Top Ten List Final! Drivers: How to Narrow your Job Search

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Welcome Back for our final installment of our Top Ten List...

3.  Pros and Cons of Small or Large Trucking Company.  Think back through your career and which companies you were the most satisfied with.  Small trucking companies tend to be more personal which can be good and bad.  Do you like to keep your personal life and interaction with your employer at arms length?  Do you like to get to know your dispatcher, the mechanics, the staff and company owner more personally?  These are personal choices of course, but important to your overall success with a company.  If you like to remain more autonomous and be a small part of a larger company, this is important to keep in mind when deciding.  With a larger company you can feel less appreciated, but at the same time your dispatcher won't be calling you late on a Sunday asking you to take another drivers load because he has "personal" issues. 

2. Local or Out of State Trucking Company.  What does it matter?  If you work for a local company, it can be nice because it has more of a community feel.  Local companies also mean more interaction with other drivers who work there.  This can be good and bad, depending on how much gossip and complaining from other drivers you prefer to get involved in.  An out of state company has the benefits of being removed from that and you won't have to go into to the terminal every week-end or so when you come home.  Again it's all personal choice.

1. Sign On Bonus - Is it worth it?  It depends and most likely NO.  There are so many different types of sign on bonus's out there.  The majority of them aren't sign on bonus's.  So when you see an ad offering a large $5000 sign on bonus,  don't get distracted and feel short changed because your sign on bonus was only $2000.  Read the fine print.  If it's too good to be true, it usually is.  A $5000 sign on bonus paid over 6 months loses its appeal very quickly when you're only running 1800 miles a week.  You did not get any type of bonus and probably lost money on the whole deal.  These bonus's are designed to attract attention and they do!  But in most cases, that is all it is, a ploy to attract your attention and get you in the door.  Most Carriers have these bonus's now simply because they have to have them to keep up with the competition.  Do your homework and do not make a decision based on a bonus!

The most important thing to remember is to not to sell yourself short!  Stick to your guns and select the company who offers what you need and want as a driver.  This is key to your long term success in this industry.

Do the legwork before you start at a company.  If you are constantly switching employers it will only serve to cause frustration and burnout in your career.  This is a great career and a very honorable profession. 

I have been in the trucking business my whole life and my family has been in the trucking business for four generations.  My Great Grandfather hauled moonshine from Kentucky to South St. Louis during prohibition.  My Grandfather was a Teamster, My Dad owns a trucking company, my brothers are in trucking,  My ten year old son, Joseph, sounds off the carrier names of every truck we see on the highway and helps his Grandfather in the summer by sweeping the shop and picking up trash on the lot at the terminal. 

Trucking is a family tradition and I hope you encourage your family, friends and anyone you know to join our industry.  The majority of trucking companies are in some way, shape or form, a family business.  In these poor economic times, you never see trucking companies lay off drivers. 

There are more jobs available now to drivers than ever before!  This is job security.

Almost every trucking company has a training program to help people get a CDL and experience.  All of the poor souls who are unemployed,  whose homes are being foreclosed on, full of worry and the shame of it all...  Do your good deed for the day and introduce them to our industry,  A Family Tradition.     

© 2012 Michael H. Komadina

18 Wheels of Justice™

"Negotiating with Freight Brokers and 3PL's"  A "must have" in today's freight market, improve your company's profitability by training your staff with this hands on training manual today!

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Carrier Decision - Auto Carriers - Drivers & Operators

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Career Decision

18 Wheels of Justice Investigates

Auto Carriers

 For

Drivers and Owner Operators

November 2, 2012 - 13:57

Welcome to a new multiple part series called “Career Decision”

18 Wheels of Justice investigates all the rumors we have heard for years about the money to be made in other specialized trucking segments of our industry.  We look into all areas of trucking.

We wanted to get the real story on car hauling, not the typical “spiel” from a large car hauler.  The staff at 18 Wheels of Justice HQ was lucky enough to stumble upon a long standing, small carrier in Florida.   Auto Carrier Express, based in Jacksonville, has been very successful and profitable hauling cars for the last 15 years, and more importantly the owner operators and drivers have done just as well.

They have several customer relationships with prestigious customers as Southeast Toyota, American Honda, Hyundai and Kia to name just a few.  First, let’s get some background on Auto Carrier Express (ACE)  

ACE offers auto transport services primarily in the Southeastern United States, from Florida to Maryland and as far West as Alabama on a routine basis.

The primary benefit of this operation is its “1^st come-1^st serve” approach to the dispatching system. There are no A,B,C rated drivers at ACE. There are no “forced dispatches” or “hot loads”. You have the flexibility to run any direction you wish based on the available loads.

Auto Carrier Express is dedicated to the man behind the wheel. This proves evident in the payscale, the benefits and all of the in-house perks that go along with wearing the ACE uniform.  ACE even keeps the freezer stocked with quick and easy meals for the drivers to satisfy that hunger pang when you’re in a pinch for time.

