Interestingly enough Ray Haight posted some rules for dispatchers. After all he did post rules for drivers so the other side of the coin is only fair.

1) Honesty is the best policy. Of course it is. However both sides have to listen to each other. At the end of the day both have to do what the customer wants, not what they want.
2) During driver meetings have the dispatchers invited to attend, to listen to problems compaints etc. If we are going to make mandatory attendance for drivers it should be likewise for dispatchers. If a driver wants every weekend off make sure the dispatcher knows about it. If the driver needs 20,000 miles a month to survive, well I'd think twice about hiring them as a single THAT IS LEGALLY IMPOSSIBLE.
3) The recruiting department is paramount to involve the disptach. Not in the interview or the orientation but, to listen to the problems they have, with the drivers. Listen learn, and then during Orientation address. You cannot ever fix what is broken if you do not know or understand what is broken.
4) Every dispatcher no matter how good or bad, is under a lot of mental stress. They have to keep the company happy and turn the drivers. Give them all the tools to do their job properly and try to reinforce what the expectations are. Dispatchers, if always honest, will always at the end of the day receive cooperation from the drivers.
5) Make sure the drivers know and are aware of the consistency of the loads, and miles, everyone travels. This way they are more than aware there is NO FAVORTISIM. Oh I know there will always be accusations. Mostly unfounded but they will exist. Ralph THE TRUCER criticized Ray for his comment about treating all drivers the same. If any dispatcher is perceived as showing favortisim, then rumours run rampant, drivers all talk, they all rebel. That was why Unions started in Transportation, A seniority board, a Dispatch Board, and of course electronics now help to manage everything every driver and every load. A lot companies do not have the dedicated runs like in the old days.
6) If any dispatcher every talks to a driver, and says "I NEED A FAVOUR" be prepared to return the favour and do it soon. Every body has a long memory, especially when they did you a favour.

DO YOUR BEST, BE PROUD OF WHAT YOU DO. IF THERE IS SOMETHING YOU DO NOT UNDERSTAND A DRIVER IS SAYING, ASK WHAT THEY MEAN UNTIL YOU DO UNDERSTAND. WHY CAN'T THEY DO THE LOAD? WHY CAN'T IT DELIVER ON TIME? WHY DID THEY GET STUCK AT THE BORDER? WHY DID THEY DELVIER THE LOAD TO THE YARD AND NOT DIRECT? WHY ARE THEY LATE FOR PICKUP? WHY DO THEY NEED DIRECTIONS FROM US? WHY CAN THEY NOT FIND THE CORRECT TELEPHONE NUMBER FOR THE CUSTOMS BROKER? HOW CAN WE HELP THE DRIVERS.

Listen, Learn, DIGEST and remember SOCRATES said "THINK BEFORE YOU SPEAK SPEAK BEFORE YOU ACT AND ACT BEFORE IT'S TOO LATE." There is at the end of the day, only one person we are trying to really make happy and who really pays the bills, that is the customer. The one who pays proper rates, knows what it costs to run equipment, The intricaces involved, and does not run and hide when there is a problem.

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It seems a lot of companies either DO NOT UNDERSTAND or do not want to understand Insurance Renewal. I do not know why? But let's try to take some of the mystery out of the equation.

1) Choose an INSURANCE BROKER, who you are comfortable dealing with. Especially since they will need access to certain CONFIDENTIAL FINANCIAL DATA. IF YOU WANT TO SWITCH BROKERS, check with others in the industry to seeor obain a recommendation
2) Do your homework, you can be sure both the AGENT AND THE INSURANCE COMPANY WEILL BE DOING THEIRS>
3) TO PREPARE ALLOW YOURSELF BETWEEN 60 TO 90 DAYS, TO START THE PROCESS AND GET THE BALL ROLLING (OR IN OUR CASE TRUCK)
WHAT WILL YOU NEED TO GET READY?
1) A list of all equipment (TRUCKS AND TRAILERS) Be prepared to supply: year, make, model, VIN, Plates on them at present, and of course a FMV (FAIR MARKET VALUE)
2) A Complete and current (within the last 15-30 days) ABSTRACT FOR EVERY DRIVER WORKING FOR YOU
3) A Complete and current (within the last 15-30 days) C.V.O.R. for every driver driving for you
4) A current loss run up to and including the last 5 YEARS.
5) A complete and current mileage travelled and where to (very important) tell you why later
6) As best as you can a breakdown of commodities hauled
7) A list of your top 5-10 accounts, Be prepared to supply a copy of a CONTRACT YOU MAY SIGNED if available.
8) A current Domiciled C.V.O.R. OF THE PROVINCE OR STATE YOU ARE LOCATED IN.
9) A current SafeStat ( CSA 2010 soon) up to date rating of your company.
10) Be prepared to show a proper breakdown of DRIVER TURNOVER and explain it.
11) An HONEST list of any Safety initiatives you have undertaken in the past year. PROOF IS REQUIRED
12) AN HONEST UP TO DATE CURRENT LIST OF ANY DRIVER MEETINGS, PROVIDE AN AGENDA OF WHAT WAS DISCUSSED. SHOW ATTENDANCE RECORDS
In our industry, there should not be any fear of the unknown, Educate yourself, and find out what the Insurance company is looking for, when they quote a renewal price. YOU should not meet with the Insurance company that is quoting, without your agent present.
13) If you have had any ANOMOLIES be prepared to discuss them and what steps have been taken to mitigate them.
Remember your agent can and will be there every step of the way to assist you. Your Insurance company whether the incumbent or a new one, is rating you , on HISTORICAL DATA, that you provide, and present market conditions. If you say you did it, be prepared to prove you did it. If you say you do ot go there, be prepared to prove it, If you say you never carry a specific commodty, be preared to prove you do not do it.

Like anything, information, and knowledge can be a good thing. Especially when handled properly. As to why it is so important to include where you travel and why (point 5 above). Well there is more chance of theft, in certain areas of North America and more chance of accidents, in certain areas of North America, higher settlement costs in certain areas of North America, different liaibility settlement schedules for certain parts of North America, more traffic in certain areas of North America. THESE ARE ALL AREAS OF EXPERTISE THAT THE INSURANCE COMPANY CAN HELP AND ASSIST YOU WITH, AND PROVIDE THEIR KNOWLEDGE AS WELL.
Safe Motoring and happy renewal.

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Recently I was on holiday. Talk about crazy drivers. Trucks, buses, cars, carts, all zooming by, and all certainly not as regulated as we are. Yes it was in the Caribbean. Yes it was smaller than here. Yet there are far fewer accidents than here as well.

That makes you wonder why? I was walking on the oppostie side of the road, as this used to be part of the British Commonwealth. Watching the cars, and trucks and buses go by, yet it was organized confusion. What appeared to be the biggest difference was, Respect for the others on the road, and consideration. How so? Let's look at a traffic circle.

The traffic circle, is created to slow down traffic, and at the same time funnel the vehicles into the 4 directions they may head off of the circle. Here we have 4 way stops. No one wants to completely stop, everyone wants to rush through, and it is like a game of chicken. Whoever is the slowest loses. Down there, they let people merge. Anyone ever try merging on the QEW at 5 P.M. OF COURSE WE ALSO HAVE ALOT OF MOTORISTS WHO ARE JUST TO DARN LAZY TO USE AN INDICATOR SO EVERYONE ELSE KNOWS YOUR INTENTIONS. I am going to go out on a limb here, and have come to the conclusion either Auto Manufacturers have stopped making cars with funcitoning TURN SIGNAL INDICATORS, or most people just do not know how to use them.

Funny, we preach to our drivers, to leave extra time to get to their pickup or delivery on time, yet everyone has office staff, rush in, in the morning, always the same ones, complaining about the traffic chaos, and how they had to rush to get to work. I suggest to them leave 10 or 15 minutes earlier and I get one of those DEER IN THE HEADLIGHTS STARE. like I am from another planet.

Summer is upon us, the roads, will be busier, tempers will be shorter, less people will be paying attention, all of us in this industry have had it preached to us by the Insurance experts, MTO experts, DOT experts, Safety experts, Training experts etc, to slow down and be careful. Let's pass it on to just one person and save someone in the process. Instead of the FINGER when someone passes you like a maniac, (we all know it will happen and you will see them at the next set of lights anyways), smile, wave, say have a nice day, THEY just may take the hint.

As for Insurance rates, renewal is coming soon, that will be the next blog, how to prepare, when to prepare, what to prepare.
P.S. ROADCHECK STARTS TOAY ACROSS NORTH AMERICA PASS IT ON TO THE DRIVERS.!!!!!!!!!!!!!

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What should responsible fleet Owners and Safety Managers be doing to Prepare?? Here is a short list of things to do.
1) Ensure all drivers are aware of the proper use of sunglasses, and eyewear.
2) Ensure all trucks are filled with Bug Repellant windshield washer fluid
3) Train all drivers to slow down and be cognizant of the time of year. More children playing on the roads etc.
4) More drivers on the road, more distractions, more accidents.
5) Insurance company statistics will prove time and again more accidents occur in summer months than winter months.
6) Try to advise all drivers of any significant road clsoures that may affect travel times.
7) ALWAYS ENSURE YOUR DRIVERS DO A THROUGH AND COMPLETE PRE TRIP INSPECTION OF THEIR EQUIPMENT!
8) Train the drivers to leave earlier instead of leaving just on time, no allowance for delays, and having to speed.
9) The U.S. and Canadian authorities are watching very closely, every truck as we are more visible than cars.
9) Ensure whenever and wherever drivers stop for rest, they are well lit areas, well maintained areas, and never on their own.

10) Ensure the drivers always leave with a FULL TANK OF GAS (In the truck) and if hauling a reefer trailer that the fuel is full for the reefer unit as well.
11) Ensure we monitor all Fuel consumption of all units. try to modify driving habits whether ggod or bad. At least the drivers will be aware we are looking at the results.
12) Be a lot faster to reward than reprimand. YOU always get a lot more accomplished with SUGAR AND HONEY THAN YOU DO WITH THE OPPOSITE>
13) Ensure all trailer doors are adequately sealed, and if possible the drivers should always inspect the doors every time they stop. Especially teams when changing drivers.
14) Always ensure the satellite is system is working on every unit

SAFE MOTORING FOR THE SUMMER, THOSE OF YOU TAKING A VACATION ENJOY, AND THOSE OF US THAT CONTINUE TO MEET, DISCUSS, PLAN, RECOMMEND, IMPLEMENT CHANGE, MONITOR, AND ASSIST EVERY AND ANY DRIVER IN ANY WAY POSSIBLE, Thanks from that one motorist you just saved.

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My Crystal Ball says a little. Business is starting to move again, trucks are not as idle as they were and drivers are jumping ship again.

That drivers start to change companies is not in itself that surprising. What is surprising is the pay rates oem O/O tell the drivers they will get paid. Drive for an O/O for $0.50 per mile. That is what I heard the other day. I find it hard to beleive when the rest of the drivers in the same ocmpany were earning $0.40-$0.44 cents per mile. Now any smart person would certainly be very leery of working for an O/O if they are paying that much. I think I would want to get paid in advacne at that rate. Otherwise I am doing a lot of work for nothing.

Speaking of which, there is one big sign the economy is still barely picking up in the United States of America. 5 companiesin the last 2 weeks, have had over 20 trucks between them loose tanks of fuel. That's right folks, the days of siphoning are back. I have to also point oiut that 1 of the companies involved has 2 trucks loose their fuel in LA BELLE PROVINCE ( THAT IS QUEBEC) Ah yes, JE ME SOUVIEN. I also remember the last time around that was where a lot of this type of thing occured.

