Freight Nation: A Trucking Podcast

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Matthew Leffler, President of Armchair Attorney, and Brandon Minert, President of United Commercial Insurance. 
Join them as they discuss: 

• Nuclear verdicts and their impact on the transportation industry
• Reptile theory
• Creating a culture of safety 
• Trucking litigation
• The impact of nuclear verdicts on small trucking operations and brokers
• The need to work with experts and industry associations

Matthew Leffler is President of Leffler Technologies, a startup tackling the inspections of heavy duty commercial trailers. He is also the host and producer of “Fleeting Conversations podcast”. Matthew is the Managing Attorney for Armchair Attorney, a general practice law firm. 
Brandon Minert has been President of United Commercial Insurance, a commercial auto insurance provider, since 2013. Before this, he was Operations Manager for Minert & Associates. 

Episode Highlights:
[06:08 - 07:48] Matthew discusses the term "nuclear verdict", which was coined by the industry, not by the legal community, to describe cases where the liability exceeds $10 million, typically involving wrongful death or catastrophic injury. These high-damage awards reflect the significant costs associated with medical expenses, long-term care, and the perceived value of a human life, as determined by juries. Matthew notes that the frequency of such verdicts has risen by 43% between 2010 and 2019, attributed to increased distractions for both passenger and truck drivers, leading to more serious accidents.
[11:25 - 14:37] Matthew discusses the concept of "reptile theory," a legal strategy used by plaintiff attorneys to win large settlements in cases involving trucking accidents. Reptile theory is not a legal term but a psychological tactic designed to appeal to the jury's instinct for self-preservation by framing the defendant's actions as a threat to community safety. Matthew explains that this approach shifts the focus from the individual driver's actions to the systemic safety practices of the trucking company, often leading to higher punitive damages. This tactic is increasingly used to secure nuclear verdicts, making it essential for trucking companies to maintain stringent safety standards to protect themselves from such litigation.
[22:59 - 27:22] Brandon highlights how insurance is a necessary expense, not an asset, and its rising costs don't benefit anyone. To manage insurance effectively, especially in the trucking industry, companies must adopt a proactive approach rather than a reactive one. Insurance carriers, particularly those specialized in trucking, are eager to educate and support their clients, preparing them for potential claims. Brandon suggests that the key is early identification and resolution of issues, such as those involving reptile theory cases, which can lead to significant legal battles. A strong company culture focused on safety is crucial, as it can prevent many problems. Without such a culture, no amount of preparation can fully protect a company. 
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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Shawn Rasmor, Principal Product Manager at Truckstop. 
Join them as they explore: 

• The rise and impact of freight fraud in the industry.
• The role of technology in detecting and preventing fraud.
• Importance of human intelligence alongside digital tools.
• Strategies for building trust in the freight market.
• Collaboration among industry players to combat fraud.
• Real-world examples of fraud cases and preventive measures.

