Quick Answer
Profitable lanes are repeat routes that:
- Pay above your cost per mile (CPM)
- Have steady freight week after week
- Fit your schedule with low deadhead and short wait times
Use this 3-step plan: Pick smart lanes → Price with a simple formula → Stick to the winners.
Step 1: Pick Your Lanes (keep it simple)
Start with two "home" lanes
Choose two core lanes you can run most weeks.
Example: Atlanta ↔ Dallas or Chicago ↔ Memphis
Check the basics before committing:
✓ Loads are posted most days - consistent freight availability ✓ Reasonable pickup/delivery hours - not all midnight appointments ✓ Backhaul is available within 50–100 miles of your delivery point
Score the lane (0–5 points each):
1. Pay (average rate)
- 5 = Well above market
- 3 = Market rate
- 1 = Below your CPM
2. Deadhead (lower is better)
- 5 = Under 5% deadhead
- 3 = 5-10% deadhead
- 1 = Over 15% deadhead
3. Dwell (dock time)
- 5 = Live load/unload under 1 hour
- 3 = 1-2 hours typical
- 1 = 3+ hours regular
4. Consistency (how often you find loads)
- 5 = Daily freight available
- 3 = 3-4 times per week
- 1 = Spotty, unreliable
5. Seasonality (does it dry up?)
- 5 = Year-round steady
- 3 = Seasonal fluctuation
- 1 = Only 2-3 months per year
Lane Score = Pay + Deadhead + Dwell + Consistency + Seasonality (out of 25 points)
Start with lanes that score 18+. Anything under 15 is a time-waster.
Quick lane research checklist:
- Check DAT/Truckstop for 30-day average rates
- Call 3-5 brokers who post the lane regularly
- Ask other drivers about dock times and backhauls
- Look at seasonal trends (harvest, retail seasons, etc.)
Step 2: Price the Lane (fast math)
Know your numbers first:
1. Know your CPM (all-in cost per mile)
If you don't know your CPM, calculate it here. Industry average is ~$1.27/mile (~$2.26/mile after driver pay & driver benefits), but yours may be higher or lower.
Example CPM: $2.00/mile
2. Set your target profit per mile
Start with $0.35–$0.50/mile profit target. This gives you cushion for unexpected costs and builds reserves.
Simple pricing formula:
Your Ask (RPM) = CPM + Target Profit
Example:
- CPM: $2.00/mile
- Target profit: $0.40/mile
- Your ask: $2.40/mile
Adjust for the real world:
Better backhaul?
- You can accept slightly less on the headhaul (maybe $2.30/mi) if the backhaul pays well
Bad backhaul?
- Charge more on the headhaul to cover the weak return
- Or find a triangle route (A→B→C→A) that averages out better
Long dwell or tolls?
- Add to your ask: $0.05-0.10/mile for heavy toll lanes
- Build in higher rate OR add detention terms
Pro tip: Never quote without detention/layover/TONU terms in writing. These protect your profit when things go wrong.
Example pricing scenarios:
Scenario 1: Strong both ways
- Headhaul: $2.40/mi
- Backhaul: $2.35/mi
- Average: $2.375/mi
- ✅ Profit: $0.375/mi
Scenario 2: Strong head, weak back
- Headhaul: $2.60/mi
- Backhaul: $2.10/mi
- Average: $2.35/mi
- ✅ Profit: $0.35/mi
Scenario 3: Weak both ways
- Headhaul: $2.15/mi
- Backhaul: $2.05/mi
- Average: $2.10/mi
- ❌ Profit: $0.10/mi - DROP THIS LANE
Step 3: Stick to Winners (and drop losers)
Your weekly lane routine:
By Friday:
- Book the headhaul for next week
- Know your pickup/delivery times
- Confirm rate con details (rate, accessorials, payment terms)
24-48 hours before return:
- Line up the backhaul
- Leave flexibility for premium freight
- Don't book too early - rates can improve
After delivery:
- Track these 4 metrics:
- RPM (revenue per mile)
- Deadhead % (empty miles / total miles)
- Dwell hours (total time at docks)
- On-time % (clean delivery record)
After 4–6 runs, evaluate:
Keep lanes that have:
- ✓ Steady profit above target
- ✓ Easy reloads within 100 miles
- ✓ Clean on-time delivery record
- ✓ Good broker/shipper relationships
Replace lanes that have:
- ✗ Low pay that won't negotiate
- ✗ Long waits with no detention pay
- ✗ Ugly backhauls consistently
- ✗ Seasonal dropoff with no backup
Rule of thumb: If a lane doesn't hit your profit target 3 out of 4 runs, it's time to test a replacement.
Simple Lane Scorecard
Use this to track and compare your lanes. Copy this format to your spreadsheet:
Example: ATL ↔ DAL Lane
- Lane: ATL → DAL
- Avg RPM: $2.45
- CPM: $2.00
- Profit/mile: $0.45
- Deadhead %: 8%
- Dwell time: 1.5 hours
- Consistency: High (daily freight)
- Score: 21/25
- Decision: ✅ Keep
Example: DAL → ATL Return
- Lane: DAL → ATL
- Avg RPM: $2.10
- CPM: $2.00
- Profit/mile: $0.10
- Deadhead %: 12%
- Dwell time: 2.0 hours
- Consistency: Medium (3-4x/week)
- Score: 16/25
- Decision: ❌ Replace with better backhaul
Example: CHI ↔ MEM Lane
- Lane: CHI → MEM
- Avg RPM: $2.50
- CPM: $2.00
- Profit/mile: $0.50
- Deadhead %: 5%
- Dwell time: 1.0 hour
- Consistency: High (daily freight)
- Score: 23/25
- Decision: ✅ Keep (excellent lane)
Track these metrics after each run and replace lanes that consistently score under 18/25.
