Introduction to Freight Brokering

INTRODUCTION TO FREIGHT BROKERING

Seminar Instructor (USDOT Practitioner) James P. Lamb provides new and veteran motor carriers,company drivers, owner-operators, freight brokers, freight broker agents,and shippers with an inexpensive, fast-paced introduction to the knowledge, skills and abilities needed to be successful in the transportation industry.

Seminar Topics:

Introduction to Brokering & the Trucking Industry
Understanding How the Players in Freight Brokering Interact
Setting up a Business Entity

(Sole proprietorship, partnership, corporation or LLC)

Federal Freight Broker Licensing and Bonding
Ensuring a Positive Cash Flow
Selling and Marketing Your Business
Finding Freight and Trucks in the 21st Century
Freight Rate Development
Contract Negotiations

COST: $499 per person; bring a guest for $249.

INSTRUCTOR:MR. JAMES P. LAMB, USDOT Practitioner

TIME: All seminars are 8:00AM-5:00PM, with a one hour lunch break. Morning coffee and box lunch are included (except where noted).

LOCATION: The location of the facility will be provided with your final confirmation approximately 1 week prior to the class.Please arrive by 7:45AM. Note: Houston events are held at HoustonCommunity College and are just $299 (coffee and lunch are not included at HCC).

CLASS SIZE: There is limited class seating available so book well in advance.

MATERIALS: Feeincludes copy of PowerPoint Presentation, contract forms & templates.Optional Entrepreneur Magazine’s How to Start a Freight Brokerage Businessis available onsite for purchase ($30).

For more information call (800) 761-7306.

* A $25 surcharge may be imposed on all attendees enrolling 48 hours or less before seminar date

6 Dumont Place, 2nd Floor—Suite 10, Morristown, NJ07960 Tel: (973) 539-4600 Fax: (973) 539-4666

Presents

INTRODUCTION TO FREIGHT BROKERING

…a workshop for shippers, motor carriers & freight brokers/agents

Enrollment Form

Please indicate the date and location you are going to attend (see complete schedule for more dates):

Atlanta
Nov. 8th
$499 / Bridgeport
Dec. 14, 2010
$499 / Charlotte
Nov. 9, 2010
$499 / Chicago
Oct. 12, 2010
$499 / Dallas
Dec. 2nd, 2010
$499 / Ft.Lauderdale
Dec. 16
$499 / Houston
Oct 22/Nov. 30
$299 (HCC)
Los Angeles
Nov 16, 2010
$499 / Oakland
Nov. 18, 2010
$499 / Orlando
Nov. 4, 2010
$499

Name of Attendee:______Seminar Date/Location: ______

Street Address:______

City:______State:______Zip:______

Phone Number:______Fax Number:______

Email Address:______For Questions Contact: 800-761-7306

Price (please check applicable price):*Discounted price offered now through the end of the month.

( ) I am attending the broker class in ______(city). The fee is ______(see above).

( )I would like to bring a guest (spouse, relative or friend) at the special price $249.00 rate. CSR: WEBSITE DOWNLOAD

Name of Guest______

( ) FREE- I am a member of DOTAuthority/Excelsior’s 12 month Broker Assistance Plan (“BAP”).

A $25 surcharge may be imposed on all attendees enrolling 48 hours or less before seminar date

Cancellation Policy: More than two weeks before event 100%, 1-2 weeks before event: 50%, Less than one week: 0%

Rescheduling Fee: $25 per person if rescheduled less than 2 weeks before event.

Excelsior shall not be liable for expenses incurred should attendee book travel before receiving written confirmation or should an event be cancelled or postponed due to inclement weather, lack of demand, strikes or natural or man made disaster.

By signing below I am confirming that I have read and understand Excelsior’s Cancellation and Rescheduling Policy.

AUTHORIZATION TO CHARGE CREDIT CARD

Type (circle one): VisaMasterCard

Credit Card Number: ______

Credit Card in the Name of: ______

Expiration Date: ______Security Code______Total Amount of Sale $______

Authorized Signature:______

Card Member agrees to pay in accordance with terms and conditions of the Card Member agreement.

