Fr8 Marketing Gurus

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What happens when the one person who "just knows the lanes" retires, hits the lottery, or goes on vacation? For too many brokerages, the answer is panic — and a scramble of spreadsheets, tabs, and weekend work every time an RFP lands.
In this episode, Jennie Malafarina sits down with Kevin Miles, Co-Founder and CEO of Eureka, to talk about why freight pricing is still stuck in 2005 — and what it takes to move from gut feel to defensible, data-driven decisions. Kevin shares how Eureka helps brokers and carriers process RFPs 40–60% faster, score their competitive advantage lane by lane, and stop bleeding margin on mispriced freight.
They also get into the bigger picture: the hidden cost of mispriced lanes, "spreadsheet fatigue," breakthrough fuel and accessorials eating into margins, and where AI is actually headed in logistics — replacing busywork, not relationships. Plus a candid conversation on why technology can't fix a broken process, and why your brand still has to shine through, even when everyone's using the same tools.
In this episode:
00:00 – Meet Kevin Miles & how logistics chose him
02:44 – What's broken about how brokers handle RFPs today
04:34 – What separates brokers who consistently win
07:07 – Escaping "spreadsheet chaos"
09:31 – How Eureka scores your competitive advantage
10:58 – From gut feel to defensible, data-driven pricing
12:44 – The hidden cost of mispriced lanes & margin erosion
14:13 – Accessorials, fuel, and the other hidden costs
16:24 – Real use case: winning 1,000+ loads they'd have skipped
18:13 – Where AI is really headed in logistics
21:17 – Why AI is no silver bullet — process still wins
22:37 – Keeping the human (and your brand) in the loop
33:46 – Advice for modernizing your operations
35:00 – The biggest obstacles to adopting new tech
37:35 – Fraud, policy & AI: the trends shaping freight
39:05 – How Eureka measures client success
40:12 – Icebreaker + Kevin's secret sauce: "PNC"
Connect with Kevin Miles:
LinkedIn: [Kevin Miles]
Website: https://www.eurekabi.com
Email: [email protected]
Freight Marketing Gurus is brought to you by Virago Marketing — authority and distribution that drives pipeline for trucking & logistics SaaS.
🎧 Subscribe for more conversations with the people moving freight forward.

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Marketing says sales won't work the leads. Sales says marketing's leads are junk. Both teams are chasing the exact same goal — revenue — so why do they act like rivals?

In this episode of FR8 Marketing Gurus, host Jennie Malafarina sits down with revenue leader Chris Gelder to break down one of the oldest tensions in business: the divide between marketing and sales. Drawing on three decades of sales and revenue operations experience, Chris explains why the "war of attrition" between the two teams is really a visibility problem — and exactly how to fix it.

They dig into the Sales Accepted Lead (SAL), a simple but powerful stage between MQL and SQL that protects lead quality and rebuilds trust in the handoff. They also cover why "X MQLs per month" is a broken goal, how marketing now runs all the way through the funnel — and onto the back end with existing customers — and what AI is (and isn't) good for in revenue work.

In this episode:
00:00 The "war of attrition" between marketing and sales
05:00 Getting both teams in the same room
07:00 The BDR and CRO as alignment bridges
09:00 Why the SAL belongs between MQL and SQL
19:00 Marketing's expanding role: from brand awareness to retention
23:00 Quality vs. quantity — and the danger of volume goals
37:00 RevOps trends, AI, and remote teams
47:00 Chris's secret sauce: transparency

Connect with Chris Gelder on LinkedIn — search "Christopher Gelder."

Brought to you by Virago Marketing. Subscribe for more conversations with marketing and revenue leaders.

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The Jarrett Supply Chain Summit is back for year four — and it's bigger than ever. In this episode of Freight Marketing Gurus, Jennie Malafarina sits down with Jacquie Mazziotta, Senior Marketing Manager at Jarrett, to talk about what's coming to Cleveland on August 5–6, 2026.

We cover it all: Kevin O'Leary as the keynote, the Port of Cleveland tour, the VIP reception at the Rock and Roll Hall of Fame, and a packed agenda built around three tracks — supply chain expertise, supply chain risk mitigation, and supply chain innovation. Jacquie also breaks down the hottest topics on this year's program: AI in supply chain, cargo and freight fraud, NMFTA updates, the Supreme Court ruling and what it means for brokers, no-code integration, and network optimization.

Plus — what's the Yacht Rock Gold Experience, and how is the Heartland Education Benefit raising money for youth programming the day after the summit? You'll find out.

Jacquie closes with the marketing advice every supply chain leader needs to hear in 2026: blanket messaging is dead. Hyper-focused, AI-assisted, audience-specific outreach is the only way forward.

