Someone recently sent me an e-mail asking, "What are some of the things you would do differently or change if you were to start expediting all over today? Also what are some of the things you do daily to make you successful?"
The man asked two great questions. I thought it would be helpful to people researching the industry to share the questions and my replies here.
No two expediting businesses are exactly alike. The experiences each of us have on the road, with vendors, at the bank, etc. shape our views of the industry. Business and personal goals are unique to each expediter. Thus, the answers to the above questions will vary, depending on who is asked. I invite all expediters, new and old, to share their responses. The richer the array of responses that are offered, the more newbies will benefit.
The things we (my wife Diane and I) would do differently if we were starting expediting today are:
1. When our first fleet owner did not hold up his end of the agreement, we would have changed fleet owners sooner. Being new in the business, we did not fully realize our value as an productive expediting team. Had we known how easy it is to get hired with a good record, we would have made the change sooner.
2. We would have shopped more thoroughly for a sleeper vendor, instead of relying on word of mouth from experienced drivers.
3. We would have brought less stuff with us when starting out.
4. Never again will we make plans based upon a vendors stated completion date.
5. When attending a free movie at a Petro truck stop after showering, I would be sure to not leave my shower bag behind.
Other than the above, our initial research and plans were right on. FedEx White Glove has worked great for us from the first day. It continues to do so.
Things I do daily that help us to be successful:
1. Being fully-qualified, fully-equipped White Glove drivers for FedEx. This means having a truck with a lift gate and reefer. It also means driver security clearances, art load clearances and taking extra HAZMAT training so we are qualified to handle whatever HAZMAT loads FedEx may have.
2. Be fully prepared to haul freight at all times on a moment's notice. This means sleep takes priority whenever you feel sleepy. The truck is kept in perfect running condition at all times (including fueling up immediately after a run or even just before the delivery if there is time). All errands are completed NOW, including laundry, shopping and truck maintenance. You do not want to turn down immediate- pick-up loads because you need to buy groceries or need an oil change.
3. Accept most loads. In simplified form our load strategy is to accept any load that does not cost us money. That works well for a carrier like FedEx where most loads pay well over your break even point; and with a White Glove truck and fully-credentialed team that is eligible for many loads other trucks and teams are not. On the flip side unless there is a very good reason to do otherwise, decline loads that are money losers. We stay near the delivery for up to 24 hours after a run and let the freight come to us. If there is no freight in that time, then we deadhead to where we believe the freight will be. Kindly note this is not a hard and fast rule. Other variables apply. Deviations from the above are sometimes made.
4. Stay in service and out on the road. The top producers are in service 80% of the time or more.
5. Run team not solo.
6. Be willing to go where the freight wants to go. A lot of drivers define themselves or speak proudly about what they will not do; they won't go to Canada, drive into NY city, take short runs, haul HAZMAT, handle or touch freight (load or unload), run out west etc. It is more productive to focus on what you will do. We have made a lot of money hauling Canada loads, NY city runs, short runs, HAZMAT loads, by being willing to touch the freight and head out west when the run comes available.
7. Do not let set backs get you down. Don't take a bad run offer personally, the dispatcher is required to try and cover the load. Truck break downs happen and sometimes this business requires sitting for a few days.
8. Maintain and grow cash reserves. You must have cash reserves from day one. Be prepared to survive at least 3 months with no income from expediting. Longer term, build reserves to the point where you can pay cash for your 2nd truck (our strategy, but a good idea for others too, we believe).
9. Start with a fleet owner before buying our own truck. This allowed us to learn the business quicker than we otherwise would. It also gave us the time and opportunity to learn what we wanted in a truck of our own.
I hope this helps.
The man asked two great questions. I thought it would be helpful to people researching the industry to share the questions and my replies here.
No two expediting businesses are exactly alike. The experiences each of us have on the road, with vendors, at the bank, etc. shape our views of the industry. Business and personal goals are unique to each expediter. Thus, the answers to the above questions will vary, depending on who is asked. I invite all expediters, new and old, to share their responses. The richer the array of responses that are offered, the more newbies will benefit.
The things we (my wife Diane and I) would do differently if we were starting expediting today are:
1. When our first fleet owner did not hold up his end of the agreement, we would have changed fleet owners sooner. Being new in the business, we did not fully realize our value as an productive expediting team. Had we known how easy it is to get hired with a good record, we would have made the change sooner.
2. We would have shopped more thoroughly for a sleeper vendor, instead of relying on word of mouth from experienced drivers.
3. We would have brought less stuff with us when starting out.
4. Never again will we make plans based upon a vendors stated completion date.
5. When attending a free movie at a Petro truck stop after showering, I would be sure to not leave my shower bag behind.
Other than the above, our initial research and plans were right on. FedEx White Glove has worked great for us from the first day. It continues to do so.
Things I do daily that help us to be successful:
1. Being fully-qualified, fully-equipped White Glove drivers for FedEx. This means having a truck with a lift gate and reefer. It also means driver security clearances, art load clearances and taking extra HAZMAT training so we are qualified to handle whatever HAZMAT loads FedEx may have.
2. Be fully prepared to haul freight at all times on a moment's notice. This means sleep takes priority whenever you feel sleepy. The truck is kept in perfect running condition at all times (including fueling up immediately after a run or even just before the delivery if there is time). All errands are completed NOW, including laundry, shopping and truck maintenance. You do not want to turn down immediate- pick-up loads because you need to buy groceries or need an oil change.
3. Accept most loads. In simplified form our load strategy is to accept any load that does not cost us money. That works well for a carrier like FedEx where most loads pay well over your break even point; and with a White Glove truck and fully-credentialed team that is eligible for many loads other trucks and teams are not. On the flip side unless there is a very good reason to do otherwise, decline loads that are money losers. We stay near the delivery for up to 24 hours after a run and let the freight come to us. If there is no freight in that time, then we deadhead to where we believe the freight will be. Kindly note this is not a hard and fast rule. Other variables apply. Deviations from the above are sometimes made.
4. Stay in service and out on the road. The top producers are in service 80% of the time or more.
5. Run team not solo.
6. Be willing to go where the freight wants to go. A lot of drivers define themselves or speak proudly about what they will not do; they won't go to Canada, drive into NY city, take short runs, haul HAZMAT, handle or touch freight (load or unload), run out west etc. It is more productive to focus on what you will do. We have made a lot of money hauling Canada loads, NY city runs, short runs, HAZMAT loads, by being willing to touch the freight and head out west when the run comes available.
7. Do not let set backs get you down. Don't take a bad run offer personally, the dispatcher is required to try and cover the load. Truck break downs happen and sometimes this business requires sitting for a few days.
8. Maintain and grow cash reserves. You must have cash reserves from day one. Be prepared to survive at least 3 months with no income from expediting. Longer term, build reserves to the point where you can pay cash for your 2nd truck (our strategy, but a good idea for others too, we believe).
9. Start with a fleet owner before buying our own truck. This allowed us to learn the business quicker than we otherwise would. It also gave us the time and opportunity to learn what we wanted in a truck of our own.
I hope this helps.