Getting better offers: target rate, ceiling and load details

Henry can only sell the load you describe and negotiate with the numbers you give him. A clear load with sensible numbers gets clean offers. A vague one gets carriers asking questions Henry can’t answer.

Target rate: what you want to pay

The target is the all-in rate you’d be happy to pay the carrier. Henry works toward it on every call, and each offer on your board shows how it compares: under target, at target or over.

Set it from what you know about the lane today, not last month. If your target is well below the market, carriers will quote high and Henry will spend calls getting turned down.

Ceiling: the most Henry may offer

The ceiling is optional. Set it when you’d rather cover the load at a bit more than lose the truck. Henry can move toward the ceiling during a call but never goes past it.

• No ceiling: Henry stays at your target. Good when the lane is loose.
• Ceiling a little above target: room to close a carrier who’s close.
• Ceiling at your real walk-away number: for loads that have to move.

Give him the details carriers ask about

Carriers decide fast. The questions they ask on almost every call:

• Pickup and delivery dates and times, and whether appointments are set.
• Equipment, and for reefer the temperature; for flatbed, tarps or straps.
• Weight and commodity.
• Stops, and anything unusual: lumper, driver assist, hazmat.

The easiest way to get all of this in is to paste the full posting from DAT or Truckstop when you add the load.

Read the offers, then adjust

If the first few offers all come in over target, the market is telling you something. You can see why in the transcripts: carriers usually say what they need and why. Use that when you call back, and when you set the numbers on your next load.