🚛
Negotiating Rates12 min read•February 2, 2026

TONU loads: getting paid when loads get cancelled

Load got cancelled? Learn how to get TONU pay ($100-300) when brokers cancel loads. Includes negotiation scripts, documentation, and how to avoid getting screwed.

TONU truckingtruck ordered not usedcancelled load payTONU rates

Want us to handle the hard parts?

FF Dispatch finds loads, negotiates rates, and handles broker communication.

You deadheaded 250 miles to the shipper. You're 10 miles away. Your phone rings.

"Hey, sorry, shipper just cancelled the load. Don't go to pickup."

You just drove 250 miles for nothing. Zero revenue. But full expenses.

This is why TONU exists.

TONU = Truck Ordered Not Used

It's payment you should receive when a broker or shipper cancels a load after you've begun moving toward it.

The problem: Most brokers will NOT pay TONU unless you:

  1. Negotiated it upfront
  2. Have documentation
  3. Push hard for it

Industry estimates show owner operators lose $2,000-5,000 per year to unpaid TONU situations.

Let me show you exactly how to get paid when loads get cancelled.

What is TONU?

Simple definition: Payment for your time and expenses when a load gets cancelled after you've committed to it.

When TONU applies:

  • You accepted the load
  • You began moving toward pickup
  • Broker/shipper cancels before you pick up freight
  • OR you arrive and there's no freight to pick up

What it covers:

  • Deadhead miles already driven
  • Fuel cost
  • Your time
  • Opportunity cost (you turned down other loads)

Standard TONU Rates (2026)

Common rates (2026 industry data):

Minimal: $50-100

  • Barely covers fuel for deadhead
  • Better than nothing

Standard: $150-250

  • Covers most deadhead costs
  • Industry average for dry van

Good: $250-300

  • Covers deadhead plus opportunity cost
  • Fair compensation for most situations

Premium: $300-500+

  • For specialized equipment (reefer, flatbed, heavy haul)
  • Long deadhead situations
  • Complex TONU scenarios

Calculation factors:

  • How far you deadheaded
  • How long ago you committed (turned down other freight)
  • Whether you incurred other costs (tolls, etc.)

TONU scenarios (and what you should get)

Cancelled before you move: Broker books you at 5pm for an 8am pickup tomorrow, you turn down other loads, and they call at 7pm saying the shipper cancelled. You deadheaded 0 miles. Fair TONU: $50-100 because you lost the opportunity to book other freight even though you didn't actually drive.

Cancelled after short deadhead: Load picks up 75 miles away, you drive 50 miles toward it, and the broker calls saying it's cancelled. Fair TONU: $100-150 for 50 miles of deadhead, fuel, time, and lost opportunities.

Cancelled at pickup: You arrive at the shipper on time, check in, and they say "Sorry, there's no freight. It shipped yesterday." Fair TONU: $150-300+ depending on deadhead distance, since you drove the full deadhead, wasted time, and could have booked a backhaul from your previous delivery.

Partial load: Load was supposed to be 20 pallets but only 8 are ready when you arrive, and the rate was for a full truck. This is partial TONU—either take the partial load at a prorated rate plus TONU for the difference, or refuse the load and claim full TONU.

Shipper never had freight: Broker booked you for pickup, you arrive at the shipper, and they say "We never had freight for [broker name]. We don't know what you're talking about." This is broker fraud or incompetence. Claim full TONU: $200-400+. Document everything and consider not working with this broker again.

How to negotiate TONU upfront

Negotiate TONU terms when you book the load. Ask the broker: "What's the TONU if the load gets cancelled?" They might say "We pay $100 TONU if cancelled after dispatch." You respond: "I'm deadheading 180 miles to this pickup. If it gets cancelled after I'm moving, I need $200 TONU minimum." They'll counter with something like "Best I can do is $150." You agree: "That works. Please include that in the rate confirmation: '$150 TONU if cancelled after truck dispatched.'" And they confirm.

You just confirmed the TONU policy exists, negotiated based on your deadhead distance, got a specific number ($150), and requested it in writing. This 1-minute conversation protects you from losing hundreds of dollars.

What should be in your rate confirmation

Look for TONU clause:

Good TONU clause:

"Truck Ordered Not Used (TONU): $150 payable if load cancelled after carrier dispatched or after arrival at shipper. Paid within 7 business days."

