Foundation

You're about to enter an industry that moves America. Every product in every store, every ingredient in every restaurant, every raw material in every factory—it all moves through the freight industry. And at the center of that movement are freight brokers. If you're reading this, you're considering becoming one. This guide is designed to give you a clear, honest picture of what this industry is, how it works, and whether it's the right fit for you.

1.1- Welcome to RGL

Your role, our mission, and what success looks like

Our Mission

We simplify shipping.

That's it. Companies have enough to worry about — production, inventory, customers, operations. The last thing they need is to stress about how their product gets from point A to point B.

That's where we come in. RGL handles the logistics so our customers can focus on their business.

Your Role as Account Manager

You are the revenue engine. Your job is to find new customers and build relationships that turn into repeat business.

Here's what you own:

• Finding and qualifying prospects

• Making outreach (calls, emails, follow-ups)

• Running sales conversations

• Closing deals

• Maintaining customer relationships
  
  

Here's what you don't own:

• Dispatching and carrier sourcing

• Billing, invoices, AR/AP
  
  

This separation exists for a reason. When you're on a sales call, you should be 100% focused on the customer — not worrying about which carrier to book. You can focus entirely on sales.

What Success Looks Like

You'll be measured on three things:

1. Activity — Are you making enough calls, sending enough emails, having enough conversations? Sales is a numbers game. Consistent activity creates consistent results.

2. Pipeline — Do you have enough deals at each stage? A healthy pipeline has prospects at every level — new leads, active conversations, and deals about to close.

3. Revenue — Are you closing business? This is the ultimate measure. Everything else feeds into this.
   
   

We'll set specific targets together, but understand this: activity comes first. If your activity is consistent, your pipeline will fill. If your pipeline is full, revenue will follow.

The RGL Difference

What sets RGL apart? Three things:

• Reliable — We do what we say. Every time.

• Responsive — When customers call, we answer. When problems happen, we fix them fast.

• Simple — We make shipping easy. No runaround, no excuses, no headaches.

Your job is to communicate this difference to every prospect you talk to.

What's Next

Before you start making calls, you need to understand what we actually do. The next section covers freight brokerage fundamentals — the mechanics of how this industry works and the language you'll use every day.

1.2- Freight Brokerage 101

What we do, how it works, and the language you need to know

What a Freight Broker Does

A freight broker is a matchmaker. We connect companies that need to ship products (customers) with companies that have trucks (carriers). We coordinate. When a customer needs to move freight, they call us. We find a carrier, negotiate the rate, book the load, and make sure it gets delivered. The customer pays us, we pay the carrier, and we keep the margin in between. Simple concept. Execution is where it gets complicated — and where we add value.

The Core Process

Every shipment follows the same basic flow:

Contact → Quote → Book → Deliver

1. Contact — Customer reaches out (or you reach out to them) with a shipping need

2. Quote — We get the details (origin, destination, commodity, timing) and provide a price

3. Book — Customer approves, we secure a carrier, load is confirmed

4. Deliver — Carrier picks up, transports, and delivers. We track and communicate throughout.
   
   

As an Account Manager, you're primarily involved in the Contact and Quote stages. Once a load is booked, Dispatch takes over dispatch and delivery coordination.

The Four Transportation Modes | We handle mainly these four types of freight:

Full Truckload (FTL)

• The entire truck is dedicated to one customer's freight

• Typically 10,000+ lbs or enough pallets to fill the trailer

• Direct route — no stops, no other freight mixed in

• Best for large shipments that need speed and security
  
  

Less Than Truckload (LTL)

• Multiple customers share space on the same truck

• Typically under 10,000 lbs or fewer than 6 pallets

• Goes through terminals and hubs — longer transit time

• More cost-effective for smaller shipments
  
  

Refrigerated (Reefer)

• Temperature-controlled trailers

• Required for perishable goods — food, beverages, pharmaceuticals, etc.

• Requires monitoring and compliance documentation

• Higher rates due to equipment and requirements
  
  

Overdimensional (Flatbed)

• Open trailers for freight that doesn't fit in a box truck

• Heavy equipment, machinery, large items

• Requires special permits for oversized loads

• Different securement and handling requirements
  
  

Different customers need different modes. Some use one, some use several. Know all four so you can speak to whatever they need.

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Key Terminology These terms will come up constantly:

Shipper | The company sending the freight (origin)

Receiver/Consignee | The company receiving the freight (destination)

Carrier | The trucking company that moves the freight

BOL (Bill of Lading) | The contract document that travels with the freight — lists what's being shipped, where it's going, and who's responsible

POD (Proof of Delivery) | Signed document confirming the freight was delivered

Accesorials | Extra charges beyond the base rate — detention, lumper fees, fuel surcharges, etc.

