Great job to everyone who showed up for Part 1 of the Masterclass! We laid the foundation the RIGHT way. 💪 Yesterday we covered: - ✅ Understanding equipment types - ✅ How load boards actually work - ✅ What brokers are looking for - ✅ Basic negotiation strategy - ✅ How to calculate your target rate - ✅ Why margin matters more than “just booking the load” If you missed it — the replay is available. Get caught up before the next session so you’re not behind. 💰 HOW TO FIND THE PROPER RATE (Negotiation Breakdown) This is where dispatchers either WIN or LOSE. You don’t just call and “ask what it pays.” You calculate FIRST. 🧮 STEP 1: Calculate Loaded Miles Example: Load is picking up in Dothan, AL Delivering to Orlando, FL Let’s say total loaded miles = 400 miles 📊 STEP 2: Know Your Equipment Target Rate Every equipment type has a target range. Example targets (varies by market): - Cargo Van: $1.20–$1.80 per mile - Box Truck: $1.80–$2.50 per mile - Hotshot: $2.00–$3.00 per mile - 53’ Dry Van: $2.00–$3.50 per mile - Flatbed: $2.50–$4.00 per mile - Reefer: $2.75–$4.00 per mile (Always adjust based on region and demand.) 💵 STEP 3: Multiply Miles × Desired Rate Let’s say you’re dispatching a HOTSHOT You want at least $2.50 per mile 400 miles × $2.50 = $1,000 That means $1,000 is your MINIMUM goal. 🎯 STEP 4: Build Your Negotiation Cushion You NEVER open at your minimum. If you need $1,000… You negotiate at: 400 miles × $2.80 = $1,120 Now you have room. If broker says: - “Best I can do is $1,050” → You still win. - “I can meet you at $1,080” → Even better. - “I can do $1,000 flat” → You hit your floor. But if you start at $1,000, you have no leverage. 🧠 REMEMBER THIS: ✔️ Calculate BEFORE you call ✔️ Know your carrier’s operating cost ✔️ Know your deadhead miles ✔️ Always negotiate ABOVE your desired number ✔️ Don’t sound desperate — sound confident 🔥 NEXT SESSION In the next class we’re going deeper into: - Live load board breakdowns - What to avoid when booking - How to read between the lines of a load - Real broker call examples - Profit vs. busy work

Most new dispatchers think the business starts when you book a load. It doesn’t. It starts with PREPARATION. If you don’t have these things ready, you’re already behind: ✅ Carrier packet completed and organized ✅ MC & DOT verified ✅ Insurance on file ✅ Equipment details written down (length, weight capacity, straps, tarps, etc.) ✅ Target lanes written down ✅ Minimum rate per mile goal set If you don’t know: – What your carrier needs per mile – What lanes you’re targeting – What equipment limitations you have You’re just guessing on the load board. And guessing costs money. 🔥 Assignment For Today: Drop below: 1. What equipment are you dispatching? 2. What city/state are they based in? 3. What is their MINIMUM rate per mile goal? If you don’t know #3 yet — say “Need help calculating.” We’re building this the right way from the foundation up. No rushing. No guessing. No fake motion. We’re learning to move strategically. — Chris Blue Border Dispatching 🚛