Okay, guys, we are back. In this module, we are going to discuss what is a rate confirmation. And this is very important that you pay detailed attention to this particular section, as this is a job duty or task that you will deal with on a daily basis in your dispatching life and in you plan to move on and become a broker, then this is definitely something you would deal with on a continual basis. So guys, here we go. So let's say you have finally found the perfect load for your driver and your driver accepts the load, says, you know what? I like this. Go ahead and get me booked on that load. Okay. You're going to call up the broker or the shipper or you know whoever has the load and say you know what we'll take this load off your hands and they're going to provide you with a rate confirmation they're going to want you to sign and send that rate confirmation back so I'm sure you're like well what is the rate confirmation so a rate confirmation is a document okay between a shipper or freight broker and the carrier details the rate being paid to transport the shipment of goods. Okay. And that's very simple. You know, again, I'm all about simplicity. No need to overcomplicate things. That's exactly what a rate confirmation is. It's a piece of paper that says, this is how much we're going to pay you to move this load. Okay. That's what it is. So I do want to go over a couple of rate confirmations. I pulled a couple of random ones off the internet just for us to go over so that you have an idea of what they look like and what information is on there so that you are familiar. Let's look at this first one here. This is from a brokerage called BNSF Logistics. So normally at the top of the BOLs, they will have some type of identification number, sometimes called a work order number. The purpose of this number, guys, is so that in the event you need to call in and or ask questions about something, load, this is the number that you would give them. Okay. I have, you know, hi, I have a question about a load that we ran for you guys last week. They'll say, sure. Can I get a work order number or an identification number or a load number? And that's the, this is the number that you would want to give them for that. Okay. Okay. So this at the top mostly just provides their information address. Here's their contact phone numbers. Okay. You've got the date and time that the rate confirmation was generated. CSR is probably customer service rep or the broker that provided the load. Okay. Load reference number. Again, like I said, this is the load number, right? Same number up there. Required equipment. So this is saying that in order for this load to be transported, it requires a fifty three foot dry van okay so a lot of times they will put on there what type of equipment is acquired required to pick up the load um the commodity is empty totes okay if I'm not mistaken those are like bags you know like soup bags um don't quote me on that but um it a lot of times um most of the times the rate confirmation will also provide what the commodity is like you see here okay Carrier name, oh, this is where our information would go, okay? Whatever carrier you're dispatching for, they have that information here. They have the MC number here of the carrier as well as the vendor number, okay? BL number, not sure what that is. This is probably something for them. an identification number specifically for BNSF logistics. It may be the bill of lading number, okay? You won't always see this on rate confirmations. That's why I say every rate confirmation is going to look different, guys. But the main things you will see on there, ninety-nine percent of the time for sure, is the commodity whatever type of equipment is required for sure, where it's picking up and delivering. And if nothing else, you definitely better see what the rate is. Okay. Those things for sure. Everything else is, you know, you know, kind of here or there, you know, oh, and you'll also always see an identification number in case you need to call in with inquiries about the load. Everything else is just kind of additional stuff, okay? But let's just continue going over it. So here's the carrier's information. This is, I'm sure, the phone number that the carrier gave a broker for their contact or eight, six, six toll-free number, fax number. And then it says, please sign below to confirm this agreement and fax it to this number here or this number here. carrier invoice and POD required for payment, right? And we've talked, oh, well, you know what? We haven't talked about PODs yet. That will be coming up in one of the next chapters, okay? So we'll talk about that very soon. Okay, so here we have the shipment information. This is where it's picking up, Coastal Technologies, okay? Here's the address. city. This shows the dates and the times that it is supposed to pick up. It shows the pieces. Looks like it's going to be forty pieces, forty empty totes. Weight is going to be six thousand. Let's see, appointment number or pickup number. So there's a pickup number. See, things like this is going to be important information for you to provide to your driver because when he gets to pick up, to the shipper to pick this up, you know, they may have a rep or somebody in the warehouse that says, yep, let me get your pickup number, you know, and the driver's going to say, uh-oh, if you didn't provide this to him, he's going to be calling you on the phone saying, hey, do you know about any kind of pickup number? You know, so you want to make sure that the driver has everything he needs to pick up this load, okay? In the event that he did call you, and ask you something like that and you didn't