How to Sell Open Deck Freight: Carrier Vetting and Accessorial Knowledge

Open deck freight is its own world inside freight brokerage. The terminology is different, the accessorials are more complex, the carrier requirements are more specific, and the reps who try to wing it consistently make expensive mistakes. In this episode of The Journey Podcast, Will Jenkins brings back Will Hopkins, Founder of BlackBox Logistics, to break down what it actually takes to sell open deck freight well.

Will Hopkins gets into the specifics that matter: understanding accessorials — the additional charges that come with flatbed, step deck, and RGN loads — and knowing how to quote them accurately rather than learning from a customer complaint after the fact. He covers dimensions and the importance of knowing what a load's footprint means for carrier qualification, route planning, and permit requirements before you've confirmed anything with the shipper.

The conversation covers the vocabulary of open deck freight specifically — why using the right terminology in carrier conversations signals competence and earns credibility in a segment where carriers are used to working with reps who don't understand what they're hauling. Will Hopkins also talks about creative sales approaches in open deck freight and how the complexity of the segment can actually be a competitive advantage for brokers willing to develop real expertise in it.

He also covers carrier vetting in open deck — how to identify qualified carriers for specialized loads, the questions to ask, and the resources available for learning the segment faster than most reps think is possible.

Explore The Freight Academy for freight brokerage training or practice freight scenarios with Journey's AI Sales Coach.