How much does a business broker charge?

Business broker commissions range from 5–12% of the final sale price depending on deal size. Smaller businesses (under $1M) typically pay 10–12%, while mid-market businesses ($1M–$5M) pay 6–10%. Some brokers also charge an upfront retainer of $2,500–$15,000 for CIM preparation, which is usually credited back at closing.

How long does it take to sell a business?

Most small to mid-market business sales take 6–12 months from broker engagement to close. The stages include CIM preparation (4–8 weeks), buyer outreach and qualification (4–12 weeks), due diligence (30–90 days), and closing (2–4 weeks). SBA-financed deals add 30–60 days to the timeline.

What is seller's discretionary earnings (SDE)?

Seller's Discretionary Earnings (SDE) is the standard valuation metric for small businesses. It equals net profit plus owner salary, owner benefits, non-recurring expenses, and depreciation/amortization. SDE represents the total economic benefit to a single owner-operator. Most small businesses sell at 2–4× SDE.

Do I need a business broker to sell my business?

While you can technically sell without a broker, data consistently shows brokered transactions close at 15–25% higher prices and at higher completion rates than unrepresented sales. The exception is if you already have an identified buyer at an agreed price. In any other scenario, professional representation pays for itself many times over.

What is an IBBA-certified business broker?

The International Business Brokers Association (IBBA) is the professional body for business brokers. IBBA-certified brokers hold designations like CBI (Certified Business Intermediary) or M&AMI (Merger & Acquisition Master Intermediary), which require transaction history, continuing education, and adherence to a code of ethics. These certifications signal professional commitment and deal experience.

What is the difference between a business broker and an M&A advisor?

Business brokers typically handle Main Street and lower-middle-market transactions — businesses selling for $100K to $10M. M&A advisors operate in the middle market ($10M to $500M+) with larger teams, investment banking capabilities, and institutional buyer relationships. For businesses under $5M, a CBI-certified business broker is usually the right choice.

How to Sell a Trucking Business

Selling a trucking business is more complicated than selling most small businesses — you're not just transferring a customer list and some equipment, you're dealing with operating authority, driver records, fuel contracts, and buyers who know exactly what they're looking for. Most trucking business sales take eight to twelve months from the decision to close, and sellers who go in unprepared often leave significant money on the table. This guide walks you through every major step so you know what to expect and what to do first.

What Is a Trucking Business Actually Worth?

Trucking businesses are typically valued using a multiple of Seller's Discretionary Earnings (SDE) for smaller owner-operator setups, or EBITDA for larger fleets. For a small trucking company with one to five trucks, buyers often pay two to three times SDE. Mid-size fleets with ten or more trucks and established contracts can command three to five times EBITDA. What moves the number up: long-term shipper contracts, a clean safety record (low CSA scores), newer equipment, and a management team that doesn't depend entirely on you. What moves it down: aging trucks with deferred maintenance, high driver turnover, a single customer making up more than 30% of revenue, or a poor FMCSA safety rating. Before you talk to any buyer, pull your last three years of tax returns and build a clean profit-and-loss statement. That's the foundation every valuation starts from.

›Owner-operator businesses (1–5 trucks): typically 2–3x SDE
›Mid-size fleets (10+ trucks): typically 3–5x EBITDA
›Long-term shipper contracts increase value significantly
›CSA scores and FMCSA safety ratings directly affect buyer confidence
›Customer concentration above 30% in one account is a red flag for buyers
›Deferred equipment maintenance gets subtracted from offers at closing

Asset Sale vs. Stock Sale: Which Structure Makes Sense for a Trucking Business?

Most small trucking business sales are structured as asset sales, not stock sales. In an asset sale, the buyer purchases specific things — trucks, trailers, customer contracts, goodwill — rather than buying your LLC or corporation outright. This matters enormously in trucking because of liability. Buyers don't want to inherit your company's accident history, pending DOT violations, or old insurance claims. They want a clean start. Sellers, on the other hand, sometimes prefer a stock sale because it can result in lower capital gains taxes. In practice, most buyers in trucking push hard for asset sales, and most deals end up structured that way. If you're operating as an S-Corp or LLC, talk to a CPA who has handled trucking transactions before you agree to any deal structure — the tax difference between the two can be tens of thousands of dollars.

