What Intermodal Can Be for Brokers
Content for this blog was drawn from the TIA Freight Beat Podcast episode Embracing and Leveraging Intermodal in 2026
Intermodal is having a moment. Recent shipment data showed trucking volumes down about 5%, while intermodal climbed by roughly the same amount. For brokers who built their businesses on over-the-road capacity, that shift deserves more than a passing glance.
Why freight is moving to rail
With the steady rise in fuel costs, the cost to run a truck is climbing higher and higher each day. Meanwhile, intermodal pricing has held comparatively steady. Legal exposure in freight is rising too, with heavier scrutiny on driver licensing, training and liability. Jeff Brasheres , who leads domestic intermodal sales at CMA-CGM America and has worked in intermodal since the 70’s, is candid about the effect: “It’s a terrible thing to say, but it’s obviously been very good for intermodal.”
Not every shipper that converts will stay. Short-haul freight often returns to the highway when truck rates soften. But shippers that see consistent savings on longer lanes tend to build their networks around rail. In the short term, you could be looking at a good alternative. In the long run though, adding a new tool means you have more options down the line, and that means more opportunity for growth.
The barrier to entry is lower than you think
Many brokers likely still assume rail service is unreliable, and that access runs only through an intermodal marketing company, but that’s no longer the case. Service is solid in today’s market, and CSX, Norfolk Southern and Union Pacific all offer door service that handles pickup and delivery. Once a broker clears the railroad’s credit process, booking can be as simple as entering zip codes on a website.
Intermodal Carrier (IMC) partners remain a strong option as well. Brokers now have more choices than ever. “Between when I came into this business in 1972 and now,” Basher says, “we’ve come a long way, baby.”
Know which freight fits
The greatest savings come on long, cross-country lanes; Chicago and Memphis to Los Angeles are among the largest. Shorter lanes such as Phoenix to Los Angeles now work as well.
Commodity matters as much as distance. Dense freight that weighs out before it cubes out is ideal: beverages, roofing shingles, coil and metal products. That is especially true westbound, where ocean carriers need empty containers repositioned to the West Coast. Some shippers load 52,000 pounds into a 20-foot box. Hazmat and lithium batteries, by contrast, are generally poor candidates.
Location matters too. With drayage costs elevated, shippers are weighing how close their warehouses sit to rail ramps and ports. Tapping into this network could even fit a broker into the consideration of some new customers.
Service comes before price
When Brasheres recommends a partner, he leads with service, not rate. “If you can’t get the service that you need, your customer is going to leave and never come back.”
In practice, that means tracking every load through every mode, including the rail segment many brokers stop watching. It also means vetting drayage carriers with the same rigor as over-the-road capacity. As liability concerns grow, careful carrier selection is no longer optional.
Why intermodal sets you apart
Intermodal rewards expertise. With only seven Class I railroads, a shipper with a bad rail experience cannot simply switch carriers the way it would on a truck lane. That puts trust, with both the customer and the railroad, at the center of the business. It also makes intermodal a real point of differentiation. “Everybody can find a truck,” Basher says. “But not everybody can do intermodal.”
One Indianapolis warehousing company he worked with started almost entirely in trucking. Today its mix is the reverse, and it has taught its own customers to use rail.
The bottom line
Brokers on the fence do not need to overhaul their operations. Set up a credit contract with a railroad that offers door service, or partner with a reputable IMC, and test one dense, long-haul lane. The tool is within reach, and the brokers who learn it now will be ready when their customers ask.
In an industry where standing out can get you a leg up, why not try something new, and see how it impacts margin? Intermodal has been there a long time, as a consistent option, and brokers that choose to take advantage of it will find themselves better off in the long run.
