How do I show buyers my trucking company’s best shipper relationships are stable?
Show history and depth. Give the buyer a clear picture of how long each major shipper has used you, how freight has moved over time, what the service record looks like and who at the shipper knows your team. Relationships held by more than one person feel more stable than those held only by you.
Begin with a one-page profile for each major shipper: how the relationship began, what freight you carry, how it has changed and what contact exists at the company. If you have written agreements, summarize their terms in plain words. If you work on a handshake, say so and explain how the work is awarded. Buyers respect honesty more than polish.
Next, show service. Share on-time performance, claims and how you handled problems. A shipper who stayed through a rough patch is a stronger sign than one who never had a problem. If shippers have sent thanks or asked for more, mention it. Be careful not to claim stability you cannot support, since the buyer will check.
Then address the person risk. If you handle every call, a buyer will worry the freight leaves with you. Show who else at your company talks to the shipper’s staff, such as dispatchers, a customer service person or a manager. Offer introductions after a deal is serious and confidentiality is in place, and agree beforehand how the shippers will be told. Ask your lawyer how to protect the information you share.
Key takeaways
- Write a one-page profile for each major shipper.
- Show service history, including how problems were handled.
- Show relationships beyond you, and offer introductions once the deal is serious.
- Do not claim stability you cannot support, because the buyer will check it.
Related reading
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Sources
This answer is checked against primary sources. Links were last confirmed on the dates shown.
- 01Business Development Bank of CanadaGovernmentHow to conduct due diligence when buying a business
- 02Business Development Bank of CanadaGovernment7 steps to increase your business’ value—before you sell it
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