Freight Broker Training

2011-11-08T08:45:00.000-05:00

In the Freight sales world, confidence is king. People don’t just buy whatever you’re selling because they are also buying you. So it is important to present the best version of yourself, when approaching each sale. Here are a few ways you can be a more confident salesperson:

Step 1: Knowing your product. You need to do your homework. Whatever product you are selling, you should be its expert. You should know the ins and outs of your product, and be able to answer any question about it. You should also know any negative factors that might affect your merchandise. And always have a positive solution to any of those problems. Being fluent in your product knowledge is the most important step to being a completely confident salesperson.

Step 2: Knowing your prospects. Knowing what you are selling is only half the battle! Knowing to whom you are selling is almost as important. You need to be able to judge the taste of the prospect so you can offer merchandise you know will appeal to them. This can be accomplished by simply doing a little background research on your potential customer. As for existing customers, you should be well versed in their wants and needs. Knowing your prospects and customers will definitely add to your confidence, because it is always to talk to someone familiar-who you think you know.

As a salesperson, you need to know all the answers, are an expert in every little detail can help or assist with any question or hesitance. You need to exude confidence. Besides your product, you need to sell your customers on the idea that you are the foremost authority on that particular topic. Whether you are or aren’t all about projecting a genuinely confident attitude.

"Freight Broker Training" If It’s up to Be, It’s Up to me

2011-11-06T17:10:00.001-05:00

Freight Brokers Freight agents it is vital to understand that you are the vital aspect of your business you are the one that will Take Responsibility for Choices in your business

Read this article

a Freight Broker was one day talking with a friend that also had a freight brokerage when his friend began to mourn about his business, I can’t hold onto a client, I’m in debt up to my ears and will have to declare personal bankruptcy” he whimpered. “Where did I go wrong?”

When things go wrong, it’s easy to blame others. Blaming others for our difficulties is the easy way out. That’s why it’s so popular. Turn on any daytime talk show and you’ll find endless examples of people blaming everybody and everything for the way their lives have turned out.

But the happiest and most successful people – the leaders who get things done and get on with their lives — know that life is an endless series of choices, and take responsibility for these choices as well as the consequences of their actions. Leaders choose to control their destiny so fate and others don’t. They believe that choice more than chance determines their circumstances. Even in circumstances for which they’re not responsible, they still take responsibility for their actions.

Leaders recognize that they have control and choice over a number of key factors:

Choose Not to Lose – Whether we choose to focus on our problems or our possibilities is a key leadership issue. When we are faced with obstacles and failure, those who can overcome adversity and learn from their experiences, turning them into opportunities, are the ones who will be truly successful.

Perceived Reality – Most so-called “facts” are open to interpretation and are highly dependent upon what’s being read into them. We don’t see the world as it is, we see it as we are. Too often, we let our problems trap us deep inside our own “reality rut”. As long as we’re stuck there, we can’t see out of the rut to the possibilities beyond.

Choosing Our Outlook – An optimist expects the best possible outcome and dwells on the most hopeful aspects of a situation. Pessimists stress the negative and take the gloomiest possible view. And while we may have been given a tendency toward optimism or pessimism at birth or from our upbringing, we decide what we want to be from today forward.

Choosing To Let Go of Deadly Emotions – Another milestone in our growth is when we accept responsibility for our emotions. It’s less painful to believe that anger, jealousy, or bitterness are somebody else’s fault or beyond our control. But that makes us prisoners of our emotions. We stew in our deadly emotions. For our own health and happiness, we must exercise our choice to let go. No matter how long we nurse a grudge, it won’t get better. We need to truly forgive and forget. Forgiveness is not for the other guy, it is for ourselves.

Choosing Our Thoughts – In his 19th century Journals, Ralph Waldo Emerson wrote, “Life consists of what a man is thinking of all day.” If we continue to think like we’ve always thought, we’ll continue to get what we’ve always got. Our daily thought choices translate into our daily actions. Our actions accumulate to form our habits. Our habits form our character. Our character attracts our circumstances. Our circumstances determine our future… Taking responsibility for our choices starts with choosing our thoughts.

Leaders realize that life accumulates; the choices we make – good and bad – are like deposits in a bank account. Over the years we can build up a wealth of success and happiness or a deficit of despair and discouragement. It’s up to us. As with any active bank account, few of these choice accumulations are permanent. However, the longer we allow poor choices to accumulate, the more time and effort will be needed to shift that balance. Now is the time for action. There’s still time. If not now, when?

The Keys to an Unstoppable Drive

2011-11-05T10:25:00.000-04:00

Freight Broker/Freight Agents the following is Good stuff, a motto to be followed if you are to one day see yourself at the top you must learn to never give up as there is always room for folks with drive and ambition. It takes an inner self to push and find yourself with the extra drive to make it in this industry so here is a good s

Articles By Tim Taylor \ The Keys to an Unstoppable Drive

“Sometime back in the mid 80’s I was invited to attend a sales seminar hosted by Don Beveridgeand I was fortunatein that I got the chance to sit in on the seminar and I found it to be a memorable experience. He was motivated and his sales motivational points were strong. The ideas he shared with the audience, with a little bit of license on my part, went something like this: You wake-up at 5am, from 5-7am, you plan your day, every hour. Be in the office by 7am and by 9am get out and prospect and be in the community. At 5pm get back to the office to do your follow-up with all your prospective clients. From 7pm – 9pm you do your administrative work. After that, get into bed so you’re ready for 5am again. I heard at least two old saws proclaim, “this guy is nuts”. I thought so too but in a good way.

There were about 200 transportation sales people in attendance, many of which were inspired by his ideas. And my guess is that many of the salesmen (there weren’t many women selling freight in those days) took action after that day because they wanted his results. So they probably started getting up at 5am and arrived at the office at 7am and they started making the cold calls they normally weren’t making. But pretty soon, within a few days or weeks, most would probably stop and resume their old ways. Their activity levels go back to normal. Why? Because their productivity rose above their self-image and their self-image squashed their productivity down within their comfort level; a level consistent with their self-image. They took an afternoon off here and there, maybe they watched Oprah, maybe Jerry Springer; hung out in a bar commiserating with other freight solicitors, it was hard to say. It could be their actions were becoming inconsistent with their self-image.

Today many will talk about balance in life, those are thoughts best left to the idealists and those who believe the system is rigged and we ought to spread the wealth. I believe there is a place for balance all right, mine is in balancing the checkbook and my family life. Making a difference in your life and the lives of those who depend on you is, on its own, balance. The checkbook and family unit satisfaction areonly the scorecards. If your checkbook and family life is where you think it should be, you’re doing fine and don’t need to go further unless you think you can in which case you haven’t set you goals high enough.

You will always perform at a level equal to your self-image. Our self-image is the portrait we have of ourselves. It’s the picture we’ve created about our self and is commonly based on past experiences and environmental influences. So if a new desire for improvement is introduced and it conflicts with our current self-image, it is doomed to fail. I guess I was fortunate in that I had a very successful family and couldn’t envision anything other than success.

Our actions, behaviors and yes our discipline, are all heavily influenced by our self-image. Even if you force yourself via will power to do things beyond your self-image, you won’t be able to sustain it for very long. You will go back to the old behaviors consistent with your own self-belief because you believe it and you act from this belief. What caused the Ali’s, Jordan’s, and the Annika Sorenstam’s of the world to work as hard as they did? What causes the top 1% in selling to consistently sustain their mind-boggling activity levels? Answer for all: their self-image. If you watched Tiger’s meltdown in the last couple of years and its subsequent effect on his golf course performance, you can see what a blow to self-esteem can do, even if it was of his own making.

Major changes occur in income, production and satisfaction for the average salesperson (in fact all people)when they understand the importance of evaluating, changing and elevating their self-image. Agents comfortable with small and average client sizes but nervous and fearful with the high-end clients, who learn to grow their self-portrait become more confident and succeed in the large client arena..Lets not get into a discussion of which type of client you can make the most money on because you can make plenty off big clients if you set it up right and if you set it up right, it won’t be you doing the dispatching.

Speaking of dispatching; agents who are most comfortable working dispatching tasks instead of leading a group of dispatchers are destined to confine themselves to a dispatchers wage. Not that there is anything wrong with dispatching and if that is what you want to be good at, then be the best.There are many hourly pay rates in business; the highest belong to those who can lead other people in a desperate charge to the top. Job satisfaction is relevant to the position desired and the execution of satisfying your self-image. Life satisfaction is relevant to that self-image and the life that image confines us to.

