Freight brokers develop customers by being ready the moment a shipper suddenly needs a truck. That means building a network of reliable truckers, knowing each driver’s equipment and endorsements before the load appears, and staying organized enough to match the right driver to the right freight. One overlooked opportunity: the annual CVSA Roadcheck inspection blitz, when available trucks get scarce.
Not sure whether the next step is brokering or dispatching? We break down the difference between a freight broker and a dispatcher and who each one works for.
Not sure where the first names on that customer list come from? Start with how to find freight brokerage customers.
Looking for the carrier-side version of this? Read how to find shippers for your trucking company without a load board for the local-industry and referral tactics that work without a load board.
New brokers should also look at freight broker software that tracks shippers and drivers.
Probably, most brokers don’t want to pay attention to the CVSA Roadcheck. The annual on-the-road safety check of trucks in mid-May shouldn’t impact freight brokers, should it? But if you’re trying to find a truck driver for that week, you may find that there’s a sudden absence of available drivers. Because some truckers are unwilling to risk an inspection, they take the time off. When customers lose a trucker that week, they might not get hired again. They’ll reach out to a broker to find a replacement. That’s one way to get new clients if you’re starting out your brokerage firm.
Developing Customers
Talking to the recently retired head of logistics for the largest local manufacturer, I asked about the week of Roadcheck. He was pretty blunt about it. “If a driver who has a regular load from us calls off that week, we don’t call that trucker back.”
To him, it’s a simple analysis.
If a trucker doesn’t think their truck will pass the safety inspection, then he didn’t want them hauling their loads. If the truck driver can’t be bothered to go through the inspection, then he assumed they don’t care about his freight.
That manufacturer needs a new driver with the potential of developing a regular relationship.
The Broker’s Opportunity
This is the time to have a reliable trucker on speed dial. One pro tip: know in advance what kind of trailer they need. If the loads are specialty – oversized, overweight, or require a specialized endorsement – putting out feelers for truck drivers who can handle these loads a week or two before the CVSA Roadcheck, positions a broker as proactive.
Getting new customers and new truckers is an ongoing challenge to brokers. But this is an opportunity to build more positive relationships and gain a good reputation in the logistics industry. So when a shipper needs a trucker for the week of the Roadcheck, a prepared broker can meet a need and develop customers in a professional relationship.
Keeping Track of Truckers
The sheer number of truck drivers that a broker might deal with is huge. Trying to keep track of them and their endorsements and equipment is a challenge. That’s why TruckingOffice Brokerage software is a great tool for truck brokers. Staying organized and aware of the long-distance and regional truckers can be a challenge.
A long-distance driver might be off your radar for a week or more. That might lead to them being overlooked or forgotten. When a regional load comes available, finding the right driver isn’t just about who comes to mind, but who can take the freight.
At the same time, there will be truckers who you don’t want to work with twice. That’s as important to know as the great truckers. Keeping records and staying organized helps a broker stay prepared.
TruckingOffice Brokerage Software Organizes Brokers
TruckingOffice Brokerage Software has the tools a broker needs to get organized and stay organized. Tracking shippers and truckers is the start, but a good brokerage software will also
TruckingOffice Brokerage Software handles all of these tasks to help your brokerage business become successful. It’s a tool that a new broker can afford as they get started.
Interested in learning more? TruckingOffice Brokerage is available for a free one-month trial.
Frequently Asked Questions
How do freight brokers get new customers?
Freight brokers often gain new customers when a shipper loses a regular trucker and needs a replacement fast. A broker who can produce a reliable driver at that moment meets an immediate need and starts a professional relationship that can turn into repeat business. Building a good reputation in the logistics industry is what turns a one-time save into a regular customer.
Why does CVSA Roadcheck week matter to freight brokers?
Some truckers take time off during the annual CVSA Roadcheck in mid-May rather than risk an inspection, so available drivers suddenly become scarce. Shippers who lose a driver that week often won’t hire that trucker back — they call a broker to find a replacement. A prepared broker can meet the need and win a new customer.
How should a freight broker prepare for Roadcheck week?
Put out feelers for available truckers a week or two before the Roadcheck, and know in advance what kind of trailer each shipper needs. If the loads are oversized, overweight, or require a specialized endorsement, lining up qualified drivers early positions the broker as proactive.
What software helps freight brokers manage customers and truckers?
Brokerage software keeps shippers, truckers, equipment, and endorsements organized in one place. TruckingOffice Brokerage Software also creates rate confirmations, handles invoices and payments, and includes customer relationship management — and it’s available for a free one-month trial.
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