As an ACE driver, you can expect to see your annual pay to be an average of 30% higher than that of a van or flatbed driver.  Some of the other unique salary benefits are listed below…   

  Company Drivers

• Dollar for Dollar 401k Match up to 4% of pay
• Short Term Disability Paid
• Health & Dental Paid 66%
• Quarterly Fuel (MPG) Bonuses
• Monthly & Annual Quality Bonuses

  Owner Operators 

77.5% of Revenue for Op’s – That’s 77.5% of Car Hauler $$

ACE pays 100% Liability and Cargo Insurance + ½ of Plate

Fuel Surcharges on ALL accounts

18 Wheels of Justice – Quick Stats – Who’s in Charge?

In 1997, Gilbert and Vicki Hanks started ACE with just one truck. Today, the company boasts a 60 – vehicle fleet, a team of 70 employees and a stellar safety record — achievements that are the result of building strong relationships with customers and investing in quality people, equipment and technology. 

 

Gilbert Hanks - CEO

The driving force behind Auto Carrier Express is Gilbert Hanks, co-founder and chief executive officer. In 1997, at the request of Southeast Toyota, who wanted to partner with a dependable vehicle transportation company, Gilbert established ACE. To meet the challenge, Gilbert created a strong platform of technology and high-quality assets. Naturally, this attracted some of the best people in the trucking industry, and the rest is history.  

William Mauldin – Vice President

William’s responsibilities include strategy, branding, strengthening current relationships, providing technical and financial management expertise, and identifying and acquiring new business for the expanding fleet.  William has filled several operational and relationship management roles, serving the auto transport market from the ground up.

In short, ACE has the people, equipment and technology to deliver on its promises. The combined experience of its drivers is well above the industry average. ACE utilizes handpicked company drivers and owner operators who have a keen understanding of what sets transportation companies apart: exceptional service and customer satisfaction.  ACE focuses on recruiting and retaining high-quality individuals who measure up to stringent standards – Good People Skills, Positive Attitude, Effective Problem Solvers, Pride in their Work, Self Motivated – Perhaps the most important thing ACE does is to enfranchise its employees, which allows drivers to directly benefit from going over and above for customers. In addition, ACE has developed a comprehensive Driver Development Program that invests time and energy into training promising individuals to become certified car haulers. 

Want a 30% pay raise? Want Home time? Ready to move up?

Drivers and Operators

Call Chris Hanks today 800-809-1491

We would like to thank Mr. Mauldin for his time.  Auto Carrier Express would be a great place to start exploring a new "Career Decision"...

Copyright 2012 18 Wheels of Justice

Part III - Drivers - How to Narrow your Job Search

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Welcome to Part III - Drivers - How to Narrow Your Job Search...

6.  Consult with your wife, husband or significant other.(for ease of reading we will refer to this person as your wife)  This is a step that is often overlooked.  You're wife will remember all the issues you complained about or liked at your last job.  Sometimes we only tend to remember the good things or bad things about a company we worked for.  Your Wife is a great sounding board because believe it or not she listens to you and wants to see you happy.  If your happy, she's happy.  It's not just about the money, it's easy to get wrapped up in the money aspect of a job.  Trust me, the a few pennies more per mile will lose its appeal when you are stuck out over the week-end, not getting the miles, or have a dispatcher that doesn't care or is too busy all the time.  FBC(Federal Blog Commission) Warning.  Too much interaction/conversation with your wife can lead to problems.  As you all know, a wife is, pound for pound, the most dangerous animal in the world.  Tread carefully here.  I learned this the hard way when I recently asked my significant other her opinion and ended up in a relationship counseling session.

5. Online Driver Discussion boards.  Check these out!  These can be a good source of real information.  I think every driver should belong to a few of them.  Like anything, there are good ones and bad ones, and some of the people who post on boards are just disgruntled and unhappy.  So use caution here also and don't believe everything you read.  I have gotten a lot of good information from these boards, and the better ones have members who have their profiles published also, so you can see who your talking to,  I find that for the most part, if someone is going to take the time to write and discuss companies etc. on these boards, they are generally sincere.

4.  Respect.  This is a common and rather generic term that is thrown around a lot these days.  Why?  I don't know.  I think respect is a given.  Perhaps what these trucking companies mean is that they are honest about things.  I think Honesty is the best quality a company can have when it communicates with its drivers.  Its just that simple.  This is a key aspect to look for in any potential employer.  When your following these steps, always keep this in mind.   

This seems like a lot of work, doesn't it?  Yes it does!  But, please remember the hours/days of orientation, setting up your truck, paperwork, drug tests and spending a few months at a company you don't like, when you make a knee-jerk decision to work somewhere. There is a lot of time and money you are investing in a new job, make it count.  A few hours of research now will save you tons of headaches later.  I originally tried to do this in 3 parts, but this is an important decision and there is a lot to cover.  Stay tuned, Part IV this weekend! 

What about a career change?  Have you thought about switching to pulling a reefer, van, flatbed, or tanker?  How about a being a car hauler or driving for an Oil Field Services company? Intermodal?  You ask, we deliver.  18 Wheels of Justice investigates and compares apples to apples and breaks it all down for you... Debuts next week!  "Drivers and Operators: Choices within your Driving Career - The Inside Scoop"...Next week will be the long awaited debut of “Ask 18 Wheels of Justice” on our website. We provide opinions, answers and solutions to all things trucking.  If we don't know, we will find the answer! A sincere thank you to all of you who submitted questions, please keep them coming.