Time to start checking out Fuel Lock Caps again. They may be expensive but so is loosing 50 gallons of gas at $3.00 per gallon. NOW before meslippery jumps in with another comment justified or not I would like to state, I am not selling the caps, nor do I have a vested interest in them. I am helping protect our business's assests and our expenses and costs. It clearly has nothing to do here with EOBR's or SPEED LIMITERS we all know where you stand or sit on those.

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Lately we have been reading Ray Haight's Rules. They are pretty good rules and I think everyone of us in this industry should take a strong look at them.

The one rule I am very concerned about (mostly) is the waiting time rule. A lot of the 3PL's or so called 3P.L.'s out there I think are afraid to approach their customer and ask for waiting time. When a carrier charges you for waiting time, there is a pretty good reason for it. Whether it is the shipper or the consignee someone kept that truck waiting. Funny how, in a TAXI, if you are kept waiting in the cab, while stuck in traffic, The driver does not turn the meter off. The charges just keep adding on. Yet in our industry not only we have to fight to collect money, we have to fight with the people in the same industry.

Then we also get stuck at Customs! Especially when it is a RANDOM INSPECTION. Recently another carrier was lamenting to me how he argued with a customer for 2 hours to collect the unloading and loading charges and waiting time charges paid by his so called 3P.L. They admitted their customer would never pay the charges. Well We as carriers have news for you, a lot of loads will not be delviered anymore if charges are not guaranteed and paid up front. We have no choice and we have to pay the loading and unloading company. Yet I think if Customs enforced the rules they would have the additional charges billed directly to the person whose name the goods are clearing in.

Why charge the carrier. All we are doing is moving the goods. We do not take title to them. We do not decide whcih border to cross (some of the time) we do not decide who gets to load and unload the truck. Why charge us? Charge the IMPORTER OF RECORD. They own the goods not a truck line. This is a basic fundamental shipping law.
As for detention, again, the driver stood around for 8 hours, while Canada Customs took their sweet time inspecting by hand, each solar panel to cover swimming pools. I guess they thought the carrier was bringing in Miniature SUNS. Maybe we stole some heat from the AMERICANS and we did not declare it!

I would like each and every LOAD BROKER AND 3P.L. to stand up and work the next 2 hours free. Tell your Manager or Supervisor or Owner. I will work from 2 until 4 today free. YOu do not have to pay me take it out of my paycheque this week. Now how many of you ran and did that just now? ZERO?! You bet ?! yET THIS IS EXACTLY WHAT YOU WANT CARRIERS TO DO EVERYTIME THEY INCUR WAITING TIME AT THE BORDER OR AT THE SHIPPER OR AT THE RECEIVER.

Let's all get in the real world and pay for whatever the real costs to move freight are. NOT IMAGINED CXOSTS. Or waht you think they should be. A true 3P.L. Provider has a relationship with their customer and they should be able to have them approve payment for pretty well anything. As Ray says they are not just Rate WH---S. Oops sorry about the word gang. However everyone can take the hint here. Pay the carriers for what they do, prove you deserve the money, prove you can earn your share of the pie, Treat the carriers the same way you would like to be treated. STOP ASKING THEM TO DO EXTRA WORK FOR FREE.

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Recently I had the pleasure of attending to a LEGAL MATTER, on behalf of our company.

Now I am not a lawyer, although I have studied some law courses, and enjoy handling such matters. The courtroom and its very nuances is interesting to say the least. The court and the people there are no different than you and I. However I cannot stress enough the importantance of DUE DILIGENCE. We pride ourselves on keeping good, clear, concise, accurate records, of our trianing and anything we require drivers to sign and keep on file. This particular incident was regarding a Speed Limiter and an O/O.

At the beginning of the year, we had all O/O prove to us they ahd a speed limiter (BOTH CRUISE AND PEDAL) set at no faster than 105 KM/H. We had them sign a form and keep a copy of this form in the truck, in their permit book. We also advised every O/O we would randomly check their trucks over the course of every quarter to ensure the speed limiter was still set at 105 KM/H. The court requested I prove we had done so.

Armed with copies of the letters from every O/O that was signed at the time, I went to court. I also had a copy of the company policy which we had instituted at the beginning of last year. At that time, we advised all O/O about random testing during the quarter. The CROWN withdrew the charges against the company, but they went FULL SPEED AHEAD against the O/O and found him guilty. Now I know some of you out there in Truckland may be saying big deal, so what. Well to us it is!

YOu see not only the MONETARY FINE, but the CVOR points are something none of us can afford. I cannot stress how important it is, for all us to document, document and document everything we do. Train retrain and train some more. Everytime you/we/them/us train ensure the drivers always sign a form they have acknowledged, being trained and know what they were trained in. Take the extra little time to ensure everydrive every time signs in and out. YOu just never know ho much it can save your company, Monetarilly and CVOR point wise. Everything we do, should be documented, YOU JUST NEVER KNOW WHEN YOU MAY NEED TO CALL UPON THOSE FORMS THAT WERE SIGNED.

The main point in the courts of course is ; WE HAVE CONTROL OVER THE DRIVERS WHILE IN THE YARD, ONCE THEY LEAVE WE HAVE TO PROVE WE HAVE TAKEN EVERY PRECATUION AND EVERY STEP CONCEIVABLE TO AVOID ANY PROBLEMS OR ISSUES. That means doing and proving you did it and of course PROVING IN COURT BEYOND A REASONABLE DOBUT YOU HAVE DONE IT. Court may say Innocent until proven guilty, I am not always convinced that it does work that way though. Sometimes it appears you are guilty until proven innocent.

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On my way to work the other day, I was thinking about my yard check I do and why I do it.

Some of our drivers, perceive it as checking up on them, to see if they sealed (security reasons) the trailers, some perceive it as checking up on where they park, some perceive it as making sure they are wearing their safety vests while in the yard.

Then I asked myself the same question. WHY DO I DO A YARD CHECK? The answer is pretty simple. 2 fold really (1) Never ask someone to do something you would not do yourself and (2) When that panic sets in, in the dispatch office, as they cannot find a trailer or tractor or seal number, or some other such thing in the computer, I have the answer. I did the yard check. Within reason I should have answers. I should be able to see if our early delvieries will make it on time. I should be able to see if all the loads are here that should be every morning. I should be able to ensure that the information in the computer, is up to date.

However, what I do not do is update the computer. GARBAGE IN, GARBAGE OUT. If I update our internal system, then the dispatch team (which I feel is pretty darn good), will not learn or make their own conclusions. They are always relying on me. No one has told me, I have to be in the office every day at 5:30 in the morning. Why am I? The old fashioned morals that my father instilled in me. Work hard, do what it takes, and go the extra mile.

Create and Follow a process. Of course it has to be a logical sequence. How do we arrive at a process. Well you may want to start at the end reslut and work backwards. That way, you know what the result is, and you can input each step to get there, arriving at the starting point.

Last week Ray Haight in this BLOG section printed a few of his rules. All make sense and all have merit in them. What however it still comes down to, is what is missing in business today. TOO MANY UNSCRUPULOUS BUSINESS PEOPLE, TAKING THE MONEY AND HIDING. Giving both carriers and Load Brokers a bad reputation. We both know, we both need each other. We all Need to kow however who they are. Who double brokers freight continually, etc.

There has to be a way to publish every company's name that bounces a cheque, does not pay within agreed payment terms, deducts money for claims off of freight charges owing (YES IT IS ILLEGAL), Do not want to pay Detention upon pickup or delivery, Expect not only 2 hours free time, but they expect the same 2 hours for 3 drops, which is now 6 hours free time. I think it is time some of these people, got out from behind the desk and worked free like a driver for 6 hours, and then complain about detention and waiting time. Certqainly in this industry, when the shipment picks up late or delivers late, there are a million and one excuses, least of which is the weather. What this industry does have to start doing though is also charging for delays at the border. Remember FELLOW CARRIERS, ALL WE ARE DOING IS TRANSPORTING THE GOODS. WE NEITHER OWN THEM, TAKE TITLE TO THEM, PREPARE THE PAPERWORK FOR THEM, OR CLEAR THEM. We need to be compensated for work performed. Whether a load broker or shipper agree or disagree is not the question any longer.

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It was just the other day and some business associates and myself were dscussing the Economy, Transportation and what difficulties we face. One was a Lawyer, One was a Stock Broker, One was a Self Employed Management Consultant and then me a Transportation LIFER.

It occured to me that not only we each faced difficulties, but they were all related, connected and yet distinctly different at the same time. Talk about SIX DEGREES OF SEPERATION. The lawyer was representing a company, who had declared themselves bankrupt. yet they owed carriers HUNDREDS OF THOUSANDS OF DOLLARS. The management consultant, was stuck with a major problem HOW TO HANDLE THE PASSING OF THE TORCH (since it is Olympic year and here in Canada) from generation to generation to generation. The company not only did not have a succession plan in place, the children were not remotely interested in the business. They were involved only because their parents wanted them to be. The Stock Broker sat back listened and then told us, well we never had a recession and we are better off than most countries, we have a great economy. Then they looked at me.

I am neither the Oracle of Mississauga, nor am I an Economist or a Banker or Lawyer. However, I am a pragmatist and deal with the result of the problem. As those of us in this industry realize, if it is your house, on your house you are wearing it, or eating it, it arrived by truck. We are the first to see any and all problems of the economy. I went on to explain, that transportation is not that complex really and yet it is ONE HECK OF A BELLWEATHER TO USE. My first comment was that the Canadian Dollar Is way to high, for the good of our economy. Our major trading partner is the United States of America. For us to succed we cannot afford for the Dollar to be any hgiher than $0.80 to $0.85 exchange. Why ? Simple! The American public do not need to buy form us or deal with us with goods costing so much. The result we export less to the United States. Impalance of trade. Less exports to them, yet our Imports are still fairly stable from them. This means of cousre, we have more goods coming home and less goods going down. The rates should reflect it. DO THEY? IF NOT, WHY NOT? Well I will let all the experts figure that out.

The stock broker laughed again and he told us all, Transportation stinks as an industry to invest in, it is a loosing propostion from the word go. I beg to differ. I think it a great place to invest in. If you are investing in your company. I am not convinced that stocks in the Transportation Sector are that great an investment, however. Funny enough the stock brokers comment was coming of course from someone who gets our money when we buy and when we sell. Sort of a built in market. Even on line investing they still charge both ways. They get your money no matter what. Then the lawyer and I discussed a couple matters.

I guess the first was, his take on the LACK OF PROTECTION FOR CARRIERS, FROM COMPANIES GOING BANKRUPT. He wondered why Carriers are not secured creditors. I wonder, if shipments travel on a B/L and Transfer of Title of the goods does not occur until the Transportation Charges are paid in full, why we are not considered Secured creditors? Perhaps the government should take a look and change the rules somehow. Then he discussed Contracts and shipper versus broker, versus Insurance claim contracts. Funny enough he agreed with me, Any claim whatsoever, it is illegal to offset the amount of the claim against any past freight charges owing to the carrier. The amount of the claim itself is one and the same. It becomes and is integral to the claim. It is included in the amunt of the claim. We then discussed DUE DILIGENCE DEFENSE with regards to many issues, facing carriers today in Ontario courts.

All I can say is "MAKE SURE IT IS DOCUMENTED , MAKE SURE IT IS IN WRITING, MAKE SURE YOU HAVE THE PROOF, MAKE SURE YOU HAVE CLOSED AS MANY LOOPHOLES AS YOU CAN, LISTEN WHILE IN COURT AND SEE EXACTLY WHAT THEY ARE TRYING TO PROVE. For the most part, if you can prove you have done as much as pssible to inform, enforce and reenforce time after time after time, you have a chance. Of course it is always up to the court to decide who, what, when, where, and why. Do not be afraid to ask for their proof, ask for all of their evidence, ask for them to prove beyond a shadow of a doubt. Of course this is COMMON LAW, in Ontario, in Quebec CIVIL LAW prevails, which means you are guilty until proven innocent. Even worse Due Diligence does not hold water, in United States.

