Snapshot: Organization Design and Compensation in Freight Brokerages
The 2025 TIA Pre-Conference Session will be headed by Beth Carroll of Prosperio Group. Prosperio Group has worked with over 400 different clients in Transportation and Logistics, designing and rolling out Incentive Compensation plans complete with highly automated Incentive Calculation Tools in Excel. Each Compensation Package is tailored to fit a Company’s needs to ensure that your employees are highly motivated to help you grow your business and culture. This Pre-Conference Session will be just the tip of the iceberg when it comes to learning about Incentive Compensation design and philosophy.
When considering compensation plans, it is critical to take a step back from salaries and see the bigger picture: the Total Rewards Package. The Total Rewards Package considers Benefits, Work/Life Balance, Learning and Development and any other value your company may add in addition to the core Compensation Plan (Salary and Incentives). At the Pre-Conference Seminar, Beth will elaborate on the nuances and intricacies of using Total Rewards Packages to motivate your employees, focusing primarily on her specialty: Incentive Compensation Plans. Employees that feel valued create value.
Some companies are profitable using 100% Salary compensation; some companies can get by using 100% Commission. Both avenues leave money on the table in potential productivity, and, at their worst, provoke unethical behavior. Industry rockstars use our recommended Pay Mix: a customizable combination of Salary and Incentive. Salary provides basic stability and an avenue for rewarding qualitative goals (promotions, etc.), while the Incentive element sparks the drive to achieve quantitative goals (sales per quarter, etc). Striking the right balance between Salary and Incentive pay can be a daunting challenge. Luckily, approaching the issue with finesse and effectiveness will be discussed at the Seminar.
Of course, Freight Brokerages are diverse and there are no one-size-fits-all solutions. We will perform a breakdown of common types of Freight Brokerages and their corresponding Organization structures by role. Different roles, different people and different companies all have distinct Compensation needs. Typical Organizations include Operations Support, Account Managers, Carrier Sales and Sales Representatives. Even though there are common categorical divisions, how those divisions interact with one another, the weight they carry and other factors affect how they fit into their company’s mission. Customization and adaptation is paramount. Beth will address these complexities and the part they play in a well-oiled Compensation Plan at the Seminar.
These topics are essential for approaching Freight Brokerage Compensation, but just a snapshot of everything that Prosperio is bringing to the 2025 TIA Pre-Conference Seminar. We hope to see you there!
