Everyone that books freight needs to print this post and use these practices religously. That PAUSE is a point of no return because who ever speaks first usually loses the negotiation, so we need to give that outrageous rate and then PAUSE, not to speak again until the broker gives in or you get a dial tone.

 

used it today when trying to get a load..............................


i called broker, followed these very instructions...........................


he had miles of 704 and a rate of $1200

i TOLD(not asked...which i would usually do) him i had 751 miles and $1700..said he would get back with me..........called me 2 minutes later and said yes.......... !!!!

 

Overheard the following: This 'carrier' recieves a call from CR Robinson.

Carrier: How much does it pay?

CR: $1.11 per mile.

Carrier: $1.11? Can't you pay 'a little' more?

Carrier: Where is the load?

CR: Salinas (California).

Carrier: Where is it going?

CR: Houston TX

Carrier: O.K. I'll pick it up.

Took the bait at $1.11/mile. Reefer load.

Carrier is based in Los Angeles, 270 miles SOUTH of Salinas, 540 DEADHEAD miles!

Is the 'carrier' still in business? Of course NOT! Involved in a MAJOR accident in Texas, had to shut down to escape its responsonilities.

I asked him why he didn't negotiate for $1.70 to $2.00 per mile and he responded: Oh no, ONCE I asked for more and didn't get the load. ONCE, I asked, and you STOPED trying? -SILENCE is golden!

A CPA stated in this or another board that 72% of o-o's/carriers 'don't know what their doing.' -Who agrees with this figure? I always though/guesstimated that it was closer to 95%.

God Bless all

 

Great information Steve.
Thanks for taking the time to share this.
Will print for future reference.
Thanks

 

very good post.
thank you

 

Wow! I've never been a Sticky before! Someone over at GetLoaded told me I was famous over here so I had to come check it out for myself.

Thanks for all the compliments and I'm glad you found the info useful.

Bonnie

 

Way to share Bonnie!

Didn't see anything about TONU.

 

Thank you Steve for posting this and Bonnie aka Maxine for thinking it up.

Out of curiosity, has anyone posted up a kind informational basic starting guide to being an O/O? Kind of like a how to guide to help out with making your business work.

 

attaboy!!!!!! If they say yes right away you're too low!

 

lol...yep! I HATE it when they say yes too darn fast! That is part of what I am teaching my daughter. No matter how bad you want the load don't you ever act excited or desperate. Keep that indifferent but professional tone that says "I can do this load for the right price but don't need it bad enough to take a lowball rate".

AND another rule of thumb here is NEVER accept the first rate offered. There is ALWAYS room for a little increase. If they offer an amount and you are excited and want it still don't act all excited. Tell them to give you a sec to run the numbers then come back and ask for a little more. They will either say yes or no and either way you don't lose as you were ready to take it at the original price.

Its like buying a car. Never EVER let them know you love a particular car because then they know they have you. My husband and daughter and a few friends have taken me with them to buy new cars because I play that game well. I can squeeze every last dime out of a salesman!