🚛
Negotiating Rates10 min read•February 2, 2026

What rate per mile should you accept in 2026?

Know your minimum rate per mile. Calculate your cost per mile, understand market rates by equipment and lane, and learn when to walk away.

trucking rate per mileacceptable freight ratesminimum rate per milecost per mile calculator

Want us to handle the hard parts?

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

Broker offers you $2.40/mile. Should you take it?

You need to know two numbers:

  1. Your cost per mile (break-even)
  2. Market rate for this lane

Without these numbers, you're flying blind - taking loads that lose money or rejecting loads that would've been profitable.

The difference between success and failure often comes down to knowing your numbers.

Let me show you exactly how to calculate your minimum acceptable rate and what current market rates look like in 2026.

Step 1: calculate your cost per mile

This is YOUR number - it's different for everyone.

Fixed costs (per month):

Truck payment: $______
Trailer payment: $______
Insurance: $______
Plates/permits (UCR, IRP, IFTA): $______
ELD subscription: $______
Other fixed costs: $______

Total fixed monthly: $______

Variable costs (per mile):

Fuel: $______/mile (typically $0.60-0.85)
Maintenance: $______/mile (typically $0.15-0.25)
Tires: $______/mile (typically $0.04-0.06)
Other variable: $______/mile

Total variable per mile: $______

Calculate total cost per mile:

Monthly miles: ______ (example: 10,000)
Fixed cost per mile: $______ ÷ ______ miles = $______

Total cost per mile:
Variable: $______
+ Fixed: $______
= Total: $______/mile

Real example: average owner operator

Fixed costs:

Truck payment: $1,500
Trailer payment: $600
Insurance: $1,200
Plates/permits: $330
ELD/subscriptions: $100
Total fixed: $3,730/month

Variable costs:

Fuel (@ 6 MPG, $3.60/gal): $0.60/mile
Maintenance: $0.20/mile
Tires: $0.05/mile
Misc: $0.05/mile
Total variable: $0.90/mile

Monthly miles: 10,000

Fixed per mile: $3,730 ÷ 10,000 = $0.37/mile

Total cost per mile: $0.90 + $0.37 = $1.27/mile

This is break-even before paying yourself.

Step 2: add your salary

You need to pay yourself.

Company driver salary: $60,000-$75,000/year

Monthly salary target: $5,000-$6,000

Per mile (at 10,000 miles/month):

  • $5,000 ÷ 10,000 = $0.50/mile
  • $6,000 ÷ 10,000 = $0.60/mile

Minimum acceptable rate:

Cost per mile: $1.27
+ Your salary: $0.50
= Minimum: $1.77/mile

Better target: $1.27 + $0.60 = $1.87/mile

Step 3: add business profit margin

You're not just a driver - you're a business owner.

Add 15-20% profit margin:

Break-even + salary: $1.87/mile
× 1.15 (15% margin)
= Target rate: $2.15/mile

OR

Break-even + salary: $1.87/mile
× 1.20 (20% margin)
= Target rate: $2.24/mile

This is your TARGET minimum rate.

Your minimum rate formula

ABSOLUTE MINIMUM (don't go below):
Cost per mile + $0.30 = $______/mile

MINIMUM TARGET (standard loads):
Cost per mile + $0.60 = $______/mile

PREFERRED RATE (good loads):
Cost per mile + $0.90 = $______/mile

EXCELLENT RATE (premium loads):
Cost per mile + $1.20+ = $______/mile

For our example carrier:

  • Absolute minimum: $1.57/mile
  • Minimum target: $1.87/mile
  • Preferred: $2.17/mile
  • Excellent: $2.47+/mile

2026 market rates by equipment type

Note: Rates shown are estimates based on market data and include fuel surcharge. Actual spot rates vary by season, lane, and market conditions.

