How to Get Your First Saltwater Hauling Contract (Beginner’s Blueprint)
- Nate Jones, CPCU, ARM, CLCS, AU
- 5 days ago
- 2 min read
Starting a saltwater hauling business in the oil and gas industry can be profitable, but landing that first contract often feels like the hardest step. Produced water hauling is critical to operations, and operators want reliable, compliant haulers who minimize risk. Here’s a step-by-step blueprint to secure your first contract.
1. Understand Operator Requirements
Before approaching operators, make sure your business is ready to perform safely and reliably:
Fleet Readiness: Ensure your vacuum trucks and trailers are well-maintained and rated for oilfield conditions.
Driver Qualifications: All drivers should hold valid CDLs and be trained on safety procedures.
Operational Safety: Establish standard operating procedures (SOPs) for spill response, loading/unloading, and equipment inspections.
Reliable equipment and trained staff build credibility and reduce risks that could delay contract approval.
2. Obtain Proper Insurance
Insurance is one of the first hurdles for new haulers. Operators will not accept vendors without adequate coverage. Key policies include:
Commercial auto insurance for trucks and trailers
Pollution/environmental liability insurance to cover potential spills
Working with an experienced broker like Wexford Insurance ensures you meet operator standards and protects your business from unexpected claims. Proper coverage increases your credibility and gives operators confidence in awarding contracts.
3. Research Target Operators
Identify oilfield operators, drilling companies, or disposal facilities that use saltwater hauling services. Look for:
Local operators with active wells
Midstream companies managing produced water pipelines
Smaller operators who may subcontract hauling work
Building a list of potential clients helps focus your outreach and improves your chances of securing your first contract.
4. Network and Build Relationships
Relationships are key in the oilfield industry:
Attend industry events and trade shows
Join local oil & gas associations
Connect with experienced haulers for mentorship or subcontract opportunities
Personal referrals often lead to first contracts faster than cold outreach alone.
5. Submit Professional Proposals
When approaching operators:
Provide a clear service proposal outlining equipment, safety measures, and availability
Highlight your insurance coverage and compliance with DOT and environmental regulations
Emphasize reliability, safety, and cost efficiency
A professional proposal demonstrates credibility and readiness.
6. Start Small, Scale Strategically
Many haulers win their first contract with smaller volumes or short-term work. Deliver consistently and safely to build a track record. Positive performance opens doors to long-term agreements and higher revenue contracts.
Partner With Wexford Insurance
Securing your first saltwater hauling contract requires preparation, risk management, and insurance coverage. Wexford Insurance specializes in helping oilfield trucking companies meet operator requirements while protecting their fleet, employees, and contracts.
Request a quote from Wexford Insurance to ensure your business is fully insured and ready for your first contract.