PLEASE FAX THIS FORM BACK TO US: FAX: (973) 539-4666

6 Dumont Place, 2nd Floor—Suite 10, Morristown, NJ07960 Tel: (973) 539-4600 Fax: (973) 539-4666

INTRODUCTION TO FREIGHT BROKERING

Webinar Instructor (USDOT Practitioner) James P. Lamb provides new and veteran motor carriers,company drivers, owner-operators, freight brokers, broker agents,and shippers with an inexpensive, fast-paced introduction to the knowledge, skills and abilities needed to be successful in the transportation industry.

Webinar Topics:

Introduction to Brokering & the Trucking Industry
Understanding How the Players in Freight Brokering Interact
Setting up a Business Entity

(Sole proprietorship, partnership, corporation or LLC)

Federal Freight Broker Licensing and Bonding
Ensuring a Positive Cash Flow
Selling and Marketing Your Business
Finding Freight and Trucks in the 21st Century
Freight Rate Development
Contract Negotiations

COST: $299 per live viewing; $199 per pre-recorded “on demand” viewing.

INSTRUCTOR:MR. JAMES LAMB, USDOT Practitioner

TIME: All Webinars are 8:00AM-5:00PM (local time), with two fifteen minute breaks and

a one hour lunch break. Please be online and logged in by 7:45AM.

CLASS SIZE: There is limited webinar space in our virtual classroom so book well in advance.

MATERIALS: Optional materials include: Entrepreneur Magazine’s How to Start a Freight Brokerage Business, PowerPoint presentation, and a Folder of Resource Materials including contract form templates.

DISCOUNTS: This program is FREE (one time viewing) for anyone who applied for a freight broker license,trust fund & UCR through Excelsior or has joined 6 or more months of the Broker Assistance Plan (“BAP”). It is also now downloadable “ondemand”. For more information call (800) 761-7306

6 Dumont Place, 2nd Floor—Suite 10, Morristown, NJ07960 Tel: (973) 539-4600 Fax: (973) 539-4666

Presents:

INTRODUCTION TO FREIGHT BROKERING

… online training for shippers, motor carriers & freight brokers/agents

Enrollment Form

Please indicate the date you would like to view (see complete schedule for more dates):

Tues. Oct 22, 2010
from
Houston, TX / Tue. Nov. 30, 2010
from
Houston, TX / Tues. Dec 14, 2010
from
Bridgeport, CT

Name of Participant:______Webinar Date: ______

Street Address:______

City:______State:______Zip:______

Phone Number:______Fax Number:______

Email Address:______For Questions Contact: 800-761-7306

Price (please check applicable item):CSR: WEBSITE DOWNLOAD

( ) $199 - I want to immediately download and view the pre-recorded program “on demand.”

( ) $299 per person - I want to view a live seminar online (webinar) and be able to ask questions.

( ) FREE- I applied for my broker license and UCR through DOTAuthority/Excelsior; MC #______after 5/01/2010.

( ) FREE- I am a member of DOTAuthority/Excelsior’s 6 or 12 month Broker Assistance Plan (“BAP”).

I would like to register up to two guests at $199 each so that they too can earn a Certificate of Completion:

( ) $199 One Guest. Name: ______

( ) $398 Two Guests. Names: ______

( ) I would like to order one or more OPTIONAL MATERIALS KIT(S): Entrepreneur Magazine's “How to Start a Freight

Brokerage Business”, Copy of PowerPoint Presentation, and a Packet of Resource Materials and Contract Forms.

Number of Materials Kits: _____ at $75 each (includes standard shipping) = $______

Cancellation Policy: More than two weeks before event 100% refund, 1-2 weeks before event: 50%, Less than one week: 0%

No Refunds on Materials Kits. Rescheduling Fee: $25 per person if rescheduled less than 2 weeks before event.

No refunds for “on demand” orders.

Excelsior shall not be liable for expenses incurred should attendee not wait for written confirmation of enrollment or should an event be cancelled or postponed due to inclement weather, strikes, lack of demand, or natural or man made disaster.

