King of Freight provides freight brokerage services and was founded in 2008 by Mike Ricklefs. The company implements new technologies to reduce costs and pay higher commissions while maintaining competitive prices for customers. Key competitors include C.H. Robinson, Freight Quote, and Expeditors International. As a new hire, responsibilities include achieving sales quotas, representing the company professionally, and never giving up. Sales training covers prospecting, planning calls, practicing sales scripts, pitch and tone, and follow up. New hires have initial monthly quotas of 15 quote requests and 4 loads booked. Commission rates are 25% once a load is delivered or 40% once the customer pays. The top earning agent each month and year receives bonuses

1. New Hire TrainingKing of Freight02/01/10

2. Training Presentation OverviewAbout our CompanyAbout our CompetitorsJob Responsibilities and ExpectationsSales TrainingJob Training

3. About our Company Who are we?Founded in 2008 by the current owner Mike Ricklefs, we are a freight brokerage firm that deploys the latest advancements in technology while maintaining tried and true business practices to maximize service and profitability. Mike had previously been a seasoned veteran at one of the nations largest freight brokerages. Fed up with low commission rates and lack of concern for the customers/owner-operators, he decided to go out on his own. His partner, Greg Bolain, has over 8 years experience in telephone sales. He was the number one sales rep at MCI for 8 consecutive months before being promoted to Consumer Sales Supervisor. He holds a Zinger-Miller QSS certificate in customer service, and spent three years as a licensed health insurance broker/financial advisor. He also holds several certifications from Microsoft as a Network Engineer/Administrator and hopes to finish his college degree in economics soon. What do we bring to the table?By implementing new technologies and organizational patterns, we have drastically reduced our operating expenses. This allows us to pay higher commission rates to our reps and higher rates to the truckers, all while earning a decent profit and keeping the customer’s cost low. We are poised for rapid expansion and are predicting huge growth in the next few quarters, creating many opportunities for advancement.

4. CompetitorsWho are our competitors?There are currently about 17,000 companies in the freight shipping services industry with a combined annual revenue of $34 Billion. That means there is PLENTY of money to go around. If you average that by the # of employees in the industry, the average annual employee salary is $170,000. Some of the biggest names are C.H. Robinson, Freight Quote, and Expeditors International.What do they bring to the table? Large companies have advantages in account relationships and access to advanced logistics technologies.Our plan to compete consist of a multi-prong strategy. We will strive to meet or exceed their technological capabilities by finding innovative solutions at a fraction of their cost. We have a huge advantage in regards to overhead costs, allowing us to offer very competitive prices. We will also compete effectively by serving local markets, specializing in cargo transfer with specific countries, and facilitating the transport of unusual goods. We will be rolling out niche development training in the next quarter as well.

5. Job responsibilitiesUnderstand the services you are offeringAchieve and then exceed your assigned sales quota.Represent the company to the marketplace in a professional manner.Stay positive and Never Give Up

6. Sales TrainingProspecting and lead generationPlanning your sales callsSales scriptPitch, Pace, ToneFollowing-upAttitude and Consistency is Everything

7. Prospecting and lead generationMost leads will be provided for you.Identify current customer base.Identify and rank prospects.Use Google Maps or www.ThomasNet.com

8. Planning sales callsFirst, research prospect company.Have sales script internalized.Go over any potential reluctance you may encounter in your head and have reluctance buster’s ready to go.Have jargon statements prepared. Create a map of where you want to conversation to go and don’t stray from it.

9. Sales ScriptExample script is under “reading material” in training room.Internalizing the scriptDon’t try to copy or mimic another person’s pitch.You must make a script your own.It must feel and sound natural and comfortable to you.You must understand every word that you say and its implications - bottom line, it can’t sound rehearsed. Define your objectives.How do you want the call to start off?What do you want to get out of the call?How do you want the call to end?Identify customers business needs.Present possible solutions.Reach consensus.

10. Pitch, Pace, ToneFull Article in “Reading Materials” in Training RoomHow you say something is just as important as what you say.The tone of your voice, its clarity, its passion and enthusiasm, & its variances influence people and their decisions about you. No one is going to do anything if you ask them in a boring, quiet monotone voice.Try varying the pitch and pace of your voice. To build rapport with someone match the pace and tone of their voice. Don’t mimic them but if they speak softly and slowly then lower your voice and slow it down. If the other person speaks quickly, try and quicken up. The more passionate you are about your subject the more powerful your communication but beware you don’t get too carried away and forget your listener, you could be too enthusiastic and alienate them. DO NOT get so wrapped up in this that you begin to sound unnatural or uncomfortable, these are techniques to enhance YOUR sound, not give you a new one.

11. Postcall follow-upSend summary e-mail message or letter to prospect, and then follow up with a phone call.Thank prospect for meeting.Recap meeting.Review agreed-upon next steps.State future intentions.Notify appropriate internal resources (for example, engineer) for next-step assistance.Update account file or system.Update pipeline account data.

12. Attitude & ConsistencyIt is proven that people on the other end of a phone can tell if you are smiling or not. A bad or negative attitude will make itself apparent to the customer through unintentional verbal cues. This will hamper performance and perpetuate your negativity. Stop the cycle before it starts. I’ve worked with and managed many sales reps and I can tell you that negativity and not having faith in yourself will bring you down faster than anything else in this business.You must stay consistent in your efforts. This is a marathon, not a sprint. Those that wake up everyday and start grinding are the ones that will be successful and earn the big paychecks. This is a numbers game, the more consistent you are with your calls, the more opportunities you create for success.Remember, consistently do what works, improve what doesn’t, and maintain faith in yourself with a positive attitude and I can guarantee that you will not fail.

13. Job Training Quotas and Expectations Commission Rates and Bonuses How you get paidSales Process

14. Quotas and Expectations New Hires start off on a ramp:Your 1st month you are required to meet the following:Minimum of 15 quote request a weekMinimum of 4 Loads BookedThe 2nd Month: Minimum of 30 quote request a weekMinimum of 8 Loads Booked

15. Commission Rates & BonusesYou have the option of collecting your commission on a load once it has been delivered at a rate of 25%. You also have the option of waiting to collect your commission until the customer pays us for a rate of 40%. We provide net 30 terms for our customers so the longest you would have to wait is 30 days, unless the customer goes past terms.The agent who has earned the company the most profit at the end of each month will receive a $100 bonus.The agent who has earned the company the most profit at the end of the year will get to join us for an all expense paid trip to Las Vegas!

16. Getting Paid and TaxesOnce you have successfully booked a load, we will provide you with a W-9 form you will need to fill out and fax back.Once that is completed, we can mail you your checks.

17. Sales ProcessPick up the phone and start callingGet a prospect to request a quoteSubmit the quote request through the websiteOur Managers will seek out the lowest cost truck that is available within the time frame.We will contact you with the cost and what we think you should mark it up to.Call the prospect back with the rate. If he/she likes what they hear….

18. You Are Ready! You have just completed the initial training course to become a King of Freight Broker Agent! Remember, stay positive and try hard and the money will come pouring in. Be sure to watch the training videos posted in the training room.