© 2012 Michael H. Komadina

18 Wheels of Justice™

"Negotiating with Freight Brokers and 3PL's"  A "must have" in todays freight market, improve your company's profitability by training your staff with this hands on training manual today!

Book or Book/CD

Book $39.00 USD Book/CD Package $49.00 USD

Treat Brokers as Customers!

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The business of shipping products to customers is ever-evolving into a world in which 3PL’s and Freight Brokers have access to more and more of the truckload market.  Large manufacturer’s want to focus more on their core business, than having entire shipping departments dedicated to rates and setting up carriers, dealing with scheduling appointments and so on. 

So, what does this mean to you?  A brave soul, the lone owner operator who sets out to seek his fortune with his own truck and trailer?  A small carrier with a dozen or so trucks, trying to build a dynasty or family fortune?

Buy Book and CD today at

www.18WheelsofJustice.com 

A truckload carrier whose business is 30% to 40% Broker and 3PL freight and has planners/dispatchers who are not yet masters in the art of negotiation?  Do they hesitate to be aggressive negotiators? 

30% to 40% is a very large portion of your business and where a large portion of potential profit is hiding.  Yes, and it is an art, when done creatively, properly and successfully, negotiating can be one of the most beautiful and rewarding experiences one can have.

Think back to the days of your youth, negotiating with parents to stay up later, only to be told to go to bed.  Or did you return to the negotiating table with your parents armed with opposing arguments?  How about delicately trying to negotiate your first kiss with a blushing, young redhead and getting a hug or handshake?  Or did you steal a kiss and walk away, leaving her wanting more?

Like most of us, you probably have good and bad memories of negotiating.  The important thing to remember is that you walked away from each one with more knowledge, experience and skill every time.

The transportation business has changed over the last ten years.  What does it mean to you? 

No longer are Brokers and 3PL's just a backhaul provider, they are our best customers.  The carriers who treat them as such, win everytime...

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Spot Market Negotiating Strategy #12... High Fuel Cost Is Your Friend

Spot Market Negotiating Strategy #12... High Fuel Cost Is Your Friend - From "Negotiating with Freight Brokers & 3PL's"

STRATEGY 12 – HIGH FUEL COST IS YOUR FRIEND

Brokers/3PL’s have held onto fuel surcharges for years and not passed them along proportionally to carriers.  Do not make a general statement or complaint about the price of diesel. Do not go on about how hard it is to make a living now, be specific, and use a real example. “I hauled a similar load a month ago that paid more per mile, and fuel has gone up 5% in the last month. The higher rate you get shouldn’t be directly proportionate to what your actual higher cost of fuel is on the load, in fact, it should be much higher.

You have had to cash flow this meteoric rise in fuel the past few years. It would take a rocket scientist or two to figure out how much the rise in fuel prices have actually cost you. You are just “framing” and letting him know the price will be higher based on that fact alone, not including all of the other strategies/facts you have already brought up. If the Broker/3PL wants to get scientific and explain that it only will cost you “x” more at 6 MPG, etc. Go into detail about the higher fuel costs in states you have to go through and the load weighs 44,000lbs so your fuel will drop to 4 MPG between the weight and the hills… Remain calm, likeable, specific and unemotional, in your conversation.

Remember C.L.A.S.S. in all your conversations. Explain your reasons calmly, especially if he or she gets insulted. Try and calm them down, i.e. “I am not trying to be greedy or unrealistic; this is just the reality of hauling this load. If they won’t or can’t see the reality, simply thank them for calling and offering the load to you, but maybe it’s just not the right fit right now.

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Cortes on Recruiting and Retention II

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Continued from Part I - Senor Cortes on Recruiting and Retention

Cortes may not have been the most qualified to lead the expedition. Though he was experienced and renowned for his courage, another reason for his appointment was his promise to help finance the expedition. Cortes emptied his personal wealth and poured it into the trip. He mortgaged his lands. He called on friends to both help prepare for the trip and to join his small army.

The first land Cortes and his crew of 508 men spotted was the coast of Yucatan, at one time the central nervous system of the Mayan empire. Cortes had ordered his scouts to the coast a month ahead of time to travel to the borders of the Aztec Empire to see what sort of trouble they might face when they approached to pillage the Aztec gold. They set up camp on the beach and prepared for the perilous journey ahead into the heart of the Aztec's and waited for the scouts to return to the coast with their report.

As Cortes' men waited for the scouts and prepared horses, guns and provisions for the nearly 200 mile inland journey, some curious local tribesmen had visited the encampment.  The subject of Montezuma, gold and armies were the main topic of discussion.  The locals told them of Montezuma's city of gold, the homes were decorated with and the streets were paved with gold.  They were amazed with the white, bearded man's peculiar interest in gold.  They also told them of Montezuma's fearless army, some 10,000-20,000 men strong by the locals count.
Within a few days the scouts returned, and they met with Cortes in the conquistadors large tent.  Some of the Cortes' men, eager to learn what they were facing, hid behind the tent and listened carefully to the discussion.  The scouting report was worse than any had imagined, Montezuma's army numbered well over 100,000 men, armed with spears, bows and arrows.  Although the expedition was well armed with guns and a large cannon, victory with 500 men vs. 100,000 well trained warriors, seemed an impossible feat.  Cortes took all of this in, swore his scouts to secrecy, and retired to his tent for the evening.

