When a farmer with scattered equipment reached out for help moving everything in one go, broker Manuel Hernandez knew it wouldn’t be easy. The cargo included machinery and parts used for growing and packaging potatoes and onions—spread across three pickup locations in Washington.
STT Logistics freight broker Manuel Hernandez: “Don’t say you can’t—say, how can we make this work?”.
Persistence Pays Off
Manuel first reached out to this new client through cold calls. “He was in our system, but we had never managed to make a sale,” he explained.
After learning about the client’s agricultural business, Manuel quoted a competitive rate—even though the client wasn’t fully sold at first. “You’re more expensive than the others,” he said.
Still, Manuel’s consistency and follow-up certainly paid off: “It was your insistence that won me over,” the client eventually disclosed.
Three Locations, One Step Deck Trailer
What Manuel hadn’t realised initially was that the job involved three separate pickup sites, all within 90 miles. The step deck trailer was loaded with equipment of all shapes and sizes—some of which weren’t fully detailed ahead of time.
“He told me the longest piece was 24 feet—but in reality, it was 36. An increase of 50%.”
“I involved the driver early,” said Manuel. “We reviewed photos, planned the loading order, and decided together what would go where.” That level of planning allowed them to reserve space for the smallest load at the final stop—even when the second location nearly overloaded the trailer.
Trailered up and ready to go: the farm equipment for potatoes and onions was picked up from three locations across Washington
On-the-Fly Problem Solving
One surprise item turned out to be a massive onion bagger the client hadn’t fully described. It forced Manuel to make some tough calls. “I had to explain that we couldn’t load everything. Instead of just saying no, I gave the client options,” he said.
The winning solution? The remaining pieces were saved for a follow-up shipment—at a reduced rate.
Lessons in Communication
By checking with both the driver and on-site yard manager, Manuel confirmed the physical load limits. This was to make 100% sure the load was safe and legal. “One guy said it could fit, the other said no. I listened to both and made the call,” he said. That balanced approach helped Manuel preserve trust with the client.
More Than Just One Load
The equipment was delivered successfully and on time, meaning STT had gained one more satisfied client who was open to future work. Manuel also now has three new contacts at pickup sites and is already coordinating transport for the remaining pieces.
“This job taught me how important it is to validate every detail and communicate constantly,” said Manuel.
“I think of our mission: we are a company dedicated to the growth of our associates, focusing on meeting and exceeding our customer’s expectations.”
“We found a way—and I know the next one will be even better.”
You call. We haul. That’s all.
