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.
Showing posts with label freight dispatcher. Show all posts
Showing posts with label freight dispatcher. Show all posts
Tuesday, November 8, 2011
Friday, October 21, 2011
"Freight Broker Training" "We can't talk out of both sides of our mouth anymore"
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."
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."
Tuesday, December 21, 2010
Freight Brokers Are You Ready to Play the Negotiation Game
Freight Brokers to win at the art of negotiation you have to be a particular kind of person: supremely confident, afraid of nothing, and with a big-picture mindset. The best focus on the issue itself and aren't distracted by the back-and-forth game of give and take.
As with many endeavors, preparation is essential -- and often more instrumental to success than the tactics employed. If you don't know what a potential client does or haven't considered how they conduct business, you simply will have no idea where to begin or how to react to their objections.
The following tips will show you what you need to know before the bargaining begins, as well as strategies for getting the best deal at the table.
Before you make the call. Know your potential client.
Have an understanding of your potential client. Research and reading trade publications, other media reports, and even the website of your potential client -- is a good way to start. The better understanding you have the more likely you are to be able to answer negative objections of why they cannot use your service.
Keep quiet -- except to ask questions.
Silence can be a powerful weapon. Many people find it uncomfortable and fill it with conversation, the best negotiators listen more than they talk and they know that asking questions is a proven method of gathering intelligence and fending off questions.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training and Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
As with many endeavors, preparation is essential -- and often more instrumental to success than the tactics employed. If you don't know what a potential client does or haven't considered how they conduct business, you simply will have no idea where to begin or how to react to their objections.
The following tips will show you what you need to know before the bargaining begins, as well as strategies for getting the best deal at the table.
Before you make the call. Know your potential client.
Have an understanding of your potential client. Research and reading trade publications, other media reports, and even the website of your potential client -- is a good way to start. The better understanding you have the more likely you are to be able to answer negative objections of why they cannot use your service.
Keep quiet -- except to ask questions.
Silence can be a powerful weapon. Many people find it uncomfortable and fill it with conversation, the best negotiators listen more than they talk and they know that asking questions is a proven method of gathering intelligence and fending off questions.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training and Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Thursday, December 16, 2010
Freight Brokers When Should You Give Up on a Sales Prospect?
Freight Brokers, here's how to determine when you’re wasting your time on a sales call :
The economics of telephone selling can be challenging. In general we know that for every 25 calls you place, you may actually only speak to 15 people. Seven of those will ask you to follow up with a second call, and of those seven 2 or 3 will be prospects, and only one will use your services.
But you can't assume that every 20 new calls will yield a sale. You could fare far better or worse--depending on your timing, and ability to establish a rapport with prospects. The goal shouldn't be to burn through them as quickly as possible."
selling freight brokering services is as old as time itself, you must learn to close a new client within two phone conversations. "And you really shouldn't go beyond 3 calls,"
You must learn to take the initial call as far as you can "as long as they're still dancing with you. Do whatever it takes to try to get an order even on that first call if it's going well." You have little to lose by asking if they need any trucks today.
People will say they'll use you but don't." That indicates you're "not” getting enough information about their shipping needs and how often they ship. If the prospect says, 'We're not looking for any trucks right now,' you say, I will contact you Later today or fist thing in the morning. From the answer you receive you'll know if it's a blow-off or a real client
Likewise, you shouldn't have to make numerous callbacks to get the next order, "If you are doing the right things in the right way on the phone," and still not making progress, I'd have to look at this prospect as do they really need you and/or do they really ship”
"You never give up; spend your time on the phone. They have to hear your voice. You have to stay in contact— quality clients take quality time. Often you're selling yourself first, the freight brokering service second.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
The economics of telephone selling can be challenging. In general we know that for every 25 calls you place, you may actually only speak to 15 people. Seven of those will ask you to follow up with a second call, and of those seven 2 or 3 will be prospects, and only one will use your services.