What could Mr. Harper really do? Well I know I have a great idea. Instead of relying on his economists, bankers, cabinet ministers, and his very close confidantes, for information and then of course closing down parliament. Why not come to us? The people who see day to day what is really happening. Ask us for Ideas, suggestions (Polite ones), our take on the economy, our take on what really ails the economy. Get into the real world. However, when was the last time a Politician actually did what they promised, while running for office. Talk to some of us in the business world who see the real matters, UP CLOSE AND PERSONAL.

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CSA 2010 is coming! For all Intents and Purposes it may as well be here. Have the authorities started to hand out more violations than ever before YOU BET THEY HAVE. More audits than ever before, YOU BET THERE WILL BE. More training required, YOU BET THERE WILL BE. LEVEL PLAYING FIELD, SURE WHEN PIGS CAN FLY.

What it comes down to is basic and fundamental. As long as there is cheap freight and some carrier is going to move it without caring about the revenue, or actual cost to run the freight, then all the competition can BE DAMNED. However when we as carriers continue to get 8, 10, and 12 page, contracts thrown at us for hauling a load that pays, $500.00 and the so called customer is relable and trustworthy, funny enough they are also carriers. They have the same basic costs as we do. Perhpas higher Perhaps lower, but in essence costs to run a truck are within pennies the same for all carriers.

Why then, does one of the largest 3 P.L.'s in the world continue to operate thinking it is doing carriers a favor by offering to them a load for $1.00/mile or $ 1.10/mile? I know someone will move it. That is the big mistake. Actually the bigger mistake is the mentality that is in our industry. This mentality is Well we make more on Head Haul and loose on the Back Haul ( OR VICE VERSA). Hogwash! I say our costs are our costs. Push the so called Logistics companies out there, to sell higher rates, and pay hgiher rates. Do not let Load Brokers offset claims against freight charges owing. THis is illegal and the freight charges of course would be pro rated and become part of the claim. I know a carrier who told me about a QUEBEC based load broker tell them "TOUGH (WELL YOU GET THE IDEA), I'm not paying the freight charges, and I'm deducting the money for the claim off of other revenue we owe you." This practise is illegal and yet it thrives and flourishes in our industry.

Thanks very much. What we need is an industry where such companies can be reported, use the information and stop dealing with them. What is even more amazing is that the shipper, or consignee is usually not even aware of the illegal practise that is going on. Instead of concentrating on CSA 2010 let's start concentrating on what it will take to survive another year! What it will take to discuss some new topic this time next year! Stop sending out these ridiculous contracts and expecting carriers to sign them. More importantly, CARRIERS SHOULD STOP SIGNING THEM OR MAKE CHANGES TO THEM. If you need the freight, do you really need the headaches if something goes wrong with the load.

Basically most of the contracts put all of the onus on the carrier, and then we will get hopefully in 45 or 60 or more days get paid. REMEMBER THE MOVIE NETWORK "WE'RE MAD AS HELL AND NOT GOING TO TAKE IT ANYMORE" Only by sticking together will it happen. Entreprenurial ideas work. Starting a new Trucking company will work, However selling or buying freight at the lowest price possible just to take the freight from a competitior is a license to go out of business faster than you started. Take your cash flow projection and sit with a banker, THEY WILL EXPLAIN IT as well. If you cannot show them yourcosts per mile, and the money left over at then end of the day, Will they lend you money?

REMEMBER IF YOU SIGN IT, IT IS A BINDING CONTRACT.

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It never ceases to amaze me, how we as an industry are the first to get darts thrown at us, and accused of everything under the sun. Our fault for smuggling, our fault for imporoper Customs entries, our fault for poor maintenance, our fault our drivers are not trained, our fault the driver got a ticket, (what the heck Mr. O.P.P. let's give the company they work for a ticket at the same time), Our fault we want Fuel surcharges, Our fault the rates go up down sideways, Well I am sure you get the picture..

In the last few years, I have had the good fortune to attend quite a few Seminars. Now please lets get something straight up front. I do not get paid by anyone I mention in my blog. Driving For Profits Seminars ( sponsored by NAL KRTS AND FREIGHTLINER) CSA 2010 (KRTS AND LOADSURFER) C-TPAT (Upstate N.Y. U.S.C.B.P.) MARKEL Insurance Company of Canada, ATBS (MR. RAY HAIGHT) and the list could go on. However a few people stick out in my mind as for the industry. Especially in Ontario and the ones I am aware of out West.

I feel we should all be giving a huge THANK YOU, to KRTS and its PRESIDENT KIM RICHARDSON. Kim is as he refers to himself a TRUCKING BRAT. Yet, he cares about what he does, sponsors different seminars, Is always out there, trying to help us all operate better, attends seminars, he is not involved in, and his passion is more than apparent in what he does and how he does it.. KIM WE AS AN INDUSTRY SALUTE YOU, (I do anyways). NAL and the " Trinity" that keeps them going Chris Henry, Gary Lindsay, and Aaron Lindsay. A company offering Living Benefits, and Financial benefits to the Professionals that drive the vehciles every day. What more can be said about a company, that offers these to drivers, and takes the time, to organize seminars 4-5 times a year, and offers a realm of ideas to those in attendance. Mr. Gord Box of PTR, has also helped, in NAL sponsoring the Trucking For Wishes program, and is firmly rooted in the industry as a whole. Of course Lou, Adam, and James of this webiste and its associated publications. Roy Craigen out West at TRANSCOM and Dan Goodwill of Dan Goodwill and Associates.

I could go on and on, but what strikes me every time I deal with any of these people is the Passion for the industry, and the interest in everything they say and do. I have been involved in this industry for over 33 years, and sometimes I feel like a rookie being around some of the aforementioned. I am still learing everyday, I have a long way to go. Certainly I respect anyone who not only has the knowledge but takes the time to impart it, teach it, share it, and has the patience to enjoy it at the same time.

I only hope the next generation coming into this business, are willing to learn the hard way. Are willing to do the hours. Are willing to start from the ground up. Are willing to attend seminar after seminar. Are willing to learn and learn and learn and learn some more. More importantly I hope that our government, soon relaizes what an industry we have, and the opportunites to be a world leader in Transportation is right here under our noses. If only they reached out more often to some of the many industry leaders, and elders. What an opportunity to learn from everyone. Not just Trucking but Airfreight, Oceanfreight, Customs, Rail, and Courier.

I believe even C.I.F.F.A. and The Logistics Institute saw the writing on the wall and joined foces this year. I took the C.I.F.F.A. program in 1979, and even then was exposed to warehousing, airfreight, oceanfreight and truck freight. It was a pioneer way back then. C.I.T.T. has also changed over the years. Every course imagineable has changed with the times, best of all so have we involved in the industry. We have forums such as this, to share our ideas, work together, prosper together. JUST LIKE THE NIKE(C) SLOGAN 'JUST DO IT"

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In our business there seems to be a PLETHORA of information, contacts, resources, and people ready willing and able to help, and give advice.

Well we are into November, and for the first time in a few years in TORONTO it did not snow on HALLOWEEN. Rest assured it will snow during November. I make the prediction based on my own experience, nothing to do with consulting the FARMER'S ALMANAC. I'm just going out on a limb here. In order to get ready what should we be doing.
1) Reminding drivers every chance we can about THE HAZARDS OF WINTER DRIVING
2) Any Handouts we can give them to read, Lets do it. If they don't read it, we cannot do much about that. At least we have tried. You would be amazed however, who will actually read that little booklet, 10 line note, etc.
3) While preparing for the Annual Safety Meeting (since most companies have them this time of year) be sure to include a video/presentation of WINTER HAZARDS, and driving in WINTER.
4) Make sure everyone is onboard. THIS MEANS DISPATCHERS, AS WELL AS SALES. Schedules have to be adjusted and changed frequently.
5) There are and always will be customers that demand the impossible, are unreasonable and just do not want to work with the carriers. They demand everything. A little education goes a long way. If not (DON'T BE AFRAID TO FIRE THE CUSTOMER) Better than having an accident
6) Include something with their paycheques, to illustrate, winter driving. Put posters up in the driver's room, put posters up in the dispatch area.

Personally I cannot stress how important it is to take steps in advance, if you wait much longer it will be too late! Even if you prevent one accident, then as Safety Managers, Responsible Transportation Managers, Owners, Dispatchers, and so on we have done our job. We all know the statistics. We all know that more accidents occur in July and August then in Winter. WAIT ! I'm not making this up, every Insurance company will tell you the same thing. People are more relaxed, they are on vacation, they have the family in the car, they have to stop more frequently for the rest area breaks, the pets are jumping around in the car,in July and August, then in the Winter. People are usually more attentive in Winter.

Please for everyone on the road, WHETHER A TRUCK DRIVER, BUS DRIVER, COURIER, OR JUST PLAIN PASSENGER CAR DRIVER, BE PREPARED AND ALLOW THAT EXTRA SPACE AND EXTRA TIME. PLAN THE ROUTE, AND LISTEN FOR TRAFFIC UPDATES. BE ESPECIALLY CAREFUL AROUND SCHOOL BUSES, ESPECIALLY ON RURAL ROUTES, AND PLEASE WATCH OUT FOR THE OTHER GUY/GAL PERSON ON THE ROAD!

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U.S. Thanksgiving is coming up. I can't go Cross border shopping on Friday the 27th I have my annual driver safety meeting. The big question is how and what do I prepare to tell our drivers.

First and foremost we should thank them all for the hard work they do.
Secondly make sure they all know each other. Get them to find another driver they don't know and introduce them selves to each other.
Third Recognize anything special any of them have done.
Fourth Recognize with rewards, THE ANNUAL SAFETY BONUS, IN FRONT OF THEIR PEERS.
Keep the meeting to a HALF DAY. Some will be going out, some will have just returned, and some are not going on a trip yet. Be mindful of their attention.
Fifth and just as important at the end of the meeting I always thank them as I do at the beginning for attending as I know it is again taking UNPAID TIME AWAY FROM THEM AND THEIR FAMILY. However it is mandatory attendance and we do get things accomplished.
Sixth a quick review of what is in store for next year. CVSA2010, where the company is headed, new business, old business, etc.
Remind them about safety, how good the safety record is getting, where we can improve etc.
Finally and this is as important as all the other steps in a successful meeting with the drivers, TAKE QUESTIONS FROM THEM, BE PREPARED TO ANSWER THEM, DO NOT LOOSE CONTROL OF THE MEETING. If we expect them to listen to us for 3-4 hours we have to give them equal time to address their issues and problems.
In order to be prepared, I have setup a box and although a month early, have requested all drivers, to put in the box written questions, concerns, problems etc, so we can be prepared and address, or at least try to addres them at the meeting.
Seventh, if time permits, have any outside people in to the meeting that we want to present, such as COSTCO (MEMBERSHIP FOR THE FAMILY) Benefits (both medical and disability) Insurance, Insurance (Our agent or our Insurance company if they wish for a short presentation)
Finally, remember this meeting is a GENERAL MEETING keep it positive, keep it light, keep it fast paced, and joke laugh and get the point across at the same time. REMEMBER this is not the forum to disicpline this a forum for Praise and Thanks. It has been a rough year, and I still think until 3rd quarter next year we are still going to see stormy waters ahead.
To all my friends, colleagues, people I have had the pleasure and honour, of working with in the past and present, people I have met at various functions, people I have golfed with, people I have even hit with a golf ball (BY MISTAKE OF COURSE RIGHT! J.A.L) the many knowledgable people in our industry THANKS FOR BEING A PART OF THE WORLD OF TRANSPORTATION! It may sound corny to some BUT I REALLY DO LOVE THIS BUSINESS.