Cortes, meanwhile, weighed his options. He faced imprisonment or death for defying the governor, Velasquez,  if he returned to Cuba.  Cortes knew the want of gold and riches was not a big enough motivator for his men to face such a daunting task.  They were Soldiers of Fortune, not the soldiers one needed in such a battle.  All the gold in the world is worth nothing to a dead man.  The best soldiers are the soldiers who are fighting for God, Country and for the safety of their homes and family.

Cortes decided to take a walk on the outskirts of the encampment and try and get a feel on his men and their  morale.  The men who had been eavesdropping on the scouts and Cortes, had of course spread the word quickly about the 100,000 plus warriors.  Panic ensued within the men and everyone felt Cortes had surely lost his mind if he wanted to proceed, and there was no amount of gold worth marching into a certain slaughter.  They knew his situation at home in Cuba, but they were merely following Cortes' orders when they set sail from Cuba, and felt any of the consequences of joining Cortes would be dismissed.  The majority of them came to the conclusion, that life was good enough in Cuba, and it was time to return to their families and plantations.

Cortes knew his only option was to move forward with the expedition, he knew Velasquez's anger at his disobedience would be cooled off by returning with ship loads of gold, of which the Cuban Governor would get his fair share, of course. 

Hernando Cortes had heard all of this mutinous planning discussed at length by his men well into the late evening.  They had finally decided to seize all the ships at first light and sail back to Cuba, with or without Cortes.  Cortes, in a bold stroke of genius, sent his personal entourage of 50 loyal soldiers to the ships in the darkness.
He ordered his men to set all 11 ships on fire and send them out to sea.
They followed Cortes' orders, set the ships on fire, pushed them out to sea, and watched them burn and eventually sink, in a glorious sight in the darkness.

The next morning, Cortes and his army of 508 men marched toward Montezuma.


How does this relate to the trucking industry's seemingly never ending battle with recruiting and retention?  Join us here on Monday, September 24th to explore more on this fascinating subject.

Negotiating with Freight Brokers.  Gain much needed additional revenue by learning superior negotiating skills - Order Today!

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Cortez on Recruiting and Retention

I imagine if he were alive today, Hernando Cortes would be a popular senator, a good spokesman and consumer for Captain Morgan, or perhaps, if he had the courage, he would be a successful Driver/Owner operator recruiter.  A recruiters job today is as daunting and challenging as any, and they must possess a unique set of abilities to lead, inspire and manage people.  Please join me as we go back a few centuries into an abridged version of the adventures of Senor Cortes in "New World" Mexico.

Cortes or Cortez, both acceptable versions of his name, found himself in Cuba circa 1517, after playing a role under Velasquez in the acquisition of Cuba for Spain. 

Cortes was a great leader of men.  He had an uncanny ability to recruit and inspire.  He found himself in Cuba, helping to set up the new government and closely guarding and organizing this exciting new asset for Spain.  Rumors had been spreading for decades in Cuba about the bountiful gold and treasures available to anyone who dared to venture into Mexico. 

Cortes, with a burning desire to make a name for himself, not to mention a blood lust for gold, starting putting together his own expedition into the golden hills of nearby Mexico.  He set out to put together a army of 500 men, and as any good recruiter will tell you, you start by defining and getting an understanding of your quarry. 

Cortes focused on the sons of wealthy sugar plantation owners.  They were plentiful in 15th Century Cuba and they had plenty of time on their hands.  He inspired them with tales of riches, gold and beautiful women from coast to golden coast.  These young men were easily regaled and intrigued with his tales and signed on easily.  Most were eager to make a name and a fortune for themselves, as most young men are...  Word spread quickly among these men, and soon Cortes had more than the 500 he needed and prepared for the expedition to conquer modern day Mexico... Learn the drastic retention steps he implemented.  Post continued Wednesday this week, don't forget to sign up for a free email subscription.

Negotiating with Freight Brokers.  Gain much needed additional revenue by learning superior negotiating skills - Order Today!

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Book & CD Package $49.00 USD

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EMAIL - Negotiator@18wheelsofjustice.com

Trucking & Negotiating

Negotiating, in and of itself is an individual effort.  There is no textbook example to follow.  Each negotiator has his or her own style which was typically learned by trial and error through years of experience.  Experience gained while negotiating the price of a new car at a dealership, negotiating with a shipper, broker or 3PL for a load, or negotiating with a carrier to get them to haul your customers load at the lowest price.

After I had written, but, before I began publishing and marketing the best selling "18 Wheels of Justice" series,  I scoured the Internet for similar books or discussions on negotiating in the transportation marketplace.  I was shocked that I found nothing worth purchasing or for that matter, reading.

The many self proclaimed "Experts" in our industry offer nothing on the subject.
(Industry - Trucking arena, not Brokerage. I will address Brokerage "Experts" in next weeks Bleater) 

The only information available was:

1. Know your cost!!(Fuel,Tires,Insurance,Maint., ad nauseum)

2. Demand your rate!!(Don't haul anything for less than what your costs are plus your profit!!)

This is all I could I find.

Sage advice? hardly...  Educational? I don't see it and I didn't read this and walk away with knowledge to put into practice...