But you can't assume that every 20 new calls will yield a sale. You could fare far better or worse--depending on your timing, and ability to establish a rapport with prospects. The goal shouldn't be to burn through them as quickly as possible."
selling freight brokering services is as old as time itself, you must learn to close a new client within two phone conversations. "And you really shouldn't go beyond 3 calls,"
You must learn to take the initial call as far as you can "as long as they're still dancing with you. Do whatever it takes to try to get an order even on that first call if it's going well." You have little to lose by asking if they need any trucks today.
People will say they'll use you but don't." That indicates you're "not” getting enough information about their shipping needs and how often they ship. If the prospect says, 'We're not looking for any trucks right now,' you say, I will contact you Later today or fist thing in the morning. From the answer you receive you'll know if it's a blow-off or a real client
Likewise, you shouldn't have to make numerous callbacks to get the next order, "If you are doing the right things in the right way on the phone," and still not making progress, I'd have to look at this prospect as do they really need you and/or do they really ship”
"You never give up; spend your time on the phone. They have to hear your voice. You have to stay in contact— quality clients take quality time. Often you're selling yourself first, the freight brokering service second.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Saturday, November 27, 2010
Freight Brokers Expand Your Skills To SUCCEED
Do yourself a favor and learn all you can; then remember what you learn and you will prosper.
"It's important to work smarter, to sharpen your ax. You waste less time when you do this."
If you want to succeed in freight brokering, you need to continue learning.Because the moment you stop growing, your contribution to your company stops growing also.
Here is what you must do to SUCCEED.
Start working enthusiastically.
Understand who you really work for.
Concentrate on building your business character.
Care about the people you work with.
Exceed what is expected of you.
Expand Your Skills to SUCCEED.
"If the ax is dull and its edge unsharpened, more strength is needed, but skill will bring success"
It's important to work smarter, to sharpen your ax. You waste less time when you do this.
How do you sharpen your ax? By filling your head with learning - read a book, attend to a sales seminar, take a class. If you keep learning, then you can continue to expand your horizons.
"Do yourself a favor and learn all you can; then remember what you learn and you will prosper" The solution to most of life's problems is filling your head with learning. So learn all you can.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00.
"It's important to work smarter, to sharpen your ax. You waste less time when you do this."
If you want to succeed in freight brokering, you need to continue learning.Because the moment you stop growing, your contribution to your company stops growing also.
Here is what you must do to SUCCEED.
Start working enthusiastically.
Understand who you really work for.
Concentrate on building your business character.
Care about the people you work with.
Exceed what is expected of you.
Expand Your Skills to SUCCEED.
"If the ax is dull and its edge unsharpened, more strength is needed, but skill will bring success"
It's important to work smarter, to sharpen your ax. You waste less time when you do this.
How do you sharpen your ax? By filling your head with learning - read a book, attend to a sales seminar, take a class. If you keep learning, then you can continue to expand your horizons.
"Do yourself a favor and learn all you can; then remember what you learn and you will prosper" The solution to most of life's problems is filling your head with learning. So learn all you can.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00.
Wednesday, August 18, 2010
The Freight Broker and Voice Mail
I am not a big fan of leaving a voicemail with a prospect and waiting for their response. In a cold calling scenario, count on them not returning your call. Instead, leave them a brief message name and a simple statement requesting a return call, you need to stay in control of the process.
Having said that, there are a few things you can do to increase the possibility that your prospect will surprise you and return your call.
1. Know Why You Are Calling.
Your prospect is thinking the same thing. They want to know how important it is for them to hear you out. Before you call, Most of us, when we call a prospect, have no idea where to take the conversation after we finally get them to say, "You got my attention. You've got 2 minutes. What do you want?" So we revert back to announcing our wonderful services and how great you are going to make their world you have just become like the other thousands of freight brokers that call waiting their business.
Before you place the call, know why you are calling them and the desired outcome.
What's playing in their mind is: "So what? What's in it for me? What am I getting out of this?"
