Start in Quotes and Work Your Quotes
Quotes are the hardest part of the job. They represent live trucks, real intent, and immediate leverage. Always start here.
Filter to the quotes you own or are responsible for.
For each quote:
Validate the carrier
Confirm the carrier is onboarded, legitimate, and not throwing fraud signals.
Sanity check the rate
Compare against other in-network quotes and broader market context.
Take an action
Decline quotes that do not make sense.
Counter when appropriate, including countering multiple quotes to reset the market.
Mindset to reinforce:
A quote is a candidate, not a decision.
Be Intentional About Phone Calls on Quotes
A phone call is expensive. If you make one, it must create value beyond a single load.
Only call for a quote when:
You need more signal to choose between candidates
The load risk requires additional verification
When you call on a quote:
Confirm pricing and required truck details
Ask where the carrier needs help
Lanes they want more of
Regions they struggle to fill
Equipment availability
Capture this information immediately using hot keys or the carrier profile
Send the magic link or portal link while on the call
Goal of the call:
Not to move this load.
To make future loads easier.
Move to Loads Once Your Quotes Are Addressed
Reps do not clear the entire Quotes page.
They address the quotes they own, then move on.
If your quotes are handled, do not wait.
Go create options.
Work the Load Object Systematically
Inside the load, you are manufacturing opportunities rather than waiting for them.
Direct Matches
Focus on the first one to two pages
Prioritize onboarded carriers and posted trucks
Treat posted trucks as signals, not guarantees
Before calling anyone:
Send CoDriver outbound or digital offers to all enabled carriers in this group
Automation first. Humans second.
Expand Signal Using In-Network History
Suggested Matches
Carriers who have moved the lane in the last 90 days
Already in-network
Strong reuse signal
Past Similar Loads
Carriers who have moved the same or similar lanes
Onboarded and proven
One of the strongest indicators available
These carriers should feel familiar, not cold.
Phone Calls at the Load Level Are Strategic
When you get on the phone at this stage, you are not cold calling.
On these calls:
Confirm availability and intent
Send a Book Now or a digital offer
Send the magic link during the conversation
Capture broader capacity information
Update lane preferences or truck postings immediately
Every call should end with:
A digital path for this load
Better data for the next one
The Operating Rhythm
Work your quotes first
Validate, compare, decline or counter
Make calls only when they create long-term value
Use digital outreach before manual outreach
Follow up selectively with high-signal carriers
Always capture capacity data
Always push carriers toward digital booking and reuse
Rep North Star
Your job is not to cover one load.
Your job is to continually have carriers booking more freight with less effort.
Automation creates candidates.
Humans choose winners.
Reuse is the goal.
Manager Guide: Coaching and Inspecting Carrier Reps
Purpose
This guide explains how managers coach carrier reps using Parade, what good execution looks like, and what managers inspect weekly without dropping into transactional work.
Managers scale behavior. They do not cover loads.
Digital Booking Philosophy (Manager Context)
Digital booking automates what strong reps already do.
Digitally Mirror Rep Behavior
If a rep would call a carrier first, use a digital offer
If a rep would email blast, use CoDriver outbound
If a rep would negotiate manually, Parade should negotiate first
Manager focus:
If reps say “digital doesn’t work,” ask whether the digital motion mirrors how they actually work.
Ensure Carriers Consistently See Your Freight First
Carriers cannot book digitally if they never see your loads.
Freight should be auto-posted
CoDriver should be used early
Relationship carriers get first look through digital offers
Quote handling stays inside Parade
Manager focus:
Visibility gaps are management problems, not rep problems.
Build and Reinforce Digital Carrier Habits
Digital booking is a coached behavior, not a configuration.
Fast quote responses
Reservation workflows, not auto rate confirmations
Portal and magic link usage for key carriers
Consistent reinforcement of digital behavior
Manager focus:
If carriers are not behaving digitally, reps are not being coached digitally.
What Managers Should Expect to See from Reps
Quotes Screen Expectations
Managers should expect reps to:
Start in Quotes
Work their quotes daily
Decline or counter with intent
Avoid letting quotes age out
Use calls selectively
Manager coaching questions:
Are quotes being worked same day?
Are reps countering before calling?
Are calls about qualification, not panic?
Load-Level Expectations
Managers should expect reps to:
Work loads after addressing their quotes
Use matches in this order:
Direct Matches → Suggested Matches → Past Similar Loads
Use digital outreach before phone calls
Reserve calls for high-signal carriers
Manager coaching questions:
Are reps defaulting to the load board too early?
Are Suggested or Past Similar Matches being skipped?
Are calls happening before digital outreach?
Phone Calls as a Managed Investment
Managers should not ask:
“Did you call the carrier?”
Managers should ask:
What new capacity information did we learn?
Was a digital offer or magic link sent?
Did this call enable future reuse?
Did this call reduce future work?
A call that only moves one load is an expensive call.
Weekly Manager Reviews (Inspection, Not Execution)
Weekly reviews are a management responsibility.
Managers review trends, not individual transactions.
Recommended weekly review areas:
Quote response time and aging
Percentage of loads touched digitally before calls
Digital offer usage and acceptance
Carrier reuse patterns
Portal and magic link adoption
Managers should not:
Rework loads
Jump into rep inboxes
Override sequencing unless patterns are clearly broken
Manager Coaching Language
Avoid binary questions.
Instead of:
Did you use CoDriver?
Did you call the carrier?
Ask:
Where did automation help you this week?
Where did you have to step in, and why?
Which carriers are getting easier to book?
Which calls paid off beyond one load?
Where could this workflow break down next week?
Manager North Star
Managers are not responsible for covering loads.
Managers are responsible for building systems where loads get easier to cover over time.
Automation creates candidates.
Reps build relationships.
Managers scale behavior.