Student Catalog

Chairman: David G. Dwinell

Co- Chair: John F. Dwinell, Sr.

President: Jack Schneiberg

Member: Bette Barton Dwinell

Chief Administrative Officer: Jack Schneiberg

Dean of Faculty & Curriculum: David G. Dwinell

Registrar: Bette Barton Dwinell

Marketing/Recruitment: John F. Dwinell, Sr.

Chief Executive Officer David G. Dwinell

President Jack Schneiberg

Vice President John F. Dwinell, Sr.

Vice President Bette Barton Dwinell

reason they loose out on a day of instruction, which cannot be made up, but much of the

material is reviewed each day of instruction.

selling freight services.

rate determination and bookings. There is a reading schedule that the student can follow at his

own pace. When the student feels he/she is ready to take the test, it is sent via mail or fax. It is

an open book test that challenges the student to know where to find the information to answer

the question. The test is returned and graded. The final score is returned with a journeyman’s certificate if the student passed the exam

session (8) eight hours per day that includes intense lecturing discussing marketing, transportation law, rate determination, negotiating,

Internet inter-activity, e-commerce strategies and hands on experiences of both on-line and off-line activities which

includes internal paper control, bookkeeping and required record keeping in a working brokerage.

(8) eight hours per day that includes intense lecturing

activity, e-commerce strategies and hands on experiences of both on-line and off-line activities

which includes internal paper control, bookkeeping and required record keeping in a working brokerage. The attendee operates the

hours per day, which includes intense lecturing discussing

e-commerce strategies and simulated on-line brokering activity, but no hands on brokering

activity. They will learn off-line brokering activity, which includes bookkeeping, internal paper

control and required record keeping. The attendee will assist broker in running the brokerage

on the final exam.

hours per day, which includes intense lecturing

A. If a student, who has purchased books or home study program, wishes to attend a hands-on training seminar, the purchase price of

the books or home study program, less shipping and handling charges, is credited towards tuition for any future hands-on training

seminar.

B. The additional tuition for an additional person from the same company to attend the same training session is $1,500, which includes

an additional set of books.

A. The tuition fee includes the study materials but the shipping and handling are extra. The

study materials include the "Guide To Understanding Brokering", "Broker Operations Manual"

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and "The Backhauler Directory".

B. Individually the book prices are as follows:

1) Broker Office Operations Manuals $150.00 plus shipping & handling.

2) Guide to Understanding Brokering $15.00 plus shipping & handling.

3) Backhauler Directory $159.00 plus shipping & handling.

4) Cross-reference Map to Backhauler Directory $200.00 plus shipping & handling.

5) Loadmaster Ledger forms and check registers forms $10.00 plus shipping & handling.

C. The study materials can be purchased separately.

A. The applicant may cancel this contract and receive a full refund of all monies paid to date

if cancellation is made in writing to John Dwinell and mailed/delivered to the institution

at the address stated herein within three (3) business days after the date of the signature.

B. The applicant may cancel up to 30 days before attending the seminar and the tuition

deposit will be refunded if the attendee does not wish to reschedule to a future seminar.

C. There is no refund for the study materials under any circumstances.

D. The applicant may reschedule to a future seminar date, if the rescheduling is done

within 21 to 30 days of the booked seminar.

E. If the attendee cancels within 21 to 30 days of the seminar and does not reschedule to

a future seminar, the deposit is forfeited.

F. If the attendee reschedules to future seminars more than twice the deposit is forfeited.

G. There is no refund once the student begins the seminar.

This agenda assumes the attendees have read the "Broker Operations Manual" and the "Guide to Understanding Brokering" completely.

(Approximately 20 hours of reading)

1. History of modern trucking from 1936 to the present.

2. The laws and the broker license.

3. The application OP-1, surety bond, process agents.

4. State and Federal compliance issues.

5. The broker industry.

6. Critical definitions, broker, shipper, consignor, consignee, agency, third and fourth

party issues, co-brokering and double brokering.

7. Marketing

a. Suspects.

b. Prospects.

c. Clients.

8. Purchasing a database.

9. Creating and using your own database for sales.

10. What is it you sell and to whom you sell.

11. How to sell.

12. Recommended communications strategies.

13. Recommended sales procedures.

14. The corporate image you generate.

15. A winning sales letters.

16. Getting shippers from the Internet.

17. Getting carriers from the Internet.

18. Building and Internet Database.

19. Defining the relationship in providing a personal service to shippers.

20. Target marketing by definition.

21. Back solicitation.

22. The most successful sales process–to sell trucking services–to sell brokering services.

1. The paradigm of spot market transportation.

2. The paradigm for the shipper.

3. The paradigm for the carrier. Backhauler Directory cross-reference wall map.

4. Your office, your business plan.

5. Freight rate development theory.

6. Negotiated Rates Act of 1993 and 1995 – your contracting process.

7. Credentials swap before contracting.

8. Tariffs

a. Rate Cwt. vs. your medium of exchange.

b. Flat rate.

c. Rate per mile.

d. Rates per hour.