›Asset sales are the most common structure in trucking transactions
›Buyers prefer asset sales to avoid inheriting accident history and DOT liability
›Stock sales may offer tax advantages for sellers but are harder to negotiate
›Consult a CPA experienced in trucking before agreeing to any structure
›Equipment, contracts, and goodwill are the core assets being transferred

What Happens to Your DOT Number and Operating Authority When You Sell?

This is one of the most misunderstood parts of selling a trucking business. Your USDOT number and MC number (operating authority) are not transferable — you cannot legally sell them to a buyer as standalone items. The FMCSA is explicit about this: buying or selling a USDOT number or MC number separately from the business entity is prohibited. What can happen is that a buyer acquires your entire business entity (in a stock sale), which retains the authority, or they apply for their own new authority after the asset purchase closes. Some buyers already have their own authority and don't need yours at all. If your operating authority is the main thing a buyer wants, a stock sale of the legal entity may be the only clean path — but it comes with the liability tradeoffs described above. Get a transportation attorney involved early to structure this correctly.

›USDOT numbers and MC numbers cannot be sold separately — FMCSA prohibits it
›In a stock sale, the legal entity (and its authority) transfers to the buyer
›In an asset sale, the buyer typically applies for new operating authority
›Many buyers already hold their own authority and don't need yours
›A transportation attorney should review any deal involving authority transfer

How to Prepare Your Trucking Business for Sale

Buyers in trucking do serious due diligence. They will pull your FMCSA safety data, review your CSA scores, inspect your equipment, and ask for driver qualification files. Getting these in order before you go to market isn't just about looking good — it's about avoiding deal-killers that surface at the worst possible moment. Start at least twelve months before you plan to sell. Clean up your books so revenue and expenses are clearly documented. Address any deferred maintenance on trucks and trailers — buyers will hire inspectors, and surprises become price reductions. Renew any expiring contracts with shippers if you can. If your safety score has issues, work with a compliance consultant to improve it before listing. A business that looks operationally tight commands a higher price and closes faster.

›Pull your FMCSA safety data and CSA scores — buyers will see them anyway
›Get equipment inspected and address deferred maintenance before listing
›Organize three years of tax returns and clean profit-and-loss statements
›Renew shipper contracts where possible to show revenue stability
›Ensure driver qualification files are complete and current
›Work with a compliance consultant if your safety scores need improvement

Who Buys Trucking Businesses and What They're Looking For

Understanding your buyer pool helps you position your business correctly. The most common buyers for small to mid-size trucking companies fall into three groups. First, strategic buyers — other carriers who want to expand capacity, enter a new lane, or acquire your customer relationships. These buyers often pay the most because the acquisition adds direct value to their existing operation. Second, private equity-backed platforms — investment groups that are rolling up trucking companies in a specific niche, such as refrigerated freight or flatbed. They're sophisticated, move quickly, and want clean financials. Third, owner-operators looking to grow — drivers or dispatchers who want to step up to ownership. They often need seller financing and may take longer to close. Knowing which type of buyer is most likely for your business helps you and your broker target the right audience from the start.

›Strategic buyers (other carriers) typically pay the highest multiples
›Private equity roll-ups are active in niche segments like reefer and flatbed
›Owner-operators often require seller financing to complete a deal
›Buyers in all categories will scrutinize safety records and customer concentration
›Your broker should know which buyer type fits your business size and niche

Should You Use a Business Broker to Sell Your Trucking Company?

For most trucking business owners, using a broker is worth the commission — typically 8% to 12% of the sale price for businesses under $1 million, and 5% to 8% for larger deals. A broker who has handled trucking transactions before knows how to present your CSA scores, explain your lane mix to buyers, and handle the confidentiality required so your drivers and customers don't find out you're selling before a deal is signed. The risk of going it alone is real: you may underprice the business, attract unqualified buyers, or make a structural mistake around the DOT authority question that kills the deal. Not every business broker understands trucking, though. Look for someone who has closed deals in transportation specifically, not just general small business sales. At BizBrokerMatch.com, you can filter for brokers who declare trucking or transportation experience, which gives you a starting point for finding someone who speaks the industry's language.

›Broker commissions typically run 8–12% for smaller deals, 5–8% for larger ones
›A trucking-experienced broker knows how to present safety data and lane mix
›Confidentiality is critical — drivers and customers shouldn't learn of the sale prematurely
›General business brokers may not understand FMCSA compliance or authority issues
›Ask any broker how many trucking or transportation deals they have closed

How Long Does It Take to Sell a Trucking Business?

