Shipper partnerships are essential for freight brokers, but not all shippers are the same. Before committing to doing business, ensuring the shipper is a good fit for the brokerage is crucial. Asking thoughtful questions early on can save everyone a lot of hassle down the road. Once the relationship is established, it is essential to remember that shipper partnerships are never fixed and should not be taken for granted. Shippers have dynamic businesses with needs that can change and evolve, so freight brokers can benefit from checking in with shippers throughout the working relationship. Plus, asking questions and having open conversations can help freight brokers create innovative solutions and anticipate and meet needs.
In this guide, we detail 13 questions freight brokers can ask shippers.
What does your company manufacture?
This is an important question, but talking to the shipper is not the only way a freight broker can get this information. Do your research before speaking with a manufacturer. Then, when you speak with the manufacturer, you already know the basics of their business and can ask more specific questions about their products.
What challenges do you face?
Thorough research into the shipper’s competition, supply and demand, and market influences may reveal some challenges the shipper faces. Talk to the shipper to gain additional insights into their challenges and learn what is most vital for them to address.
How do you currently transport freight?
Asking this question will provide insight into their current approaches. Listen to their transportation solutions even if they are outside your area of expertise. Note where you can assist and pay particular attention to areas where they seem dissatisfied with their current transportation services.
How have you transported freight in the past?
When you ask potential shipping clients this question, listen to their experiences and history with freight transportation. Learn about what has not worked for them and gain insight into their various approaches so you do not blindly offer something that does not accomplish their goals. Learn what works for them so that you can improve upon the strengths of those solutions.
What aspects of freight transportation are most important to you?
Asking this question will help you understand what the shippers value the most. Do they need special services, speed, or low costs? Knowing where their priorities are will enable you to understand their goals. This question is helpful to ask both prospective and current clients.
When was the last time you added a new logistics provider, and why?
This question provides insight into the shipper’s experience with logistics providers and the motivations for changing providers. Are they open to changing brokers? What are the push and pull factors lead to a decision to switch providers?
What are you looking to improve about your preferred broker list?
This question is great to ask both prospective and current shipping clients as it provides insight into the desires of the shippers. Where could you fit in? Do they have any needs that still need to be met?
What criteria do you use to assess your freight brokers?
This is also an excellent question to ask potential and existing clients to help you understand the services, qualities, and abilities that are most important to the shippers. What are they looking for? What is most important? A relationship? Costs? Communication?
What is your experience like with drivers?
Understanding a shipper’s experiences with drivers will illuminate needs, desires, and outcomes, as well as the temperament and policies of the shipper. Do they frequently encounter late arrivals, rushed loading or unloading, or other issues? If so, How do they feel about those issues? What is their response? Do they have any drivers they love? Learning this information will help you understand how to work best with the shipper and carriers you pair with them or know altogether if you want to avoid working with the shipper.
Who is in charge of shipping decisions?
Is the point of contact the decision maker, or are there other important stakeholders you need to be in touch with? It is crucial to understand who has decision-making authority and tailor your approach to those stakeholders’ interests, concerns, and needs.
How long is detention at your blocks?
If a shipper has frequent or lengthy detention times, you may risk losing your carriers who haul for them on top of losing revenue. It is not worth it to work with shippers with frequent and lengthy detention times. Look for shippers that work hard to eliminate or keep detention times to a minimum.
How many loads do you ship each month?
This is a straightforward question necessary to understand the volume of business you can expect from the shipper.
How much flexibility is built into your shipping schedules?
When interviewing prospective shippers, it is helpful to understand the flexibility built into the shipping schedule. How important are deadlines? How much lead time does the shipper allow? If the shipper has hard deadlines and minimal lead time, they may not be an ideal client unless you enjoy the thrill of an exceptional challenge.
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