The Freight Pod

On this week's episode, we dive into our first true panel with three of our industry's experts discussing the world of Carrier Sales. We are joined by Drew Herpich, Chief Commercial Officer of Nolan Transportation Group and Transportation Insight, Jay Gustafson, EVP of Brokerage Operations at Echo Global Logistics, and Blair Blake, VP of Carrier Strategy at Arrive Logistics.

Throughout this conversation, we talk about what makes a great carrier sales rep, different strategies that organizations take to procure capacity and how they manage the reps who work to find said capacity. As technology has improved, we hit on the impact to the carrier sales role as well as how procurement has changed with this technological evolution. We dive into AI, and the impact it may have in the space. We make some bold predictions for five years from now. 

These three veterans bring their unique perspectives from helping leading some of the most successful brokerages, and in doing so, make for a great episode for our listeners.

***Episode brought to you by Rapido Solutions Group. I had the pleasure of working with Danny Frisco and Roberto Icaza at Coyote, as well as being a client of theirs more recently at MoLo. Their team does a great job supplying nearshore talent to brokers, carriers, and technology providers to handle any role necessary, be it customer or carrier support, back office, or tech services.***

RXO just announced the acquisition of Coyote Logistics for $1.025 billion. On today's episode, you get to hear a deep dive with RXO CEO Drew Wilkerson. He breaks down why Coyote was such an attractive acquisition target for RXO, what he hopes to accomplish through the integration process, and how he is thinking about their future together strategically. We talk about the impact to the people from both organizations, the processes, and the technology the organization will use moving forward. Drew gives us a glimpse into his strategic approach and a message to his future employees from Coyote.

We also delve into the complexities of integrating sales teams and maintaining customer relationships during acquisitions. Drew sheds light on the importance of people and culture, emphasizing that success hinges on engaging with employees and customers alike. Learn how RXO plans to use detailed customer feedback to drive continuous improvement and align everyone to their mission. Drew's enthusiasm is palpable as he discusses the future, confident in the freight brokerage model and the strategic advantages this acquisition brings.

***Episode brought to you by Rapido Solutions Group. I had the pleasure of working with Danny Frisco and Roberto Icaza at Coyote, as well as being a client of theirs more recently at MoLo. Their team does a great job supplying nearshore talent to brokers, carriers, and technology providers to handle any role necessary, be it customer or carrier support, back office, or tech services.***

We are joined this week by Dave Broering, President of NFI Integrated Logistics. Dave takes us through his career journey from being hired at American Backhaulers in 1997, to spending 12 years at C.H. Robinson, before finding his current home at NFI, where he oversees all integrated logistics responsibilities. 

NFI just announced it has acquired the brokerage from Transfix and will become it's first partner on the Transfix TMS. We break down how that transaction played out and the strategy for NFI moving forward as a result.

Before that though, we go down a rabbit hole of awesome topics, including:
-              Building positive work culture

-              Challenges of remote work 

-              Attracting and retaining Gen Z talent

-              Value of transparency in leadership

-              Current market dynamics

-              Power of relationships

-              AI

-              Evolution of TMS

-              Future of brokerage

So sit back, relax, and enjoy this great episode with Dave.

Harman Cheema, CEO of Cheema Freightlines, joins the show as our guest this week. This is our first time hosting the owner of an asset-based carrier, so this episode is a deep dive into the world of owning trucks. Cheema operates over 500 trucks, 2,000 trailers, and it's own brokerage as well. We talk about hiring and retaining drivers in a turnover-heavy industry, hiring practices and red flags to look for. We also discuss the challenges of managing an effective network and the importance of strong customer relationships to help build stability. 

Cheema's story is a fascinating one, as the company was started by Harman's father as a 1 truck operation in 2006. Harman took over in his early twenties and has scaled the organization to become a top West coast provider in the industry, recognized for service by numerous customers. 

