Behind The Freight

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Sarah Ruffcorn, the President of Trinity Logistics. 
Join them as they explore: 

• Building relationships with carriers
• The challenges and benefits of evaluating and implementing technology in the industry
• Why leadership is a constant learning process
• Sarah’s experience of being a female leader in the industry 
• And more!

Sarah Ruffcorn is the President of Trinity Logistics, a freight broker based in Delaware with over ninety agent offices throughout North America. She has worked at Trinity Logistics for over twenty-two years, having started out as an Account Manager and risen through the ranks to where she is today. Sarah has just been announced as 2024’s Distinguished Woman in Logistics at the TIA 2024 Capital Ideas Conference.
[14:27 - 15:16] Sarah emphasizes the value of forging strong links with carriers and the owners of those organizations. She cites these reciprocal relationships between her team and carriers as a way of solving some of the challenges posed by trucking, since each could help out with certain issues, such as freight not being ready, or logistical problems. The partnerships contributed to a positive environment and meant Sarah enjoyed her work. 
[23:36 - 24:32] With so many new technologies being developed, Sarah says that she and her team are still in the process of deciding how to integrate them. Currently, business leaders typically bring the technology to the table, then Sarah brings it to her technology team, who evaluate it from a security perspective and a technical perspective. Once this is done, the business side of the operation decides whether the technology in question would be beneficial for the company. The team puts together a charter that formalizes who owns the process and who will spearhead the implementation of the technology at an executive level. 
[29:29 - 33:32] Sarah speaks about the benefits of doing what is right for the team, even if that means relinquishing a leadership role. She says Trinity Logistics adhere to the slogan ‘Do it for the team’. Sarah says that when she was presented with an opportunity to climb the ladder in her job, she was careful about the moves, and would always ask herself whether her skill set would help the company. If so, she would do it, but if not, and she thought there was someone else that was better placed, she would recommend them instead. Sarah believes that self-sacrifice is a key part of leadership.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.

Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Chad Eichelberger, President of Reliance Partners.
Join them as they explore: 

• The necessity of grit and contingency plans for managing challenging markets
• How to scale an insurance company
• What insurance agencies are looking at when in talks with freight brokers
• And more!

Chad is President of Reliance Partners, one of the largest transportation and logistics insurance agencies in North America. His team is differentiated by their strong culture, unique diversity, and investment in technology, all of which has helped them to achieve year-over-year organic growth in excess of 30%. Prior to Reliance, Chad was President of Brokerage at Coyote Logistics and President at Access America Transport.

[09:26 - 11:33] While Chad was working at Access America, the Great Recession hit in 2008. To manage it, the team saw two options: buckle down and weather the storm or be aggressive and leverage a challenging marketplace to outwork everybody and increase your market share. Access America went for the latter, growing from $42 million to $56 million in revenue in just one year. That wasn’t the growth they were accustomed to in a favorable market, but it was growth nonetheless. They hustled through the time, not being afraid to make losses on shipments and instead building good relationships with carriers and customers who knew they could depend on them while having contingency plans in place for the ‘what if’s. It truly is a testament to grit having a lot to do with your success. 
[22:35 - 25:14] When Chad joined Reliance Partners, he worked with CEO Andrew to help scale the company. You always have to pay attention to cash as you grow, and they were fortunate to have very supportive angel investors who gave them the ability to make strategic hiring decisions early on, getting in good talent quickly. They also focused on getting good market access, with Andrew and Chad profiling any competitors in the market and new insurance companies so that as they expanded geographically, they could build a competitive map of what each area’s market looked like and who were the key players they had to build relationships with. They do this to this day to ensure they are constantly ahead of the curve. 
[36:01 - 40:04] Reliance Partners insure freight brokers of all sizes, but they of course have somewhat of a checklist for who they are willing to insure, as will any other insurer. Chad advises brokers to be very clear on what they want out of their insurance policies when they are talking to an agency. For example, what are your goals from a cargo perspective? Are you looking to take on some risk or are you looking to shield yourself from some risk? That will help give both parties an idea of the relationship. Chad also explains that insurance agencies will look at the structure of the organization, specifically on how it is backed financially to assess the liability. Ultimately insurance agencies are looking at your entire operations and where potential liabilities may rise and what your comfort levels are for if they do. 
If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Samuel Bissonnette, a Canadian owner-operator. 
Join them as they discuss: 

• Samuel’s journey in the trucking industry
• The significance of providing good service to brokers and customers
• The challenges faced in the current market
• Why passion for trucking is crucial for success in the industry
• Improvements in technology 
• The heartwarming story of how he was reunited with his dog, Denver

