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First five steps to pursuing a successful career in expedited trucking
By Linda Yates, The Expediter’s Consultant

In any business it takes a period of time to build wealth and establish a reputation and it is no different for an owner operator, which essentially is a business on wheels. So what is the recipe for success as a modern day expediter? Here are the first five steps to pursuing a successful career as an owner operator dedicated to hauling expedited freight:

1. Educate yourself on the business. You must understand the nature and trends of the expedited freight niche in order to formulate an appropriate business plan and set adequate expectations. By learning about the business you will be able to determine if you are in a financial position to start this type of venue. Investing in education is the first step to financial success because you will obtain the knowledge you need to determine how to reduce expenses and maximize profits. You must also acquire the management skills necessary to monitor and execute decisive business strategies. Don’t invest in tools and equipment until you have applied your knowledge of the business to set your expectations and goals and are ready to execute the things you have outlined in your business plan. The classes offered through the Expediter Training Program provides one way to streamline the process of learning about the expedited trucking business and acquire the skills needed to succeed. For details about the program and the different classes offered visit www.ExpediterTraining.com

2. Identify what distinguishes you from your competition. Regardless of the nature of business you pursue and specifically in the matter of expedited trucking, whether you are the carrier or owner operator, there will always be others competing for the same customers. As an owner operator every other owner operator is your competition. The greatest edge you can have over your competition is building upon your own character and maintaining your unique qualities. There will always be someone out there offering to do the same job for less but ultimately what earns you the business is your service and character. If the carrier you work with expects a certain number of days in service and you met or exceed that you will no doubt stand out from your competition. If you equip your truck with items that are not a requirement but are needed for specialty type loads you will be in a smaller group of competition when those loads come up which increases your overall load opportunities.

3. Treat the carrier as your customer because in fact they are your primary means of generating and collecting revenue for your business. If you are an owner operator and have chosen to lease your vehicle and services to a carrier then essentially you have elected to haul freight using the motor carrier authority privilege of that company. By engaging in that kind of relationship both you and the carrier have created a channel for acquiring revenue. The logic behind you leasing to a carrier is to alleviate you from having to take on the expense and time consuming responsibilities that comes with having your own authority certificate. You reap the benefits of the carrier being the one handling the compliance paperwork, collecting money from shippers and doing the leg work for acquiring the shippers. The carrier benefits by retaining a % (average of 25-35%) of the amount billed to the shipper for you transporting the freight. To look at it in terms of dollars and cents, let’s say the carrier charges the shipper $1.85 per mile and according to your lease agreement you are entitled to 65%, that equates to you getting $1.20 per mile (that is not factoring in any fuel surcharge) and the carrier retaining 65 cents per mile. Overall the percentage retained by the carrier is comparable to what you could reasonably expect to incur as expenses for insurance, permits, licenses, audit compliance services, cash flow factoring services, drug and alcohol consortium, customer credit check screening, sales and marketing fees to acquire loads, and various other costs if you were to operate under your own authority certificate. By out sourcing all those responsibilities to a carrier you effectively simplify your business operations and optimize your time for doing what brings you in the revenue – transporting the freight. As long as you recognize the value of the carrier’s role in your day-to-day business you can appreciate the fact that they are your most vital customer.

4. Run legal and smart which will minimize your stress and enable you to do the right thing in situations where the results of your actions can never be undone. In other words, if you make a wrong turn don’t sweat it because you can always turn around and get back on track back; if you accept a load that barely seems worthwhile you can make it up on the next one; if you take off today there is always tomorrow; however if you decide to drive without enough rest you can NEVER undo the catastrophic results of falling asleep at the wheel or delayed response because of DWF (Driving While Fatigued). As a commercial motor vehicle operator there are many rules and regulations you must follow which may seem overwhelming and partly unnecessary. Keep in mind there are rules and regulations applicable to any type of business venture and when your business directly involves public safety you are subject to a whole set of additional regulations for the protection of everyone. As an expedited freight transporter there is no doubt you have undertaken a profession that requires a lot of skill, knowledge and responsibility which can potentially be a very financially rewarding career but it is also a notable service to the public at large.

5. Take care of your health. Part of every owner operator’s business plan should include a method for maintaining healthy habits such as exercise, eating a balanced diet and ways in which you can eliminate stress and keep a positive frame of mind. One of the greatest challenges for expedited freight transporters is learning how to manage their irregular work schedule in order to obtain the sleep your body needs. As an expediter you are part of the emergency response team dedicated to transporting the critical and urgent freight needs as they happen. That means when you are in service you are on call 24/7 and when the call comes in it is important to be rested and ready to go. As many experienced emergency professionals will tell you, the time sitting and waiting for a call to come in can be just as tiresome as if you were physically doing something. By understanding the lifestyle of the career you have chosen you can develop a plan that will help keep you in good health. A positive frame of mind and a good physical condition play a big role in making wise business decisions that will help you achieve your goals.

Linda Yates, The Expediters Consultant, is a veteran expediter and since 1999 has been teaching current and potential drivers the business of expediting. If you are interested in learning more about expediting you can contact Mrs Yates at 330-630-3129 to schedule a consultation session.

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