🎟️ Learn more and register: https://gojarrett.com

⏱️ CHAPTERS 00:00 Welcome back, Jacquie 01:00 Icebreaker: Hiking with gorillas in Rwanda 03:00 Year four of the Jarrett Supply Chain Summit 04:00 Why Cleveland? The venue decision 05:00 What's new this year: AI, freight fraud & innovation 07:00 Three tracks explained 07:30 Supreme Court ruling for brokers — Chris Burrows + Friedlander Benesh 09:00 No-code integration with JP from One Log 10:30 Tying the summit to Jarrett's brand promise 12:30 How the agenda gets built (and why surveys matter) 14:00 Sustainability at the summit 15:30 Advice for first-time attendees 17:00 Heartland Education Benefit & Yacht Rock Gold Experience 20:00 Jacquie's one piece of advice: target hyper-focused, drop the blanket message 22:00 How to connect with Jarrett

📲 CONNECT WITH JACQUIE LinkedIn: https://www.linkedin.com/in/jacquiemazziotta Jarrett: https://gojarrett.com

📲 CONNECT WITH JENNIE & VIRAGO MARKETING LinkedIn: https://www.linkedin.com/in/jennie-malafarina Website: https://viragomarketing.com Subscribe to Freight Marketing Gurus for more conversations with the people moving the freight, logistics, and supply chain industries forward.

#FreightMarketingGurus #SupplyChain #JarrettSupplyChainSummit #KevinOLeary #Logistics #FreightFraud #SupplyChainAI #Cleveland #ViragoMarketing

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 Inside the New TMSA Elevate with Jen Karpus Romain | Freight Marketing Gurus

TMSA just made one of the biggest changes in its 100-plus-year history — and if you do marketing or sales in transportation and logistics, this episode is required listening before you head to Denver.

Jennie Malafarina sits down with Jennifer Karpis Romain, Executive Director of TMSA, to unpack what's new at Elevate 2026 (June 7–9 in Denver), how role-based programming changes the conference experience for every attendee, and why this year's opening keynote is a live AI showdown with audience voting and a WWE-style championship belt.

In this episode: ⏱ 00:48 — Karaoke confessions and Bohemian Rhapsody commitment ⏱ 02:30 — Why TMSA consolidated two events into one ⏱ 05:34 — How the new role-based tracks (and parallel tracks) work ⏱ 08:32 — The expanded call for speakers and how practitioners can apply ⏱ 11:10 — Maximizing ROI as a first-time Elevate attendee ⏱ 15:40 — The Tech & AI Showdown keynote: meet the four contenders ⏱ 20:51 — Where marketing education is heading in the next 5 years ⏱ 22:30 — Atlas, Brochacho, and the rise of personalized AI agents ⏱ 26:40 — Advice for marketers and sellers new to freight ⏱ 38:11 — Most proud moments and the Future Forward Volunteer Program ⏱ 42:47 — The secret sauce: don't be afraid to do the thing

Featured Tech & AI Showdown contenders: • Jeff Price, Jacksonville Port Authority • Brian Osa, Cartographer Consulting • Carly Gunby, Transfix • Camille Gaines, Atlas AI Growth & Marketing Agency / Brick on Wheels

Connect with Jen Karpus Romain: 🔗 LinkedIn: Jennifer Karpus Romain 📧 [email protected] 🌐 tmsatoday.org

Connect with us: 🌐 Virago Marketing — viragomarketing.com 👥 Freight Movement Community 📧 [email protected]

#FreightMarketing #TMSA #ElevateConference #TransportationMarketing #Logistics

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If you’re trying to figure out marketing to drivers, this episode breaks down what actually works—straight from the front lines.

Jennie Malafarina sits down with Lamar Solomon, Product Marketer at Dispatch, to talk about how to reach, engage, and retain gig and delivery drivers in a world where traditional marketing just doesn’t cut it.

From Facebook ads and YouTube Shorts to in-app messaging and driver trust, Lamar shares real-world strategies that are working across 80+ U.S. markets.

What You’ll Learn:

• Why marketing to drivers requires a completely different approach
• How Dispatch uses video (YouTube Shorts) to drive driver acquisition
• What actually works with Facebook ads for driver recruitment
• Why in-app messaging beats email and push notifications
• The role of transparency and trust in driver retention
• How to balance driver needs with business goals
• Where AI fits (and where it doesn’t) in driver communications

Key Takeaway:

Drivers aren’t just gig workers—they’re business owners. The companies that win in driver marketing are the ones that respect that and communicate with clarity and intentionality.

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Sales has changed, and most teams are still using an outdated playbook.

In this episode, Jennie Malafarina sits down with Andy Hedrick, CEO of GreenPath Tech, to break down what is actually working in modern B2B sales and why traditional approaches are failing.

From the rise of the “invisible buying phase” to the impact of AI, digital presence, and buyer-led journeys, this conversation is packed with practical insights for sales and marketing leaders looking to drive real pipeline and close deals faster.

