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Freight Broker/Agent Training

GES 703 -- 150 hours

Course Outline

    I. Freight Broker Basics

    a. Overview of the Job

      i. What is a Freight Broker?
      ii. Requirements to Become a Freight Broker
      iii. What is a Freight Broker Agent?
      iv. Requirements of Becoming a Freight Agent
      v. Why do Shippers use Freight Brokers/Agents?

    b. Industry Overview

      i. Overview of the Transportation Industry
      ii. Brief History of Surface Transportation and Freight Brokering
      iii. Industry Potential and Trends

    c. Broker Laws & Requirements by the FMCSA

      i. Legalities of Broker/Brokerage Services
      ii. Non-Brokerage Services
      iii. Laws regarding Record Keeping for Brokers
      iv. Laws regarding Misrepresentation
      v. Broker Advertising Liability
      vi. Rebating and Compensation
      vii. Duties
      viii. Double Brokering Legalities
      ix. Laws regarding Accounting Expenses

    II. Marketing and Sales

    a. More on Marketing

      i. Market Niches
      ii. Market Trends
      iii. Competition
      iv. Networking
      v. Promotions
      vi. Your Marketing Dollars

    b. Customer Relations/Customer Profile

      i. Qualifying the Prospect
      ii. Determining Needs
      iii. Features and Benefits
      iv. Managing Objections
      v. Personality Types
      vi. Building Trust
      vii. Sales Process and Growth

    c. Overcoming Challenges

      i. Shipper Situations
      ii. Carrier Situations
      iii. Consignee Situations

    d. Success and the Broker/Agent

      i. Why Become a Broker or Agent?
      ii. Benefits and Opportunities
      iii. Traits of a Successful Broker/Agent
      iv. Goal Setting
      v. Developing a Plan
      vi. Qualities of Success

    III. Getting Started

    a. Starting Your Business

      i. Your Business Name
      ii. Setting up your Business
      iii. Filing for your Broker Operating Authority
      iv. Filing for your Surety Bond
      v. Obtaining your Process Agents

    b. The Next Steps

      i. Ensure Cash Flow Resources
      ii. Business Bank Account
      iii. Setting up your Office

    a. IT specs

    b. Office basics

      iv. Transportation Software & other Software Considerations

    c. Preparing your Initial Marketing Materials

      i. Determining Your Business Identity
      ii. Decide on any Initial Niche Target Markets
      iii. Formulate Initial Website
      iv. Examples/ Initial Marketing Materials

    IV. Shipper/Carrier Marketing and Dynamics

    a. Setting up your Shipper Packet

    b. Setting up your Carrier Packet

    c. Setting your Rates

      i. Determining Competitive Rates
      ii. Resources for Rating
      iii. Rate Variables
      iv. Types of Rate Matrices
      v. Fuel and Surcharges
      vi. Accessorial Fees

    d. Finding your Shippers

    V. Load Dynamics/Operations

    a. Building the Load

      i. Load Data
      ii. Special Instructions
      iii. Rate Verification with Customer

    b. Matching the Carrier

      i. Load Posting
      ii. When to Post/What to Post
      iii. Checking Authority and Safety
      iv. Insurance Verification
      v. Carrier Contracts

    c. The Process Continued

      i. Rate Confirmation
      ii. Carrier Pick-up and Delivery
      iii. Dispatching
      iv. Tracking and Verification

    d. Carrier Relations (Your Carrier Profile)

    VI. Conclusion and Appendices

    a. Conclusion

    b. Financial Management

      i. Staffing
      ii. Cash Flow
      iii. Auditing and Billing
      iv. Setting up Invoices for Payment
      v. Other Brokerage Accounting

    c. Insurance Claims

      i. Types of Freight Claims
      ii. Claim Forms
      iii. Claim Procedures   iv. Claims Laws