Phoenix AZ 1 ON 1

august, 2022

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23aug(aug 23)7:00 am25(aug 25)3:00 pmPhoenix AZ 1 ON 1 SOLD

Event Details

Topics Overview

• History of modern trucking
• The Laws and the Broker License
• The application, Surety bond, and process agents
• State and Federal compliance issues
• Definitions
• The Broker Issue/Double Brokering
• Marketing
• Purchasing a database
• Creating and using your own database
• What is it you sell and to whom?
• How to sell
• Recommended communication strategies
• Recommended Sales strategies
• The Corporate image you generate
• A winning sales letter
• Getting shippers from the internet
• Getting carriers from a website
• Building an internet database
• E-Commerce strategy
• On-line activity
• Defining the relationship in providing a personal service to shippers
• Target marketing by definition
• The most successful sales process –to sell trucking services-to sell brokering
• The paradigm of spot market transportation
• The paradigm for the shipper
• The paradigm for the carrier. The Back hauler directory cross reference wall map
• Your office, your business plan
• Freight rate development theory
• Negotiated Rates Act of 1993 and 1995
• Credentials swap before contracting
• Tariffs
• Supply and Demand
• Creating a rate
• Prohibitions of a broker quoting a rate
• Brokers and market estimate
• Rate continuance from shippers
• Brokers liability for rates
• Positioning as a broker
• The quotation process
• The concept of notification time
• Obtaining exclusivity from the shipper
• Integrity remaining apart from the value and consideration
• Interrogatory questioning to streamline operational activity
• Turning your quote into an order
• Truck finding process
• Arbitration between shipper and carrier
• The booking process
• Negotiating for the “convenience of”
• Period between booking and consignment
• Your renegotiation position
• Bill of Lading as a contract between the consignor and the carrier vs. you negotiated rates contract
• Enforcement of Negotiations
• Brokerage Operation
• Soliciting carriers
• Soliciting shippers
• Strategy for the use of Loadboard
• Posts loads
• Creates a truck availability database
• Quotes rates to actual shippers
• Takes Phone Calls
• Responds to inquiries from shippers and carriers
• Loadmaster Ledger
• Your own website as a marketing tool
• Critical path method of planning
• Wrap up and review
• Test for Certification
• Re-consignment negotiations- Claim Negotiation
• Profitability for a roadmap to your paper
• Load Master Ledger(s)
• Final Exam – Oral and Open Book
• Attendees work with Master Broker to do rate development and begin operational control of the brokerage
• Attendee begins operations hands on control with mentoring from the Master Broker
• Attendee refines negotiating skills
• Collection calls
• Work with Master Broker to do rate development and begin operational control of the brokerage
• Finds trucks and books loads
• Work with Master Broker to do rate development and begin operational control of the brokerage
• Takes orders
• Finds trucks and books loads
• Backhauler rate and definition
• Lane appraisal
• The Rate Matrix
• Rate surveys between shippers and carriers
• Supply and demand indicators
• Back solicitation
• Comparable rates vs. survey rates
• Starting your brokerage with a thorough understanding of the market
• Wrap up and review


Ruth AnguloRuth is our Associate Professor / Agent Representative LoadTraining Associate Professor since 2013. ¡Hablamos Español!1-800-776-7067

5 Day IN A real Freight Brokerage

AZ Nov 2nd - Nov 6th
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