Brief thoughts on acquisition of truckload carriers

October 13, 2021
by a searcher from Northwestern University - Kellogg School of Management in Naperville, IL, USA
Over the past couple of years I spoke to a few searchers who considered acquisition of a transportation company. I have over 15 years of experience in the space (asset based and 3PL) and figured that it makes sense to summarize my thoughts on the situation.
Here's my thesis - majority of the companies for sale on the various intermediary sites are common carriers. These companies are the opposite to what the ETA model stands for - "buying dull, enduringly profitable business". Most common carriers of the size that fits this model are a commodity:
- The contracts are just a notch above "not worth the paper they are written on."
- Driver turnover in the industry hovers around 100%.
- Significant portion of these companies use owner operators (OO)/contractors, it is positioned as a benefit, but in reality, these OO can leave the company at will, within minutes of deciding to do so.
- These companies are one major accident away from going out of business, it might sound extreme, but I have more than one example of this happening.
In certain situations these companies can be quite profitable, last year is a perfect example, but I would strongly encourage anyone interested in these businesses to look over###-###-#### year history and be very thorough.
There are some exceptions to this - highly specialized companies with unique equipment/requirements can be a good acquisition target, for example - a carrier that just does flower distribution for Trader Joe, but they are not very common.
In conclusion - if you see a trucking company for sale with 30 owner operators that claims to have contracts with 10,000 brokers, hence well diversified - walk away. I understand this information might be rudimentary for anyone who has seen this business from the inside and in a lot of cases, SBA could be a good gate keeper, but hopefully it will help some new searchers who are not familiar with the industry.
from Aarhus University in San Diego, CA, USA
On the flip side, this should allow you to beuy good companies with a few bad financing decisions very cheap.
from Towson University in Portland, OR, USA
I'm figuring this is the opposite of "common carrier"? Are there some specializations (technology, partnerships, markets, etc) in the trucking industry that you like better than others?