You finally get your trucking authority.

Then your phone starts ringing.

And ringing.

And ringing.

Insurance companies.

Factoring companies.

Fuel-card providers.

Dispatch services.

Compliance companies.

ELD providers.

Load services.

Finance companies.

And sometimes people you've never heard of telling you that something needs to be done immediately.

For many new owner-operators, the volume of calls can be surprising.

So how did everybody get your information?

And more importantly, how do you figure out which calls actually matter?

Your Trucking Company Isn't Invisible

When you become a motor carrier, important information about your company becomes part of government and industry databases.

FMCSA's Safety and Fitness Electronic Records system — commonly known as SAFER — allows the public to search motor carriers by DOT number, MC number or company name.

Depending on the record, publicly available information can include things such as:

• Legal company name.
• DBA name.
• USDOT number.
• Operating authority information.
• Business address.
• Telephone number.
• Number of power units.
• Number of drivers.
• Operating classifications.
• Safety information.

This public information serves an important purpose.

Brokers, shippers, insurance companies and other industry participants need ways to identify and verify motor carriers.

But public information also makes it relatively easy for companies selling trucking services to identify new carriers.

Commercial data providers can organize that information into prospect lists.

So when your authority becomes active, you may suddenly become a very attractive sales prospect.

Most of the Calls Aren't Necessarily Scams

This distinction is important.

A company calling you because your authority is new is not automatically doing anything wrong.

Many legitimate businesses prospect for customers this way.

And as a new carrier, you may genuinely need some of the services they're offering.

The challenge is separating:

What you need now.

What you might need later.

and

What you don't need at all.

And doing that while several different companies may be telling you their service is urgent.

Why New Carriers Attract So Much Attention

Think about everything a new trucking business may need.

Insurance.

Fuel.

Loads.

ELDs.

Compliance assistance.

Accounting.

Permits.

Factoring or working capital.

Maintenance.

Dispatch support.

Load boards.

Software.

That makes a newly authorized trucking company a valuable potential customer for dozens of different industries.

The difference is that the owner may be trying to make all of these decisions from the cab of a truck.

You could be waiting to load, talking to a broker, checking your next route or trying to get home when the phone rings.

That is not always the best environment for making an important business decision.

Start by Creating Three Categories

One simple way to control the noise is to separate services into three groups.

Need Now

These are the services necessary to operate safely, legally or practically.

Your exact list will vary, but insurance, required registrations, safety compliance, an ELD when applicable and a reliable way to obtain freight may fall into this category.

May Need Soon

Examples could include:

• Factoring.
• Fuel programs.
• Accounting assistance.
• Additional software.
• Maintenance programs.
• Business credit.
• Dispatch assistance.

Not Interested

Once you've decided that you do not need a particular service, you don't have to reconsider that decision every time another salesperson calls.

That alone can eliminate a lot of noise.

Use One Standard Response

You don't need a twenty-minute conversation with every caller.

Try this:

“Thanks. I'm not making any decisions by phone. Please email me the information and I'll review it when I'm stopped.”

That does several useful things.

It gets you off the phone.

It gives you something in writing.

It allows you to compare providers.

It reduces the chance of making a financial decision while distracted.

And it gives you an opportunity to see how the caller reacts.

A legitimate provider should normally be comfortable giving you information to review.

Don't Make Financial Decisions While Driving

This deserves its own rule.

If somebody wants:

• Banking information.
• A credit authorization.
• An electronic signature.
• A factoring agreement.
• Permission to file a Uniform Commercial Code, or UCC, financing statement.
• A fuel-card agreement.
• A financing commitment.

don't handle it while you're driving.

Tell them to email it.

Review it later.

A legitimate business opportunity should still be there when you're parked and have had time to understand it.

Knowing Your DOT Number Doesn't Mean They Know You

A caller says:

“I'm calling about your new authority.”

They know your company name.

They know your DOT number.

Maybe they even know how many trucks you operate.

That can make the conversation sound official.

Remember that much of this information may be publicly available.

Knowledge of public carrier information does not establish that somebody:

• Works for FMCSA.
• Represents your insurance company.
• Has an existing relationship with your business.
• Has been authorized by the government to contact you.
• Is offering something you're legally required to purchase.

Ask who they are and exactly what company they represent.

Then verify them independently if the service interests you.

Watch for Artificial Urgency

Some trucking requirements really do have deadlines.

But a genuine deadline should be something you can independently verify.

Be cautious when an unsolicited caller says:

“You have to do this today.”

“Your authority could be affected.”

“This is mandatory.”

“We're calling about a compliance requirement.”

“This offer expires immediately.”

Ask:

“What regulation or deadline requires this?”

Then independently verify the answer.

Don't rely solely on the website, telephone number or link supplied by the person trying to sell you something.

Repeated Calls Tell You Something

Persistence is part of sales.

A legitimate salesperson following up once or twice isn't automatically a concern.

But there comes a point where persistence becomes pressure.

If you've already said:

“No.”

“I'm not interested.”

“Please send it to me.”

or

“I want to think about it.”

and the same organization continues calling several times in the same day or repeatedly throughout the week, you do not have to keep answering.

That behavior is not proof that the company is fraudulent.

