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break into this industry, Eliacostas believes that the most important thing they can do is go out and work for a freight broker or logistics company and gain real-world experience. “Prior to launching AGT Global Logistics, I had worked in many different positions within the transportation industry, and I knew the industry very well. This experience proved to be extremely valuable. There is no job responsibility within my current business that I have not done personally,” added Eliacostas. “It would be a huge disservice to enter into this industry without having a working knowledge of it. The best thing to do is to work for another company and take on different positions and responsibilities before setting up your own business.”

Whenever Eliacostas goes about hiring a new employee for AGT Global Logistics, what she looks at most is someone’s personality and how well they will fit into her organization. “I can train someone to do any job within my business. I consider my business to be a niche-oriented freight brokerage so having expertise about the industries we work with is essential. I bring applicants in for an interview, have them tell me about themselves, and then I look at their personality, and what I believe they can offer to my company,” said Eliacostas.

Instead of focusing on education, Eliacostas looks at an applicant’s past work experience. Her goal is to hire people who will fit into her established, dedicated, and loyal team. “We spend more time with each other than we do with our own families, so everyone working for AGT Global Logistics needs to fit in perfectly. I am very hands-on within my company. I have an open-door policy, and my employees see me working right alongside them. We are a united group working toward a single goal, which is to make the company successful,” added Eliacostas.

Having good communication and follow-up skills is important, according to Eliacostas. She added, “As far as an applicant’s education, I don’t put a lot of emphasis on that. I don’t require someone to be a college or tech school graduate. I look at someone’s job history. What appeals to me is someone who has stayed with past employers for extended periods of time and who has demonstrated loyalty to past employers. Some of the most successful people I have ever met do not have a college degree. I believe education is important and have children who have pursued college, but most of my own education has come from life experience.”

Over the years, Eliacostas has noticed more and more specialized freight broker training programs and certification programs being offered. She has mixed feelings about these programs. “People graduating from some of these programs are sometimes receiving incorrect or outdated training, which actually works against their chances of success. I have hired applicants who have completed freight broker training programs, but then wind up going around and around with them because they believe that everything they learned is correct, and what they already learned is by default the best way to do things within my company. These people have showed little flexibility to learn or adjust to how we do things, or to accept the more customized training that we provided. I have had my best luck hiring high school graduates who are willing to accept our training and pursue the training that we deem appropriate. These people are much more open to learning,” said Eliacostas.

For people looking to gain real-world experience, Eliacostas recommends finding a job with a small to midsize freight brokerage business, as opposed to a larger company. This is because the smaller companies are less stringent and more open to exposing employees to a wider range of responsibilities. The pay might be lower, but the limitations put on employees are typically fewer.

Today’s freight brokers need to be computer savvy. “We use computers for virtually everything we do. It’s very important to be able to work the computer but also be able to communicate with carriers and shippers and maintain those personalized business relationships. AGT Global Logistics uses 3PL Systems, Inc.’s software [www.3plsystems.com], which is designed specifically for freight brokers,” added Eliacostas.

Although there are many well-established small-, medium-, and large-size freight brokerage businesses already out there, Eliacostas believes there’s always a way for new businesses to successfully enter the industry. “For someone coming into this as a newbie, find your niche. Find that specialized area where you believe you can make a difference. Be very defined in what you offer and the types of businesses you offer your services to. Do your research about the niche market, and then research each potential carrier and shipper you’ll be working with,” said Eliacostas. “Having a niche gives you a stronger focus and allows you to develop a specific area of expertise.”

To find new clients (shippers), AGT Global Logistics continues to take a multifaceted approach. The company relies on attending tradeshows, making cold calls, and scheduling in-person sales meetings with perspective clients. However, they also focus on using technology, including their website and social media, to pinpoint and generate new business.

She explained, “We believe in face-to-face communication. I believe in being persistent, without being obnoxious. Sometimes, it’s a matter of being in the right place at the right time when it comes to landing a new client. It’s not uncommon for us to touch base with a prospect every month, for two years or longer, before they give us any business. Persistence is essential.”

Finally, Eliacostas believes that building a positive reputation for honesty is important. “When we’re handling someone’s business and something goes wrong, the shipper knows that we might not have good news, but we’ll always provide the truth. They also know that we’ll have a plan in place to fix or address the problem, and handle things correctly. Our clients know we’re always out in front of every situation, not hiding behind it. Our shippers know us and trust us, and much of that is because we maintain face-to-face, one-on-one contact with them. Plus, we have done our research and understand their needs and concerns,” she concluded.

APPENDIX

Freight Broker Resources

The following is a wealth of resources that will help you establish, manage, and grow your freight brokerage business, learn more about the industry, and achieve long-term success as a broker.

These resources are intended to get you started on your research. They are by no means the only resources out there. In addition to using the resources provided here, get out there and do some investigating in the real world and online.

Associations and Regulatory Agencies

American Trucking Associations

(703) 838-1700

950 N. Glebe Road, #210, Arlington, VA 22203-4181

www.trucking.org

Delta Nu Alpha

An international transportation organization with a focus on education.

(414) 764-3063

www.deltanualpha.org

Federal Motor Carrier Safety Administration United States Department of Transportation

(800) 832-5660

1200 New Jersey Avenue SE, Washington, DC 20590