How to Find Your Niche as a Freight Broker or Agent

How to Find Your Niche as a Freight Broker or Agent

Another crucial tip for you to become successful in your freight broker or freight agent job is to place an emphasis on one specific market section. Being a generalist is good but you pose yourself at risk not to become a master in anything at all.

The lesson I learned well from the launch of my own brokerage is that you can’t go well trying to do everything for everybody nor in freight brokerage nor in any other. It’s just impossible!

For that matter my decision was to get a good command of one specific market section gaining as much experience and profit as I could and only then scale up.

The below video shows the process I went through at a start. It can be helpful for you to find your best market niche in freight brokerage.

As I say in the video market niches can be of different form and size. The examples in this video are for illustrative purposes only; you should do it your way.

Types of equipment

  • Step-Decks/Flatbeds/ /Lowboy trailers/RGN trailers
  • Wagons
  • Refrigerators
  • Power Only (PO)
  • Many other

Types of product

  • Building Materials
  • Steel
  • Products
  • Meat/Poultry
  • Gas&Oil
  • Beverages in bottles
  • Heavy Equipment
  • Many other

Location/Lane Based

  • Chicago outgoing cargo
  • Northeast outgoing cargo
  • Cross-border cargo
  • Specific lanes like So Cal to TX
  • Many other

Mix of 1, 2, 3

  • Northeast outgoing van cargo 
  • CA products
  • CA to TX flatbed cargo
  • Many other

I’m a great advocate of being a narrow-specialized master, especially in such a difficult business as freight brokerage. Even a proficient freight broker has a hard time quoting and sending piles of papers between Chicago and San Francisco being the same moment asked to dispatch an ice cream at a due temperature from New York to Dallas. Do you think it’s real to be busy with something else?

Naturally it won’t do without expanding in other market sections, the income should be potentially maximized, but learn the rule – first comes one specific sector you put focus on, then all additional, but no sooner than you become experienced and profitable in the first one.

To put focus on means to follow the course until successful completion.