By signing below, I am confirming that I have read and understand Excelsior’s Cancellation and Rescheduling Policy.

AUTHORIZATION TO CHARGE CREDIT CARD

Type (circle one): VisaMasterCard

Credit Card Number: ______

Credit Card in the Name of: ______

Expiration Date: ______Security Code______Total Amount of Sale $______

Authorized Signature: ______

Card Member agrees to pay in accordance with terms and conditions of the Card Member Agreement.

PLEASE FAX THIS FORM BACK TO US: FAX: (973) 539-4666

6 Dumont Place, 2nd Floor—Suite 10, Morristown, NJ07960 Tel: (973) 539-4600 Fax: (973) 539-4666

INTRODUCTION TO FREIGHT BROKERING

PART 1: GETTING STARTED AS A BROKER

8:00 AMSession 1: Introduction to Freight Brokering

About Excelsiorthe Instructor

About this Introductory Webinar

An Information Buffet: Appetizers versus Fine Dining

The Two Main Challenges in Brokering: Getting Freight & Managing Cash Flow

Regulated versus Exempt Commodities and Exceptions to Exemptions

The Players in Transportation: Definitions ofShipper, Motor Carrier, Property Broker,Broker Agent, Freight Forwarder, Owner-Operator, Motor Carrier Authority, Broker License, Broker Bond, ect.

Shippers and the Business-to-Business Environment

Motor Carriers

Differences among the Three Types of Carriers

Transportation Intermediaries

Differences among the Three Types of Brokers

Difference between Property Broker & Freight Forwarder

Statutory versus Contractual Cargo Liability & Negligence

Truck Load versus Less than Truckload (“LTL”)

Multimodal & Intermodal Transportation

Interstate versus Intrastate Transportation

Due Diligence: Qualifying Your Carrier (licensing, insurance & safety)

The Shipper-Broker-Carrier Transaction

Order for Service

Billing/Proof of Delivery (“POD”)

Payment from Shipper to Broker to Carrier

The Worst Thing That Can Happen to a Broker

Becoming an Entrepreneur: Be Your Own Boss, Cut Out the Middle Man & Make More Money!

The Haves versus the Have-nots

Leadership

Should I Become a Motor Carrier or Freight Broker?

Quality of Life

Regulatory Burdens

Hauling versus Booking Loads on Commission

Earning 15%-30% of the Load… without Ripping-off Your Carrier

Why be the Middle Man?

Shippers Prefer Brokers

Shippers and Carriers are Lazy

Do Carriers like Brokers?

Why Carriers Need Brokers

Rule Number 1 in Trucking & Brokering

Backhauls & Deadheading

Brokers as Emergency Rescue Personnel for the Industry

10:00 AM <MORNING BREAK>

10:15 AMSession 2: Setting up Your Business

Choosing Your Legal Entity

Sole Proprietor, Partnership, Corporation or LLC?

Business Certificates and DBAs

Filing for a Corporation or LLC through Excelsior’s Partner MYLLC.COM

Personal Liability: Protecting Your Personal Assets

Tax ID Registration

Payroll and the IRS

Setting up Your Home Office & Equipment

10:45 AMSession 3: Licensing, Insurance & Bonding

Freight Broker Licensing: From ICC to USDOT

Applying for One Federal Broker License for Your Legal Entity

NO EXAM

FMCSA OP-1 Filing

Process Agents (BOC-3 Filing)

Surety Bonds vs. Trust Fund Agreements (BMC-84/85)

The FMCSA Safersys Website:

Checking a Carrier’s Authority or Broker’s License

Checking a Carrier’s USDOT Safety Record

Operating Both a Carrier Business & Brokerage

Dual Authority or Separate MC Numbers?

Do I Need Separate Legal Entities & Bookkeeping?

Pacific Financial’s Four Trust Fund Agreement Plans (Cash versus Credit)

Hiring a Representative

Certified DOT Practitioners vs. Unlicensed Permit Consultants

Excelsior’s ‘Turn-key’ Freight Broker Application Process

License Watch: Expedited Faxed License Service on Day of Issuance

Optional Insurance for Brokers

General Liability & Contingency Cargo Insurance

12:00 PM<LUNCH BREAK>

PART 2: OPERATING YOUR BROKERAGE

1:00 PMSession 4: Federal Regulations (49 CFR 371)

Current FMCSA Regulations

371.1 - Applicability.