***This episode is brought to you by Rapido Solutions Group.
Rapido connects logistics and supply chain organizations in North America with the best nearshore talent to scale efficiently, operate on par with US-based teams, and deliver superior customer service.
Rapido works with businesses from all sides of the logistics industry — including 3PLs, carriers, and logistics software companies. Rapido builds out teams with roles across customer and carrier sales and support, back-office administration, and technology services.
The team at Rapido knows logistics and people — it’s what sets them apart. Rapido is driven by an inside knowledge of how to recruit, hire, and train within the logistics industry and a passion to build better solutions for success. Learn more about the Rapido solution and begin building your team away from home at gorapido.com.***

AI-written episode summary:

We are joined on this week's episode by Scott Pruneau, CEO of ITS Logistics, as he shares his remarkable journey from a serendipitous start at CH Robinson to spearheading one of the industry's most dynamic companies. Listen closely as Scott recounts the formative days of produce brokerage, offering a genuine slice of the comprehensive business education that became the foundation for his illustrious career. Our episode traverses the landscape of the freight brokerage industry's evolution, where technology and strategic shifts have revolutionized the game, proving that savvy and innovation drive today's transport connections more than geographic location.

Scott's deep expertise provides a masterclass in navigating complex freight contracts and the increasing blurring of lines between brokers and asset-based services. We probe the nuances of creating tailored agreements and the strategic importance of cultivating durable business relationships, all while steering clear of one-sided contracts that could lead to crippling nuclear verdicts. The importance of a strong business culture resonates throughout our conversation, highlighting how ITS embraces adaptability, decisive action, and a team united under a shared vision, setting the stage for growth and the successful integration of multifaceted operations.

As we round off our engaging dialogue, Scott walks us through the anticipation of e-commerce growth and ITS's transformative move towards a hybrid model, blending asset-light and asset-heavy elements. Delving into the company's innovative Container AI technology and expansive warehouse operations, Scott paints a vivid picture of a logistics enterprise poised to meet the complex needs of the modern supply chain. Whether you're a burgeoning entrepreneur or a seasoned industry professional, this episode promises a treasure trove of insights into leadership, strategy, and the relentless pursuit of innovation that defines the logistics landscape.

***This episode is brought to you by Rapido Solutions Group.
Rapido connects logistics and supply chain organizations in North America with the best nearshore talent to scale efficiently, operate on par with US-based teams, and deliver superior customer service.
Rapido works with businesses from all sides of the logistics industry — including 3PLs, carriers, and logistics software companies. Rapido builds out teams with roles across customer and carrier sales and support, back-office administration, and technology services.
The team at Rapido knows logistics and people — it’s what sets them apart. Rapido is driven by an inside knowledge of how to recruit, hire, and train within the logistics industry and a passion to build better solutions for success. Learn more about the Rapido solution and begin building your team away from home at gorapido.com.***

Episode summary written by AI:

Have you ever considered the strategic precision and leadership valor honed in the military's high-pressure environment could translate into business triumph? Jim Steger, CEO of Integrity Express Logistics, joins us to share his remarkable pivot from Air Force officer to founder of a leading logistics firm. His insights into maintaining global military logistics translate into a masterclass on resilience, adaptability, and the art of management under the most trying conditions.

Wartime strategies and boardroom tactics aren't as disparate as they seem, and you'll find out why as we discuss how the 'servant leader' model and a relentless focus on employee enrichment form the backbone of a successful enterprise. Steger's narrative is a powerful illustration of how a foundational belief in the potential of people can be a catalyst for industry-leading customer satisfaction. We'll uncover the birth of Integrity Express Logistics, rising from a basement venture to a company making strategic technological investments and opening 17 offices nationwide.

Step aboard as we navigate the intersections of entrepreneurship, tech innovation, and the no-small-feat of fostering a culture that champions growth, both for the business and its people. From tales of humble beginnings to a grand vision of reaching $5 billion in revenue, this episode is an expedition through the challenges, achievements, and the indomitable spirit that shapes a billion-dollar success story. Join us for a conversation that celebrates the tactical finesse of military experience repurposed to conquer the dynamic terrain of freight management.

***This episode is brought to you by Rapido Solutions Group.
Rapido connects logistics and supply chain organizations in North America with the best nearshore talent to scale efficiently, operate on par with US-based teams, and deliver superior customer service.
Rapido works with businesses from all sides of the logistics industry — including 3PLs, carriers, and logistics software companies. Rapido builds out teams with roles across customer and carrier sales and support, back-office administration, and technology services.
The team at Rapido knows logistics and people — it’s what sets them apart. Rapido is driven by an inside knowledge of how to recruit, hire, and train within the logistics industry and a passion to build better solutions for success. Learn more about the Rapido solution and begin building your team away from home at gorapido.com.***

We are joined this week by Kendra Tucker, CEO of Truckstop. Our conversation starts with Kendra's pre-freight career, where she earned an International Studies degree at University of Chicago before spending the bulk of her professional time helping build CEB into an organic $500 million organization. She began in the Product org but found an adeptness at working with and understanding the needs of CEB's customers, which eventually led her to the Sales org.  She rose the ranks over her twelve years with CEB and learned invaluable lessons that she still applies today at Truckstop.