As we raise our self-image we raise our expectations, behaviors and the discipline we bring to our activities. Learning to change behavior permanently is one of the most important skills a person can develop in their life. Without this skill, any self-improvement intention will result in failure and frustration. All we need to do is to change the portrait by investing time and energy with guidance through learning.

Our self-image is held in our subconscious mind. This is the inside part of our brain where all of our habits and beliefs are stored. Many estimates in the field of psychology suggest we are only utilizing a small part of our brain – generally 5% to 10%. Which means that nearly 90% is untapped and waiting to serve us. Our subconscious mind is this under-utilized resource. It’s the part of the brain that allows our body to do things naturally and consistently with such ease and proficiency that our conscious mind could never match.

Great things that seem impossible become possible when we learn to communicate to and from our subconscious mind. Here’s how: when a thought and feelings match, and are focused on over and over again, it becomes accepted by the subconscious mind. When we add pictures or visualization, which match this thought/feeling combination, we are actually changing our self-image with a new self-belief. Our self-image is only communicated to in pictures, hence the term self-image. When this ‘pictured thought with feeling’ intention is accepted by the subconscious mind it becomes a belief that executes itself automatically.

Follow these steps to a new level of discipline by changing your self-image:

Step one: Decide exactly what you want. This is critical. Is it a habit change you’re after or how about a new goal? Whatever it is, be crystal clear on the outcome you desire.

Step two: Determine the activities that would lead to this outcome. This is an easy step; just determine what you would need to be doing in order for this result to come naturally. It’s simple cause and effect. For this step, make sure you choose activities that you could see yourself doing. There are often many ways to an outcome. Avoid the activities that don’t fit your personality, but make sure the one’s you do choose will ensure your goal.

Step three: Invest 20 minutes a day in focused quiet time, Ten minutes in the a.m. and 10 minutes in the p.m. Here is the place you need to invest the time and energy. In this time, find a quiet place in which you will not be interrupted and close your eyes. With eyes closed, put your attention on the goal. With thoughts on the goal, see yourself doing these activities with ease day in and day out.

Picture yourself becoming proficient at these activities. Bring in more and more clarity to the picture every time you do this. Visualize the time of day and the reaction from those around you. The more detailed the better! And finally feel the feelings you would feel, as you would engage in these activities; also feel the feelings, with intensity, that you would feel accomplishing this goal. See yourself actually doing the deal!

Driven people produce record results because of their belief in themselves. They grew their self-image by this ‘pictured thought with feeling’ process. Many probably didn’t even realize they were doing it. Whether they intended to or not doesn’t really matter because this is how it works and it can work for anyone.

Apply this process and remember the importance of vivid pictures and concentrated feeling. Do this and you’ll never again have to be stuck in undesirable patterns from your past. With new information can come new results.

We’re only here for a visit. If you want to make a difference, you already have. There is nothing a tantalizingly close as a dream.

Whose Customer Is It

2011-10-31T16:18:00.000-04:00

Freight Brokers/Freight Agents Dont be confused the freight does not belong to you take a word of advise from an expert in the industry

Dave Taylor
President at Midwestern Transit Service Inc

It is completely in the customers hands regardless of what the contract says. If your relationship is strong with your customer they will not entertain the solicitation of the large carrier. This is the same with small or large customers or carriers. We do entertain alternate language in our contract, but sometimes the massive carriers have handled freight for our clients, but not the lanes we are offering them. I have not had any large carrier successfully take our customer or lanes away even though they have tried a few times. The relationship to the large carrier and the relationship to the customer determine your company maintaining the account. Do all you can do on the contract, but it may not be the determining factor. After all we are in a relationship business, even in this electroinic age.

"Freight Broker Training" Lets Look at some poor phone skills

2011-10-21T10:12:00.000-04:00

Freight Broker & Freight Agents we make our living and grow our business by being on the phone but alot of time we make some bad mistakes lets look at some as one of the people I follow Art Sobczak and I suggest you do to.

Greetings!

In today's constantly-connected and always-communicating environment, why is it that--it seems to me, anyway--communication skills are worse than ever?

Perhaps it's because of the texting, tweeting, Facebooking, IM'ing, emailing and whatever else people are hooked on, that causes their actual speaking skills to erode, or perhaps they were not refined to begin with.

In cleaning out the idea file I carry with me (yes, it's actually a paper file) I notice that several of my points are regarding poor speaking habits. Let's look at a few.

"May I Ask... ?"
Here's a common one: prefacing questions with "May I ask...", as in "May I ask how many locations you have?"

When you analyze it, this is a waste of words and also implies that the inquirer is tentative and not confident in asking for the information. Those who are guilty might argue that they don't want to appear pushy with their questions.

Nonsense.

As long as you've shown the prospect what you can do for them, you've earned the right to ask for information.

Plus, you can make your questions sound non-threatening with your tone of voice. In a sincere tone, simply say, "How many locations do you have?"

"Can I Ask You a Question?"
IS a Question!
Here's another slightly different, but related offense:

"Can I ask you a question?"

If you say this, you just DID ask a question! (Plus, it should be 'may." If you are able to speak, you can ask a question.)

The problem here is that their thinking now focuses on whether or not they want to answer any questions.

However, contrast that with, "Tell me about how your organization is structured by region." Now they aren't debating as to whether or not they want to answer your questions. They're thinking about the answer to your request. That's why questions are so powerful.They prompt the person to think about precisely what you ask them.

Do you Do This, Or........?
Another habit annoying to some is asking a question, and then ending with the "hanging or," giving the impression that they have more to say, when in fact they've stopped. For example,
"Would you say your department will meet your objective for this fiscal year, or ...?"

"Is that something you'd like to take a look at, or . . . ?"

This can confuse the listener, and as with any poor habit, can be irritating if it's persistent. Instead, ask the question, then, shut up.

"Freight Broker Training" "We can't talk out of both sides of our mouth anymore"

2011-10-21T08:05:00.000-04:00

Freight brokers & Freight Agents we must understand the time has come that the shippers must understand if they are to get quality trucks they must pay the price the following article by Mark B. Solomon lays it out it is important to read and understand

He didn't ask for the mantle, but a case can be made that Tom Carpenter, director of North American logistics for giant International Paper Co. (IP), has become the conscience of the nation's shippers.

At the Council of Supply Chain Management Professionals' 2010 Global Conference in San Diego, Carpenter was asked if shippers should be taken to task for using the economic downturn and truck overcapacity to beat up carriers on pricing. He replied that "if the marketplace is giving us [excess capacity at low rates], we have a fiduciary responsibility to bring some of it back."

At the 2011 CSCMP conference, Carpenter's comments took on a more strident tone. "The shipping community has done a good job of managing our carriers' margins," he said, the sarcasm evident in his voice.

Big shippers like IP are tough negotiators with high expectations, and are accustomed to demanding and receiving superior service at low rates, Carpenter said. But in a world of shrinking capacity, a diminishing supply of qualified truck drivers, and escalating truck life-cycle and regulatory compliance costs, the days of shippers' having it all are fast disappearing, Carpenter warned. "We can't talk out of both sides of our mouth anymore," he said.

Carpenter wasn't the only big shipper at CSCMP to sound the alarm. "We probably haven't ever been through what we will be going through in the next four years," said Mark Whittaker, vice president of PepsiCo Transportation, a unit of the beverage and snack giant that spends $3 billion a year on global transport services and boasts the largest private truck fleet in North America.

For shippers, what lies ahead could be as challenging as what Whittaker fears. From 1980, when the trucking industry was deregulated, to the year 2000, the market experienced price deflation as a plethora of new players—and capacity—entered the market, emerging technologies fostered greater efficiencies, and operating costs held relatively steady. During that period, the cost of transportation fell 65 percent in real terms, according to Noel Perry, managing director and senior consultant at Nashville, Ind.-based FTR Associates.

The last 11 years have been the inverse of the previous 20, according to Perry. Since 2000, fuel, labor, asset, and regulatory costs have climbed, barriers to entry have increased, and in the past 12 to 18 months, truckload capacity has been taken out of the market. Add to that the obsession of many shippers with maintaining lean inventories and their increasing reliance on truckers to serve as a sort of "mobile warehouse," and it's clear the issue of available capacity—and the costs of procuring it—will define the industry for the rest of the decade, Perry said.

