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What Every Small Carrier Needs to Hear Before Scaling

Key Takeaways from Our Webinar

Listen Mode: What Every Small Carrier Needs to Hear Before Scaling
4:59

 

The trucking industry is navigating a "three-point collision" of economic uncertainty, rapid technological shifts, and evolving regulations. For small carriers, standing out in this competitive landscape requires more than just chasing loads—it demands strategic pivots, relationship-building, and smart automation. In a recent Truckpedia webinar, industry experts Justin Lu (CEO of Truckpedia) and Tal Singh (COO of J&S Drayage) shared actionable strategies to help small carriers grow sustainably.

The Small Carrier Playbook WEBINAR_ How to Grow Fast and Make Real Profits

 

The Trucking Industry's Biggest Challenges

Small carriers face mounting pressures:

  • Economic: Rising operating costs, fluctuating tariffs, and stagnant freight rates.

  • Technological: AI tools and autonomous trucks are reshaping logistics.

  • Regulatory: New rules like the English proficiency test for drivers add complexity.

“The ones leveraging AI will outpace
competitors—it’s no longer optional.” 
 — Justin Lu, Truckpedia CEO

Justin’s Blueprint for Direct Freight Success

1. Ditch the Load Board Dependency

Justin emphasized that relying solely on brokers and load boards caps profitability:

  • Direct shippers pay 5–10% more than brokers.
  • Just 5–10 local clients can keep trucks full and margins healthy.

“Shippers care about two things: your rate
and reliability. Knock on doors, introduce yourself
as their neighbor, and be their backup.” 
 — Justin Lu, Truckpedia CEO

2. Think Like a CEO, Not a Driver

Small carriers often get stuck in the daily grind. Justin’s advice:

  • Automate $5/hour tasks (e.g., invoicing, dispatch) with a TMS.
  • Track profit margins per lane to prioritize lucrative routes.
  • Delegate to focus on growth, not breakdowns.

"As an owner of a company, you’re still performing
at a driver level. You’re not performing at an owner
level. What you’re doing is you’re bombarded with data entry, invoicing, chasing DAT for a backhaul... Automate as much as you can. Delegate. Free yourself up to think like an owner, to think like a CEO –Train your team to handle operations so you can focus on strategy."
 — Justin Lu, Truckpedia CEO

3. Local Outreach: Knock on Doors

Justin shared how he landed his first direct shipper by visiting warehouses near his HQ:

  1. Cold-call or visit: Target warehouses in your area.
  2. Pitch: “We’re your local backup. If your carrier cancels, we’ll be there in 30 minutes.”
  3. Follow up 7–10 times: Persistence builds trust.

“If you’re 100% relying on load boards, mark up
your load by 10%. Then give that rate to whatever
shipper next to you. You’re still 5%, on average, cheaper than what brokers are charging. You just increased your revenue there by 200%”
 — Justin Lu, Truckpedia CEO

4. Leverage AI and Data.

  • Task Automation: AI tools like ChatGPT can handle repetitive tasks (e.g., dispatching, invoicing), freeing owners to focus on high-value decisions.
  • AI-Powered TMS: Transportation Management Systems (TMS) like Truckpedia automate rate con scanning and data entry, saving 20+ hours weekly. These systems reduce errors and streamline workflows, making them essential for scalability.
  • Cold Outreach: AI agents (e.g., RingCentral’s AI tools) can manage cold calls and email campaigns, allowing carriers to scale outreach without manual effort.
  • Hyper-Local Targeting: Use AI to identify nearby shippers (e.g., solar panel manufacturers for flatbed carriers) and create tailored marketing materials with competitive rates.
The Small Carrier Playbook WEBINAR_ How to Grow Fast and Make Real Profits (1)


Tal Singh’s Tactical Tips

  • Target High-Value Industries
    • Focus on companies that manufacture or distribute heavy/bulky goods:
      • Construction Materials: Lumber, steel, concrete.
      • Machinery & Equipment: Industrial tools, farming machinery.
      • Agricultural Products: Tractors, irrigation systems.
      • Oil & Gas Equipment: Pipes, drilling components.
    • Cold Call or Visit Strategically
      • Contact: Ask for the shipping or logistics manager.
      • Sample Pitch:
        “Hi, I’m [Name] with [Company]. We’re a local carrier with [X] flatbed trucks, fully insured and reliable. I’d love to discuss how we can…”
  • Trade Shows = Goldmines:
    • Attend niche events (food, construction, medical). Prep: Research attendees, send pre-show emails, and book quick chats.
  • Use Targeted Search Terms
    • Find prospects faster with Google/directory searches like:
      • “Steel fabricators [Your City]”
      • “Building materials distributors [Region]”
      • “Industrial manufacturers near me”
  • Leverage Online Directories
    • Thomasnet: Industrial suppliers and manufacturers.
    • Manta: Local business listings.

Protect Your Business: Fraud & Safety.

Combat Rising Risks

  • By the Numbers:
    • $35B lost yearly to cargo theft (1,500% spike since 2021).
    • Top Threats: Impersonation, stolen MC numbers, phishing.
  • Act now:
    • Verify Everything: Check MC numbers via FMCSA’s SAFER System.
    • Use Tech: Secure TMS tools encrypt data and flag fraud.
    • Train Teams: Spot spoofed calls/emails. Require verbal confirmation for load changes.

Final Takeaways & Next Steps

The trucking industry’s challenges—economic uncertainty, rising fraud, and broker dependency—demand bold, strategic action. Small carriers can dominate by pivoting to direct shippers in high-value sectors (construction, agriculture, oil/gas), automating operations with AI tools like TMS platforms, and adopting proactive fraud safeguards. These steps unlock predictable revenue, protect margins, and free you to focus on growth, not just survival.

Watch the full recording below!

 

 

Ready to revolutionize your business?
Truckpedia’s TMS is engineered for carriers like you, offering:

  • Automated dispatching to reclaim 20+ hours weekly.
  • Real-time profit tracking per truck, lane, and load.
  • Fraud detection tools to safeguard every shipment.

Stop hustling—start scaling.

👉 Get a Truckpedia TMS Demo Now—Transform challenges into opportunities. Your fleet’s future starts here.

 

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