371.2 - Definitions.

371.3 - Records to be kept by brokers.

371.7 - Misrepresentation.

371.9 - Rebating and compensation.

371.10 - Duties and obligations of brokers.

371.13 - Accounting.

Insight on Power Dynamics: Who is in Control of the Transaction?

Understanding Differences in Broker & Carrier Perspectives on Broker Commission

“How Much Does the Load Pay” versus “How Much is the Truck Worth?”

2:00 PMSession 5: Finding Freight and Trucks

Various Print & Online Resources

Load Boards

Co-Brokering Issues

Searching for Trucks

Finding Loads

Networking

Traffic Clubs

NITL

3:00 PM<AFTERNOON BREAK>

3:15 PM Session 6: Freight Rate Development

The Rate Index

Determining What the Truck is Worth

Computing What You are Worth

Computing a Rate Chart

Fuel Surcharges

Effects of Supply and Demand on Your Negotiating Power

The Load to Truck Ratio

What States Should You Focus On?

4:00 PMSession 7: Sales, Marketing & Negotiations

Online versus Print Media Marketing

Methods of Contacting a Shipper

Prospecting

Sales Approaches

Making the Sales Call

Being Sensitive to Cultural and Geographic Differences

Closing the Sale

Branding, Logos and Slogans

Protecting Intellectual Property through Service Marks

Contract Negotiations

Negotiation Tactics with Shipper & Low-ball Response Strategies

Sample Broker-Shipper Agreement

Sample Shipper Credit Application

Sample Load Confirmation Sheet

Negotiation Tactics with Carrier & Back-Solicitation Issues

The Second Worst Thing That Can Happen to a Broker

Sample Broker-Carrier Agreements

Spot Market versus Long Term Contracts

The Carrier Checks Your Red Book Broker Credit File

Offering Credit References

4:45 PMSession 8: Factoring & Other Resources

Managing Your Cash Flow by Selling Your Shipper Invoices

Factoring Rates & Loss Prevention Strategies

Other Training Programs versus our Broker Assistance Plan (“BAP”)

TIA

Entrepreneur Magazine

Moving Forward with Your License Application through Excelsior

COMPLETE 2010 FREIGHT BROKER TRAINING SCHEDULE

*TUESDAY 1/12/10 LOS ANGELES, CA;

THURSDAY 1/14/10 HOUSTON, TX;

WEDNESDAY 1/27/10 FORT LAUDERDALE, FL;

*MONDAY 2/15/10 NEW ORLEANS, LA;

TUESDAY 2/23/10 CHICAGO, IL;

THURSDAY 2/25/10 ORLANDO, FL;

TUESDAY 3/9/10 DALLAS, TX;

THURSDAY 3/11/10 HOUSTON, TX;

TUESDAY 3/23/10 CHARLOTTE, NC;

*SUNDAY 3/28/10 LOUISVILLE, KY;

TUESDAY 4/6/10 ATLANTA, GA;

*THURSDAY 4/8/10 FORT LAUDERDALE, FL;

TUESDAY 4/20/10 PHILADELPHIA, PA;

TUESDAY 5/4/10 EL PASO, TX;

THURSDAY 5/6/10 HOUSTON, TX;

*THURSDAY 5/20/10 ORLANDO, FL;

FRIDAY 6/4/10 ATLANTIC CITY, NJ;

FRIDAY 6/11/10 HOUSTON, TX;

TUESDAY 6/15/10 LOS ANGELES, CA;

*WEDNESDAY 6/16/10 LAS VEGAS, NV;

WEDNESDAY 6/30/10 ATLANTA, GA;

WEDNESDAY 7/7/10 HOUSTON, TX;

*THURSDAY 7/22/10 FORT LAUDERDALE, FL;