"It is probable that capacity shortages will last for several years, not just for one," Perry told an audience at this year's CSCMP conference in Philadelphia. "We could easily see sporadic supply chain failures based on capacity shortages. That's something we are not used to."

Sticker shock
Shippers could also be in for sticker shock where freight rates are concerned. Perry said rates will need to rise 15 percent just to offset the higher costs that truckers will incur to attract and retain good drivers, whose ranks are expected to thin as a result of federal regulations like CSA 2010, an initiative designed to winnow out drivers with marginal safety records.

Making matters worse is the level of driver turnover, which is hitting uncharted territory. Thom S. Albrecht, transportation analyst for BB&T Capital Markets, said driver turnover—or "churn"—hit a stunning 90 percent in the third quarter, more than double the turnover rate for the same period in 2010. Maintaining a stable workforce will cost truckers plenty, and it will be an expense that will likely get passed on down the chain.

At the same time, trucking executives said they would not be adding new capacity for the foreseeable future. The skyrocketing cost of replacing new rigs, combined with freight rates that aren't fully compensatory for the investment, makes it economically infeasible to add to fleets, according to carrier executives. The best shippers can hope for is a straight swap of power units, a move that will put newer rigs on the road but won't have any net effect on capacity, truckers said.

"There is no credible reason to go to the board to add capacity when the return-on-asset [level] is under 5 percent," said Derek J. Leathers, president and COO of truckload carrier Werner Enterprises, at a CSCMP panel session.

Kenneth Burroughs, vice president of revenue management for UPS Freight, the less-than-truckload unit of UPS Inc., was more direct, telling the same session that "we aren't going to be adding terminal or truck capacity."

Increased liability exposure
As truckers grapple with driver shortages and fleet reductions, shippers are being warned not to expect the service quality or reliability they have grown accustomed to. Donald A. Osterberg, senior vice president of safety and security for truckload and logistics giant Schneider National Inc., said truckers face a plethora of government mandates ranging from CSA 2010, to proposed changes in driver hours of service (HOS) regulations, to the 2010 rule that requires virtually all truckers to install electronic on-board recorders (EOBRs) to ensure their drivers are complying with HOS regulations. The EOBR rule, which would make it nearly impossible for drivers that once used paper logs to exceed their HOS limits, is in legal limbo after a federal appeals court in late August ruled that the policy doesn't do enough to ensure that truckers won't leverage the devices to force drivers to stay on the road even when they're tired. The rule, set to take effect in mid-2012, has been remanded to the Federal Motor Carrier Safety Administration for further consideration.

Osterberg said the cumulative effect of these mandates will be to force the supply chain to permanently rationalize service expectations. "I don't believe the current levels of service are sustainable going forward," Osterberg said at CSCMP.

Osterberg advised shippers to take their legal exposure under CSA 2010 very seriously, saying the plaintiffs' bar is chomping at the bit to pursue deep-pocketed shippers for monetary damages in the event of a fatal truck-related accident on grounds the shipper should have known under the CSA guidelines it was engaging a sub-standard driver and carrier. In addition, shippers that were shielded from liability through indemnification clauses written into carrier contracts will see that protection erode, Osterberg said, noting that 30 states already have non-indemnity laws on the books.

"Shipper liability is inevitable, and CSA will exacerbate its exposure," he said.

Shippers speaking at the conference say they are becoming increasingly proactive in tracking their drivers' performance. "We monitor [CSA] scores on a monthly and quarterly basis," said Michael F. Heckart, manager, North American logistics strategic sourcing for the agribusiness giant Deere & Co.

Heckart said Deere's relationships with its carriers are deeper than perhaps they've ever been. "It's not enough to just have a conversation with the carrier anymore," he said.

The difficulty in managing a customer's demanding requirements with fewer rigs and drivers at their disposal could compel some shippers to "roll the dice" and continue to use carriers that might be available but whom they know would be on the CSA bubble, according to Carpenter of IP. "Some [shippers] are probably doing it," he said. "But they are playing with fire and they're going to get burned."

"Freight Broker Training" Tips for a Successful Sales Call

2011-10-20T09:15:00.000-04:00

freight brokers & freight agents I have always believed the way to be on top is to follow simple steps and stay positive at all times.Too many people in freight broker business look at the telephone as an anchor--that's how they feel about lifting it when they have to make outgoing calls to potential clients. For some, you'd think it was covered with spiders or that it might electrocute them if they touch it. That reaction revolves around the fear of rejection. Granted, not too many freight brokers or freight agents are brave enough to willingly put themselves in a position to be rejected. However, those who do will find all sorts of long-term rewards for the temporary pain they'll experience.

With the right attitude and by paying close attention to what happens, each rejection you deal with will be a learning experience. You'll learn what not to say and when not to call. The key here is to turn that around so you can master what to say and when to call. With every rejection, you'll want to take a quick moment to analyze the situation in order to benefit from it. Rather than letting it ruin your attitude for the next call, you should find yourself saying, "Well, that didn't work. What's a better way to say it?"

With proper fine-tuning, you'll soon find your calls being well received and you'll experience fewer rejections. To save you some time on this learning curve, here are aome points you need to consider before making any business calls.

1. Develop a professional greeting.

2. Introduce yourself and your company.

3. Express gratitude.

4. State the purpose of your call.

5. Get a confirmation will they use me Yes or No

6. Thank them for their time

Success in selling starts with You!

Believe that you will be successful

"Whether You Believe You Can or You Can't - You Are Right!"

Henry Ford gave us that quote, and it rings true for every aspect of our lives. Belief is the most important category in all areas of life. Without it, the other categories would be meaningless. Belief is why the greatest freight brokers in the world have no clue that they are selling anything. This is because when you believe in something so much, you can not help but to tell people about it. It will come naturally to you, and you will not be nervous.

You must be able to find a way to get to believe that much in your services, to be successful on a sales call. Belief will give you the confidence, enthusiasm, and focus that you need in order to be successful in anything in your life , not just sales calls.

Confidence To Make a Sales Call

Confidence is required, in order to make a successful sales call. You must have confidence in a number of different areas such as, confidence in your products, confidence in your service, and confidence in your price.

Confidence In Your Products
Having confidence in your products means that you are confident that the products that you are selling will work well with your customers needs. Remember, just because your products are high in quality does not mean that they will work in any given situation. You must be able to confidently deduce exactly what your customer wants and find a way to make it happen!

Get Creative.

Have confidence In Your Service

This is the second area that you must be confident in, in order to conduct a successful sales call. When making a sales call, you are the face of not only your company, but also yourself. That being said, make sure you show them your best. Make sure to let them know that they will be in good hands if they give you their business. Let them know that you want it, and will do anything in your power to take care of them. The only way that you can do this is to be confident in your company's ability.

Show enthusiasm During A Sales Call

Legitimate enthusiasm will come naturally during a sales call if you already have belief in your service and the confidence that it will work for your customer. This does not mean that you cannot get better at controlling your enthusiasm.

Training your enthusiasm is fun and easy to learn. The secret is to think of all the things that make you and company great. Think of past experiences and what you have done for other clients.

Stay focused On Your Customer

Focus is our final category for the success of a sales call. You must be focused at all times on what the customer wants. As a salesman myself, I know how difficult this can be when you are listening and want to make suggestions on the fly.

Focus on your customers current situation, and not on your own agenda during the sales call. Do not make suggestions during the sales call until you have had a chance to thoroughly think your strategy through. Make sure that the customer knows that you are there for his interests, instead of your own and you will eventually win their trust.

This can be anything from getting to eat at a restaurant that you want or convincing somebody of an idea that you have. You never stop selling. Now let these past experiences come in and go out of your mind. Gradually speed up all the successes you can think of and fill your mind with success. After you finish this exercise, your enthusiasm will be increased. This is a great exercise to perform while travelling to the sales call.

"Freight Broker Training" Uncovering Hidden Research Reports

2011-10-18T17:50:00.000-04:00

Freight Brokers and Freight Agents here is some fantastic information for you that will help you with you research

Uncovering Hidden Research Reports
By Sam Richter

When you're a finalist for an account, completing a response to a Request for Proposal, or looking to sell your products into a new industry, it's imperative that you have a base understanding of your prospect's industry. What are their industry trends? What are the issues their industry is facing?

You could spend days "surfing" the Web trying to locate industry information. Or, you can have someone else do all of the work for you. Think about any industry; what's the chance that someone somewhere has written a report or given a presentation about that industry? Probably 100%. And what's the chance that some of those papers or presentations have been posted online. Probably 100%. How do you find them?

