Incentive Compensation for Brokerage Organization Structures

Time: June 4th, 2020 01:00 PM Eastern Time (US and Canada)

The ways to organize and pay brokers is truly myriad with different models in existence and many swearing that their model is the ONLY way.  Nope. There are lots of ways that can work…it just depends on how you want your people to function together and what you want the culture to be like.  Do you want a highly individualized culture or one of team work?  Throw in the complexity that many of you also have assets and need your brokers to handle overflow freight or have their best freight "poached" (their words, not mine) by the assets when needed, and you add an entire new layer of complexity to broker compensation design.  Should you pay the same for the freight when it just landed in their lap from asset sales?  How do you pay them when the assets take a load that could have been moved for a high margin with a 3rd party carrier? These are not easy questions and will be addressed (and learning shared from one another, I hope), in this session.  Remember…having the right incentives MATTERS!