Samuel Bissonnette is a Canadian truck driver who has been an owner-operator for around 13 years. He hit the news recently after losing then finding his dog, Denver, in the Virginian town of Blacksburg. 
Episode Highlights:
[22:08] Samuel says that with the advent of technology services and data services, he is able to run his business all by himself. For instance, technology has allowed him to meet the conditions of the broker that needs him to inform them on what's going on. Samuel also says that better technology has allowed him to deal with the broker the way he wants to deal with the broker, which is different to the experience of working for a bigger company.
[26:18] Samuel offers three pieces of advice to those looking to become an owner-operator. Firstly he says that commitment to the lifestyle is important, since being an owner-operator is a lot more work than just being an employee. The next piece of advice relates to learning and understanding the costs involved. Samuel says that being an owner-operator depends on being aware of the financial costs involved with a range of loads and distances. Lastly, Samuel says that while one owner-operator will never be able to give the service of multiple trucks, the best thing you can do is give great service. 
[30:26] One unique aspect of Samuel's trucking operation is that he travels with his two dogs, Dallas and Denver. He shares the story of how Denver got lost while chasing a deer. Despite his efforts to find Denver, he had to continue with his job and eventually hired a professional pet tracker to help locate him. Sam recounts how he had to drive a long distance from Maryland to help him, and upon arriving at the location, he had difficulty finding the exact spot where Denver was last seen. Upon returning to Blacksburg, he received sightings of Denver in the same area he was situated in. With the hope of attracting Denver, Sam barbecued ground beef in his truck in the mountains. After hours of barbecuing, he heard something approaching his truck and saw Denver. He credits this success with the willingness of the local community to help him find the dog.
If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.
Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Lindsey Trent, the President and co-Founder of the Next Generation in Trucking Association. 
Together they discuss:

• The importance of career technical education
• Promoting trucking as a positive career choice to young people
• The work of Lindsey’s company, the Next Generation in Trucking Association
• Entrepreneurial opportunities within the trucking industry 
• And much more!

Lindsey Trent is the Co-Founder and Executive Director of the Next Generation in Trucking Association, a non-profit trade association with the mission to promote trucking as a positive career choice and create trucking programs while encouraging training and employment of young people in the trucking industry, connecting them to training and employment opportunities. She was the Business and Customer Development Manager for Ryder System Inc (2017 - 2022) and the Business Development Manager for Driving Ambition (2012 - 2017). 

Episode Highlights:
[10:41 - 12:37] After Lindsey learned about a high school program focused on the trucking industry, she was inspired to create the Next Generation in Trucking Association, which focused on bridging the gap between industry and education, and getting young people opportunities across the country to be trained in the trucking industry. There are four verticals that Next Gen. concentrate on: supply chain management, diesel mechanics, driving and warehousing, and logistics. Lindsey says the trucking industry needs to be influencing educators, influencing students and saying, “we want you”. 

[18:22 - 19:49] Lindsey’s mission is to invest in the next generation and build up the workforce. She says that it’s all about tackling the problem at its core. Lindsey emphasizes that the Next Generation in Trucking Association is not an overnight solution. This means she is comfortable with saying “we’re not the right fit for you”. She says “we're trying to plant the seed, so in five, ten years, you aren't going to have this problem.”

[27:19 - 29.12] Lindsay’s mission for the future is to continue to grow the association. She says they are trying to get a list of all the career fairs across the country in order to promote the trucking industry as a viable job opportunity. Next Gen. also wants to get more programmes in high schools and make more connections with the community colleges. They are also trying to help companies see that there are work-based learning opportunities for them to get a sixteen or seventeen year-old to come and work for them. 
If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Tyler Johnston, the Director of Operations at Mercer Transportation. 
Together they explore: 

• The importance of building strong relationships between carriers and brokers in the trucking industry
• The need for effective communication and negotiation skills in order to maximize profits and efficiency
• The role of technology in improving processes and decision-making for brokers
• The value of knowing market conditions and data for carriers
• Different types of freight relationships

Tyler Johnston is Director of Operations at Mercer Transportation, where he has worked since 2013 in various capacities including Brokerage and Freight Operations Manager, Mid-America Freight Operations Team Lead, and Freight Coordinator. Mercer Transportation, founded in 1977, is a trucking company that provides shipping capacity anywhere from a single load to large volume moves, and can handle anything from regional shipments to cross country or international moves. Transport Topics has recognized Mercer Transportation as a “Top 100 Carrier”. 
Episode Highlights:
[22:52 - 24:12] Tyler emphasizes that, when it comes to freight, time is money. Predictability is everything in this industry, as it breeds efficiency, which in turn breeds profitability. Tyler ensures success by knowing what he’s getting into, knowing what to expect, and knowing how to get out of there. For instance, he suggests that consistency in freight rates is better in the long run than negotiating every time on a load that is completed every week. When Tyler can predict a rate, this reduces time and uncertainty, which will lead to greater profit.