Detention | Charge when a truck waits too long at pickup or delivery (usually over 2 hours)

Lumper | Third-party labor hired to load or unload freight

Lane | A specific origin-destination route (e.g., "Miami to Atlanta lane")

Deadhead | Miles a truck drives empty — carriers hate this, affects pricing

TONU (Truck Ordered Not Used) | Fee charged when a carrier is booked but the load cancels

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You don't need to memorize every detail right now. These terms will become second nature as you use them.

Why Customers Use Brokers

Customers could go directly to carriers. Many do. But they use brokers like us because:

• Access — We have relationships with thousands of carriers. They don't.

• Flexibility — Their shipping needs change. We can scale up or down instantly.

• Simplicity — One call to us vs. managing multiple carrier relationships.

• Problem-solving — When something goes wrong (and it will), we handle it.
  
  

Your job is to make customers feel that working with RGL is easier than doing it themselves or working with anyone else.

1.3- Our Ideal Customer

Who we serve, what makes them a fit, and who to avoid

Who We Serve

RGL works with companies that need to move freight — reliably, consistently, and without headaches.

Our ideal customers are companies that:

• Ship regularly (not one-off shipments)

• Value reliability over rock-bottom pricing

• Want a partner they can count on, not just a vendor

This spans industries — manufacturers, distributors, producers, retailers, and more. We're not limited to one vertical. What matters is fit, not industry.

Our Capabilities

We handle four types of freight:

• Full Truckload (FTL) — Large shipments, dedicated trucks

• Less Than Truckload (LTL) — Smaller shipments, shared space

• Refrigerated (Reefer) — Temperature-controlled for perishables

• Overdimensional (Flatbed) — Heavy equipment, machinery, oversized items
  
  

A customer might need one of these or all four. The more modes they need, the more valuable we become as a single point of contact.

Customer Tiers

Not all prospects are equal. We prioritize based on fit and potential:

Tier 1 — Best Fit (High Touch)

• Companies with regular shipping volume (multiple loads per week)

• National or regional distribution

• Decision-maker is accessible

• Values partnership over price
  
  

These get your best effort — personalized outreach, deep research, persistent follow-up.

Tier 2 — Good Fit (Medium Touch)

• Growing companies with moderate shipping volume (few loads per month)

• Regional distribution

• Open to new providers
  
  

Solid opportunities. Worth pursuing with consistent outreach.

Tier 3 — Marginal Fit (Low Touch)

• Smaller companies or infrequent shippers

• Highly price-sensitive
  
  

May become customers, but don't over-invest time here. Keep them in the pipeline, touch base occasionally, but focus your energy on Tier 1 and 2.

What Makes a Customer "Good" for RGL

Beyond size and volume, look for these signals:

• Pain with current provider — Missed deliveries, poor communication, billing issues, unreliable carriers

• Growth mode — Expanding distribution, launching new products, entering new markets, opening new facilities

• Values relationships — Wants a partner, not just a vendor who quotes the lowest rate

• Shipping regularly — Ongoing needs, not a one-time move
  
  

When you hear these signals in conversation, lean in. These are the customers who will appreciate what we do.

Red Flags — Who to Avoid

Some prospects aren't worth your time:

• Pure price shoppers — Only care about the cheapest rate. They'll leave you the moment someone's a dollar cheaper.

• One-time shippers — Need to move one load, never again. Not worth the setup.

• Unreliable payers — History of slow payment or disputes. Ask about payment terms early.

• Abusive communicators — Life's too short. We want customers who treat us as partners.
  
  

It's okay to walk away from bad fits. Your time is limited. Spend it on customers who will value the relationship.

Where to Find Prospects

Good sources for finding companies with shipping needs:

• LinkedIn (search by industry, title, location)

• Industry trade shows and associations

• Business journals and local press (new facilities, expansions, funding announcements)

• Referrals from existing customers

• Google (search "[city] manufacturer" or "[industry] distributor [region]")

• Company directories and databases
  
  

When you find a company, look for the person who owns logistics decisions — titles like Logistics Manager, Supply Chain Director, Operations Manager, Shipping Manager, or at smaller companies, the Owner or CEO.

Your Target List

You should maintain a written target list of prospects you're actively pursuing. This list should be:

• Fixed — A set number you commit to (start with 25-50)

• Focused — Companies that fit your ICP

• Written — Documented, visible, reviewed weekly

• Feasible — Small enough to give each account attention, large enough to stay challenged
  
  

This list is your focus. Work it consistently. Don't chase random leads outside your list unless they're clearly Tier 1 opportunities.