Congratulations on deciding to start a Freight Brokering Career. It is a very rewarding and lucrative career path. But, do not think it will not take very hard work and persistence. In the following guide, I will explain the Freight Industry and the Brokering of freight. If you feel that you still have questions, please feel free to contact me at anytime at jps@nameusers.com.
1. Load life cycle
A load is defines as product that a shipper needs to move to a consignee. The shipper is also referred to as a customer ( your customer ). The consignee is the person receiving the freight/goods. Once you have obtained the business of ABC Foods, they will start to offer you certain loads. If you are to accept these loads, you will in turn sell the load to a carrier at a lower rate than you quoted the customer. Sound confusing? Just wait. Once you agree to cover the load for this customer, you start your search for a truck that wants the load. You then negotiate a rate with that truck. Once ya’ll have agreed on terms, you will set that carrier up. They will send you their set up packet. It usually contains their MC # ( authority ), their insurance, w-9, and references. In turn you will send them your set up packet ( usually containing the same info ). After, and ONLY after, they have faxed back the signed broker/carrier contract ( this is a contract stating that they will not back solicit your customer for freight ), do you go any further. You never give out any detailed info on who your shipper/customer is until they have signed the contract. Once they have done that, you then fax them a rate confirmation ( explained later ). They sign it and fax it back. You now have that load covered.
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2. Types of freight
The types of freight you can broker are endless. The most common are Flatbed freight, refrigerated freight ( reefer ), van freight, and auto hauling. Other types are;
oversized (wide load, extended, maxi, step deck, double drop, Less than truck load or ltl of any of these, and more), boats, household goods, government, logs/timber, and the list goes on. \par
Whichever you decide to get into, I recommend you do research and ask questions on that topic. I would say that the easiest, but most competitive is Van freight. Your van freight can consist of auto parts, dry foods, papers, plastics and more. It is the least likely to give any problems. When dealing with Reefer Freight, you have to worry about temperature control. Flatbed freight, you have to worry about straps, chains, tarps, and more. Then once you get into specialized such as oversized, boats, maxi, etc;, you have to worry about permits, escorts, and more.
3. Rates
There is no real place to go or book to read that can teach you rates. They are learned through trial and error. The best method on rating ( pricing ) a load is to post a generic load on a load board. Trucking companies will call to inquire about that load. When they do, ask them how much they would need to haul it. Do that with a couple of companies, and you will soon see what freight is moving for in that lane. Websites do have tools to research recent rates in certain lanes. I will get into that later.
There are a couple different ways that people want rates. The most common is per mile. They want to know what you ( or your contracted carrier ) will haul it for per mile. ie; a dry load going 1200 miles in a lane that the average pay is $1.15 per mile. If it is going to cost you $1.15 ( $ total of $1380.00 ) to get that load moved with a carrier, you would quote the customer a little higher ( maybe tell them it is going to cost $1650 to move it ) to make a profit. So now you are making $1650 from your customer minus the $1380 you pay a carrier for a profit of $270 or 16% for one load ). In the industry, the common rule is that you want to make at least a 15% profit on each load. That is 15% of the total rate. You can set that percentage wherever you want, but you need to stay competitive.
The other common way is by weight. Take a load of potato’s for instance. Your customer might pay you by the hundred weight. They have a load of potatoes going 1200 miles. The miles only come into play when you are calculating for your own good the rate per mile.
Load a. It is 48000 lbs of potatoes going 1200 miles paying $6.50 per hundred weight.. The way you figure this is you take the weight ( 48000 ) divided by 100, and you get 480. So you have 480 one hundred weights. Then you multiply how ever many hundred weights by what it pays per hundred weight. So:
480 hundred weights X $6.50 per = $3120 is the total pay. Then when you go to find a carrier you put it back into a per mile rate. If it is 1200 miles you divide the total rate of $3120 by 1200 miles, leaving you with it paying $2.60 per mile. You try to find a carrier for less than that to make a profit.
4. Lanes
A lane is simply a route between two cities. Say for instance; Chicago to Atlanta. Thats a lane. Whatever the Pick up location is and the destination is, that\rquote s your lane.
5. Finding Freight/Customers
Where to start finding the freight. The best thing I can tell you is to start surfing! The internet will be your most powerful tool. There are websites that list manufacturers in the united states. Thomesnet.com is a great tool for contacting shippers. It allows you to email 30 company’s a day per account. It is free to set up an account with thomasnet.com. You can email or call these companies. It lists any type of manufacturer from food to metals. Another great way is to look through the products at your home or work. See who they are made by, then find them on the internet. You will always want to contact the shipping or transportation department. When you do find these companies, you need a game plan. Below is a script for an email or phone call to a shipper;
Hi, this is Johnny with ABC Logistics. I am wanting to get set up with your company to help move your freight. We are a logistics company that has been in business for x amount of years. I would appreciate the opportunity to rate your lanes, and see if we could lower your shipping costs. Etc.
