Freight Brokers vs. Building a Salesforce: Which is Best for Your Trucking Business?
🚚 In the fast-moving world of freight and logistics, one key decision can shape the future of your trucking business: Should you rely on freight brokers or invest in building your own salesforce?
🧩 What Is a Freight Broker?
A freight broker is a middleman who connects carriers (like your trucking company) with shippers who need to move goods. They're often independent businesses or agencies with access to a wide network of shipping clients.
✅ Benefits of Using a Freight Broker
Instant Access to Loads: Brokers have established shipper relationships, meaning you get access to loads immediately.
Fewer Overheads: No need to hire, train, or manage a sales team.
Flexibility: Perfect for small carriers or startups looking for consistency while they scale.
❌ Drawbacks of Freight Brokers
Lower Margins: Brokers take a cut - often between 10-30%.
Lack of Control: You don’t own the client relationship.
Less Predictability: Relying too heavily on brokers can lead to pricing pressures and load inconsistencies.
🧑💼 What Does It Mean to Build a Sales Team?
Building a salesforce means hiring dedicated staff - either in-house or outsourced - who will find, negotiate, and manage shipping clients directly for your company. You cut out the middleman and become your own broker.
✅ Benefits of Building a Salesforce
Higher Profit Margins: No broker fees. You set your rates and negotiate your terms.
Client Ownership: You build long-term relationships directly with shippers.
Business Stability: Direct accounts provide recurring loads and stronger revenue forecasting.
Brand Recognition: The more clients associate your name with reliability, the more your business reputation grows.
❌ Drawbacks of Building a Salesforce
Upfront Investment: Recruiting, training, salaries, and CRM systems aren’t cheap.
Longer Ramp-Up: It takes time to build a book of business.
Management Complexity: Leading a sales team requires oversight, strategy, and often additional hires.
🛣️ Which One Is Right for You?
👶 You're Just Starting Out?
Use freight brokers. They’re ideal when:
You’re unfamiliar with how load boards work.
You need loads fast.
You don’t have the capital to build a team yet.
🧱 You’re Building a Strong, Long-Term Brand?
Build your own salesforce when:
You’ve got a few trucks and want to grow steadily.
You’re tired of broker fees eating your margins.
You want to control your pipeline and build lasting client relationships.
📈 Real-World Strategy: Why Not Both?
Many successful trucking companies start with brokers, then transition into their own salesforce over time. In fact, the smartest strategy often includes a hybrid model:
Use brokers for filler loads or lane optimization.
Build a salesforce for your core lanes and top-paying clients.
This way, you reduce reliance on third parties while still maintaining flexibility.
🛡️ Protecting Your Journey With U Trust Insurance
At U Trust Insurance, we understand how strategic decisions - like choosing between a broker or salesforce - impact your bottom line, risk exposure, and growth strategy. That’s why we:
Offer tailored trucking insurance solutions.
Provide in-house safety consultations that help reduce premiums.
Partner with carriers of all sizes - from 1 truck to fleets of 100+.
No matter where you are on your journey, U Trust Insurance is with you every mile. We’ll give you honest advice, proactive service, and a plan that protects your trucks, your business - and your future.
