Negotiating accessorial pay: get paid for every extra service

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You just booked a great load: $2,400 for 800 miles. The math works perfect.

Then you arrive at pickup:

"Oh yeah, you'll need to tarp this. And there's actually 3 stops, not 1. And the last stop... they're slow, you might wait a few hours."

You just did $400 worth of extra work for free.

Because you didn't negotiate accessorial pay upfront.

Here's what most brokers won't tell you: Every extra service you provide - tarping, lumper fees, extra stops, detention - should be paid separately.

But if you don't ask for it BEFORE accepting the load, you won't get it.

This guide shows you exactly how to negotiate accessorial pay so you get paid fairly for every service you provide.

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What is accessorial pay?

Simple definition: Additional charges for services beyond standard pickup and delivery.

Standard load:

• One pickup location
• One delivery location
• No special equipment needed
• Load/unload within 2 hours
• Freight stays covered/secured as-is

Accessorial = anything extra:

• Tarping
• Lumper fees
• Extra stops
• Detention time
• TONU (cancelled loads)
• Layover/repower
• Inside delivery
• Liftgate service
• Hazmat handling

The principle: Extra work = extra pay. Always.

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Types of accessorial pay and standard rates

Lumper fees:

What it is: Fee paid to third-party unloading service at warehouses.

Typical cost: $200-$600 per load

Who pays: Shipper/broker should reimburse you

How it works:

1. You arrive at warehouse
2. They require lumper service (you can't unload yourself)
3. Lumper charges $350
4. You pay lumper, get receipt
5. Broker reimburses you

The problem: Some brokers claim "lumper fees included in rate" but they're not.

Before accepting a load, ask: "Does this require a lumper service? What's the reimbursement process? Do I pay upfront and get reimbursed, or does the shipper pay directly?"

Watch for red flag responses. If they say "Just handle it and we'll see," that's a no—get it in writing. If they say "It's included in the rate," ask "How much is allocated for lumpers?" If they say "We don't reimburse lumpers," walk away or demand a higher base rate. Standard practice is 100% reimbursement with a receipt, or the shipper pays directly.

Tarp pay:

What it is: Fee for securing freight with tarps.

Standard rates:

• 1 tarp: $50-75
• 2 tarps: $100-150
• 3+ tarps: $150-200
• Specialty tarping (coils, machinery): $150-300

When needed:

• Flatbed loads exposed to weather
• Some step deck loads
• Certain dry van loads with special requirements

When the broker mentions tarping, ask: "How many tarps does this require?" If they say "Probably 2," tell them "I'll need $125 tarp pay added to the rate." Don't ask—tell. Tarping is labor, time, and equipment cost.

If the broker resists, explain: "I need to climb on the load, secure tarps, then remove and fold them at delivery. That's 45 minutes of work plus tarp wear. $125 is standard." Agree on tarp pay before the rate confirmation is sent. Get it in writing.

Detention pay:

Detention is compensation for waiting beyond free time. Standard terms are 2 hours free time for loading/unloading, then $25-50 per hour after, with some premium loads paying $75-100/hour.

Example: You arrive at the warehouse at 8am, start loading at 8:30am, and finish at 12:30pm (4.5 hours total). With 2 hours free, you're owed 2.5 hours of detention at $50/hour, which equals $125.

Most brokers don't offer detention pay unless you demand it upfront. Before accepting a load, ask: "What's the detention policy?" If they say "We'll work with you if there are issues," respond: "I need it in writing: 2 hours free, then $50 per hour. Can you confirm?" Get it in the rate confirmation. If it's not written, you won't get paid.

At pickup or delivery, document your arrival time, when loading/unloading actually starts, when it finishes, and take photos of timestamps if possible. After delivery, if you had detention, email the broker: "I had 3 hours detention at XYZ Warehouse. Per our agreement, that's $150. Please add to invoice."

Extra stops:

Extra stops are additional pickup or delivery locations beyond the original stop. Standard rates are $50-100 for the first extra stop, then $50-75 for each additional stop, depending on distance between stops.

When the broker mentions extra stops, respond immediately. If they say "Oh, can you also grab a partial at ABC Company? It's on the way" and the extra distance is 20 miles, tell them: "I'll need $75 for the extra stop—additional time, fuel, and detention risk."

Don't let brokers minimize it by saying "It's on the way" (it's still extra time and risk), "It's only a few pallets" (still an extra stop), or "Quick in and out" (they never are). Calculate the actual cost: Extra 20 miles off route costs about $35 in fuel (40 miles round trip), extra 1 hour is roughly $100 opportunity cost, plus detention risk increases with more stops. Minimum extra stop pay should be $75-100.

TONU (truck ordered not used):

TONU is compensation when a load is cancelled after you've been dispatched. Standard rates are $0-50 if cancelled before you leave, $100-200 if cancelled while en route, and $200-400 if cancelled after arrival (depends on deadhead miles).

Before accepting a load, ask: "What's the TONU policy if this load cancels?" If they say "We don't usually have cancellations," respond: "I understand, but I need protection: $200 TONU if cancelled after dispatch, $300 if cancelled after I arrive." Put it in the rate confirmation.

