# Pylon ยท Sales Rep Onboarding A new salesperson should be ready to hold a real fleet-operator call 30 minutes after reading this. That is the bar. --- ## The product in one sentence Pylon is the dispatch board for small fleets. One screen for the whole shop. Drag a load, dispatch a truck, watch the grid fill in. Built for owner-operators and small-fleet operators running 8 to 40 trucks who are running dispatch out of a whiteboard, an Excel sheet, and three SMS threads. The customer is a fleet operator running 8 to 40 trucks, doing $1M to $20M in annual revenue, where the dispatcher is one human (often the owner) and the dispatcher is the throughput limit on the company. --- ## 90-second pitch script > "Most of our customers are running 8 to 40 trucks. The pattern we keep seeing is the same: the dispatcher is great. The dispatcher has been there for 11 years. The dispatcher knows every customer, every driver, every lane. And the dispatcher is the throughput limit, because everything moves through one human, a whiteboard, and an Excel sheet that nobody else can read. > > Pylon is one screen for the whole shop. Drag a load, dispatch a truck, watch the grid fill in. The board suggests load-to-truck matches based on driver hours, location, equipment, and customer history. The dispatcher hits R to assign. Drivers get the load by SMS, no app required. > > By end of day you have a clean reconciliation: which loads moved, which drivers are HOS-hot, what tomorrow looks like. > > It is $8 per truck per month, no implementation fee, onboarding in one afternoon. A 12-truck fleet pays $96 a year per truck. Most of our fleets cover that in dispatcher hours saved in the first week of the month." 90 seconds. Memorize: the 11-year dispatcher beat, the drag-and-drop beat, the SMS beat, the price. Those four numbers do the work. --- ## 5-minute demo flow When the operator wants to see it: **Minute 1: Open the live demo board.** Show the three columns: Loads (left), Trucks (middle), In Progress (right). Show the live PT clock. Drag a load from the left column to a truck in the middle. Watch it move to the In Progress column with an ETA. **Minute 2: Show the AI suggestion.** Click on a fresh load. The right rail shows three load-to-truck suggestions ranked by HOS, location, equipment fit. Hit R to assign the top one. Demo: "you just dispatched a load in 4 seconds." **Minute 3: Show the SMS dispatch.** Pull up the demo phone. The driver got an SMS with the load. Reply Y. Watch the board update. This is the killer demo for fleets where the drivers are not app-friendly. **Minute 4: Show the customer-facing tracking link.** Click "Send tracking" on a load. The customer gets a link, no login, no app. They see truck location, ETA, status. The fleet looks 10x more professional with no extra effort from the dispatcher. **Minute 5: Run the math live.** Open the ROI calculator. Ask the operator: "How many trucks? How many loads a day? What is your dispatcher costing you fully loaded? What does a load run on average?" Plug their numbers. Show the dispatcher hours saved, the driver-idle-minutes saved, the net annual savings. Stop talking. --- ## 3 qualifying questions Ask in this order. If any disqualifies, end the call politely. ### 1. "How many trucks are you dispatching, and who is doing the dispatching?" If "fewer than 5 trucks," they are too small for the price floor. If "more than 100 trucks," they should be on Trimble or McLeod, and we are honest about that. If "8 to 40 trucks," perfect. ### 2. "What is the dispatcher using right now? Whiteboard, Excel, software?" The answer reveals where they are on the curve. Whiteboard or Excel: Pylon is the obvious upgrade. Already on TMS: ask which one and why they are looking. ELD-only with no dispatch board: easy switch. ### 3. "What is the most expensive thing the dispatcher has done wrong this month?" Tap the actual pain. Double-booked truck, missed customer SLA, driver sat for 2 hours, wrong equipment for the load. Whatever they say is the wedge. Quote it back at the close. --- ## 1 deal-breaker **They are running over 100 trucks and want a TMS that includes accounting, IFTA filing, and customer-billing flow.** Pylon is a dispatch board, not a TMS. Past about 75 trucks, the operator needs accounting and IFTA inside the same system, and Pylon does not do that yet. The conversation ends with: "At your fleet size you need a full TMS. Pylon does not currently include accounting or IFTA. The right call for you is McLeod or Trimble. I am happy to introduce you to a partner who handles the implementation if you want." This is the right answer. We do not stretch the product into a fight we will lose. --- ## What good looks like at the end of a call Either: (a) The operator has agreed to a 14-day pilot starting Monday morning, you have their truck count, their ELD vendor, and one name in the dispatcher's office for onboarding. (b) The operator has politely declined because the fleet is too small, too big, or already on a system they like, and they are logged in CRM with a 90-day callback. A "let me think about it" is the call going badly. Push for one of the two outcomes. --- ## What to read next Once you have your first call booked: 1. Objection handler. Memorize the whiteboard answer and the driver-app answer. 2. Pricing rationale. Know why $8/truck and where the floor is. 3. The live demo board. Run through it 10 times until you can drag a load without thinking. The product is the demo.