Wednesday, December 9, 2009
Hey where`s the truck:Obama calls for increased infrastructure efforts to create jobs, boost economy
After reading the press release A1 Freight Training asks the question where is the benefit for the trucking industry
Friday, November 27, 2009
Did you know ? Freight volume up in October accordiing to the TransCore Freight Index,
Jack Martin Logistics consultant and owner of A1 Freight Broker Training ask did you know according to the TransCore Freight Index, a measure of truckload freight volume found on load boards supported by the company’s DAT Network, including 3sixty Freight Match and TruckersEdge.net. Read the article by the eTrucker Staff
Wednesday, November 25, 2009
Wow! Do you really think The War On Trucking Continues?
Jack Martin Logistics Consultant and owner of A1 Freight Broker Training asks the question, Do you really think there is a war on trucking after reading this great article by Michel Rogers?
Monday, October 5, 2009
Proper Freight Broker Training
Shippers are slowly but surely going out of business today. How do I know this? I havebeen doing some cold calling. Shippers are giving up. Why? Higher prices. Mostshippers have a high overhead. Employees to pay, carriers to pay, suppliers topay, etc. etc. Then the minimum wage raised this year, fuel prices increased,and the customer demand went down, therefore the supply need decreased.Shippers decided to try cutting back but when that didn't work, they got out.Everybody loses. This holds true in any business and it is true in the freightbroker business world also. If shippers don't have customers, they won't need acarrier. If carriers can't find shippers, they won't need their truck,therefore neither one will need a freight broker. And again, everybody loses.How can freight brokers possibly avoid this? By having had the proper freightbroker training. Realizing that BOTH the shipper and the carrier are yourcustomers. Why customer service is of the utmost importance to the carrier aswell as the shipper. What prospecting is and how it's done. Why honesty shouldalways be the best policy. Knowing what your shipper and carrier need and/orexpect from you. Where to find your shippers and carriers. Building andmaintaining your shipper and carrier base. How and why to have a relationshipwith your carriers and shippers. If your freight broker training did notinclude all of this and more, then you missed out on some very importantinformation that all brokers and agents need to know. While knowing is onlyhalf the battle, doing is the other half. Without doing, knowing is of novalue. Shippers, carriers and brokers all know one thing, they can't do withouteach other. For Freight Broker Training Contact http://www.afreighttraining.com
Wednesday, July 22, 2009
Know The Facts Befoe You Start
Many Shippers/Carriers have strong biases against Brokers before you ever speak a word with them.
this has not always been the case but in the past years there have been many people that have entered the industry for the wrong reason and with the wrong motives many carriers believe that all brokers are dishonest and are the ones that are making all the money when in fact the shippers are the ones that set the rates , yes there are brokers that believe that you should take advantage of the trucks and this is the wrong way o do it! and on the shippers side there have many brokers that have been left at the last minute with the freight seating on the docks after a broker has committed to handling freight when hey had no trucks to make this happen so when tucks and shippers look a new broke they already have preset thoughts. It doesn't matter whether this belief is right or not
Faced with difficult bias against you from the start though, you gotta come up with strong reason to counter why that issue shouldn't matter. It all starts with Cutomer service
this has not always been the case but in the past years there have been many people that have entered the industry for the wrong reason and with the wrong motives many carriers believe that all brokers are dishonest and are the ones that are making all the money when in fact the shippers are the ones that set the rates , yes there are brokers that believe that you should take advantage of the trucks and this is the wrong way o do it! and on the shippers side there have many brokers that have been left at the last minute with the freight seating on the docks after a broker has committed to handling freight when hey had no trucks to make this happen so when tucks and shippers look a new broke they already have preset thoughts. It doesn't matter whether this belief is right or not
Faced with difficult bias against you from the start though, you gotta come up with strong reason to counter why that issue shouldn't matter. It all starts with Cutomer service
Friday, July 10, 2009
THE PERFECT COLD CALL
What is the perfect Cold call?
Leaving A voice Mail?
Being in complete rapport with your Potiental Customer the whole time?