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Interesting the differences. We try to enforce and of course the government agencies, do as they may. We resist change. We have all heard about Europe and how fast they drive. Here is the real issue to me.

I just returned from a couple weeks over there, and noticed, no trucks except hauling perishables on Sundays, they move over to let you pass, they have governors on their speed, THEY ALL HAVE EOBR'S yet here we complain.

If we all sold, what we offer legally, instead of trying to cheat or beat the system, we would and could cut down on accidents. Sell reasonable transit times, reasonable pickup schedules, reasoable rates, and of course leave time for the MACHINES (READ THE TRUCK) to be serviced. After all it is a machine and every machine requires maintenance. No company can or will survive if they sell strictly on rates. Every company out there, has to realize that getting their goods to market and selling them at a profit, is just as important to THE CARRIERS (READ us!)

Let's prove we deserve what we charge, deserve FSC's deserve our market conditions, and let's even hope one day the government at both sides of the border, lighten up a little. Not everyone is a crook, deceitful, trying to pull the wool over your eyes, etc. That is why EUROPE eliminated so many INTERNAL BORDERS. What are we waiting for?? Has anyone taken a good look at the TRUCK STOPS , AND THE FOOD AND THE SIZE OF THEM IN EUROPE.

What a pleasure to stop in one, clean comfortable good food good coffee, not the usual greasy fare we get over here. More importantly Truck driving is a profession in Europe, the same as being a Dr, or Lawyer, or Computer Technician, not something to be looked down on or attach with a stigma to it.

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I am always surprised although I shouldn't be, at the US AGAINST THEM MENTALITY.

It is funny! Every driver, has the same complaints, too much favortisim, too many good loads go to the other guys, no loads unless I bribe the dispatcher. Always the same. The dispatchers they try to treat everyone fairly, try to do the best with what they have, try to keep the ocmpany happy at the same time as the drivers. A more perplexing problem is that they also have to keep the mix of freight happy with O/O versus Company drivers.

Business is slow, so drivers are again jumping ship. Companies out there, are retaining the good drivers they have, letting the bad ones go, and retraining and re-educating the ones they keep. At the same time the company is also spending the money, re-educating the dispatchers.

The Government says the recession is over. I say, it maybe turning the corner, but still very early in game to make such statements. After all we in Transportation, and Trucking in particular, are the first to see the changes.

The smart shippers and cosignees, are partnerinng with carriers, to ensure their goods arrive on time very time. No carrier is taking low paying freight anymore just for the sake of cash flow, whether it is a Postitive Cash Flow or or Negative Cash Flow. Dispatcher's have to be aware of ROUND TRIP MILES. Companies ahve to make them aware of AVERAGE COSTS PER MILE. They also have to communicate what they need to stay in business(PROFIT)

Let's all sit down talk, communicate, exchange ideas, and at the end of the day, go home happy and feel we accomplished something together as a team

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Quite a few of us, attend Seminars, study sessions, group activities, etc. We meet people and we talk, learn discuss and generally hear the STATE OF THE UNION FROM SOMEONE ELSE'S PERSPECTIVE.

Those of us who have been fortunate enough to attend the DRIVING FOR PROFITS, Seminar Series, have heard Allison Graham. Great speaker, Great presentation, great ideas. Yet we still seesomel of the same people making the same PITFALLS time after time. My only suggestion, to NETWORKING is to temper things a little, People new to the industry, are very intimidated, by THE OLD SCHOOL, ( That means Us). Networking does not mena being aggresive to the point of being a pain in the behind.

Yesterday at THE FALL CLASSIC ( OTA GOLF DAY) lots of friendly faces, familiar faces, even the odd scary face. I have to admit it still never ceases to amaze me, that in today's day and age, we are still so dependant on each other , the correct constant flow of information, and followup. Everyone makes mistakes, Everyone of us, will do, has done, and will continue to make mistakes. MAYBE NOT THE SAME ONES BUT WE WILL MAKE MISTAKES.

YET WE STILL HERE OF COMPANIES BLACKBALLING ANOTHER COMPANY, BLACKLISTING A COMPANY CUTTING OFF A COMPANY FOR supplying ERRONEOUS INFORMATION. Yesterday I heard of a compnay BLACKLISTING SOMEONE. Upon further investigation, 3 THINGS WERE NOTED, 3 DEFICIENCES NOTED, 3 CORRECTED INTERNALLY. None of the information given out was intentionally given to mislead. It is like any computer system GARBAGE IN GARBAGE OUT.

Other than people double brokering loads, not paying bills, NOT PAYING BILLS ON TIME, and misrepresenting the facts, (DELIBERATLEY) I might add, is our industry that childish still that we have to threaten each other.

Let's be grown Men and Women and help each other, before we threaten. Those of us old enough to remember the movie THE NEW CENTURIONS with George C Scott, an aging Policeman, ( last name in the movie) was KILBENSKI. He had lots of his own euphanisims. He used to call them KILBENSKI'S LAWS : 1 OF WHICH WAS HE WHO THREATENS HAS ALREADY LOST. Let's try to assist, help mitigate, alleviate problems, help point our errors, etc.
Remember we always get more accomplished with SUGAR AND HONEY than we do with!!?? (WELL I THINK YOU GET THE IDEA)

IT MAKES THE INDUSTRY SMARTER, WISER, AND OF COURSE MORE RESPECTED.

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It's that time of year a lot of companies dread ! Insurance Renewal. If you are a smart company and operate properly you have nothing to worry about. YOu do not hide, do not worry and provide exactly what is requested.

1) If you are in constant touch with your Insurance Agent and your Insurance Company, do not worry aobut the much maligned ONTARIO CVOR system. It certainly has its problems. HOwever provide a copy. This demonstrates you cotnually, inform yourself and have a snapshot of where you ar ein the public's perception (gov't)
2) Be proud of your equipment provide a complete listing of all Tractors, Trailers, PPV's, and any equipment you want covered.
3) If obtaining quotes from more than one company, (which we should all do), COMPARE APPLES TO APPLES Provide the same information to everyone. Buildings, Terminals, Office Equipment, Parked vehicles, All Perils, Deductilbe Limits etc.
4) Give a complete list of your drivers, THEIR CVOR (CURRENT), your drivers, and a COMPLETE LIST of the DRIVERS ABSTRACTS.
5) Tell each agent and or Insurance company exactly what coverage you want and or need.
6) Provide a current up to date detailed breakdown of your IFTA /Mileage for the last 4 quarters. (This shows your exposure ! NO NOT THAT KIND) So the Insurance company can determine risk.
7) Know what you ship Be prepared to let them know the commodities, and a breakdown by percentages of what you haul. This will give the Insurer a snapshot of EXPOSURE, $$$ RISK, and, Commodity breakdowns of goods hauled.
Most importantly, provide a detailed current loss run for the last 5 years. This shows the Insurance company how you have operated over the last 5 years.

Now I know point 6 is contetnious. It does show the Insurance company, if you are costing them more than they are charging, in premiums. That may happen. It is all historical data anyways. You cannot do anything about it now.

BE SURE TO LET THE AGENTS AND THE INSURANCE COMPANIES KNOW IF YOU ARE INVOVLED IN, A PARTICIPANT IN, OR PLANNING TO BECOME INVOLVED IN ANY CUSTOMS OR SECURITY INITIATIVES. C-TPAT FAST, PIP, etc, Advise them if you have QUIK PASS TRANSPONDERS ( NO I do not mean the Transponders that help you go thorugh the toll booths). I mean the ones that help you pass (when you get the proper alert in the truck) the Inspection station, because you have demonstrated, to U.S. D.O.T. you have a safe rating, and know how to keep it safe. Advise them if you are involved in any Green Initiatives, such as FLEETSMART and SMARTWAY. This illustrates, to the Insurance company not only you are progressive, but you care. You are interested, and you are monitoring on a daily/weekley/monthly/quarterly/semi-annual/annual basis.
Do not be afraid to advise them of any training that you have done for your dispatch staff and or drivers. Driver Bonus programs. How and why they are rewarded.
Most if NOT ALL INSURANCE COMPANIES TODAY WILL TELL YOU, THAT THEY WANT A PARTNERSHIP WITH YOU. THEY WANT YOU TO OPERATE SAFER, AND BETTER. Yes we pay Premiums. Yes we have to renew every year. At the end of the day, we are paying the Insurance companies to MINIMIZE, AND MITIGATE OUR EXPOSURE EVERY DAY. We are paying for their expertise, knowledge, guidance, and help.

DO NOT BE AFRAID OF INSURANCE RENEWAL WELCOME IT WITH OPEN ARMS. HOWEVER YOU SHOULD BE IN TOUCH WITH YOUR AGENT AND INSURER AT ALL TIMES, NOT JUST WHEN THERE IS AN ACCIDENT. Believe me! THEY DO LISTEN, THEY DO CARE, AND THEY DO WANT TO HELP.
cERTAINLY NOT A COMPLETE LIST but a short recap of some of the things Insurers will and do look for when quoting.

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I am always surprised at different Government Initiatives and their root cause and effect. Let's take a look at C-TPAT. Please do not get me wrong this is a great idea and works. HOWEVER! can all the parties get together and work togehter and be on the same page please.
1) Remember, this is VOLUNTARY PARTICIPATION. If so do not threaten to KICK PARTICIPANTS OUT.
2) If you can kick Participants out, Can you also kick out other government arms, that do not follow the rules?
3) Ensure every port and every officer on duty is aware of the same rules and applies them the same way. REMEMBER, THE FAMOUS 3 WORDS CUSTOMS LOVE TO USE. "SUBJECT TO INTERPRATATION".
4) If a Customs Officer stops us (ANYONE ) at the Primary Border Inspection, one would hope when they ask WHERE ARE YOU GOING. We answer honestly! TO A C-TPAT SEMINAR. We do not get another BLANK STARE AS IF WE ARE FROM ANOTHER PLANET, or they look at us with that DOE IN THE HEADLIGHT STARE AND SAY "WHERE"
5) I kid you not, that is exactly what happened on Wednesday at the FORT ERIE (U.S. SIDE) going into the U.S. They looked at us like we were from another planet. Something that is this important, everyone should know what it is all about.
6) Congratulations to the United States government CBP and the C-TPAT arm, for putting on such an informative, well run, and very educational Seminar in Buffalo this week (AUGUST 19th, 2009).

I still say though VOLUNTARY IS VOLUNTARY, Yes we have rules to follow, and yes we have to know the rules to follow, but lighten up, and stop being so harsh. If you cannot even get the many arms of the different parts of your own government to work together and follow your rules, the way you want, kick them out first. Carriers ESPECIALLY, SHOULD NOT ALWAYS BE THE ONES TO BE THREATENED, CRITICIZED, FINED, KICKED OUT, AND generally abused. We probably follow most rules, or all the rules, better than most out there. At the end of the day remember this is for everyone's PROTECTION. T

Congratulations CBP for putting the C-TPAT SEMINAR VERY, VERY INFORMATIVE. A big thank you as well for including The Candian speakers as well.

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The economy is picking up (ACCORDING TO THE POLITICIANS AND THEY NEVER LIE!) Well, shipping is still way down year over year. Trucking companies are still tripping over each other lowering rates to keep what business they have. A few of the companies who for years did not get in RATE WARS have succumbed to that as well now. What is the world coming to!

