Small trucking companies are employing strategies focused on cost control, building customer relationships, and selective technology adoption to survive. Emerging from a 27-month recession, the previous two years have been particularly challenging for all fleets, with medium and small carriers feeling the brunt of the downturn.
At a panel during the annual Truckload Carrier Association convention in Phoenix, Arizona, executives from U.S.-based companies Trailiner Corporation, K&J Trucking, and Brown Dog Carriers shared how they have navigated increasing costs and changing freight demands.
Cost Management Strategies
With declining rates and rising expenses, small carriers have had to critically re-evaluate their cost structures. Amber Edmondson, CEO of Trailiner Corporation, mentioned that her company adapted by extending the lifespan of its equipment and outsourcing certain operations. “We extended the life of our equipment and adjusted shop hours, ensuring proper maintenance,” she explained.
Michelle Koch, president of K&J Trucking, also emphasized cost management through improved technology and operational efficiency. Her company continues to use its transportation management system (TMS) from the 1990s while consistently investing in new technologies to enhance operations. “Our best tech investment has been in truck safety and driver coaching, which has significantly benefitted us,” Koch noted.
Freight Strategy Adjustments
A significant challenge faced by small carriers has been balancing their freight mix between contract and spot market loads. Trailiner, which previously relied on 90% contract loads, has adjusted to a 75/25 split. “I don’t enjoy this shift,” Edmondson admitted, highlighting efforts to diversify beyond their main produce freight segment for more stable, year-round business.
K&J Trucking maintains a blend of contract and spot freight, integrating operator feedback to determine preferred lanes and freight types. “You have to adapt and cater to customer needs,” said Koch. Meanwhile, Brown Dog has stepped away from spot market loads and relies solely on dedicated grocery contracts.
Cautious Equipment Investment
As Brown Dog sticks to its equipment leasing model, Trailiner and K&J Trucking are taking different routes regarding fleet updates. Trailiner is returning to its trade cycle after a two-year pause, while K&J has turned to late-model used equipment in 2024, although Koch expressed hesitance about new truck orders despite a 20% fleet growth during the downturn.
K&J’s acquisition of a smaller truck line aimed at expanding its customer base has also served as a learning opportunity, especially regarding the hidden costs of maintaining the new fleet. “We learned that sellers aren’t always honest about equipment conditions,” Koch shared, reflecting on their experiences.
Insurance Rate Navigation
In addition to operational changes, rising insurance costs are creating further financial challenges for small carriers. Companies are re-evaluating their coverage strategies, joining captive insurance programs, or renegotiating with insurance providers. Trailiner’s decision to join a captive insurance program in 2021 has provided more control over risk management, while Brown Dog seeks to join one by 2025 after reducing its insurance premiums through an effective connection.
In contrast, K&J Trucking has chosen to remain in the standard insurance market, maintaining a long-standing relationship with its current provider, which has proven beneficial. “We’ve stuck with the same insurance company for nearly a decade, given our low loss ratio,” Koch concluded, highlighting the importance of stable partnerships in a rate-driven industry.
