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Broker Doubles Revenue with half the staff

Recently we were featured in DAT Load Boards:

Broker Doubles Revenue with half the staff

What impacts the financial health of a brokerage faster: more revenue producers or better technology? Conventional wisdom would say to add revenue producers but hold the line on back office costs. But when a brokerage in Tennessee was forced to lay off brokers during the recession, it learned how adding technology could increase efficiency and make up for the reduction in staff.

Like many other brokerages, Carrier Services of Tennessee was hit hard by the recession that began in 2008.

That year, the 21-year-old company laid off more than half its brokers—downsizing from 11 brokers to 5. Back-office staffing was already lean. The owner and one other employee provided back-office support, while three independent sales representatives sought out new business.

Before the recession, Carrier Services was doing $3.8 million a year in business. That figure dipped during the recession, but by 2011—and adding back just one broker position—the company hit $7.3 million. Within three years, the company had doubled its revenue with half the staff.

How did they do it?

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