How to Write A Truck (Freight) Broker and Dispatcher Business Plan

Part of our "How to Write" Industry Specific Business Plan Series

Why Freight Brokers Fail Without a Business Plan

There are many reasons why truck and freight broker and dispatch businesses fail without a well-written business plan, but most of them come down to losing control of money and margins. Brokers often take on credit lines, software contracts, and marketing expenses without knowing whether commission income will cover those obligations. Without a clear competitive advantage—such as niche lanes, carrier relationships, or specialized shipper accounts—the business becomes stuck competing on price alone. Poorly negotiated carrier rates, factoring fees, and shipper payment terms quietly drain profits even when loads keep moving. By applying the steps below, business owners protect cash flow and reduce risk instead of letting growth turn into financial stress.

Here’s a powerful way to view freight brokerage: it is a financial business disguised as logistics. The industry is known for earning commissions by arbitraging freight rates between shippers and carriers. Tools like DAT, Truckstop.com, and modern TMS platforms expose where rates spike and capacity tightens. Smart brokers exploit these gaps by locking in shippers before rates move. Strong carrier networks then allow them to move freight reliably while protecting margin. The winners monetize timing, not just transportation.

Freight brokers operate under FMCSA authority and must maintain a $75,000 surety bond or trust fund to legally broker loads. This requirement protects carriers against nonpayment but creates a major capital burden for new brokers. Factoring fees, credit limits, and shipper payment terms directly affect how much working capital is required. Brokers who fail to model these regulatory and financial constraints often run out of cash even when freight volume is high.

Company Description – What to Include (Truck/Freight Broker and Dispatch)

The Company Description for a truck and freight broker or dispatch business should clearly explain what type of brokerage the company operates and how it earns revenue. It should identify whether the business focuses on full truckload, LTL, hotshot, or specialized freight, and how loads are sourced through shippers, brokers, or load boards. This section should also describe the company’s carrier network, technology platforms, and compliance approach. Ownership structure, management experience, and growth goals should be outlined so lenders understand how the brokerage will scale while maintaining strong margins and reliable service.

Sample Company Description – ABC XYZ

ABC XYZ is a truck and freight broker and dispatch company that connects shippers with qualified carriers across regional and national lanes. The company specializes in time-sensitive and high-demand freight, using digital load boards and a growing carrier network to secure competitive rates. ABC XYZ generates revenue through commission-based brokerage fees and dispatch services for independent owner-operators. By focusing on fast response times, strong carrier relationships, and disciplined pricing, the company aims to build a reliable, scalable brokerage platform that delivers consistent profit and long-term customer loyalty.

Expert Writer Tip

In freight brokerage, clearly explain how you source both shippers and carriers, because that balance is what ultimately controls your margins.

Marketing and Sales – What to Include (Truck/Freight Broker and Dispatch)

The Marketing and Sales section should explain how a freight broker or dispatch company will attract both shippers and carriers. It should outline lead sources such as direct sales calls, digital marketing, load boards, and industry referrals. This section should describe how the company positions itself, whether through niche lanes, specialized freight, or faster service. Pricing strategy, commission structure, and how quotes are generated should also be included. Lenders want to see how loads will be consistently booked and how the brokerage will convert one-time customers into long-term accounts.

Sample Marketing and Sales – ABC XYZ

ABC XYZ will market its brokerage services directly to small and mid-sized shippers that need reliable, flexible freight solutions. The company will use targeted email outreach, phone sales, and online advertising to generate shipper leads. Load boards such as DAT and Truckstop will be used to source carriers and match capacity quickly. ABC XYZ will focus on competitive pricing, fast response times, and strong communication to build repeat business. Long-term contracts will be pursued once consistent service and trust are established.

Expert Writer Tip

In freight brokerage, your sales strategy should explain how you win both sides of the deal—shippers and carriers—at the same time.

Vision Statement – What to Include (Truck/Freight Broker and Dispatch)

The Vision Statement should describe where a truck and freight broker or dispatch company intends to be in the future and how it will compete in the logistics market. It should explain the long-term goals for growth, market position, and service quality. This section should highlight how the company plans to build strong shipper and carrier relationships, expand into new lanes or industries, and use technology to improve efficiency. For a company like ABC XYZ, the vision should show how the brokerage will evolve from a startup into a trusted, scalable logistics partner.

Sample Vision Statement – ABC XYZ

ABC XYZ envisions becoming a nationally recognized truck and freight brokerage known for reliability, transparency, and smart logistics solutions. The company aims to build a strong network of trusted carriers and long-term shipper relationships that allow it to move freight efficiently across multiple regions. By investing in technology, data-driven pricing, and skilled dispatch professionals, ABC XYZ plans to improve margins while delivering consistent service. The long-term goal is to grow into a multi-lane, high-volume brokerage that offers stable opportunities for carriers and dependable solutions for shippers.

Expert Writer Tip

In freight brokerage, your vision should show how you will grow without sacrificing carrier trust or margin control.

Profit and Loss – What to Include (Truck/Freight Broker and Dispatch)

The Profit and Loss section should show how a freight broker or dispatch company turns booked loads into actual profit. It should list gross brokerage revenue from shipper payments and then subtract carrier payments, factoring fees, and chargebacks to show gross margin. Operating expenses such as TMS software, load boards, sales commissions, insurance, and office costs should be detailed. This section should also reflect bad debt risk from slow-paying shippers and seasonality in freight volumes. For ABC XYZ, lenders will want to see consistent margins and a clear path to scalable profitability.

Sample Profit and Loss – ABC XYZ

ABC XYZ projects gross monthly brokerage revenue of $250,000 from shipper payments for booked freight. Carrier payments are expected to average $225,000, producing a gross margin of $25,000. Operating expenses, including TMS software, load boards, marketing, insurance, and office costs, are budgeted at $12,000 per month. This results in a projected net operating profit of $13,000. Factoring fees and bad debt allowances are included to reflect real-world payment risk, ensuring the financials remain conservative and credible.

Expert Writer Tip

In freight brokerage, always show gross margin before expenses—investors care more about spread than total revenue.