SATURDAY 8/7/10 LONG ISLAND, NY;

THURSDAY 8/12/10 PHOENIX, AZ;

MONDAY 8/16/10HOUSTON, TX;

FRIDAY 8/20/10 PARSIPPANY, NJ;

WEDNESDAY 8/25/10 PHILADELPHIA, PA;

SUNDAY 8/29/10 DALLAS, TX;

*TUESDAY 8/31/10 SAN ANTONIO, TX;

MONDAY 9/13/10 HOUSTON, TX;

*MONDAY 9/27/10 FORT LAUDERDALE, FL;

TUESDAY 9/28/10 ATLANTA, GA;

TUESDAY 10/12/10 CHICAGO, IL;

*FRIDAY 10/22/10 HOUSTON, TX;

THURSDAY 11/4/10 ORLANDO, FL;

MONDAY 11/8/10 ATLANTA, GA;

TUESDAY11/9/10 CHARLOTTE, NC;

TUESDAY 11/16/10 LOS ANGELES, CA;

THURSDAY 11/18/10 OAKLAND, CA;

*TUESDAY 11/30/10 HOUSTON, TX;

THURSDAY 12/2/10 DALLAS, TX;

*TUESDAY 12/14/10 BRIDGEPORT, CT;

THURSDAY 12/16/10 FORT LAUDERDALE, FL;

*MONTHLY WEBINAR

About Excelsior Enterprises International, Inc.

Excelsior Enterprises International is a New Jersey-based, business-to-business, transportation management consulting firm that assists start-up motor carriers, freight brokers, and freight forwarders in obtaining their federal and/or state business licenses (operating authority). Excelsioroffers general business and safety consulting, and training programs for the Industry. In Latin, “Excelsior” means “ever upward,” which is precisely the direction we will take you if you train and work with us.

Excelsior operates a freight brokerage division under the name “Excelsior Logistics,” MC Number 482743.

Excelsior offers freight broker training through

Excelsiorpublishes household goods mover tariffs through its tariff publishing division: MoverTariffs.com.

Excelsior is partnered with companies like TransCore, Pacific Financial, JD Factors, and MyLLC.com, companies that recognize Excelsior’svalue as an Industry portal.

Excelsior is also partnered with James P. Lamb, a Registered Transportation Practitioner admitted to practice before the United States Department of Transportation’s Surface Transportation Board and the Federal Maritime Commission.

About James P. Lamb, Licensed Transportation Practitioner, Freight Broker Instructor, Former DOT RegulatorFounder of Association of Independent Property Brokers and Agents

James P. Lamb is a former New York Department of Transportation Motor Carrier Investigator. Mr. Lamb is a Transportation Practitioner authorized to appear and represent client companies before various federal and state regulatory agencies in licensing, tariff and adjudicatory (violation) matters. He holds an MA Degree and specializes in Interstate Authority (ICC Authority) application filings for motor carriers and freight brokers, USDOT Number registrations and various trucking permits. Mr. Lamb’s business experience in the Industry includes operating as an authorized motor carrier of household goods and a licensed property and household goods broker.

Mr. Lamb is a motivational speaker who conducts professional development business workshopsand webinars, covering such topics as ‘how to find freight’ and ‘how to set freight rates’ bi-weekly across the United States in major cities like Sacramento, LA, Las Vegas, Atlanta, Orlando, Dallas, Houston, Miami, New York & Chicago.He offers programs at HoustonCommunity College. He is the founder of the Association of Independent Property Brokers and Agents (AIPBA”). He has been published online and in business trade magazines. He regularly speaks at major trade shows across America such as the “Great American Trucking Show”, and has been interviewed numerous times as an Industry expert by national trucking radio personalities such as Bill Mack of Overdrive Radio & Eric Harley of the Midnight Trucking Radio Network. He is scheduled to release two new books: “The Secret to Starting and Operating a Freight Brokerage” in 2011 and“The Secret to Making Big Money in Trucking” in 2012.

6 Dumont Place, 2nd Floor—Suite 10, Morristown, NJ07960 Tel: (973) 539-4600 Fax: (973)539-4666