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Looking for Freight to Haul? Four Resources for Finding Your Best Customer

Posted by IndustrySelect on Thursday, July 11, 2019

100023_freight33 MIN. READ

Finding clients with freight to haul can be a challenging and complicated process. Freight brokers, trucking companies and logistics service providers are all subject to the same issues.

Let's take a closer look at some of these challenges and solutions that can help your business overcome freight related challenges.

Establishing Contact

Contacting the right person can be a game of phone or email tag. Google searches can give you basic contact information, but they often lack critical details that are necessary for contacting the right person.

Ideally, you want to talk to the shipping or freight manager. They are the ones who will be making decisions on what companies they work with to move freight in and out of their facility.

Be aware that the listed contact information companies post publicly may be a gatekeeper employed to screen or filter calls. In other words, your message will be passed along to the right person.

If you wish to go directly to the person who you need to talk to, an IndustrySelect subscription can put you on a first-name basis with the nation's 400,000 manufacturers.

IndustrySelect subscribers can select up to 30 consistently-updated data points on any manufacturing company in the U.S. to help identify or pre-qualify companies with freight to haul. Company profiles also include the contact information for hard-to-find executive decision-makers. 

Understanding Industry Influences

Because of tariff and other trade related issues, more and more manufacturers are sourcing cargo transport domestically where they may have relied on intermodal companies before.

In other parts of the country, there are shipping firms that have been restricted in operations due to the U.S./Mexico border closing in El Paso, Texas and elsewhere for brief but unpredictable periods of time.

Studying and understanding their specific issues discussed in manufacturing blogs such as IndustryNet, demonstrates that your company truly wants to become a partner in overcoming obstacles.

Know Your Cargo

With such a wide variety of freight to move, a broker or transport company would do well to learn about the type of business that is associated with a specific cargo type. For example, learning in advance that a company requires shipments of fabricated metal parts several times per week gives you an advantage during initial contact.

Being prepared to ship a manufacturer's specific cargo proves that your company is professional and experienced. It would not reflect well upon your business to call up a company that needs to ship sheet lumber when your fleet consists of tanker trailers.

IndustrySelect provides subscribers with data on the products a company produces, the materials required and the volume of business all in one place.

Look Beyond Price

Most manufacturers already have a shipping partner that they work with. Figuring out what they're paying can be done using a 3PL online calculator.

Cost is not the only variable that potential customers must consider. When talking to them, be open to hearing their problems rather than delivering a 60-second commercial on why your company is better than their current partner.

Find out if they are struggling to find a reliable shipper? Are they being overcharged for capacity they are unable to utilize? Are they experiencing problems due to circumstances beyond their control? Are they using a 3PL provider, or are they simply shipping and handling inventory on their own?

By asking open-ended questions, you can gain a lot of insight into your customers' needs.

Discover New Business Here

With detailed profiles of 400,000 U.S. manufacturers in its database, an IndustrySelect subscription can put you on a first-name basis with manufacturing decision-makers in need of trucking, logistics, and freight services like yours. Visit IndustrySelect for more information. 

 

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