🚚 In this episode, we cover:

• ⏱ What accessorial charges are (detention, layovers, TONU, lumpers & more)
• 📄 How to document charges and avoid disputes
• 📉 Real-world examples of how mishandling accessorials hurts profits and relationships

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Nate Cross & Ben Kowalski answer your freight brokering questions and discuss:

📞 What does “100 calls per day” really mean—total dials or the number of companies contacted?
🚫 Is there a way to get more customers without cold calling? What can a new broker do after struggling with outreach?
💸 When does a shipper typically pay a new brokerage, and how do you cover the carrier payment before you get paid?
🚛 Why would a truck driver change the MC number and company name on the side of their truck?

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Profits can vanish fast when brokers cut corners. Nate kicks things off with a wild National Guard story from inside New York prisons, then we dive into real-life brokerage disasters: a $50K trailer fail, insurance loopholes that killed claims, and a rejected tanker load no one wants to touch. If you’re in freight, these lessons could save your business.

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Nate Cross & Ben Kowalski answer your freight brokering questions and discuss:

• Does Your Business Name Matter? – Should you change “Transportation” to “Logistics” when you become a broker?
• Cold Calling 101 – How to approach shippers as a new broker and what your outreach should sound like.
• Finding Carriers When You’re New – Strategies to build carrier relationships, even when you lack a credit rating.

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🔹 DAT Features – Explore qualification settings, company profiles, and market insights.
📊 Leveraging Data Analytics – Use tools like Benchmark & LaneMakers to optimize operations.
📈 Navigating Market Shifts – Learn how seasonal changes impact capacity and pricing.
💰 Boosting Profitability – Improve decision-making with real-time carrier performance tracking.

🎧 Tune in now to stay ahead in the freight game!

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Ben & Stephen answer your freight brokering questions and discuss:

• Prospecting as a New Broker – Key advice for getting started and landing shippers.
• Using the BOL for Leads – How to leverage Bills of Lading to start conversations.
• Building Carrier Trust – Overcoming factoring issues and earning credibility.

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We're doing a live podcast this Thursday with DAT to help show you the best ways to maximize your tools to increase your profits and carrier network. Make sure to join us on LinkedIn or YouTube this week, March 20th at 2pm EST. You can interact and ask questions if you watch live, otherwise it will be available for everyone as a recording just like our normal podcast.

LinkedIn: https://www.linkedin.com/events/7305645496692289537/about/

YouTube: https://www.youtube.com/live/4awDX7L5TDI

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Benjamin and Stephen break down the many roles in freight brokerage, from freight agents to carrier sales reps, and the challenges of customer acquisition. They dive into market trends, tariffs, cargo theft, and cyber scams, highlighting the need for clearer job titles and stronger fraud enforcement. Plus, they discuss AI’s impact on logistics and the challenges of economic uncertainty in this high-stakes industry.

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Ben & Stephen answer your freight brokering questions and discuss:

• TONU Fees & Cancellations – Is it reasonable to charge a 24-hour cancellation fee on shipments? (Sounds like a TONU question.)
• Trucking Cost Per Mile – What’s the industry average for a trucking company? Comparing $1.80 vs. $2.07 per mile.
• Freight Broker vs. Sales Jobs – How does being a freight broker compare to other sales roles?
• Career Moves in Logistics – After two years in freight brokerage, what’s next? What was your next job after brokering? Is there a path in logistics beyond traditional brokerage?

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Ben and Dean break down recent US-Canada tariff changes, covering their impact on freight volumes, rates, and carrier challenges. Dean shares insights on operating costs, a possible freight recession, and long-term trade policy effects. They also discuss market volatility, strategies for navigating tough conditions, and the importance of strong partnerships. The episode wraps up with predictions for future trends and advice on staying adaptable in a shifting market.

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