9. Transcore/DAT in rate research.

10. Supply and demand.

11. Creating a rate – bid vs. ask.

12. Prohibitions of a broker quoting a rate.

13. Brokers and market estimates.

14. Rate continence from shippers – follow-up, 1st person letter for each freight quote.

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15. Broker’s liability for rates, Hazardous Material offeror.

16. A backhauler rate.

17. Offer to carrier, his counter offer, truck availability and deadhead in your rate equation.

18. Development of twenty of the most probable carriers for each load.

19. Lane appraisal.

20. Railroad, forwarding and inter-modality, containers.

21. Rate surveys between shippers and carriers.

22. Supply and demand indicators.

23. Comparable rates vs. survey rates – bid vs. ask as indicator of market.

24. Starting your brokerage with a thorough understanding of your market.

25. The rate matrix.

26. The carrier match-to-the-load process.

27. Operations carrier call-ins and database elements.

28. Definition of backhauler.

1. A theory of positioning.

2. The quotation process.

3. The concept of notification time.

4. Obtaining exclusivity from the shipper.

5. Integrity remaining a part from the value and consideration.

6. Interrogatory questioning to streamline operational activity.

7. Turning your quote into an order.

8. Truck finding process.

9. Arbitration between shipper and carrier.

10. The booking process.

11. Negotiating for the "convenience of".

12. Period between booking and consignment.

13. Your renegotiation position.

14. Bill of Lading as a contract between the consignor and the carrier vs. you

Negotiated Rates Contract.

15. Enforcement of negotiations.

16. Reconsignment negotiations - Claims negotiations

a. Posts loads.

b. Creates a truck availability database.

c. Quotes rates to actual shippers.

d. Takes phone calls.

e. Responds to inquiries from shippers and carriers.

f. Check loads with carriers.

g. Prioritizing office activity.

a. Road map to your files.

b. Post delivered loads.

c. Opening mail.

d. Paying carriers.

e. Managing cash flow so no borrowing is required.

f. Aging.

g. Archives.

h. Credit establishment.

i. Acceptance.

j. Rejection.

k. Credit information services.

l. Collection calls.

m. Re-rating shipper when market conditions change.

1. Attendees work with Master Broker to do rate development and begin operational

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control of the brokerage.

2. Attendee begins operational hands on control with mentoring from the Master broker.

3. Attendee refines negotiating skills.

4. Takes orders.

5. Finds trucks and book loads.

6. Check calls on movement of loads.

7. Collections calls.

8. Wrap up and review.

1. Attendees work with Master Broker to do rate development and begin operational

control of the brokerage.

2. Attendee begins operational hands on control with mentoring from the Master broker.

3. Takes orders.

4. Finds trucks and books loads.

5. Check calls on movement of loads.

6. Attendee refines negotiating skills.

7. Collections calls.

8. Make management review of Loadmaster ledger accounts.

9. Wrap up and review.

1. Attendees work with Master Broker to do rate development and begin operational

control of the brokerage.

2. Attendee begins operational hands on control with mentoring from the Master broker.

3. Takes orders.

4. Finds trucks and book loads.

5. Check calls on movement of loads.

6. Attendee refines negotiating skills.

7. Collections calls.

8. Make management review of Loadmaster ledger accounts.

9. Wrap up and review.

A. The policy is that the attendee demonstrates an understanding of the material

presented by passing the only and final exam with a score of 70% or better.

B. Final grading is based on class participation and the score from the final exam

C. There are no final exam retakes.

D. Those attendees that fail to understand the material presented do not receive a

certificate of completion.

E. Once the course has been completed appropriate certificates are issued.

A. Student must file notification of a grievance, in writing, with John F. Dwinell, Sr.

@ PO Box 296, Youngtown, AZ 85363.

B. State the nature of the dispute including the facts of the school’s failure to deliver the

educational material and the dates of the seminar.

C. State the nature of the relief being sought.

D. John will investigate and respond in writing within 15 days.

E. If the dispute is still unresolved the student may appeal to the Chairman. If the complaint

cannot be resolved after exhausting the institution’s grievance procedure, the student may

file a complaint with the Arizona State Board for Private Postsecondary Education. The

student must contact the State Board for further details.

F. The Grievance Procedure will be incorporated with the Student Enrollment Form and the

BOT catalog as well as posted at the seminar locations and on the website.