To get direct shipper contracts, show a shipping manager that you are a safe, legal carrier for one lane they already ship. That means active operating authority, insurance on file, a clean public safety record and a short carrier packet, followed by a specific email or dock visit and a request for one trial load.
What do direct shippers check before they use a small carrier?
Most shippers check three things before they hand freight to a one-truck operation: that your authority is active, that your insurance meets their limits, and that your safety record looks clean. If any of those is missing or out of date, the conversation usually ends there, so fix them first.
Do I need my own MC and USDOT number?
Yes, if you haul federally regulated freight that belongs to someone else across state lines for pay. FMCSA's Get Operating Authority page says these carriers need interstate operating authority, often known as an MC number, in addition to a USDOT number. Private carriers hauling their own cargo, carriers that haul only exempt commodities, and some carriers working only inside a federally designated commercial zone do not need it.
The key numbers from that page:
- Fee: $300 for permanent authority, charged separately for each type of authority. FMCSA does not refund mistaken applications.
- Timing: new applicants in the Unified Registration System may wait 20 to 25 business days, plus an additional 8 weeks or longer if FMCSA reviews the application further.
- Status: you can confirm the grant date on FMCSA's Licensing and Insurance site.
Insurance matters just as much. Under 49 CFR 387.9, the federal minimum for a for-hire interstate carrier of nonhazardous property in a vehicle of 10,001 pounds or more is $750,000 in public liability. Hazardous materials need $1,000,000 or $5,000,000 depending on the load. Many shippers ask for more than the federal minimum, so ask each one what limits they require before you quote.
How do I check what shippers see about my company?
Look yourself up on the SAFER Company Snapshot. It is free, and you can search by USDOT number, MC number or company name. FMCSA describes it as a record of your identification, size, commodity information and safety record, including any safety rating, a roadside out of service inspection summary and crash information.
Shippers can see the same page, so check that:
- Your legal name and address match your paperwork.
- Your operating status shows you as authorized.
- The cargo types listed match the freight you want to haul.
- Your mileage and power unit counts are current.
If something is wrong, correct it with FMCSA before you start outreach.
What goes in a carrier packet?
A carrier packet is a short set of documents a shipper needs to set you up as a carrier. FMCSA does not require one. It is common practice in the industry, and having it ready makes it easy for a shipper to say yes.
Keep it to a few pages in one PDF:
- Cover page: company name, MC and USDOT numbers, your email and the lanes you run.
- Equipment: trailer type, length and any limits, such as a weight limit or reefer temperature range.
- Certificate of insurance: showing your liability and cargo limits.
- Form W-9: the IRS form you use to give a business your correct taxpayer identification number.
- Authority letter: a copy of your FMCSA operating authority.
- References: two or three brokers or customers you have hauled for, if they agree.
Where do I find direct shippers near my lanes?
Start close to home and close to the lanes you already run. A small or mid-sized shipper with regular freight is more likely to use a one-truck carrier than a national retailer.
- Docks you already visit. Look at your past loads. The pickup and delivery addresses are real shippers and receivers, and many have freight going the other way. Read your broker agreements first, since some limit contacting a broker's customers directly.
- Industrial parks and business districts. Drive through the ones near your home base and note the businesses that ship the kind of freight your trailer fits.
- Local industry data. The Census Bureau's free County Business Patterns data shows the number of establishments by industry for each county, which helps you see where manufacturers and distributors cluster.
- Your backhaul cities. If you deliver into a town every week, look for shippers there that could fill your trailer home.
Build a short list of 20 to 30 businesses, with the freight they ship and the right contact person, usually the shipping or logistics manager.
How should I reach out to a shipper?
Use email or visit in person. Keep the first message short and specific:
- One lane, such as your home city to a city you already run every week.
- Your equipment and when you have capacity.
- Your MC and USDOT numbers, so they can look you up on SAFER.
- An offer of one trial load, with your carrier packet attached.
If you visit, go during normal shipping office hours, ask for the shipping manager, keep it to a few minutes and leave a printed copy of your packet. Follow up by email a week or two later. Many shippers say no the first time and come back when a regular carrier lets them down.
How do I turn one load into repeat freight?
Treat the trial load as your application. Arrive on time, follow the facility's rules, send status updates by email or the shipper's tracking system, and invoice exactly the rate you agreed.
After a clean delivery, ask in writing whether they have a weekly lane, seasonal peaks or overflow freight you can cover. When the work becomes regular, put the rate, payment terms and accessorial charges, such as detention, in a short written agreement.
Direct freight takes time to build, and results depend on your lanes, your equipment and how consistently you follow up.
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Questions
How do I find direct shippers?
Start with the docks you already visit and the businesses near your home base and regular lanes, such as manufacturers, distributors and warehouses. Free Census County Business Patterns data shows how many establishments each industry has in your county.
How do I get freight direct from shippers?
Have active operating authority, insurance at or above the federal minimum, and a short carrier packet ready. Then email or visit the shipping manager with one specific lane and offer a single trial load.
How do I get direct shipper loads after the first one?
Deliver the first load cleanly, send an accurate invoice, then ask in writing whether they have a regular lane or overflow freight you can cover each week.
Do I need my own MC number to haul for a direct shipper?
If you haul federally regulated freight owned by others across state lines for pay, FMCSA requires operating authority in addition to a USDOT number. The filing fee is $300 for each type of authority.
Updated October 31, 2026. For: Trucking.