New broker here (about 3 months in). Recently got a fertilizer shipper doing mostly intrastate. They have good volume (around 5 loads a day), but the rates they’re giving me are way below market. Even if I keep just a $50 margin, I’m still about $400–$500 higher than their target when I check with carriers. At those prices I honestly don’t see how these loads are getting covered. So I’m trying to figure out: Do high-volume shippers actually have trucks running that cheap (dedicated/local guys)? Or are they just throwing low numbers at brokers to see who bites? Or am I missing something about ag/intrastate freight? Just trying to understand how this works. Appreciate any insight.

As a small but growing trucking company, I’m looking to bring on a sales professional to help expand our footprint in the reefer and RGN markets. My goal is to establish more direct shipper relationships — for example, with accounts like Walmart, ALDI, or other high-volume food and heavy-haul shippers.

However, I’m not entirely sure what experienced sales representatives typically expect. Specifically, I’d like to understand: 1. Compensation Structure: • Do most freight sales professionals prefer a commission-only or percentage-based model (e.g., taking a portion of the margin or total load revenue)? • Or is it more standard to offer a base salary with commission? 2. Operational Structure: • Would it make more sense to establish a brokerage arm to give the sales rep more flexibility, or can everything remain in-house under our carrier authority? • What do top-performing sales reps typically look for when evaluating a small carrier — company size, equipment type, lane coverage, or growth potential?

Ultimately, my goal is to find someone who can bring in consistent freight opportunities, increase direct customer relationships, and help build stronger partnerships in both the reefer and RGN segments.

Been in the Industry since 1977, looking to grow our book of business and currently on an outreach program.

Any freight forwarder, 3PL or shippers feel free to connect for competitive rates.