Here's the first in our niche market series. The specialty food market—gluten-free, vegan, and keto—is booming, yet many manufacturers struggle with logistics due to smaller shipment sizes, temperature control needs, and broker limitations. This week, we’re diving into how freight professionals can tap into this high-margin niche, identify ideal shippers, and position themselves as the go-to solution for specialty food manufacturers. Let’s break down the market opportunity, shipper targeting strategies, and proven outreach scripts to help you land more clients in this fast-growing space. MARKET OPPORTUNITY ANALYSIS: 1. Market Size & Growth: - The specialty food market is projected to exceed $200 billion by 2025 - Gluten-free, vegan, and keto segments are growing at 15-20% annually - Most players are small to mid-sized manufacturers ($5-50M revenue) - High concentration in urban areas near health-conscious populations 2. Why It's Overlooked: - Most large brokers focus on major food manufacturers - Smaller shipment sizes deter established brokers - Complex handling requirements create barriers to entry - Fragmented market makes it harder to identify targets 3. Freight Characteristics: - Regular shipping patterns (typically weekly/bi-weekly) - Multi-temp requirements (frozen, refrigerated, dry) - Often requires FSMA compliance - Average shipment value: $2,000-8,000 - Typical lanes: manufacturing to distribution centers (200-800 miles) 4. Profit Potential: - Higher margins due to specialized requirements - Less rate shopping than standard dry van - Potential for regular, repeat business - Average profit per load: $300-600 SHIPPER TARGETING STRATEGY: 1. Where to Find Them: - Specialty food trade shows (Expo West, Fancy Food Show) - Industry directories (Specialty Food Association) - LinkedIn (search for "specialty food manufacturer") - Local health food stores (trace their suppliers) - Instagram/social media (#glutenfree #veganfood #ketofood)

Quick note for anyone in here who’s completed 90-Day Freight Broker and is looking to actually apply it. I’m opening 4–6 agent spots this month at my agency for individuals who want to operate as 1099 freight agents under an established brokerage. You’ll be running your own book with a competitive split, and you’ll have access to our carrier network, systems, and operational support so you can focus on building shipper relationships and moving freight. If you interested please send a resume to brandon@thompsontransportgroup.com.