Well I still say always go back to the basics. Whether, you are a load broker 3PL Freight Forwarder, Shipper, Intermediary, Consultant, or any other such name, ALWAYS RETURN TO THE BASICS. We could go on as the list I am sure is pretty infinite, but listed are here are some of the neccessities of HOW TO BE A BETTER A BETTER SHIPPER. In No Particular Order

(1) Make sure what you want the carrier to do is NOT ONLY LEGAL, IT IS ALSO REALISTIC. Ultimately the onus always falls back on the shipper. Even if you give the shipment to one of the aforementioned above, you have to supply the correct information, do not leave it to THEM

(2) Negotiate Terms with Carriers up front and stick to them. Carriers have cash flow and bills to pay like every business. No one is automatically granted CREDIT. This is a privledge, (TOO MANY PEOPLE IN THIS BUSINESS TRYING TO TAKE ADVANTAGE OF CARRIERS)

(3) Be flexible when requesating Original B/L as Proof of Delivery. Save a tree. Let your customers know scanned documents are the way to go these days. Copies are sufficient.

(4) Relationship Building Between Carrier and Shipper/Customer/Receiver. Read long term agreements, FSC negoatiated in advance, CSC negoatiated in advance, Rate escalation clause negotiated in advance.

(5) Always comes back to the same thing Let the drivers drive. The men and women in the truck do a FANTASTIC JOB OF DRIVING THE TRUCKS AND MEETING DELVIERY SCHEDULES. PLEASE AND I CANNOT STRESS THIS ENOUGH, PLEASE STOP ASKING THEM TO PULL OVER EVERY 4 HOURS TO MAKE A TELEPHONE CALL AND GIVE YOU THEIR WHEREABOUTS. They are paid to drive, let them. Give directions to the dispatch personnel involved not insisting the driver call for shipping or delviery information. It IS wasting time again. (ANYONE HERE SEE A PATTERN OR IS IT ONLY ME?)

(6) When you are booking the shipment to move with YOUR CARRIER, provide accurate weights, number of pieces, packing units, measurements, COMPLETE CUSTOMS CLEARANCE PROCEDURES, ETC. One of most carriers pet peeves, is delays at the border, due to improper documentation. Then of course the party responsible for payment of the charges, says NOT MY FAULT I'M not paying any extra charges. The poor driver got stuck due to lack of clear, concise, and accurate informaiton, being supplied beforehand. Yet Brokers, 3 P/L etc, expect the carrier to absorb this as a cost of doing business. ???? (ANYONE HERE SEE A PATTERN OR IS IT ONLY ME???)

(7) If the goods are corssing the border, it is the carriers responsiblity, to provide the information you have given them before they arrive at the border. If there is a mistake it is not their fault (THEY ONLY PASS ON TO CUSTOMS WHAT YOU GAVE THEM). CARRIERS ARE FINALLY GETTING THROUGH TO THE CUSTOMS ON BOTH SIDES OF THE BORDER. Why fine the carrier, we only regurgitate what we are given. Go after the people who booked the load. If a 3PL go after them. It is not suffiecient enough to save the shipper $25.00 and then they can walk away from their responsibilty. Customs, FDA, on both sides, are now taking a closer look at who actually booked the shipment and them ACCOUNTABLE.( LOOK OUT A MAD DASH FOR THE DOOR JUST OCCURED)

(8) Pay YOUR BILLS IN A TIMELY FASHION. If a carrier has 2 choices, option A is to get paid $700.00 in 30 days or to get paid $750 in 60 days Whcih door do you really think the carrier will take? $50.00 extra but an extra 30 days which in these days usually stretches to 45 or 60 days OR longer, just isn't worth it.

(9) YOU THOUGHT I FORGOT! NOPE CLAIMS. Carriers just like shippers, receivers etc. want to settle claims quickly and efficiently as well. Sometimes the Insurance company in question, has to do their legwork as well. More and MORE CARRIERS, ARE SAYING, NO! EMPHATICALLY, to letting customers offset claims against FREIGHT CHARGES THAT THEY OWE. To all of you I TAKE MY HAT OFF AND SAY "IT IS ABOUT TIME." This practise offsetting claims, against freight charges owing, is illegal, and just another way for people to hold carriers to ransom.

p.s. I KNOW SOME OF THE POINTS ABOVE CAN BE ARGUED, SOME OF THEM WILL STIR THE POT, SOME OF THEM WILL IGNITE WATER COOLER TALK! GOOD, THAT IS WHAT I AM HOPING TO ACCOMPLISH.
The more we educate, the better we run and the more respected we as an industry become.

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At first when I was asked if I would write a blog here, I was elated. As a colleague of ours in this business told me the other day, "IT'S ABOUT TIME EVERYONE LISTENED TO THE AGE OF EXPERIENCE". I thought about it, and finally the light bulb went off in my own mind as well.

As we train the drivers, and continually, train and retain them, what are we doing. Recently a company had an O/O ( I Know another acronym) leave work and we are not sure if he will return for MEDICAL REASONS. We as a company have pushed every driver especially the O/Os to have their own disability Insurance. I know they all claim they don't need it. It is a waste of money, Another expense, and of course the list goes on. They can't afford it, They have it (GET PROOF). However this particular driver, is at that precarious age where, he may not get his license renewed due to medical reasons.

This is all he has done since coming to Canada DRIVE A TRUCK. Now he is out of work, may not work again, has to provide his employer with a Medical certificate that he is MEDICALLY FIT TO DRIVE, before they let him behind the wheel pullling their equipment again. Funny thing is, he was the last person, this company had to sign up as an O/O for his own Disability Insurance. He is/was indestructable. He is/was, always saying I have coverage with my VISA card, or some other such excuse. The company argued with him and he argued back. Obviously to no avail. Luckily for this driver he owns his truck. He won't loose it. HOWEVER

He now has no income, has to provide a MEDICAL RELEASE, before his employer can let him drive again, and of course this all adds up to DUE DILIGENCE. As a company, we all are aware of such companies as NAL and Roadside EDGE to name a few. They have good packages for the drivers, and at a reasonable cost. We all have to negotiate the best and try to present the package for the drivers as possible

AS MANAGERS, OWNERS, AND RESPONSIBLE EMPLOYERS, IT IS INCUMBENT ON US TO ENSURE EVERY DRIVER HAS SUFFICIENT MEIDCAL COVERAGE AND DISABILITY INSURANCE, SO THEY DO NOT PUT THEMSELVES THEIR FAMILY OR THE COMPANY IN HARMS WAY, THEY HAVE SUFFICIENT DISABILITY INSURANCE COVERAGE TO MAKE TRUCK PAYMENTS IF THEY ARE DISABLED, AND OF COUSRE AS A RESPONSIBLE EMPLOYER, YOU ALWAYS, ALWAYS, ALWAYS HAVE AN EMERGENCY CONTACT NUMBER AND NAME IN CASE OF ACCIDENT ILLNESS, OR INJURY,

Please as responsible employers, due your utmost to ensure everyone driving for you, IS COVERED. THAT I GUESS IS PART OF THE AGE OF WISDOM SPEAKING. NONE OF US IS INDESTRUCTABLE

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Drivers are the same as you and I. Any R.O.I. is worth it to them.

At our company we heard so many complaints from dispatch about drivers and vice versa something had to be done. We had the Operations Supervisor talk with the dispatchers, and some of the drivers, and told them 'GIVE ME SOMETHING TO PRESENT TO THE DRIVERS AND WE WILL RE-EDUCATE THEM. However it has to come from Dispatch not Owners and Management.

You see, if Owners and Management are always telling, it does not have the same impact. When it comes from one of the dispatchers, it has a bigger impact. Especially when the dispatcher in question was appointed by his/her fellow dispatchers to do the presentation. Pride in their accomplishment Pride in the presentation, Driver feedback great, Insurance company sat in on a few sessions, (they learnt and found it beneficial). We can't buy this type of positive impact.

Now we start our next project, train the dispatchers. Our same Operations Superviosr who did such a fantastic job on this will now be requested, to meet with many of the drivers, and see what their complaints, wants, needs, requirements are, and train the dispatchers the same way. Maybe even get one of the drivers to present it. Give them an afternoon with pay and let them tell the dispatchers what their problems on the road, customs, driving, fuelling, H.O.S. etc. are.

This way everyone is involved everyone makes a contribution, everyone feels like they have accomplished something, and MORE IMPORTANTLY IT HAS NOT REALLY COME FROM MANAGEMENT IT CAME FROM THE FRONT LINES. The real point is, we train and retrain everyone, not just the drivers. Everyone needs to be aware of expectations, and what can or cannot be done.

HERE ARE THE ACRONYMS FOR THE WEEK 1) R.O.I. 2) F.T.L 3) C.O.D. 4) B.T.S. Honestly if someone wants to ship under #3 I would be very leery of accepting the load, even Certified Cheques can bounce you know!

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It's that time of year where we ship reefers (no not that kind). We want a driver to PULP the commodity they are hauling. We want the driver to install and monitor the Temptale (THE WHAT?) 0h I know, Transportation companies are putting more and more ONUS on the drivers, yet they do not train the drivers properly.

First off, let's get something straight, and set the record straight. I am not a big proponent of having the driver do everything. They are paid to drive the truck. If the carriers do not dispatch correctly, what is the sense. Tell the drivers to PULP bananas, or grapes, or berries, or whatever. It is like telling them to take a thermometer and get the babies temperature. Yet most companies, when there is a claim, hold the driver liable for the first whatever amount.

Brokers want the driver to call them every 4 hours, and have strict delviery schedules. Again, point out the obvious. If a driver pulls off the road, calls a dispatch, lets them know where they are, gets back on the road they just lost approximately 15 minutes of ON DUTY NOT DRIVING TIME . IT IS illegal to talk on the telephone and drive at the same time, in MOST STATES AND PROVINCES. LEAVE THE DRIVERS DRIVE. Chargebacks on LTL shipments this is ridiculous for the customer, and the Load Broker to hold the carrier responsible for. It's LTL, don't ask the impossible, after all, its your customer, casuing the delays somewhere along the way. Murphy's Law with LTL shipments, can and will happen (READ DELAYS).

I attended a WEBINAR recently hosted by CCJ Magazine. The lawyer presenting said what I have been preaching for a long time.

Carriers should not be signing contracts, with brokers. We haul the load, we sign a B/L(BILL OF LADING) it has enough terms and conditions on it. That should be sufficient. A lot of Load Brokers (BIG AND SMALL) want the carrier to allow them to OFFSET a CLAIM against any freight charges owing. HOGWASH. We will settle the claim, pay what we legally owe, and you will pay the freight. Nothing more, nothing less. If there is a loss, that is why we have Insurance. It is up tothe Insurance Company to settle the claim. Why on earth would we agree to let the broker or the consignee offset any claims, against all money owing for freight charges. This is the same as admitting liability and fault. Prove it was our fault and the Insurance company will pay what they legally have to pay.

Let's look at the example they used in the webinar. Carrier "A" is hauling a machine. Upon delivery there is a part broken that is worth $100.00 The carrier has a contract with the LOAD BROKER, to allow them to OFFSET any claims agianst freight charges owing. The consignee has to have a new part flown in from the Far East. TOTAL COST $30,000.00. The load broker offset the total of $30,000.00 against all freight charges owing to the carrier, for a $100.00 machine part, for the total of the replacement costs. Not only illegal, but so far out in left field, some carriers accept it. In fact the Insurance company would state you are only liable for the cost of replacing the actual part damaged. Some Load Brokers, are now asking carriers to sign contracts with the same legal liability limits for carriage in the United States of America, and Canada. FULL REPLACEMENT VALUE. No declared value required.
DON'T sign them. ALL CARRIERS should be sticking together ( instead of getting it stuck to them) on this

I strongly recommend every carrier read, every contract thoroughly, before signing them. If you have signed them, try to redo, reread, rewrite re anything to negate cartain clauses. As for me I am still looking at my many ACRONYMS. Does everyone know what the follwoing mean (1) RFID (2) E.D.I. (3) P.O.D.(4) COGS and last Acronym for this week. RFQ. OKAY ONE MORE This one I love the lastest in BUZZ WORDS the last couple of years KPI.