see one on the rate confirmation, definitely call this broker back, okay? And say, hey, he's at the shipper and they're asking him for a pickup number because sometimes brokers will forget to put the information on here, okay? So in the event that, you know, your driver has a hiccup or... you know, some type of slowdown and he calls you saying he needs something and you can't find that information or the broker didn't provide it, hop on the phone, give that broker a call, say, hey, we're having an issue here. We need some additional information, okay? So here is the receiver information, shows the date, time that it's supposed to deliver, which is the next day. We've got six, three here, six, four here, okay? Okay. Going to Edmond, Oklahoma. And here's where it talks about the pay. It looks like it's a total of four hundred and nineteen miles. And then here it's paying a flat rate of eight forty. OK. FSC stands for fuel surcharges. Sometimes they will add additional money into the rate for fuel. Typically, if they do that, they're going to it won't be a flat rate. you know, it would be divided between, you know, rate. They'd have something here representing how much they're paying per mile plus the fuel surcharge to get the total. But it's just a flat rate of eight forty. OK. So see, L.A., B.C., these type of things, you're not going to see this all the time in your this is detention. D.E.T. is probably detention. which we will also cover if we haven't already. DET stands for detention time, okay? That's what DET is. And then I'm assuming MSC is maybe miscellaneous charges, any additional charges. But again, for the sake of keeping it simple, okay? It's paying, it's a, it's four hundred and nineteen miles for eight hundred and forty dollars is what it's paying. OK. And in case we wanted to, you wanted to do the math on that just to see how much, in fact, that is paying for mile. All you would do is divide the rate by the miles. OK, so if we did eight forty divided by four nineteen. we would see that that's paying two dollars a mile okay for a dry van okay so um there you go keeping in mind this was back in twenty fourteen okay so so yeah that's the first rate confirmation let's go ahead and look at another one okay so here we have profit for tools I'm sorry, profit tools for trucking. Now, I apologize. I know this is this one is a little blurry. It's probably not the most visible rate confirmation. I'm going to zoom in on it a little bit. We can see the information that we need. OK, that's all that's important. And we'll just I'll read it to you as well so that you can see what it is. So we have a pickup. And we'll start at the top, okay? This is the broker's information up here, okay? They're in Lee, NH, New Hampshire, okay? They've got a phone number there, address there. Pursuant of our verbal agreement on five, twenty-nine, oh, two, between, well, let's see, between, okay, well, I'm thinking the carrier would probably put their name there. okay and then pt admin of profit tools here after referred to as the broker in highway express here after referred to as the carrier yeah so this is this is a verbal rate agreement and rate confirmation kind of in one okay um but let's just go down so let's see if we can find that identification number here we go agreed that the broker's reference number. Let me look at this one, guys. Hold on one second. We're going to zoom out really quick. Oh, sorry about that. Now, that is very interesting. So I believe Oh, no. Okay. This is it. I apologize. So I thought that this was the MC number, but if you look down here, broker MC number, this is their MC number right here. This is their MC number right here, guys. That's the broker's MC number. So this is the reference number, AKA the work order number, AKA the load number. Remember that number I told you about? Patient needs to call and inquire about the load. Okay. So this would be that number right here. Okay. Very good. And I'm sorry. So I'm understanding this now. Okay. Pursuant to our verbal agreement on five twenty nine here after the broker and Highway Express. So the broker is, you know, profit for tools trucking. Tamara Hemmerlein- highway express is the carrier and highway express here after referred to as the carrier okay so PT I'm sorry profit tools Inc is the broker highway express is the carrier okay. very good okay so let's keep going now so it's going to pick up in portsmouth new hampshire deliver to dover delaware okay and it looks like the commodity for this is load building material okay so let's look uh looks like they are paying a flat fee of six hundred dollars okay And they're also paying a tarp fee. So apparently this load needs to be tarped and it is paying a flat fee of forty dollars, which is horrible. But again, you know, looking at the date, this is back in two thousand and two. So it makes sense. OK, again, we're just looking at these for reference to provide examples of what rate rate confirmations would look like. OK, so. Paying a transport fee of six hundred dollars for the load of four hundred dollars, which totals to six hundred and forty dollars for the load. OK, and then this is just some additional terminology. Again, it's kind of blurry, but I'm pretty sure it's just saying that you agree to their their their contract, the terms and conditions. You want to read over this type of information carefully. It says, if services are not fulfilled, rates are negotiable. That doesn't make sense. If services are not fulfilled, rates are negotiable. I'm assuming that means maybe if the truck gets halfway there, but it breaks down, and maybe they have to find another carrier to come get that load