If you are like most trucking companies... you have traffic corridors you consistently deliver into that don't offer return load opportunities.

If you are like most trucking companies... you try to broker that freight but are often stuck hauling the loads at a loss.

If you are like most trucking companies... your marketing efforts have blanketed those same empty corridors searching for potential shippers with little success.

If you are like most trucking companies... your marketing efforts probably haven't considered a very important OTHER revenue opportunity … OTHER trucking companies.

Here's the recommendation:

1. Identify the one way lanes you most need to fill.
2. Locate all like carriers (TL, LTL, Refrigerated, etc...) that have operations near the delivery points of those lanes.
3. Contact each carrier to determine if they have an imbalance of traffic coming the other way - complimenting your empty lanes.
4. Negotiate one-for-one exchanges with those carriers that include a guaranteed amount of traffic with defined zone delivery points on both ends.
5. Establish defined and dedicated runs where assigned drivers from both companies meet and swap at predetermined intermediate points.
6. Agree to limit customer delivery points within the zones to minimize trailer pooling concerns.
7. Define a compensable rate to be used by both carriers.

Currently truckers use other truckers as revenue sources via their brokerage divisions. That practice has two drawbacks: 1. Loads are unpredictable 2. Brokered loads are often offered at discounts that are too deep.

Negotiating directly with other carriers eliminates those issues. Return loads become very predictable as carriers guarantee specific days and times return freight will be available at the intermediate points. Rates aren't discounted too deeply as both carriers have agreed to one profitable rate they will both charge.

Shifting marketing focus from traditional revenue sources to the OTHER revenue source – OTHER trucking companies – can have a very positive impact on the bottom line. You eliminate the uncertainty of freight availability and lock in a profitable rate.

If you are like most trucking companies …. you'll like the results.