If you’re in the trucking business, you’ve probably heard that working with direct shippers is one of the best ways to increase profits and cut out the middleman. Instead of relying on load boards or brokers who take a cut of the freight rates, direct shipper loads allow you to work directly with businesses that need their goods transported.
But as effective as this strategy is, it is still important to know exactly what you are doing in order to maximize its benefits. It is not always as simple as picking up the phone and asking. You need a strategy, persistence, and a professional approach. So how do you actually land direct shipper contracts?
In this guide, One Freight Broker will walk you through the steps to find, secure, and maintain relationships with direct shippers so you can grow your trucking business the right way.
Why Go After Direct Shipper Loads?
Before diving into the “how’s” of getting direct shipper loads, we should talk about the “why’s”. As a carrier, there are plenty of reasons to put in the effort and find shippers directly instead of grabbing loads off a board.
Higher Profits
One of the biggest advantages of working directly with shippers is the ability to maximize your earnings. Brokers typically take a percentage of the freight rate—often between 10% and 25%—which cuts into your profits.
By eliminating the middleman, you get to keep that extra money. This allows you to reinvest in your business, cover operational costs, or increase your bottom line. Over time, these savings can add up significantly, making direct shipper relationships a smart financial move.
More Control Over Rates
When you rely on brokers, sometimes you get stuck accepting whatever rate they offer, which may not always be in your best interest. However, working directly with shippers gives you the ability to negotiate fair and profitable rates. As a trucking company, this control will allow you to price your services based on your costs, market conditions, and value-added services, ensuring your business remains sustainable and competitive.
Consistent Loads
Shippers prioritize reliability and efficiency. This means if you establish a solid track record, they are more likely to provide consistent freight. Unlike load boards, where competition is fierce and work can be unpredictable, securing direct contracts with shippers helps stabilize your workflow. This consistency leads to better planning, less downtime, and a more predictable stream of income.
Stronger Business Relationships
To succeed in this business, networking is essential. Building direct relationships with shippers helps you foster trust that leads to long-term partnerships and translates to business growth.
Instead of constantly searching for new loads, you can develop steady, repeat business with clients who appreciate your reliability. Satisfied shippers may also refer you to other companies, which will further expand your customer base and reduce your dependency on brokers or load boards.
How to Get Direct Shipper Loads
Now that we know the importance of taking this approach, we can dive deeper into the strategies carriers can utilize to get more loads from shippers. Here are some key steps to follow if you want to grow your trucking business in this highly-competitive industry:
Identify the Right Shippers
The first step is to determine which industries best align with your equipment and capabilities. Manufacturers, wholesalers, and distributors in sectors like retail, food, automotive, and construction often require reliable freight transport. Research local businesses, trade associations, and online directories to identify potential shippers who frequently move goods in lanes you service.
For most transportation service providers, they already know the answer to this question, and can therefore pinpoint the type of shippers they need to target. If you are unsure about your target shippers, you could look into online databases and industry directories, or attend trade shows to find potential shippers in need of your services.
By taking a targeted approach, carriers can find the right shippers who not only need their services but are also more likely to build long-term partnerships with them.
Build a List of Prospects
Once you have identified the companies that align with your equipment type, preferred lanes, and capacity, you can build a list of prospects.
A strong prospect list requires you to gather key details such as company size, shipping needs, contact information, and decision-makers. These details will help you personalize your outreach and increase your chances of success.
Networking at trade shows, joining industry associations, and leveraging referrals from existing clients can also help expand your list. Once you have a solid database, implement a structured follow-up strategy through emails, calls, or in-person visits to introduce your services and establish relationships. The more targeted and organized your list is, the better your chances of securing profitable direct shipper contracts.
Reach Out to Shippers
Proactive outreach is key to securing direct shipper loads. Not only does it help you establish relationships, but it also demonstrates your value as a reliable carrier. To reach out to shippers, One Freight Broker recommends taking a professional yet personable approach.
When making initial contact, whether by email or phone, keep your message concise and focused on how your services can benefit them. Highlight your capacity, reliability, and any specialized equipment or experience that sets you apart. If you are sending an email, make sure you use a subject line that captures their attention.
Once you establish contact, focus on building relationships rather than just asking for loads. Follow up consistently but not aggressively, providing value through insights on market trends or efficiency improvements.
If possible, offer to meet in person or via a video call to discuss their logistics challenges and how you can help. Testimonials from previous clients or case studies of past successes can further boost your credibility. Keep in mind that persistence and professionalism are key—many shippers prefer working with carriers they trust, so proving your reliability over time can turn an initial conversation into a long-term partnership.
Offer Competitive Rates Without Undercutting Yourself
This is an important step when establishing direct connections with shippers. While the goal of finding loads is understandable, it cannot get in the way of your profitability. It must not reach a point where you are underpricing your own services just to secure a load.
Brokers can help with this, but you can also do this yourself so long as you remember that pricing is a critical factor when securing loads. Offering competitive rates without undercutting yourself is crucial. This balances affordability for the shipper while ensuring your business remains profitable.
