Launch Mexico at your brokerage
A short plan to get sales, customer ops and leaders selling Mexico freight, with the pricing rule and the first moves for each role.
All chapters
Your team already has what it takes to sell Mexico: Market Rates to price it and a carrier network to move it. This chapter turns that into a plan for the whole floor, with one section each for sales, customer ops and leaders. For why the market is worth it, start with Chapter 1.
“You are armed with Mexico pricing and capacity. You should not feel like it's something you guys don't do. Go ask your customers.”
Why Mexico
For sales: find it and price it
Find it in your book
Pull every load that picks up or delivers at the five crossings that carry the most trucks:
- Laredo38.8% of inbound trucks in 2025 (BTS)
- Otay Mesa
- El Paso
- Pharr
- Nogales
Chapter 2 has the talk track for that call.
Price it in Market Rates
Look up the lane in Cargado Market Rates, then:
- Quote the Low for consistent freight, good lead time or a Strong Confidence lane.
- Otherwise, quote the Mid.
Before you give a firm number, collect the seven inputs in Chapter 7.
For customer ops: cover it and run it
Cover it on Cargado
Post the load on Cargado and the right carriers bid. Pick the winner by where the move goes:
| The move | Pick |
|---|---|
| Door-to-door, past a border city | A carrier with a DOT number, MC number and U.S. cargo insurance, onboarded through Highway |
| Inside Mexico only | A Mexican carrier |
| To or from the border, Mexico side | A bidder with a DOT number |
Cargado approves every carrier before it can bid. You onboard the carrier, send the rate confirmation and pay it. How do I cover Mexico freight? walks through each step.
Run the first load
Ask your customer for its contact at the plant in Mexico and the name of its customs broker. Then put the shipper, the carrier, the customs broker and your team on one email chain. Chapter 12 is the full first-load checklist.
For leaders: make Mexico part of the brokerage
Three moves that get the whole floor selling Mexico:
- Put Mexico on your websiteA service line, a cross-border page and Mexico on the quote form.
- Find the Mexico customers already in your bookUpload your customer list to Mine Your Book on GetFreight.ai and it flags each customer as Mexico yes or no. Free during beta.
- Name one point person for Mexico quotesReps know where to send a Mexico question, and every answer stays consistent.
Sign up for GetFreight.ai at getfreight.ai. For how a Mexico desk grows from here, read Chapter 13.
Learn it live with Matt
Matt Silver runs a live Mexico 101 session on the first Thursday of every month at 10:00 AM CT. Matt teaches the Mexico basics and takes your reps’ questions, so bring the whole team. Register on the webinars page.
Ready to see Mexico market rates and vetted carriers?
The guide covers the playbook. A demo shows it running.