In a recent TIA-hosted webinar, DAT Director of Broker Product, Jared Stowe, and MegaCorp Logistics’ Director of Strategic Partnerships, Winnie Wilson, teamed up to share practical strategies brokers can use to build stronger relationships with shippers — and keep them.
Watch the webinar recording now
In case you missed it, here are the top takeaways:
Consistency and communication win
It’s paramount to offer consistent service and clear, proactive communication. While one perfect delivery doesn’t always stand out, one failure will. Set expectations early, align with your shipper’s preferences for updates, and always communicate problems with potential solutions in hand.
Align with the shipper’s growth roadmap
Don’t just quote rates — ask questions that uncover what the shipper is trying to achieve. Are they expanding into new markets? Launching new product lines? Brokers that position themselves as strategic partners, not just transactional vendors, will stand out.
Tracking is non-negotiable
With the rise of ELDs, trailer telematics, and mobile tracking, visibility is no longer a “nice to have.” Shippers expect real-time updates. Tools like Trucker Tools and DAT’s tracking integrations help brokers meet those expectations while improving internal efficiency and protecting against fraud.
Leverage tech thoughtfully
Not all automation is good automation. Wilson cautioned against over-automating communication, which can erode trust and increase fraud exposure. Find the right balance between efficiency and the personal touch that builds long-term relationships.
Fraud prevention is everyone’s job
Both panelists highlighted the evolving nature of fraud in freight and stressed the importance of tools like DAT’s upcoming Carrier Management Suite and Trucker Tools’ fraud alerts — such as flagging VOIP numbers or suspicious IP addresses.
Carrier relationships matter too
Stowe and Wilson agreed that building trust with carriers is just as critical as with shippers. Brokers should identify top-performing carriers, pay them on time, and provide visibility into load opportunities to keep trucks moving and relationships strong.
Want to go deeper?
Watch the full webinar to hear real-world examples, explore Trucker Tools’ tracking solutions, and get actionable advice on building a shipper strategy that scales.