Dry Van (most common)

National average: $2.40-2.80/mile (all-in)

By lane type:

  • Short haul (under 250 miles): $2.80-3.50/mile
  • Regional (250-500 miles): $2.50-3.00/mile
  • Long haul (500+ miles): $2.20-2.70/mile

Peak season (May-Oct): +15-25% Slow season (Jan-Feb): -20-30%

Reefer (Temperature controlled)

National average: $2.70-3.20/mile (all-in)

Higher rates because:

  • Higher fuel cost (reefer unit)
  • Higher maintenance
  • More specialized

Produce season (peak): $3.00-3.80/mile Off-season: $2.40-2.90/mile

Flatbed

National average: $2.55-3.20/mile (all-in)

Higher rates because:

  • More skill required
  • Tarping/securing load
  • Weather delays
  • Limited capacity

Construction season: $2.80-3.50/mile Winter: $2.40-2.80/mile

Specialized (Stepdeck, RGN, tanker)

National average: $3.20-4.50+/mile (all-in)

Much higher rates because:

  • Very specialized equipment
  • Fewer trucks available
  • Higher skill/certification requirements
  • Higher insurance

2026 market rates by lane

Premium Lanes (high demand)

California → Anywhere: $3.00-3.80/mile

  • Produce, consumer goods
  • Strong outbound market

Pacific Northwest → Midwest: $2.80-3.40/mile

  • Lumber, paper, produce
  • Good rates both ways

Texas Triangle (Dallas/Houston/San Antonio): $2.60-3.20/mile

  • High density, short runs

Northeast Corridor: $2.80-3.60/mile

  • Dense freight, high cost of living

Average Lanes (balanced)

Midwest → Southeast: $2.40-2.90/mile

  • Balanced freight
  • Decent backhaul (produce)

Midwest → Southwest: $2.50-2.90/mile

  • Manufacturing, consumer goods

Southeast → Midwest: $2.50-3.00/mile

  • Produce backhaul season dependent

Difficult Lanes (avoid or charge premium)

Anywhere → Florida: $2.40-2.80/mile inbound, $1.80-2.20/mile outbound

  • Terrible backhaul market
  • Need $3.00+/mile inbound to justify

Small Mountain Towns → Anywhere: $2.00-2.50/mile

  • Hard to find backhaul
  • Long deadhead

Anywhere → Remote areas: $2.20-2.60/mile

  • No return freight
  • Factor in deadhead cost

When to accept below your minimum

Sometimes taking a lower rate makes sense:

Situation 1: Strategic positioning

Example:

  • Load pays $2.00/mile (below your $2.15 minimum)
  • BUT gets you to market with $3.00/mile backhaul
  • Combined: ($2.00 + $3.00) ÷ 2 = $2.50/mile average

Verdict: Take it

Situation 2: Deadheading home

Example:

  • You're 800 miles from home
  • Options:
    • Deadhead home: $0/mile (lose $1,016 in expenses)
    • Take load home at $1.80/mile: Make $1,440 - $1,016 = $424 profit

Verdict: Take it (better than deadhead)

Situation 3: Last day of month

Example:

  • Need $500 more to hit monthly target
  • Load pays $1.95/mile (below $2.15 minimum)
  • 400 miles = $780 gross - $508 expenses = $272 profit
  • Gets you halfway to goal

Verdict: Consider it (depends on other options)

Situation 4: Building new broker relationship

Example:

  • New broker offers $2.05/mile (below $2.15)
  • They have consistent freight in your lanes
  • Taking one load at slight loss builds relationship

Verdict: Maybe (if relationship has long-term value)

When to never accept below minimum

Red Flag #1: Just because you're desperate

Bad logic:

  • "I haven't had a load in 2 days"
  • "I'll take anything"
  • Accept $1.60/mile

Result: You LOSE money

Better: Wait another day for proper rate

Red Flag #2: Load doesn't get you anywhere good

Bad logic:

  • Load pays $1.85/mile
  • Takes you to Florida (terrible backhaul)
  • You'll lose even more on return

Result: Double loss

Better: Walk away, find different lane

Red Flag #3: Broker is known problem

Bad logic:

  • Rate is low ($1.90/mile)
  • Broker has history of slow payment or detention issues
  • You take it anyway

Result: Low rate + problems = disaster

Better: Never work with problem brokers at any rate

How to negotiate when rate is too low

Script 1: Counter with data

Broker: "Load pays $2.10/mile"

You: "I appreciate the offer, but that lane is averaging $2.50-2.60/mile on DAT right now. Can you do $2.45?"

