What's going to separate the winners from everyone else in 2026? Are you focusing on the fundamentals that actually move the needle?

In this conversation with our returning guest, Mike Riccio of More Than Miles Consulting, we discuss why success in this market comes down to trust, execution, and relationships, not chasing every shiny opportunity!

Mike and I dig into controlling the controllables, dialing in your sales plan, tightening up your messaging, and building a culture that actually performs regardless of tariffs, rates, or the economy.

We also cover utilizing technology as a tool, the importance of knowing your cost to serve, so you can stop selling yourself into the ground, why disciplined pricing and clear deadlines for unprofitable accounts are critical for a volatile 2026 cycle, strengthening carrier relationships through consistent communication, honest lane reviews, and building trust so capacity doesn't disappear when the market tightens.

At the end of the day, the freight industry rewards smart planning, strong operations, and transparency, and the companies that focus on those fundamentals are the ones who'll win in the long term. Always tune in!

About Michael Riccio

Mike Riccio is Founder and CEO of More Than Miles Consulting, LLC. The firm helps Third Party Logistics (3PL) providers and Transportation Brokers develop strategies and tactics to achieve their business goals. With 35-plus years of experience in transportation and logistics, Riccio is uniquely qualified to guide each client through the process of charting its course to profitable and sustainable growth.

Prior to launching More Than Miles Consulting, Riccio was Chief Marketing Officer for Leonard's Express, a leading transportation services provider that offers refrigerated trucking, dry van, warehousing, and freight brokerage services across the United States and Canada. Riccio also served as Vice President of Sales for Leonard's Express, where he helped the leadership team build Leonard's from ground zero to a $350M business between 2001 to 2015.

Riccio serves as Chairman of the Transportation Intermediaries Association (TIA) and is a Certified Transportation Broker.

Riccio is a Board member of the Canandaigua Emergency Squad, where he serves as treasurer.

Riccio earned his bachelor's degree in Business Administration from the University of Dayton. He and his wife Kim have two daughters and two grandchildren. They currently reside in Canandaigua, NY.

Connect with Mike

• Website: https://www.morethanmilesconsulting.com/
• Email: [email protected]
• LinkedIn: https://www.linkedin.com/in/mike-riccio-5a8a4bb/

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