14:08 · DANIEL (REP)
Hey Marcus, thanks for jumping on. I know you only have twenty minutes, so I'll cut right to it. Last time we spoke you mentioned the dispatch chaos around route changes. Has that gotten better or worse?
LIVE · 18 minutes in
Marcus Chen · Acme Logistics
Outbound call · Rep: Daniel Park · Deal #DEAL-1842
14:08 · MARCUS (PROSPECT)
Worse, honestly. We added thirty trucks since November and now the dispatchers spend half their day re-routing instead of doing real work.
14:09 · DANIEL (REP)
That's exactly the pattern we see at your scale. So our system does route reoptimization in real-time when a stop fails, but I want to make sure I understand your dispatcher workflow before I show you any of that. Can you walk me through what they actually do today?
14:14 · MARCUS (PROSPECT)
Sure. They get the failed delivery ping from the driver, they look at the rest of the day's loads, they figure out who's closest, they call that driver. Probably ten minutes per re-route. And we get about fifteen of those a day.
14:15 · DANIEL (REP)
So you're spending 2.5 hours of dispatcher time every day on re-routes. That's most of a full-time role.
14:15 · MARCUS (PROSPECT)
Yeah. We've been talking about hiring another dispatcher but it feels like a bandaid.
14:17 · DANIEL (REP)
Right. So instead of another dispatcher, what we'd do is automate the first eighty percent of that re-route decision. The system pings the three closest drivers, ranks them by current load, picks the one with lowest disruption, and pushes the new stop to their phone. Dispatcher only intervenes on edge cases.
14:19 · MARCUS (PROSPECT)
Honestly, your pricing is high. ContractorPro offered me the same thing for forty percent less.
OBJECTION DETECTED · Price + competitor · high
SOP 2.4 - Price + Competitor
That makes sense to consider. The price gap usually reflects two things in our category: ContractorPro's SLA tops out at 12 hours; ours is 4. For your team running 200 routes a week, the reliability math matters more than the per-seat number. Would it help if I sent you the SLA comparison we built for one of your peers?
14:23 · DANIEL (REP)
That makes sense to consider. The price gap usually reflects two things in our category: ContractorPro's SLA tops out at 12 hours; ours is 4. For your team running 200 routes a week, the reliability math matters more than the per-seat number.
14:24 · MARCUS (PROSPECT)
Hm. We tried ContractorPro on a smaller account and they did have outages.
14:25 · DANIEL (REP)
Yeah, we hear that a lot. Would it help if I sent you the SLA comparison we built for one of your peers? It's specifically the dispatcher-impact math, not a marketing one-pager.
14:26 · MARCUS (PROSPECT)
Send it. Also, I need to bring my COO in before we go further. He owns the budget on anything over fifty K.
OBJECTION DETECTED · Authority / multi-stakeholder · medium
SOP 4.1 - Authority / multi-stakeholder
Got it. Most of our deals at this scale go through a COO conversation. We can either set up a joint walkthrough next week, or I can put together a 6-minute Loom you can forward to him so he can come into our next conversation already aligned. Which way usually works better for him?