Vague TONU clause (problem):

"TONU may be paid at broker's discretion."

Translation: You're not getting paid unless you fight.

No TONU clause:

  • This is a problem
  • Add it manually: "Please add TONU clause: $150 if cancelled after dispatch"
  • If they refuse: Consider walking away

Red flags during TONU negotiation

"We don't pay TONU." Walk away or demand a much higher load rate to compensate for the risk. Brokers who don't pay TONU don't value your time.

"We've never cancelled a load." That's not a TONU policy. Push back: "Great, then adding $150 TONU to the rate confirmation shouldn't be a problem."

"We'll handle it if it happens." Get it in writing now. "Handle it" usually means endless emails and no payment.

"TONU only if it's shipper's fault." Push back: "I don't control the shipper. If the load is cancelled for any reason after I dispatch, I need TONU." The broker shouldn't pass their business risk to you.

How to document TONU

If the load gets cancelled, document immediately. Keep: original rate confirmation (with TONU clause), ELD screenshot showing where you were when notified, miles already driven toward pickup, and time of notification. Get text/email from the broker cancelling the load, photos of your odometer if needed, and note the phone call time and what was said. Calculate miles deadheaded before cancellation, fuel cost, time spent, and opportunity cost (other loads you turned down).

How to request TONU payment

Submit your TONU claim the same day the load gets cancelled. Don't wait.

Email template:

Subject: TONU Payment Request - Load #12345

Hi [Broker Name],

Load #12345 scheduled for pickup on [Date] at [Location] was cancelled while I was en route.

Per our rate confirmation dated [Date], TONU payment is $150 for cancellation after dispatch.

Details:

  • Dispatched from: [City]
  • Deadhead distance: 180 miles
  • Miles driven before cancellation: 125 miles
  • Fuel cost incurred: $87.50
  • Time: 2.5 hours
  • Notification time: [Time] via [phone/email]

Please process TONU payment of $150.

Attached: Rate confirmation, ELD screenshot showing location and miles.

Thanks, [Your Name]

If TONU isn't paid in 7-10 business days, follow up with this message:

Subject: Follow-up: TONU Payment - Load #12345

Hi [Broker],

I haven't received the TONU payment of $150 for cancelled Load #12345.

This was agreed upon in our rate confirmation before load dispatch.

Please confirm status of this payment.

Thanks, [Your Name]

If they still won't pay, consider escalating. You can withhold future service: tell them "I can't accept more loads from you until this TONU is paid" (brokers hate losing good carriers). Or dispute via load board by posting a review on DAT/Truckstop about the non-payment, which hurts their reputation.

Option 3: Small claims court

  • If you have written TONU agreement
  • Usually not worth it for under $200

Option 4: Write it off

  • Sometimes not worth the fight
  • But don't work with this broker again

TONU vs Layover vs Detention

Different but related:

TONU (Truck Ordered Not Used):

  • Load cancelled before or at pickup
  • Payment: $100-300
  • Covers deadhead and opportunity cost

Layover:

  • Load picked up but delivery delayed multiple days
  • Payment: $150-300/day
  • Covers waiting time between pickup and rescheduled delivery

Detention:

  • Waiting at shipper/receiver during loading/unloading
  • Payment: $50-150/hour after free time
  • Covers wait time at dock

All three should be negotiated upfront.

Strategies to Reduce TONU Risk

Prevention is better than fighting for payment.

Strategy #1: Work With Reliable Brokers

Track broker reliability:

  • Have they ever cancelled on you?
  • Do they have reputation for cancellations?
  • Check reviews on load boards

Red flag brokers:

  • Multiple cancellation complaints
  • "Broker posts loads that don't exist"
  • Known for poor communication with shippers

Strategy #2: Confirm Load Day Before

For next-day pickups:

Call shipper directly (if you have their info):

  • "Hi, confirming pickup tomorrow at 8am for [Broker Name]"
  • Shipper: "Yes, we have that load ready"

OR:

Call broker:

  • "Confirming pickup is still on for tomorrow at 8am"
  • Forces them to verify with shipper

If they can't confirm: RED FLAG. Load might not exist.

Don't deadhead far without high TONU: If deadhead is 200+ miles, demand $200-300 TONU minimum. Or ask for a higher load rate to compensate. Or find a closer load. The farther you deadhead, the more you risk losing if the load gets cancelled.

