Welcome - Strategy #2 out of 15 from "Negotiating with Freight Brokers & 3PL's"
STRATEGY 2 – NEVER BRING UP PRICE; ALWAYS HAVE BROKER/3PL GIVE PRICE FIRST
Let the Broker/3PL bring up price! Never give a rate first. You don’t know what the load pays! There are many times when you will be surprised that it is higher than you would have asked for. Let him throw his rate out there. Often, it will be in the context of “I usually move these for “X”.
If it is really low, then dismiss it as not for you and attempt to get off the phone.
Remain polite and likeable, comments such as,” that’s a garbage load, I don’t haul cheap freight” are not appropriate. Remember C.L.A.S.S. Remember he is calling you, if he states he usually moves it for that price then politely advise him to call some of his regular carriers.
More than likely he will ask you what you need. Again, never bring up a price. Be non-committal and ask him what he thinks the best rate is that he can do on the load. When he gives you his “best rate” this should become your “anchor” or starting point for negotiating.
Typically, with sophisticated Brokers/3PL’s, his best rate is the maximum rate they want to pay while holding onto their minimum profit target for this particular load.
Popular reading for both Brokers and Trucking Companies -
Negotiating with Freight Brokers
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