In The News

Jabez: Fast Growth in a Slow Economy

Everyone active in the expediting/trucking/transportation industry knows the economy experienced a dynamic and disastrous downturn in 2008, reaching its peak in 2009, and slowly making a comeback toward recovery in 2010. Owner operators lost their trucks and many fleet owners had their financed trucks repossessed or otherwise were unable to keep making payments on some or all of the trucks in their fleet. As drivers, owners, and owner operators saw higher fuel costs and expenses, there were fewer available loads and those available were not paying as much as previously for the same loads.

This situation was instrumental in bringing down some trucking companies, caused some to financially restructure, prompted some mergers, and forced many others to look at their business model and reposition the way they conducted business and with whom they chose to partner. Alliances with organizations like The Expedite Alliance of North America (TEANA), and companies like Sylectus became even more important in being able to locate, bid, and secure available loads.

An overall look at the ongoing expediting services pointed to a preference in running lanes (point A to B and then back to point A) as opposed to going where the client’s loads go, lane or no lane. Another factor influencing the ability to secure loads was whether companies allow owner operators to accept or refuse loads regardless of the price per mile quoted to the shipper for the load delivery. It seemed that many companies were willing to take the “good location” loads, (cherry picking), but were unwilling to even out the playing field by offering to bid on and run loads to difficult destinations, even on an occasional basis.

During this time of decline in business expenditures, economic uncertainty, and shifting in the balance of partners, clients, and prospective opportunities, that Jabez Expediting and Logistics begin to show its strength in the greater market place on the national stage. Jabez saw a way to fill a need and to broaden its client base with an expedited service that addressed both of the above issues and offer a different approach in serving their clients.

Jabez chose first to address their approach to prospective clients. Successful companies all have one thing in common…they understand that doing business without advertising is like winking at someone in the dark; you know what you are doing but no one else does! With that in mind Jabez owners, Danny and Rita Roop, authorized travel to clients and prospective clients in the southeast, east coast, northeast, Midwest, and Canada to put a face with the name Jabez with the major players in expediting. Rather than letting clients know what they did, and hoping it fits their needs, Jabez asked them what they wanted done and then went about finding a way to accomplish what they needed. Once Jabez proved adept at doing that, they were suddenly a prospective partner to a number of major players that had not considered them previously. The willingness to also go outside of the standard running lanes to cover loads and that Jabez would run loads to “expedited freight shortage areas” opened some doors of new business for them.

Jabez also looked at their business partners and wondered if they could expand their client base with companies that knew who they were but were not doing business with them. This included organizations of which they were members, TEANA and Sylectus. While they were members, they were what are called second cousins. They knew they were part of the same “family” organization, they had seen each other’s company names on the rosters, but unlike first cousins and knowing their names, they did not know any of the names behind their businesses or much about their operations. This was changed with a nationwide campaign in conjunction with the parent company of ExpeditersOnline.com, On Time Media, to make other expediting industry leaders aware of the Jabez name, what they stood for, and to give them name recognition in the market place. That effort, combined with an email and calling blitz to establish a contact person and to learn how they could work together, contributed to a drastic increase in the request for their services. It also got some of the best drivers and owner operators calling to find out more about Jabez.

Jabez utilizes mostly teams of professional drivers with years of OTR experience (minimum 2 years), that are recruited based on their ability to listen, follow requests, stay out a minimum of two-three weeks, professional attitude, and their understanding of the fact they are not to take a load that cannot be delivered early. Jabez drivers are instilled with and must have a “if you can’t be on time…be early” attitude!

The Jabez success came about because they believe the driver, not the truck, is the key to great customer service and on time deliveries. A truck, brand new or otherwise, has never been on time without a driver getting it there on time, never interacted with the staff at pickup and delivery, never secured a load or ensured all BOL paperwork was faxed in a timely fashion upon delivery. It is the drivers that Jabez and every trucking and expediting company needs that can truly make or break a company and its image.

The largest factor contributing to the six (6) fold growth Jabez saw in less than two years (yes, six fold from September 2008 to September 2010) was due to their exceptional drivers and their dedicated owner operators. The Jabez commitment to “be the best…not the biggest!” is based on their driving partners and their expectations, both implied and written. Do your best, work with the best, expect the best, and leave the rest to God.

www.expeditersonline.com/sub/jabez/