving forward,
Jeff Roach
www.brooketransportation.com
www.justintimefreight.com
www.pajamalearning.biz
Buy American
I saw a report on the news last night about how few American made products an average American family actually buys. It took the reporter two hours just to find a totally made-in-America coffee maker. They reported an incredible statistic that if we each bought 18 cents more in American products 200,000 more jobs would be necessary to fill that need. Not sure if I got the numbers exactly right but at any rate it indicated that I can help in job creation by paying a bit more for the American made product. It motivated me to at least think about checking my labels more often and buying the American product more often.
I then thought about how that affects the transportation industry. More manufacturing in America would require more American truckers to move the products and more America freight brokers to organize the effort.
I realize that is a simplistic view of the world economy but it is something I can get my head around. By buying American we keep more American’s working. We are a very wealthy society in world terms; even the poorest among us are incredibly blessed. Yet we are obsessed with the bargain.
I know that I can afford to buy American and still support other countries with struggling economies. So that is what I am going to try to do.
I noticed Chi (they make hair straighteners) recently moved their manufacturing back to America (Houston actually) so even though I have no hair I’m thinking about going out to buy a Chi.
What American companies do you know of that you can support and help get America back to being more productive?
Moving forward,
Jeff Roach
www.brooketransportation.com
www.justintimefreight.com
www.pajamalearning.biz
I then thought about how that affects the transportation industry. More manufacturing in America would require more American truckers to move the products and more America freight brokers to organize the effort.
I realize that is a simplistic view of the world economy but it is something I can get my head around. By buying American we keep more American’s working. We are a very wealthy society in world terms; even the poorest among us are incredibly blessed. Yet we are obsessed with the bargain.
I know that I can afford to buy American and still support other countries with struggling economies. So that is what I am going to try to do.
I noticed Chi (they make hair straighteners) recently moved their manufacturing back to America (Houston actually) so even though I have no hair I’m thinking about going out to buy a Chi.
What American companies do you know of that you can support and help get America back to being more productive?
Moving forward,
Jeff Roach
www.brooketransportation.com
www.justintimefreight.com
www.pajamalearning.biz
Freight Brokers with thanks
I got a letter from a recent graduate of our basic freight broker course. My whole goal in opening a brokerage school was to pay it forward…teach others to find success as a freight broker with honesty just like I did. I feel very blessed. I’m very encouraged by these words:
Your course was very informative and personal , the instructors put together the best approach to the task at hand, conveyed the information in a meaningful way and used positive technique in which I will be establishing as a Broker /Agent in the industry . The opportunities that opened up, were just as they were explained to me from the start, In which I expressed my concerns for opportunity in the industry after the completion of the course. That came in 10 fold and I capitalized on it. "Many Thanks" Jeff and Jan for your help with my success.
Kindest regard,
Michael D Duggan
Another recent graduate wrote:
Matriculating into this class has given me confidence of being successful in the freight moving industry. For anyone learning this field, this class is a must. Montez Gregory, Sr.
I wish you and all our graduates much success. Call if you ever need anything.
Moving forward,
Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz
Your course was very informative and personal , the instructors put together the best approach to the task at hand, conveyed the information in a meaningful way and used positive technique in which I will be establishing as a Broker /Agent in the industry . The opportunities that opened up, were just as they were explained to me from the start, In which I expressed my concerns for opportunity in the industry after the completion of the course. That came in 10 fold and I capitalized on it. "Many Thanks" Jeff and Jan for your help with my success.
Kindest regard,
Michael D Duggan
Another recent graduate wrote:
Matriculating into this class has given me confidence of being successful in the freight moving industry. For anyone learning this field, this class is a must. Montez Gregory, Sr.
I wish you and all our graduates much success. Call if you ever need anything.
Moving forward,
Jeff Roach
www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz
Spot Niche
Do you have a niche?
I’ve written before about the advantages to having a niche. What is a niche? It is an area of freight brokering on which you focus. You could focus on the car transportation niche, food distribution, sporting equipment for example. Earn a reputation for knowing certain lanes, understanding the ins and outs of moving your niche products and working with the type people that industry attracts. Here’s an article on a good niche with some great potential: Spot freight.
Spot Freight Up Year-over-Year in December; Reefer Rates Down
In December 2010, TransCore's market research shows a 55 percent increase in spot market freight availability, compared to December '09. Freight volume for each of the last six months has surpassed the highest level since 2005, a peak year for spot market volume.