But it is a legitimate reason to question whether you want that company as a business partner.

A useful question to ask yourself is:

If they won't respect my boundaries before I become a customer, what might the relationship be like after I become one?

Be Careful What You Say

When you're busy, it's natural to use quick conversational responses.

“Okay.”

“Sure.”

“That's fine.”

But you may simply mean:

“I understand.”

The other party may interpret your words differently.

If you are interested but not ready to proceed, be very clear:

“Please send me the information in writing. I am not authorizing or agreeing to anything today.”

That can remove a lot of ambiguity.

Be Careful What You Click Online

The same caution applies to websites.

A button might say:

Learn More

Check Eligibility

See My Options

Get Started

or

Continue

Those words may look harmless.

But important consent language may appear immediately above or below the button.

Depending on the website and the terms presented, clicking could potentially authorize actions beyond simply requesting information, such as a credit inquiry, electronic consent or other financial permissions.

Don't assume the words on the button describe everything you're agreeing to.

Look for phrases such as:

“By clicking…”

“I authorize…”

“I consent…”

“You agree…”

“Credit authorization…”

“Security interest…”

or

“UCC…”

If you don't understand what you're authorizing, stop.

Protect Your Email Too

Telephone calls aren't the only source of noise.

A new business email address can quickly start receiving solicitations.

Some organization can help.

Consider separate folders for:

• Loads and brokers.
• Insurance.
• Factoring and finance.
• Compliance.
• Vendors.
• General solicitations.

That helps keep legitimate operational messages from disappearing among marketing emails.

And be cautious with unexpected attachments and login links.

FMCSA has warned motor carriers about phishing communications that impersonate FMCSA or the U.S. Department of Transportation.

Never Give Away Your FMCSA Login

Someone knowing your DOT number is one thing.

Someone obtaining your account credentials is something very different.

Treat passwords, authentication codes and other sensitive access information like banking credentials.

Don't give them to an unsolicited caller.

If somebody claims they need access to your account, independently verify who they are and why they require it.

Decide About Factoring Before You're Desperate for Cash

Factoring is one area where planning ahead can make a major difference.

You don't necessarily need factoring simply because you're a new trucking company.

Some carriers have enough working capital to wait for customers to pay.

Others use broker quick pay.

Others decide that factoring provides the predictable cash flow they need to cover fuel, insurance, payroll and operating expenses.

The mistake is waiting until the business is almost out of cash and then accepting the first factoring offer available.

If you think factoring might become useful, understand it before you urgently need it.

Compare:

• Rates and fees.
• Contract length.
• Recourse versus non-recourse provisions.
• Reserve requirements.
• Minimum volumes.
• Fuel-card arrangements.
• UCC filings.
• Termination terms.
• Notice requirements.
• Release procedures.

Cashflow Connectors helps small trucking companies compare factoring options and understand the questions they should ask before choosing a provider.

Our service is free to carriers.

The Same Principle Applies to Dispatch Services

Dispatch companies are another common source of calls to new authorities.

Some carriers find dispatch support extremely valuable.

Others prefer to find and negotiate their own loads.

Neither approach is automatically right or wrong.

Before hiring a dispatch service, understand:

• What you'll pay.
• Whether fees are percentage-based or flat.
• Whether there is a contract.
• Who controls which loads you accept.
• Whether the dispatcher works with competing carriers.
• How termination works.
• What authority the dispatcher has to negotiate on your behalf.

Don't let the number of calls create the impression that you need something simply because many people are offering it.

Build Your Own Shortlist

Instead of allowing unsolicited callers to determine which businesses you evaluate, reverse the process.

When you decide you need a service:

1. Identify exactly what you need.
2. Research several providers.
3. Check independent reviews and complaints.
4. Ask other carriers about their experiences.
5. Compare the actual terms.
6. Contact the companies you want to speak with.

Now you're selecting vendors rather than simply reacting to whoever happens to call.

A Simple New-Carrier Phone Rule

First call: Listen briefly if the service might actually be relevant.

Interested: Ask for everything in writing.

Not sure: Tell them you want time to review it.

Not interested: Say no clearly.

Repeated pressure: Stop taking the calls.

Sensitive information requested: Verify the company independently.

Government threat or compliance claim: Verify directly with the appropriate government agency.

The goal isn't to become suspicious of everyone.

The goal is to make sure you decide when a sales conversation becomes a business decision.

Don't Let the Noise Distract You From Building Your Business

New authorities attract attention because new trucking companies need a lot of products and services.

Some of the people calling you may eventually become excellent business partners.

Others will simply waste your time.

And a small number could expose your business to genuine risk.

Your job isn't to answer every call.

Your job is to build a safe and profitable trucking company.

Decide what you need.

Take your time.

Get important terms in writing.

Research providers independently.

And remember:

You are allowed to say no.

A legitimate business relationship should still be available after you've had time to think.

Related Reading

Trucking Scams Are Getting Smarter: How Small Carriers Can Protect Their Business

This article is provided for general educational information only and is not legal, financial or regulatory advice. Requirements can vary depending on a carrier's operations and circumstances. Carriers should verify regulatory requirements through official government sources and obtain appropriate professional advice when needed.

‍