Google Filetype: Search

A great way to find industry research reports is to use the Google filetype: search. Oftentimes professional research reports get posted online for people to download because they are too large to email. Sometimes industry groups or even companies post reports online for members or employees to download.

Posters of these reports often think the report is secure. However, if a file is posted online and not properly secured, Google may eventually find it, open it, and "vacuum" every word in the report making it fully searchable.

It's easy to find these reports using the Google filetype: search (filetype colon). Just type an industry name followed by the word industry, into Google, using quotation marks (e.g., "paper industry"). Add words like trends, issues, revenue, technologies, etc. that you think might appear in a research report. REMEMBER, think like an author. What words would you put in a research report or presentation? Then search for those words.

Next, type in filetype:pdf, which will limit your search results to just PDF files, which is a fairly typical format for a research report. You can also try filetype:ppt for PowerPoint slides, or filetype:doc for Word documents.

Review the search results to see if the abstract looks like a report. If it is, click on the link and download the file. You'll be amazed at the types of professional research reports you can find online using the filetype: method.

So for example, if I'm looking for a report about the medical device industry, here's what the Google query might look like:

"medical device" + industry + report + (trends OR issues) filetype:pdf OR filetype:ppt

Industry research can be easy--now that you Know More!

(Sam Richter is the founder of the #1 rated Know More! sales training program (www.samrichter.com). This is just one of the more than 80 people, company, and industry information search tips and resources you'll find in his top-selling and award-winning book, Take the Cold Out of Cold Calling (www.TakeTheCold.com).

"Freight Broker Training" Dispatch softwaer

2011-10-14T11:06:00.000-04:00

It is a Good for a freight broker to understand how dispatch programs work here at A1 we suggest the you have a good dispatch system and advise you to take a look at Load Pilot they offer a free 30 day trial and are a top notch dispatch system for brokering.

Commercial Vehicle Operations is an application of Intelligent Transportation Systems for trucks.

A typical system would be purchased by the managers of a trucking company. It would have a satellite navigation system, a small computer and a digital radio in each truck. Every fifteen minutes the computer transmits where the truck has been. The digital radio service forwards the data to the central office of the trucking company. A computer system in the central office manages the fleet in real time under control of a team of dispatchers.

In this way, the central office knows where its trucks are. The company tracks individual loads by using barcoded containers and pallets to track loads combined into a larger container. To minimize handling-expense, damage and waste of vehicle capacity, optimal-sized pallets are often constructed at distribution points to go to particular destinations.

A good load-tracking system will help deliver more than 95% of its loads via truck, on planned schedules. If a truck gets off its route, or is delayed, the truck can be diverted to a better route, or urgent loads that are likely to be late can be diverted to air freight. This allows a trucking company to deliver a true premium service at only slightly higher cost. The best proprietary systems, such as the one operated by FedEx, achieve better than 99.999% on-time delivery.

Load-tracking systems use queuing theory, linear programming and minimum spanning tree logic to predict and improve arrival times. The exact means of combining these are usually secret recipes deeply hidden in the software. The basic scheme is that hypothetical routes are constructed by combining road segments, and then poor ones are eliminated using linear programming.
The controlled routes allow a truck to avoid heavy traffic caused by rush-hour, accidents or road-work. Increasingly, governments are providing digital notification when roadways are known to have reduced capacity.

A good system lets the computer, dispatcher and driver collaborate on finding a good route, or a method to move the load. One special value is that the computer can automatically eliminate routes over roads that cannot take the weight of the truck, or that have overhead obstructions.
Usually, the drivers log into the system. The system helps remind a driver to rest. Rested drivers operate the truck more skillfully and safely.
When these systems were first introduced, some drivers resisted them, viewing them as a way for management to spy on the driver.

A well-managed intelligent transportation system provides drivers with huge amounts of help. It gives them a view of their own load and the network of roadways.

Components of CVO include:

Fleet Administration
Freight Administration
Electronic Clearance
Commercial Vehicle Administrative Processes
International Border Crossing Clearance
Weigh-In-Motion (WIM)
Roadside CVO Safety
On-Board Safety Monitoring
CVO Fleet Maintenance
Hazardous Material Planning and Incident Response
Freight In-Transit Monitoring
Freight Terminal Management

Freight Broker Training: "Freight Broker Training" Words To Live By

2011-10-13T15:35:00.001-04:00

Freight Broker Training: "Freight Broker Training" Words To Live By: "If you could find out what the most successful people did in Freight Brokering and then you did the same thing over and over, you'd eventua...

"Freight Broker Training" Words To Live By

2011-10-13T15:35:00.000-04:00

"If you could find out what the most successful people did in Freight Brokering and then you did the same thing over and over, you'd eventually get the same result they do."

— Brian Tracy: Author, speaker, and consultant

6 Ways Freight Brokers/Agents Can Increase Carrier Capacity

2011-10-10T08:13:00.000-04:00

This is a fantastic article by Denis Brown of LDI once again he has done a fantasitic Job at showing what a top notch broker should do.

If you are like most freight brokers or freight agents I talk to, finding trucks can be a real challenge these days. The fact is, not all freight is created equally and neither are all brokers. There are times when carriers are tripping over one another to take your loads and other times the silence is deafening.
So what’s the secret to finding and retaining truck capacity? The fact is there is no secret, there are no magic bullets, there are just basic business principles that successful freight brokers and freight agents use to stand out from the crowd.

1) Be an investor and focus on building relationships with carriers and drivers before you need them, rather than just focusing on only one load at a time. Ask carriers how you can help them grow their business and always try to think long term while balancing your short term needs.

2) Utilize technology to leverage your time, including advanced freight brokerage software, load boards, email, smart phones, instant messaging, dual monitors and beyond. Let technology do the heavy lifting to make your job easier by allowing you to cast a wider net and communicate your value and needs more efficiently.

3) Tell the truth and be upfront with carriers about the details of your load. No one likes to be misled, including you, so revert back to the basics, “Do unto to others as you would have them do unto you”.

4) Always, always, always pay your carriers on-time! Even if your shipper slow pays or downright refuses to pay you, make sure you are not hurting the carrier for something outside of their control.

5) When there is a problem, take ownership and always focus on the solution, never on the problem!

6) Network with carriers and more importantly with drivers about other drivers and carriers they know that would be interested in doing business with you. Use tools like Linkedin.com and Facebook.com and other social media to make industry connections.

"Freight Broker Training" People Who Walk With Integrity Walk Securely

2011-09-28T10:00:00.000-04:00

People Who Walk With Integrity Walk Securely
by Jon Walker

“The man of integrity walks securely, but he who takes crooked paths will be found out.” (Proverbs 10:9 NIV)
People with integrity live by fairness, even when fairness puts them at a disadvantage or causes them significant difficulty. They fight fair even when those around them do not.

People of integrity consider their word their bond, allowing their “yes” to mean “yes” and their “no” to mean “no.”

People of integrity are authentic and transparent; they act the same, no matter who is present. Their lives are “what you see is what you get.”

People of integrity are straightforward in their conduct. They don’t hide what they’re doing, and they don't say one thing and do another. They are people “in whose spirit is no deceit” (Psalm 32:2 NIV).

People with integrity explain the facts in an even-handed manner, not in a way that makes them look better than the other person. They are respectful, helpful and gracious to everyone and anyone.

People of integrity go the extra mile with a smile. They do more than is required of them.

People of integrity are not afraid to ask for help. They’re not afraid to let God be their strength. They’re able to handle tough situations, knowing God is at work in them.

People of integrity focus on “whatever is true, whatever is noble, whatever is right, whatever is pure, whatever is lovely, whatever is admirable,” anything at all that is excellent or praiseworthy (Philippians 4:8 NIV).

"Freight Broker Training" ATA letter supports no hours rule changes

2011-09-07T11:40:00.000-04:00

By Truckers News Staff
Published September, 07 2011

In a letter to the Office of Management and Budget, the American Trucking Associations last week urged the Obama administration to live up to its promise to relieve the burden of unnecessary regulations as it considers changes to the hours-of-service rules.

“Late last year, DOT’s Federal Motor Carrier Safety Administration proposed costly changes to truck drivers’ hours-of-service rules which, if finalized, would result in reduced wages for hundreds of thousands of drivers, significant administrative and efficiency costs for trucking companies, and most importantly, billions of dollars in lost productivity,” wrote Dave Osiecki, ATA senior vice president of policy and regulatory affairs. “These inefficiencies and costs would deal a serious and sustained blow to the huge ‘tangible goods’ economy that trucking supports, affecting not only shippers of freight, but ultimately consumers.”

