Detention, TONU, layover, and lumper — the accessorials you're leaving on the table

The four accessorials, defined

Detention: you're stuck at a shipper or receiver longer than the free time on the rate confirmation. Typically 2 hours free, then billable at $50–$85/hr.

TONU (Truck Order Not Used): broker cancels a load you accepted after you started moving to pick up. Typical fee: $150–$250.

Layover: you're forced to spend a night waiting for pickup or delivery beyond the original schedule. Typically $150–$300/night.

Lumper reimbursement: shipper/receiver forces you to pay for third-party unloading. You front it, broker reimburses.

Why most O/Os never collect

Three reasons:

1. 1They don't have it in writing on the rate confirmation
2. 2They miss the notification window brokers use to reject
3. 3They don't have documentation of arrival/departure times

Fix those three and you'll collect on 80%+ of claims.

The rate confirmation checklist — get this in writing every time

Before signing any rate confirmation, verify it includes:

• Detention: "$X/hr after Y hours free at each stop, per broker approval"
• TONU: "$X TONU applies if load cancels after dispatch"
• Layover: "$X/day if held over night due to shipper/receiver delay"
• Lumper: "Broker reimburses with receipt"

If any of these are missing, email the broker before dispatch asking for them in writing. Save the email. That email is your rate confirmation for that accessorial.

Standard language to paste back:

"Confirming the following accessorials for Load #XXXXX: detention $75/hr after 2 hrs free at each stop, TONU $200, layover $200/day, lumpers reimbursed with receipt. Please reply to confirm."

Most brokers will respond within minutes. If they don't, don't run the load. You have no leverage after delivery.

Detention — the workflow that gets paid

Documentation (this is 90% of the fight)

At every pickup and delivery:

1. 1Log arrival in your ELD as "on-duty" the second you enter the shipper property line
2. 2Photograph the gate check-in slip or shipper timestamp
3. 3Log departure as you leave the property
4. 4Save all timestamps — ELD, photos, gate slips

Notification window

Most brokers require notification of detention within 1–2 hours of the free time expiring:

• Arrive 08:00, 2-hour free time = detention starts at 10:00
• You must notify broker by 11:00–12:00 or claim is auto-rejected

Send by email (not just text — you need a paper trail):

"Load #XXXXX. Arrived Shipper Acme 08:00, still not loaded at 11:00. Detention now accruing per rate confirmation. Please advise."

Billing

After delivery, submit a separate detention invoice with:

• Rate confirmation excerpt showing detention clause
• Timestamped arrival photo
• ELD screenshot showing on-duty time on shipper property
• Departure timestamp
• The email you sent during detention
• Hours calculated (arrival to loaded, minus free time)

Submit within 48 hours of delivery — most brokers void claims after that window.

TONU — the "started rolling" test

TONU is owed when:

• You accepted the load and dispatched (started moving toward pickup)
• Broker cancels before you arrive
• You could not book replacement freight

Documentation:

• Rate confirmation with TONU clause
• ELD trace showing you started moving toward pickup
• Cancellation email/notice from broker

Invoice immediately — same day the cancellation happens. Reference the rate con and attach ELD trace.

The lie brokers use: "We can add you to a similar load, no TONU needed." Sometimes fine. Sometimes the replacement is 200 mi deadhead and worth less — decline and invoice the TONU.

Layover — the overnight math

Owed when the shipper/receiver holds you past the appointment day and you have to break for the night before continuing.

Documentation:

• Rate con with layover clause
• Timeline of the delay in writing to broker
• Photo of you at the shipper/receiver the next morning ready to load

Standard rate: $200/night is industry norm. Some brokers will only pay $150. Take the fight — you'd rather have $150 than $0.

Lumper — front it, invoice with receipt

The situation: you arrive to deliver, receiver hands you a "lumper fee" of $150–$400 for unloading.

Options:

1. 1Call broker BEFORE paying — some brokers pay lumpers directly to the lumper via ComCheck. This is preferred.
2. 2Pay it, get itemized receipt with load info, broker MC, and payment method noted
3. 3Include receipt image in your invoice — most brokers reimburse at cost within 30 days

Never pay cash without a receipt. No receipt = no reimbursement, guaranteed.

The 3 collection scripts

Script 1: Detention denied ("we didn't approve it")

"Understood you didn't approve, but detention was billed per the rate confirmation language which does not require pre-approval — only notification. My email at [time] served as notification. Attaching ELD screenshot and gate log. Please process $X detention."

Escalate to broker's ops manager if the dispatcher pushes back.

Script 2: TONU denied ("we found you another load")

"The replacement load offered was [X miles deadhead / paid $Y less / had incompatible timing]. Per our rate con, TONU applies when the original load cancels and no viable alternative is offered. Please process $X TONU."

Script 3: Slow lumper reimbursement

"Lumper reimbursement submitted [date], now [X] days past your standard 30-day window. Please process this week or I'll bring it to the attention of your finance department directly."

Most collection wins take 2–3 pushes. Be persistent and professional. Don't threaten before you're actually willing to file on the bond or blacklist the broker.

The scoreboard — track this monthly

In a simple spreadsheet:

Any broker with < 50% detention pay rate for 3+ months = drop them.

Real revenue impact

A single-truck operator averaging 2 detentions/month at $150 each + 1 TONU/quarter at $200 + 4 lumper reimbursements/yr collects:

• Detention: 24 × $150 = $3,600/yr
• TONU: 4 × $200 = $800/yr
• Layover (typical 3–4/yr): ~$700
• Total accessorial revenue: ~$5,100/yr

That's 6% added to a $85k operator net income. Straight to bottom line. No extra miles driven.

Homework

• Add the accessorial checklist to your rate confirmation review
• Save the 3 collection scripts to email drafts
• Build the monthly scoreboard spreadsheet
• Set 48-hour reminder after every delivery to submit accessorials
• Photograph gate slips at every stop — start tomorrow

Next up: Trip planning + parking + HAZMAT routing.