"That's all we have in this load"

During our years negotiating with trucking companies, we have come across an interesting realization that most freight brokers can agree upon. The phrase “that’s all we have in this load” is used both loosely and used with complete seriousness.

In 2017 and 2018, the freight markets went into a spiral. Extreme weather events, government mandates, lack of drivers, etc. forced many in the transportation business to take a look at their business practices and strategies on how to navigate unusual terrain. With increasing competition and shrinking revenues, margins (aka profit) will also shrink.

Service to the shipper/customer is the lifeblood of any brokerage. We value the relationships that we have built over the years, and in most cases our customers have become our friends. When the markets turn, we strive to maintain those relationships so everyone can prosper.

So when talking to new carriers or partner carriers that may not do regular daily business with us, it’s our job to help educate the company we partner with on specific rates and market trends. We all have to make money to stay in business, but as the revenues decrease, the margins will have to reflect the decrease. So as the old saying goes, “that’s all we have in this load”, becomes a reality of the business. Most new partner carriers will express the fact that brokers make all of the money. This couldn’t be further from the truth.

The truth is that when freight brokers and 3PL’s cultivate their relationships with their shippers and customers, and in turn cultivate those relationships with their carriers, everyone wins. There must be 3 people in this relationship to work. That’s all we have in this load is a true statement on all 3 ends. And all 3 must work together to push our industry forward.