NEW GUIDE TO UNDERSTANDING BROKERING （新指南了解代理）.pdfVIP


 PREFACE TO THE NEW GUIDE TO UNDERSTANDING BROKERING The amount of information about brokering, how to do it and what the benefit and pitfalls are, is amazingly small, considering the rate of broker growth and number of broker successes and most glaring failures. Most that is written is pejorative in nature, disserves the reader and transportation in general. I have witnessed the growth of brokering from 79 Broker Licenses in 1981, to 24,000 Licenses in 2007; during the same period trucking Authorities have grown from approx 9,000 trucking companies, to over 370,000, with 100 new applicants daily. The trucking market is perfectly “fragmented” with no one player controlling more than 3% of the pricing. What is startling is the fact the CH Robinson, the largest brokers annual sales exceed that of Ryder, the company with the most trucking equipment. Everyone has heard about the sleaze factor in brokering, as well as the remarks about brokers not leaving a shadow, and the like. The reputation is earned because of how brokering is constituted and used to disserve America’s public and motor carriers. Transportation brokering has, and always will be a part of Capitalism and America. PURPOSE This “NEW Guide” is designed to assist shippers and newcomers to trucking and brokering, to understand the position, role and operation of the Licensed Property st Broker, in the 21 Century and beyond. The author knows from experience that the largest impediment to transportation efficiencies and profits is the lack of market understanding in an industry turned upside-down by de-regulation. Every unprofitable carrier who has or is about to go out of business fails to spot market pricing the role of the “backhaul” and how that price is determined and most importantly understand how to truck for only “retail” freight, and avoid “wholesale” frei