You know the guy you want to talk to, the manager of a large plastic, steel or lumber manufacturer, the guy who has 1000 FTL and LTL shipments a week and spends 5 million on freight in a year.

You know the guy who has the power to give you repeat business for life if you manage to make it on his preferred carrier list. Yes, him. He is busy! He has to manage his team of employees from material handlers, clerks and administrative personnel.

The company has chosen him to overlook his employees and take care of a variety of activities such as: order verification and processing, picking, packing, shipping, receiving, storage, inventory management, and record keeping – not to mention making sales with his end customers.

It is important to keep this fact in mind when preparing for the call. You need to differentiate yourself so that you are worthy of your shippers time.