2. Your Name Is Not an Attention Getter in a Cold Call.
Your prospects are preoccupied with other things they need to do. Your job is to say something that is going to cut through all of their mental distractions and get their attention. Your name, company and phone number just won't do the job. Create a compelling reason for them to do business with you be there to be of service.
3. Reference Someone They Know to Get Their Attention
In sales, we often talk about the power of referrals and how much easier it is to make a connection when you have them. Referencing a person that your prospect knows or respects is a fast way to get their attention, but before you use the referral, make sure that the person you are referencing is in good standing. The last thing you want is to reference someone who has had a disruptive influence in your prospect's business. It leaves them with a bad first impression of you.
4. Remove References how great you are going to make life for them
As exciting as it may be to you, your prospect doesn't care about you. They recognize that most of these are claims made by biased fight brokers they have heard it all. Don't promise your prospect what you can do for them. Instead, let them know what you've done for similar clients in the past and state that similar results may be possible for them.
Remember, no one cares about your specialized system or service. What they care about are the business results that you can help them achieve, and you can't really address that topic until you know the specifics about their situation.
5. Leave Them a Compliment.
If you've been monitoring Google News, have Google alerts set up, or if you are following a company on LinkedIn, then you will know when people get promoted, when people leave the company, when people transition to different positions, spectacular end of the quarter results, new business acquisitions, etc. Don't be afraid to mention these changes or acknowledge accomplishments and tie them in to the reason for your call. It shows that you have taken a genuine interest in their company and their issues as opposed to someone looking to make a hit-and-run sale.
6. Use a Little Dramatic Flair.
There are plenty of ways to get attention.
“Make a statement like” Mr. Smith I understand that you are the person I need to talk with I have a question I need to ask and I understand only you can answer this so please call me back.
In a world where your competition is clamoring for your prospects' attention, you need to do something that is going to raise your message above the ever-present noise. Sometimes, using drama to emphasize your point is exactly what you need to stand out in the crowd and get your prospect's attention. Remember, however, that using dramatic flair isn't for everyone. It won't work in all situations, and it can very easily to go over the top, blowing your credibility.
As I mentioned, I'm not a big advocate of giving up control of the communications process. Keep it simple and to the point.
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Having said that, there are a few things you can do to increase the possibility that your prospect will surprise you and return your call.
1. Know Why You Are Calling.
Your prospect is thinking the same thing. They want to know how important it is for them to hear you out. Before you call, Most of us, when we call a prospect, have no idea where to take the conversation after we finally get them to say, "You got my attention. You've got 2 minutes. What do you want?" So we revert back to announcing our wonderful services and how great you are going to make their world you have just become like the other thousands of freight brokers that call waiting their business.
Before you place the call, know why you are calling them and the desired outcome.
What's playing in their mind is: "So what? What's in it for me? What am I getting out of this?"
2. Your Name Is Not an Attention Getter in a Cold Call.
Your prospects are preoccupied with other things they need to do. Your job is to say something that is going to cut through all of their mental distractions and get their attention. Your name, company and phone number just won't do the job. Create a compelling reason for them to do business with you be there to be of service.
3. Reference Someone They Know to Get Their Attention
In sales, we often talk about the power of referrals and how much easier it is to make a connection when you have them. Referencing a person that your prospect knows or respects is a fast way to get their attention, but before you use the referral, make sure that the person you are referencing is in good standing. The last thing you want is to reference someone who has had a disruptive influence in your prospect's business. It leaves them with a bad first impression of you.
4. Remove References how great you are going to make life for them
As exciting as it may be to you, your prospect doesn't care about you. They recognize that most of these are claims made by biased fight brokers they have heard it all. Don't promise your prospect what you can do for them. Instead, let them know what you've done for similar clients in the past and state that similar results may be possible for them.
Remember, no one cares about your specialized system or service. What they care about are the business results that you can help them achieve, and you can't really address that topic until you know the specifics about their situation.