Finding out the appropriate "next step",
You could say that the Perfect Cold Call would include all
of the above.
My standard for the Perfect Cold Call is much Simpler
The only thing that matters when you make a cold call is
did you find a new customer. That's it.
Getting the order, or getting to the appropriate next step,
is all that matters, regardless of how sloppy you were or
how pretty you looked along the way.
Giving good sales presentations only matter to the extent
that it helps you advance or close the sale.
Asking powerful pain questions and stirring up their
emotions only matters if it helps you advance or close the
sale.
Being in complete rapport only matters if that aids you in
advancing or closing the sale.
Because the Perfect Sales Call is simply one where you
advance or close the sale.
Leaving A voice Mail?
Being in complete rapport with your Potiental Customer the whole time?
Finding out the appropriate "next step",
You could say that the Perfect Cold Call would include all
of the above.
My standard for the Perfect Cold Call is much Simpler
The only thing that matters when you make a cold call is
did you find a new customer. That's it.
Getting the order, or getting to the appropriate next step,
is all that matters, regardless of how sloppy you were or
how pretty you looked along the way.
Giving good sales presentations only matter to the extent
that it helps you advance or close the sale.
Asking powerful pain questions and stirring up their
emotions only matters if it helps you advance or close the
sale.
Being in complete rapport only matters if that aids you in
advancing or closing the sale.
Because the Perfect Sales Call is simply one where you
advance or close the sale.
Thursday, July 9, 2009
cold calling is not moving freight.
A misunderstanding of what manufactuers are is leads to
tremendous stress for a lot of freight brokers.
If you go about searching for all shippers and beliving they are all customers with the belive they all have freight, you are putting a lot of unnecessary
pressure on yourself.
Pressure that just makes prospecting painful and stressful
to think about or do.
cold calling is NOT moving freight.
cold calling is a sorting process.
It's where you find who is a potential new customer and who
is not.
If someone has no need and no want for what you have to offer, then
they are not a prospect and you can't sell them on an what you do.
You should go about your cold calling efforts with an
attitude of inquiry.
Look for wants that you can fill and customer service that you can
provide, and you have a basis for a business relationship.
Clients often ask me how many calls they need to make,to get a
shipper?
it is impossible to answer this question what I can tell you is that you need as many qulity shippers that you can find and provide proper customer service to
In other words, you have to track these numbers for
yourself,and set your own benchmark,then you must cotinue and to your reah a goal that only you can set.
If prospecting is stressful, stop worrying finding shippers that will move freight with you woth each call Focus on "inquiring" if there is a problem
you can solve, a want you can fill.
And if you think you can't do that cause you worried about
being unseccesful, then I would like to suggest to you.
Stop thinking about what "has not happened" and focus on what will happen and keep your goals in mind and I will see you at the top one day
tremendous stress for a lot of freight brokers.
If you go about searching for all shippers and beliving they are all customers with the belive they all have freight, you are putting a lot of unnecessary
pressure on yourself.
Pressure that just makes prospecting painful and stressful
to think about or do.
cold calling is NOT moving freight.
cold calling is a sorting process.
It's where you find who is a potential new customer and who
is not.
If someone has no need and no want for what you have to offer, then
they are not a prospect and you can't sell them on an what you do.
You should go about your cold calling efforts with an
attitude of inquiry.
Look for wants that you can fill and customer service that you can
provide, and you have a basis for a business relationship.
Clients often ask me how many calls they need to make,to get a
shipper?
it is impossible to answer this question what I can tell you is that you need as many qulity shippers that you can find and provide proper customer service to
In other words, you have to track these numbers for
yourself,and set your own benchmark,then you must cotinue and to your reah a goal that only you can set.
If prospecting is stressful, stop worrying finding shippers that will move freight with you woth each call Focus on "inquiring" if there is a problem
you can solve, a want you can fill.
And if you think you can't do that cause you worried about
being unseccesful, then I would like to suggest to you.
Stop thinking about what "has not happened" and focus on what will happen and keep your goals in mind and I will see you at the top one day
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