The short answer
An Intermodal Marketing Company (IMC) is a company that holds direct contracts with Class I railroads and sells intermodal transportation to shippers and 3PL partners. An IMC arranges the entire door-to-door movement — drayage to the rail ramp, the rail haul, and drayage at the destination — under a single rate and a single point of contact.
The key word is direct. A true IMC has its own contracts with the railroads. There’s only one margin layer between you and the railroad rate.
An IMC is to intermodal freight what a direct airline is to air travel — they hold the contract, control the capacity, and quote you a real rate without a markup from another provider sitting in between.
IMC vs. Freight Broker: What’s the difference?
This is where most shippers get confused — and where the confusion costs real money.
| Factor | Direct IMC | Freight Broker |
|---|---|---|
| Railroad contracts | Direct contracts with Class I railroads | No direct contracts — buys from an IMC |
| Margin layers | One margin: between you and the railroad | Two margins: broker + IMC both mark up |
| Capacity access | Direct access at source | Dependent on IMC’s available capacity |
| When markets tighten | Access to contracted capacity | Last in line behind direct IMC customers |
The 7 questions to ask any intermodal provider
- Which railroads do you have direct contracts with? They should name specific Class I carriers.
- Are you an IMC or a broker? This should be a simple, direct answer.
- Who handles drayage at origin and destination? A real IMC has carrier relationships.
- What happens to my freight when capacity tightens?
- Who is my point of contact? One person or a call center?
- How will I get shipment updates? Daily, on request, or only when something goes wrong?
- What is your process when there is a service failure?
Railroads: CSX, Norfolk Southern, Union Pacific, CN Rail, and CP Rail — direct contracts, relationships since the early 2000s.
IMC or broker: Direct IMC — not a broker. One margin layer between you and the railroad.
Your contact: One dedicated person. Same contact, every load.
Shipment updates: Daily, every active load, proactively.
Why does the distinction matter in practice?
When markets tighten. Direct IMC customers have access to contracted capacity. Customers buying through a broker are dependent on what the IMC allocates to that broker — and they’re typically last in line.
When you need same-day or next-day capacity. Direct relationships with dray carriers — built over years — are what make same-day capacity possible.
Frequently Asked Questions
See what a direct IMC rate looks like on your lane.
No broker markup. No middlemen. Railroad-direct pricing with one dedicated contact. Quotes back within minutes.