5. Leave Them a Compliment.
If you've been monitoring Google News, have Google alerts set up, or if you are following a company on LinkedIn, then you will know when people get promoted, when people leave the company, when people transition to different positions, spectacular end of the quarter results, new business acquisitions, etc. Don't be afraid to mention these changes or acknowledge accomplishments and tie them in to the reason for your call. It shows that you have taken a genuine interest in their company and their issues as opposed to someone looking to make a hit-and-run sale.
6. Use a Little Dramatic Flair.
There are plenty of ways to get attention.
“Make a statement like” Mr. Smith I understand that you are the person I need to talk with I have a question I need to ask and I understand only you can answer this so please call me back.
In a world where your competition is clamoring for your prospects' attention, you need to do something that is going to raise your message above the ever-present noise. Sometimes, using drama to emphasize your point is exactly what you need to stand out in the crowd and get your prospect's attention. Remember, however, that using dramatic flair isn't for everyone. It won't work in all situations, and it can very easily to go over the top, blowing your credibility.
As I mentioned, I'm not a big advocate of giving up control of the communications process. Keep it simple and to the point.
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
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Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Tuesday, August 17, 2010
Freight Brokers And Terminology
As a professional logistics person it is vital you understand terminology, here is a term FOB and the meaning at A1 Freight Training we go in depth with this and what it means to you the logistics professional.
The acronym FOB has two meanings, "freight on board" and "free on board." Both are accounting terms that hold a lot of meaning for those shipping items as one designates payment arrangements and the other designates the point one becomes responsible for the shipment.
1. The term "free on board" relates to the shipping of merchandise from the supplier to the receiver. The designation means that the costs of the shipping and handling of any goods are included in the price paid.
2. The FOB term in freight and shipping is more readily understood as "freight on board," an accounting term designating the point at which the ownership of materials being shipped passes to the receiver. A warehouse that orders $10,000 in inventory from a supplier has to enter a $10,000 entry into their accounting books. FOB shipping point means that the ownership of the inventory passes to the warehouse at the point the supplier ships the inventory to them. The warehouse accepts ownership and makes the entry prior to receiving the inventory.
3. "FOB destination" means that the transfer of ownership occurs at the point the inventory is delivered to the receiver. The entry of $10,000 of inventory does not occur until the truck arrives and the inventory is confirmed and counted. In the same way, the supplier must keep the inventory on their accounting books until the warehouse receives them.
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At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
The acronym FOB has two meanings, "freight on board" and "free on board." Both are accounting terms that hold a lot of meaning for those shipping items as one designates payment arrangements and the other designates the point one becomes responsible for the shipment.
Free On Board
1. The term "free on board" relates to the shipping of merchandise from the supplier to the receiver. The designation means that the costs of the shipping and handling of any goods are included in the price paid.
Freight on Board Shipping Point
2. The FOB term in freight and shipping is more readily understood as "freight on board," an accounting term designating the point at which the ownership of materials being shipped passes to the receiver. A warehouse that orders $10,000 in inventory from a supplier has to enter a $10,000 entry into their accounting books. FOB shipping point means that the ownership of the inventory passes to the warehouse at the point the supplier ships the inventory to them. The warehouse accepts ownership and makes the entry prior to receiving the inventory.
Freight On Board Destination
3. "FOB destination" means that the transfer of ownership occurs at the point the inventory is delivered to the receiver. The entry of $10,000 of inventory does not occur until the truck arrives and the inventory is confirmed and counted. In the same way, the supplier must keep the inventory on their accounting books until the warehouse receives them.