You WILL get shot down. In my years, I have never had anyone be rude. So dont be scared of the calls. They do need help moving their freight, you just have to strike a chord with them at the right time. Never throw away a number. Call them back in a month. They might have just had a load dropped by a carrier, and need help. You never know.
6. Selling Freight to Carriers
Once you hit the jackpot, and a customer is giving you freight, you have to find a carrier to haul it. This is the easy part. First, make sure you can cover the load. If you bid it too low and cannot find a carrier to haul it that cheap, you will have to give it back to your customer. If that happens, they will usually drop you unless you have been with them a while. Once you take the load, you want to post it on load boards. Once posted with the important information (weight, where it picks up, where it drops, miles, your contact info, and type of trailer needed, etc;), but never the rate that you are paying, trucks will call you. You can also search for the trucks and call them. Once you have a truck interested, you always want to ask them what they will do the load for. You dont want to have to make a price. Dont be scared if you have to though. I promise you will not shock them. Quote them a lowball figure, and they will say no. Then is your chance to ask them what they need to do it. If you cant meet them at a reasonable rate, go to the next carrier. Once you do meet at a rate, then you will start the paperwork mentioned above. The set up packets, contracts, and rate confirmations.
7. Finding Carriers
There are many ways for you to find a carrier to cover your load. The first would be to use load boards after you have posted a load. Some may call you off of your load or you can search and call them. Another would be to establish relationships with carriers that will haul for you on a regular basis. I suggest establishing a good relationship with every carrier you use. They will follow you as a broker if you ever change companies. And, as you get familiar with your lanes, you can call on your list of carriers that meet that criteria.
8. Load Boards
There are many load boards on the internet today. You have internet truckstop (truckstop.com), 123loadboard.com, getloaded.com, DAT partners, and many more. All you have to do is search the internet for freight load boards. I personally recommend truckstop.com and getloaded.com. DAT has useful tools but is very expensive. If it is provided by the brokerage you sign on with that is fine. Truckstop.com has carrier profiles which allows you to check a carrier’s credit and performance history. It has many other features which are useful to a broker. Do your own personal research on all available load boards.
Trulos.com is a free loadboard
Pickatruckload.com
truckstop.com
getloaded.com
123loadboard.com
DAT
and many more
9. Authorities, Bonds, and Insurances
A) Authorities: An authority or MC number allows you to broker freight. Carriers and freight brokers both have MC numbers. Your MC number is used for the government and transportation industry as a number to track your company.
B) Bonds: If you open your own brokerage you will have to have a surety bond. It is a $10,000 bond that makes you a bonded broker. This bond, depending on your credit, can be paid in different ways. It can be paid in a lump sum or with good enough credit, it can be paid in payments. Now, if you decide to go as an agent from an established brokerage they carry the authorities, bonds, and insurances, which is the reason you would have a commission split with them.
c) Insurances:Most carriers will carry and need to carry a minimum of 1 million dollar liability insurance and a minimum of $100,000 cargo liability. But now and days, it is best that they have, and most do, $250,000 in cargo liability. A broker must carry contingent cargo liability to back up the carrier’s cargo insurance incase they have lapsed. If you open your own brokerage, you will have to carry this along with the bond, authority, and MC number. There again, the benefit of being an independent agent for an established brokerage is that they carry those.
D) BOC-3 - This is to be a process Agent
10. Assessorial
Assessorial are lay over, detention, extra stops, and other extras that may occur on a load. These are usually in the contract that you would sign with your customer as to how much they would pay and the allotted amount of time as to find for lay over or detention.
A) Layover - This is when a driver is waiting to get unloaded for more than 12 hours
B) Detention - This is for the same as layover, but for less than 12 hours. Most customers will cap this at an amount like $300 or so
B) Extra Pick ups or Stops - Exactly as it sounds. The normal is $50 per each extra stop
11. Marketing/Advertising
The best way to advertise is through word of mouth of your carriers. You want to treat the carrier as good if not better than your customer. They talk with other carriers on a daily basis about who they are hauling for and how good/bad the pay might be. Also, how they are treated. So if you have a carrier that you treat like they were your own family, they are going to tell other carriers “Hey, when you need a load, call John at ABC Logistics for freight.” “He pays well and treats you like his own.” If you are an agent for an established brokerage there is not much need for marketing/advertising. If you open your own brokerage, the first steps are to establish a customer base, then worry about advertising.
