TONU (Truck Ordered Not Used) Policies Explained

What TONU Is and When It Applies

TONU stands for Truck Ordered Not Used. It is a fee charged to the broker or shipper when a load cancels after the carrier has committed resources to cover it. If you drive 100 miles to a pickup, burn $55 in fuel, and spend 2 hours on the trip only to find out the load is cancelled or does not exist, TONU compensates you for the wasted time and expense.

TONU applies in several scenarios: the load cancels after you have dispatched (you are already en route to pickup), the load does not exist when you arrive (shipper says they have no freight), the freight is not ready and the shipper cannot provide a pickup window (indefinite delay), the load specifications are materially different from what was booked (weight, commodity, or dimensions are wrong and you cannot legally or safely haul it), or the shipper refuses to load you for reasons outside your control.

TONU does not apply if you cancel for your own reasons (truck breakdown, you found a better load, personal emergency) or if you arrive outside the scheduled pickup window. The key distinction is who caused the cancellation — if the broker or shipper caused it, TONU applies. If you caused it, it does not.

The standard TONU fee ranges from $150 to $500, with most brokers paying $200–$350. Some owner-operators charge a flat fee; others calculate based on deadhead miles to the pickup ($1.50–$2.00/mile for the drive there plus a minimum base of $100). The amount should be specified on your rate confirmation before you accept the load.

How to Negotiate TONU Into Every Load

TONU should be on every rate confirmation you sign. If the broker's standard rate con does not include a TONU clause, add one before signing. Send the broker an email: 'Please add the following to the rate con: TONU of $300 applies if load cancels after dispatch or is not available at pickup. Driver will provide documentation of dispatch time and arrival.' Most brokers will accept this — it is a standard industry practice.

If a broker refuses to include TONU, you need to decide whether the load is worth the risk. Loads with short deadhead (under 20 miles to pickup) have low TONU risk because your wasted expense is minimal. Loads requiring 100+ miles of deadhead to reach the pickup should always have TONU protection — without it, a cancellation costs you $100–$200 in fuel and 3–4 hours of productive time with zero compensation.

Negotiate TONU amount based on the deadhead distance. For local pickups (under 30 miles), $150–$200 is reasonable. For regional deadhead (30–100 miles), $250–$350. For long deadhead (100+ miles), $350–$500. Some operators use a simple formula: $100 base + $1.50/mile deadhead. A pickup requiring 80 miles of deadhead: $100 + $120 = $220 TONU. This formula is easy to justify to brokers because it is tied to your actual cost.

For regular broker relationships where you haul multiple loads per week, negotiate a standing TONU policy in your broker-carrier agreement rather than adding it to each individual rate con. This saves time and ensures every load is covered.

How to Collect TONU When a Load Cancels

Step 1: Document your dispatch time. Take a screenshot of the rate confirmation with timestamp, your ELD showing on-duty driving to the pickup, or a dispatch communication (text, email, or app notification) showing when you were assigned the load.

Step 2: Document the cancellation. Get the cancellation in writing — a text, email, or phone call (followed up with a written confirmation). If the load cancels while you are en route, record the time and your location. If the load cancels at the pickup facility, photograph the facility and record the time you arrived and the reason for cancellation.

Step 3: Notify the broker immediately. Call or text: 'Load #[number] has been TONU per rate confirmation dated [date]. I dispatched at [time] and arrived/was notified of cancellation at [time]. TONU charge of $[amount] per agreed terms. Invoice will follow.'

Step 4: Invoice the TONU. Send the invoice within 24 hours including: the rate confirmation (showing the TONU clause), your dispatch time documentation, the cancellation notification, and the TONU amount. If you use a factoring company, some will advance TONU charges — check with your factor.

Common broker pushback: 'We do not pay TONU.' Response: 'The rate confirmation signed by both parties includes a TONU clause at $300. This is a contractual obligation.' 'The shipper cancelled, not us.' Response: 'My contract is with you (the broker), not the shipper. The reason for cancellation does not change the contractual TONU provision.' 'Can we credit it against your next load instead?' Response: 'I need it invoiced and paid separately. If you prefer to add it to my next load settlement, please confirm in writing.'

If the broker refuses to pay a contractually agreed TONU, follow the same escalation path as detention: demand letter, bond claim, small claims court. TONU claims are typically straightforward because the rate con provides clear evidence of the agreed terms.

How to Minimize TONU Risk

Prevention is better than collection. Here are strategies to reduce the frequency of TONU situations.

Verify load details before dispatching. Call the shipper directly (if the broker provides the contact) to confirm the load is ready and the pickup appointment is still valid. A 2-minute phone call can save you 3 hours of wasted driving. Some brokers will not provide shipper contact information, which is itself a mild red flag — legitimate brokers usually have no issue with carrier-shipper communication about logistics.

Avoid loads with red flags: extremely high rates (potential scam or double-brokered load that may not exist), loads posted and reposted multiple times on the load board (indicating other carriers have already been burned), and loads from brokers with poor credit or reputation ratings on carrier411.com.

Build a TONU buffer into your financial planning. Even with the best practices, TONU situations happen 2–5% of the time for active carriers. Budget $100–$200/month for TONU losses that you either cannot collect or that occur without a contractual TONU clause. This prevents a cancelled load from disrupting your cash flow.

Track TONU patterns. If a specific broker generates multiple TONU situations, stop hauling for them. If a specific shipper or facility frequently has 'load not ready' issues, avoid loads from that origin. Your ELD and load tracking data can identify patterns over time — review it quarterly.

Finally, time your deadhead to minimize exposure. If you have a choice between a load requiring 150 miles of deadhead (high TONU risk) and a load requiring 30 miles of deadhead at a slightly lower rate (low TONU risk), factor the TONU probability into your decision. The lower-rate, lower-deadhead load may be more profitable on a risk-adjusted basis.