Dialog With A Broker
Dialog With A Broker
It is my goal in this lesson to provide a sample conversation with a broker. It’s to get you familiar with the questions asked of you and what questions you should ask. Of course this is only a guideline and conversation can go in different directions, so a good understanding of equipment, trucking, etc will allow you to move quickly and to answer and ask the necessary questions.
You will be the dispatch and calling a broker to inquire about a load posted on Internet Truckstop
Broker: Dispatch… Although this might appear unprofessional, companies answer like this all the time.
Dispatch: Yes, I’m calling on a load you have posted from Denver, CO… Generally it is not necessary to introduce yourself or be any more specific than what was stated for the broker to understand the purpose of your call and what load you are calling about. Of course if it is required you can provide equipment type and destination city, etc.
Broker: Okay, we are needing a stepdeck to pick up tomorrow. This is more of an acknowledgement that they are aware of the load you are calling on. It often doesn’t provide anymore more information than you already know.
Dispatch: I have a truck that is interested in the load. What is the rate? We are getting right to the point with this question. This is the first hurdle to overcome. We must determine if we are in the ballpark on rate. Ideally, you should have an idea of what the load “should pay” or better yet, what the driver is looking for in pay. Also, we have stated “I have a truck” this is what a broker wants to hear. You have what he wants, so state it.
Broker: $2,200. The broker might be low balling you on this offer. They could also be desperate for a truck and willing to pay more. It is your goal to receive a high enough rate that the driver will take the load. If that is $2,200 you are all set and can move forward with the load.
Dispatch: Yes, we want to take the load. I’m skipping some dialog that might be required about that load, but don’t assume that if something wasn’t discussed it is not required on the shipment. Better to ask the questions to the broker at the time to avoid any problems. The following are questions that probably should be discussed.
- What is the commodity?
- Is the load over dimensional?
- Does the load require a tarp?
- What are the loading and unloading hours?
- Is there any other information on this load that the driver should be aware of?
Broker: Okay, what company are you with? This will become very routine, but you should have Sammons truck information at the ready. The broker wants to be sure you are setup in their system, have the proper insurance, and an email or fax to send a confirmation to.
Dispatch: This is Travis with Sammons Trucking, MC# 124692. My phone number is 417-312-2920 x101. You can fax the confirmation to 417-312-2925 or email to trucks@heavyhaul.net. The MC# is unique to every carrier and is generally the number referenced although sometimes FID is requested. It is our preference that you use our general phone number followed by your extension. Also, we prefer the use of email over fax, but either will work just fine.
Broker: Can I have the truck number, driver’s name, and cell phone? All this is typical and generally okay to provide. We ask that you get a verbal confirmation from the driver that it is okay to give out his cell phone number.
Dispatch: Okay thanks, when should I be expecting the confirmation? Also, what is your name and do you have an extension? Do you also have an email? We don’t want to bug a broker for a confirmation, but depending on when it loads, timing can be important. The load is not “real” until we receive a confirmation. Sending a truck to pick up without a load confirmation in hand can be risky. Email is a great way to communicate, but dispatchers name and phone/ext is required.
Broker: I should have that to you in the next several minutes. This gives you a window of time to follow up on in case they wrote down the wrong fax number or email. So its okay to check back in 15 min or so if you haven’t received it.