Shawn Rasmor is dedicated to combating fraud in the freight marketplace. He deeply understands fraud prevention techniques and is passionate about protecting carriers, brokers, and shippers from malicious actors. His work involves developing technical barriers to deter fraud and safeguard the industry.
Episode Highlights:
[03:30 - 04:51] Shawn highlights the pervasive nature of fraud in the freight industry, noting that it can occur at every touch point. He explains that fraudsters are adapting their tactics, moving from creating fake carriers to exploiting vulnerabilities through emails and phone calls. Shawn emphasizes, "They're learning and adapting continuously," making it increasingly difficult to differentiate between legitimate and fraudulent actors. He stresses the need for vigilance across all communication channels to detect these schemes that are getting more sophisticated.
[09:10 - 10:50] Shawn talks about the rapid adoption of advanced technologies by fraudsters to disguise their identities and evade detection. He explains that while companies could significantly benefit from adopting similar efficiencies, they are often slow to do so. Shawn highlights that "bad actors are out there, they're adopting technologies" to enhance their concealment tactics. He stresses the importance of implementing robust policies and technological safeguards to protect against these evolving threats.
[12:28 - 14:40] Shawn notes the surge in fraud within the freight industry, noting a significant spike beginning in October 2022. Shawn notes that the reported cases of fraud, including double brokering and stolen loads, were meticulously verified by their assurance team. He points out that these fraud patterns surged notably around November and December, reminiscent of past economic downturns like the 2009 recession. Shawn explains that economic hardships often drive individuals to cut corners, which can lead to increased vulnerability to fraud. As Shawn puts it, "bad actors, it's like blood in the water, sharks attacking," illustrating how fraudsters exploit such conditions for their gain.
[24:40 - 26:20] Shawn discusses Truck Stop’s advanced tools and strategies for combating fraud in the freight industry. He highlights the use of their risk factors tool, which identifies risk signals even outside their platform, and underscores the importance of surveillance technology in monitoring bad actors. Shawn reveals that Truck Stop actively posts compromised identities and has removed hundreds of fraudulent accounts from their load board. He emphasizes that their risk management platform, RMIS, helps notify participants of potential threats. Shawn states, "When we get made aware of a situation, we're going to look over on RMIS and notify participants," showcasing their proactive approach to fraud prevention.
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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Beau King, Senior Director of Global Markets at FreightWaves.
Join them as they explore:

• Beau’s career journey 
• Technology and automation
• Data analysis 
• The intersection between different roles in the industry
• The importance of pricing 

Beau King is the former Director of Pricing at RXO and currently serves as Senior Director of Global Markets at FreightWaves. His career spans across a number of logistics and transportation companies, and he has experience in pricing automation and strategy, influencing algorithms and pricing architecture, and developing new ways to leverage technology for pricing in transportation markets. 

Episode Highlights:
[09:30 - 11:53] - While there can often be mistrust between brokers and carriers, Beau says that it is vital to build strong relationships with carriers, especially owner-operators. Beau focuses on understanding the preferences and limitations of carriers, such as where they like to operate, what type of freight that they prefer, and the pricing they find acceptable. By taking the time to learn these details, brokers can offer carriers shipments that align with their preferences, leading to better outcomes for both parties. 
[17:33 - 18:56] - Beau emphasizes the critical role of pricing in the freight brokerage business and explains why understanding it thoroughly is essential. Pricing is a major focus in freight brokerage, accounting for a substantial portion of a broker's work. Beau mentions Andrew Leto speaking at a Freightways Conference saying how reps spend about 70% of their time on price discovery. Understanding how pricing tools work behind the scenes is also important. Beau suggests that many brokers expect a straightforward, pre-packaged rate from providers, but this is not always the case. Instead, it's important to understand how these rates are derived and what external market factors influence them.
[29:31 - 31:41] - Beau took over an existing automation program and focused on introducing governance, explaining that while many people desire precise answers from automation, effective governance is crucial to handle scenarios where standard answers may not apply. He cites three key aspects of effective pricing in an automated system: accuracy: how close a price estimate is to the actual cost; precision: the consistency of the pricing results; reliability: the overall dependability of the system. Beau adds that while accuracy is often prioritized, it’s essential to balance it with precision and reliability. 
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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Kathy Fulton, Executive Director of the American Logistics Aid Network (ALAN). 
Join them as they explore: 

• Kathy’s career journey 
• The purpose of ALAN and how it helps during crisis situations
• The challenges of leading an organization that relies on outside involvement
• The importance of industry associations 
• Examples of when trucking played a crucial role in providing aid during disasters

