How to Negotiate Detention Pay with Brokers

Why You Must Negotiate Detention Before the Load

Brokers budget for detention pay. If you don't negotiate it upfront, the broker keeps that money when you wait. But here's the key insight: brokers respond to the same negotiation dynamics as any business. They want reliable carriers who show up on time, deliver without issues, and communicate professionally. Use that leverage.

1. 1Understand your baseline: minimum $50/hr after 2 hours free time
2. 2Check the lane and facility reputation — slow facilities need higher detention rates
3. 3Know your walk-away number: $35/hr after 2 hours free is the absolute floor

Script 1: Before Accepting the Load (Phone)

1. 1Broker: 'I've got a load for you, $2.50/mile, 500 miles, pickup tomorrow.'
2. 2You: 'Sounds good — what's the detention on this one? I need $50/hr after 2 hours free at both pickup and delivery.'
3. 3If they hesitate: 'I always ask upfront so there's no confusion later. It's standard on all my loads.'
4. 4If they say 'we don't pay detention': 'I understand, but I have to factor wait time into my rate. Can we bump the line haul to $2.70 to cover expected waiting?'

Script 2: When the Rate Is Too Low

1. 1Broker: 'Best I can do is $35/hr detention.'
2. 2You: 'My operating cost is $50/hr when I'm sitting. Can we meet at $45? I'll prioritize your loads when you have tight appointments.'
3. 3If they won't budge: 'Understood. Let's put an 8-hour daily cap so we both have a limit. If I'm there longer than 8 hours, we revisit at $50.'
4. 4Key leverage: offer volume commitment in exchange for better detention terms

Script 3: Pushing Back on 'Free Time' Manipulation

1. 1Some brokers use '4 hours combined free time' instead of '2 hours free at pickup + 2 hours at delivery'
2. 2You: 'I see this says 4 hours combined. Can we split that — 2 hours at pickup and 2 hours at delivery? A 4-hour wait at one location is too much.'
3. 3The difference: with combined free time, you could wait 3 hours at pickup (still within free time) and only bill 1 hour of detention. With split, you bill 1 hour at pickup AND 1 hour at delivery.

When to Walk Away

1. 1If a broker consistently refuses any detention terms, they know their facilities are slow
2. 2Run the numbers: 4 hours wait × $0 detention = $200+ lost per visit on a $2.50/mile, 500-mile load
3. 3Facilities that average 3+ hours of detention and no detention pay effectively cut your effective rate by $0.20-0.40/mile
4. 4A broker who won't negotiate detention won't negotiate anything else either — is this the partner you want?

How TruckerProfit Helps

Detention DashboardOpen

1. 1TruckerProfit stores your preferred detention rate and free hours in settings
2. 2When you create a detention claim, the system uses these preferences automatically
3. 3The auto-tune feature analyzes paid claims and adjusts your rates based on what brokers actually pay
4. 4Shared broker pool shows you what detention rates other carriers are getting from the same broker — giving you real negotiation leverage