AJ'S Dispatching & Logistics

12/03/2024

12/03/2024

Here are four practical tips to sharpen your negotiation skills and keep your business profitable

𝟏. 𝐓𝐢𝐦𝐞 𝐘𝐨𝐮𝐫 𝐁𝐨𝐨𝐤𝐢𝐧𝐠 𝐟𝐨𝐫 𝐌𝐚𝐱𝐢𝐦𝐮𝐦 𝐋𝐞𝐯𝐞𝐫𝐚𝐠𝐞

Not all hours are created equal. Early mornings and late afternoons are ideal times to negotiate better rates. Brokers tend to panic towards the end of the day when loads are still unclaimed, giving you the upper hand. Keep an eye on market patterns—after holidays or storms, capacity tightens, often leading to higher rates.

𝐏𝐫𝐨 𝐓𝐢𝐩: Use load boards to monitor market trends. Even small shifts in demand can give you an opportunity to ask for more.

𝟐. 𝐒𝐞𝐥𝐥 𝐘𝐨𝐮𝐫 𝐕𝐚𝐥𝐮𝐞, 𝐍𝐨𝐭 𝐉𝐮𝐬𝐭 𝐘𝐨𝐮𝐫 𝐓𝐫𝐮𝐜𝐤

Don’t just focus on price—emphasize what makes your service reliable. Highlight on-time delivery records, tracking features, and your commitment to communication. Brokers often pay a premium for carriers they can trust to reduce their risks.

𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲: Start with a higher-than-average quote and explain the value your service brings. If you solve their problems, brokers will focus less on squeezing your rate.

𝟑. 𝐓𝐡𝐢𝐧𝐤 𝐋𝐨𝐧𝐠-𝐓𝐞𝐫𝐦: 𝐁𝐮𝐢𝐥𝐝 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 𝐰𝐢𝐭𝐡 𝐁𝐫𝐨𝐤𝐞𝐫𝐬
One-off loads are fine, but the real win comes from developing relationships with brokers. Offer to handle recurring loads or commit to lanes they need covered. Consistency will make you their go-to carrier and can lead to better rates over time.

𝐓𝐚𝐜𝐭𝐢𝐜: After completing a load, follow up to express interest in future shipments. Brokers will remember carriers they can rely on, leading to more opportunities and favorable terms.

𝟒. 𝐊𝐧𝐨𝐰 𝐘𝐨𝐮𝐫 𝐍𝐮𝐦𝐛𝐞𝐫𝐬 𝐚𝐧𝐝 𝐒𝐭𝐢𝐜𝐤 𝐭𝐨 𝐓𝐡𝐞𝐦
Understanding your cost per mile (CPM) is essential. If you don’t know your break-even point, you risk running unprofitable loads. Knowing your numbers lets you confidently reject low rates and negotiate from a position of strength.

𝐓𝐢𝐩: Be upfront about rising expenses like fuel costs. Brokers respect carriers who are transparent and know their business inside out.




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11/22/2024

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10/17/2024

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09/10/2024

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