Trucking Customers – Vital for Truck Owners

What is trucking? Getting your customers (trucking customers that is) product to market so they can succeed and in turn make you successful. Welcome the responsibility your customer has entrusted you with… their success! That responsibility should never be taken lightly.  If you do it could jeopardize your own business. More importantly, realize the wonderful opportunity that responsibility offers you and the unlimited potential for your business’s success.  In any business customer satisfaction is always paramount. In trucking that means reliability and reliability begins with dedication to your customers.

1. Always be early for pickup and delivery. Never plan to be just in time (unless you are doing “just in time” service for your customer). That provides you with at least the possibility to overcome a flat tire, dirty fuel filter, DOT inspection, etc. and still pickup or deliver on time.

2. Set yourself apart and be the one carrier your customer can count on during the holidays. Holidays are the hardest time for customers to find reliable dependable carriers. If you separate yourself above your competition for the holidays your customer is more likely to give you their business during the slow season. They will want to keep you because you are there when they need you the most.

Be thankful for their business and never miss an opportunity to show your thankfulness like…

1. Be kind, wear a smile and always say “please” and “thank you.” No one likes working with someone with an attitude or a chip on their shoulder. Just like Grandma used to say “you reap what you sow.”

2. Give gift certificates. Not only to the person responsible for giving you their business but also the employees loading your trailer. It is a very inexpensive way to show the forklift operators you appreciate them and what they do. In return they will be more inclined to take additional care when loading your trailer.

3. Be understanding. Just like trucking has unexpected chaos our customers businesses do too. If you are not willing to be understanding, patient and cooperative do you think your customer will be understanding, patient and cooperative the next time your pickup or delivery is late due to a break down?

Treat all your customers as valued business partners. Always remember that a customer is who you send your invoice to and expect payment from. That includes brokers. Brokers are not the enemy and sometimes come in very handy when the need arises.

Locating potential new customers is not as hard as you think. With only 1 truck to offer my customers I have successfully negotiated contracts with and hauled for a variety of companies. To name just a few of the companies I have enjoyed successful business relationship with – Perdue Farms, Odom’s Tennessee Pride Sausage, Performance Food Group, Letica Corp., JL Gonzalez, Redline, Omni Meats, Saputo Cheese, Atlas Cold Storage, Gulf Stream Coach and many more. The key to all the successful contracts and business relationships I have enjoyed began with locating them. I’ll share with you how I found my customers in an upcoming post “Find Customers Who Need a Truck.”

Find Customers That Need Trucks

Loading Groceries

Your ability to find customers that need trucks will put you on the right path to success. Establishing your own direct customers is the best way to guarantee a dependable cash flow. When you provide a direct customer with dedicated reliable trucking services they will be more apt to pay you on time and keep you loaded with their product. Both of which help make an excellent business relationship for years to come.

The most effective way I found my customers is by keeping my eyes and ears open when making pickups and deliveries. Look at the product on the docks or at the locations and gather all the information you can. Look for company names and address on boxes, product or anywhere else. Ask questions of the shipper or receiver like…

  1. Do you get that product every week?
  2. Does the same truck bring it or pick it up each week?
  3. Could you use a reliable dedicated truck?
  4. Who can I talk to?

Ask the drivers making pickups and deliveries questions to like…

  1. Do you haul this load every week?
  2. Did you get it from a broker?
  3. Do they have other loads every week?

You will be surprised at how much information you can gain just by politely talking to people at the shippers and receivers. It is important to point out to be respectful, polite and above all cautious. If they don’t want to discuss it with you thank them for their time and if you think an apology is in order to keep the peace then by all means apologize! Don’t be offended if a shipper or receiver doesn’t want to discuss their product shipments because they are most likely an employee that is not responsible for locating trucks. That is why you politely ask “who can I talk to?” If a driver doesn’t want to discuss his load it’s most likely because he owns his truck, he’s feeling threatened and wants to protect his relationship with his customer. Very understandable of a fellow truck owner. A sincere apology, congratulating them for acquiring such a valued customer and asking them for advice from their success would be the best response. They still may not talk to you but you have taken the high road and defused the situation.

Potential customers that need trucks are located everywhere. I have been known to stop as soon as I notice a business with trucks that are pulling the same trailer that I am pulling or that I am considering pulling (dry van, refer, step deck, dry bulk, etc.). There is nothing wrong with stopping, introducing yourself and meeting a potential new customer face to face. Business parks and business districts are a treasure-trove of potential new customers. Search them out and introduce yourself to as many businesses who will allow you the opportunity. In fact I have enjoyed more successful negotiations when I meet the customer in person even when walking in unannounced. They are able to read my body language, look into my eyes and see my confidence and commitment to their success. That is more valuable than anything you could put in a written contract or express over the phone. If at all possible meet with your potential and existing customers as often as possible. The rewards of a successful business relationship are increased immeasurably!