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 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!
SMALL FLEETS WELCOME
NO FORCED DISPATCH - YOU PICK WHICH LOADS YOU WANT!!

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 best market rates! We have access to numerous load boards and direct 3PL loads most carriers don't have access to.  Don't miss out on your chance to take advantage of record setting rates in today's Spot Market!! 

                                                                   CALL US TODAY! STEPHANIE 620-334-0473 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 


"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!

***ATLANTA - LOUISVILLE - MEMPHIS - GOLDEN TRIANGLE***
***CHICAGO - ST LOUIS - INDY - GOLDEN TRIANGLE***
***DETROIT - CHICAGO - COLUMBUS - GOLDEN TRIANGLE***
***CHICAGO - ST LOUIS - MEMPHIS - GOLDEN TRIANGLE***
***DETROIT - ST LOUIS - CHICAGO - GOLDEN TRIANGLE***


CALL US TODAY!! 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
- ADDITIONAL CHICAGO OWNER OPERATORS NEEDED FOR APRIL AND MAY 2018

CALL US TODAY - 620-334-0473
or 314-363-4200!! OR Fill out our simple Online Application by clicking here
AGX APPLICATION or go to - https://www.mycdlapp.com/amglobalexp
 







BOBTAIL INSURANCE


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

100% Owner Operator Fleet!  We Know Owner Operators!  One of the last true owner operator companies, check out what we offer!!

FREEDOM TO GO WHERE YOU WANT - 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!! 

FREEDOM TO MAKE WHAT YOU WANT - OUR OPERATORS AVERAGE $2500 PLUS after fuel every week - week in and week out - Lots of available freight. We have many owner operators with much higher settlements who prefer staying out longer and choose to run in the best freight markets in America. 

FREEDOM TO BE HOME AS OFTEN AND AS LONG AS YOU WANT - There is no forced dispatch here, when you want to be home, go home. It's that simple, we are a true owner operator company, STAY HOME as long as you want, GET HOME as often as you want. You will work with your assigned dispatcher only, it's as simple as letting them know. 

FREEDOM PLAN - That's the beauty of the freedom plan here at AGX, take the loads when you want and where you want. There is no shortage of opportunity here, we have an excellent owner operator program and we understand Owner Operators!

Our dispatchers work with more a maximum of 7 Owner Operators, and you work with the same dispatcher day in and day out. This allows us to provide personal attention to each of our operators, and no one ever sits without the load and the rate they deserve. 

CALL US TODAY! TOM 314-363-4200 or STEPHANIE 620-334-0473. OR fill out our simple Online App - go to https://www.mycdlapp.com/amglobalexp

SMALL FLEETS ARE WELCOME HERE!

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 ARE SAYING!

"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 

"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 3 SELECT AREAS, GET HOME OFTEN PLUS MAKE BIG MONEY!

CALL US TODAY!!  TOM 314-363-4200 or STEPHANIE 620-334-0473!
Or fill out our simple online app 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

Just a few of our Benefits:
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
- Small Fleets Welcome

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

Copyright 2013 Michael Komadina and 18 Wheels of Justice