A number of my blogs so far have been on the practices I put into place to start Albert Transport under my own authority, this blog will explain how I built my reputation.
( https://www.teamrunsmart.com/the-pros/henry-albert/august-2012/getting-started-on-my-own )
One of the most important bases for my business has been my spreadsheet and being able to make informed decisions using these calculations. I spent two years comparing the truck I was driving for someone else to what my own truck would cost.
With the use of the spreadsheet I can instantly take a snapshot and see how my business is performing. The spreadsheet is fluid as it is affords an individual the ability to monitor the constant variables to their business. With a spreadsheet a business can make a profit or loss decision but we cannot be paralyzed by pure profit or loss, we have to make decisions that will have returns later down the road. Often service is more important than short-term gain.
Here is an example that actually started on the first day of operation for Albert Transport that will not fit into any spreadsheet:
My very first load I booked under my own authority didn’t happen. I had spent an inordinate amount of time lining up my first two loads as to be able to start out on the right foot. I had my out bound load lined up to the Philadelphia area and my return load to the Charlotte area and I thought it was going to be a perfect start with very little dead head. Opening day of Albert Transport and the first load I was supposed to pick up canceled.
As the day progressed it became readily evident that the canceled load was not going to be replaced. Now there were two options to rectify this predicament; one, wait till the next day for another load opportunity and call the return load customer and ask to have that load postponed or two, dead head 560 miles to what would become my first load hauled by Albert Transport. I chose the latter. There was no way I was going to cancel on this load as the Albert Transport name was on my door and a reputation was being created.
The only phone call was to the broker who had booked the canceled load. I asked them to find me a load in two days, as I was off to service my Pennsylvania customer. The broker suggested I cancel my load out of Pennsylvania; my response back to them was that I was going to full fill my commitment.
I went out and did my pre trip and climbed behind the wheel of my brand new 1996 Freightliner FLD 120 pulling my Transcaft flat bed trailer. It was a long 560-mile journey to where I would be making my pickup in Philadelphia. During the trip it gave me ample time to ponder my decision running empty to pick up my first load
Upon arriving at the shippers yard I took my then required eight-hour DOT break. In the morning it was time to walk into the office of my brand new customer and the shipper greeted me and said "Wow you must have got unloaded early to be here all ready." I replied, " That would have been nice!" I then told him of the series of events that had me here this early. The shipper then said, "You could have called as we would have found someone else to cover the load." which I then replied " Some day I might have to make that call but it will involve extenuating circumstances however this was not one of them. If I tell you I am going to be here I will be here."
In the long run what happened in this scenario paid great dividends in the future, as they knew they could count on me to do what I said I would do. What started out as a decision that appeared as a negative on my spreadsheet turned into a positive in the future with higher rate per mile. The higher rates and load availability that I enjoyed in the future could be directly tied to that first load I deadheaded so far to pick up.
The final thought is that the information gleaned from the spreadsheet is vitally important to running a profitable business. However, a good reputation cannot be built off of a spreadsheet at all.
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