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18 Wheels Justice Trucking Business Knowledge HQ, Trucking Books, Sustainable Driver Retention, Our Trucking Books are designed for Small and Large Trucking Companies. Welcome to our Trucking Blog History Page! Read Our Featured Article on Negotiating with Freight Brokers.  We also have very effective  Truck Driver and Owner Operator Advertising. Trucking Books on Training, Recruiting and Retention

 Welcome to 18 Wheels of Justice! Our trucking articles and blogs are educational and designed to aid truck drivers, owner operators and trucking companies.  The 18 Wheels of Justice Trucking Article on this page is titled, The Joy of Negotiating and it covers Negotiating with Brokers.
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18 Wheels of Justice Featured Trucking Blog Article

Good Morning and Welcome.

Joy can be found in every endeavor with an understanding of the process.  I think if there was a way to divide our country into two types of people, the most effective and decisive way would be to divide them into the two categories.  Those who enjoy to negotiate and those who don't.  I don't think there is anyone on the fence.  People either like it or they don't.  I think the best sales people tend to be "people pleaser's" and are easily offended and uneasy when a relationship they have developed with a customer or broker turns to a negotiation over a specific load, lane or contract.  They tend to view it as something they may have done wrong in the relationship.  It becomes uneasy very quickly.  Do your best to make the other person comfortable with the negotiating process, also.  The best negotiators and sales people tend to be the best communicators. They know how they want the conversation end and they know how to get there in an easy manner. 


The conversation begins and ends with a purpose.  The higher rate is not slipped in near the end of the conversation, it is addressed and debated during the entire conversation in a polite and consistent manner.  In the spot market, the last thing you want is an auction or bidding type of process where numbers are simply thrown back and forth, it's ineffective and makes you seem greedy and doesn't promote a relationship.  This is true from a carrier, broker or customer standpoint.  If you have a customer who is constantly beating you down on your prices, you eventually lose interest, knowing another a cheaper carrier will ultimately get the business.  Let them have it, eventually they will learn the true cost.  The most important thing to remember is the design of every negotiation.  All of them follow this pattern:


1. Pre-Negotiation.  "Framing and Setting the Stage"

Know what rate you want before you discuss the load, this stage is not about the rate,  you want to ask many questions and listen for items about this particular load that will merit a higher rate.  This is "Framing".  You are bringing up the value of your truck for this particular for this particular transaction at this moment in time.  Does the load have to pick up by noon, and your truck is empty, 50 miles away at 8am.?  What are his chances of finding someone else more suitable? and so on.  Have your list in front of you.  This will all become very fluid and fast with a little practice.  If he asks what rate you need, don't answer,  if he offers a rate, don't acknowledge it!  You don't have all of the information you need yet.  Each load you haul is sacred, you only have ONE load you can put on your $100,000+ asset(and don't forget the $200,000 you have spent to find and keep a driver for this asset).  Most of all, take your time.


We will cover the next two stages on the next two blogs, stay tuned...

Upcoming - 2. Deadlock, Stalemate and Arrested Development


Upcoming - 3.  Acceptance and Settlement.  A Transaction is Born!

OWNER OPERATORS - CALL AMERICAN GLOBAL EXPRESS TODAY!!

                                     American Global Express, a small nationwide dry van carrier is growing!  We need quality Owner Operators to share in our growth and profitable freight opportunities!  

100% Owner Operator Fleet!
NO AGE LIMIT ON TRACTORS!!

AGX is a small financially stable company, we don't allow our dispatchers to manage more than 7 owner operators each.  This allows us to provide the personal attention each of our operators deserve, no one ever sits without the load and the rate they deserve.  We offer multiple high dollar loads daily to every owner operator, you decide!  We aren't committed to multiple loads at last years rates from customers, that we try and convince you to haul.  We are free to take loads at the current high market rates! Don't miss out on your chance to take advantage of record setting rates in today's Spot Market!! 

                                                                   CALL US TODAY!  KEITH 314-278-8841 or TOM 314-363-4200 !! OR fill out our simple Online App by Clicking Here AGX APPLICATION or go to https://www.mycdlapp.com/amglobalexp

DON'T FORGET TO CHECK OUT OUR INDUSTRY BEST SAFETY BONUS PROGRAM - (BELOW-AT VERY BOTTOM)

We Know Owner Operators!  We understand and provide what it takes to succeed in this business, whether you are a first time owner operator or have been doing it for decades, we provide what it takes to succeed in this tough business! What our Owner Operators have to say:


"I deal with same dispatcher here for everything, I get an answer right away for any question I have and am having one of the best years I've ever had since I bought my truck in 2014..." Tom - Memphis, TN 


OUR OPERATORS AVERAGE $2500 PLUS after fuel every week - week in and week out - Lots of available freight, we have owner operators with consistent settlements of $4000-$4500 per week after fuel is deducted.  We have access to abundant profitable loads.  There is no shortage of opportunity here, we have an excellent owner operator program and we understand Owner Operators!



"I have been with American Global Express for over a year, I like having my assigned dispatcher, Dan, always gets me home and gets me the loads I want, I've done better here than anywhere else I've been".... David - Owner Operator, Ft. Smith, AR


ASK ABOUT OUR GOLDEN TRIANGLE PROGRAM!!