If a load cancels without a TONU agreement, tell them: "I deadheaded 80 miles for this load that cancelled. I need $150 TONU compensation." Be firm. If they refuse, report them to your factoring company or avoid them in the future.

Layover pay:

Layover pay is compensation for waiting overnight due to shipper/receiver delays. Standard rate is $100-150 per day. It applies when the appointment is delayed to the next day and it's not your fault (mechanical breakdown doesn't count)—essentially when you're stuck waiting. Tell the broker: "If this load requires me to wait overnight due to warehouse delays, I'll need $125 layover pay per day."

Other accessorials:

Less common but still billable: Inside delivery ($50-150) for bringing freight into the building instead of dock-level delivery. Liftgate service ($50-100) if you have and need to use a liftgate. Team service (20-30% premium) if the load requires team drivers. Hazmat ($50-150) for additional liability and paperwork. Overweight/oversize ($100-500) for permits, escorts, and route restrictions.

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The negotiation framework

Ask questions before accepting the load. Your checklist: "Does this load require tarping? How many tarps? Are there any lumper fees? Is this a single pickup and delivery, or multiple stops? What's the detention policy? What's the TONU policy? Any special equipment or services required?"

Calculate your accessorial fees. Example: Base load $2,400 + tarping (2 tarps) $125 + potential detention (high-risk receiver) $50/hour after 2 hours + lumper fee reimbursement up to $400 = total potential $2,975+.

State your requirements clearly. Don't ask permission—state terms. Wrong: "Can I get tarp pay?" Right: "I'll need $125 tarp pay for this load." Wrong: "What if there's detention?" Right: "My detention terms are $50/hour after 2 hours free time."

Get it in writing. The rate confirmation must include: Base rate $2,400, tarp pay $125, detention $50/hour after 2 hours, lumper reimbursement actual cost, TONU $200, total $2,525 + lumper + any detention. If it's not in the rate confirmation, you won't get paid.

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Common broker tactics (and how to counter)

"It's included in the rate." They mean we're not paying extra. Respond: "I need it broken out separately. What amount is allocated for tarping/detention/lumpers?" If they can't specify an amount, it's not included.

"We'll work with you if issues arise." This means they won't pay unless you fight for it. Respond: "I appreciate that, but I need the terms in the rate confirmation upfront so we're both clear."

"That's not standard in this industry." They're hoping you don't know better. Respond: "It's standard for my company. These are my terms for this load." Then be willing to walk away.

"The shipper won't pay for that." They don't want to reduce their margin. Respond: "I understand. Then I'll need to pass on this load. The extra work requires compensation." Watch them suddenly "find" the money.

"You didn't mention that when you booked." They're saying you should have asked. Prevention: Send a follow-up email immediately after the call stating: "Per our discussion: Base rate $2,400, 2-tarp pay $125, detention $50/hr after 2 hours, lumper reimbursement full. Please confirm the rate confirmation reflects these terms."

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Real-world examples

The tarp trap:

Initial offer:

Load: Seattle → Denver
Miles: 1,300
Rate: $3,200 ($2.46/mile)

Sounds good. You accept.

Broker sends rate confirmation:

Rate: $3,200
Notes: "Driver responsible for tarping"

No tarp pay mentioned.

You call back:

YOU: "I see tarping is required but no tarp pay listed."
BROKER: "It's included in the rate."
YOU: "Please specify the amount for tarping."
BROKER: "We don't break it out."
YOU: "Then I need $125 added, or I can't haul this load."
BROKER: [pause] "Let me check with my manager."
[5 minutes later]
BROKER: "Okay, we can do $3,325 total."

Result: You just made $125 by asking.

Example 2: The Detention Disaster

You booked a load: $2,800

Delivery appointment: 8 AM

Reality:

• Arrived: 8:00 AM
• Waited in line: Until 10:30 AM
• Started unloading: 10:30 AM
• Finished unloading: 12:30 PM
• Total time: 4.5 hours

If you negotiated detention ($50/hr after 2 hours):

2.5 hours detention × $50 = $125 extra
Total: $2,925

If you didn't negotiate detention:

Total: $2,800
You lost: $125 + 2.5 hours of your life

Example 3: The Extra Stop Surprise

Load booked:

Pickup: Chicago
Delivery: Atlanta
Rate: $2,600

Rate con arrives:

Pickup 1: Chicago (full load)
Pickup 2: Indianapolis (partial)
Delivery: Atlanta
Rate: $2,600 (same)

You call:

YOU: "The rate con shows 2 pickups. We discussed 1 pickup."
BROKER: "Oh yeah, we added another pickup. It's on the way, no big deal."
YOU: "Indianapolis is 180 miles out of route. I need $100 for the extra stop."
BROKER: "Come on, it's barely off route."
YOU: "It's an extra 180 miles and 2 more hours minimum. $100 or I need to decline this load."
BROKER: "Fine, $2,700 total."

