By: Tim Barrett
VP of Agent Development at IFT-SAFEWAY, INC
With more than 30 years of experience in the freight business, Tim has over 25 years of successful experience in the freight brokerage industry from various levels of management in companies large and small. He built a National Sales Team of Agents from the ground up at Sureway and parlayed those experiences and industry knowledge into opening his own brokerage firm in 2012. Barrett’s work with Agents, Carriers, and Customers has provided him with the foundation to manage and mentor Agents on their various paths of success.
Expanding our network of independent freight broker agents in the evolving freight brokerage industry is a critical growth strategy for our business. More agents mean more volume. However, there can be significant challenges to retaining and recruiting new agents. Like many in the industry, IFT Safeway has faced the arduous task of keeping and adding agents, and we’ve learned a few things along the way. Here’s how we are building and growing our freight agent program.
Developing Competitive Freight Brokerage Agent Offerings
At the heart of IFT Safeway’s success is its innovative approach to agent compensation and support. The company offers aggressive commission splits, allowing agents to benefit directly from their hard work and dedication. This structure not only motivates agents but also instills a sense of partnership and trust between them and the company. While many in the industry use a common 60/40 and some even a 50/50 commission split, at IFT, many of our commission splits are very aggressive for the industry.
Payment frequencies at IFT Safeway are tailored to ensure agents have steady and reliable income streams, accommodating the financial variabilities inherent in the brokerage business. While some freight brokerages pay agents when they get paid by the customer, IFT has quick turnarounds on commissions to agents, with payments issued the following Monday for all loads delivered that week.
As a smaller business, IFT is more agile. Onboarding a new carrier with IFT takes minutes, not days, saving agents time and money. Plus, IFT can help broker agents with quick turnarounds on other requests, including credit startups.
Technological empowerment is another cornerstone of IFT Safeway’s strategy. On Day One, when agents join our team, they are provided with state-of-the-art tools at no additional cost, including access to Transport Pro’s Transportation Management System (TMS) and several subscription services for load boards. These tools are pivotal in streamlining the order entry process and enhancing load management efficiency, giving agents a competitive edge in the fast-paced market.
Plus, we want to help our agents maintain strong relationships with their carriers. That’s why our agents have access to a dedicated team handling all the details, from securing the carrier identity and rating to tracking shipments every step of the way through one of the best TMS (Transportation Management Systems) in the industry, Transport Pro. Our transparent communication and single point of contact ensure a seamless experience for the agent and our carriers.
The Evolution of Our Independent Freight Agent Program
Over the years, IFT Safeway’s freight agent program has undergone significant transformations to align with technological advancements and industry demands. The early days of relying on picking up the phone to match loads have given way to an integrated digital approach. Modern TMS solutions the industry employs create instant communication and load management, significantly reducing the time it takes to match freight with transportation options. This efficiency boost is not just about speed but also about the capacity to handle a larger volume of transactions with greater accuracy and less overhead.
Our company’s brand identity is in our name; “Integrity First.” And, for us, it is that simple. While plenty has changed in our industry, IFT Safeway’s core values have remained constant from the beginning. We have never required a non-compete or exclusivity agreement. Our philosophy is that if agents come to us and we give them the tools they need to succeed, we don’t need a non-compete — there are no strings attached AND they keep the customers they brought to the table.
Freight Agent Recruitment Strategies
The foundation of a successful recruitment game plan is a healthy, stable business model. Several elements make up a successful brokerage business: paying your carriers on time, making sure you can turn on a dime for your agents, creating a culture of integrity so agents know you’ll do what you say you’ll do, corporate financial stability and a strong backroom support team working behind the scenes to keep the business moving forward.
Today, we are moving toward actively marketing our freight agent program to attract top-tier talent. In the past, we let our postings on the load board speak for themselves to recruit new agents. Today, IFT Safeway is adopting new strategies to keep pace with our digital world by shifting to dynamic online marketing. Utilizing search engine optimization (SEO), social media marketing, and targeted content, we plan to engage potential agents in a conversation about the benefits of joining our team. These efforts are complemented by strategic partnerships and networking in industry-specific spaces, which help reach a broader audience.
Our recruitment process is designed to identify candidates who are creatively skilled and a strong fit for the company. We want our new agents to feel at home and align with IFT Safeway’s values of integrity and customer commitment, further reinforcing the company’s strong market position.
Building an attractive freight agent program is more than a growth tactic for freight brokerages; it is a fundamental business strategy that impacts all aspects of operations. IFT Safeway exemplifies how integrating competitive offerings, embracing technology, and employing strategic marketing can cultivate a robust agent network. But our most important offering is our reputation as a trusted partner, which we earn one day at a time, one relationship at a time. As the industry continues to evolve, the approaches to attracting, retaining, and empowering agents will undoubtedly grow further, setting new standards for success in freight brokerage.
Frequently asked questions about our independent freight agent program
What is an independent freight agent?
An independent freight agent is a professional who works for a licensed freight brokerage to find, secure, and manage client shipments. They operate as independent contractors, handling logistics, negotiating freight rates, and coordinating transportation services between shippers and carriers. While freight agents do not need to be licensed like brokers, they partner with a brokerage that handles the legal and financial aspects.
How to become a freight agent?
To become a freight agent with IFT Safeway, you simply need to partner with us. Our program for independent freight agents offer the tools, training, and support you need to succeed.
There’s no requirement for formal education, though experience in logistics, sales, or transportation can give you a head start. Our comprehensive support network ensures that even newcomers can quickly learn how to manage freight operations, negotiate rates, and secure shipments.
What is the difference between a freight broker and a freight agent?
The key difference between a freight broker and a freight agent is responsibility. As a licensed brokerage, IFT Safeway handles all legal and financial aspects of freight management. On the other hand, our freight agents focus on finding clients, negotiating rates, and arranging shipments. Agents work under our brokerage umbrella, which means they don’t need to carry the legal and financial burdens, allowing them to focus on building their business and managing shipments.