Originally published at: Crafting a shipper outreach strategy that works - FreightWaves
For small carriers, you have to have a solid strategy to win freight directly from shippers. Here are the steps to make it happen.
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Great to see FW put out some small carrier articles like this. I like watching and reading Adam Wingfield’s perspective; this is excellent info coming from him; and I appreciate this via FW. As a carrier; or even a home-owner with the house entirely paid off; I get about 10 calls per day; either wanting to buy the house; or be a dispatch service. Irritation to say the least. Adam, what about putting , say, a $50 bill; or a $100 bill , per each solicitation that I really want (the one in ten shippers that are highly desirable as partner; due to proximity or the better freight lanes)? I would not care about the receipt for tax write off. Thoughts? Seems if I were rewarding someone for analyzing my solicitation; they’d not consider this the usual nuisance.
Also, is there any “best” source of businesses per zip code? Apple Maps / Google Maps let me see local businesses; but these do not show all businesses; they show, maybe half of what’s really there. What source, if any, would show all business per zip code? Or is there no such source?
You are a FW plant.
Who is plant? You must mean me; since Adam is obviously partner with FW. But you’re wrong. FW has never called, emailed, or paid me for anything; cross heart hope to die if lying. I’m a small carrier “Kirplopus” MC 895097; out of Charlotte, NC. Still doing well $ even the DAT stuff; the local 120 mi trips still pay $600, if booked strategically (end of day fall -offs). So I don’t “need” the small carrier info; but love it; it always pays to improve what already works.
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I was wrong about you, James. That’s on me, bro. I’m lucky if I can break $1.80/mi OTR.
$1.80 is accurate , I agree; most load board freight ; 500mi or more ; is only paying $1.80 incl fuel; round trip. Makes cost of ops critical. I park at Knigjt ; and am able to get their wholesale price from local Bridgestone (Bandag) retread shops; so a recap tire only costs $135 all in trailer/ $200 tractor (fuel efficient retreads)…… stuff like this to keep costs very low). For this small example; many small carriers “hate” retreads; yet ALL the legacy fleets use them; indicating that they do save $ net. Sure, one may blow per 20. But you saved $300 X 20 =$6,000.00. That one blow out didn’t cost $6k…….
We make good money hauling the shorter mile stuff that legacy fleets don’t want (cause their drivers don’t want). Just made $3k in 3 days; very short miles; happy to fwd you rate sheets to verify.
Yes, please send the rate sheets over. I believe we need to audit and confirm.
Adam, on the cost ops side, do you know anyone looking to buy dry vans? I am needing another dry van. Schneider is selling excellent volume discounts. 2014’s are $11K and have 20-year Havco floor 24K rating. But massive discounts when multiples bought. Buy 2 = 2nd one half price; so two for $16,500 = $8250 each; so you’d get 10 years of use for $8250 (plus cost of new leaf springs & door seals). This cost is half of what you’d spend buying anything new. or less than half. So, plz let me know if anyone you know is looking to buy used trailers; let’s pool for massive discounts .
James, Adam here. I will look through our contact list via the playbook and let you know if we have owner ops or fleet owners looking to buy trailers and pool for massive discountz. While we wait for their replies, please send the rate sheets over as I’d love to verify your short miles/high paying loads. This is bonkers.