negotiation

Spot market: Good things come to those who wait

In this week's spot market update, owner-operator James Woods urges more owner-operators to use tactical patience/time to their negotiating advantage -- and demand maps, more for dry van, reefer loads in the last week.

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Rethink ‘say no to cheap freight,’ says owner-operator coach Kevin Rutherford

Rates are determined almost exclusively by supply and demand, says Rutherford, not operators' willingness to turn down cheap loads. The remaining percentage is determined by truckers' ability to define their value and negotiate with brokers, he says.

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‘Legitimate freight options’ — old ways in new times

There's many ways to skin the cat on freight -- in response to a reader question about legitimate freight options, an update on newer load boards/marketplaces and mobile-optimized brokerages and a revisit to tried-and-true methods, doing the hard work, etc. ...

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Kevin Rutherford’s case to brokers for stronger partnerships with owner-operators

Hear how Kevin Rutherford broke the ice with a roomful of brokers: "Many of my listeners think the majority of this room are lying, cheating scumbag parasites sitting in a room with a phone and an internet connection sucking all the profit out of the load."

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Brokers and owner-operators: A view from the other side

Lies. Late payments. Ridiculously low payments. No payments. Owner-operators' brokerage horror stories are legion, but how does the process look from the broker's perspective? Max Heine visits Birmingham-based TLS to take a look.

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Negotiating rates without needing ‘extra blood-pressure medicine’

Conceive of negotiations over loads/rates as an opportunity to start or extend a potential long-term business relationship -- don't leave money on the table, but always keep in mind this rule of thumb: "If both sides aren't happy in the end, it's not negotiating."

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Building the shipper customer base for freight

With expected long-term demand for capacity, it’s a good time for independents and small fleets to work toward securing contract freight direct with shippers.

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What sets your business apart?

In any bid to build long-term relationships with (and secure direct freight from) shippers, it's a question "you have to be able to answer before" you embark, says Henry Albert: "Why you?"

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Building the customer base: Introducing Utah-based Brandt King of King Farms Trucking

King grew from a one-truck Utah-based operation to 34 trucks by building lanes loaded both ways with shipper-direct reefer freight.

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Digging into Truckstop.com’s chat negotiations feature

It's not a public freight auction, contrary to road rumors: Dispelling some false notions about Truckstop.com's fairly new online-negotiations tool with a close-up look.

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