What Shippers Look for in Carriers
Every Shipper is a challenge. In order to even get your foot in the door you will have to talk to the right person. This requires a constant drive for growth and desire to get in front of the shipping manager of a certain shipper. From connecting to them on Linkedin, to visiting in person and handing out a card and a firm handshake, you need to be able to close the deal and find the issues in a shippers supply chain. Here are what some shippers look for in trucking companies who will suit their needs. I hope you can follow these guidelines to create more success in your own trucking company.
1. Shippers want a solution
Becoming the solution of a shipper can be a daunting task. You have to be a yes man when it comes to taking the least desirable lanes and at a fair rate. Getting your foot in the door requires a mindset for the long game. A Shipper will always look at price and convenience when it comes to a trucking company. Given you will also be competing with your average freight brokers who are doing the same you, have a huge advantage. YOU’RE ASSET BASED. You have the truck the shipping manager is dealing directly with the logistics liaison, without a meddling freight broker.
You ask how this happens? Simply by going out and finding the business and talking to the right people. Most of the time freight brokers have created these relationships so this will require you to talk to them directly and be their solution however that does not mean you cannot go to your local steel provider and offer your services with a personal guarantee of quality service. That is all it comes down to RELATIONSHIPS.
2. Shippers look for the best rate
If you are quoting a rate that is on par with the spot market on an annual lane then I guarantee, you will be doing it all for nothing. Realize that with good negotiating being the new company on the block requires you to prove your service. Bid something that is going to be fair and will cover your costs and livelihood, once you have proven you are of great service and paramount to the shippers on time performance, then you can raise your rate. Most Shippers realize that not having one load shipped correctly will cost the same amount as the increase that you are quoting after 6 months to a year.
3. Shippers look for the fastest communication
In this industry communication is everything and the biggest separator between having a simple live unload and a shipping disaster with your truck being laid over. Shippers want demos of real time tracking as well as the ability to be transparent when something goes wrong. Your trucks must have a GPS tracking unit and with what is currently on the market so you can track your speed, fuel use, as well as mileage inside of each state which is even used for record keeping and reporting purposes. Make your truck as easy to see as possible on a computer screen and any shipping manager will appreciate it. A great rule to live by is if your customer is asking where your truck is you’re already in jeopardy of losing them.
4. Shippers Require Safety to be of utmost importance
The duty of a shipper is to ensure their production line is as smooth and efficient as possible. With that being said whenever you have a driver speed into the dock and slam the dock door causing damage that will definitely intrude on that duty. If you focus on your own trucks safety protocols before hauling your first load then you will be saving the shipper time as well as money while dodging incidents. Remember shippers hire people on salary simply to focus on the safety of the facility itself. If you do find yourself contracted to a facility, then help the safety operator with his job if you see anything out of the ordinary. I know we have became the safety hawks for each and every one of our customers because we hold them to the same standards as ourselves. This will do nothing but increase overall safety of the whole operation and in the end you will be rewarded for it.
Trucking companies are a dime a dozen, however, great trucking solutions are few and far between. Be the solution for your customers and go above and beyond the contract of duty and I guarantee it will give you an advantage over any competition.
Andrew Gomez
Andrew@AJGTransport.com