On a month-over-month basis, December load availability was stable, with a 0.2 percent increase over November. This indicates an unusually robust load volume for the month of December. While 2009 load volume increased by 11 percent from November to December, a decline is more typical for the season, according to TransCore. From 2001 through 2008, spot freight volume declined between November and December by an average of 19 percent.
The national average line-haul spot market rates for refrigerated ("reefer") trucks softened by $0.05 (3.3%) to $1.47 per mile and flatbed rates dipped by $0.01 in December, month-over-month. A rate decline in those segments is normal for the season.
Van rates remained stable, at a national line haul average of $1.28 per mile. This confirms the relatively high demand for freight transportation in the face of looming capacity shortages, according to TransCore's Truckload Rate Index. Spot market rates are the rates that brokers and 3PLs pay to the carrier.
Looking ahead to February, the best combinations of high freight volumes and favorable inbound-to-outbound load ratios come from Illinois, Georgia, Michigan, Tennessee and Missouri.
Regionally, TransCore Trendlines reports that refrigerated (reefer) carriers serving the Atlanta and Philadelphia markets experienced sharp rate declines on the spot market in the most recent 30-day period, from mid-December through mid-January. Los Angeles rates also declined substantially, due to seasonal trends that were not weather-related. Overall, reefer linehaul rates slipped by 2 percent (approximately $0.03) since mid-December, while fuel surcharges have generally climbed by about $0.02 per mile. The net result was a dip of about a penny in the "all in" rate per mile.
Chicago was the only market to show a slight increase in outbound rates, as carriers demanded more money to go to Dallas and Philadelphia. Rate changes were moderate in other markets, including Atlanta and Dallas.
Moving forward,
Jeff Roach
Www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz
http://www.truckinginfo.com/news/news-detail.asp?news_id=72787&news_category_id=6
I’ve written before about the advantages to having a niche. What is a niche? It is an area of freight brokering on which you focus. You could focus on the car transportation niche, food distribution, sporting equipment for example. Earn a reputation for knowing certain lanes, understanding the ins and outs of moving your niche products and working with the type people that industry attracts. Here’s an article on a good niche with some great potential: Spot freight.
Spot Freight Up Year-over-Year in December; Reefer Rates Down
In December 2010, TransCore's market research shows a 55 percent increase in spot market freight availability, compared to December '09. Freight volume for each of the last six months has surpassed the highest level since 2005, a peak year for spot market volume.
On a month-over-month basis, December load availability was stable, with a 0.2 percent increase over November. This indicates an unusually robust load volume for the month of December. While 2009 load volume increased by 11 percent from November to December, a decline is more typical for the season, according to TransCore. From 2001 through 2008, spot freight volume declined between November and December by an average of 19 percent.
The national average line-haul spot market rates for refrigerated ("reefer") trucks softened by $0.05 (3.3%) to $1.47 per mile and flatbed rates dipped by $0.01 in December, month-over-month. A rate decline in those segments is normal for the season.
Van rates remained stable, at a national line haul average of $1.28 per mile. This confirms the relatively high demand for freight transportation in the face of looming capacity shortages, according to TransCore's Truckload Rate Index. Spot market rates are the rates that brokers and 3PLs pay to the carrier.
Looking ahead to February, the best combinations of high freight volumes and favorable inbound-to-outbound load ratios come from Illinois, Georgia, Michigan, Tennessee and Missouri.
Regionally, TransCore Trendlines reports that refrigerated (reefer) carriers serving the Atlanta and Philadelphia markets experienced sharp rate declines on the spot market in the most recent 30-day period, from mid-December through mid-January. Los Angeles rates also declined substantially, due to seasonal trends that were not weather-related. Overall, reefer linehaul rates slipped by 2 percent (approximately $0.03) since mid-December, while fuel surcharges have generally climbed by about $0.02 per mile. The net result was a dip of about a penny in the "all in" rate per mile.
Chicago was the only market to show a slight increase in outbound rates, as carriers demanded more money to go to Dallas and Philadelphia. Rate changes were moderate in other markets, including Atlanta and Dallas.
Moving forward,
Jeff Roach
Www.brooketraining.com
www.transportationtraining.com
www.pajamalearning.biz
http://www.truckinginfo.com/news/news-detail.asp?news_id=72787&news_category_id=6
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