or something like that, then I'm sure you all would have to renegotiate this rate being that you weren't able to fulfill the load agreement. I'm assuming that's what that means. If services are not fulfilled, rates then become negotiable because obviously you're not going to get the full amount that was agreed upon if you don't fulfill the load. I'm assuming that's what that means. If you ever see something on a rate confirmation that you're unsure about as far as terminology goes, don't hesitate to pick up the phone and reach out to the broker and say, well, what does this mean? Can you explain what this means in detail before I sign off on this? That's important. Don't be afraid to call a broker and get clarity on a rate confirmation. So let's see, comments, please have driver call, six, oh three, six, oh three, six, five, nine, three, eight, two for dispatch info, driver's name and truck number on the confirmation. Okay, very good. So here we have the carrier's information. In MC, Highway Express, you have the broker's information all down here. So they would want you to fill this section out right here, okay? It's by, you would put your name there, your title, which would be dispatcher, the date that you're signing it would go there. And then here, they want you to include the driver's truck number, trailer number, and the driver's name, okay? So that's what this type of rate confirmation would look like. Again, you know, it looks a little different from the first one we looked at, but all the basic information that I told you about is on here. You know, it has the identification number for this particular load. It's going to give you the pickup and delivery information here. And actually let's talk about this. So sometimes brokers will, before they provide the details of the shipments, as far as the address, because if you notice, I'm glad that I pulled this one off the internet. This is a great example. um if you notice it tells where it picks up and it delivers but it does not provide addresses okay sometimes before they provide the addresses they want you to sign the rate confirmation or sign the rate agreement and then they will send the actual address separately as a separate document Or sometimes instead of sending it to you directly, the dispatcher, they will ask for the driver's email address so they can email it directly to the driver, okay? sometimes they don't want dispatchers to have the contact information such as the name and the address of the shipper uh because they assume that you may try to call that shipper directly at some point and try to do business with them directly which would then cut them profit tools out of the picture okay so all brokerages have different terms and policies on how they operate as it relates to getting rate confirmations to the dispatchers and or the drivers sending out that information so um you may see something like this you know in in the event that you do don't get alarmed and say hey you you forgot to put the address on here no they didn't they likely want you to either sign fill this out first okay And then they send it separately or they send it directly to your driver. Okay. But again, like I say, the information, the main information is on here, which is the load number, the identification number, details of the address. Okay. And it has the rate on here. Okay. Yeah, that's this rate confirmation. Let's look at one more, okay? I pulled three because, again, they all look different. They all have the same information. They just look different. So, okay, here's another one. Rate confirmation, brokerage, company name. Now, this is an example of one. Anytown, Missouri. So, you know, the broker's information could go up here at the top. OK, with their contact information. This is the carrier's information. Be a good carrier. OK, I have the your name, the dispatcher's name, contact information here, MC number of the carrier. And let's see, please refer to this number on invoice. Here's that identification number I was telling you about. And let's see. So this load. It's paying a flat rate of twenty fifty and an unload fee of I'm sorry, an unload rate of fifty dollars. So maybe possibly the driver may have to unload his own trailer, which they paid him fifty dollars for, which, again, that's pretty horrible. But this was pulled off the Internet. So it's no telling how many years this was has been out there. Okay, so but in full, the load pays an amount of twenty one hundred dollars. Okay, let's look at it. So it's picking up in San Antonio, Texas at Warehouse Plus. Here's the contact phone number. Here's a pickup number that the driver will probably need when he's picking up the load. It's got twelve pallets, twelve pieces. The weight is thirty six hundred. I'm trying to see. I was just trying to see if it shows what specific type of trailer is needed for this one and it doesn't, which is fine. Most of the time they do put that on the rate confirmations, but if it's not on there, that's fine. That's something you will have discussed with the broker prior to even getting a rate confirmation. Let's see here. It's picking up there. Here's a BOL number. Okay. The receiver. Now, if you notice here, there are two receivers. We have Donald Warehouse. Okay. And then we also have Frank's Frozen Stuff. Okay. So what that means is that likely this load is what's called a one pick and two drop. meaning that you pick up from one shipper, but there are two deliveries. Okay, so it picks up in Texas, in San Antonio, Texas. And then the first delivery goes to Missouri, Salem, Missouri, here. And then the last Missouri is going to Denver, Colorado. Okay, so there will be one