1Chapter 1: What Is The Freight Brokerage Business?
416.7 Telecommunication
21.1 The players
426.8 Transportation Brokerage Software
31.2 How The Pioneers Started?
436.9 Inventory
41.3 Who Is Minding The Store?
446.10 Company vehicle
51.4 Do You Have What It Takes?
45Chapter 7: Staffing Your Company
6Chapter 2: What Does The Business Require?
467.1 Basic positions
72.1 Education and experience
477.2 Evaluating Applicants
82.2 Building carrier relationships
487.3 Calling all people
92.3 Banking on your banker
497.4 Benefits
102.4 Record keeping requirements
507.5 Keep People in Perspective
11Chapter 3: Operations
517.6 The High Cost of Turnover
123.1 Facts on file
527.7 Noncompete and Confidentiality Agreements
133.2 Finding carriers
53Chapter 8: Marketing
143.3 Rates and commissions
548.1 Market research
153.4 Documents
558.2 Choosing a niche
163.5 Are you on a mission?
568.3 Communicating with your customer
173.6 Seasonal issues
578.4 A web presence is essential
183.7 The impact of 9/11 on brokers
588.5 Know thine enemy
19Chapter 4: What Can Go Wrong?
598.6 Outsourcing opportunity
204.1 Transit delays
608.7 Join the right groups
214.2 Cargo loss or damage claims
61Chapter 9: Sales
224.3 Responding to problems
629.1 Phone or face to face sale
23Chapter 5: Getting Your License
639.2 Qualifying prospects
245.1 Form #1: OP-1 Form
649.3 Determining sales
255.2 Form #2: BMC-84 OR BMC-85 Form
659.4 why do you ask?
265.3 Form #3: BOC-3 Form
669.5 Steak or sizzle?
275.4 Requirement for all freight brokers
679.6 Does anyone object?
285.5 Things to know before you start
689.7 Ask for the business
295.6 Finding and soliciting shippers
69Chapter 10: Financial Management
305.7 Databases
7010.1 Setting credit policies
315.8 Daily routine
7110.2 Warning signs
325.9 Freight classes
7210.3 Cash flow controls
335.10 Consigner Procedures
7310.4 Managing payables
34Chapter 6: Locating And Setting Up
7410.5 Facts on factoring
356.1 Naming your company
75Chapter 11: Tales from Trenches
366.2 Choosing a legal structure
7611.1 Use Advertising and Marketing Techniques That Work
376.3 Insurance
7711.2 Prepare for the Future
386.4 Professional advisor
7811.3 Be Open to Evolution
396.5 Basic office equipment
79Chapter 12: FAQ’S
406.6 Security
80Conclusion