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How a $50M Logistics Company Was Built… Then Lost
Amanda Factor is a third-generation logistics leader, sales expert, and now VP of Sales & Business Development at Hackbarth Delivery Systems. In this episode of the Last2First Podcast, she breaks down what it really takes to grow, price, and scale a last mile business in today’s market.
From growing up in the Chicago Messenger legacy to helping scale a $50M operation, Amanda shares real-world lessons on sales, operations, pricing strategy, and navigating industry disruption.
This episode dives deep into:
✅Building a logistics company from the ground up
✅Why most salespeople fail in last mile
✅The reality of razor-thin margins
✅Family business vs PE-backed companies
✅What it takes to scale across markets
✅And how to actually win in logistics sales
✅If you're in the final mile, delivery, or logistics operations this is a must-watch.
⏱️ Timestamps
00:00 – Introduction to Amanda Factor02:15 – The Chicago Messenger legacy (family business origins)
05:30 – Growing up in logistics & leadership lessons
09:10 – Learning the business from the ground up
13:45 – What actually makes a great salesperson
17:30 – Pricing strategy: “Know your numbers”
22:10 – Scaling refrigerated & specialty logistics
26:40 – Selling the family business (Needed Now deal)
32:15 – Transition to Geodis & culture shifts
38:20 – Running a 400-driver operation
44:10 – Why a profitable business was shut down
49:30 – Moving to Florida & starting over
53:20 – Building a sales strategy from scratch
58:10 – How to scale across 45 markets
1:02:30 – Why diversification is critical in logistics
1:07:00 – Margin pressure & industry challenges
1:12:15 – Gig economy vs traditional delivery
1:17:40 – Women in logistics: then vs now
1:21:30 – Reputation, leadership & long-term success
1:25:10 – Amanda’s “Last2First” moment
🎧 Listen & Subscribe:
📺 Subscribe on YouTube: http://www.youtube.com/@Last2FirstPodcast
🎧 Listen on Spotify: https://open.spotify.com/show/3gDS58wo6IWeLl48LHukdP
🍎 Listen on Apple Podcasts: https://podcasts.apple.com/hn/podcast/last2first-podcast/id1778491941
🏈 Join the Huddle: www.l2fhuddle.com
📌 Shoutout to our Sponsors!
Dropoff Inc.
https://www.dropoff.com/
[email protected]
+1 888-376-7633
GigSafe
https://www.gigsafe.com/
+1 407-496-9882
Deliver Different
https://deliverdifferent.com/
SCI
https://sciadmin.com/
CXT
https://cxtsoftware.com/
View all episodes
By Jason BurnsAmanda Factor is a third-generation logistics leader, sales expert, and now VP of Sales & Business Development at Hackbarth Delivery Systems. In this episode of the Last2First Podcast, she breaks down what it really takes to grow, price, and scale a last mile business in today’s market.
From growing up in the Chicago Messenger legacy to helping scale a $50M operation, Amanda shares real-world lessons on sales, operations, pricing strategy, and navigating industry disruption.
This episode dives deep into:
✅Building a logistics company from the ground up
✅Why most salespeople fail in last mile
✅The reality of razor-thin margins
✅Family business vs PE-backed companies
✅What it takes to scale across markets
✅And how to actually win in logistics sales
✅If you're in the final mile, delivery, or logistics operations this is a must-watch.
⏱️ Timestamps
00:00 – Introduction to Amanda Factor02:15 – The Chicago Messenger legacy (family business origins)
05:30 – Growing up in logistics & leadership lessons
09:10 – Learning the business from the ground up
13:45 – What actually makes a great salesperson
17:30 – Pricing strategy: “Know your numbers”
22:10 – Scaling refrigerated & specialty logistics
26:40 – Selling the family business (Needed Now deal)
32:15 – Transition to Geodis & culture shifts
38:20 – Running a 400-driver operation
44:10 – Why a profitable business was shut down
49:30 – Moving to Florida & starting over
53:20 – Building a sales strategy from scratch
58:10 – How to scale across 45 markets
1:02:30 – Why diversification is critical in logistics
1:07:00 – Margin pressure & industry challenges
1:12:15 – Gig economy vs traditional delivery
1:17:40 – Women in logistics: then vs now
1:21:30 – Reputation, leadership & long-term success
1:25:10 – Amanda’s “Last2First” moment
🎧 Listen & Subscribe:
📺 Subscribe on YouTube: http://www.youtube.com/@Last2FirstPodcast
🎧 Listen on Spotify: https://open.spotify.com/show/3gDS58wo6IWeLl48LHukdP
🍎 Listen on Apple Podcasts: https://podcasts.apple.com/hn/podcast/last2first-podcast/id1778491941
🏈 Join the Huddle: www.l2fhuddle.com
📌 Shoutout to our Sponsors!
Dropoff Inc.
https://www.dropoff.com/
[email protected]
+1 888-376-7633
GigSafe
https://www.gigsafe.com/
+1 407-496-9882
Deliver Different
https://deliverdifferent.com/
SCI
https://sciadmin.com/
CXT
https://cxtsoftware.com/