Kathy Fulton has been with ALAN for over fourteen years. She currently serves as Executive Director, where she leads the organization in facilitating donations of logistics services and equipment to enable delivery of millions of dollars’ worth of humanitarian aid. Kathy has also worked for Saddle Creek Logistics Services for over twenty-six years, and was the President of CSCMP Central Florida Roundtable between 2017 and 2019.
[16:29 - 18:45] Kathy explains that although going from a defined role at Saddle Creek to a more amorphous role at ALAN was difficult, she and her team all relied on one another to cope with the problems that arose in the organization's infancy—she says “I learned was I was not alone”. Another key lesson she learned was that when people serve a greater purpose, they are willing to put business interests aside. 
[25:54 - 29:21] Kathy describes running an organization that's fully dependent on every outside resource, saying that the only thing that ALAN possesses is the relationships and trust they have built with their partners—whether that’s the nonprofit organizations they serve, the businesses who step in to provide the support, or the government organizations they help to have better visibility on what's happening with supply chains. Kathy notes that she prioritizes these personal relationships over transactional business relationships. 
[33:05 - 35:54] Explaining the core function of ALAN, Kathy says that it was formed to be the trucking industry's response to disaster, to figure out how to provide logistics, expertise, and services to support disaster relief efforts. Kathy says this happens in a couple of ways. Firstly, they bring together nonprofits who are responding to disasters with logistics services providers who can donate their services—she describes ALAN as “matchmakers”. Secondly, the organization provides critical information (such as updates on transport waivers during emergencies) to businesses in order to keep them operational. 
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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Jessica Dotson, Director of Business Development and Account Management at Multi Service Fuel Card. 
Join them as they explore: 

• Jessica’s career journey 
• The benefits of using fuel cards
• The importance of having operational savings
• Valuable advice for truckers looking to start their own business
• The need for thorough understanding of all operational expenses.
• The value of understanding overall fuel spend 

Jessica Dotson is Director of Business Development and Account Management at Multi Service Fuel Card, who launched the first real-time authorization fuel card that revolutionized fleet management and fuel purchases. She has been with Multi Service Fuel Card for over six years, having previously worked as Director of Account Management, and Manager. Jessica recently joined the Board of Directors for the Women in Trucking Foundation. 

[21:56 - 26:26] When Jessica started learning about the trucking industry, she worked for a variety of companies in order to gain experience. For instance, she worked for a brokerage, where she learned what brokers look for in carriers, including insurance, driving records, and communication skills. Jessica emphasizes that building strong broker-carrier relationships is vital. Additionally, to understand cash flow challenges, she worked for a factoring company, where she learned how factoring can be useful for trucking companies that need quick payments in order to stabilize cash flow. 
[29:29 - 31:42] Jessica discusses the importance of having operational savings before starting your own business in the trucking industry. She advises having at least a year to a year and a half worth of operational savings to ensure financial stability. Noting how major mechanical failures and health crises are the two main factors that can put truckers out of business, she says that cash flow is crucial, especially during breakdowns or other issues, and having enough savings can prevent financial hardships. 
[37:55 - 39:24] Jessica highlights the benefits and pitfalls of using fuel cards in the trucking industry. She notes the importance of understanding the overall fuel spend and not getting too focused on discounts. Jessica also says that fuel cards provide a safer and easier way to pay, as well as the ability to track and plan fuel expenses more strategically—for instance, before using a specialized fuel card, she struggled with time-consuming and complicated reporting processes. She advises choosing a fuel card that is accepted at truck stops—as opposed to general fuel cards, like those from major credit card companies.

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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Ingrid Brown, Owner and Principal of Rollin’ B. 
Join them as they explore: 

• The integral role Ingrid’s parents played in her transportation journey
• Being a woman in a male-dominated industry
• The importance of never giving up and seeking help
• And more!