The current hours-of-service rules, which have been in effect since January 2004, made four primary changes to the regulations then in place: increasing the daily driving limit from 10 hours to 11 hours; increasing the required minimum daily rest from 8 hours to 10 hours; decreasing the number of hours on duty after which a driver may not operate a commercial motor vehicle from 15 hours to 14 hours; and allowing a driver to “reset” the weekly 60 or 70-hour on duty limits with 34 consecutive hours off duty.

Under the current proposal, FMCSA is, among other changes, considering whether to reduce the daily driving limit from 11 hours to 10 hours and has proposed to limit the 34-hour restart provision by requiring that it include two periods from midnight to 6 a.m. and limiting its use to once per week.

ATA says FMCSA’s proposed rule came as a result of a lawsuit and political pressure from union and safety advocacy groups and would enact drastic changes to driver’s lifestyles and carrier operations without providing any safety benefit. “DOT described its proposal as a means to further improve trucking’s highway safety record,” Osiecki wrote. “Yet, FMCSA’s own regulatory impact analysis showed that the proposal’s costs outweigh any potential crash reduction benefits.”

"Freight Broker Training" ATA reports seasonally-adjusted tonnage is down for third time in four months

2011-08-24T14:17:00.000-04:00

Trucking news: ATA reports seasonally-adjusted tonnage is down for third time in four months

By Jeff Berman, Group News Editor
August 23, 2011
Truck tonnage in July was down following growth in June, according to the American Trucking Associations (ATA).

The ATA’s advance seasonally-adjusted (SA) For-Hire Truck Tonnage index dropped 1.3 percent on the heels of a revised 2.6 percent June gain. This index has fallen in three of the last four months, with 0.6 percent and 2.0 percent declines in April and May, respectively, continuing a largely uneven pattern of freight transportation volumes.

The SA index is currently at 114 (2000=100), which is down from June’s 115.8 and up from May’s 112.8. It is at its second highest level since January. On an annual basis, it was up 3.9 percent compared to a 6.5 percent annual hike in June.

The ATA’s not seasonally-adjusted (NSA) index, which represents the change in tonnage actually hauled by fleets before any seasonal adjustment, was at 111 in July, down 9 percent from June’s 122.3. The July 2010 NSA index was 109.9, putting the July 2011 NSA up about 1 percentage point higher.

As LM has reported, some industry analysts maintain that the not seasonally-adjusted index is more useful, because it is comprised of what truckers haul. As defined by the ATA, the not seasonally-adjusted index is assembled by adding up all the monthly tonnage data reported by the survey respondents (ATA member carriers) for the latest two months. Then a monthly percent change is calculated and then applied to the index number for the first month.

“We had heard that freight weakened from a robust June, that that was true,” ATA Chief Economist Bob Costello said in a statement. “Despite a solid June, our truck tonnage index fits with an economy that is growing very slowly. The good news is that tonnage continues to increase on a year-over-year basis, but it is likely that the rate of growth will moderate in the second half of the year.”

Signs of economic weakness, including a recent slowdown in manufacturing data, sluggish retail sales and consumer confidence levels, and fears of a double-dip recession, are prevalent, and all appear to be contributing to lower freight volumes.

Many industry stakeholders maintain that conditions remain choppy, with no clear cut signs of a true recovery on the horizon at this point, especially when factoring in the dark unemployment and housing pictures, too.

In recent months, both shippers and carriers have explained that even though things are relatively steady in light of an uncertain economy, a good amount of the momentum occurring in the market earlier in the year has definitely lessened.

Both shippers and carriers noted that the second half of the year, coupled with how Peak Season shapes up, will go a long way in determining how things shake out in the trucking market.

“We are in a bit of a holding pattern, when it comes to things like increasing inventories and seeing orders increase in a meaningful way,” said a truckload shipper whom declined to be identified. “Until we see business conditions change, we will continue to monitor things in remain cautious. Demand has leveled off, but it is not terrible.”

"Freight Broker Training" USPS to shutter LTL market test, effective September 19

2011-08-23T20:14:00.000-04:00

USPS to shutter LTL market test, effective September 19
By Jeff Berman, Group News Editor
August 22, 2011
In early 2009, the United States Postal Service (USPS) stated its intent in a filing with the Postal Regulatory Commission (PRC) to launch a market test to provide service akin to a less-than-truckload (LTL) network.

But in a filing submitted to the PRC on August 19, the USPS said it intends to shutter this initiative—it entitled “Collaborative Logistics”—on September 19.

According to the filing, the USPS planned to make its LTL service a permanent product offering “in light of its favorable reaction to the results of its market test.” Now, though, it explained it has been forced to reevaluate its plans based on changes in its organizational structure, its current financial condition, and operations concerns (the USPS ended the third quarter of fiscal year 2011 with a net loss of $3.1 billion, compared to a net loss of $3.5 billion for the same period in FY 2010).

It added that area mail processing and other consolidation activities have resulted in significant opportunities to reduce transportation, with management determining that resources should be devoted to consideration of initiatives to consolidate facilities and transportation to reduce costs. And it also said that aggressive cost cutting measures will impact revenue opportunities for Collaborative Logistics.

On September 19, expiring contracts for this initiative will not be renewed and other contracts will be terminated, with the USPS expecting that by this date all customer agreements will have concluded. The USPS will consider revisiting LTL services as a permanent product in the future depending on financial and operational conditions and “evaluate the successes and challenges of the Collaborative Logistics market test over the coming months.”

An industry source told Logistics Management in 2009 that this plan made sense on various levels, considering the USPS has plenty of excess capacity on the roads at the moment with a network that is already delivering mail on a daily basis. And he added that if viewed as an LTL player, the USPS has a bigger LTL footprint—or network—due to its existing mail routes.

“There is no place the USPS does not go,” explained the source.

However, the catch for shippers is that they would need to determine how to get freight to and from the USPS sectional center facility or bulk mailing center. This presents an opportunity for third-party integrators to take an active role in delivering and picking up freight and then collect and deliver it to a consignee.

"Freight Broker Training" USPS to shutter LTL market test, effective September 19

2011-08-23T20:12:00.000-04:00

"Freight Broker Training" LaHood inks cross-border deal; OOIDA heads to court

2011-08-11T12:30:00.002-04:00

Story By Jami Jones, Land Line senior editor

Wednesday, July 6, 2011 – Despite promises of transparency, the U.S. Secretary of Transportation hopped a plane for Mexico early Wednesday morning and inked the cross-border trucking deal, without any advance notice or warning to the public or Congress.

“If the agreement is good for the U.S. why the hell is he (Secretary LaHood) sneaking down there to sign it?” said Jim Johnston, president of OOIDA. “So much for their supposed transparency. Why not let the public see the details before signing the agreement? Seems like the administration is dead set on caving to Mexico’s shakedown regardless of the costs to the American public and our tax coffers.”

The Owner-Operator Independent Drivers Association immediately filed a petition for review with the U.S. Court of Appeals for the D.C. Circuit. The Association is asking the court to review the program and to “enjoin, set-aside, suspend (in whole or in part) or determine the validity of the implementation of this program.”

“Implementation of the pilot program is arbitrary, capricious and abuse of discretion and otherwise not in accordance with law,” the Association’s petition states.

Noted in the petition is a “final agency action” that occurred on June 29, well in advance of the final plan being released to the public or signed.

While copies of the final agreement were under lock and key in the U.S., apparently copies of the agreement and a notice of the signing had been widely circulated in Mexico and reported on in the days leading up to the signing.

After the agreement was signed, sources confirmed to Land Line Magazine that the Federal Motor Carrier Safety Administration immediately began accepting authority applications from Mexican motor carriers that want to participate in the program.

The Association has adamantly opposed opening the border because Mexico has failed to institute regulations and enforcement programs that are even remotely similar to those in the United States and because there would be no relevant corresponding reciprocity for U.S. truckers.

“People in Washington are constantly talking about two things these days: creating good jobs for Americans and cutting wasteful spending. This program does exactly the opposite for both,” Todd Spencer, executive vice president of OOIDA. “This program will jeopardize the livelihoods of tens of thousands of U.S.-based small business truckers and professional truck drivers and undermine the standard of living for the rest of the driver community.”