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Friday, August 13, 2010
The Changing World of Trucking
At A1 Freight Training we teach each of our clients the importance of taking care of their Trucks as well as the manufacturer here is an excellent article I suggest you read it
No one can argue that the world of trucking has been through so many changes in the past twenty years are so that many are having a hard time keeping up. Just as we begin to learn and understand the rules and regulations, we are faced with new ones to learn. The morale of the “trucker” is down and so is our reputation in the public eye. It didn’t used to be that way. Truckers used to be a happy group of people loved by everyone. The truck stop diners used to be “The Place” to take your family for sunday dinner. The American trucker was one to be respected because not only was their job important but as a whole, truckers used to be respectable people who our kids idolized. Anymore, some parents are afraid to bring their kids to a truck stop just to use the bathroom. Why is this? What happened to the respectable American trucker’s image?
The Changing World of Trucking � The Keystruckers
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Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
No one can argue that the world of trucking has been through so many changes in the past twenty years are so that many are having a hard time keeping up. Just as we begin to learn and understand the rules and regulations, we are faced with new ones to learn. The morale of the “trucker” is down and so is our reputation in the public eye. It didn’t used to be that way. Truckers used to be a happy group of people loved by everyone. The truck stop diners used to be “The Place” to take your family for sunday dinner. The American trucker was one to be respected because not only was their job important but as a whole, truckers used to be respectable people who our kids idolized. Anymore, some parents are afraid to bring their kids to a truck stop just to use the bathroom. Why is this? What happened to the respectable American trucker’s image?
The Changing World of Trucking � The Keystruckers
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Wednesday, August 11, 2010
Qualified Freight Broker Training
Freight broker training like any other, should be done by a qualified person. Not just someone who can give you the basic outline, but can give you the details that go along with it. Freight brokers and agents also need to know the tricks of the trade and how to use the tools available. It won’t do you any good to know what they are if you don’t know how to use them.
When looking for freight broker training look for someone that has been a freight broker, freight broker agent or even a logistics consultant. But be aware that more expensive does not mean more quality or more knowledge. Some schools and seminars charge in the thousands of dollars but they also leave a thousand unanswered questions in the end. Why? They had no experience to share or relate to. Make sense? It does to me. Wondering what would be considered a qualified person? Call your prospective trainers and ask him/her if they have ever been a freight broker or an agent and if so for how long. Depending mostly on their length of experience, success, and why they quit, should give you an idea of their qualifications to give you the proper freight broker training you will need to succeed. Ask them if you can call them back a week or a month or a year down the road if you run into something you don't know or understand. Ask them about honesty and integrity. Then listen to their answers. Proper freight broker training is the key to your success.
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
When looking for freight broker training look for someone that has been a freight broker, freight broker agent or even a logistics consultant. But be aware that more expensive does not mean more quality or more knowledge. Some schools and seminars charge in the thousands of dollars but they also leave a thousand unanswered questions in the end. Why? They had no experience to share or relate to. Make sense? It does to me. Wondering what would be considered a qualified person? Call your prospective trainers and ask him/her if they have ever been a freight broker or an agent and if so for how long. Depending mostly on their length of experience, success, and why they quit, should give you an idea of their qualifications to give you the proper freight broker training you will need to succeed. Ask them if you can call them back a week or a month or a year down the road if you run into something you don't know or understand. Ask them about honesty and integrity. Then listen to their answers. Proper freight broker training is the key to your success.
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Thursday, July 29, 2010
Why freight brokers are important
What would it be like for a manufacture if they had an important shipment that they had to get to a client and are in lack of transportation resources? That would definitely be a nightmare. But there is somebody who can actually handle this problem a freight broker. Freight Brokers are their to handle this need for their manufacture clients to manage shipment by providing th proper needed equipment (trucks) from pick-up to delivery. They are the real experts in this area of transportation
Freight Brokers have access to thousands of trucks.This helps the manufactures to get short notice spot freight moved at the last minute with minimum time and effort.
Here are tips mentioned below that may help you select a freight broker:
• Check the brokers' authority is active; obtain their W-9 and Cargo insurance
• Also ask them for proof of their experience and reputation.
• Ask them about the size of their firm.
• Check out their financial stability. Find out about their credit worthiness ratings and make sure about the payment experience they have with the trucks. If they often make delays in payments then it may create problem for you later.
