Likely Buyers
- Larger carrierWants trucks, drivers and lanes that fit into a network it already runs.
- Logistics companyLooks to bring freight capacity in house and keep customer relationships.
- Experienced fleet operator with SBA backingKnows the compliance side and wants a company with equipment in good shape.
Cash flow after equipment
Buyers start with cash flow, but trucking is equipment heavy, so they look closely at what it costs to keep the fleet running.
Cited rules of thumb treat at least half of depreciation as real maintenance spending until proven otherwise. Expect the same scrutiny of your add backs.
Concentration decides a lot
If a few shippers make up most of your revenue, buyers see risk and may cut the price by about that share. A contract tied to one customer can vanish if that customer is acquired.
Diversify before you list when you can. Buyers look back three to five years of customer history.
Drivers and compliance
Drivers are scarce, so buyers ask about tenure, pay and turnover. They also review safety scores, insurance history and claims.
Operating authority and DOT numbers need careful handling in a sale. Ask your compliance advisor and counsel how to change them without a gap in coverage.
Age of the fleet
A younger fleet with clean titles supports a higher price. An older one invites a lower offer or a request that you replace units before closing.
Before you list
- Revenue by customer for three to five years
- A truck and trailer list with year, mileage and liens
- Driver roster with hire dates and pay
- Insurance loss runs and safety records
Learn how an asset sale treats your equipment in price allocation in an asset sale. When you are ready, find your price range, and plan your final tax steps with the tax clearance guide.