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What a great idea. Does that mean I will have to change my initials after my name? WIll I be a P.I.F.F.A.? Since I completed C.I.F.F.A. in 1979 does that mean I will be CIFLOG. I'm not sure anymore what I am?

What I am sure of is that this business has more ACRONYMS, SHORT FORMS, TERMS AND ABBREVIATIONS THAN ANY OTHER BUSINESS YOU CAN COME ACROSS. In fact Logistics Magazine has a LEXI-COM Glossary of Logistics Terms that they publish. I still refer to it. 76 Pages of terms and abbreviations. How can there be so many. Trust me there, are. We just have to make sure we are all speaking the same language, at the same time, and mean the same thing.

It is however interesting, that I still go back to my College roots and studying of International Business, at Seneca College of Applied Arts and Technology. I have said it before and it is worth repeating. F.O.B. C.I.F. C&F etc. are not shipping terms. Granted they do convey where a buyer's responsiblities begin and where a shippers responsiblity ends. Whcih naturally means they are buying and selling terms. A Truck Bill of Lading, is quite interesting even by the time you weed through all of the small print.

Load Brokers want carriers to sign 4, 5, 6, or 7, page contracts, for us to haul a load that may be the only load we carry for you. all these pages for $ 400.00 or $ 500.00. Yet the B/L (acronym) for Bill of Lading, clearly states Ownership does not transfer until freight charges have been paid in full. In a court of Law in the United States and In Canada, of course, there are seperate contracts. The contract between the actual shipper and the consignee, The actual buyer and seller of the product, the load broker and the carrier The load broker and their customer. Gets confusing doesn't it. Yet the carrier gets stuck paying the bill if a supposedly reputable load broker, hangs you out to dry.

Now as carriers, we can go after the shipper and consignee for collection of freight charges. We have every legal right to do so. Unless you signed that 4, 5, 6, or 7 page contract. CARRIERS BEWARE. Do not sign contracts that you do not understand or know the full impact and ramifications of such. You won't approach! you won't back solicit! you won't communicate! How about we won't deliver?, How about we publish every name of every load broker that has not paid the carriers for pick up and dleivery as agreed? How about carriers band together tell each other who does not pay consistently, on time, argues rates, does not pay waiting time, does not pay for BOND FEES etc.

Why not ? SIMPLE AS AN INDUSTRY WE DO NOT STICK TO OUR GUNS, WE SEEM TO LET EVERYONE STICK IT TO US INSTEAD. I guess after 33 years in the business that is why I love the industry so much. Same teams, same players, get traded, get drafted, get optioned out to the farm club. We all know each other though.

One of the first rules of business is "CREDIT IS A PRIVILEDGE DON'T ABUSE IT" OR FOR THAT MATTER GIVE ANYONE THE OPPORTUNITY TO ABUSE IT. We have every right to call someone if we do not get paid, In todays economy everyone has to be very careful, what we do, how we do it and ensure we get paid on time, to do it.

There you go ISN'T THAT A NOVEL IDEA (P.S. I'll finish with more acronyms later, They are so much fun! AREN'T THEY??????)

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So we need a Passport or enhanced security card to cross the BORDER as of June 1, 2009. This is part of the Western Hemisphere Security Initiative. Nexus Card acceptable, Fast Card acceptable, Enhanced Driver's License (EDL acceptable. Largest unprotected border in the world. NOT ANYMORE. WE USED TO HAVE BRAGGING RIGHTS BUT THAT CHANGED A WHILE AGO.

In fact, The United States of America and Canada (just recently) started to give their border guards guns. HMMMM leads one to ponder how safe we really are. How unprotected we really are, how much safer we really feel. Did you know that the U.S.A. and Canada are 2 of the few countries in the world, that BORDER GUARDS, have guns. Now before some of you, start attacking me, calling me names, telling me I'M crazy, I'm the devil, and other such niceties, take a look. Almost every country in the world has MILITARY PERSONNEL AT THE BORDER helping the border guards.

They do not give their border guards guns. They give them to the trained Professionals, the ARMED FORCES. There was an article recently published in the Toronto Star, that many of the Canadian Border guards, did not pass, their firing accuracy tests, the first time around, some did not even pass the second time around. FORGET THE WESTERN HEMISHPERE SECURITY INITIATIVE, I am even more concerned about my safety now than I was before.

What does all of this really mean to us, as Canadian carriers? Simple! It is an opportunity where we can increase rates, increase service, show we do as promised, and beat our Southern neighbours at their own game (SERVICE). Most Americans don't have Passports. Most Canadians do! We are prepared they are not. I think we will see a drastic decrease in U.S. based carriers coming across the border in the short term. Perhaps for good.

Some 3P.L.'s have been approached by U.S. based carriers and they are using the Passport issue as an excuse to raise rates. Well why not? SO SHOULD WE !

TTC what a great golf tournament last week, well organzied, nice gifts, LIONSHEAD was in great shape, putting contest was fun, Did not hear one complaint form anyone. The organizers did a fantastic job. Not everyone realizes the amount of time, and effort that goes into orgainzing something like this for 240 people.

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No the simple answer is not WHY NOT? The real question needs to be answered. Why fight ourselves for THE SAME BUSINESS, and lower the rates? Why fight ourselves, with THE CARRIER SHORTAGE, and Lower rates? Why fight ourselves with DRIVER RETENTION and lower rates? Why are we fighting ouselves yet SOME OF THE MOST REPUTABLE COMPANIES continue to lower rates?

In a panic mode. Possibly! In a struggle to stay afloat Possibly. According to one Industry insider to keep business, they already have Possibly? To keep a cash flow Possibly? Certainly not a POSITIIVE CASH FLOW anyways. Now I have owned my own business in the past, I am responsible, to help with our own company's bottom line. Ask any company, and their Senior Management, should be meeting regularly to discuss present market conditions, present rates and present Economic Times. How do we survive? That should be first on the agenda!

What I do not understand is how, in these tough Times, when business is certainly not booming, we see carriers struggling to keep business and simply lower rates. Let's take a very simplistic number, and very real at the same time numbers. ASK AROUND YOU WILL SEE WHAT I MEAN
1) Driver cost per mile Anywhere from $0.38 to $0.48 cents per mile
2) Fuel Costs per mile Anywhere between $0.70 to $0.80 cents per mile

What does this mean ? Average the above 2 figures out and we arrive at the folloiwng. It's simple really, anyone selling rates at or below $ 1.18 per mile is already losing money. Of course a more realistic figure would be $ 1.70 to $1.80 per mile: That of course is just to break even and stay in business Let's quickly look at what's missing.
Maintenance, Equipment Costs, Repairs, Insurance costs, WSIB costs, Taxes, Administration, Overhead, Bad Debts ( I know, I know NOT IN THIS BUSINESS), Financing costs, A/R carrying costs. Well you get the point.

Lately some of the most reputable carriers, are, believe it or not selling rates from Montreal to Kentucky ( Home of the Bat MFG) for $ 1100.00. Yup you read it here to travel 917 miles! Yet they swear up down and sideways they have integrity and would never undercut or sell cheap rates. Well let's see. That very industrious company with the wealth of integrity is selling at $ 1,19 per mile on this trip. Good business practice. NOT IN THIS LIFETIME. Not only it will not be sustainable it is a recipe for disaster.

On a recent Roundtable Panel I participated in we looked and discussed a multitude of ideas. Yet everyone on the panel, carriers, and shippers alike, agreed on one thing. WE HAVE TO BUILD CLOSER RELATIONSHIPS TOGETHER. WE HAVE TO WORK TOGETHER. WE HAVE TO ALL HELP SURVIVE TOGETHER. The big companies realise this. The smaller companies, will wake up one day and be out of business, out of work, made a mess of the marketplace, and not cared about RELATIONSHIP BUILDING. Whether a Carrier, Manufacturer, Importer, Exporter or Intermediary. Everyone is in business to make money. Never has the adage YOU GET WHAT YOU PAY FOR been more applicable.

Very important also is CREDIT, Whether a lender or a borrower. REMEMBER, CREDIT IS A PRIVILEDGE. Do not abuse it. The season we are coming into (SUMMERTIME) shipping slows down, somewhat, while at the same time, gets busy for certain commodities. Whether a Load broker, an Interline carrier, A 3PL, a 4PL or a Logistics Company, PAY YOUR BILLS, PAY THEM ON TIME, AND JUST LIKE IN THE MOVIES YOU TOO WILL SURVIVE AND PROSPER.

Last but not least I THINK EVERYONE IN THE CANADIAN TRUCKING INDUSTRY, SHOULD BE PROUD AND OWES A DEBT OF GRATITUDE, TO MR. RAY HAIGHT, FOR THE FANTASTIC JOB HE DID AS CHAIRMAN OF THE AMERICAN TRUCKLOAD CARRIERS ASSOCIATION. What the industry in the U.S. does, and what it stands for, and to have had a CANADIAN, for the first time ever as CHAIRMAN, speaks volumes about the RESPECT, KNOWLEDGE, AND INSIGHT Ray carries with him, both in the United States and here at home..

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I made it home. Safely and in one piece, I drove the 401 from Toronto to Montreal and back. Amazing! You would think so. At least I do. WHY? In fact WHY go to Montreal in the first place, Toronto has everything they do, NOT!

Well let's look at what we put up with. CLOSED REST AREAS. POLICE HIDING BETWEEN BRIDGE AND HIGHWAY UNDER/OVER PASS. TRUCKS TRUCKS AND MORE TRUCKS. The real reason for the trip was after all to attend EXPOCAM. The show was slow to dead on Thursday and Friday. Saturday was busy. I have to admit, I still enjoy the size of our industry, the size of the trucks, the friendly competition, the same faces year after year, some even look a little younger, some a little older. We have our own truck show in Toronto, why go to EXPOCAM?

I figure within reason, almost anyshow is worth going to. The ideas, being presented. THe new and improved being presented. The changes being presented. Once there, you are very captive (NO, NOT AS IN AN INSURANCE CAPTIVE), intrigued, mesmerized, and get that rush again of loving the business we are invovled in. At the same time, we saw what we do not like about our business.

People got together and we discussed things. For some we agreed to disagree. For others, it was a study in HUMAN NATURE. Watching ADULTS and CHILDREN alike getting all excited about receving a free KEYCHAIN. What? a free KEYCHAIN. You heard right folks, a couple of the booths were giving away free keychains. Not only they were the busiest booths, I was miffed. (1) Why are we letting children into a TRADE SHOW, where we have Hundred's of Thousands of $$$$$ worth of EQUIPMENT ON DISPLAY. I know here I go again being controversial.

In my postion as General Manager, of a MEDIUM SIZED TRANSPORTATION COMPANY, I attend to learn, see, touch, remember, discover. Well that I did. I discovered, if you have a free keychain at the booth, or a free pen, people will take 2, 3, or 4, of them. Will they use them? I doubt it. I mean after all how many keychains can you use at one time. how many Pens do You need? Are times really that bad? Since for most people in attendance the admission was free, We should start every trade show in the TRANSPORTATION INDUSTRY AS FOLLOWS.