Scripts You Can Use
Opening a lane with a broker/shipper:
"We run [CITY A] ↔ [CITY B] weekly. We target [$X.XX]/mile with detention after 2 hours and clean same-day paperwork. Can we set a trial week?"
Why this works: Shows you're serious, professional, and thinking long-term.
Pushing for repeat work:
"We've delivered on time 5 runs in a row. Let's lock weekly pickups at [day/time] so I can hold capacity for you."
Why this works: Demonstrates reliability and offers them capacity security.
Protecting your time:
"Happy to help today. If we keep waits under 2 hours and confirm a return load, I can commit the truck."
Why this works: Sets expectations upfront, shows you value efficiency.
When rates are too low:
"I appreciate the load, but at [$X.XX]/mile I'm under my operating cost after factoring the backhaul. Can we work closer to [$X.XX] or add detention terms?"
Why this works: Educates them on your costs without being confrontational.
Negotiating better terms:
"I can do [$X.XX] if we can include $XX/hour detention after 2 hours and TONU at $XXX. That protects both of us."
Why this works: Shows flexibility while protecting your profit.
Common Mistakes (and quick fixes)
❌ Mistake: Chasing random freight everywhere
✅ Fix: Pick 2–3 core lanes and say "no" to poor-fit loads
❌ Mistake: Quoting without knowing your CPM
✅ Fix: Calculate your true CPM and update quarterly
❌ Mistake: Ignoring the backhaul
✅ Fix: A "great" headhaul + terrible backhaul = weak week. Price as round-trip.
❌ Mistake: Letting detention slide
✅ Fix: Put detention terms in the rate con. Bill it every time.
❌ Mistake: No weekly review
✅ Fix: Keep the scorecard updated. Replace under-performers monthly.
❌ Mistake: Accepting "try it and see" rates
✅ Fix: Know the lane benchmark before you negotiate
❌ Mistake: Running lanes you hate
✅ Fix: Life's too short. Find lanes with good shippers, clean facilities, and respectful treatment.
Why use TACH for better lanes?
TACH Partners: Vetted broker network
Get access to:
- Brokers who pay TACH members priority rates
- Faster load confirmations on your core lanes
- Reliable payment terms (Net 7-14 standard)
- Better communication - they know your standards
TACH broker partners prioritize reliable carriers. When you're TACH Certified, brokers see your track record and offer better freight.
Get TACH Certified: Stand out from the crowd
Certification shows:
- ✓ Clean safety record
- ✓ On-time delivery history
- ✓ Professional documentation
- ✓ Financial stability
Certified carriers often see:
- 5-10% higher rates on core lanes
- Priority tendering when capacity is tight
- Faster onboarding with new partners
- Better negotiating position
Want steadier, higher-quality freight on the lanes you choose? Work with TACH Partners and Get TACH Certified to access better-paying freight and faster load confirmations.
Frequently Asked Questions
How many lanes should I run?
Start with two solid lanes you can repeat weekly. Example: One east-west, one north-south, both touching your home base.
Add more only after your core lanes are stable and profitable. Too many lanes means you're spreading yourself thin and can't build broker relationships.
What's a good profit per mile?
Aim for $0.35–$0.50/mile above your CPM to start.
- $0.35/mi = Acceptable in competitive lanes
- $0.40-0.45/mi = Good target for most lanes
- $0.50+/mi = Excellent (specialized, high-value, or tight capacity)
Adjust seasonally: Higher in peak seasons, lower might be acceptable in slow months if it keeps you moving.
How do I handle a weak backhaul?
Three options:
- Price the headhaul higher - Cover the weak return with a stronger headhaul rate
- Find a triangle route - Go A→B→C→A where all three legs pay well
- Build a backhaul portfolio - Develop 2-3 backup options near your delivery point
Example triangle: Atlanta → Dallas → Memphis → Atlanta (all strong freight markets)
Should I take a one-off load off my lanes?
Only if:
- It leads back to your core lanes (reasonable deadhead)
- It opens a repeat relationship with a good broker/shipper
- The rate is premium enough to justify the deviation
Don't take it if:
- It leaves you 300+ miles from your next good load
- It's from a broker with bad reviews
- The rate barely covers costs
What if dwell time is always bad on a lane?
Three-step fix:
- Negotiate detention - Get $50-75/hour after 2 hours
- Raise your base ask - Build dwell cost into your rate
- Switch shippers - Find different broker/shipper on the same lane
If dwell consistently eats your profit, the lane isn't profitable. Replace it.
How do I find my first good lane?
Start local:
- What's your home base?
- What freight moves OUT of your area regularly?
- What comes back IN from those destinations?
Ask other drivers, check load boards for consistent postings, and talk to local brokers. Start with one proven lane before expanding.
The Bottom Line
Stop chasing random freight. Build a lane strategy that works:
- Pick lanes you can repeat (score 18+ out of 25)
- Price them above your CPM + $0.35-0.50/mile profit
- Track results weekly and replace losers with winners
Profitable lanes = predictable income, less stress, better life.
Use TACH Partners to access vetted brokers who pay better rates to reliable carriers. Get TACH Certified to stand out and receive priority load offers on your core lanes.
Ready to build your profitable lane portfolio? Join TACH today and get access to TACH Partners' broker network, plus Expense Management and Cash Advances to grow your business.
