Military moving can be a major growth path for a moving company, but most owners do not get in by winning a direct government contract. This article breaks down the practical path discussed by Oded Carmi: join industry associations, build relationships with move managers, learn the military moving process, and use new verticals to reduce dependence on local COD moves.

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How Moving Companies Can Start Getting Military Move Work

Most moving company owners start the same way: local COD moves, price shopping customers, and a constant need for more moving leads. That can work, but it keeps your moving business on a treadmill.

Oded Carmi of DN Vanlines explained a different path: military moving, government work, office and industrial moves, and corporate relocation. These verticals can help a moving company owner build repeatable books of business instead of starting from zero every month.

Why Should a Moving Company Look Beyond Local COD Moves?

COD work is important because it creates fast cash flow. But if your company only does COD moves, you are always chasing the next booked job. You are also exposed to housing trends, interest rates, local competition, and customers comparing prices.

Oded’s advice is to build the business “with bricks.” That means adding accounts and verticals that can bring work back year after year.

COD vs. Vertical Work Decision Guide

• COD moving: Good for cash flow because customers usually pay right away.
• Military moving: Can create steady shipment opportunities through move managers, but payment may take 30 to 60 days.
• GSA and Department of State: Similar government-related work with crossover from military moving.
• Office and industrial: Can be profitable and less emotional than household goods moving.
• Corporate relocation: Work can come through relocation management companies.

How Does Military Moving Work for Moving Companies?

The biggest military moving program discussed was DP3, the Defense Personal Property Program. Oded said the Department of Defense is the moving industry’s single largest customer and handles a major share of moves in the United States.

Inside DP3, the direct approved companies are called TSPs, or transportation service providers. But most moving companies will not enter military moving by becoming a TSP right away. Oded said there has not been an open season in about a decade, and even the last one was very competitive.

The Practical Path Into Military Moving

• 1. Understand the main players: TSPs hold direct rights with the military.
• 2. Find move managers: Companies like TMM, Tier 1, Interstate, NFC, Gateways, and Charter manage military shipments.
• 3. Join their supply chain: A local moving company can become an agent or service provider in its market.
• 4. Start small: Oded described the process as crawl, walk, run.
• 5. Learn the rules: Military moving has procedures and requirements that are different from standard local moving.

Who Should You Contact First?

If you are not already a TSP, the most realistic first step is to contact military move managers and ask about their onboarding process.

They will want to understand your capabilities. That means you need to be clear about what your moving company can actually handle.

Military Move Manager Readiness Checklist

• What markets do you serve?
• How much crew capacity do you have during peak season?
• Do you have warehouse space?
• Can you handle military procedures and documentation?
• Can you accept work where payment may not be immediate?
• Are you ready to start with a few jobs and learn?
• Do you have management involved enough to protect quality?

Why Are Associations So Important?

Oded credited industry associations as a major reason he learned, built relationships, and found opportunities. He mentioned three levels: state associations, the national moving association level, and the international association level.

For a growing moving company, associations are not just events. They are where owners meet mentors, future partners, move managers, and other agents who may need help covering work.

Association Networking Framework

• State association: Lower cost, local relationships, easier starting point.
• National association: Access to larger companies and experienced leaders.
• International association: Broader relationships and international moving connections.

How Should You Think About Other Moving Companies?

Many local moving company owners see every mover as a competitor. Oded explained that this mindset usually comes from being focused only on COD work.

Once you enter military, government, office, industrial, or relocation work, other movers often become partners. You may need them for origin service, destination service, storage, lift vans, or overflow capacity.

Quick Partner Scorecard

• Do they answer quickly?
• Do they protect the customer experience?
• Do they have capacity in a market you need?
• Do they understand the type of work?
• Would you trust them with your company’s reputation?

What Other Verticals Should Moving Companies Explore?

Military moving is not the only path. Oded also highlighted GSA, Department of State, office and industrial, FF&E, and relocation management companies.

• GSA: Government moves outside the Department of Defense, including agencies like FBI, Homeland Security, and agriculture.
• Department of State: Moves for diplomats, ambassadors, and embassy staff.
• Office and industrial: Business moves, warehouse moves, and non-household goods work.
• FF&E: Furniture, fixtures, and equipment projects, such as hotel furniture replacement.
• RMCs: Relocation management companies that handle corporate relocation packages.

What Mistakes Should Moving Company Owners Avoid?

• Only chasing more COD leads: More leads do not always create a stronger business.
• Trying to learn military moving alone: Oded said the program is complex and best learned from people already doing it.
• Ignoring associations: Relationships can create opportunities years later.
• Expecting passive ownership: Oded stressed that growth takes involvement, daily decisions, and leadership.
• Forgetting cash flow: Some verticals may pay later, so COD work still has a role.

Quick Win: Make One Industry Connection Today

In the next 30 minutes, choose one move manager, association, or experienced mover and send a short message.

• Introduce your company.
• State your market.
• Share your capabilities.
• Ask what their onboarding process looks like.
• Ask if they recommend any military moving education or association sessions.

How to Apply This This Week

• 1. Map your current revenue: Estimate how much comes from COD, storage, commercial, government, or referral work.
• 2. Pick one vertical: Choose military, GSA, Department of State, office and industrial, FF&E, or corporate relocation.
• 3. Join or research one association: Start with your state moving association if you are new.
• 4. Contact one move manager or RMC: Ask how to become part of their supply chain.
• 5. Prepare your capacity story: Be ready to explain your crews, trucks, warehouse space, markets, and peak season limits.

The lesson is simple: if you want a stronger moving company, stop relying only on one type of moving lead. Build relationships, learn the larger verticals, and create repeatable books of business over time.

To hear the full conversation with Oded Carmi, watch How to Land Military Moving Contracts With Oded Carmi and visit the Heavy Lifting Marketing YouTube channel.