• Investigate their attitude towards ethics and integrity.
• you may also ask them for the technology to help in managing and tracking of the freight Following these suggestions, will allow you to make the right decision in selecting a reliable freight broker.
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Freight Brokers have access to thousands of trucks.This helps the manufactures to get short notice spot freight moved at the last minute with minimum time and effort.
Here are tips mentioned below that may help you select a freight broker:
• Check the brokers' authority is active; obtain their W-9 and Cargo insurance
• Also ask them for proof of their experience and reputation.
• Ask them about the size of their firm.
• Check out their financial stability. Find out about their credit worthiness ratings and make sure about the payment experience they have with the trucks. If they often make delays in payments then it may create problem for you later.
• Investigate their attitude towards ethics and integrity.
• you may also ask them for the technology to help in managing and tracking of the freight Following these suggestions, will allow you to make the right decision in selecting a reliable freight broker.
Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Thursday, June 17, 2010
Freight Brokers it time to clean up new law S3483
Looks like it has become time to clean up the freight Broker industry in my opinion this is well pass due
OOIDA worked closely with the senators to develop this important legislation. OOIDA believes that if passed S3483 will go a long way toward clearing bad brokers out of the trucking industry and ensuring that truckers have significantly better footing when dealing with brokers and other transportation intermediaries.
Click here to view S3483.
In short, the legislation:
Increases the broker bond from $10,000 to $100,000 and expands that bond requirement to freight forwarders. Also, it requires the Federal Motor Carrier Safety Administration (FMCSA) to immediately suspend the operating authority for any freight broker or freight forwarder whose bond coverage falls below $100,000.
Increases requirements and disclosures for any person or company seeking to obtain broker or freight forwarder authority as well as makes information about entities seeking operating authority available on-line for public review.
Establishes significant penalties for violations of broker regulations including unlimited liability for freight charges for conducting brokerage activities without a license or bond.
Establishes strict guidelines on companies who provide brokers with surety bonds and how they administer those bonds.
Clarifies that trucking companies must have a broker’s or freight forwarder’s license and an appropriate bond in addition to their motor carrier operating authority to arrange freight for another carrier for compensation.
If you support S3483, we ask that you contact BOTH of your U.S. senators. Please call to ask that they commit to supporting the bill by signing on as cosponsors to S3483. Simply put, the more senators that co-sponsor a bill, the more likely that bill is to move forward in the legislative process.
To contact your two senators, call the U.S. Capitol switchboard at (202) 224-3121, provide the operator with your home ZIP code. The operator will connect you with the offices of your senators.
You are also welcome to call OOIDA at 800-444-5791. Association staff will be happy to help put you in touch with your senators in Washington.
Remember, taking a few minutes out of your day to make a few phone calls to your elected representatives can make a major difference in how those individuals understand and view issues affecting you and your livelihood.
If you have questions, please do not hesitate to call the Association at 800-444-5791.
TOGETHER WE CAN MAKE OUR VOICES HEARD.
TOGETHER WE CAN MAKE CAPITOL HILL TAKE NOTICE.
TOGETHER WE CAN MAKE LIFE BETTER FOR TRUCKERS THROUGHOUT AMERICA.
Copyright © 2010 All Rights Reserved by OOIDA, Inc.
|Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
OOIDA worked closely with the senators to develop this important legislation. OOIDA believes that if passed S3483 will go a long way toward clearing bad brokers out of the trucking industry and ensuring that truckers have significantly better footing when dealing with brokers and other transportation intermediaries.
Click here to view S3483.
In short, the legislation:
Increases the broker bond from $10,000 to $100,000 and expands that bond requirement to freight forwarders. Also, it requires the Federal Motor Carrier Safety Administration (FMCSA) to immediately suspend the operating authority for any freight broker or freight forwarder whose bond coverage falls below $100,000.