In the pending Federal Register notice detailing the final program, FMCSA officials repeatedly state that the agency is to regulate safety. Neither the economic impact on the trucking industry nor the environmental concerns raised by commenters were considered relevant arguments in the agency’s rebuttal comments, because the agency focuses on safety.

For example, when addressing the economic impact on the U.S. trucking industry and individual truckers, FMCSA officials simply stated that they do “not believe the pilot program will have a significant adverse impact on U.S. motor carriers or drivers.”

The agency followed up quickly by saying “it is important to note that FMCSA lacks the authority to alter the terms under which Mexico-domiciled motor carriers operate in the United States based on the possible economic impact of those motor carriers on U.S. motor carriers.”

Environmental arguments did not invoke significant response from the agency, either. The agency responded by simply stating that beyond what is in the Federal Motor Carrier Safety Regulations, the agency does not have authority to regulate environmental concerns. Those lie with the Environmental Protection Agency and that agency’s state counterparts.

When addressing issues the agency clearly has authority over – such as operating authority – the agency officials did little more than further muddy the waters as to the real intention of the final cross-border trucking agreement.

Essentially, the program differs little from the proposed program published in the Federal Register in April.

The program still allows for a three-tiered monitoring program tied to the Mexican motor carriers’ operating authority. The main point of contention and concern with that approach is that after 18 months of participation in the pilot program Mexican motor carriers would be eligible for “Stage 3” of the program.

Stage 3 of the pilot program “would begin for each motor carrier upon receipt of permanent operating authority,” according to the proposed program.

However, in the final program FMCSA officials contended the statement confused some, before stating simply: “if, at the end of 18-months of monitoring the motor carrier‘s most recent safety rating is satisfactory and the motor carrier does not have any pending enforcement or safety improvement actions, the Mexico-domiciled motor carrier’s provisional operating authority becomes permanent.”

The final plan does not outline any procedures for revoking permanent authority granted under the pilot program when the program ends.

In addition to what appears to be the prelude to a fully open border, U.S. taxpayers will continue to foot the bill on the electronic monitoring devices on Mexican trucks.

Agency officials continue to justify the expense by stating that under NAFTA, because U.S. truckers aren’t required to install and pay for the devices on U.S. trucks, the agency cannot require that of Mexico.

However, as OOIDA has repeatedly pointed out, the expense – and cost of the program – goes well beyond the monitoring of the trucks.

“U.S. taxpayers have already seen too much of their money wasted as our government has attempted to accommodate trucking companies from Mexico,” Spencer said.

"Freight Broker Training" LaHood inks cross-border deal; OOIDA heads to court

2011-08-11T12:29:00.000-04:00

By Jami Jones, Land Line senior editor

Wednesday, July 6, 2011 – Despite promises of transparency, the U.S. Secretary of Transportation hopped a plane for Mexico early Wednesday morning and inked the cross-border trucking deal, without any advance notice or warning to the public or Congress.

“If the agreement is good for the U.S. why the hell is he (Secretary LaHood) sneaking down there to sign it?” said Jim Johnston, president of OOIDA. “So much for their supposed transparency. Why not let the public see the details before signing the agreement? Seems like the administration is dead set on caving to Mexico’s shakedown regardless of the costs to the American public and our tax coffers.”

The Owner-Operator Independent Drivers Association immediately filed a petition for review with the U.S. Court of Appeals for the D.C. Circuit. The Association is asking the court to review the program and to “enjoin, set-aside, suspend (in whole or in part) or determine the validity of the implementation of this program.”

“Implementation of the pilot program is arbitrary, capricious and abuse of discretion and otherwise not in accordance with law,” the Association’s petition states.

Noted in the petition is a “final agency action” that occurred on June 29, well in advance of the final plan being released to the public or signed.

While copies of the final agreement were under lock and key in the U.S., apparently copies of the agreement and a notice of the signing had been widely circulated in Mexico and reported on in the days leading up to the signing.

After the agreement was signed, sources confirmed to Land Line Magazine that the Federal Motor Carrier Safety Administration immediately began accepting authority applications from Mexican motor carriers that want to participate in the program.

The Association has adamantly opposed opening the border because Mexico has failed to institute regulations and enforcement programs that are even remotely similar to those in the United States and because there would be no relevant corresponding reciprocity for U.S. truckers.

“People in Washington are constantly talking about two things these days: creating good jobs for Americans and cutting wasteful spending. This program does exactly the opposite for both,” Todd Spencer, executive vice president of OOIDA. “This program will jeopardize the livelihoods of tens of thousands of U.S.-based small business truckers and professional truck drivers and undermine the standard of living for the rest of the driver community.”

In the pending Federal Register notice detailing the final program, FMCSA officials repeatedly state that the agency is to regulate safety. Neither the economic impact on the trucking industry nor the environmental concerns raised by commenters were considered relevant arguments in the agency’s rebuttal comments, because the agency focuses on safety.

For example, when addressing the economic impact on the U.S. trucking industry and individual truckers, FMCSA officials simply stated that they do “not believe the pilot program will have a significant adverse impact on U.S. motor carriers or drivers.”

The agency followed up quickly by saying “it is important to note that FMCSA lacks the authority to alter the terms under which Mexico-domiciled motor carriers operate in the United States based on the possible economic impact of those motor carriers on U.S. motor carriers.”

Environmental arguments did not invoke significant response from the agency, either. The agency responded by simply stating that beyond what is in the Federal Motor Carrier Safety Regulations, the agency does not have authority to regulate environmental concerns. Those lie with the Environmental Protection Agency and that agency’s state counterparts.

When addressing issues the agency clearly has authority over – such as operating authority – the agency officials did little more than further muddy the waters as to the real intention of the final cross-border trucking agreement.

Essentially, the program differs little from the proposed program published in the Federal Register in April.

The program still allows for a three-tiered monitoring program tied to the Mexican motor carriers’ operating authority. The main point of contention and concern with that approach is that after 18 months of participation in the pilot program Mexican motor carriers would be eligible for “Stage 3” of the program.

Stage 3 of the pilot program “would begin for each motor carrier upon receipt of permanent operating authority,” according to the proposed program.

However, in the final program FMCSA officials contended the statement confused some, before stating simply: “if, at the end of 18-months of monitoring the motor carrier‘s most recent safety rating is satisfactory and the motor carrier does not have any pending enforcement or safety improvement actions, the Mexico-domiciled motor carrier’s provisional operating authority becomes permanent.”

The final plan does not outline any procedures for revoking permanent authority granted under the pilot program when the program ends.

In addition to what appears to be the prelude to a fully open border, U.S. taxpayers will continue to foot the bill on the electronic monitoring devices on Mexican trucks.

Agency officials continue to justify the expense by stating that under NAFTA, because U.S. truckers aren’t required to install and pay for the devices on U.S. trucks, the agency cannot require that of Mexico.

However, as OOIDA has repeatedly pointed out, the expense – and cost of the program – goes well beyond the monitoring of the trucks.

“U.S. taxpayers have already seen too much of their money wasted as our government has attempted to accommodate trucking companies from Mexico,” Spencer said.

"Freight Broker Training" Will U.S. manufacturing step up?

2011-08-10T13:54:00.000-04:00

By Patrick Burnson, Executive Editor
August 05, 2011
While the global economic crisis continues to capture mainstream business press headlines this week, one supply chain industry analyst reports that other recent trends bear watching.

According to Daniel J. Meckstroth, Ph.D., Chief Economist for the Manufacturers Alliance/MAPI, the ISM Index for July suggests a more complex recovery scenario:

“The Institute for Supply Management reports that its index of manufacturing activity was 50.9 percent for July, 4.4 percentage points less than the 55.3 percent seen in June. Fifty percent is the dividing line between expansion and contraction,” Meckstroth said. “Manufacturing posted very strong growth from January to April but the pace of growth has decelerated markedly since that time and appears to have nearly flattened out by July. Some of the late spring and early summer doldrums were caused by supply chain issues related to getting automotive and semiconductor imports from Japan, and transportation delays due to spring flooding in the Midwest. But the underlying problem is that the economy is growing very slowly. GDP was nearly unchanged in the first quarter (0.4 percent) and grew only at a 1.3 percent annual rate in the second quarter of 2011.

“Commodity inflation eroded consumers’ spendable incomes at a time when they were working through debt problems and state and local governments cut spending to solve budget problems,” he added. “Although the ISM report is gloomy, we expect manufacturing activity to improve. Motor vehicle production schedules are increasing as parts are more available and inventories remain low. In addition, business equipment spending has been, and is expected to remain, relatively strong. Profits are high and firms are willing to invest to upgrade their operations to take advantage of accelerated depreciation.”

