How to find Dedicated Freight?

Dedicated freight as name suggests, working regularly with shippers or brokers for consistent freight to move. When you're in on the action, you've got a guaranteed stream of loads, so you can plan your trips ahead of time without any guesswork or relying on the spot market.

Now, here's the real puzzle: how do you actually score dedicated freight? This question keeps many carriers up at night, and unfortunately, a lot of them struggle to crack the code. When the spot market takes a downturn, these carriers find themselves in a tough spot, and some even end up going out of business.

Let me spill the beans on a few tried and true methods I've picked up from my own experiences when it comes to nabbing dedicated freight.

First things first, let's dive into a smart way to secure dedicated freight without having to rely on load boards every single time. And that's by building solid connections with brokers who can hook you up with consistent loads.

1. Identify a broker who has freight coming out of any specific area and try to haul one load for them. For example, if i see there are cotton loads coming out of South Georgia and there are multiple brokers moving them, i try to talk to them to see if they have consistent freight or is it a one time thing.
2. Once you've identified a few potential brokers, it's wise to do your due diligence and thoroughly evaluate their reputation and credentials before hauling any loads for them.
3. When you snag a load, it's time to bring your A-game and show that broker or customer why they made the right choice by picking you. You got to keep them in the loop with regular check calls and updates, so they know you're on top of things and can trust you to handle their freight like a pro.
4. Now you've delivered the load and crushed it with your top-notch service. Nice job! Now, it's time to take it to the next level. Ask that broker or customer if they've got more loads like that one in the pipeline. If you made a good impression, they'll be happy to add you to their list of go-to carriers who get first dibs on their load lists.
5. If you really want to earn that broker's trust, you got to hustle and do a few more loads for them. Once they see how you operate and how reliable you are, they will be happy to keep sending work your way. Brokers don't want to lose their customers, so they will be willing to spend a little extra cash to make sure their loads go off without a hitch. Even if it means paying an extra $200-$300, they will do it if it means keeping' their customers happy.
6. So if you play your cards right, you will have consistent freight with better than market rates ( not all the time but at least consistent freight ).
7. Building relationships in this business is worth its weight in gold. Brokers will remember you and prefer your service over anyone else. Even if they have an empty truck 20 miles out, they will like to put you on their loads even if you are 100 miles out.

Now, let's move on to the next strategy: finding direct shippers to bypass the brokers and work directly with them.

Here's an important heads-up: Many brokers include a Non-Compete clause in their carrier packets. So, it's crucial to consult with your lawyer first before reaching out to any of the broker's shippers. Better safe than sorry!

Here are few things that worked for me:

1. When you're talking to shippers, make sure you give them what they actually need, not just what you want. It may seem like a small distinction, but it can make a huge difference. Every customer has their own challenges, and it's up to you to figure out what's bothering them. Offer them a sweet deal with a 60-day trial and no binding contract. The smaller to medium-sized shippers usually struggle with things like Guaranteed Capacity, Low Tender Acceptance rate, Freight Damage incidents, and, most importantly, On-time delivery. So, focus on these pain points and pitch your service accordingly.
2. To begin with, start by conducting research on shippers operating in your area. Reach out to them to explore the possibility of securing dedicated routes. It's important to connect with the shipping manager or other members of the management team, showcasing your track record with other clients to build trust. In addition to providing a carrier packet, include comprehensive information about your company, highlighting how you can assist them and include testimonials. And follow up like a crazy person.
3. Whenever you deliver a load somewhere, use that opportunity to call the shipping manager pretending to talk about some paperwork and use this chance to engage them in conversation and discover their pain points. By understanding the challenges they face, you can proactively offer solutions for other lanes they may have. This approach helps foster a strong relationship with the shipper, which can have a lasting impact. In fact, if they really like you (it happened to me once), shippers might even offer you additional routes.
4. Search the shipper on LinkedIn and try adding the Shipping or Warehouse managers and start engaging with them on the platform. Take it slow and work on convincing them about your services over time. Don't forget to show off your impressive work on LinkedIn so they can see you're a reliable carrier. If you do it right, they might even reach out to you themselves.
5. Give the DAT directory a shot to find direct shippers. You can narrow down your search by State, Commodities, ratings, and insurance coverage. Once you've found a potential shipper that fits the bill, go ahead and apply all the strategies mentioned earlier to persuade them to work with you. It's all about repeating those steps to win their business.

These are the techniques I've used to successfully secure dedicated freight for the carriers I've worked with. I hope these strategies will assist you in finding your own dedicated freight opportunities.