Ingrid is a professional truck driver with 45 years of experience. Since 1979, she has been Owner and Principal of Rollin’ B, and more recently she is a Company Driver with Blackjack Express. She is also a prominent member of the Women in Trucking (WIT) Association, serving on the 2024-2025 Board of Directors. In 2022, she was named one of the WIT Women to Watch in Transportation.
Episode Highlights:

[09:10 - 15:17] Ingrid attributes a lot of her success in transportation and supply chain to the foundational tools and work ethic her father instilled in her. She worked directly with him at his family construction business, where he was the main man on the ground. He was always strict about education, and expected her to learn quickly and efficiently. Even after an accident left him with severe injuries and impaired speech, he still provided valuable mechanical advice to her about her trucks. She strongly believes that her foundations in construction helped her in the switch to transportation, and that everybody can use their own background knowledge to achieve what she has with determination and effort. 
[18:02 - 26:23] Ingrid’s experience in construction, where she was the only female, prepared her for the male-dominated trucking industry. When she first made the shift over to transportation, there were very few female drivers, only six crossing the country as solo drivers, so they supported one another by leaving notes at truck stops. Throughout her career, Ingrid hasn’t been scared to ask for help, and she emphasizes how important this is for everybody, not just women, from both a safety and education perspective. Drivers need to communicate and support each other, and create a wider community, similar to how it used to be when we would all stand around at the truck stop sharing stories. 
[38:07 - 43:55] In 2017, Ingrid was diagnosed with stage two melanoma, a disease that had caused the death of several of her family members. She has had several surgeries, which included the removal of a quarter of her throat, and is still in treatment today but has been allowed back to work. Last year she sold her truck and deactivated her authority, joining Blackjack Express, a heavy haul company which accommodates her medical needs. She stresses how important it is to find a company that will support your personal and health needs as a driver. Her experience is also testament to the value of backup plans and varied experience for when unforeseen circumstances show themselves. Her story is proof that you should never give up, and instead seek help when you need it. 
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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Will Hopkins, Founder of BlackBox Logistics. 
Join them as they explore:

• Transitioning from dispatching to a brokerage
• The challenges of starting a new business
• Why Will initially began in dispatching before moving to brokerage
• And more!

Will is Founder of BlackBox Logistics, a 3PL specializing in Intermodal and Truckload freight transportation. He is also co-host of 2 Dawgs, 1 Pod, alongside co-host Matt Dahl, a brand new podcast in the transportation and logistics space. Will also co-owns BlackBox Properties, and is Founder and Managing Partner at Compass Dispatching Services.

[10:02 - 15:07] When he was 18, Will entered the logistics industry with a position at Ascent Global. Three months into the position, he moved in with two colleagues and they kept discussing starting their own company. Within a year, they went for it, founding a third-party dispatching company, Compass Dispatching Services, so as to comply with their non-compete agreements. The dispatching business involved working with owner-operators and factoring companies, providing the three valuable industry experiences, especially during the COVID-19 pandemic. As their non-compete agreements came to an end, Will focussed on the dispatching while his partners began building the brokerage, scaling back the former as the latter grew. Roughly nine months ago, they transitioned fully to the brokerage, BlackBox, which has now grown to over 40 employees. 
[15:43 - 20:02] When he first started his business, Will was ignorant about essential business operations like HR, payroll, and taxes. He quickly learned that these often unappealing administrative tasks are necessary for a well-functioning business. However, having partners to share the responsibilities was a valuable asset. Each of the three co-founders had unique skills that were complementary to one another, meaning they could holistically cover all areas of the business. Of course, they had internal disagreements, but they still managed to put on a united front, avoiding deadlock in decision-making with a majority rules mentality. They had no backup plan, but they were confident in their abilities and business plan, which both proved successful. 
[25:16 - 29:09 Two main variables affect the difficulty of dispatcher and broker roles. For dispatchers, drivers can be difficult to work with. For brokers, customers can have complex requirements. Will enjoyed dispatching due to the closer relationships he was able to build with drivers and the insights gained from this, which helped in the brokerage. Further, he found dispatching far more predictable, allowing for better scheduling, especially when compared to the dynamic nature of brokerage. He found it fulfilling to help owner-operators and small trucking fleets, knowing he had a direct impact on their success.
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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Ed Burns, CEO of Burns Logistics.
Join them as they explore: 

• The ups and downs of Ed’s entrepreneurial career
• How to navigate family dynamics in business
• Burns Logistics’ unique business model
• And more!