Result: Often get 10-15% increase

Script 2: Justify with value

Broker: "Best I can do is $2.20/mile"

You: "I understand margins are tight. I have new equipment, excellent safety record, and I communicate proactively. I take care of freight. Can you do $2.35/mile?"

Result: Sometimes get extra $0.10-0.15

Script 3: Bundle with future loads

You: "$2.20 is below my minimum, but if you can commit to 2-3 loads per week at $2.40 average, I'll take this one at $2.20 to start the relationship."

Result: Secures ongoing freight at better rates

Script 4: Walk away gracefully

Broker: "Can't go higher than $2.10"

You: "I appreciate you checking, but I can't make that work profitably. Please keep me in mind if anything comes up at $2.30+ in this lane."

Result: Shows you know your worth, they may call back with better offer

The all-in rate calculation (critical!)

NEVER forget to calculate deadhead.

Example:

Posted rate: $2.80/mile Posted miles: 800 Deadhead to pickup: 200 miles

All-in calculation:

Revenue: $2.80 × 800 = $2,240
Total miles: 800 + 200 = 1,000
All-in rate: $2,240 ÷ 1,000 = $2.24/mile

That $2.80/mile load is actually $2.24/mile.

Rule: Always calculate all-in rate including deadhead before deciding.

Rate considerations by season

Peak season (May-October)

Rates: 15-25% higher Your strategy: Push for premium rates Minimum acceptable: Can be more selective

Example:

  • Normal minimum: $2.15/mile
  • Peak season: Push for $2.50+/mile
  • Market supports it

Slow season (January-February)

Rates: 20-30% lower Your strategy: Accept slightly lower rates to stay busy Minimum acceptable: Don't go below cost

Example:

  • Normal minimum: $2.15/mile
  • Slow season: Accept $2.00-2.10/mile if needed
  • But NEVER below $1.80/mile

Red flags that rate is too low

Below your cost per mile

  • You're literally losing money

30%+ below market average

  • You're being taken advantage of

Broker won't negotiate at all

  • They're trying to lowball

It's a lane you know pays better

  • Stick to your knowledge

Your gut says no

  • Trust it

How FF Dispatch ensures you get fair rates

The problem: New owner operators don't know market rates, don't know their costs, and accept loads that lose money.

What if someone who negotiates 100+ loads per week did it for you?

How we help:

We know market rates for every lane

  • Real-time data
  • Years of experience
  • We won't let you take lowball offers

We calculate your specific minimums

  • Know YOUR cost per mile
  • Know YOUR target rate
  • Reject loads below it

We negotiate better rates

  • Get 15-20% above market average
  • Brokers take us seriously
  • We push back effectively

We factor in ALL costs

  • Deadhead included
  • Detention risk
  • Opportunity cost
  • True profitability

Real client results:

"First 3 months solo: Accepted $2.10-2.30/mile average. Didn't know any better.

With FF Dispatch: They get me $2.60-2.90/mile average in same lanes. That's $0.40+/mile more = $40,000/year difference."

Stop Accepting Low Rates →

Calculate Your Minimum Rate →

The bottom line

Your minimum acceptable rate:

Step 1: Calculate cost per mile ($1.20-1.60 typical) Step 2: Add salary ($0.50-0.60/mile) Step 3: Add profit margin (15-20%)

Result: $2.00-2.40/mile minimum for most owner operators

2026 market rates:

  • Dry van: $2.40-2.80/mile
  • Reefer: $2.70-3.20/mile
  • Flatbed: $2.55-3.20/mile
  • Specialized: $3.20-4.50+/mile

When to accept below minimum: Strategic positioning Deadheading home anyway Building valuable relationship

When to NEVER accept below minimum: Just desperate Leads to dead zone Below your actual cost

Know your numbers. Stick to your minimums. Your profitability depends on it.

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.