In the transportation and logistics industry, a direct shipper is someone who produces or owns the goods being transported—but the difference with other shippers is that they prefer to work directly with carriers. This means they avoid working with intermediaries like freight forwarders, freight brokers, and third-party logistics providers (3PLs). Instead, they work with the trucking companies or transportation providers who can ship goods directly to their customers. This approach allows the shipper to have greater control over the shipping process.
Whether you’re an independent trucker, owner-operator, or small freight brokerage, one of the most valuable things you can do for your business is to find and work directly with shippers. Cutting out the middleman can improve your margins, give you more control, and build lasting partnerships.
Here, One Freight Broker will talk about how to find these elusive direct shippers.
How to Find Direct Shippers
In this fast-paced industry, finding a direct shipper can offer several key advantages. The most significant one is the potential for increased profit margins. When freight brokers or carriers work directly with shippers, they eliminate the need for intermediaries. This direct relationship allows for potentially better rates, more consistent freight opportunities, and reduced reliance on load boards. As you may know, load boards sometimes offer lower-paying freight, while also being incredibly competitive.
Direct shipper relationships build stronger partnerships, which can lead to steady lanes, predictable income, and improved operational efficiency over time.
Having these connections can even improve communication and transparency. Working directly with the source of the freight can help carriers better understand the shipper’s needs, preferences, and schedules. This allows them to provide higher service quality and avoid misunderstandings.
Carriers should look for direct shippers because it opens up opportunities for long-term contracts, reducing the uncertainty that often comes with working spot market freight. Establishing direct connections with shippers creates a more stable and profitable foundation for businesses.
Now let’s discuss some of the ways to obtain these golden opportunities.
Step 1: Identify Your Ideal Shipper
Before reaching out to any shippers, it’s important to define exactly who your ideal customer is. One Freight Broker recommends considering the type of freight you want to haul, the regions you want to operate in, and the industries you’re best equipped to serve.
For example, if you specialize in refrigerated trucking, food and beverage companies might be a better fit. Identifying your niche helps you target shippers who need your specific services. In the long run, this will save you more time and energy while increasing your chances of success.
Beyond just the type of freight, think about the size and frequency of loads you want to handle. Are you looking for daily freight from a large manufacturer or occasional loads from a local distributor?
Knowing all of these details upfront lets you zero in on shippers who are most likely to work with you directly. The clearer your profile of the ideal shipper, the easier it will be to build a high-quality, relevant list of potential clients.
Step 2: Build a List of Potential Shippers
Once you know who you’re looking for, it’s time to start building your list. Start with online directories like ThomasNet, industry-specific databases, and local business registries. You can also find leads from load boards—many carriers overlook the fact that some shippers post directly to load boards to bypass brokers.
Another goldmine is visiting local industrial parks or using Google Maps to find warehouses, manufacturers, and distribution centers in your target area.
Don’t forget to ask around—word of mouth still works wonders in logistics. Talk to other carriers, suppliers, or even truck stop contacts. Once you’ve gathered enough company names, start looking into them individually to find key decision-makers like logistics managers and shipping coordinators.
Add their names, contact info, and relevant notes into a spreadsheet or CRM system so you can organize and track your outreach efforts effectively.
Tools You Can Use:
- Google Maps: Search for terms like “manufacturers near me”, “meat processors in Georgia”, “frozen food distributors in Texas”
- Yellow Pages/Yelp: Surprisingly helpful for finding local businesses
- LinkedIn: Great for researching companies and connecting with logistics managers
Step 3: Make Contact the Right Way
Cold calling can be intimidating, but it is one of the best ways to land direct shipper contracts. However, you need to do it right.
The key to cold calling is preparation. Have a script that’s confident but not robotic, and be ready to explain how your services directly benefit the shipper. Make sure to highlight what sets you apart—whether it’s your reliability, specialty equipment, or competitive rates. The goal is to sound like a problem-solver, not just another carrier looking for loads.
Timing is also something to consider. Avoid calling first thing Monday morning or late Friday afternoon—these are typically the busiest times. Aim for mid-morning or early afternoon during the week. If you get voicemail, follow up with a brief, professional email. Keep it short, respectful, and direct.
Don’t be discouraged by rejection or silence—persistence is essential. Remember that every “no” brings you closer to a “yes.”
Cold Calling Tips
- Call between 10 AM and 3 PM for best pickup rates
- Ask for the shipping or logistics manager
- Keep it short and friendly
- Have a script ready, but don’t forget to sound natural
- Be prepared to follow up multiple times—don’t be discouraged
Step 4: Build the Relationship
Getting your foot in the door is just the beginning. Once a shipper gives you a chance, your job is to consistently deliver top-notch service. That means being punctual, professional, and communicative.
Keep them updated on load progress, respond quickly to questions, and solve issues proactively. Shippers tend to remember carriers who make their jobs easier. Those are also the relationships that turn into long-term partnerships.
