Truck Dispatcher TruckDisp Rate Negotiation 2 — Questions and Answers
Question 1: A broker offers $2.10/mile on a 600-mile load. Your truck's cost per mile is $1.85. What is the minimum acceptable rate to ensure at least a 20% profit margin over cost?
- $2.22/mile (Correct answer)
- $2.10/mile
- $1.98/mile
- $2.35/mile
Correct answer: $2.22/mile
20% margin over $1.85 cost = $1.85 × 1.20 = $2.22/mile minimum.
Question 2: Which negotiation tactic involves asking for a higher rate than you expect to receive so there is room to compromise?
- Anchoring (Correct answer)
- Mirroring
- Bracketing
- Lowballing
Correct answer: Anchoring
Anchoring sets an initial high reference point that pulls the final negotiated rate upward.
Question 3: A shipper says 'that's our standard rate, take it or leave it.' The best dispatcher response is to:
- Present data on current market rates to justify a higher rate (Correct answer)
- Immediately accept to secure the load
- Hang up and call a different broker
- Ask the driver to take less pay
Correct answer: Present data on current market rates to justify a higher rate
Providing market data depersonalizes the negotiation and gives the shipper a logical reason to increase the rate.
Question 4: What does DAT TruckersEdge or load board rate data primarily help a dispatcher accomplish during negotiations?
- Justify rate requests with current market benchmarks (Correct answer)
- Track driver hours of service
- File freight claims automatically
- Calculate fuel surcharges for IFTA
Correct answer: Justify rate requests with current market benchmarks
Load board rate data provides real-time market averages that support dispatcher rate arguments.
Question 5: A fuel surcharge is typically calculated based on which variable?
- Current diesel price per gallon compared to a base price (Correct answer)
- Driver's hourly wage
- Load weight in pounds
- Number of stops on the route
Correct answer: Current diesel price per gallon compared to a base price
Fuel surcharges fluctuate with diesel prices, compensating carriers when fuel costs rise above a baseline.
Question 6: When a broker says 'this is a hot load, we need it moved now,' a savvy dispatcher should:
- Recognize urgency as leverage and negotiate a higher rate (Correct answer)
- Lower the rate to win the load quickly
- Dispatch without confirming rate details
- Ask the broker to find another carrier
Correct answer: Recognize urgency as leverage and negotiate a higher rate
A shipper's urgency shifts negotiating power to the carrier, justifying a premium rate.
Question 7: Which of the following is NOT a common accessorial charge that a dispatcher can negotiate in addition to the base linehaul rate?
- Deadhead reimbursement for miles driven to the shipper (Correct answer)
- Detention pay for waiting beyond free time
- Lumper fees for unloading
- Driver CDL renewal fees
Correct answer: Deadhead reimbursement for miles driven to the shipper
CDL renewal is a driver's personal licensing cost, not an accessorial charge billed to shippers or brokers.
Truck Dispatcher TruckDisp Rate Negotiation 2
A broker offers $2.10/mile on a 600-mile load.
Your truck's cost per mile is $1.85.
What is the minimum acceptable rate to ensure at least a 20% profit margin over cost?