[25:25 - 27:10] Tyler considers the value of strong broker-carrier relationships in the freight industry. While there are occasionally obstacles that prevent this from happening, the prevalence of fraud means that familiarity and trust is equal to a higher rate on Tyler’s portion and his customer's portion, too. Customers are willing to pay for the security that their freight is going to get from point A to point B in a timely and efficient manner, which is why good relationships between brokers and carriers are so beneficial for each party involved. What’s more, established routes and trust-based relationships means less time is spent on logistics and more can be spent on other tasks.

[28:02 - 32:55] Tyler discusses the different types of freight relationships and the importance of knowing your broker and the market. Tyler explains that there are three ways to get freight: contract, spot market, and relationship freight. Contract freight involves a long-term agreement between the broker and the carrier. Spot market freight is more immediate and requires quick solutions—in short, it is on the spot pricing for an on the spot truck. Relationship freight is built on trust and reliability between the broker and the carrier. Knowing which category the freight falls into is beneficial for both the broker and the carrier, as it helps determine the urgency and negotiation power involved.
If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Timothy Dooner, WHAT THE TRUCK?!? Host & Producer at FreightWaves and SiriusXM.
Join them as they explore:

• The importance of consistency and dedication in maintaining podcast success
• Leveraging partnerships and sponsorships for podcast growth and sustainability
• Purpose-driven content creation in building a successful podcast brand
• And much more!

Dooner is an award-winning podcaster who hosts and produces FreightWaves' WHAT THE TRUCK?!? In under a year, he helped build FreightCasts, the world’s largest logistics and supply chain podcast network in media. WTT is ranked in Apple Podcasts top-20 Business News podcasts. He also writes a newsletter of the same title with over 15k subscribers in the supply chain and trucking niche. Dooner has been in freight since 2005 and has held director positions in operations, sales, consulting, and marketing. He has worked with FedEx, Reebok, Adidas, L.L. Bean, Hasbro, Louis Vuitton, and many more high-level clients across the full spectrum of the supply chain. He was also a featured speaker at TEDx Chattanooga.
Episode Highlights:
[10:37 - 13:15] Tim's insights into content creation challenges stem from his own experiences with "What the Truck?!" Starting out, he faced the common hurdle of consistently producing episodes while balancing other commitments. Initially, Tim had no background in freight but found himself in the industry due to circumstances. At FedEx Trade Networks, he tackled complexities of air, ocean freight, and global logistics, gaining a thorough industry understanding that fueled his future content creation. Despite various setbacks and career shifts, Tim's creative instincts persisted. His journey from music to freight operations to sales demonstrates a willingness to adapt and learn, essential traits for content creators. Tim's realization during his darkest times that he needed to rewire with a sense of purpose highlights the importance of resilience and self-awareness. His decision to channel his energy into positive endeavors, such as podcasting, enabled him to overcome personal struggles and find fulfillment in his work.

[13:45 - 22:13] Tim's collaboration with FreightWaves and Craig Fuller demonstrates the power of seizing opportunities. Despite initial skepticism from others in the industry, he recognized the potential of podcasting as a powerful medium for freight content. His passion for creating engaging, conversational content resonated with Craig's vision, leading to a partnership that continues to thrive. Through FreightWaves TV and other innovative initiatives, Tim demonstrates a commitment to expanding content distribution and reaching diverse audiences. By embracing new technologies and platforms, such as social media, Tim maximizes the impact of his content, which now supports an entire team and multiple shows while fostering community engagement and driving industry conversations forward.

[22:15 - 25:47] Tim's emphasis on brand authenticity is rooted in his belief that genuine connections with the audience are paramount to long-term success. For instance, Tim's casual attire infuses his personality with the podcast and reflects an understanding of his industry’s culture. As he says, Freight's not pretentious, so it's grassroots and it's very genuine and authentic. He further explains how he includes a variety of guests on his show, from truck drivers to C-suite executives. This creates a well-rounded platform that appeals to a broad audience and fosters trust because he is genuine in his approach to content creation.

