FREIGHT BROKER AND AGENT

WORKBOOK

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Broker/Agent Workbook – Part One

1) What is the main difference between a freight broker and a freight broker

agent?

2) What are the 3 items that a freight broker must have to be able to work?

3) What is an agents commission based on?

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4) A shipper agreed to pay $2000 to move a load. The truck was paid

$1700.00 What is the load net?

5) The agent is on a 60% contract, what is their commission on the load in

question #4?

6) To obtain customers to have loads, the broker must do what?

7) Name 3 good sources of immediate prospecting.

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8) Name 2 sources for advanced prospecting.

9) When making a sales call, you should:

10) When making a prospect call, if you get their voice mail, you should do

what?

11) Why is it always a good idea to start calling prospects before working for

a broker to develop a relationship?

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12) When should you begin creating your prospect list?

13) What are the two reasons for using of saying the prospects first name as a

question when making a prospect call?

14) What is contained in a shipper’s package?

15) How often should you contact your shipper after you have set-up with

them?

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17) Every time you call your shipper you should:

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16) What is the main reason you want to call your shipper twice per day?

Broker/Agent Workbook – Part Two

1) What is the rate sheet?

2) The rates on a rate sheet are a guarantee rate for a shipper.

True

False

3) What does the shipper do with a rate sheet?

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4) When a rate sheet has been completed, it should be sent to your shipper

with:

5) What are the 3 elements that determine a rate?

6) What is a commodity?

7) How can you determine a rate to be used on a rate sheet?

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8) What is a contract rate?

9) What is a spot rate?

10) When determining a rate for a rate sheet, what city in a state should be used

as the destination?

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Broker/Agent Workbook – Part Three

1) What is the first thing a broker should do upon receiving a load from a

shipper?

2) What information should you post to the load board for a load?

3) What are priority loads?

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4) A shipper has agreed to pay $1500.00 to move a load. What is your rate to a

carrier?

5) What is an average broker net rate?

6) What is the maximum amount of load net a broker is allowed to earn?

7) What is the least amount of load net a broker should earn on a load?

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8) What free tool is available to determine load miles?

9) Which loads should be added to a priority load form?

10) To become successful as a freight broker, you will need to:

11) What is a lane?

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Broker/Agent Workbook – Part Four

1) What is a blind double brokered load?

2) What are the ways to prevent a double brokered load?

3) What should you do when the wrong carrier shows up at your shipper to

pick up a blind double broker load?

4) What are the tools, in order, that you should use to find a truck for a load?

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5) What is the approved carrier list?

6) How should you use a back-haul list?

7) Name 3 types of a back-haul list.

8) What is the first step to finding a truck for a load?

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Broker/Agent Workbook – Part Five

1) What is in a broker’s carrier package?

2) Once the carrier has received your carrier package they will then send you

what?

3) How often does a broker must set-up a carrier?

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4) When is the due diligence for a carrier performed?

5) During the due diligence, the continuing contract will be checked for what?

6) How is the carrier’s authority checked?

7) Why is it important that the carrier’s insurance be checked?

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8) When can the carrier be sent a load confirmation for the load they are to

move?

9) How many load confirmations are required for each load?

10) What does FCFS mean?

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Broker/Agent Workbook – Part Six

1) Upon learning of damage on a load, what is the first thing that should be

done?

2) Why would you want to stay in contact with a driver in the case of load

damage?

3) Why is the carrier often the responsible party for damage with a load?

4) In the case of an insurance claim on a load, what should you do

immediately?

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Term Match # Number Definition

Assessorial 1 The distance a carrier travels from his unloading point to his next loading point.

Backhaul 2 Agreed-upon rates between a shipper and a carrier; the trend today between large carriers and large shippers.

Bill of Lading 3 A penalty against the shipper or consignee for keeping a truck or trailer beyond the specified free time.

Blind Shipment 4 An invoice for transportation service(s).

Bobtail 5 Stopping a shipment short of destination and diverting it to an alternate destination.

Book the Load 6 When a tractor is being run without a trailer.

Carrier 7

Occurs when a carrier/broker books a load directly with a broker but then sells it to another carrier/broker with‑out

booking brokers knowledge.

Consignee 8 The load of freight a carrier normally carries out of his home terminal for a customer.

Consignor 9

Additional charges to the line haul rate that are billed to a customer or paid to a carrier. Common accessorials include,

fuel surcharge, unloading charges, and stop charges

Contract Rates 10 Total weight of the vehicle and its load.

Customer 11 Making all pickups or deliveries within one state.