RUN THESE SELECT AREAS, HOME OFTEN PLUS MAKE BIG MONEY!

***CHICAGO - ST LOUIS - INDY TRIANGLE***
***DETROIT - CHICAGO - COLUMBUS TRIANGLE***
***CHICAGO - ST LOUIS - MEMPHIS TRIANGLE***


CALL US TODAY!! KEITH 314-278-8841, TOM 314-363-4200 or STEPHANIE 620-334-0473!
Or fill out our simple online app AGX APPLICATION or go to https://www.mycdlapp.com/amglobalexp

WE ALSO HAVE PROFITABLE LOADS TO AND FROM:

MIDWEST, SOUTHWEST and SOUTHEAST Regions, CONTINUOUS MOVEMENT, CONTINUOUS PROFIT FOR OUR OPERATORS


We Know Owner Operators at AGX!
100% OWNER OP COMPANY


- QUICK QUALIFICATION PROCESS and SIGN ON! 3-4 DAYS
- 2 HOUR ORIENTATION BY PHONE - no need to travel and sit for days in orientation! 
- Maintenance Advance/Loan Program for our Operators
- Plate Program - Weekly deductions
- Fuel Card
- DEEP Fuel Discounts
- Free Company Trailer Use
- No forced Dispatch
- Dedicated Dispatcher 
- 24/7 Dispatch
- Abundant Profitable Freight - Never sit
NO AGE LIMIT ON TRACTORS

CALL US TODAY - 314-278-8841 or 314-363-4200!! OR Fill out our simple Online Application by clicking here AGX APPLICATION or go to - https://www.mycdlapp.com/amglobalexp
 


ANNOUNCING AGX’s HIGH-DOLLAR CLEAN INSPECTION Rewards Program

Your Big Money Bonuses Just before Christmas now await you!

If you want and extra $1,000 or more in larger AGX settlements for each week in November and

December, read on:

Now to provide each AGX Owner-Operator with substantial cash incentives to improve his own

and AGX’s CSA-USDOT scores, for the next two full months AGX will pay:

- $500.00 (Yes, Five Hundred Dollars!) for each Level I (driver & vehicle) clean, no

defects found, DOT inspection report, and

- $250.00 (Two Hundred Fifty Dollars) for each Level II, III or IV equally-clear DOT

inspection report.

These bonuses apply to all AGX drivers, tractors, and trailers throughout Nov. & Dec. 2017!

BONUSES ARE PAID THE DAY YOU SEND IN INSPECTION!!

AND – END OF THE YEAR BONUS – If you have no derogatory inspections from November

until December 2017, you will receive an additional 50% of all bonuses received during

November and December 2017 as a year-end bonus!!

AGX will now reward you to prepare for and obtain more of those zero-violations inspections,

which - beside being points of pride, every clean inspection you receive will reduce the impact

of previous inspections with violations on your own personal CSA profile. This is cash-inyour-

hands evidence that AGX recognizes the importance of our Company’s and our Drivers’

safety reputations on the road.

AGX URGES YOU:

Do good pre-trip and post-trip inspections (DVIRs); keep your tractors and our trailers in solid

roadworthy conditions; keep your hours of service logs accurate and current; obey the traffic

and transportation laws at all times; and pile up those AGX bonuses!

HOW TO REQUEST AN INSPECTION!

THE NEXT TIME YOU GO THROUGH ANY DOT SCALE, SIMPLY PULL THROUGH THE SCALE, AND PARK

BEHIND THE BUILDING AND GO INSIDE AND ASK! POLITELY INFORM THE DOT OFFICER ON DUTY

THAT AGX IS ALWAYS STRIVING TO IMPROVE OUR RELATIONSHIP WITH DOT AND IMPROVE OUR

COMPLIANCE AND SAFETY PRACTICES. LET THEM KNOW WE WOULD APPRECIATE AN OFFICIAL DOT

SAFETY INSPECTION. IT'S THAT SIMPLE!!

CALL US TODAY - KEITH 314-278-8841, TOM 314-363-4200 or STEPHANIE 620-334-0473!! OR Fill out our simple Online Application go to - https://www.mycdlapp.com/amglobalexp







BOBTAIL INSURANCE 



                   

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TrueNorth and the Truckers Service Association are the Bobtail Insurance Leaders in the Trucking industry.  TrueNorth has been saving owner operators money on their bobtail insurance for decades.  Call us today and save!  One of our founding principles is to help the Owner Operators in our country not pay for insurance they don't need, save money on the insurance they do need and to provide the best service in the industry.  We are here to answer any questions you may have.  We are more than happy to explain the definitions of Bobtail and Non Trucking Liability to you, and make sure you have the insurance coverage you need.  See the definition of bobtail insurance below, along with a brief explanation.  
Don't forget, you can always call us with any questions...877-968-8785 TrueNorth Bobtail! 

What is definition of Bobtail Insurance? 

  1. Bobtail Liability Defined:  A term coined to apply to auto liability coverage for an owner/operator after a load has been delivered and while the truck is not being used for trucking purposes.   Wikipedia Definition
  2. Call TrueNorth Today - Best Prices on Bobtail Insurance in the Industry!  877-968-8785
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