We place a lot of emphasis on making phone calls.  Our data shows that the more phone calls you make the more dispatcher revenue you will produce.  However, we have mentioned there is more than one pathway to making revenue so I will explain here in more detail.

The following graph shows the real data of 5 dispatchers in our office for the month of September 2015.  I will further explain each dispatcher so you can get a better sense of how things can vary in our office.

First, the revenue generated in the graph is made entirely by broker customer revenue which is where our dispatchers start in Tier 1.

Blue – The number of phone calls made.

Red – The amount of revenue generated.

Dispatcher 1 – A balance of experience and phone calls made this individual the second highest producer for the month.

Dispatcher 2 – This dispatcher does not focus on broker customer revenue, but on customer direct revenue.  Had I included the customer direct revenue, the red column would be much higher.

Dispatcher 3 – Being aggressive and making the calls will produce revenue. Although this dispatcher doesn’t have the experience of the others, they make up for it by making many more phone calls and making things happen.

Dispatcher 4 – This dispatcher focused on a particular relationship with a broker customer that offered him good consistent freight for our drivers.  This is an example of working smarter not harder.

Dispatcher 5 – This dispatcher is a combination of working smart but not overly aggressive.  More hours working would mean greater revenue.

The Best Dispatcher

If you asked me what the characteristics would be of the best dispatcher, it would be as follows, but not necessarily in any particular order.

• Works 8-5 Monday through Friday…. those who work more make more.
• Make more phone calls! Generally speaking more calls equals more revenue.
• Focus on customer direct business – You will make more money in the long run with this revenue.  It pays more, more loads, less problems, more customer loyality.
• Work Smarter not harder! Work with the drivers and customers that are easy to work with and provide the best opportunity for revenue.

If you focus on these 4 things, you will be an excellent dispatcher and likely generate the most revenue.