How to Negotiate TONU Fees
Canceled loads shouldn't mean lost money. Learn how to negotiate $200-500 TONU fees so you get paid even when the freight falls through.
O TruckingHow to Negotiate TONU: Get Paid for Canceled Loads
What is TONU?
TONU (Truck Ordered Not Used) is a fee paid to carriers when a load is canceled after dispatch, or when the driver arrives and the load isn't available. It compensates for deadhead miles, lost time, and opportunity cost.
6 Steps to Negotiate TONU
Include TONU in Rate Negotiation
Before accepting ANY load, ask: 'What is the TONU policy if this load cancels?' Don't assume you're covered. Get the specific dollar amount confirmed.
- Ask before booking, not after
- Get specific dollar amount
- Confirm cutoff time window
- Put it on the rate confirmation
Know Standard TONU Rates
Industry standard TONU is $200-300 flat fee or 50% of line haul, whichever is higher. Premium carriers get $400-500. Never accept less than $150.
- Minimum: $150-200
- Standard: $200-300
- Premium: $400-500
- Or 50% of line haul
Define Trigger Conditions
TONU applies when: load cancels after dispatch, you arrive and load isn't ready, load doesn't exist, or shipper refuses to load. Define these scenarios clearly.
- Cancellation after dispatch
- Load not ready at arrival
- Freight doesn't exist
- Shipper refusal
Set a Clear Cutoff Time
Standard cutoff is 4-6 hours before pickup. After cutoff, TONU applies. Some carriers negotiate 12-24 hour windows for long deadheads.
- Standard: 4-6 hour cutoff
- Long deadhead: 12-24 hours
- After cutoff = TONU owed
- Time zone clarity important
Get It in Writing
The rate confirmation MUST include TONU terms: dollar amount, cutoff time, and conditions. Screenshot everything. Verbal promises won't get you paid.
- Written on rate confirmation
- Specific dollar amount
- Cutoff time stated
- Conditions defined
Document & Enforce
When a load cancels, document immediately: screenshot the cancellation message, note the time, and invoice within 24 hours. Don't let brokers wiggle out.
- Screenshot cancellation
- Note exact time
- Invoice within 24 hours
- Reference rate con terms
When Does TONU Apply?
Load cancels 2 hours before pickup
TONU: Yes — Inside the cutoff window. Full TONU applies.
You arrive, freight isn't ready
TONU: Yes — You made the trip. TONU or wait for detention—your choice.
Load cancels 24 hours in advance
TONU: No — Outside standard cutoff. No TONU unless negotiated differently.
Shipper says 'wrong truck' and refuses
TONU: Yes — Not your fault. TONU applies for wasted trip.
You cancel due to truck breakdown
TONU: No — Carrier-caused cancellation. No TONU owed to you.
Weather delay, load rescheduled
TONU: Maybe — Negotiate layover or partial TONU. Situation-dependent.
Sample TONU Language for Rate Confirmation
TONU POLICY: In the event of cancellation within 6 hours of scheduled pickup, or if carrier arrives and load is not available/ready, a Truck Ordered Not Used (TONU) fee of $300.00 will apply. Carrier to provide documentation including arrival time and cancellation confirmation for TONU payment.
Copy and customize this language for your rate negotiations.
We Include TONU on Every Load
Our dispatch team negotiates TONU protection into every rate confirmation. If a load cancels, you get paid. No exceptions.