How do I train my son to take over relationships with my freight brokerage’s biggest accounts?

Large shippers stay with a freight brokerage because someone answers the phone, finds the truck and fixes the problem at midnight. Your son needs to become that person in their eyes. Start by listing your biggest accounts, who the real decision-makers are and what each shipper values most, whether that is price, speed or care with fragile loads. Ask the same questions of staff who deal with each shipper.

Then bring him in step by step. Have him sit in on calls and read the thread of emails behind each quote. Next, let him handle a quote or a late-load problem while you listen. Share the lane history, the typical rate range, the carriers that work best and the habits of each shipper. Write these down so they survive a busy week. Revisit the notes after each account handover.

Be direct with the shippers. Tell them early, in person, who will be handling their freight and what stays the same. Look at the receivables for each account so he knows who pays on time and who needs reminders. Plan for him to make mistakes, and decide how you will back him up. Set a handover date, and keep to it. Check in weekly to hear what is hard. Staff will take cues from how you treat him.

Key takeaways

• List the biggest accounts and what each shipper values most.
• Move him from listening, to leading with you present, to owning the account.
• Tell shippers early and in person, and write the account history down.