(1) YOU HAVE A FREE ADMISSION TICKET, GREAT, PLEASE BRING IN AT LEAST A DONATION FOR THE LOCAL FOODBANK. We should collect it right at the entry door. Beside the free Hat giveaway.
(2) EVERY BODY SHOULD BE REQUESTED TO DONATE AT LEAST A QUARTER UPON ENTRY.
Then, we as an industry take the MONEY and use it for such great causes as TRUCKING FOR WISHES. JUST THINK 10,000 PEOPLE THAT MEANS WE NET RIGHT AT THE SHOW AT LEAST $ 2,500.00. WHO WOULD BALK AT DROPPING IN $0.25 IN A DONATION CONTAINER FOR A CHARITY OF SOME KIND.
(3) BETTER YET! TAKE ALL THE FREE KEYCHAINS, PENS PINS AND OFFER THEM AT THE FRONT DOOR IN EXCHANGE FOR THE DONATION.

A few years ago, I started collecting the TRUCK CARDS that all of our drivers receive, with their scale tickets. Everyone out there in TRUCKLAND know the ones I mean. They have a picture of a truck on them,who owns it, where they run out of, and a little history of the truck. Now I certainly do not need these cards for anything, so ONE DAY I donated them to the local hospital to give out in the CHILDREN'S WARD. Something as simple as that made a child's day. A MILLION DOLLARS COULD NOT REPLACE THE SMILE ON THE KIDS FACES WHEN THEY WERE GIVEN A FEW OF THE CARDS.

Yes times are tough for us in this business, Yes times are slow, Yes times are challenging. Let's take a few moments and think of those less fortunate than ourselves, and do our little part to help. As an Industry, As a Company, and as an individual.

TRUCKNEWS.COM thanks for allowing me the space to postulate once in a while, and not everything written here has to be about our industry, as such.

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Recently, I wrote a blog, about what a company must do when a driver calls, in to report an accident. Usually I try to remain very NEUTRAL in this Blog. I do not mention companies. However, I have been asked to be a guest speaker at the NAL "DRIVING FOR PROFIT SEMINAR SERIES". I gladly accepted and felt it was an honour to be a presenter. Almost a year ago, I had the honour of speaking at Markel's "LET'S TALK TRUCKING SEMINARS"

Some people in the Industry, spoke to me, and asked point blank, YOUR DRIVER HAD AN ACCIDENT, AND YOU ARE GOING TO TELL PEOPLE HOW THIS MAKES YOU MORE PROFITABLE! They thought (probably still do), I was so far out in left field I will never see daylight. I beg to differ.

If a company in today's economic times, is cutting costs, they are already in trouble. If you are taking steps to control costs, then you are on the right path. Insurance is one of the biggest costs today, in the Transportation sector. It is not unheard of for carriers to be paying ridiculously high premiumsfor Insurance. WHY? There are so many things, we can do to reduce these expenses. Mostly, we have to listen. We have to train, we have to mentor, we have to guide, we have to reevaluate. It is ongoing, and never ending.

The process starts, when a prospective driver, walks in the door. Not when they are on the road. We have to do our DUE DILIGENCE before ever setting them free on the unsuspecting public, with our company's name on the side of the truck and trailer. Sure they want to earn money, they have bills to pay, they have a family, they need food, they have rent or a mortgage. We too have bills to pay, truck, trailer, Insurance Fuel, Driver, Overhead, Administration, Collections, Bad Debts, Tolls, Bridge Crossings, and the list is FINITE at some point.

It is not only imperative, it is incumbent on us as responsible companies to train our drivers, ensure they drive our equipment correctly, monitor their driving habits, assist when they make a mistake, discuss how to correct mistakes, discipline when required, Take all actions humanly possible to minimize risk (for Insurance purposes). Any driver that just wants to jump in the truck and drive, DO NOT HIRE. They will most certainly be your biggest headache. At the same time we have to spend just as much time training the dispatchers.

I have always believed in education. POST SECONDARY, I attended a Community College. Upon graduation and for the last 32 years I have been employed in this business. I have taken more courses, and attended more Seminars, than I care to remember. I still take courses, to educate myself. Learning is like evolution: Ongoing and Ever Changing. Today's rules, are not always sufficient for tomorrow, (READ, HOS CHANGES, SPEED LIMITERS,). Every Driver, Dispatcher, Owner, Manager, Supervisor, Needs to be reeducated continually, Our skills need to be updated. There will always be an up front cost to the company.

However, in the LONG RUN, THE SAVINGS WILL FAR OUTWEIGH THE COSTS. By continually retraining drivers, you should be able to reduce, your Insurance costs. In turn you are now CONTROLLING COSTS, NOT CUTTING COSTS. This is how "AN ACCIDENT MAKES DRIVING FOR PROFIT" MORE PROFITABLE. HELPS US OPERATE MORE EFFICIENTLY, AND IN TURN MAKES THE DRIVER AND US PROUD OF NOT ONLY OUR COMPANY BUT THE INDUSTRY ITSELF.

MORE IMPORTANTLY, AS A RESPONSIBLE CARRIER, AND EMPLOYER, ONCE THE DRIVER LEAVES THE YARD, we basically have lost our control over them. It is our truck, our trailer, and the cargo is in our care, and we are responsible. What did we do before hand to MINIMIZE RISK,ENSURE THEY KNOW THE RULES, FOLLOW THE RULES, AND RETURN SAFELY TO DO IT ALL OVER AGAIN? TRAIN, TRAIN, TRAIN, EDUCATE, REEDUCATE, LEARN, LISTEN, TAKE GUIDANCE, NETWORK. At the end of the day, our Industry comes down to one thing, and one thing only. PEOPLE !

THAT IS WHAT IT IS ALL ABOUT.

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It still amounts to the same thing KISSING A DEAD FISH ( A COD ,NO LESS). Well I guess as long as you are one of the first that makes it acceptable, ( ACCORDING TO MY TWO LOVELY, FEMALE SOURCES ANYWAYS).

It is funny how Panic sets in, and the rumours swirl, and the vulchers surround , and every trucking company out there is going broke. Yet we are ( THE STRONG ) for the most part, still here, still making money, still paying bills, and still surviving. Some of our associates in this business still dream in colour. TECHNICOLOUR no less.

TORONTO TO CALIFORNIA FOR $2800.00 That is $1.13 per mile to the company. Now the company has only O/O working for them. So like most companies they either pay a percentage of the gross or a per mile rate to the driver and the driver incurs all of the expenses. Let's analyze this for a minute. An average trip to California would use up if the truck is lucky 6.5 miles per gallon. That is 385 Gallons of Gas to get to L.A. Now Gas today is roughly $ 3.00 a Gallon (U.S. GALLON) The O/O has an expense of roughly $ 1155.00 for Fuel alone. The company on the other hand is charging the client $2800.00.

Let's factor in the following Border Crossings/ Bridge Tolls/Toll Roads/Oil/ TIres/Maintenance/Repairs/DRIVER Profilt/ Licensing/Permits/Fuel Tax/Take Home Money/Insurance/and of course NET PROFIT. Now To me, IF YOU SLAPPED ME IN THE HEAD WITH A DEAD FISH, OR MADE ME KISS A DEAD FISH ( CORRECT LADIES), it makes more sense to do that, then run a truck at the above prices. Yet some companies are out there trying to survive doing that every day. We wonder why so many in this business cannot survive.

I would think You do not need to get slapped in the face, to realize when quoting rates, take all your expenses into account, add them up, leave leftover for profit, then quote above that figure. Nothing wrong with that is there? I didn't think so. Yet I have come across at least 3 or 4 companies recntly (last week or two) , that are charging between $ 2800.00 and $2950.00 to go to L.A. from Toronto. Let me tell you something folks, OBAMA AND STEPHEN WILL NOT BAIL US OUT.

They could not give 2 HOOTS or 3 for that matter, about the Trucking industry. They do not care how many people we employ, how much we transport every day, what we move every day, what it takes to survive every day in this business. We sure as heck don't have to worry about any BONUSES and giving them back. I know some very close associates in this industry that just shake their heads, at what is going on with rates, and business in general. We must be one of the few industries where we get excited we are operating a 2% 3% 4 % or better OPERATING RATIO.

Who do we have to blame ONLY OURSELVES. THE ACCOUNT MANAGERS, SALES REPS, V.P. OF SALES, GENERAL MANAGERS, DISPATCHERS, ETC, need to stop letting everyone dictate to us what they are willing to pay to move their goods to market. Without us, their goods do not get to market. THEREFORE THEY DO NOT SELL, THEREFORE THEY EITHER ARE STALE DATED, OBSOLETE, OR THE COMPETITION ALREADY SOLD THEIR GOODS INSTEAD. Why? Simple, they were willing to pay our price to have their goods on the shelf. Is L.A. the only point that does not work like this. NO WAY, JOSE. Today a few Account Managers, were telling me about, an account they dealt with, and the 3 P.L. involved were offering $ 550.00 for a load from Toronto to Chicago Illinois.

Somone out there took it. The load moved. At what price $ 1.06 per mile. Well let me tell you everyone out there in TRUCK WORLD. If we continue this downward slope, it is no wonder so many out there will not survive. Wake up, smell the roses, (violets, carnations or any flower you desire) and quote what you deserve, not what someone is offering. The best customers out there, are the ones looking for LONG TERM RELATIONSHIP BULIDING AND COMMITTMENTS FROM THEIR CARRIERS. They also want to guarantee their product is on the shelf in time to sell, or on their customers, doorstep in time to sell.

As for me, WELL THE TWO LOVELY LADIES IN QUESTION ABOVE, I HOPE TO GET SMACKED AGAIN WITH THAT FROZEN COD, AND GET, SCREECHED IN. I guarantee I will certainly push my way to be first in line. For those of you that want to know who the lovely ladies were, well truth be told, IT IS A TRUE STORY< but I NEVER KISS AND TELL.

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What now? It is 2:30 in the morning and you just got a phone call. Help I've been in an accident What do I do. Well I know the first question that comes out of my mouth. Was or is anyone hurt. NO, GOOD, Insurance will take care of the equiment, let's concentrate on that for a minute.
What should we as a Safety Department/After Hours Call Number/HELP LINE be doing?
1) Assure the driver everything will be okay and to stay calm and relaxed.
2) Obtain as much information as possible. Who? What? When? Where? Why?
3) Any damage to the Cargo?
4) Are the Police on the scene yet? If not call 911 immediatley. Call back after you have finished with the Police?
5) Are your logs current, and accurate?
In the meantime what do we do next behind the scenes? That is where our training comes in. Our calls start.
We call the Insurance company and give them as much information as possible that THEY NEED TO OPEN A FILE. The rest can wait until the morning. We call the Drug and Alcohol Consortium and put them on notice just in case.
Keep the driver calls to a minimum. Just like anyone they were in an accident and maybe in Shock! A little, or alot, it does not matter. We have to show calm, clear, concise, friendly advice. If not, the drivers panic. Then we are in real trouble.
Over the last couple of years, in conjunction with our Insurance provider, we have come up with the 10 most important questions we need in case of an accident. The rest can be provided later.
1) Your Insurance Policy Number 2) Date of Loss (Accident) 3) Name of Insured (company, not driver's name) 4) Where the Insured's Head office location is (City State Province) 5) Loss/Incident Location ( Street Address/Highway/City/Province/State /Direction travelling ) 6) Loss Details (What happened ? How many vehicles involved? Theft? Multi Vehicle Accident? Hit and Run? Fire?) 7) Was anyone injured If so was there a fatality? 8) Who is calling, their name, location and a callback number 9) Who is reporting the accident to the Insurance company and what number can you be reached at within the next 15-30 minutes. 10) Do you have the number the driver can be reached at within the next 10-20 minutes if required.

Having all of this information is a basic beginning to avoid wasting time on the telephone with any Insurance company! They can open a file with this information. They can get the rest of the information in the morning. They do not need Drivers License Nubmers, V.I.N. Plate numbers etc. Don't waste time or let them waste your time. Get the claim started let the driver know they may get a call, ensure you know what to do! Of course, and more importantly this is a PROTOCOL for calling in an accident, all of which should be reported immediatly to the Insurance Company. Any delays in reporting, can cost $000's in additional claim costs and investigations.