[29:30 - 29:58] Timothy emphasizes the importance of collaboration over rivalry in the industry. He mentions supporting others by offering his platform to help them grow. Timothy believes that forming early partnerships and friendships can lead to great collaborations and success in the future. His approach is to assess if a partnership makes sense, and if so, he aims to help where he can, fostering a supportive community.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Paul Jaroslawski, President and Founder of Freight Caviar and co-founder of Shipper CRM.
Join them as they explore:

• The importance of understanding different cultures in business
• Embracing slow growth and quality over quantity
• The value of face-to-face interactions in fostering trust and rapport
• And much more!

Paul launched FreightCaviar in 2020 as a logistics media platform catering to freight brokers, dispatchers, and truck drivers. Offering entertainment and educational content through memes, podcasts, and newsletters, FreightCaviar focuses on freight tech, brokering, and nearshoring. He’s a Chicago native and University of Illinois graduate. Paul’s career includes roles as a freight broker at Everest Transportation Systems and overseeing an outsourced operation in Ukraine, growing it from four to nearly 100 employees. 

Episode Highlights:
[09:48 - 12:20] Paul views entrepreneurship as an ongoing learning experience, akin to attending college. Each year presents new challenges and lessons, shaping his approach to business. He emphasizes building strong relationships based on trust and shared experiences. Paul's philosophy resonates with the idea that simplicity often trumps complexity in business and relationships. By continually seeking to understand himself and others, Paul adapts his business strategies to create meaningful connections and drive success.
[13:16 - 17:28] Paul stresses the significance of face-to-face interactions for strong business relationships. Despite being an introvert, he recognized the power of personal visits to trucking companies, which transformed phone conversations. By investing time in visiting clients, Paul deepened connections and improved communication. He advocates for carriers and brokers to prioritize in-person meetings to build trust and rapport. Paul's insight emphasizes the adage, "People do business with people they like, know, and trust," he encourages others to prioritize personal interactions for long-term success.
[17:32 - 19:33] Paul highlights the importance of leveraging content creation to build business relationships with customers. This effort created organic growth and led Paul to diversify with a podcast and a newsletter. His inspiration came from a desire to replicate the informative and engaging style of publications like Morning Brew, tailored specifically for the freight and logistics industry. Despite starting without a clear business plan, Paul's commitment to content creation paved the way for the evolution of his media company, Freight Caviar, and later, Shipper CRM.
[34:58 -39:15] Paul prioritizes quality over quantity, particularly in content creation and customer relationships. While increasing the frequency of newsletters could have boosted revenue, Paul recognized the potential trade-off in quality. Instead, he maintained a high standard by limiting sponsorships and focusing on long-term relationships. This approach aligns with his belief in sustainable, organic growth, fostering customer trust and loyalty. Paul acknowledges the noise and distractions in the entrepreneurial landscape but advises entrepreneurs to be steadfast in their commitment to authenticity, quality, and genuine connections.
If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Trey Griggs, Founder and CEO of BETA Consulting Group. 
Join them as they explore:

• Trey’s childhood trips in his Dad’s truck 
• Why he chose to found his own business
• His struggles with self-confidence
• His advice on turning customers into fans!

Trey has been consulting full time since 2022, helping logistics companies increase their revenue through marketing and content strategies. You may have also seen him speaking at events across the country. 

Episode Highlights:
[03:38 - 15:51]  Trey grew up in Kansas City, the son of a local truck driver. He spent his Summer days as a kid traveling around with his Dad on jobs and playing baseball in loading bays, and when he was old enough he learned how to back up a truck - a skill he now uses driving his RV today. Trey spent his twenties teaching high school physics until he and his wife had two kids and moved to Portland, Oregon. From there, he moved into sales and worked his way from door-to-door to a sales manager. 
[21:20 - 29:51]  Trey had battles with self-confidence through his early life, but eventually plucked up the courage to start his own business, BETA Consulting Group, in 2019. It took him a few years to get the ball properly rolling, doing bits where he could alongside other full-time positions. It wasn’t until 2022 that he dedicated his whole time to the business. His background in sales helped him strategize and plan the sales and marketing teams for his consultancy.
[30:10 - 42:29] So how do you turn customers into fans? And why should you turn them into fans anyway? Trey says it’s important because fans are loyal, and pay full price, and share their experiences with the company. Great marketing gets you in front of your audience, but then it all comes down to a great service to nurture them over time to become advocates for your brand. 
If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Todd Amen, President and CEO of ATBS.
Join them as they explore:

• How Todd and his brothers learnt their work ethic from their father
• The challenges of getting drivers interested in ATBS’ services
• What it’s like to work with your brothers
• And much more!