Plan for eight to twelve months from the time you decide to sell until you have cash in hand. That timeline breaks down roughly like this: one to two months to prepare financials and get the business ready to list, two to four months to find a qualified buyer and negotiate a letter of intent, and two to four months for due diligence and closing. Trucking deals can slow down during due diligence because buyers are reviewing equipment records, driver files, insurance history, and FMCSA data — all of which takes time. Deals also fall apart at this stage if surprises emerge, which is exactly why preparing thoroughly before listing matters so much. If you need to sell quickly due to health, partnership disputes, or financial pressure, be realistic: a rushed sale almost always means a lower price.

›Typical timeline: 8–12 months from decision to close
›Preparation and listing: 1–2 months
›Finding a buyer and signing a letter of intent: 2–4 months
›Due diligence and closing: 2–4 months
›Rushed sales typically result in lower sale prices
›Equipment inspections and FMCSA data review are common due diligence slowdowns

Seller Financing and Earnouts: What to Expect in a Trucking Deal

Many trucking business sales involve some form of seller financing, especially when the buyer is an owner-operator rather than a strategic acquirer. A typical arrangement might have the buyer put down 50% to 70% at closing, with the seller carrying a note for the remainder at 6% to 10% interest over three to five years. This increases your pool of potential buyers but also means you're taking on risk — if the buyer mismanages the business, your note may not get paid. Earnouts are less common in trucking but do appear in deals where revenue is tied to a few key contracts. In an earnout, part of your payment depends on the business hitting certain revenue or profit targets after the sale. Be cautious with earnouts: once you hand over the keys, you have limited control over whether those targets are met.

›Seller financing is common, especially with owner-operator buyers
›Typical structure: 50–70% down at closing, seller carries the rest
›Interest rates on seller notes typically run 6–10% over 3–5 years
›Seller financing expands your buyer pool but adds repayment risk
›Earnouts tie part of your payment to post-sale performance — use them carefully

Frequently Asked Questions

How much is my trucking business worth?

It depends on your size and profitability. Small owner-operator businesses with one to five trucks typically sell for two to three times Seller's Discretionary Earnings. Larger fleets with ten or more trucks and stable contracts often sell for three to five times EBITDA. Key factors that increase value include long-term shipper contracts, low CSA scores, newer equipment, and revenue that doesn't depend entirely on the owner. A business broker with trucking experience can give you a more precise range based on your actual financials.

Can I sell my DOT number or MC number?

No. The FMCSA explicitly prohibits selling a USDOT number or MC number (operating authority) as a standalone transaction. These are not transferable assets. If a buyer wants to retain your operating authority, the cleanest path is a stock sale of the legal entity that holds the authority. In an asset sale, the buyer applies for their own new authority. A transportation attorney should be involved in any deal where the operating authority is a significant part of the value.

How long does it take to sell a trucking company?

Most trucking business sales take eight to twelve months from start to close. That includes time to prepare your financials and equipment records, find and qualify a buyer, negotiate a letter of intent, and complete due diligence. Deals that involve equipment inspections, FMCSA record reviews, and driver file audits tend to have longer due diligence periods. Sellers who try to rush the process typically accept lower offers or see deals fall apart during due diligence.

What do buyers look for when buying a trucking business?

Buyers focus on five main areas: financial performance (three years of clean tax returns and P&Ls), safety record (CSA scores and FMCSA data), equipment condition (age, maintenance history, inspection records), customer stability (long-term contracts and low concentration in any single account), and operational independence (does the business run without the owner present every day). A business that scores well across all five areas will attract more buyers and command a higher price.

Do I need a broker to sell my trucking business?

You're not legally required to use one, but most trucking business owners benefit from it. A broker who knows the transportation industry can properly value your business, maintain confidentiality so drivers and customers don't find out prematurely, and help you avoid structural mistakes around DOT authority and deal terms. Broker commissions typically run 8–12% for smaller deals. At BizBrokerMatch.com, you can search for brokers who declare trucking or transportation as a specialty, which helps you find someone who understands the industry's specific complexities.

Ready to find your broker?

Search BizBrokerMatch.com to find brokers who declare trucking and transportation experience — then interview two or three before you commit to listing.

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How to Sell a Trucking Business: A Practical Guide for Owner-Operators and Fleet Owners