Then you have to make sure you have your own Internal Protocol how to handle an accident, after the driver returns. That is another topic for another day. REMEMBER THE DRIVER IS ALREADY NERVOUS, WE HAVE TO BE THE VOICE OF REASON. Never be afraid to requesto help from your Insurance carrier or your Insurance agent. Their knowledge and expertise, are irreplaceable, especially in time of need.

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Now most of us in this business are over 21 !! However I am not referring to any extra curicular activites, or for that matter, sex drugs or rock and roll. I am referring to MONEY. Or more importantly LACK THEREOF.

Certainly in the economic times we are now faced with, it is critical we all take a good hard look at our book of business. Certainly past, present, and future. Those of us in the Transportation industry, who are clinging to the liferaft, better just let go and make it to shore safely. In a course, I took many years ago, and in fact every course I have taken since, The theme often repeated, is such that CREDIT IS NOT A GIVEN IT IS A PRIVILEGE. Do not abuse it.

We have many clients, who tell us when our A/R department call for money, my client has not paid me yet. Quite honestly that is not the carrier's problem. You are now our problem. If you are using your clients money to pay Peter, and ROB from Paul, is there any real difference between that and a PONZI SCHEME? I do not see any difference. Other than the fact the Police do not pursue it, YET? In fact FRAUD IS FRAUD any way you look at it. I know of a few companies that have dealt with 3 PL's or Load Brokers, that are disreputable and could not care less about paying bills, double brokering , and hanging carriers out to dry for money.

I think it is time the carriers banded together, started to publish or at least Email, a list of Load Brokers/3P.L.'s / 4P.L.'s or any other such acronym, who hangs a carrier out to dry for money. The faster the better. Eventually, carriers will stop dealing with the few that give the good ones a bad reputation. Does anyone out there realize a B/L is a TRANSFER of TITLE to the ownership of the goods. However this only occurs, once the freight charges have been paid for. This is also one of the many reasons why, cargo claims, are not settled, until the freight charges, have been paid or at least proven to paid for. The Insurance company, cannot pay any one party until they can establish who actually owns the cargo.

Having said that, why do we let all the companies we deal, whether big or small dictate to us as carriers. We cannot tell , INSURANCE, FUEL, LEASING COMPANIES, TRUCK MANUFACTURERS, TRAILER MANUFACTURERS, SATELLITE TRACKING COMPANIES, MANY GOVERNMENT BODIES, OUR INSIDE AND OUTSIDE STAFF, DRIVERS, AND ALL OF OUR SUPPLIERS, I'll pay you next week, my customer did not pay me yet.

WHY SHOULD WE ACCEPT THAT, ESPECIALLY FROM A COMPANY, WHO HAS A LOAD THEY NEED MOVED, BUT NONE OF THE ABOVE COSTS, THAT WE DO. It is high time everyone here took a good strong look in the mirror every morning and liked what they saw. I also attended, the NAL/KRTS/ seminar that was recently held, and was kicked off, by Allie on Networking. Well everyone, Here is a fantastic opportunity, how to start, and avoid going broke at the same time. SHARE THE INFORMATION, we all know who each other are, we all deal with each other every day, we all love the business we are in. Let's go back to basics, and deal with who we want. Remember our job is never done until the money is in the bank and the cheque clears.

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John Lennon in his song Give Peace a Chance, wanted the whole world to get together and practice PEACE. It is now over 30 years forward, and we sure have not changed our tune any. It would also appear in Trucking we have not changed our tune any either.

30 years ago, the biggest difference I found was people were passionate about what they did, how they did it, and the end result. Now! everyone has 3 4 or more responsiblities, in their day to day job functions and time flies by. We all try to be as efficient as possible, and get the same results. The stock market has dropped, everyone is concerned about keeping our jobs. Yet we all have to do more for less, FOR THAT MATTER WITH LESS. Less staff, less resources, less customers, less backup.

I do not want to be the bearer of doom and gloom, but somewhere, we have to all take a good look in the morror and like what we see. Cutting back on staff, is that really the answer? Cutting back on Expenses is that really the answser? Cutting rates, (everyone's favorite) is that really the answer? Cutting back on Maintenance is that really the answer? Hiring firends or acquaintenances is that really the answer? What I have found is the SQUARE PEG IN THE ROUND WHOLE may sometimes fit, but it will never match. We, in this industry, can ill afford to have any square pegs in round holes.

We cannot afford to cut corners. We cannot afford to forgo a little maintenance here or there. We cannot afford to skip a Safety meeting here or there. We cannot afford to miss training everyone from the top down. That means the company mindset has to be portrayed form the CEO, PRESIDENT, MANAGERS, DISPATCHERS, to the dock workers. We all have to want a common goal and be on the same path towards it.

If the message is not clearly conveyed how do we all achieve it? If something as simple as moving a piece of garbage, to the waste bin, instead of leaving it for the next person, is not done, What message are we conveying? Many of the drivers in this industry here, in Canda are new immigrants. Personally I think it is fantastic that this is an industry where we can hire new immigrants. It gives them a chance to start the new life they wanted. Not every job is HIGH TECH, Not every job starts at the top. Not every job pays $200,000.00 a year. But it is challenging and does pay well. Every day is certainly another problem to solve.

In our industry we all do many hours, take calls after hours, are accessible 24/7, help in any way possible, in every way possible. Just like a succcessful marriage COMMUNICATE COMMUNICATE COMMUNICATE. however, THE MESSAGE HAS TO BE THE SAME FROM EVERYONE. Treat everyone the way you want to be treated, with the same respect. Loose the foul language. Speak to everyone as an adult. Realize when we hire, train, educate, give the tools, there is always a learning curve. During this learning curve, everyone has to know how the wheel turns and where they fit in. At the same time made to understand EVERONE'S JOB IS JUST AS IMPORTANT AS THE NEXT PERSON"S. This is one of the few industries where we all get together regularly, exchange ideas, discuss safety, HOS, TOLLS, COMPUTERIZATION, US CUSTOMS CONCERNS, CANADIAN CUSOTMS CONCERNS, DRIVER SHORTAGES, INUSRANCE ISSUES, and of course the litany of other items.

Personally after 33 years in the Transportation Industry, I am still learning NEW THINGS every day, I love the business, I love the industry and I enjoy helping anyone I can in any way possible. Let's all continue to work together to grow thrive and prosper!

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In our industry that is legislated to death, ticketed to death, regulated to death, DOT, MTO, and other MINISTRIES to Death. How do we really define Safety and what do we really mean by safety?
1) Does Safety mean passing a DOT and MTO inspection and having no vilolations shown on the report?
2) Does Safety mean passing an MTO and or DOT AUDIT ?
3) Does Safety mean running drivers, and ensure they run their hours properly?
4) Does Safety mean Training Drivers on every aspect of their job and retrain all of the time?
5) Does Safety mean Training the dispatchers on the same prinicpals we train drivers on ?
6) Does Safety mean we train warehouse personnel, on Safety issues?
7) Does Safety mean we educate our Managers and Owners to ensure the company has a Safe Operating Mentality?
8) Does Safety mean we treat all drivers exactly the same when disciplining them for violations?
9) Does Safety mean we listen to the Insurance Companies and what they have to teach us?
10) Does Safety mean we as a company did our DUE DILIGENCE every step of the way?
11) Does Safety mean we joined a Safety Group and learnt from our PEERS?
12) Does Safety mean we taught our shippers and consginees how to be BETTER when tendering freight to us?
13) Does Safety mean LEARN, TEACH, EDUCATE, AND SHARE THE RESPONSIBLITY!
To all of the above, I SAY YES! WHAT IS SAFETY? IS A LIST THAT COULD GO ON FOREVER, BUT THE MAIN POINTS ARE WHAT IT TAKES ALL OF US IN TRUCK TRANSPORTATION, TO OPERATE SAFELY, WISELY ECONOMICALLY, AND ENSURE WE ALL ARRIVE HOME TO DO THE SAME THING TOMORROW. LET'S ALL WORK TOGETHER TO ENUSRE THE ECONOMY, THE INDUSTRY, THE GOVERNMENT, THE APPLICABLE AUTHORITY(S), ALL WORK TOGETHER, HAVE OPEN DIALOGUE TOGETHER, CUT DOWN ON ACCIDENTS, CUT DOWN ON LOST WORK TIME, CUT DOWN ON TICKETS, CUT DOWN ON VIOLATIONS, AND OPERATE PROFESSIONALLY

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The year is finishing up and we are all looking forward to 2009. 2008: Well it will certainly go out with a bang, or more like a THUD. WHAT A MESS, THE ECONOMY. We saw Trucking companies disappear, we saw Amalgamation of Trucking Companies, we saw new PIP initiatives, we saw NEW Customs initiatives on both sides of the border., We saw, or almost saw, the collapse of the BIG THREE automakers in North America. HOW DO WE COPE WITH IT ALL AND STILL MAKE MONEY? 1) Work smart (er) ! 2) Communicate 3) Deal with Reputable companies 4) Deal with companies that pay their bills on time, all the time. 5) Diversify your (our) customer base. 6) Quit undercutting rates for the sake of keeping business you already have. 7) Train, Train, and Train again. NO, NOT JUST THE DRIVERS, THE DISPATCHERS, THE MANAGERS, THE OWNERS, THE WAREHOUSE STAFF, THE ADMINISTRATION STAFF, EVERYONE FROM TOP TO BOTTOM. All of us are working and for the most part enjoy what we do. In order to feel we are legitamately making a contibution, to the company's bottom line, we all need to feel just as important as our next colleague. To do this it is up to The OWNER's and MANAGER'S, to train everyone and retrain everyone. To communicate what it is we do and how we intend to do it. THe Owner's have the responsibility, from top down, to ensure all staff members, are patted on the back once in a while. This will always go further than them always receivng a KICK IN THE PANTS. We have to be open to new ideas, We have to be open to new concepts, We have to be open to New Customers needs and wants, We have to be open to Progressive thiking. All of this has to be done PROACTIVELY, NOT REACTIVELY. If we are reacting it is already to late. LET'S ALL FIND A WAY TO GROW, PROSPER, THRIVE, COMMUNICATE, DEAL WITH EACH OTHER HONESTLY, EFFECTIVELY, AND FINALLY TREAT EACH OTHER WITH THE RESPECT WE HOPE TO RECEIVE IN RETURN. I WISH EVERYONE A HAPPY AND PROSPEROUS 2009.

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What will it hold in store for those of us in this business? We are never really sure. Some customers, when signing contracts, want everything slanted in their favor, and then still want to renogiatate the so called CONTRACT. Fuel and FUEL CHARGES: Who knows where this will end up. Since no one has a crystal ball that really works, everyone has to be flexible in chaging and paying Fuel Surcharges. I am always amazed that when shipping by Airfreight and Ocean Freight you do not have a choice this is the surcharge, pay it or don't ship it. Yet we in the Trucking Industry continue to shoot ourselves in our own foot (OR FEET FOR THAT MATTER). More and more drivers want to start their own companies. I am all for the Entreprenurial spirit. At what cost though. Chasing the same freight we already carry. Thinking undercutting rates is the only way to obtain business. Those that know me, have often heard me say, UNTIL WE ACT LIKE PROFESSIONALS WE WILL NOT BE TAKEN PROFESSIONALY OR FOR THAT MATTER SERIOUSLY. We are also looking to the Government to work with us, and for their support! Let's all work together for the PROFESSIONALISM of our industry and for everyone invovled in the Transportation industry as a COLLECTIVE GROUP.

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