DRAYAGE
What is Drayage?
- Drayage is the transport of goods over a short distance in the shipping and logistics industries. Drayage is often part of a longer overall move, such as from a ship to a warehouse.
FOB vs Delivered Sales
FOB (Freight On Board): The person you are speaking to does not have to hire the transportation (pick the truck) for their loads.
Delivered Sales: The person you are speaking to must hire the trucks and arrange/decide which carriers to use for their loads.
What makes a yellow tag?
“Calling a company and speaking to someone who can confirm that company uses outside carriers to help move their freight, and get the name of the person who makes the decisions on which carriers they use.”
When posting to trucker tools what does the MASKED Location do?
Post the load to bigger/well known cities that we select rather than the exact lane.
What are the 2 types of Drop trailer?
Live Load Drop Trailer
Cycle Drop Trailer
How do we quote these types of loads?
Before we quote the prospect/customer, a conference call must be held between the Broker and Sales Manager to determine if JEAR can move the freight/load in question.
Once this conversation is had, we are then able to sell the load to a carrier and 90% of the time we will have to bring a truck in hand (SOMEONE YOU ALREADY HAVE BOOKED) or someone who has capacity days in advance. Many of these carriers require more than a day's notice to book.
Universal Excel file with drayage carriers who service certain ports and email blast or call them
What is a “Gatekeeper” or a “GK”?
The Gatekeeper is the initial person who answers the phone (secretary, accounting, sales person, etc…)
When referring to a CORE prospect, what is Understanding of the “Buying Window”?
I have an idea of when they are going to give me my first load. Usually, because I asked them when it will come.
Trucker tools is good for posting up loads day of: True or false?
False - this is designed to help us prebook loads that are 2days plus in advance
What are the 3 types of quotes?
Live Load
General pricing
RFP/RFQ
What do we want to find out before quoting a prospect that does Drayage
1.Does this company Outsource Full truckloads as well?
2.Does this company have high volumes of “LTL” or Drayage orders?
What is a “Decision Maker” or a “DM”?
The Decision Maker (or the “DM”) is the person at the company who makes the decisions on which carriers they decide to use on their loads.
Often referred to as “Transportation Manager” or “Logistics Manager”
Spoke with the DM
Added Value
Found out immediate or long term opportunity
This is an example of what type of prospect?
HOT Prospect
What is Geofencing?
automatic update when tracking puts truck on site for pick up or delivery
LTL VS CONSOLIDATED FTL
LTL (Less than Truckload): Any load that does not fill up the entire trailer, or the majority of the trailer. LTL carriers offer “per-pallet” rates to customers.
Consolidated FTL: Multi-pick or Multi-drop loads where “LTL Orders” are combined to fill up or “Consolidate” into a full truckload, or most of a FTL.
What is Shuttle Drayage and Pier Drayage
1 . Container is temporarily taken to yard due to overcrowding –
“shuttling” containers back and forth to make space
2. Using higways/roads to transport containers to dock/piers from previous hub - Usually 4-5 day free pick up from arrival and to return
What is the Big 4?
DM?
How do they Tender?
Lanes?
Volume?
Referring to the Weekly Growth Goals when in Fulltime Sales, we need to add: 25/7/2/1
25) Prospects
7) HOT Prospects
2) CORE Prospects
1) CUSTOMER
Is this a good way to sell TT?
“We use our own internal Load Board to book your freight.”
NOOOOOO
A percentage of “contracted” freight given back to shippers in an area. A higher the percentage suggests a tight market.
Tender Rejection Index
How do we find Drayage?
- Post it to LoadMatch.com
- DAT (type C = container)
-Truckstop
Manually source capacity
Google Drayage Carriers & call
Transportation Management System (TMS) What are the ~5 main different features?
1) Tracking
2) Accounting
3) Scheduling Appointments
4) Bidding on Open Loads
5) Tendering Freight
What makes a CORE prospect?
Positive feedback on rates
What are three terms you can use when pitching trucker tools to a prospect/customer?
AI(adanced innovation) Technology
Freight-Matching
Machine-Learning
What are the online sources I use to quote?
JEARnet
Truckstop
DAT