Follow up even when you’re not actively hauling for them. Send a thank-you note after a successful delivery, check in occasionally to see if they have upcoming needs, or even send holiday greetings to keep your name fresh in their minds.
Building trust takes time, but the payoff is huge.
Step 5: Rinse, Repeat, Scale
Finally, once you have successfully established your connections, it’s time to double down on what works.
Analyze your outreach strategies to see which methods yielded the best results—whether it’s cold calling, emailing, networking at industry events, or leveraging load boards. Continue applying these proven tactics consistently to grow your list of direct shipping clients.
As you refine your process, you can start scaling your business by increasing your outreach volume or automating tasks where possible. You can even bring in more members to your team who will help manage and grow your network. Remember to stay persistent, stay organized, and never stop improving your approach.
Pro Tips for Success
Finding direct shippers has several advantages, but getting in the door isn’t always easy. It takes strategy, patience, and a bit of creativity. Here are some tips to help you stand out from the competition:
Use Load Boards as Intel, Not Just Work
Load boards are great for finding loads, but they’re also a goldmine of market intelligence. Instead of just using them to book freight, analyze the patterns—look for repeat postings by the same brokers or shippers, check the origin and destination lanes, and identify high-frequency routes.
This data can help you spot potential shippers to work with. Not only that, you can even use this information to gain insight into where consistent freight opportunities lie. Once you’ve pinpointed some candidates, you can reach out directly and pitch your services.
Partner with Other Carriers
Although they may be your competition, building relationships with other carriers is just as important as connecting with shippers. This can open the door to opportunities you might not access on your own. Smaller carriers may occasionally get overwhelmed or need help covering loads outside their typical lanes—and that’s where you can step in.
These partnerships can lead to shared shipper contacts or even subcontracted loads. It’s a win-win that helps both sides grow and build credibility in the industry.
Offer Something Unique
Being just another carrier is not enough, especially not in this highly-competitive industry. This means you need to think about what sets your business apart, whether it’s exceptional customer service, specialized equipment, faster delivery times, or tech integration that offers better shipment tracking.
When reaching out to potential shippers, you can highlight these advantages and prove to them why they need to work with you directly. Offering value beyond just transportation makes you more memorable and positions you as a problem-solver, not just another vendor.
Show You’re Legit
Direct shippers want to work with carriers they can trust. If you have a website, One Freight Broker recommends ensuring that your online presence is professional. If you don’t have one, then you are already at a disadvantage. In this digital age, all your competitors are using online tools and platforms to reach their target audience. This is no different for carriers, as you need somewhere visitors can find all your information online.
Additionally, you should make sure your MC/DOT numbers are in good standing and have reviews or testimonials to share if possible. The more you can show that you’re a reliable, compliant, and serious business, the more comfortable a shipper will feel about starting a direct relationship with you.
Don’t Forget Small Shippers
Everyone wants to land big contracts, but don’t overlook the smaller shippers. These businesses often get ignored by larger carriers and are more open to building long-term partnerships.
Reach out to local manufacturers, farmers, or regional distributors. These smaller accounts can offer consistent freight, help you build your reputation, and sometimes grow into larger opportunities as their businesses expand. On top of these benefits, smaller businesses are usually more flexible and appreciative of dependable service.
Work with One Freight Broker
Finding direct shippers and proving your value as a carrier can be challenging, but all you need is some time and plenty of persistence. If you stick with it, you will gain more than just higher pay: you’ll gain stability, control, and long-term business relationships that will help your business grow.
That said, you are sometimes better off working with an established freight broker as they can offer even more advantages. Brokers have extensive networks and access to a wide range of shippers, which can provide greater flexibility in finding loads, especially during times of high demand.
Freight brokers also handle the negotiation, paperwork, and often the payment so you can focus more on transportation and less on administrative tasks. And if you want to work with an established freight broker that offers a wide service range, you should choose One Freight Broker.
One Freight Broker is now the go-to choice for shippers and carriers everywhere, especially those who are looking for reliable freight transportation services. Our unique and inclusive approach allows our clients to build direct, beneficial, and enduring connections with reliable trucking allies. This is how we pass-on high-volume discounts to our shipping partners—by reducing their dependence on intermediaries.
Since One Freight Broker’s founding in 2013, we have significantly reduced shipping costs for our clients, amounting to tens of millions in savings, thanks to this strategy. From LTL to FTL, domestic to international, and expedited shipping, we’ve got you covered. We use our extensive service range to help clients find the perfect fit for their needs while offering an unprecedented depth of strategic insight.
One Freight Broker even offers a user-friendly online platform and TMS that further streamlines the shipping process. We offer transparency and efficiency, whether it’s obtaining quotes or tracking shipments in real-time.
Contact Us Today
Ready to simplify your shipping experience? Contact One Freight Broker to discover how our expertise can benefit your business, ensuring your cargo is in safe hands every step of the way.
For more information on how we can assist your business, visit our website at 1fr8.broker.