pickup and two deliveries. Normally, when you have multiple stops, brokers and shippers should compensate more for that, okay? Because that's, again, time, more time that you have to spend on that load. And as we know, time is what? Money, right? So anytime you have a multiple stop load, those should be paying really good, which is why, you know, it's paying twenty one hundred dollars. I'm sure that was a good rate for whatever time this was put together. Okay. So let's see here. All drivers must call for dispatch. Okay. We require a check call from all drivers between eight a.m. to ten a.m. Central time or a fifty dollar fine will be imposed. Okay. So you want to make sure your driver does a check in call between eight and ten. Please refer to pro no on billing. I'm not sure what that is. Do not send your truck to load before this is signed and faxed. Again, when you see something on a rate confirmation, if you're unsure about what it is, because like we said, everyone is going to be different, right? Call and find out. Let's see. Carrier agrees to leave a rate. Okay. This is just kind of the terms and conditions, saying you agree to everything. And then down here, all drivers must call for dispatch. We require a check call from all drivers between eight and ten or the fine will be imposed. Please refer to pro non-billionaires in your truck. Okay, same thing. All right, so that's pretty much it. And then down here, let's see, it shows the commodities, specialty golf bags, equipment bags, okay, hazmat balls, Clearly, that's not a hazmat load. Truck number, trailer number, driver name, driver phone number. And that's it. And you're going to sign and date this. So your signature would go here, title, dispatcher, your name, okay, and the date. So you would sign this rate confirmation and send it back over to them, okay? So... You know, this is not difficult. It's not rocket science. Like I say, all your information would go right here. You'd send it back and then off your driver goes to pick up that load and make both of you guys some money, right? So... That's how rate confirmations work, guys. Again, I just wanted to go over a couple of them so you could get a feel for what they look like, what type of information you're looking for. You want to always make sure that your rate confirmation has a rate on there, okay? Yes, you'll be surprised. Even though it's called a rate confirmation, sometimes the broker will forget to put the actual rate on the rate confirmation. So make sure you're checking for that, okay? Things you want to make sure you're checking for on rate confirmations rate. Okay. You want to also confirm the date that the load, the dates in time that the load picks up and delivers. Okay. You want to make sure you're paying attention to that as well. And, um, make sure that you're just reading the terms and conditions so that you don't incur any unwanted fines, okay? Due to you not submitting certain paperwork on time or doing the call checks, things like that. Just make sure that you're reading all the information on the rate confirmation so you don't have any issues. Okay, guys? Wonderful. So that is going to conclude this chapter on rate confirmations. As always, I want to thank you for your time. and we will see you in the next chapter. Okay, okay, guys. Like I said at the start of this module, this is something that you will deal with every day of your dispatching life, a rate confirmation. Now, what is a rate confirmation? let's start with raquel what is a rate confirmation okay uh it is a document between a shipper or a freight broker and and it is a document between a shipper or freight broker and a carrier that details the rate being paid to transport a shipment of goods okay very good so let me read that again a rate confirmation is a document between a shipper or freight broker and a carrier that details the rate being paid to transport a shipment of goods so it's the agreed upon rate it should be an overview a summary of the conversation had on the phone. And it says, make sure the following is included for any rate confirmation. What's the number one thing? Christine, when you're trying to make sure that all the information is there, what is the number one thing you want to make sure is there? um check the rates check the rates that's the most important thing because it's what if it's not there or what if it's not the same as you originally agreed to point and that could very easily happen say for instance the broker or the shipper posted a particular rate on the board you got this load off the board but you negotiated a higher rate but What comes back on the rate confirmation is what was originally posted on the board. So maybe somehow the broker accidentally did not put the revised rate on there. Now, it'd be hard going back after the fact, after the driver picked it up, after the driver has delivered it to renegotiate that rate. But meanwhile, you've told the driver something that is not in writing. So that's why it's very important. You want to check the date and time it was loaded. Read the terms and conditions to avoid unwanted fines. Now, that's very important. Because sometimes if the driver's late in the rate confirmation, there may be a fine for that. Sometimes if the driver... it's too early there could be a fine for that who knows so there are different things that might be in the rate confirmation that might not have necessarily been in the dispatch instructions and every rate confirmation guys remember this it's different You know, no shipper or no broker is the same. So we want to make sure that the main thing, everything we discussed on the phone with the shipper and