Deadhead 12

An absolute commitment by broker and the customer that broker will place a truck in to pickup the cargo and

delivered.

Detention 13 Crossing state lines in order to make deliveries.

Diversion 14 In a contract of carriage, is the person sending a shipment to be delivered whether by land, sea or air.

Double Brokered Load 15 A metal or plastic band placed through trailer handle and handle base to prevent undetected entry to a trailer.

Food Grade Trailer 16

The party who actually unloads the goods off of a trailer. A receipt for this labor is required before any

reimbursement will be made. Most consignee’s will off load their goods and not charge for unloading the cargo.

For-hire Carriers 17

A requirement by some customers, that the cargo will be pre-loaded on wooden pallets for shipment and the carrier

is required to turn in empty pallets to turn in empty pallets for the next shipment. In the event the carrier does not

have empty packets to turn in for deposit on a pallet exchange load a charge of from $4.00 to $10.00 + each is usually

taken from the carrier. Upon delivery of a pallet exchange load the carrier, in like manner, should receive empty

pallets from the consignee.

Freight Bill 18

Also known on the bill of lading as the consignee. The party taking possession of the goods when they are un‑loaded

off of the trailer.

Gross Vehicle Weight (GVW) 19

A Certification of weight of the tractor/trailer loaded with cargo and without cargo. Needed by some customers

because they sell to consignees by weight.

Intermodal 20 Kept in service for the transporting of food commodities. Interiors are kept very clean and free of odors.

Interstate 21

The shipper, receiver, third-party buyer or another broker that hires a broker to handle their logistics and/or

transportation needs. The person paying for the load.

Intrastate 22

A shipment of cargo that is picked up or loaded on one bill of lading and delivered on a new bill of lading. This is done

because the owner of the goods does not want the shipper to know who the receiver is or the receiver to know the

shipper of the goods.

Line haul 23 A receipt by the consignee for the goods and condition of it.

Broker / Agent Workbook Part SevenTerminology Match Up - Place the correct number of the definition that matches the term

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Logistics 24

In a contract of carriage, the consignee is the person to whom the shipment is to be delivered whether by land, sea or

air.

Lumper 25 More than one mode of transportation is involved (e.g., piggyback, fishyback, or birdyback).

Mileage Rate 26 Also known on the bill of lading as the consignor. Usually the manufacturer of the goods being shipped on the trailer.

Pallet Exchange 27 One, which is non-negotiable; the contract between shipper and carrier for a shipment direct to a consignee.

Proof of Delivery (P.O.D) 28

A nylon or plastic or canvas blanket used to cover shipments on flat bed trailers to protect from pilferage and weather

damages.

Receiver 29

A Travel Agent for freight. Brokers act as consultants for customers on how to move their freight from point A to point

B with ease and advises the most cost efficient transportation mode available to them. Brokers negotiate with the

customer on a price and then pay carriers a lesser rate.

Reefer 30

The process of planning, implementing, and controlling the efficient, effective flow and storage of goods, services, and

related information from point of origin to point of consumption for the purpose of conforming to customer

requirements.

Scale Tickets 31 Rate per mile offered by truckload carriers.

Seal 32

When a driver is required to deliver product from within the trailer to the rear of the trailer so the receiver can accept

it from his own dock.

Shipper 33

A trailer with holes in the front and in the rear doors to facilitate the flow of air across the cargo and keep venti‑lated.

Used normally in transporting semi-perishable goods (potatoes, and watermelons).

Skid 34 Another term used by driver’s for pallets.

Straight Bill of Lading 35

A van trailer with the addition of a refrigeration or cooling unit and insulation in the walls, sides, roof, floor, and

doors. Can be used to transport perishable goods (produce, meats, dairy goods, etc.) or dry or non-perishable goods.

Because of the insulation in the walls, roof, and floor the reefer trailers loses some load space.

Tail Gate Delivery 36

Compensation for sending a carrier in for loading and the cargo is not ready for shipment within a reasonable time

and the truck order is canceled.

Tarp 37

The load of freight a carrier moves in order to get back to his home terminal, or back to another direct customer, in

order to get line haul rates.

Third-Party Logistics (3PL) 38

It is the most important document in transportation. It is the contract between the shipper and the carrier, and

contains the terms and conditions.

Truck Ordered Not Used 39 Classified into two general categories, specialized and general freight motor carriers.

Vented Trailer 40 The trucking company hired by broker to haul freight.

Wash Out 41 When trailer is power washed on the inside to remove dirt and debris from the walls and floor

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