Finding customers

[Konstantin]

Hello, anybody knows how to start looking for customers? I am tired of brokers, I don't blame them, hell no, everybody wants to make some extra money. Do you know where to start? For now I have just one truck and dry van trailer, but in June I will purchase reefer. I live in New York City, so decided it's bit better with a reefer there. I have some friends who are owner-operators and who would be gladly join my company if rates are good. Any advise would be appreciated.
Be safe out there!

[GMAN]

I suggest you start knocking on doors. Get a list of potential customers and call or send a letter of introduction along with a business card. Some shippers don't want to do business with a single truck operation. It is easier for them to make a single phone call to a broker or large carrier to get their freight hauled. On the other hand a large carrier may not be able to give the personalized service or have the flexibility as a small carrier. You need to get out and make some sales calls. If you make enough calls you should be able to pick up some business. The problem you may have is getting a load back to your shipper to service his account. You really need to find something on both ends.

[Konstantin]

It's kinda sad to get just one reply. I was always listening to people how to cut expenses and get ton of replies. I reached a point where cutting more expenses would harm business. So I'm trying to look at the other side of equation which is increasing revenues. People we really need to talk about this.

[sidman82]

It is sad to say, but we will have to wait until enough people go out of business. Only then, when capacity
gets tight will we see an increase.

Carriers are hauling for less then operating costs right now. Pretty sad.

Only you can make the difference. Do not haul for the horrible rates being offered.

[Cardog17]

It's kinda sad to get just one reply. I was always listening to people how to cut expenses and get ton of replies. I reached a point where cutting more expenses would harm business. So I'm trying to look at the other side of equation which is increasing revenues. People we really need to talk about this.

So you need someone to take you by the hand and show you how to operate a trucking company via the internet ?

[Konstantin]

The beauty of the forum like this one is to share ideas with people who know the business. Everyone would gain something new. I'm just 3 years in trucking, so at that point more questions than answers.

[pigrider]

So you need someone to take you by the hand and show you how to operate a trucking company via the internet ?

Asking questions never hurt anybody? you just have to filter through good and bad advice!

Only a Fool thinks he know everything!!

[asdfghjkl]

place an ad in trade publications in the industry you wish to serve. For example plastics makers or fish markets or whatever.

[Heavy Duty]

It's not easy, you are competing with thousands of professional sales reps, most full time with slick brochures and a company with a history of service.

Landstar has 1200 or more sales people (agents) CH Robinson has thousands, then there are the Schneiders, Hunts and others.Right now the market is tougher than ever. You can do it but it ain't going to be easy. Most company shipping Dept's get many calls a day, so you need to have something to offer.

[Orangetxguy]

It's not easy, you are competing with thousands of professional sales reps, most full time with slick brochures and a company with a history of service.

Landstar has 1200 or more sales people (agents) CH Robinson has thousands, then there are the Schneiders, Hunts and others.Right now the market is tougher than ever. You can do it but it ain't going to be easy. Most company shipping Dept's get many calls a day, so you need to have something to offer.

That right there, say's it all.

You do have to be able to offer something different...something better. Start that offer, by talking to potential customers up close and personal. Walk through the front door and sit down with them one on one and present yourself and your company.

Works way better than cold calls and no face.

[repete]

It's not easy, you are competing with thousands of professional sales reps, most full time with slick brochures and a company with a history of service.

Landstar has 1200 or more sales people (agents) CH Robinson has thousands, then there are the Schneiders, Hunts and others.Right now the market is tougher than ever. You can do it but it ain't going to be easy. Most company shipping Dept's get many calls a day, so you need to have something to offer.

I'm a company driver and never had my own truck. But i do have sales exp. and had my own biz. so I've been on both ends. There's no way you can compete head to head with a mega carrier so why try? You need to use what you do have ... One truck hmmm how about the flexibity to customize p/u and del to small out of the way company's that only have a few or even one load a week? Build on the fact that you can provide better service in the same time frame as the big guy, and when they call YOU there talking to the owner not some csr that dosn't know the first thing about them or there product.
As you drive around make a list of places and then stop by and start talking, be dressed nice have cards and pictures of your equipment, you might want to have some magnets or stickers made up with your number on them too. It takes a long time to get in some of these places, I haven't been in sales for 2 1/2 years and they still get a few phone calls from sales calls I made back then. MOST IMPORTANT, DO NOT GIVE UP! KEEP GOING BACK AND DON'T TAKE NO AS A FINAL ANSWER

[tweedman]

Hi, All

This is my first post but I have been reading others post for 2 years. I'm not the greatest speller so please have patience with me. About me: I've hauled Containers, Reefer and currently Autos. Here are some of the things you can try. When you goto a shipper always be on your good behavior, I mean like checking in before backing in a door, dress nice, be polite. Someone said this a while back, make your brokers customers your customers, but be suttle. You need to cover the markets the bigger carriers don't want but had to take because it was part of the contract package! Example: Werner has the family dollar account: Why not call Werner and say "Hey I will cover your brooklyn or bronx stores for x amount of dollars", These carriers are probably taking a beating in tickets, tolls, accidents, theft, etc. Too many variables to exact a profit. Why not just pay you a flat rate and you worry about it. Just my two cents. Good Luck!

[Konstantin]

Thank you for all replies! There are a lot of good things I learned from you!

[LOAD IT]

If you have a reefer, go down to Hunts Point and make sales contact with every vendor in there. They all need trucks and the majority of American truckers hate to go to NYC. Use broker loads to get to the pickup point (they will be cheap), but you will be charging a premium rate for loads into NYC.

[RostyC]

Welcome back LOAD IT. Nice to see you posting.

[LOAD IT]

Welcome back LOAD IT. Nice to see you posting.

RostyC, Thanks for the welcome. I have been lurking on and off, just hadnt posted.