Issue link: https://read.dmtmag.com/i/630225
at OverdriveOnline.com. The largest share of that half shows the preva- lence of a diversifi cation of custom- ers among independents, with eight in 10 of that population using one or multiple shippers as well as a mix of brokers to stay loaded. Owner-operator Duwayne Mar- shall attributes the success of his 20-years-longrelationship with his grocer customer to effective and frequent communication. "Trucks and drivers break down – they get tired, they get ill," he says. "As long as I stay in contact with my customer, they are really good about every- thing." Marshall's skill in maintaining rela- tionships with effective communica- tion is evident in an ongoing relation- ship with the broker he previously worked for to haul a grocer's freight. When the grocer came to Marshall eight years ago after the grocer- broker relationship went sour, "the broker threw around the noncompete Independent owner-operators' primary freight sources Don't automatically shy away from RFP tech NASSTRAC's Gail Rutkowski urges small carriers, if they've never tried it, to dip their toes into the world of Web-based RFP (Request For Proposal) freight bidding tools used by the larger manufacturers she represents in her advocacy organization. RFP scenarios for freight typically come into play with major shippers.Rutkowski recognizes the challenges for small fl eets that would participate in large RFPs, includ- ing software licensing costs and training. "They can be a good source of business" all the same, she says.Carriers that can "handle the Web tool" gain an advantage in "looking like a big tech-savvy carrier," Rutkowski says. Many tools, meanwhile, have become sophisticated enough to "allow you to bid to your strength. Say a shipper has 500 loads a week in your lane – you could limit your bid to, say, 25 loads." Most smaller entities will get their feet wet working in RFP situations via 3PL fi rms/bro- kers that "can run the bid on your behalf," she says. Otherwise, getting qualifi ed as a carrier with a large shipper would be the fi rst step, depending on the tool that shipper uses. "They'll qualify a carrier fi rst, then the RFP will roll out to the carriers and brokers they've selected." Here are a few software systems' websites where you can read more: Bid$ense: smc3.com BidTools: evossmarttools.com CombineNet: sciquest.com February '16 www.studentdriverplacement.com 2 1