the broker, we want to make sure that it's confirmed in writing the main thing, the details such as the weight, maybe the commodity, the pickup date and time, uh, the rate. Things like that. If there's any tarping involved or whatever, what is the rate for the tarping and things like that. We want to make sure those things are in writing to avoid any type of confusion because what's in writing always supersedes whatever was talked about verbally. So does anyone have any questions on how a rate confirmation works? No questions. so are you there maverick I am okay now you are the dispatcher I'm the broker uh I posted a rate a load with a rate of a thousand dollars but you through your gift of gab And your magnificent talking skills have persuaded me to give you thirteen hundred instead of a thousand dollars for the load. When you get the load confirmation and this is how this will happen, guys. The broker will. You and the broker go back and forth. Hey, I see you got a load posted on the load board for two. a thousand dollars it's picking up in dallas texas it's going to fort mill south carolina can I get the details of the load that's you as the dispatcher the broker oh sure yeah that's right it uh it picks up in dallas texas it's going to fort mill it picks up on the eighteenth uh it has an eight o'clock appointment time but actually you can get the earlier you get there they'll take you if uh they can it delivers on the nineteenth uh the pay is a thousand dollars and uh yeah that's it um OK, I've got a driver that's in that area and I know he'd be interested in the load. How much does it weigh? Oh, it weighs thirty five thousand pounds. OK, OK, OK. That's not bad. Is there any way we can get a little bit more for that? Because, you know, for to help compensate the driver on his fuel. uh I don't know man I'm I'm almost at my bare minimum I'm really breaking the word you will hear more than any other word that comes out of a broker's mouth is I'm breaking even he will tell you oh man I can't do anything else I'm just barely breaking even on the load no no no no no no so you might not want to take the load I mean if it's really good if it's below You definitely don't want to take it unless the driver is trying to get out of there, unless he's in a desperate situation. Because as you guys can see, well, no, as Vanessa can see, our drivers are very picky. They're spoiled. And if they don't like the rate, they're not going to take the load. They're just not going to do it. And because let me tell you one thing drivers do believe. They do believe that if you accept cheap freight, you're making the market go backwards. Instead of driving the market up, you're making it go down. So they frown on other drivers taking freight for less than the market value. And even the market value, they're trying to get much more. like I'll give you an example let me look at the national average for that's this week now that's one of the first things you should do guys when you come in is you should go to uh check what the net when you sit down to your desk the first thing that should come up on your computer after your time tracks is you need to see what on a monday On a Monday morning, you need to see what the national average is for the rates. And all you have to do is click a few buttons and it will tell you. Like right now, in the Northeast, for a dry van, the national rate is a dollar eighty three a mile. In the Southeast, it's a dollar eighty seven a mile. In the Midwest, it's two dollars and twenty two cents a mile. In the West, it's two dollars and twenty eight cents a mile. And in the South, it's a dollar ninety four a mile. So you do not want to book a driver a load that is under that unless there are some extenuating circumstances, unless something's out of the norm, unless you can piece together partial loads to make a good paying load. And sometimes that's the case. Sometimes you will have a broker that only has two or three pallets. Well, if he's only got two or three pallets, you can pick that up. go down the highway some and maybe find another uh broker or shipper that has a partial load that you can pick up and if you put those together if you get you know one good load and maybe another load that's not paying so well and that's what it takes to fill your truck up well you may be doing something you may have a good you know a good turnout doing that way so there's different things we can do to try to get the driver where he's trying to be as far as his rate per mile. Now, some drivers just are unrealistic, and if that's what it is, that's what it is. You just have to move on to the next driver. You can't spend too much time on a driver that is not being realistic right now. It's not there. So if you want to sit another day to take a chance to see if it's there the next day, then that's fine. But if it's not there initially, you're in trouble. You know, there's no more you can do. And the broker that I'm going to be dealing with, generally, they're going to give us a good rate. So their rate is their rate. Brokers going to make their piece of the pie. That's just how that rolls. They're going to make their piece of the pie. And you will hear in the trucking industry, a lot of, I told you there was a disconnect between brokers, dispatchers, and the driver. There's almost hatred right there. But they all need each other, which is the most retarded thing. All of them need each other, but all of them feel like they can do without each other. OK, the driver feels like we don't need brokers. We don't need dispatchers. We should just let the shippers deal directly with us, with the carriers. OK. I guarantee you this is what