Fraudulent broker practices targeted in new bill

2011-08-09T16:06:00.000-04:00

By Jami Jones, Land Line senior editor

The numbers tell it all. It doesn’t take long for unscrupulous and unlicensed brokers to rack up crippling amounts of unpaid freight bills.

Take for example a recent alert on Red Book Credit Services, a produce load board and reporting agency. The site lists $54.9 million owed by 1,477 broker firms. Internet Truck Stop had a similar scenario play out in a 2009 alert that had more than $5.5 million in nonpayment complaints in just a seven-month time span.

Nonpayment on brokered loads has put countless trucking companies out of business simply because many times the bonds carried by brokers are either not enough to cover the claims or are already gone, thanks to other claims, if they ever existed at all.

That is the very reason Rep. Frank Guinta, R-NH, along with Rep. Russ Carnahan, D-MO, introduced HR2357, the “Fighting Fraud in Transportation Act of 2011,” in the U.S. House on Friday, June 24.

“This law would put a stop to a system that allows ruthless brokers and scam artists to continue to operate unchecked,” says Todd Spencer, Executive Vice President of OOIDA. “Too often, we’ve seen deceitful brokers get away with collecting payments from shippers but cheating truckers out of what is rightfully theirs.”

The bill, first and foremost, requires brokers and freight forwarders to register with the Federal Motor Carrier Safety Administration and present proof of a $100,000 bond.

Perhaps more importantly, if the bill is passed into law, it would give FMCSA the ability to actually enforce on non-compliant brokers and those who broker freight without any authority whatsoever.

“In many instances, brokers provide a valuable service to truckers and the transportation industry. However, the current system is loose enough that it provides ample, fertile ground for fraud. This has gone on far too long. It needs to stop,” Spencer also said.

The “Fighting Fraud in Transportation Act” will:

Increase the broker surety bond requirement from $10,000 to $100,000 and expand that bond requirement to freight forwarders.
Increase requirements and disclosures for any person or company seeking to obtain broker or freight forwarder authority.
Establish significant penalties for violations of broker regulations, including unlimited liability for freight charges for conducting brokerage activities without a license or bond.
Establish strict guidelines for companies that provide brokers with surety bonds and on how they administer bonds.
Guinta and Carnahan worked closely with OOIDA, the Transportation Intermediaries Association, and the American Trucking Associations in writing up the legislation.

“We appreciate the leadership of Congressman Guinta and Congressman Carnahan in drafting this legislation and introducing it in the House,” Spencer said. “It’s something the industry has needed for a long time.”

He added that the next essential step in ensuring the success of the bill is for OOIDA members to call their own representatives in support of the bill and ask that they sign on as cosponsors.

"Freight"June Truck Tonnage Jumps 6.8%

2011-08-06T17:32:00.000-04:00

June Truck Tonnage Jumps 6.8%
Transport Topics

Truck tonnage jumped 6.8 percent in June from a year ago, the largest year-over-year gain since an 8 percent surge in January, American Trucking Associations said July 26.

The increase followed a revised 3 percent year-over-year gain in May, ATA said in its monthly seasonally adjusted for-hire truck tonnage report. The gain was originally reported as a 2.7 percent increase.

Month-to-month, the index rose 2.8 percent in June, following a revised 2 percent decline in May that was originally reported as a 2.3 percent drop. Not seasonally adjusted tonnage rose 5.3 percent from May, ATA said.

The index came in at a reading of 115.8, up from 112.6 in May, with the year 2000 as a baseline reading of 100.

ATA Chief Economist Bob Costello said tonnage recovered all of its losses from April and May after a strong showing in June.

“After growing 5.5 percent in the first half of the year from the same period last year, the strength of truck tonnage in the second half will depend greatly on what manufacturing output does,” he said. “If manufacturing continues to grow stronger than GDP, I fully expect truck freight to do the same.”

ATA calculates the tonnage each month based on reports by its member trucking companies.

Bill Would Mandate Bond of $100,000 for Brokers

2011-08-02T15:38:00.000-04:00

Reprinted from: the July 4 print edition of Transport Topics.

By Eric Miller, Staff Reporter

An anti-fraud bill introduced in Congress would raise the freight broker surety requirement to $100,000 and mandate that motor carriers who broker freight loads obtain separate broker authority.

The Fighting Fraud in Transportation Act of 2011, introduced June 24 by Rep. Frank Guinta (R-N.H.) and Rep. Russ Carnahan (D-Mo.), is supported by American Trucking Associations, the Transportation Intermediaries Association and the Owner-Operator Independent Drivers Association — three trade groups that often don’t agree on transportation legislation.

Supporters said the legislation would go a long way toward keeping fraudulent brokers out of the business and help insure that truckers get paid for freight they haul.

Opponents claim the higher surety bond would discourage small brokers from entering or staying in the business.

The bill would also increase requirements and disclosures for any person or company seeking to obtain broker or freight forwarder authority, toughen penalties for violations of broker regulations, and establish strict guidelines for companies that provide brokers with surety bonds and on how they administer those bonds.

“This law would put a stop to a system that allows ruthless brokers and scam artists to continue to operate unchecked,” Todd Spencer, executive vice president of OOIDA. said in a statement. “Too often, we’ve seen deceitful brokers get away with collecting payments from shippers but cheating truckers out of what is rightfully theirs.”

A similar bill introduced in the Senate last year, the Motor Carrier Protection Act, failed to muster enough support to clear the Senate Commerce Committee (6-21-10, p. 4).

Robert Voltmann, TIA’s president and chief executive ofﬁcer, said the three trade organizations had common ground in toughening up the broker requirements.

“The motor carriers are stung by companies that take freight, ﬂip it to somebody else, and don’t pay,” Voltmann told Transport Topics. “We want the truck driver paid. We want the truck company paid.”

Voltmann refuted the notion that the bill would put small brokers out of business. “What it will squeeze out are underfunded or undercapitalized brokers,” Voltmann said. “A $100,000 bond to move DOD freight costs $1,500. If you can’t afford $1 ,500, what right do you have to collect someone else’s money? You shouldn’t start a brokerage
if you don’t have proper capitalization.”

But Daniel Larson, chief operating ofﬁcer of Paciﬁc Financial Association Inc., the nation’s largest provider of property broker surety instruments, said the bill would not reduce broker fraud and not be good for the transportation industry.

“Our statistical information indicates that a $100,000 bond is unnecessary and will force too many brokers out of business,” Larson told TT.

Larson said Paciﬁc handles more than 10,000 claims a year, and most broker defaults would be “well handled” with a $20,000 bond.

Very few brokers get into the business with the intent of committing fraud, he said, and many payment problems are the result of a carrier who, for example, has a shipper that goes bankrupt, in turn causing the carrier to “get upside down.“

“Truckers think they’re going to get saved by these bonds,” Larson said. “History points out that you get saved by doing business with people that you know, you respect, or who you’ve properly vetted.”

The bill will require “just about every single motor carrier to get broker authority.” Larson added. “How many small truckers do you think can afford a $100,000 broker bond?”

ATA spokesman Sean McNally said a majority of ATA carriers have agreed that the positives in the bill outweigh the negatives and that ATA should support it.

ATA strongly supports the legislation’s increase in the broker bond to $100,000,” McNally said. “That increase, along with the stricter regulatory oversight of brokers required by the bill, will go a long way to remedying the problem of motor carriers not getting paid by unscruplous brokers.”

But McNally conceded that other requirements of the bill, notably that motor carriers no longer can broker loads under their motor carrier authority, create concerns for some motor carriers.

“Unfortunately, ATA was not able to secure any modification of that language from the coalition supporting the bill,” McNally said.

David Owen, president of the National Association of Small Trucking Companies, called the legislation “a horrible way to go” and said it is designed to help “mega-brokers.”

Owen said the higher bond won’t stop fraud. Most small carriers that broker deals are honest and use their brokerage to be more efficient and retain contracts, he said.

“It’s horrible to have an industry where a few crooks can go out and intentionally rob trucking companies. I think that’s a shame,” Owen said. “But most carriers, it only happens to once. The next time, they check the guy out a little better.”