12. Freight Broker Agent vs. Opening a Brokerage
As an agent you have less risk than as an owner of a brokerage. As an agent you are responsibly for building your own customer base. You must obtain your own freight, cover your loads, and fax necessary paperwork to your brokerage’s main office. As an owner you are responsible for all back office operations, authorities, bonds, insurances, collections, payroll, etc. Also, as an owner of a brokerage you must have an initial line of credit. This line of credit is to pay carriers for the loads they have hauled. This happens because most customers do not pay for 30-60 days and to maintain a good credit rating as a broker you should pay carriers in 25 days or less. In turn, resulting in you having to come out of pocket to pay carriers before you are paid by the shipper. This can add up rather quickly. If you move 10 loads a day at $1000 per load that is $10,000 added up in 25 days to $250,000 that you would have to pay carriers before you start to receive payments from shippers. That is why it is beneficial to become an agent for a company rather than open your own brokerage. Also, having an established name and an older MC number will help you in gaining new customers. If you open your own brokerage you are going to get a new MC number that is recognizable to customers and they are hesitant to do business with an un-established brokerage.
13. Paperwork (Rate Confirmations, Set up Packets, etc)
A) Rate Confirmations: This is a confirmation sheet that will have all the load details such as shipper, pick-up location, pick up number, bill of lading number, consignee, ship to location, contact info, weight, product, the rate you are paying a carrier, not the rate you are receiving from the shipper, necessary details such as temperature if it is a reefer load, tarps if it is a flat bed load, any dispatch info, etc. I can provide or help build your own personal rate confirmation sheet.
B) Set up Packets: A set up packet for a brokerage is going to contain a cover letter, your credit references, your W-9, insurance, MC number/authority. A carrier set up packet will contain all of the same.
C) All of your customers will need to have a credit limit. If you work for a Brokerage, they will have your customer fill out a credit app to make sure they pay their bills. This is so they don’t accept loads from the customer, and never get payment.
14. Tools Needed
You will need a home office or rented space. A computer with high speed internet, preferably two phone lines, a fax machine, and office supplies. It is basic stuff, and easy to achieve.
15. Software Programs
Listed are some software programs for brokers;
Edonna
loadpilot
ert
transportationsoftware.com
There are many more just do a search for freight broker software. These programs will manage, maintain, and track all of your loads, customers, and your carrier database. They will also print on demand invoices and rate confirmation in consecutive load number order.
16. Freight Brokerages to Work for ( I, in no way, represent or endorse any of the following companies )
Dart
UTI Logistics
CR England
Landstar
CRST
Ambest Group
MJN
D and L Transport
Freight All Kinds ( FAK )
C and S logistics
Logistics Dynamics
GTO 2000
HiTek Logistics
Jerue
H&W Logistics
Ron R Anderson Trucking INC
Gambit
And many more ( I suggest going to the classifieds section of truckstop.com and looking at agents wanted. )
17. Other Freight Industry Jobs ( Dispatching Business )
In my time in the freight industry I have learned many other ways to make a living besides brokering. I have trained agents using guides and in person lessons. Also, there is a new up in coming career striking the trucking industry. There are people that search out owner operators and small trucking companies to dispatch for that do not have the time or means to dispatch themselves. Instead of the owner operator having to find a load at a truckstop load board, he will pay a small percentage for a dispatch service to find a load and handle the paperwork for him. He in turn pays a small fee but gets to keep moving. Most of these dispatch services change 4-8% of the total load cost. This can add up quickly if you are dispatching 20 trucks at a time. They each pull one load a day on average paying an average of $1000 and that pays you lets say, 5% equaling $1000 to you.
Another way to make a living in this industry is to just sell contacts. All trucking companies and brokers are willing to pay for a good shipper contact. If you find a shipper that is willing to take on more brokers or trucking companies to haul their freight, you can sell that contact.
18. Working From Home
It takes discipline, motivation, and focus to work from home. In turn it is very rewarding to manage your own time and income. You will find yourself caught up with the TV, yard work, chores, etc. You must treat it as a regular 9-5 job. My advice would be to get up, take a shower, drink coffee, set a certain schedule and follow it as if you were leaving home to go to work. You need to find yourself spending the majority of the day seeking new customers if you want to be successful. Brokering one load should consume no more than 30 minutes of your time. That is including paperwork, finding a carrier, etc. As a broker you can make anywhere from $0-as much as $200,000 a year. The reason I put a cap on potential income once you start to move that many loads that it would pay off that much your part, you need to consider hiring employees under you or opening your own brokerage. Realistically, a single person can probably broker 10 loads a day and that will keep you plenty busy. But always be looking for new business!!
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Written by - Jameson Saint Romain 2005