Todd is President and CEO of the American Truck Business Services, often known as ATBS, providing bookkeeping, accounting, tax, and business consultation services for truck drivers since 1998. 
Episode Highlights:
[03:11 - 08:15]  In the early ‘60s, Todd’s dad left farming and bought a truckline with three trucks. He had three sons, Todd and his brothers, and they all worked there from the age of twelve, doing every job imaginable. Learning the business from the ground up, Todd fell in love with the industry and knew his future was somewhere within it. He and his brothers ended up taking over the truckline when their dad retired, and he left them to do it, knowing they knew what they needed to keep it successful. This meant they could make and learn from their own mistakes instead of being micromanaged anytime he was back in town. They ran the business until 1998, when they sold it to start ATBS, but they all learned to be hardworking from their father, and Todd is passing the same lessons down to his children. 


[11:47 - 15:45]  When ATBS started, nobody really used the Internet. This meant that just getting the idea for the service out into the market was difficult. They were able to partner with trucklines to find customers, and as their goal was to educate both the fleet and the drivers, this proved fruitful for both parties. The hardest thing was ultimately getting drivers to actually participate. It was an uphill challenge, as most only cared about pressing pedal to the metal and getting through as many miles as possible as fast as possible. They didn’t care about their MPG or cost per mile, and so they had to tease them with the benefits of making more money. However, when Hurricane Katrina hit and fuel costs spiked, suddenly drivers were hungry for information. 


[25:21 - 27:12]  Working with family is a big part of being in the trucking industry, with many family-run companies across the country. Todd has been working with his brothers for over 35 years since they started when they were just twelve years old. With just three of them, it’s been easy to avoid big arguments over the best steps to take as there will always be a majority vote and it’s never the same two against one situation. Todd likens it to having a board without needing to have a board, as they’re not afraid to be honest with one another when things aren’t going to work. It wouldn’t work for everyone, but it works for them, and has done for several decades.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Marc Blubaugh, Partner at Benesch, Friedlander, Coplan and Aronoff.
Join them as they explore:

• The importance of being aware of laws that affect your business early on
• Why contracts need to be central to broker-carrier relationships
• The widespread implications of Assembly Bill 5
• And much more!

Since 1997, Marc has been Partner and Co-chair of the Transportation & Logistics Practice Group at Benesch, Friedlander, Coplan and Aronoff. There, he has litigated a variety of transportation and logistics-related cases in both state and federal courts throughout the USA, as well as before administrative bodies.
Episode Highlights:
[10:59 - 12:43]  When you’re building a business, it is vital to understand the laws that govern it. In doing so, you can mitigate the risks that could derail your business, such as forgetting to procure the appropriate licenses. Although mistakes like these are simple to fix, they can hurt your reputation and cause you to lose customers, so it’s essential to address them proactively. It’s due diligence that will pay off in the long run. 

[17:16 - 20:05] To Marc, good business relationships depend on good contracts. Both parties need to understand their relationship with one another. For broker-carrier relationships, you need specific considerations to ensure you are on the same page. These include the exposure for any given party, what constitutes a high-value load requiring more insurance, and how to match up insurance and liability limits. For brokers specifically, Marc sees large exposure coming from a failure to match up the promises a broker makes to a customer with the promises they are extracting from the carrier. By creating a gap, they face exposure.  


[28:06 - 37:25] In 2019, Assembly Bill 5 (AB5) was passed in California, changing the transportation market due to new rules for independent contractors comprising a large portion of the industry. Essentially, companies must complete the ‘ABC’ test to determine if their workers are deemed independent contractors or employees. The key part that affects the trucking industry is the ‘B’ portion, which looks to see whether the hiring company can demonstrate that the person is doing something outside the usual course of the business. Because of the nature of trucking, it’s almost always an automatic fail, so workers cannot be classed as independent contractors. AB5 has been in effect since 2022, causing impacts on capacity across California. There are complicated workarounds involving a 12-factor test, but most companies have pivoted to a ‘broker-carrier model,’ in which they switch from being a carrier to being a broker so they can employ their former drivers as independent contractors. Ultimately, this bill has caused widespread problems, with smaller carriers going under and smaller brokers losing their business as a result.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts, instructions on how to do this are here.Behind the Freight is Truckstop’s trucking and logistics podcast for carriers, owner operators, small fleets and freight brokers. Hosted by John Howland, with new episodes every other week on freight fraud prevention, compliance, trucking technology and the freight market.
Find loads, vet carriers and protect your business at Truckstop.com

Connect with John on LinkedIn
Behind The Freight is handcrafted by our friends over at: fame.so