How Oilfield Trucking Companies Can Win More Contracts With Operators
- Nate Jones, CPCU, ARM, CLCS, AU
- 4 days ago
- 2 min read
Oilfield trucking is competitive. Whether you haul crude, saltwater, chemicals, or frac sand, the fastest way to grow is to win more contracts with operators and large service companies. Many fleets start by reviewing their Oil & Gas Trucking Insurance to ensure they’re contract‑ready and priced competitively, then align the rest of their operation to meet buyer expectations.
1) Be “Contract‑Ready” on Day One
Insurance & limits: Most operator MSAs require Commercial Auto, General Liability, Workers’ Comp, Pollution (for liquids), and Umbrella/Excess. Keep your COIs current and ready to share.
Safety documentation: Maintain a concise safety manual, JSA templates, incident logs, and driver files (MVRs, drug/alcohol and medical clearances).
Compliance platforms: Keep ISNetworld, Avetta, or Veriforce profiles up to date. Incomplete profiles are a common bid killer.
2) Improve Your Bid Package (Make It Easy to Say “Yes”)
Clear service scope: List what you haul, where you haul, and your 24/7 dispatch/response times.
Capacity & coverage map: Show trucks, trailers, and regions served.
Proof of performance: Include on‑time stats, spill‑free milestones, corrective actions, and two to three relevant references.
3) Reduce Perceived Risk With Practical Controls
People: Hire for experience (tanker/vacuum), run MVR screens, onboard with ride‑along, and schedule recurrent training.
Assets: Standardise preventive maintenance; inspect hoses, valves, seals, and vacuum tanks daily.
Technology: Use telematics and dash cams; alert for speeding/harsh braking; track DVIRs digitally.
4) Price Smart (Without Underbidding Your Safety)
Transparent rate sheets: Show base rate, FSC, accessorials (wait time, heel handling, washouts).
Flex options: Offer surge capacity or standby pricing for frac/turnarounds.
Protect margin: Don’t trade away PPE, spill‑kit standards, or driver rest, these control claims and keep you contract‑eligible.
5) Market Where Operators Actually Look
Attend local operator/vendor days, join basin associations, and keep your vendor portals fresh. Publish short case studies (1–2 paragraphs) focused on up-time, safety, and response time.
Get Contract‑Ready Coverage With Wexford Insurance
Wexford Insurance specialises in oilfield fleets and works with carriers that understand MSA requirements. We structure Commercial Auto, GL, Workers’ Comp, Pollution, Inland Marine, and Umbrella so your COIs match what operators demand, without overpaying.
👉 Request your oilfield trucking insurance quote from Wexford Insurance today and start winning more operator and service‑company contracts.