Increases requirements and disclosures for any person or company seeking to obtain broker or freight forwarder authority as well as makes information about entities seeking operating authority available on-line for public review.
Establishes significant penalties for violations of broker regulations including unlimited liability for freight charges for conducting brokerage activities without a license or bond.
Establishes strict guidelines on companies who provide brokers with surety bonds and how they administer those bonds.
Clarifies that trucking companies must have a broker’s or freight forwarder’s license and an appropriate bond in addition to their motor carrier operating authority to arrange freight for another carrier for compensation.
If you support S3483, we ask that you contact BOTH of your U.S. senators. Please call to ask that they commit to supporting the bill by signing on as cosponsors to S3483. Simply put, the more senators that co-sponsor a bill, the more likely that bill is to move forward in the legislative process.
To contact your two senators, call the U.S. Capitol switchboard at (202) 224-3121, provide the operator with your home ZIP code. The operator will connect you with the offices of your senators.
You are also welcome to call OOIDA at 800-444-5791. Association staff will be happy to help put you in touch with your senators in Washington.
Remember, taking a few minutes out of your day to make a few phone calls to your elected representatives can make a major difference in how those individuals understand and view issues affecting you and your livelihood.
If you have questions, please do not hesitate to call the Association at 800-444-5791.
TOGETHER WE CAN MAKE OUR VOICES HEARD.
TOGETHER WE CAN MAKE CAPITOL HILL TAKE NOTICE.
TOGETHER WE CAN MAKE LIFE BETTER FOR TRUCKERS THROUGHOUT AMERICA.
Copyright © 2010 All Rights Reserved by OOIDA, Inc.
|Check Out the services we offer
At A1 Truck Services
Watch The Video About A1 Trucking Services
A1 Freight Broker Training And Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
Tuesday, June 8, 2010
WOW DID YOU SEE THIS? DOT Plan’s Modal Bias Overlooks America’s Needs
WOW DID YOU SEE THIS? I ONLY WOUNDER WHAT THEY WILL DO NEXT TO THE TRUCKING SIDE OF TRANSPORTATION
DOT Plan’s Modal Bias Overlooks America’s Needs
Our nation’s highway system fueled “unprecedented economic prosperity and individual mobility,” according to the U.S. Department of Transportation’s draft Strategic Plan for 2010-2015. However, instead of furthering our economic prosperity and mobility through operational improvements on our nation’s highways, the Administration plans to avoid highway transportation in favor of other modes.
The first page of the plan states that "Within its authorities, DOT will seek to strike an optimal balance between maximizing the diversion of freight traffic from less environmentally beneficial and energy-saving modes to rail, protecting the statutorily established rights of and safeguards for shippers, and assuring that the regulatory framework for railroads enables the industry to maintain their systems at the highest level of safety and continue to earn sufficient revenue to keep investing for safety and adding capacity."
The movement of goods by railroad is not a substitute for moving freight on our nation’s highway system. The open preference toward railroads comes with a great price, both in shipping costs to American consumers, and in federal funds doled out to ensure railroads maintain their profitability.
Former U.S. Transportation Secretary Jim Burnley, recently said, “As best I can translate it, DOT will continue its anti-trucking campaign (the first time in its history it has waged war on a particular mode of transportation), pay lip service to shippers, tilt the playing field at the STB, insist on the installation of Positive Train Control (PTC) systems and continue its recent huge infusion of federal dollars into freight rail capital accounts.”
The railroads continue campaigning for tens of billions of dollars in investment tax credits because the reduction of greenhouse gases poses a serious threat to their operations, said Burnley. Coal accounts for more than 40 percent of annual freight tonnage carried by railroad and “railroads strongly support “clean” coal. But if that somehow doesn’t work out, and the coal industry gets thrown under the bus, then the rails are demanding an ‘insurance policy,’” Burnley said.
