Partnerships Between Truckers and Brokers: Creating a New “Bond”

1. Partnerships Between Truckers and Brokers: Creating a New “Bond” Presented by: James Lamb Sponsoredby:

2. Welcome–About the Presenter James Lamb is the volunteer President of the Association of Independent Property Brokers & Agents (AIPBA). A former DOT Investigator, Mr. Lamb is admitted to practice before the U.S. Surface Transportation Board & the Federal Maritime Commission. He owns DOTAuthority.com, which helps people start their own trucking and brokerage businesses. He teaches a freight broker training program around the country, based out of Houston Community College and is the General Manager of the newly branded brokerage “12PL.”

3. About • The 2,500-member Association of Independent Property Brokers & Agents (“AIPBA”) is an independent, non-profit association of small business property brokers and agents. It is a "business league" under IRC 501(C)(6). • AIPBA’s mission is to promote the common business interests of its stakeholders and improve the business conditions for independent property brokers, as defined in 49 CFR Section 371, who are authorized to conduct business by the Federal Motor Carrier Safety Administration (FMCSA), as well as duly appointed agents of property brokers. • AIPBA encourages ethical business practices among its members. It also exists to lobby legislators, influence the activities of regulatory bodies, and guide public policy in a direction favorable to the small business brokerages of America. Our members seek to partner and do business with shippers, owner-operators & motor carrier members of America’s Supply Chain team • We offer networking and educational programs to our members and the industry at large.

4. About the New SBTC • The Small Business in Transportation Coalition (SBTC) group has been formed in the interest of supporting teamwork, cooperation, and partnerships between independent truckers, small brokers, and shippers. • The SBTC is a network of transportation professionals and industry suppliers who seek to promote and protect the small business players in the transportation industry. • We are committed to fighting anti-small business legislation, such as the proposed $4.4 million motor carrier liability insurance bill. • SBTC is producing this year’s Industry at Sea, “Sea-posium” on Partnerships this September. See www.IndustryatSea.com for more information.

5. History of Tension Between Truckers & Brokers • How many people here are company drivers? • How many people here are O/O? • How many people here have • their own motor carrier authority? • How many people here like brokers? • What don’t you like about brokers? • Small Brokers versus Big Brokers

6. What Does OOIDA have to say about Brokers? In 2009, OOIDA’s Executive Director Todd Spencer said: "The big broker should never be the first call you make. Small brokers should treat you better and work harder to develop a mutually profitable relationship."

7. Why Should You Partner with a Freight Broker? • Brokers have the freight! • When you work with a broker, you are outsourcing your freight sales function so you can just worry about driving, not sales. • To find spot market loads on the backhaul and avoid deadheading, which cost you money! • Better protection. Shippers have no bond • You can profit by building relationships with the right brokers & earn residual income by setting up dedicated runs. • Don’t just make money through a broker next Tuesday, • make money with your broker every Tuesday.

8. The New Deal: The Industry Needs a New Paradigm • Ready or not, here E-logs come! • Why do some truckers object to E-logs? • Driver Harassment? • Cost of the New Equipment? • POLL QUESTION: Is opposition to E-logs really about the inability to “fudge” a paper log? • Why do some drivers fudge their log books? • ANSWER: Truckers not getting paid a “living wage!”

9. The Linked In Poll: Are Drivers Forced to Cheat? • POLL • Is opposition to the new electronic logging proposal grounded in truckers being upset this removes their ability to squirm out of HOS regs, fudge log books & falsify business records (commit fraud)? • posted 11 days ago • 119votes • Yes 58(49%) • No 61(51%) Brian N. says… “I will say this.. I am thinking of taking a Trucking job in SD.. It has (it seems) everything I'm looking for...I'm hesitating a bit because....you guessed it..."they" are on elogs.. Why?? Simple.. Anyone who currently drives a Truck knows and understands how utterly STUPID the current HOS regs are. Do I "fudge" the paper a little? Of course. Sometimes.... I admit it.. and I wish others would as well. It is the ONLY way for true and honest dialogue and discussion to happen.. “

10. Launching the New Paradigm: Transparency in Transportation • Key to Safety Compliance: Increasing Driver Pay • Transparency in Broker-Trucker Dealings is key • Big & Mega Brokerages don’t want transparency because they want to hide their 22.5% goal • Some unscrupulous brokers “earn” 40% commission by stealing the fuel surcharge and ripping off the trucker, shipper or both!

11. Introducing 12PL: “Transparency Starts Here!” • www.twelvePL.com • The Plan for Independent Owner-Operators • Brokers should offer transparency and make their money on volume rather than an unfairly high commission per load.

12. More Truckers Will Want to Get Authority • The Driver Shortage • The Positive Effect on Company Drivers • Carriers will have to make working as Company Driver or • Leased Owner-Operator More Attractive: • They will Have to Pay a Higher Wage • Follow www.twelvePL.com

13. Questions? For more information or to Join AIPBA, visit: www.AIPBA.org membership@aipba.org A Special Thank You to our Sponsors. $100 RAFFLE DRAWING