Ed is CEO of his family business, Burns Logistics, a transportation sales agency focused on shipper-carrier relationships. Responsible for the day to day operations, business strategy, and company profitability, Ed is helping to position the business for further growth by facilitating strong partnerships between carriers and shippers. In 2012, Ed founded Melior Websites, which he still has a part-time engagement with.

[10:23 - 16:00] Ed’s experience with his business Melior Websites had several ups and downs. He chose the name Melior due to it being the Latin word for better, but soon realized that many people did not know how to pronounce it and faced many challenges as a result, eventually deciding to rebrand to Ed Burns Group. When he started the business, he sought advice from successful entrepreneurs, building out a strong network of mentors. He would advise any business or career starters to do the same as networking provides a wealth of opportunities. Melior initially struggled but found success around 2017-2019. However, they then experienced a failed business acquisition where the buyer failed to fulfill the agreement. Following this, Ed took back the business and restructured it, mentoring a young associate to take over the company so he could explore elsewhere.
[16:38 - 21:01] Neither Ed nor his father, ‘Big Ed’, expected he would join the family business, but Ed saw potential in the company’s unique business model and the opportunities for growth it held. In order to navigate the family dynamics while working together, Ed and his father sat down to discuss strategies for resolving any potential conflicts early on. Generally, his father was kind and easygoing, allowing Ed to make decisions and trusting his judgment, but Ed valued his father’s input on any big decisions. Their relationship was productive, allowing Ed to grow within the business, eventually taking over as CEO.
[34:31 - 36:34] Burns Logistics connects shippers and carriers directly. They focus on small fleets that operate in specific niches, as this is where enterprise shippers tend to prefer sourcing capacity from. Often, their clients lack sales teams, so Burns Logistics acts as their sales agency. It’s an unconventional model, but it has proven successful in sourcing capacity for repeat contract business as they match carriers with suitable shippers, thus benefiting both parties.
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.Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Cathy Roberson, Founder and President of Logistics Trends & Insights LLC.
Join them as they explore: 

• How to engage with data in blogs, newsletters, and podcasts
• The de minimis rule and how it is being addressed in legislation
• Technology’s impact on the logistics industry
• And more!

A leading expert in supply chain management and logistics analysis, Cathay is the Founder and President of Logistics Trends and Insights LLC, a global logistics market research company. She is also a research analyst for the Journal of Commerce and releases a weekly newsletter titled Freight Forward.

[09:50 - 15:34] Having always had a passion for research, Cathy has one piece of advice for when you are reading blog articles or listening to podcasts: don’t take any data at face value. Numbers can be argued in so many different ways, so it’s important to fully appreciate the full story behind the data. Where do the numbers come from? How is the index derived? These are questions you need to answer before you accept the conclusion that is drawn. Dig out the source and find the full story.
[21:34 - 26:24] Over the past few years, supply chain markets have returned to their pre-pandemic levels, with retailers who faced financial challenges before facing them again. Common issues include excessive stores, inappropriate inventory, and high supply chain costs. One of the most interesting trends to Cathy has been the de minimis rule, which allows for the importation of goods valued at $800 or less per shipment without duties or taxes. This is often utilized by Chinese e-commerce providers like Shein who consolidate their shipments to avoid duties and taxes. Some people see this as smart business, while others see it as exploitation. In the US, several bills are being considered to address this as it is perceived to be unfair given that China does not have such a lenient rule for imports.
[35:00 - 39:37] In her research, Cathy has observed a significant increase in the adoption of technology in logistics. More companies are using dynamic pricing, similar to the models used in passenger air travel and ride-sharing services. Similarly, modern platforms are coming in that allow shippers to choose the best mode of transport based on cost and time requirements. There is also an increase in the use of AI, with its ability to enhance decision-making and efficiency, which can also be used for analysis in combination with dynamic pricing models and transportation platforms. No matter what, technology should be seen as a tool to assist humans, not replace 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.
Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so

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.

Freight Nation: A Trucking Podcast is handcrafted by our friends over at: fame.so