OOIDA Webinar Series: What you need to know about negotiating with brokers

By Land Line staff | 8/30/2013

If you are planning on operating under your own authority, or do so already, developing your skill in negotiating with brokers and shippers is essential. That’s the topic of the next OOIDA business webinar on Sept. 5.

Webinar host Tom Gann said there is little oversight at present of brokers by the FMCSA, but truckers do have rights under broker agreements. The most important thing for those with their own operating authority to remember is that negotiation is key.

“We talk about the five steps for negotiating, and one of those steps is to prepare yourself mentally,” Gann said. “We also talk about the 11 rules for engagement, and how these are things that drivers need to research before they even start talking to brokers.”

Among the tips and strategies that will be discussed during the webinar is the importance of having a successful exit strategy if a broker’s terms don’t work for your bottom line.
“You want to think before burning a bridge with a broker,” he said. “Somewhere down the line, that broker may get better at negotiating his prices and be able to offer more money. We also talk about building relationships with brokers.”

Gann said the webinar will also cover broker agreements, factoring, and what information brokers will research on the drivers before entering into an agreement. The webinar will also discuss what information truckers should research on the brokers and how to find it.

“On the broker, they need to check on his bond to make sure it’s active and still intact. They also need to check to see how long it takes him to pay once all the invoices are turned in,” Gann said. “The broker is going to check on the driver’s operating authority, their insurance, and they will be required to sign a broker carrier agreement. They’re also going to need to furnish the broker a W-9 form.”

Catch the live broadcast at 7 p.m., CDT, Thursday, Sept. 5. Or you can view it in the archive afterward at your convenience. There will be time after the live broadcast for questions and answers.

Few business-training seminars offer OOIDA’s experience and knowledge of trucking-related topics, especially those relevant to owner-operators. The 2013 series is no exception.

This series of webinars gives truckers a one-two punch with some programs designed to help drivers understand rules, regulations and industry requirements, while other courses teach participants about the business side of trucking.

Webinars cover topics such as transitioning from company driver to owner-operator, understanding the authority process, using load boards and more.

OOIDA designed the program with convenience and truckers’ schedules in mind.

“Webinars are presented by industry professionals in a user-friendly format delivered directly to the participant’s computer,” Gann said.

Programs can be viewed during the original airing, and participants can revisit the material later at their convenience. Or they can sign up to view any program in the easy-to-access archive files, which are available 24 hours a day, seven days a week.

There are two programs a month, each lasting about an hour. All programs are designed to help drivers at all levels in their career. Truckers may purchase the entire course, or choose individual programs, or pick several webinars with smaller, affordable package deals.

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