will happen. And they're trying to get that kind of legislation passed in the United States through our now president, and our Senate and our House of Representatives. I guarantee you that's gonna be one of the first things come up. Okay, it sounds good. The way you would think is if there's no broker, if there's no dispatcher, then the driver's gonna get all the money, right? That's what you would think, right? There'd be nobody to take money from the load and the driver, the shippers are gonna have to deal directly with the drivers. We can get rid of the middleman and get all the money. Well, how about this? When have you known a major company to deal with a lot of little people? When have you seen that? They don't. It takes too much of their time. So what will happen is that you will have these bigger carrier companies buying up all the smaller companies to make their company bigger. And then they're still gonna, it's still gonna, the little man's still not gonna get the loads. It's gonna be even worse because the bigger companies are going to get all the good paying loads and it's going to cheapen the price. Every time a big company can do something, they can do it at a cheaper price than a smaller company because they have more of the resources. san miguel the beer brewery itself the one that manufactures the red horse and the san miguel light and the pilsen and the beer in the bottle don't ask me how I know all of them do you think they're paying seventy five cents or sixty five cents for a five hundred ml red horse No. Do you think the distributors directly under them, now there's the manufacturer and then there's the distributors. That's how that works. So do you think the big distributors that you see come around in the big trucks that deliver the beer, do you think they're paying sixty-five pesos a bottle? No. But now let's get to the Siri Siri stores. Let's get to the mom and pops. And I can tell you for a fact what I know because I owned a bar. Do you know how much I used to pay for a five hundred ml bottle of Red Horse? I used to pay forty eight pesos. I used to pay forty eight pesos. That's back when you could buy it in the store for fifty five pesos. So if I'm paying forty eight. and selling it for fifty five. I'm not making much profit. I have to sell a lot in volume just to make the profit. But that distributor, who knows what it costs him? It may cost him twenty five pesos. Who knows? A case of red horse used to cost me five five hundred and seventy pesos. And then I would turn around and sell it for Ninety five, ninety five pesos a bottle. I'd had to sell a lot just to make a profit, a decent profit, especially when I've got to pay my workers. You got to pay the bartender. You got to pay the waiter. You got to pay the person that cooks. So even though sometimes you see a lot of transactions going on, that doesn't mean somebody's making money. It doesn't mean that. So drivers have the misconception that if they remove the middleman, things will get better for them. When the direct opposite is going to happen, it's going to get worse. Because you're going to have these big carriers that are then going to be in control. That's my personal opinion. They're going to be more in control than what they are now. Because they can move it for a less cheaper price because they're getting the bulk volume. They will say, okay, if you give me all your loads, I can move them for the national average is a dollar eighty-eight cents a mile. I can move them for a dollar eighty-five. Whereas the individual driver will say, I can't do it for less than two dollars and thirty-five cents a mile. Who do you think that shipper or that broker is going to use? So, it's a big... lack of knowledge a lack of understanding the business side of things that's why it was a very popular saying and my daddy used to tell me this all the time myself he said son if you want to mislead somebody or if you don't want someone to know something put it in a book Because people don't take the time to read. That's what he was trying to say. People don't take the time to learn information, even if it has nothing to do with you. Sometimes the more knowledge you can get about something, the more reading you can do, it only enhances your everyday life. But that's my personal opinion. But getting back to the trucking industry, there's always going to be a love hate relationship between a broker and shippers, dispatchers and drivers. Drivers blame the dispatchers. Dispatchers blame the brokers. Brokers blame the dispatchers. Brokers think drivers are stupid. And that's how that goes sometimes. And drivers put themselves in that position because they don't act like business people sometimes, some of them. And they do things that can, honestly, I've seen a lot of stuff on this road in ten years that put them in that category. They do. I've seen a lot. A lot. So, guys, that's what rate confirmations are for. They're safeguards. no one can come back and say well I didn't tell you that oh yes you did you not only told me you put it in writing pay me that's how that goes and you literally will have some brokers that are either forgetful or they're you know try to be what we call shysters that means they're not a straight character So always cover yourself because the driver, once you tell them something, oh my God, it's like they have the memory of an elephant. All right. Any questions, any comments about rate confirmations? If you have any questions, please ask them because this is something you will deal with every day. All right, well, this will end our segment on rate confirmations or rate cons, and we will get ready to move to the next segment.