Freight Brokers 29 Questioning Tips

2011-07-15T15:35:00.003-04:00

Freight Brokers 29 Questioning Tips

Freight Brokers Today, I'm borrowing from one of Art Sobczak blog posts and books to share 29 brief questioning tips with you. These come from Telephone Tips That SELL!- 501 How-To Ideas and Affirmations to Help You Get More Business By Phone.

(This book is in the Sales Book Bundle as part of my huge moving sale. That book alone is worth the price of the greatly discounted bundle, and you'll get FIVE other books1)

Here are the questioning tips:

1.Use "playback," or "parrot" questions to get more information. Simply repeat, as a question, the key part of what the speaker just told you: "You've been having delivery problems?"

2.Question "fuzzy phrases" for clarification. If they say, "We'll give it some consideration, let's stay in touch," ask what specifically they will consider, when you should speak again, and why that's a better time.

3.Ask them how they "feel" about an issue. That might give you more information than asking what they "think" about it.

4.The word "Oh?" can be one of your most powerful questions.

5.Probing technique after hearing just a vague comment: "Which means . . . what, exactly?"

6.Be specific when looking for information. Don't use words like "a lot," "often," "much." As in, "Does that happen a lot?" Instead say, "How many times per day does that happen?"

7.You can use statements to probe. For example, "Steve, your thoughts on what you'd like to see in a landscape plan will help me provide you with the best information."

8."I keep six honest serving men. Then taught me all I knew. Their names are What, Why, and When, and How, and Where and Who." Rudyard Kipling

9.Ask "assumptive-problem" questions that help you learn the details of their problems and needs. "Dale, about how often would you say your supervisors call in sick, when you feel they're really not?"

10.Get clarification on the fuzzy phrases. For example, what does, "We'll give it some consideration," really mean? Ask them, "That's good to hear. What, specifically will you be considering?"

11.Resist the tendency to jump into a presentation after uncovering just a sliver of a need. Continue questioning to further develop and embellish the need or problem.

12.If you get a question you'd prefer to defer until later, turn it around explaining why. "In order for me to quote you the very best price for the system that would meet your specific requirements, I'd like to learn a little more about . . ."

13.Use "loaded problem/benefit" questions. "Many of our customers found they were having problems getting their orders filled within seven days with the other service. What is your experience?"

14.When talking to a prospect who called you in response to your advertising, ask them, "What was it that caught your eye in the ad and prompted the phone call?" This can help you immediately zero in on their hot button
.
15.Before sending out information, ask, "Let's assume that you like what you see when you get it. What happens next?"

16.Use opposite choices when questioning to understand their desires. "Are you looking for deluxe office space in an office tower complex, or something more along the lines of an industrial park location?"

17.Avoid using the hanging "or . . ." when questioning, as in, "Is this something you'd use, or . . .?" It's confusing to the listener, and shows a lack of confidence. Just ask the question, then be silent.

18.Don't qualify your questions with wimpy words like, "I don't want to seem pushy, but . . .," or, "You might not want to answer this, but, . . ."

19.Any time you send out a sample or demo, always first ask, "What criteria will you use to evaluate it?"

20.With indecisive prospects you obviously have shown you can help, ask, "Pat, you're waiting for . . . what . . . . before we can work together?"

21.Avoid asking "What are your needs?" This expects them to do your job. Instead, pick out a specific need you can fill, and question about it: "What are you experiencing with downtime?"

22.Embellish the needs you uncover by layering more questions on their responses. For example, "And then what happened?" "What implications does that have on the other departments?" "How does that affect the bottom line?"

23.Question to learn the decision-making process: "What is the normal procedure at your company for making a decision like this?"

24.Help them imagine ownership, by saying, "Let's say you already owned this. How would you . . .?"

25.Whenever sending out a proposal, or when you're competing against other vendors for the business, ask, "What are the top three considerations you'll use to make your final decision?"

26.Any time you hear your prospect or customer mention someone else in the company with regards to what you're offering, ask them, "Oh, what do they do?" This helps you learn of all the players involved, and the process.

27.Customers buy based on value. But not what you think is value. It's what their perception of the value is. Ensure you know what they're looking for, then deliver it.

28.Avoid the use of "Really" as a question in response to their statements. It's meaningless, and annoying.

29.Ask prospects what criteria they used the last time they selected a supplier. Then ask if they learned anything useful from that process.

Freight Brokers 29 Questioning Tips

2011-07-15T15:18:00.000-04:00

Freight Brokers Today, I'm borrowing from one of Art Sobczak blog posts and books to share 29 brief questioning tips with you. These come from Telephone Tips That SELL!- 501 How-To Ideas and Affirmations to Help You Get More Business By Phone.

(This book is in the Sales Book Bundle as part of my huge moving sale. That book alone is worth the price of the greatly discounted bundle, and you'll get FIVE other books1)

Here are the questioning tips:
1. Use "playback," or "parrot" questions to get more information. Simply repeat, as a question, the key part of what the speaker just told you: "You've been having delivery problems?"

2. Question "fuzzy phrases" for clarification. If they say, "We'll give it some consideration, let's stay in touch," ask what specifically they will consider, when you should speak again, and why that's a better time.

3. Ask them how they "feel" about an issue. That might give you more information than asking what they "think" about it.

4. The word "Oh?" can be one of your most powerful questions.

5. Probing technique after hearing just a vague comment: "Which means . . . what, exactly?"

6. Be specific when looking for information. Don't use words like "a lot," "often," "much." As in, "Does that happen a lot?" Instead say, "How many times per day does that happen?"

7. You can use statements to probe. For example, "Steve, your thoughts on what you'd like to see in a landscape plan will help me provide you with the best information."

8. "I keep six honest serving men. Then taught me all I knew. Their names are What, Why, and When, and How, and Where and Who." Rudyard Kipling

9. Ask "assumptive-problem" questions that help you learn the details of their problems and needs. "Dale, about how often would you say your supervisors call in sick, when you feel they're really not?"

10. Get clarification on the fuzzy phrases. For example, what does, "We'll give it some consideration," really mean? Ask them, "That's good to hear. What, specifically will you be considering?"

11. Resist the tendency to jump into a presentation after uncovering just a sliver of a need. Continue questioning to further develop and embellish the need or problem.

12. If you get a question you'd prefer to defer until later, turn it around explaining why. "In order for me to quote you the very best price for the system that would meet your specific requirements, I'd like to learn a little more about . . ."

13. Use "loaded problem/benefit" questions. "Many of our customers found they were having problems getting their orders filled within seven days with the other service. What is your experience?"

14. When talking to a prospect who called you in response to your advertising, ask them, "What was it that caught your eye in the ad and prompted the phone call?" This can help you immediately zero in on their hot button
.
15. Before sending out information, ask, "Let's assume that you like what you see when you get it. What happens next?"

16. Use opposite choices when questioning to understand their desires. "Are you looking for deluxe office space in an office tower complex, or something more along the lines of an industrial park location?"

17. Avoid using the hanging "or . . ." when questioning, as in, "Is this something you'd use, or . . .?" It's confusing to the listener, and shows a lack of confidence. Just ask the question, then be silent.

18. Don't qualify your questions with wimpy words like, "I don't want to seem pushy, but . . .," or, "You might not want to answer this, but, . . ."

19. Any time you send out a sample or demo, always first ask, "What criteria will you use to evaluate it?"

20. With indecisive prospects you obviously have shown you can help, ask, "Pat, you're waiting for . . . what . . . . before we can work together?"

21. Avoid asking "What are your needs?" This expects them to do your job. Instead, pick out a specific need you can fill, and question about it: "What are you experiencing with downtime?"

22. Embellish the needs you uncover by layering more questions on their responses. For example, "And then what happened?" "What implications does that have on the other departments?" "How does that affect the bottom line?"

23. Question to learn the decision-making process: "What is the normal procedure at your company for making a decision like this?"

24. Help them imagine ownership, by saying, "Let's say you already owned this. How would you . . .?"

25. Whenever sending out a proposal, or when you're competing against other vendors for the business, ask, "What are the top three considerations you'll use to make your final decision?"

26. Any time you hear your prospect or customer mention someone else in the company with regards to what you're offering, ask them, "Oh, what do they do?" This helps you learn of all the players involved, and the process.

27. Customers buy based on value. But not what you think is value. It's what their perception of the value is. Ensure you know what they're looking for, then deliver it.

28. Avoid the use of "Really" as a question in response to their statements. It's meaningless, and annoying.

29. Ask prospects what criteria they used the last time they selected a supplier. Then ask if they learned anything useful from that process.