A true freight sales professional should always be on the hunt. Looking at every product that a truck could potentially haul.
Wherever you find yourself look at every product turn it upside down to read the label and write down the manufacturer's name, distributor or even the website address. Also ask yourself, "How many of these get shipped to this store, their distribution center or even across the United States."
That evening at home, do the research and add the manufacture to your list. Today, you can use the internet to find information about the potential new client. You can find out where their distribution points and retail locations are, their ownership, their target customer, pricing of products, if they are publically traded and their financials. At A1 Freight Broker Training we show you how to discover all this information
Like many of you, I have hit the brick wall and heard, "Yeah, send me your information" only to never secure the account. My advice is to remain professional but continue to dig for information. Ask for someone in supply chain or ask for the phone numbers at the distribution center. If you can't get the traffic manager to bite, call and ask for the purchasing department. I have secured many inbound lanes by simply speaking to the purchasing department and asking what raw materials they purchase and from whom. I still may not have been able to secure that business but I have turned their supplier into one of my customers.
The true sales professional never gives up and in today's economy, you have nothing to loose and customers to gain.
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