Who Tends to Buy
- Regional logistics groupAdds your shippers and lanes to a network it already runs.
- National brokerageWants Texas lanes and experienced sales reps.
- Operator with a trucking backgroundBuys a brokerage to add asset light revenue.
Gross margin by lane and shipper
Buyers care about what you keep on each load. A brokerage with steady margin across many lanes beats one that makes its money on a few unusually good shipments.
Report margin by shipper and by lane for at least three years, so a buyer can tell luck from a repeatable pattern.
Shipper concentration
If a handful of shippers account for most gross profit, the buyer worries that they will leave after the sale. Brokerages that sold well had spread their business out over several years, not months.
Contracts, routing guides and long term pricing agreements add comfort.
Carrier relationships and authority
A buyer will check your broker authority, your bond and your insurance, and how you vet carriers. Strong carrier relationships let you cover loads quickly, and they are part of what a buyer pays for.
Keep the carrier list current and your payment history clean. Late carrier payments spread through the market fast.
Your sales team and systems
Many brokerages depend on a few reps who hold the shipper relationships. If they might leave after a sale, expect a retention plan in the deal. Your transportation software and its data also transfer in a sale, so keep records tidy.
What to gather before you list
Collect your authority and bond records, insurance certificates, a carrier list with payment history and three years of margin by shipper. Add your transportation software reports and any shipper agreements.
If you own trucks or trailers, include the title list. Buyers also ask how claims are handled and whether any are open.
Many freight firms lease a yard or office, so read lease assignment in a sale before you list.
Strong signs for a buyer
- Steady gross profit across several years
- No single shipper over a modest share
- Written agreements with key carriers and shippers
- An owner who is not the only person who sells
Titled trucks, if any, have their own steps, covered in our vehicle titling guide. To see a likely range, ask for a private price range.