ON THE MOVE: Transportation Sales & Marketing Success Stories

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain welcomes Holly LaBoda, Founder and Chief Growth Officer of Formula L, back to the show for her third appearance. Holly shares what she’s seeing inside sales organizations today, why deals lose momentum, and how salespeople can re-engage buyers without defaulting to more follow-ups, discounts, or pressure.

The conversation also explores the role sales leaders play in creating, or unintentionally slowing, momentum, common sales problems that may actually be rooted in leadership or process, and some conventional sales advice Holly thinks it’s time to leave behind.

As both a speaker and sponsor of TMSA’s Sales Virtual Accelerator, Holly also shares why Formula L chose to invest in the program and what continues to keep her engaged in the TMSA community after years of involvement as a volunteer leader, board member, and speaker.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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Having access to more data doesn’t automatically lead to better sales. In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Matt Nash of SalesIntel about how transportation sales and marketing teams can actually put their data to work. They dig into the hits and misses Matt sees in how companies use database and prospecting tools, why understanding your ideal customer profile still matters, and how teams can turn buyer intent and other signals into meaningful action. Matt also shares what the strongest sales and marketing teams are doing differently, where AI can genuinely improve the process, and what transportation companies should be thinking about now as they prepare their sales and marketing strategies for 2027.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Steve Vest, Founder, Owner & President of Nationwide Equipment Transportation, about more than 20 years of building a business and selling freight. Steve shares how his approach to sales has evolved throughout his career, what separates successful salespeople from those who burn out, and why relationships continue to matter in an increasingly digital industry.

The conversation also explores Steve’s approach to social selling and operator visibility, including how he has built an authentic presence online without losing the personal connection that drives great sales. As a new voice in the TMSA community and an upcoming speaker at the TMSA Sales Virtual Accelerator, Steve offers a practitioner’s perspective on what’s actually working in sales today, and why being willing to show up, share what you know, and stay connected to the work can make a difference.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Robin Huling about what it really means to take a people-first approach to AI. Ahead of Robin’s session at TMSA’s Marketing Virtual Accelerator, they explore how marketing teams can use AI to create smarter systems, gain bandwidth, and demonstrate greater impact, without losing the creativity, relationships, and human perspective that make great marketing work.

Robin also shares her perspective on leading people through change, building internal buy-in for AI adoption, and separating genuinely useful applications from the latest shiny objects. As a first-time participant in the TMSA community, she brings a fresh perspective to the opportunities and challenges transportation and logistics marketers face as they figure out where AI belongs in their organizations.

Sign up for the TMSA Marketing Accelerator today.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Bob Book, Vice President of Marketing for Road Dog Care Company and Revolution Trucking, about building brands that understand and serve the people behind the wheel. Bob shares what brought him into transportation, how listening to drivers helped shape Road Dog Care, and why meaningful driver appreciation must extend beyond a single week or annual event.

The conversation also highlights TMSA and Road Dog Care’s upcoming Driver Appreciation Week contest, which invites transportation and logistics companies to share how they demonstrate that their drivers are valued. Bob discusses what the winning company will receive, what Road Dog Care hopes to learn through its broader fleet pilot program, and how driver feedback can lead to more relevant wellness solutions.

Entries are due September 4, 2026. 

Entry form: https://share.hsforms.com/2OS9-4XuISlqaQIKN2O2xEA3ucn7

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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In this episode of On the Move, Jennifer Karpus-Romain welcomes Doug Davila, Vice President of Strategy at Position : Global, for a conversation about one of the most overlooked drivers of marketing success: knowing exactly who your ideal customer is, and who isn't. Drawing from decades of experience in B2B marketing and brand strategy, Doug explains why an ineffective Ideal Customer Profile (ICP) can quietly undermine marketing performance, sales alignment, and business growth. 

The discussion also explores how transportation marketing has evolved over the years, the impact of AI on today's marketing landscape, and what attendees can expect from Doug's upcoming session, Everybody Is Not Your Customer: The Hidden Cost of a Bad ICP, at TMSA's Marketing Virtual Accelerator.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Ben Adams about his career journey and the critical role customer success and onboarding play in transportation and logistics. Ben shares how companies can create a smoother transition from the sales process into the customer relationship, establish expectations early, and coordinate internal teams around a successful launch. 

The conversation explores why onboarding is about more than completing a checklist, how customer feedback can improve the entire organization, and what it takes to maintain trust when service does not go according to plan. Ben also discusses being named TMSA’s Member of the Year, his involvement with the Recognition and Marketing Committees, and the professional and personal relationships he has built through the TMSA community.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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In this episode of On the Move, Jennifer Karpus-Romain sits down with Will
Jenkins, Founder and CEO of Journey, to discuss why branding has become one of
the most overlooked growth drivers in transportation and logistics. Will shares
the story behind Journey, what he's learned from coaching transportation
companies through changing market conditions, and why trust, visibility, and
customer relationships are more important than ever.

The conversation explores the intersection of marketing and sales, the value of
personal branding, and practical ways organizations can connect brand
investments to measurable business results. Will also offers a preview of the
ideas he'll be sharing during TMSA's Marketing Virtual Accelerator and reflects on
the leadership lessons that have shaped his own entrepreneurial journey.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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In this episode of On the Move, Jennifer Karpus-Romain sits down with Sarah Ahern of PATH Growth to discuss the value of benchmarking, strategic growth, and the evolving role of sales and marketing in transportation. As TMSA's partner on the 2026 Sales & Marketing Benchmark Study, Sarah shares why industry data matters, what organizations can learn from comparing performance against peers, and the trends shaping the future of transportation marketing and business development. 

The conversation also explores lessons from Sarah's work with executive leadership teams, insights from her ELEVATE company leader session, and practical advice for organizations seeking sustainable growth.

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Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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The Supreme Court's ruling in Montgomery v. Caribe Transport II, LLC has put broker liability and carrier selection practices squarely in the spotlight, and the freight industry is still working through what it means.

This is your chance to ask a transportation attorney directly.
In this live episode of On the Move, Matthew Leffler, The Armchair Attorney, joins us to walk through the ruling and answer your questions in real time. What does this mean for how you qualify carriers? How should you be talking to customers right now? What should your team be preparing for? Bring what's been on your mind.

We'll also explore the broader implications across risk, reputation, operations, and customer communication, because this ruling touches more than just legal teams.

Support the show

Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.