Get shipper contact info: Ask the broker for shipper name, address, and phone number. This lets you confirm the load exists, call if issues arise, and shows the broker is transparent. If a broker refuses to provide shipper info, that's a red flag—possible double-broker scam.

Common broker excuses (and how to respond)

"Shipper cancelled, not our fault." Respond: "I understand, but I committed to this load and turned down other opportunities based on our agreement. Per our rate confirmation, $150 TONU is owed regardless of why it was cancelled."

"You didn't deadhead that far." Respond: "Per my ELD logs (attached), I deadheaded [X] miles before cancellation. Additionally, I lost [Y] hours I could have spent on other loads."

"TONU only applies if you're at the shipper."

Respond: "Our rate confirmation states '$150 if cancelled after dispatch.' I was dispatched and en route. Please honor our written agreement."

"We'll pay you on the next load." Respond: "I appreciate that, but I need this TONU paid separately per our agreement. Can you process it this week?" Don't let them bundle it—it often gets "forgotten."

When TONU isn't negotiable

Some scenarios don't qualify for TONU. If you cancel the load, you don't get TONU—you might even owe them cancellation fees. Acts of God (like a hurricane shutting down the shipper or road closures preventing delivery) usually don't qualify for TONU under force majeure clauses. If you're late to pickup and miss your appointment, the shipper can cancel without owing you TONU. And if a broker offers you a replacement load nearby and you decline it, you don't get TONU since they provided an alternative.

TONU for specialized equipment

For flatbed, stepdeck, RGN, and tanker equipment, higher TONU rates are justified because there's less available alternative freight, fewer load options overall, and longer booking lead times. Standard dry van TONU is $100-200, while specialized TONU should be $200-400. When negotiating, say: "I have specialized equipment. Finding alternative freight takes longer. TONU needs to be $300 minimum."

How FF Dispatch handles TONU for you

Brokers take advantage of solo owner operators who don't push back on TONU because they're afraid to rock the boat. What if someone negotiated and collected TONU on your behalf?

We negotiate TONU upfront on every load. Never skip this. We get it in writing always with a minimum of $150, higher for long deadhead.

We document cancellations immediately. You notify us, we document. We submit the claim same day. We have systems in place.

We fight for payment. Brokers respect our pushback. We pursue every TONU claim aggressively and have leverage through our volume relationship. For TONU under $150, there's no fee to you—we collect it at no charge. For TONU $150+, standard dispatch fee applies but you still net more.

We know which brokers cancel frequently. We avoid chronic cancellers or demand higher TONU from them, protecting you from repeat offenders.

Real client results:

"Before FF Dispatch: Had 3 TONU situations in 6 months. Got paid once ($100). Lost $400 total.

With FF Dispatch: Had 2 TONU situations. Got paid both times ($150 each = $300). They don't let brokers wiggle out of paying."

Stop Losing Money to Cancellations →

The bottom line

TONU is your compensation for wasted time, fuel, and lost opportunities. Don't let brokers keep it.

Before accepting a load: ask "What's TONU if cancelled?", negotiate the rate based on deadhead distance, and get it in the rate confirmation in writing.

If the load gets cancelled: document immediately (ELD, miles, time), submit your TONU claim same day, and follow up if not paid in 7-10 days.

Industry average: 2-4 TONU situations per year per owner operator

Average unpaid: $150-200 per incident

Total annual loss if you don't fight for it: $300-800

That's money you EARNED by committing your truck. Don't leave it on the table.

Related Posts:

Resources:

Sources:

Ready to Earn More Per Mile?

Stop spending hours on load boards. Our dispatchers use the strategies in this guide (and many more) to get you 15-20% better rates consistently.

See Your Potential EarningsHow FF Dispatch Works

Related Articles

View All →
11 min read

Detention pay: how to get paid for waiting

Stop losing money while waiting! Learn how to negotiate detention pay, document wait times, and actually get brokers to pay you $50-150/hour for delays.

15 min read

How to negotiate broker rates like a pro

Learn proven broker negotiation tactics that consistently get 15-20% higher rates. Real scripts, strategies, and mistakes to avoid from successful owner operators.

14 min read

Negotiating accessorial pay: get paid for every extra service

Learn how to negotiate accessorial pay for lumper fees, tarping, extra stops, and detention. Discover standard rates and get paid for every extra service you provide.