From the Floor: Recent Episodes
Nick Dangles
In this series, I talk with freight brokers about best practices, common mistakes, industry-specific knowledge...really any sort of brokerage advice.The goal is to keep these interviews short and provide actionable advice that people can learn from and put into practice at their own companies.
In this episode, we take a more in depth look at truckload pricing and the solution provided by Greenscreens. I chat with Kevin Coomes, VP of Sales at Greenscreens, about topics like:
- Why is the way brokers price freight problematic?
- How does Greenscreens address these problems?
- What is the value proposition of Greenscreens for a freight broker?
- Who is Greenscreens for?
For more information on Greenscreens, check out www.greenscreens.ai or reach out to Kevin directly at kevin.coomes@greenscreens.ai.
In this episode, we discuss how the industry has changed over Nick's time in the industry and how those changes have impacted the sales process. What tech is table stakes that used to be a differentiator? What type of tech should companies be looking at? How have changing market conditions impacted sales?
In this episode, we discuss some outside of the box sales tactics. What has worked for Gunner in the past? How would he suggest approaching brokerage sales?
In this episode, we discuss the LTL concept of Blanket Pricing vs Customer Specific pricing (CSP). What does each term mean? What are the advantages of each? How do you go about getting a CSP?1
In this episode, we discuss carrier retention. What is it? Why is it important? How do you increase it within your organization?
In this episode, we discuss the importance of being selective in brokerage. From choosing customers to quoting on lanes to onboarding new carriers, it's always best to have a strategic approach. We discuss some reasons why this is the case.
In this episode, Tyler discusses five attributes or philosophies that have helped him find success in his career as a broker.
In this episode, we discuss how to approach conferences and trade shows. For example - the importance of prep work, what to include in your prep, who to approach and best practices for follow up.
In this episode, we discuss some of the skills needed/learned in brokerage. As someone who also made a career change into brokerage, Dustin gave a great perspective on this.
In this episode, we discuss how to handle some of the highs and lows in freight. For example - how to approach difficult conversations, what to do when your contact at a customer leaves and how to help employees through these situations.
In this episode, we discuss some fundamentals of the sales process. For example - the importance of finding a niche, how to find new leads and ways to approach cold calling.
In this episode, we discuss some fundamentals of carrier sales. For example - required info to book a load, asking carriers the right questions and not wasting phone calls.
In this episode, we discuss the importance of organizing your day. For example - why it's important, how to structure your day and what to do if/when you get sidetracked.
In this episode, we discuss some tips for winning/managing contractual business. For example: how to approach bids, the info needed prior to submitting a bid and how to approach pricing for long-term business.
In this episode, we discuss ways to handle toxic business. For example - what toxic business means, how to ID when it's happening and what to do about it.
In this episode, we discuss different best practices for sales meetings. For example - what kind of questions do you ask, and what's the value of involving multiple people, and how to handle common objections.
In this episode, we discuss truckload pricing fundamentals. For example - factors that impact pricing, how to approach seasonality, and how to develop a consistent pricing strategy across your organization.
In this episode, we discuss what good business actually looks like for a broker. For example - what makes a good relationship, how do your find/nurture that kind of business and how to maintain relationships through personnel changes.
In this episode, we discuss things to consider when buying new tech. For example - how tech needs change as your brokerage grows, tech table stakes and what has been particularly impactful for Justin at his brokerage.
In this episode, we discuss account management - specifically some advice around growing accounts. For example - how to identify opportunity areas within an account, navigating different contacts within an account and common mistakes that account managers make.