Negotiating is an art form.  Individual and unique by nature in each transaction, but it follows a natural basic design and pattern.  Good negotiation never involves an auction style bidding process, nor a standoff based on price alone!

Please join me over the next three business days(Friday,Monday and Tuesday) on the Bleater where I will compare and contrast the good and bad strategies of negotiation used on a specific transaction.  Stay tuned...


18 Wheels of Justice Series available only at 18 Wheels of Justice Home

Private Fleet Pride - Rineco Transportation

Private Fleet Pride – Rineco Transportation

There aren’t a lot of opportunities for drivers to go to work for a private fleet. It’s truly different than your standard over the road driving job.

There are benefits to being a part of a bigger picture and the company team. It takes a driver who likes regular routes and being home consistently every week. One who enjoys being welcome and getting to know the people everywhere you go, because you are loading at the same places every week. No schedule issues or uncertainty that comes with the standard OTR driving job, you get to do what you enjoy doing most, driving. You truly become part of the family.

Rineco Transportation is just that, a private carrier that picks up their customers products and brings them back to their plant in Benton, AR. It doesn’t get much better than Rineco. I spoke with the General Manager, Sharon Lee and she described Rineco’s approach to their drivers as part of the family. Drivers are paid a salary (yes, a salary, you will never have to worry about a small paycheck), and it is a substantial salary, plus health and dental insurance. This company is a rare find and just outside of Little Rock, AR. Sharon’s operation needs drivers with hazmat endorsement and tanker experience along with a TWIC card, which the company will pay for if you don’t have it already.

Life at Rineco Transportation revolves around picking up customer’s products within 750 miles of Benton, AR and bringing them back to the plant. There are 30 company owned tractors, 33 dry vans and 17 tankers. Don’t have tanker endorsement or experience? No problem, Rineco will train you as part of your job and you’ll another notch on your CDL.

Sharon has been involved in transportation for 35 years and understands the importance of drivers in the daily operation. Most of the drivers with Rineco have been there for a long time and they are looking for additional drivers due to the fact that Rineco’s business is growing. This is a private fleet opportunity for drivers that won’t be available long.

You know you’ve found a home when there are no fancy links or websites to visit just call and ask for Sharon at 501-860-2705 or email sharon.lee@rineco.com

Need to reach Owner Operators? Drivers?

Advertise in "Negotiating with Brokers"

Negotiating with Freight Brokers - Special Edition Book & CD Package.

First 1,000 Copies given away directly to Owner Operators and Drivers personally by Author in September to promote the book and soon to be released ebook.

Ads will continue to be printed in all copies sold September 15th to November 1st.   

Unique opportunity to reach your target audience, advertising pages will be on opposing pages only next to our most popular content. Ads will be placed on the Negotiating Strategies pages only. Advertisers will be limited by category. Ideal for all trucking and transportation industry advertisers.  Anyone who wants a captive audience of owner operators and drivers, you will have their attention.

This is a professionally printed, attractive high gloss cover paperback book, included in a 9.5"x7" Padfolio with note pad and pen.  This item will be used over and over for years and includes CD. 

Same old advertising and approach not working?  This will bring results!

Distribution Date September 15th, 2012.

Please see our Media and Advertising page for more exciting details - Advertising - Media

COPYRIGHT 2012 © Michael Komadina

18 Wheels of Justice "The Book"©

negotiator@18WheelsofJustice.com

Strategy #2 from "Negotiating with Freight Brokers & 3PL's"

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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Book$35.00 USD CD$20.00 USD BOOK/CD Set$49.00 USD DVD/BOOK/CD Set$125.00 USD

Please join our Discussion Groups on LinkedIN.  Both "Negotiating with Freight Brokers" and "90 Days to 75% Retention".

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EMAIL - Negotiator@18wheelsofjustice.com

The Joy of Negotiating - Part 3 of 3...

Welcome

 Stage Three of the Process, the Art.
(For Stage Two, please see Saturday's Post)


1. Pre-Negotiation.  "Framing and Setting the Stage"

2. Deadlock, Stalemate and Arrested Development

         We are going to stay on Stage Two for a little bit and and discuss some more negotiation strategy before we conclude with Stage Three.  Honesty is key in negotiation, your word while you're negotiating is like your credit.  You are agreeing to do this load, never book a load without every intention of doing it, never give a load back to any broker unless there is no other reasonable option.  If you have to give it back, do it as quickly as you can, giving the broker as much chance as possible to cover with another carrier.  These are words to live by, this is someone you want to do business with again. 

There are 15 strategies in "Negotiating with Freight Brokers & 3PL's"  They are most effective if you follow the "rules of engagement" so to speak, which basically means treating a broker like you would your best customer.  So when we talk about introducing a third party into the negotiation,  I mean actually consult with a third party.  Feel free to introduce this third party at any time during the load booking process.  I find it most effective to introduce midway throughout the negotiation.  It's your call, in the beginning or middle, but I advise against doing it near the end.  If introduced early it can ease the tension with booking the load.  Use statements like, "my boss probably won't let me do it for that, but I will ask him" or "we pay these operators percentage and I don't think he will do it for that".  You want to create a camaraderie here between you and the broker.  You are working together to get this transaction done and convince this third party.  You are building a relationship.  Introducing the third party late in the negotiation can be seen as a cheap ploy.



