Effective shipper partnerships are vital for freight brokers, but shippers vary in their needs and preferences. Prior to committing, ensuring a fit with the shipper is crucial, and asking insightful questions can save time and effort. Remember, these partnerships are dynamic and require ongoing attention.
In this guide, we outline 13 essential questions for freight brokers when engaging with shippers:
- What does your company manufacture?
- Prior research on the manufacturer’s business can help, but discussing their products directly allows for more specific inquiries.
- What challenges do you face?
- Extensive research into their industry challenges can uncover valuable insights, but direct communication with the shipper provides a deeper understanding of their specific issues.
- How do you currently transport freight?
- This question sheds light on their existing methods, even if it’s beyond your expertise. Pay attention to areas where they’re dissatisfied with their current transportation services.
- How have you transported freight in the past?
- By learning about their past experiences, you can avoid offering solutions that haven’t worked for them and build on what has.
- What aspects of freight transportation are most important to you?
- Understanding their priorities, whether it’s special services, speed, or cost-effectiveness, helps align your goals with theirs.
- When did you last change logistics providers, and why?
- This question provides insights into their history with logistics providers and their motivations for making changes.
- What do you want to improve about your preferred broker list?
- Both potential and existing clients can offer valuable insights into their needs and where your services could fit in.
- What criteria do you use to assess your freight brokers?
- This question helps you understand the qualities and services that matter most to the shipper, whether it’s cost, communication, or relationship-building.
- What’s your experience with drivers?
- Insights into their interactions with drivers reveal their preferences, issues, and policies, guiding your approach to working with them.
- Who makes shipping decisions in your company?
- Understanding the decision-making hierarchy allows you to tailor your approach to the key stakeholders’ interests and concerns.
- How long is detention at your facilities?
- Detention times can impact carrier relationships and revenue. Avoid shippers with excessive detention times, and look for those actively reducing them.
- How many loads do you ship monthly?
- This straightforward question helps gauge the volume of business you can expect from the shipper.
- How flexible are your shipping schedules?
- Assess the flexibility in their schedules, considering deadlines and lead times. Shippers with rigid schedules may not be an ideal fit unless you’re up for a challenge.
By asking these questions, freight brokers can forge stronger partnerships, anticipate shipper needs, and provide innovative solutions.