The disruptor story
Small fleets built the
supply chain. Servicing them broke the math.
1–7 unit fleets make up roughly 87% of the entire trucking supply chain — and they're also the most labor-intensive accounts to service relative to what they pay. That's exactly why most agencies can't afford to chase this business. idi rebuilt the math so they can.
Where the money goes
What those 6.5 points actually pay for
It isn't sales. It's the backroom: collecting premium, processing endorsements, verifying proof of coverage, and answering the same certificate request for the fourth time this week. On a small fleet, that work costs the same as it does on a large one — the commission just doesn't.
Collecting premium
2.2%Processing endorsements
1.9%Verifying proof of coverage
1.4%Billing, chasing, filing
1.0%~6.5% of premium
That's roughly 65% of a 10% commission — gone before a single new account is written.
The fix
Technology, not more headcount
Automated servicing
Premium collection, endorsements and certificate issuance run without a human in the loop. The backroom is the software.
Margin becomes profit
With overhead removed, the commission that used to fund labor lands on the agency's bottom line instead.
Producers stay producers
Young producers no longer get buried in unpaid-in-effect service work. They prospect, they sell, they stay.
For agency owners
A hiring plan that finally pencils
The hardest part of growing an agency isn't finding accounts — it's keeping the people who write them. Small-fleet trucking used to be the account that burned them out.
- Hire young producers into a book that services itself.
- Give them a real income path — commission that behaves like passive income.
- Free their calendar for prospecting instead of paperwork.
- Compete for lucrative programs that used to be big-agency only.
Level the field
Small agency. Big-agency programs.
Appointment takes minutes. So does everything after it.