Stage  - 3.  Acceptance and Settlement.  A Transaction is Born!


Once you read my book and employed these strategies, you will see your rates climb and climb.  It is very important to get your load confirmation while you are on the phone with the broker.  I always have them email the rate confirmation while we are on the phone.  We hold ourselves to high standards of honesty and we expect the same from the broker we are dealing with.  Most brokers in this industry are honest and have high standards, but there are pretenders.  Especially when faced with the fact that he or she is paying you more for this load than they have ever paid before.  This rate you have achieved by superior negotiating may be followed by a phone call from the brokers boss, trying to explain that the person made a mistake etc.  Do not waiver, the broker was authorized to negotiate this load with you, and that is that.  You have the rate confirmation, end of story.  Sometimes as soon as you hang up with the broker another carrier(who hasn't bought my book) will call and haul it for $100, $200 less than the rate you just negotiated for, and the temptation to rob you of your hard fought gain is too great.  Feel free to scoff at this comment, but those who employ these strategies know.  It has happened to me thousands of times.  You must back up this rate with the service or it is only a one time rate.  Give the broker his or her moneys worth.  Call him when your truck arrives at the shipper.  Call/email him when he is loaded, don't wait for the broker to call you.  Email him the next morning when the truck arrives to unload and again when he is empty.  This leaves a lasting impression and will build a solid relationship.  Don't ever gloat, you are getting paid a premium rate for you premium service.  You are getting paid for the service you offered and you walked the broker through the reasons while you were booking the load.


Why is negotiating and haggling such an unpopular concept and dreaded process in this great nation of ours? The term "haggling" alone brings to mind nefarious individuals in the back room of a used car lot. Why does it only exist in certain industries? It has almost disappeared altogether in the retail industry, is rapidly losing popularity on new and used car lots, one of the last bastions and havens of the skilled negotiator. "Boy, I say Boy", it is alive and well in our industry! Our profits are defined by it more and more everyday. How do you train your planners, dispatchers, brokers?


 Popular reading for both Brokers and Trucking Companies -

Negotiating with Freight Brokers

DVD,BOOK,CD or Package

Book$35.00 USD CD$20.00 USD BOOK/CD Set$49.00 USD DVD/BOOK/CD Set$125.00 USD

Please join our Discussion Groups on LinkedIN.  Both "Negotiating with Freight Brokers" and "90 Days to 75% Retention".

18 Wheels of Justice Series available at: http://www.18wheelsofjustice.com/

EMAIL - Negotiator@18wheelsofjustice.com

The Joy of Negotiating - Stage 2

Welcome

 Stage two of the Process, the Art.
(For Stage one, please see Friday's Post)


 The best negotiators tend to be the best listeners.  The person with the most to say usually has the least to offer, and typically attempts to hide this fact with banter and a hollow pitch.   
  The most important thing to remember is that all negotiations follow these stages in this order.

1. Pre-Negotiation.  "Framing and Setting the Stage"

2. Deadlock, Stalemate and Arrested Development

Now, it is fine to overlap these stages, to take a step back and fine tune the framing you did earlier.  There is much, much, more framing that can be done depending on each particular situation,  however, I would just like to give a general outline here.  The fun in negotiating is that everyone eventually develops their own style and approach that tends to mirror the individuals personalities.

One easy way to remember the stages is "FAT".  Framing. Arrested Development. Transaction.  This is a very interesting stage because it is necessary, a negotiation doesn't exist without it.  We must pause and realize this is happening.  Dead silence, a moan, a sigh... the longer the better!  Don't lose your nerve here, patience, patience,patience...Now,  I prefer the term  "Arrested Development" over stalemate and deadlock.  Stalemate and Deadlock sound unpleasant.  It sounds like an argument, a fight, a disagreement that has no solution.  Arrested Development to me, is more of a long, slow, speed bump to be smoothed over.  This is an issue that can and should be resolved like gentlemen!  Let's pull together, stay friends and find a solution together.  We've come this far.  Well, seems like we have an problem here, I wonder what, if anything we can do? 
Let me talk to... I need to discuss this with...  A Third Party...  This is one of many negotiating strategies to use during this stage, and popular for good reason. 

Now, if you have been following our LinkedIN group, I talked a little about my old boss, Ben.  I started to become fascinated with negotiating while watching Ben in action in my teenage years working part time for a small brokerage and trucking company.  He gave me this advice which has stuck with me and is still sound advice.  He said, "Boy"(with a foghorn leghornish flavor) "I say, Boy, there are three things you never, ever do alone, if you want to survive in this business.  You never drink alone, never talk to a banker alone, and never ever go BARG-nin(negotiating) alone."  I never bothered to ask him about the first two, but the last one about "BARG-nin" is gold.  Now this uncomfortable silence, this arrested development, seems impolite in most every social situation.  Not to a negotiator, this is where its your time to shine.  For brokers 100% of your profit lies in your negotiating skills, for most carriers it's 30%-50%.
During the Arrested Development stage, friendship is forged between you and the broker, if you have framed properly, politely and honestly, you are solving this situation with his load.  And this "situation", not having a reputable carrier on his customers load, is detoriating rapidly hour by hour.         

