DuWayne Marshall

Building the customer base: Work the relationship for the long term

Working the spot market via load boards, you may never lay eyes on the face of the freight broker. By contrast, going after direct shipper contracts is largely an exercise in long-term relationship building.

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The question any independent owner-operator business must answer

“Why is anybody going to use you to ship their material?” -- your business' distinguishing "why you" factor could take many forms, such as in these examples related to specialized equipment, geography and freight niche.

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Overlooked niches

Advanced handling. Extra-heavy labor. Elaborate LTL logistics. Special hauls often require moreof an owner-operator than ordinary loads, but the financial rewards compensate well.

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