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
Key Takeaways
- TONU is a negotiated contract term, not a federal requirement — a broker only owes it if it is written on the rate confirmation you agreed to.
- Standard TONU runs $200–$300 flat; premium or long-deadhead loads negotiate $400–$500, or 50% of line haul, whichever is higher.
- Lock the dollar amount, cutoff time (typically 4–6 hours before pickup), and trigger conditions in writing before you accept the load.
- TONU and detention usually cannot both be billed for the same event — if freight isn't ready, you choose one: collect TONU and leave, or wait and bill detention.
- When a load cancels, screenshot the cancellation with a timestamp, keep arrival proof, and invoice within 24 hours referencing the exact rate-con clause.
Ahmad Qazi
Founder & CEO, O Trucking LLC
Written by Ahmad Qazi, founder of O Trucking LLC, drawing on 9+ years dispatching for owner-operators. Learn more about us.
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.
Common TONU mistakes that cost carriers money
- Accepting a load on a verbal TONU promise — if it isn't on the signed rate confirmation, it's generally unenforceable.
- Leaving the cutoff window and trigger conditions vague, so the broker argues the cancellation falls outside it.
- Trying to bill TONU and detention for the same event instead of choosing one.
- Failing to timestamp the cancellation and arrival proof, then invoicing late — weak documentation is the easiest reason for a broker to deny payment.
- Not confirming the time zone on the cutoff, which lets a broker claim the cancellation came before the window closed.
TONU Negotiation FAQ
What is a typical TONU fee in 2026?
Most brokers pay a flat TONU of $200-$300, while premium or long-deadhead loads negotiate $400-$500, or 50% of the line haul, whichever is higher. There is no federally mandated TONU amount, so the only rate that matters is the one written on your rate confirmation before you accept the load.
Is a broker legally required to pay TONU?
No. TONU is a negotiated contract term, not a federal requirement. A broker only owes it if it is written on the rate confirmation you both agreed to. If the rate con is silent on TONU and a load cancels after dispatch, you generally have no enforceable claim, which is why you must lock the amount, cutoff, and trigger conditions in writing first.
Can I charge TONU and detention on the same load?
Usually not for the same event. TONU compensates a canceled or non-existent load, while detention compensates excessive wait time on a load that actually exists. If you arrive and freight is not ready, you typically choose one: collect TONU and leave, or wait and bill detention once the free-time window expires.
What documentation do I need to get paid TONU?
Keep the signed rate confirmation showing the TONU term, a screenshot or email of the cancellation with a timestamp, and your arrival proof (GPS, gate log, or photos) if you drove to the shipper. Invoice within 24 hours and reference the exact TONU clause from the rate con.
Keep negotiating every line item
TONU is one piece of a strong rate confirmation. See current TONU rates for 2026, then lock in the rest of your accessorials: how to negotiate detention pay, deadhead pay negotiation, and the full rate confirmation negotiation checklist. If a broker refuses to honor agreed terms, review your options for rate confirmation disputes.
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.