Why is negotiating and haggling such an unpopular concept and dreaded process in this great nation of ours?  The term "haggling" alone brings to mind nefarious individuals in the back room of a used car lot.  Why does it only exist in certain industries?  It has almost disappeared altogether in the retail industry, is rapidly losing popularity on new and used car lots, the last bastion and haven of the skilled negotiator.  "Boy, I say Boy", it is alive and well in our industry! Our profits are defined by it more and more everyday.  How do you train your planners, dispatchers, brokers?

Don't miss Sunday's Post - A true story on when, how and why negotiating, haggling and "barg-nin" started disappearing from our culture, along with...
Stage  - 3.  Acceptance and Settlement.  A Transaction is Born!

Thank you.  Please sign up for email subscription, it's free, and our blog is also posted directly on our website now at 
18 Wheels of Justice     




 Popular reading for both Brokers and Trucking Companies -

Negotiating with Freight Brokers

DVD,BOOK,CD or Package

Book$35.00 USD CD$20.00 USD BOOK/CD Set$49.00 USD DVD/BOOK/CD Set$125.00 USD

Please join our Discussion Groups on LinkedIN.  Both "Negotiating with Freight Brokers" and "90 Days to 75% Retention".

18 Wheels of Justice Series available at: http://www.18wheelsofjustice.com/

EMAIL - Negotiator@18wheelsofjustice.com

The Joy of Negotiating

Good Morning and Welcome.

Joy can be found in every endeavor with an understanding of the process.  I think if there was a way to divide our country into two types of people, the most effective and decisive way would be to divide them into the two categories.  Those who enjoy to negotiate and those who don't.  I don't think there is anyone on the fence.  People either like it or they don't.  I think the best sales people tend to be "people pleaser's" and are easily offended and uneasy when a relationship they have developed with a customer or broker turns to a negotiation over a specific load, lane or contract.  They tend to view it as something they may have done wrong in the relationship.  It becomes uneasy very quickly.  Do your best make the other person comfortable with the negotiating process. 


 The best negotiators and sales people tend to be the best communicators.  They know what they want the end result of the conversation to be and they know how to get there in an easy manner.  The conversation begins and ends with a purpose.  The higher rate is not slipped in near the end of the conversation, it is addressed and debated during the entire conversation in a polite and consistent manner.  In the spot market, the last thing you want is an auction or bidding type of process where numbers are simply thrown back and forth, it's ineffective and makes you seem greedy and doesn't promote a relationship. 

This is true from a carrier, broker or customer standpoint.  If you have a customer who is constantly beating you down on your prices, you eventually lose interest, knowing another a cheaper carrier will ultimately get the business.  Let them have it, eventually they will learn the true cost.  The most important thing to remember is the design of every negotiation.  All of them follow this pattern:

1. Pre-Negotiation.  "Framing and Setting the Stage"

Know what rate you want before you discuss the load, this stage is not about the rate,  you want to ask many questions and listen for items about this particular load that will merit a higher rate.  This is "Framing".  You are bringing up the value of your truck for this particular for this particular transaction at this moment in time.  Does the load have to pick up by noon, and your truck is empty, 50 miles away at 8am.?  What are his chances of finding someone else more suitable? and so on.  Have your list in front of you.  This will all become very fluid and fast with a little practice.  If he asks what rate you need, don't answer,  if he offers a rate, don't acknowledge it!  You don't have all of the information you need yet.  Each load you haul is sacred, you only have ONE load you can put on your $100,000+ asset(and don't forget the $200,000 you have spent to find and keep a driver for this asset).  Most of all, take your time.

Saturday's Blog - 2. Deadlock, Stalemate and Arrested Development

Sunday's Blog - 3.  Acceptance and Settlement.  A Transaction is Born!

Thank you.  Please sign up for email subscription, it's free, and our blog is also posted directly on our website now at 
18 Wheels of Justice     




 Popular reading for both Brokers and Trucking Companies -

Negotiating with Freight Brokers - Purchase below!

DVD,BOOK,CD or Package

Book$35.00 USD CD$20.00 USD BOOK/CD Set$49.00 USD DVD/BOOK/CD Set$125.00 USD

Please join our Discussion Groups on LinkedIN.  Both "Negotiating with Freight Brokers" and "90 Days to 75% Retention".

18 Wheels of Justice Series available at: http://www.18wheelsofjustice.com/

EMAIL - Negotiator@18wheelsofjustice.com

Monday June 25th - Welcome To All of Our New Subscribers.

Contact Me - MKomadina@18WheelsofJustice.com  
Advertisers- Media@18WheelsofJustice.com 

Welcome to the Bleater.  As I often ask myself, and once in a while get asked by readers, Who am I?  I am a transportation industry veteran, who has wholly owned five trucking companies and three freight brokerage operations over the last 20 years.  Some have been much more successful than others, and I bring to this blog and this book all of my experience, good and bad... I believe you learn as much, if not more from your failures in life as you do your successes, whether it's business or personal.  Sometimes much more from your failures, because it tends to stay with you longer and it teaches one to be humble, a important part of a happy and successful life.  Being humble also gives you the gift of desire to learn and grow in your personal and business life.  More details on me can be found at Amazon's Author Central and on LinkedIn. 

