This dispatcher training article is an over view of how to be successful as a trucking dispatcher. The path to success is not the same for everyone and as such is not a clearly defined path. The good news is that there are many paths a dispatcher can take to be successful. The most important part is knowing one’s strengths and pursuing a path that uses those strengths.

You need to know what skills you consider to be your strengths.  Keep in mind some are almost mandatory, but others are only more helpful if you pursue that path.  In our process of dispatcher training we will get into more details as we continue on with these lessons.

Who am I?

1. Do I have good phone skills and do I like to talk on the phone with many types of people?
2. Do I like a fast pace work environment?
3. How am I as a negotiator? I’m I willing to negotiate a better deal than what is being offered?
4. Can I be a salesperson? Am I knowledgeable and enthusiastic enough to tell a potential customer what is I do and how I can help them.
5. Am I detailed oriented.  Can I follow and understand the steps laid out and read the fine print and cross my t’s and dot my i’s?

If you answered “yes” honestly to these 5 questions, then you likely have what it takes to be successful as a truck dispatcher.  If you are still interested then do read on.

The number one key arguably for being successful is to be on the phone talking with drivers and customers.  Sure, there will be plenty of time dedicated to your computer researching or do data entry, but those things are generally dictated by a conversation you had with a driver or customer.

Conversation With A Driver

Drivers are full of valuable knowledge and they are eager to share it with those who ask.  This is to your advantage so be sure to use it.  They are a great resource to get answers to  questions about the technical aspects of their equipment and other general knowledge about rules of the road etc.  Also, they understand their business better than anyone, so discussing their expected RPM, lanes, and commodities is the best way to determine what they are interested in and how you can begin working with them in the future.

A driver’s detail screen in STARS allows you to enter the driver’s information so you can use it for future reference.  Here are a list of questions you likely will want to ask a driver.

1. What is your target RPM, this will help you gauge what loads to offer him.
2. What types of loads is he most interested in.  This is a very open question, but you want to get general info like commodity types, oversize loads, tarp/no tarp, etc.
3. What geographic area are you interested in?  Do they go where the money is or do they stay east of the Mississippi for example.
4. And of course their equipment.  What type of trailer do they have and what specs does it have.  Include dimension and weight information.

Conversation With Customers

A  Customer is someone who is going to pay to have you haul their freight.  There are two basic types.

• Broker Customers – These are brokers or logistic companies and often they are other trucking companies as well.
• Direct Customers – These are manufactures and other shipper type locations that are handling there own shipping needs.

Conversation with Broker Customers

You may find that when you call a broker on the phone they start to sound a lot like you.  That’s because they are in the same business as you.  They work with trucks and shippers everyday. They talk fast because like you they are busy moving loads.  This business is often a numbers game and you have to call on X number of loads to get the right one for the driver.

Questions you want to ask broker customers are as follows and they are fairly straight forward.

1. What is required on the load? Trailer type, pickup times, tarp, etc.
2. What does it pay, have miles at the ready so you can figure RPM, FSC, and accessorials.  You will need this info when talking to the driver.
3. Finally, get on their email list for future load possibilities (use trucks@heavyhaul.net).  Find out the kind of freight they have consistently and then update STARS with the info and include sales notes.

Once someone completes our dispatcher training and has mastered this form of earning revenue, you then earn access to new and more revenue producing methods.

You want these skills listed above to be second nature to you.  You shouldn’t have to refer to a list of questions although you might start out that way.  You won’t know everything about this business,  but you can certainly learn much of what you need to know very quickly to be successful.  Remember… be persistent, ask questions, and don’t give up.