5 Steps to Developing a Stable Trucking Company

Here are the facts. The industry is not as strong as it used to be. A company cannot survive on the spot market. More middlemen want the hard-earned cash that comes from every single load you make.

With many companies going out of business, I always look at it this way, if you are not changing your strategy in finding loads, then I guarantee it’s only a matter of time before someone else does. They’ll try to compete with you on the work you have now.
Here are my five steps to creating a stable basis for your trucking company for years to come.

1. Relationships and communication are key

Just like any other industry, developing a mountain of contacts will likely be the key to your success. Whether it’s a third-party logistics broker, or a similar trucking company that’s a mile away from you, it’s always best to know everyone and be able to extend your services and help others. I use Google as my current search tool to find everyone related to trucking, brokerages or shippers inside of my current target city and I will even branch out to diesel repair shops and fuel stations because they may have contacts as well given they are constantly dealing with my target contact and I might have already developed a relationship with them. A simple hello and extension of services will always go a long way.

2. Develop your trucking company brand

Trucking is evolving, it’s becoming a different beast in the fact that the people who actually need a product shipped can find their target carrier in a matter of 3 to 4 seconds or with just a simple Google search. With this being said, you were constantly missing the opportunity if you are not developing your brand online as well as with word-of-mouth. Google reviews behind your name work wonders in the fact that you will be receiving emails from random customers who look up “trucking service in my city.”

Developing and extending your online exposure is also a double-edged sword, however, if you are not an honorable company, and trust me there are very many out there, you’ll be receiving bad reviews. People will be able to see your mistakes and this increases your drive to become the premier carrier in your city. Service will always triumph over a market rate.

3. Focus on being dependable

I have seen time and time again where trucking companies will constantly pop up with the promise of having the most efficient supply lines, however, they come into the shipper with a thirty-year-old truck and a driver who shouldn’t have his CDL. One of the main reasons why we’re successful is because we pride ourselves on being dependable rather than making the extra 50 bucks. If you were thinking long-term for your company and you want to grow exponentially in a few short years, the only way you will ever do it is because you have relationships with shippers and brokers who depend on you. Trucking companies are a dime a dozen, but what should separate you when it comes to being stable and successful is your ability to be on time and your ability to be dependable. I always spend more money now in order to develop a one million dollar relationship later.

4. Find the need and be the solution

With every shipper there is a need for a carrier because complacency is rampant with at least 75% of the current contracted carriers (even mega fleets) you have the ability to get your foot in the door, but only if you ask the right questions whenever you get in front of a potential customer. If there is a load posted at 3 pm on a Friday and there is a broker that calls you and says “please I need help” do not just laugh at him because he could possibly be your next million dollar contract if you service him correctly, on time, and with a premier service standard. With every broker that has a carrier fall off, there is an opportunity waiting to be plucked for the upcoming year. You must always strive to be the first person that people call in any given situation. We strive to be the number one carrier in our city that our contacts call whenever they need a load moved as soon as possible with an expeditious attitude. We strive to be the problem solver’s and the true solution and that is our niche.

5. Lead constantly and never stop striving for growth and ambition

A company will only be as good as the leader behind it. Whether it is a mega fleet or your local single unit competitors, the only way that you’re going to grow is by constantly sacrificing today for a better tomorrow. Trucking is a constant race to develop equity and support your current lifestyle while also committing to growth. If your leader wants to own a trucking company but wants to drink on the weekends then I guarantee you there will not be much growth in the coming years for him compared to the leader that is out looking for opportunity constantly. Whether it is through word of mouth or through handing out cards at local business meet-ups, or stopping at construction sites and talking to the foreman, the opportunity is there in this industry. It takes drive to develop stability and nothing is guaranteed in the trucking industry so to ensure that you will have the best shot at becoming self-sufficient, you need to work now, seven days a week if you can because I guarantee you, like me there is someone already doing it and reaping the opportunities that he has sown through sending out emails to brokers or calling his local steel distributor. Your trucking company is solely dependent on your performance and choices. So your business bank account will directly reflect on the principles of hard work you follow. It is all on you.

Andrew Gomez
AJG Transport