If your rates are too high, shippers may opt for more cost-effective carriers; if they’re too low, you risk operating at a loss, which can lead to financial instability. A well-calculated rate considers fuel costs, maintenance, driver wages, and overhead expenses, ensuring that every load contributes to your bottom line.
Additionally, consistently fair pricing helps build long-term relationships with shippers, positioning you as a reliable carrier who understands the industry’s financial dynamics.
To implement this strategy effectively, you need to research market rates using load boards and industry reports. Networking with fellow carriers can also give you an idea of how to price your services accordingly. Break down your operating costs per mile to establish a minimum rate that keeps you profitable, then adjust based on market demand and competition.
Offer value-added services such as reliable on-time delivery, strong communication, and flexible scheduling to justify your rates. Negotiation is also key—be transparent about your pricing structure and demonstrate how your service quality benefits the shipper in the long run.
By striking the right balance between competitive pricing and sustainable profit margins, you’ll attract direct shippers while maintaining a healthy business.
Provide Excellent Service to Keep the Loads Coming
As we mentioned earlier, once you land a direct shipper, your goal should be to turn that initial load into a long-term relationship. Providing excellent service is the best way to do this.
Shippers value reliability, efficiency, and professionalism, so when a trucking company is able to meet delivery deadlines consistently while maintaining transparent communication, this is a sign for them to keep working with that carrier.
It goes without saying that shippers are also more likely to establish long-term partnerships when you handle their freight with care. Excellent service reduces a shipper’s need to seek new carriers, saving them time and ensuring their goods move smoothly.
Always provide real-time updates on load status, respond quickly to shipper inquiries, and address any issues proactively. Invest in quality equipment and ensure drivers are well-trained in customer service. Going the extra mile—such as offering flexible pickup and delivery options or providing value-added services—can set you apart from competitors.
By proving your reliability, you build trust, which can lead to repeat business, referrals, and even dedicated contracts that provide steady work and higher profits.
Use Technology to Your Advantage
Another way to further set yourself apart from your competitors is by leveraging technology. The right tools can increase efficiency, reduce costs, and help you stay ahead in this competitive industry.
Digital freight matching platforms, load boards, and transportation management systems (TMS) allow carriers to connect directly with shippers, bypassing brokers and increasing profits. Automated tools can also streamline the booking process, optimize routes, and provide real-time tracking.
Additionally, leveraging data analytics can help identify shipping trends, predict demand, and improve decision-making, giving carriers an edge in securing consistent freight contracts.
Sign up for reputable load boards that allow direct shipper connections, such as DAT, Truckstop, or private shipper networks. Investing in a good TMS will help manage loads, track shipments, and automate invoicing, saving time and reducing errors.
You can also use customer relationship management (CRM) software to maintain communication with shippers and provide updates on available capacity. Social media and professional networking sites like LinkedIn can also help build relationships with potential shippers.
Finally, implementing GPS tracking and electronic logging devices (ELDs) will improve transparency and compliance, making your company a more attractive option for shippers looking for reliable carriers.
Be Patient & Persistent
Securing direct shipper loads doesn’t happen overnight. Many shippers already have established partnerships with brokers or carriers, and breaking into their network will require consistent effort, multiple follow-ups, and continuous relationship-building.
Patience is needed because it may take weeks or even months of follow-ups before a shipper considers working with you. Persistence ensures that you remain on their radar, demonstrating reliability and commitment.
By consistently reaching out, providing excellent service, and proving your value, you increase your chances of securing long-term contracts instead of relying solely on load boards or brokers.
Work with One Freight Broker
Getting direct shipper loads isn’t easy, but it’s one of the best moves you can make for your trucking business. Instead of relying on brokers or low-paying load boards, you’ll have steady, high-paying freight directly from shippers who value your service.
If you follow these steps and stay committed, you’ll eventually be able to create a profitable, sustainable trucking business with direct shipper loads at its core.
If you do want to work with a broker, we recommend One Freight Broker. We have become the go-to broker for shippers everywhere, thanks to our unique approach that allows them to establish direct relationships with carriers.
Aside from our reliable freight transportation services, we also reduce client dependence on intermediaries. By linking them with dependable trucking allies, we pass on high-volume discounts to our customers.
In fact, since our founding in 2013, we have significantly enhanced the profitability of asset fleets, amounting to tens of millions in savings.
We are also known for our wide service range that includes LTL, FTL, domestic, international, and expedited shipping options. No matter what the shipping requirements are, we can cover it.
When you partner with One Freight Broker, you gain access to a vast network of carriers, competitive rates, and a team of experts dedicated to optimizing your shipping process. Whether you’re shipping domestically or require assistance with more complex logistics, we’re here to ensure your freight reaches its destination efficiently and cost-effectively.
With over two decades of experience, One Freight Broker brings unparalleled knowledge of the freight industry, staying ahead of trends and regulatory changes to serve you better.
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.