What You’ll Learn:

• Why buyers are 70 to 90 percent through their journey before talking to sales
• The biggest mistakes sales teams are making with AI and automation
• How to align marketing and sales for faster close cycles
• What the “invisible phase” means and how to win before the first meeting
• How to use case studies and social proof to drive engagement
• Why traditional metrics like activity tracking are misleading
• The 2V2R framework and how to balance value, results, risk, and resistance

Key Takeaway:

If your messaging does not clearly communicate value and verified results within seconds, you have already lost the deal. Today’s buyers are doing their research upfront and making decisions before you ever get on the call.

About the Guest:

Andy Hedrick is the CEO and Founder of GreenPath Tech and author of The 2V2R Rapid Sales Growth System, helping B2B companies increase pipeline, improve close rates, and modernize their sales strategy.

Connect with Andy:

• LinkedIn: Andy Hedrick
• Book: The 2V2R Rapid Sales Growth System (available on Amazon)
• Website: greenpathtech.com

Don’t Forget:

Like, comment, and subscribe for more insights on B2B marketing, sales strategy, and growth in logistics and tech.

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Elevating Your Freight Game with Robert Bain

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What do companies really need right now: a full-time marketing hire, an agency, or experienced fractional leadership?

In this episode of Freight Marketing Gurus, Jennie Malafarina talks with Mark Buford, founder of Traction Bridge, about why fractional marketing support is becoming more relevant, how senior marketers create value faster, and what companies should think about when they need help launching, fixing, or structuring their marketing.

In this conversation, we cover:

• why fractional marketing leadership is growing right now

• the difference between a full-time hire and contract or fractional support

• how experienced marketers can deliver results faster

• why AI is a tool, not a strategy

• what companies need when marketing is underperforming

• the three biggest reasons businesses bring in fractional help:

• launch a product or service

• course-correct a problem

• build a stronger marketing system

If you’re a founder, marketing leader, or growth-stage business trying to make smarter decisions about marketing leadership, this episode is worth a listen.

#FractionalCMO #MarketingLeadership #B2BMarketing #GrowthStrategy #DigitalMarketing #FreightMarketing

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How do you market a company that sits at the intersection of logistics, real estate, entrepreneurship, and community?

In this episode of Fr8 Marketing Gurus, Jennie Malafarina talks with Josh Peterson, VP of Marketing at Elevator Co-Warehousing, about building a fast-growing brand in a niche category and what it really takes to drive demand as a solo marketer.

Josh shares how Elevator Co-Warehousing helps entrepreneurs, e-commerce brands, startups, and small businesses bridge the gap between working out of a garage and committing to a traditional warehouse lease. He also breaks down the marketing strategies helping the business grow across multiple Midwest markets.

In this conversation, we cover:

• What co-warehousing is and why the model is resonating

• How flexible warehouse space supports growing businesses

• What it’s like being a solo marketer in a scaling company

• Why Meta ads have been such a strong growth channel

• How short-form video is driving leads and awareness

• Where AI fits into marketing and where it does not

• Why authentic, human content matters more than ever

• Lessons in entrepreneurship, prioritization, and marketing leadership

If you’re in transportation, logistics, warehousing, freight tech, or B2B marketing, this episode is packed with practical takeaways.

Guest: Josh Peterson

Company: Elevator Co-Warehousing

If you enjoyed this episode, subscribe for more conversations on freight, logistics, and transportation marketing.

#FreightMarketing #LogisticsMarketing #WarehouseMarketing #B2BMarketing #TransportationMarketing #Entrepreneurship #MetaAds #ShortFormVideo

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In this episode of Fr8 Marketing Gurus, Jennie sits down with Marina Mayer, Editor-in-Chief of Food Logistics and Supply & Demand Chain Executive, and the visionary behind the Women in Supply Chain Forum. They dive into the intentionality behind building authentic communities in logistics, the evolution of media in supply chain, and how events like the Women in Supply Chain Forum are driving real change—not just professionally, but personally.

Marina shares behind-the-scenes insights into launching an award-winning event without an events background, the importance of mentorship and branding, and why setting boundaries at work is essential for long-term success. They also discuss emerging industry trends like AI, robotics, and workforce development—and how to lead with unshittified values in a tech-driven world.

🔥 Topics Covered:

• Women-led leadership and community building in supply chain
• AI, automation, and the future of work
• Branding yourself professionally and personally
• Managing remote teams with trust and flexibility
• Influencer marketing in logistics

📍Learn more about the Women in Supply Chain Forum:
 https://www.womeninsupplychainforum.com

📢 Follow Marina Mayer on LinkedIn:
 https://www.linkedin.com/in/marinamayer/

Don’t forget to like, comment, and subscribe for more conversations that matter in freight and logistics marketing.

#SupplyChain #WomenInSupplyChain #LogisticsLeadership #FreightMarketing #AIInLogistics #Mentorship #WorkforceDevelopment #Unshittification #Intentionality #FreightMarketingGurus