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As a freight broker, shippers are counting on you to facilitate contact and communication with carriers. Commodities’ owners rely on you to handle negotiations with the carrier and take care of route planning and freight tracking.
Here are five things you should know:
- Get leads from products being moved locally.
- Examine your purchase records.
- Prove your freight brokerage expertise.
- Get referrals and cold pitch.
- Research destination ports and niche markets.
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However, if you struggle with the search for shippers, you may need to adjust your methods and consider the product manufacturers, their location and the quantity of goods they sell. If the question of how to find shippers for freight brokers still lingers in your mind, here are our industry-tested tips on how to find the right shipper for your needs.
Look Around for Leads
Your search for shippers should begin with the companies or parties behind the commodities being transported by trucks around you. Research the shipments you see frequently, such as consumer electronics, vehicles, office equipment and furniture. Ascertain the manufacturer and the primary mode of transport, which can lead you to shippers.
Look Into Your Purchase Records
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You don’t have to plow through tons of content to find shippers with whom you can strike a good deal. Sometimes, your purchase history has the information you need. After all, somebody must have hauled or manufactured the items you purchased in the past.
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Think outside the box and start digging for information like manufacturers, manufacturing locations and movers of the items you ordered online.
Show You’re a Master of Your Trade
When it comes to discovering how to find shippers for freight brokers, showing you’re a master of your specialty matters. Demonstrating expertise helps to show you’re moving a specific type of freight and you’re good at it.
If you haven’t mastered any shipments category, you can start building your portfolio with items like apparel, heavy equipment or office equipment. More shippers are willing to do business with freight brokers and general commodity trucking experts who demonstrate competence in their specialty.
They’re usually looking for evidence that you have extensive experience with certain shipment types, and you can help move their freight quickly and with no issues. These are some of the priorities most shippers consider, along with factors like affordable shipping boxes for sale and sturdy shipping materials.
Take Advantage of Referrals
Referrals work for different types of professions or practices, and freight brokerage is no exception. Referrals can be beneficial if you’ve established a good reputation and your customers already like the experience you offer.
Once you’ve got some good leads, try getting in touch and don’t forget to mention the company that referred you. You could even offer incentives, such as bonuses, to customers that bring you business via referral.
Research the Destination
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The shipping industry relies on customer demand for goods. In some cases, products are season or location dependent. Fresh produce, livestock and some other perishable goods require reliable freight brokers to create a consistent flow in the supply chain and mitigate losses due to product spoilage.
Pursue the destination of shipments in niche markets or locations. You can use the USDA business listings as a resource to locate farmers who cultivate lucrative crops or raise livestock, and then contact them directly to build your customer base.
Treat Competitors as a Leads Source
It helps to cast your net wide in your search for customers seeking to move freight. If you’ve identified a specific brand of heavy equipment that’s being transferred between ports, confining your search to this brand or product can limit your chances of success.
Consider competing products and the companies moving those goods as an ideal place to start when you need to get into business with new shippers.
Get in Touch with Prospects Through Cold Pitching
Once you’ve obtained phone numbers or email addresses for prospective customers, it’s time to get in touch with several of them to gauge their interest. You may obtain that information from directories and lists of forwarders, your purchase history or even local port research.
Try calling or direct mailing potential manufacturers or dealers. Most of them may be worrying about issues like “How much does freight shipping cost?” But you have an opportunity to demonstrate to them your ability to transport goods quickly, efficiently and safely.
How to Find Shippers for Freight Brokers
Finding shippers doesn’t need to be a challenge if you’re a freight broker. With thorough research on your surroundings, manufacturers and ports, you can start establishing relationships with new customers.
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