Result: $100 extra + you set a boundary.

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Building a Personal Accessorial Rate Sheet

Create a document with your standard rates:

[YOUR COMPANY] ACCESSORIAL RATES

Tarping:
- 1-2 tarps: $125
- 3+ tarps: $175
- Specialty/coil: $250

Detention:
- Free time: 2 hours
- After 2 hours: $50/hour
- Overnight detention: $125/day

Extra Stops:
- First extra stop: $100
- Each additional: $75

Lumper Fees:
- 100% reimbursement with receipt

TONU:
- Before dispatch: $50
- After dispatch: $200
- After arrival: $300

Layover: $125/day

Inside Delivery: $100
Liftgate Service: $75
Hazmat: $150

Email this to brokers when discussing loads requiring accessorials.

This positions you as professional and non-negotiable.

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When Brokers Refuse to Pay

Option 1: Walk Away

If broker won't agree to fair accessorial pay, decline the load.

It's better to say no than to work for free.

Option 2: Negotiate Base Rate Higher

If they won't pay accessorials separately:

YOU: "If you can't pay tarping separately, I need the base rate at $3,400 instead of $3,200 to cover it."

Sometimes brokers prefer one lump sum.

Option 3: Block and Move On

If broker is consistently difficult about accessorials:

• Add them to your blocked list
• Never haul for them again
• Share experience with other drivers

Life's too short for bad brokers.

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How FF Dispatch Handles Accessorials

Here's what we do differently:

We Negotiate Accessorials Upfront

Before presenting you a load, we've already: ✓ Confirmed tarp pay in writing ✓ Secured detention terms ✓ Verified lumper reimbursement ✓ Negotiated TONU protection

You never have to fight for what you're owed.

We Know Exactly What to Charge

Our rates (from 3+ years of data):

• Tarping: $125-175 depending on complexity
• Detention: $50-75/hour (we get higher rates)
• Extra stops: $100 minimum
• TONU: $200-400 depending on deadhead

We know what the market pays, and we get it.

We Document Everything

We ensure:

• All accessorial pay is in the rate confirmation
• You have written proof for any claims
• Brokers can't dispute charges later

You focus on driving, we handle the paperwork.

We Chase Payment

If brokers try to avoid paying detention or other accessorials:

• We follow up immediately
• We leverage our relationships
• We know which brokers always pay and which fight

Our clients collect 95%+ of accessorial charges vs 60-70% for most owner operators.

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The Bottom Line

Accessorial pay can add $500-1,500 per month to your revenue.

But only if you:

1. Know what to charge
2. Negotiate upfront
3. Get it in writing
4. Follow up for payment

Every load should pay you fairly for every service you provide.

If you're tired of working for free and want someone who negotiates accessorials professionally, we can help.

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Ready to Stop Leaving Money on the Table?

Negotiating accessorials is exhausting:

• Brokers resist
• You have to ask for everything
• They try to lowball every charge
• You spend hours chasing unpaid detention

What if someone else handled all of this?

What FF Dispatch Offers:

✅ Professional negotiation - We get tarp pay, detention, and TONU in writing before presenting loads ✅ Higher accessorial rates - We know market rates and don't accept lowball offers ✅ Documentation management - Everything in writing, no disputes later ✅ Payment collection - We chase every accessorial charge until paid ✅ Transparent pricing - You see exactly what we negotiated (7% average fee) ✅ No long-term contract - Month-to-month, cancel anytime

Our clients typically collect $500-1,000 more per month in accessorials because we know what to charge and how to get paid.

See How Much More You Could Earn →

Talk to Our Dispatch Team (No Pressure) →

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Final Thoughts

Accessorial pay isn't "extra" money. It's fair compensation for extra work.

Every time you tarp a load without tarp pay, you lose $125.

Every time you wait 4 hours without detention pay, you lose $100-200.

Every time a load cancels without TONU, you lose $200-300.

This adds up to thousands per month.

Start negotiating accessorials on every single load. Get it in writing. And don't work for free.

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Related Posts:

• How to Negotiate Broker Rates Like a Pro
• What Rate Per Mile Should You Accept?
• Understanding Detention Pay in Trucking
• TONU Loads: Getting Paid When Loads Get Cancelled
• Understanding Fuel Surcharges: What Every Owner Operator Should Know

Action Steps:

1. Create your personal accessorial rate sheet
2. Ask about accessorials BEFORE accepting every load
3. Get all accessorial terms in the rate confirmation
4. Document detention time with photos/timestamps
5. Follow up immediately for any unpaid accessorials

Remember: You're not being difficult. You're being professional. Brokers who balk at fair accessorial pay aren't worth working with.

Sources:

• Truckstop - 25 Accessorial Charges Every Shipper Needs to Consider - Industry accessorial rates
• ATS - Accessorial Charges 101 - Trucking industry surcharges
• Apex Capital - Lumper Fees in Trucking - Lumper fee ranges
• Owner operator accessorial pay discussions from TruckersReport.com forums
• Broker contract analysis and accessorial benchmarks (2025-2026)