Mexico 101/
13
Scaling your first year

How to build Mexico freight in your first year

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Chapters
1
The Mexico freight opportunity is bigger than most brokers think
2
How to find Mexico freight hiding in your book
3
3 prospecting plays that consistently work
4
Who to sell Mexico freight to
5
Mexico freight usually sits outside the RFP
6
Questions to ask in the discovery call
7
How to quote Mexico freight with confidence
8
How Mexico freight actually moves
9
Mexico freight paperwork explained
10
Detention and drop trailers
11
Tracking requirements for Mexico freight
12
First load checklist for Mexico freight
13
How to build Mexico freight in your first year

The biggest mistake: Overbuilding too early

A simple stage model

  1. Stage 1: Getting started (0–5 customers)One internal champion learns the lanes and processFocus: Repeatability, not scale
  2. Stage 2: Building momentum (weekly volume)Mexico becomes proactive, not reactiveGoal: Enable the whole sales floor with a clear motion: “Hi, do you have any Mexico freight?"
  3. Stage 3: Operations investment (daily volume)Hire or assign a Spanish-fluent ops coordinatorBuild SOPs and repeatable document checks
  4. Stage 4: Full department (serious weekly volume)Dedicated roles across sales and opsConsider border presence when volume demands it

What we track early

  1. Lanes by crossing city
  2. Weekly volume per customer
  3. Execution issues (docs, broker confirmation, crossing time)
  4. Carrier bench depth per lane

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