The purpose of the 18 Wheels of Justice Series is to help Owner Operators, Small Fleets and Carriers.  I wrote the book and produced the CD just for that purpose.  There is a lot of money left on the table when loads are booked.  Most people do not like to negotiate, it's that simple.  18 Wheels of Justice makes negotiating fun and easy, and brings a lighthearted approach to negotiating, it is after all, a game, a game of strategy.  It is a simple process that follows simple steps.
It's not about an uncomfortable standoff or offering rates back and forth rapidly, it is an easy walk to a higher rate, if done methodically and strategically.

Everybody's immediate reaction to a cheap load offered by a broker is:  They said that is all they will pay, and it is blown off as a necessary evil of doing business.  How often have you heard, "It's a cheap broker load"?  And accept and dismiss it as that?  This book tackles and solves this problem directly, a problem you may have dismissed as a necessity or don't address while you try to get more customers for a backhaul or headhaul lane.  Lots of lost opportunity and margin.

Now, I don't know if you have noticed, but there are a lot of freight brokers out there.  Why?  There are also a lot of freight brokers who make a ton of money.  Why and how?  Well, my friends, the answer is simple, they are making your money and taking it home with them. 

You can read this book in under an hour.  The CD is 38 Minutes.  I promise, you will return again and again to the book as you find these strategies working.  There is a lot of knowledge and information packed in this little red book.  The sky is the limit on rates in the current market,  know how to ask for and get them...  Thank you for reading and have a good day. Don't forget to subscribe to the Bleater, it's free - enter your email address in the upper right hand corner.

18 Wheels of Justice - Book and CD - $24.99 Combo

http://www.18wheelsofjustice.com/

Book(without CD) is also available on Amazon for $19.99.

Sunday's Post - Texting and Driving.  Let the punishment fit the crime and danger to society.  Texting Drivers need to held to the same punishment standard as Drunk Drivers...

Here is the favorite Post of the Week.

Welcome to Friday's Bleater, live from O'Fallon, Missouri.  "It's not the end of the world, but we can see it from here", as we locals like to brag...

Why Trucker's Edge?  As Vonnegut put it, with some creative liberty taken by the Bleater:

The Tiger, He likes to Hunt,

The Bird, He likes to Fly,

The Trucker, He likes to sit and wonder,

Why, Why, Why... 

Two words for you - Act ion.

ACTION!

You need ACTION and VOLUME to get the best rate!  It's that simple.  Lane analysis, lane this, lane that, truckload average this, that and the other, do not matter.  It's way too much information to put in perspective.

That is all yesterday's news. 

You don't care how cheaply Bubba hauled it for last month!  Bubba should be ashamed of himself!

 2012 is the Year of the Carrier, The Small Fleet and the Owner Operator.

Fuel is dropping, trucks are getting hard to find, Brokers can't move the freight they have.

But, and this is a big BUT.  They are not going to offer you big rates.  You have to know how to ask for them and how to get them. 

You are going to have to negotiate your way to get the money rates.
Don't haul it for less than everyone else is...

Don't agonize about whether or not you're getting enough money for the load you're pulling right now.

18 Wheels of Justice will guide you step by step and show you the way!

18 Wheels of Justice - Book and CD - $24.99 Combo

http://www.18wheelsofjustice.com/

Don't forget to subscribe to the Bleater, It's Free! - enter your email address in the upper right hand corner. 



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18 Wheels of Justice Series available only at: http://www.18wheelsofjustice.com/

EMAIL - Negotiator@18wheelsofjustice.com

Prevailing Notion - Broker's & 3PL's

18 Wheels of Justice Home

The business of shipping products to customers is ever-evolving into a world in which 3PL’s and Freight Brokers have access to more and more of the truckload market.  Large manufacturer’s want to focus more on their core business, than having entire shipping departments dedicated to rates and setting up carriers, dealing with scheduling appointments and so on. 

So, what does this mean to you?  A brave soul, the lone owner operator who sets out to seek his fortune with his own truck and trailer?  A small carrier with a dozen or so trucks, trying to build a dynasty or family fortune?

Buy Book and CD today at

www.18WheelsofJustice.com 

A truckload carrier whose business is 30% to 40% Broker and 3PL freight and has planners/dispatchers who are not yet masters in the art of negotiation?  Do they hesitate to be aggressive negotiators? 

30% to 40% is a very large portion of your business and where a large portion of potential profit is hiding.  Yes, and it is an art, when done creatively, properly and successfully, negotiating can be one of the most beautiful and rewarding experiences one can have.

Think back to the days of your youth, negotiating with parents to stay up later, only to be told to go to bed.  Or did you return to the negotiating table with your parents armed with opposing arguments?  How about delicately trying to negotiate your first kiss with a blushing, young redhead and getting a hug or handshake?  Or did you steal a kiss and walk away, leaving her wanting more?

Like most of us, you probably have good and bad memories of negotiating.  The important thing to remember is that you walked away from each one with more knowledge, experience and skill every time.

The transportation business has changed over the last ten years.  What does it mean to you? 

No longer are Brokers and 3PL's just a backhaul provider, they are our best customers.  The carriers who treat them as such, win everytime...

BOOK & CD Package

Book & CD Package $49.00 USD

18 Wheels of Justice Home

EMAIL - Negotiator@18wheelsofjustice.com