Guide
Load board vs direct customers: compare profit, not rate
A board load often shows the bigger number. The direct load often leaves more in your pocket. The difference hides in empty miles and fees.
In short
- Compare the two on profit per load, using all miles and your own cost per mile.
- Add the share of any board subscription or fee to each board load.
- Look at days to pay too. A faster payer ties up less of your cash.
- This is a method. We name no board and quote no fees. Use yours.
Hook. In the example, the board load pays $100 more and leaves $23.00 less. The 60 extra empty miles and the fee ate the gap.
What the headline rate leaves out
Rate is what you see. Profit is what you keep. The gap between them is empty miles to the pickup, any fee you pay to find the load, and the days you wait for the money.
The figure shows profit per load for one invented board load and one invented direct load. The board bar is shorter even though its rate is higher.
Use your own cost per mile. Our true RPM guide shows how to count all miles. The load profit tool does the arithmetic per load.
Run the comparison in five steps
Pick two real loads
One from a board, one from a direct customer, on similar miles.
Count all miles
Loaded miles plus the empty miles to the pickup.
Apply your cost per mile
Multiply all miles by the cost per mile you computed from your own books.
Subtract the fee share
Divide any board fee by the loads you booked through it.
Check days to pay
Write the days. Compare with days to cash.
Side by side
| Line | Board load | Direct load |
|---|---|---|
| Rate | $1,150 | $1,050 |
| Loaded miles | 500 | 500 |
| Empty miles to pickup | 80 | 20 |
| All miles | 580 | 520 |
| Cost at $1.95 an all mile | $1,131.00 | $1,014.00 |
| Board fee share per load | $6 | $0 |
| Profit per load | $13.00 | $36.00 |
| Rate per all mile | $1.98 | $2.02 |
| Days to pay | 35 | 30 |
The comparison also works the other way. If a direct customer pays less per mile but keeps your truck loaded near home, the empty miles you avoid can outweigh the rate gap. Put both loads on the same sheet and let the profit column decide. Add days to pay as a tiebreaker, as in the broker scorecard.
Worked example EXAMPLE VALUES
Example data. Both loads run 500 loaded miles. The cost per all mile is an invented $1.95. The board fee share is an invented $6 per load.
| Step | Board load | Direct load |
|---|---|---|
| All miles x $1.95 | $1,131.00 | $1,014.00 |
| Rate minus cost | $19.00 | $36.00 |
| Minus board fee share | $13.00 | $36.00 |
The board load also pays 5 days later in the example. We do not price that, because the cost of waiting depends on how you fund the gap. If you want a number, use the factoring cost tool on your own figures.
One load is a sample, not a verdict. Run 10 of each before you change how you find freight.
Where it goes wrong
- Comparing rate per loaded mile. It hides the empty miles you drive to get there.
- Ignoring the fee. A small fee per load adds up if you book many loads.
- Using one load. Spot rates move. Compare a set.
- Treating direct as risk-free. Check authority and credit for direct customers as you would for a broker.
The formula
Use the same cost per mile for both loads unless you know one costs more.
Your numbers decide
All figures are invented. Direct customers bring their own terms and credit risk. Read each contract and verify it with a professional where needed.
We do not give legal, tax or financial advice. Your contracts come first.
Questions
Is a direct customer always better?
No. The example is one pair of loads. Run your own.
Where do I get my cost per mile?
From your own books. See the cost per mile tool.
How do I split a monthly board fee?
Divide it by the loads you booked through that board in the month.
Should I count days to pay?
Yes, as a second column. Pricing it needs your own funding cost.
Related: true RPM, deadhead miles, broker scorecard, lane scorecard, days to cash, all guides.
See what your last 20 loads show.
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