Association of American Railroads President and CEO Ed Hamberger addressed the uncertain future of railroads May 25 in testimony to a Congressional Coal Caucus. “The success of railroads and coal are indelibly linked,” Hamberger said. “If coal use falls, it could result in billions of dollars in rail assets being left without any value or greatly reduced value.”
While lawmakers continue debating the future of American energy, the handful of Class I railroads continue building a massive federally subsidized insurance policy to protect against the possible fall of coal. “Does the DOT really want to continue down the path of treating Class I’s as ‘too big to fail,’ at the very time the Obama Administration and Congress are declaring ‘never again’ as to banking industry and Wall Street bailouts,” Burnley said.
Ignoring market forces driving shippers’ modal decisions undermines American businesses, our nation’s supply chain and the success of our economy. If in fact the Administration truly believes that we must create a transportation system that puts the needs of the American people and their communities first -- as stated on the first page of their Strategic Plan -- then they must remove personal bias and craft a plan that allows our nation’s market to determine modal winners and losers.
Check Out the services we offer
At A1 Truck Services
A1 Freight Training We are here To Be of Service
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
DOT Plan’s Modal Bias Overlooks America’s Needs
Our nation’s highway system fueled “unprecedented economic prosperity and individual mobility,” according to the U.S. Department of Transportation’s draft Strategic Plan for 2010-2015. However, instead of furthering our economic prosperity and mobility through operational improvements on our nation’s highways, the Administration plans to avoid highway transportation in favor of other modes.
The first page of the plan states that "Within its authorities, DOT will seek to strike an optimal balance between maximizing the diversion of freight traffic from less environmentally beneficial and energy-saving modes to rail, protecting the statutorily established rights of and safeguards for shippers, and assuring that the regulatory framework for railroads enables the industry to maintain their systems at the highest level of safety and continue to earn sufficient revenue to keep investing for safety and adding capacity."
The movement of goods by railroad is not a substitute for moving freight on our nation’s highway system. The open preference toward railroads comes with a great price, both in shipping costs to American consumers, and in federal funds doled out to ensure railroads maintain their profitability.
Former U.S. Transportation Secretary Jim Burnley, recently said, “As best I can translate it, DOT will continue its anti-trucking campaign (the first time in its history it has waged war on a particular mode of transportation), pay lip service to shippers, tilt the playing field at the STB, insist on the installation of Positive Train Control (PTC) systems and continue its recent huge infusion of federal dollars into freight rail capital accounts.”
The railroads continue campaigning for tens of billions of dollars in investment tax credits because the reduction of greenhouse gases poses a serious threat to their operations, said Burnley. Coal accounts for more than 40 percent of annual freight tonnage carried by railroad and “railroads strongly support “clean” coal. But if that somehow doesn’t work out, and the coal industry gets thrown under the bus, then the rails are demanding an ‘insurance policy,’” Burnley said.
Association of American Railroads President and CEO Ed Hamberger addressed the uncertain future of railroads May 25 in testimony to a Congressional Coal Caucus. “The success of railroads and coal are indelibly linked,” Hamberger said. “If coal use falls, it could result in billions of dollars in rail assets being left without any value or greatly reduced value.”
While lawmakers continue debating the future of American energy, the handful of Class I railroads continue building a massive federally subsidized insurance policy to protect against the possible fall of coal. “Does the DOT really want to continue down the path of treating Class I’s as ‘too big to fail,’ at the very time the Obama Administration and Congress are declaring ‘never again’ as to banking industry and Wall Street bailouts,” Burnley said.
Ignoring market forces driving shippers’ modal decisions undermines American businesses, our nation’s supply chain and the success of our economy. If in fact the Administration truly believes that we must create a transportation system that puts the needs of the American people and their communities first -- as stated on the first page of their Strategic Plan -- then they must remove personal bias and craft a plan that allows our nation’s market to determine modal winners and losers.
Check Out the services we offer
At A1 Truck Services
A1 Freight Training We are here To Be of Service
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Freight Broker Material and 2 Hours online Training $199.00
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