One point that was abundantly clear in our conversation was the importance of having empathy for, and understanding, the customer. Truckstop's customer base includes truck drivers and freight brokers. As Kendra came into her role at Truckstop, one of the first things she did was a ride-along with an owner operator, Wayne, and longtime Truckstop customer. This experience opened her eyes to the day-to-day life of our nation's truck drivers, and Kendra felt a relatability to many drivers with a similar immigrant backstory to her own. One truth for Kendra from this experience was the validity of the American dream, something Truckstop is helping it's customers pursue through it's technology platform to improve the life and productivity of America's truck drivers.

As the conversation progresses, we talk about the evolution and maturation of Truckstop over the years. We talk about business strategy, and how Truckstop is focused on trust as a pillar to drive growth across the entire life cycle of a load. Through acquisitions, Truckstop has moved into factoring, carrier identity through RMIS, and productivity through FreightFriend. Truckstop wants to be the place that truckers can come to make their business better, end to end. 

We close our journey with an exploration of the critical role trust and transparency play within the freight community. As we delve into Truckstop's strategic endeavors to combat fraud and enhance broker confidence, we also examine the human side of tech business. Kendra Tucker's rise to CEO is a testament to the transformative power of personal growth, empathy in leadership, and the enduring bonds within the transport sector. It's a narrative that celebrates the complexity, community, and the often-overlooked allure of the freight industry—an industry that tends to hook its professionals for a lifetime.

***This episode is brought to you by Rapido Solutions Group.
Rapido connects logistics and supply chain organizations in North America with the best nearshore talent to scale efficiently, operate on par with US-based teams, and deliver superior customer service.
Rapido works with businesses from all sides of the logistics industry — including 3PLs, carriers, and logistics software companies. Rapido builds out teams with roles across customer and carrier sales and support, back-office administration, and technology services.
The team at Rapido knows logistics and people — it’s what sets them apart. Rapido is driven by an inside knowledge of how to recruit, hire, and train within the logistics industry and a passion to build better solutions for success. Learn more about the Rapido solution and begin building your team away from home at gorapido.com.***

Another episode summary written by AI- hope you enjoy:
We are joined this week by Felipe Capella, co-founder and CEO of Loadsmart, whose career leap from law to logistics embodies the spirit of innovation. Discover how Felipe's decision to embrace risk and innovative ideas propelled Loadsmart from skepticism about algorithmic pricing to a leader in automated, instant pricing. Our conversation centers on how Loadsmart has built it's business around technology advancements, highlighting successes and lessons learned.

Stepping into the boots of a logistics pioneer, we navigate the complexities of leading a tech-driven company amidst resistance to change, underscoring the importance of customer-centric solutions. The dialogue ventures into the realm of managed transportation services, examining their potential to redefine operations for mid-sized shippers. We also unpack the strategic pivot towards offering high-margin Software as a Service (SaaS) and the utilization of vast data troves to enhance logistics operations, highlighting how these initiatives are reshaping Loadsmart's business model and identity.

Looking to the horizon, the episode maps out the future terrain for Loadsmart and the freight brokerage industry at large. With an eye on growth and revenue opportunities, we dissect strategic initiatives like driver loyalty programs and the impact of API technology on brokerage margins. As we tie up the conversation, we reflect on the market's skepticism and Loadsmart's disciplined financial strategy, leaving you with a rich tapestry of insights into the visionary leadership and innovative technology steering the logistics industry towards new frontiers.

***This episode is brought to you by Rapido Solutions Group.
Rapido connects logistics and supply chain organizations in North America with the best nearshore talent to scale efficiently, operate on par with US-based teams, and deliver superior customer service.
Rapido works with businesses from all sides of the logistics industry — including 3PLs, carriers, and logistics software companies. Rapido builds out teams with roles across customer and carrier sales and support, back-office administration, and technology services.
The team at Rapido knows logistics and people — it’s what sets them apart. Rapido is driven by an inside knowledge of how to recruit, hire, and train within the logistics industry and a passion to build better solutions for success. Learn more about the Rapido solution and begin building your team away from home at gorapido.com.***

We are joined on this week's episode by CEO of Trucker Tools, Kary Jablonski. We begin by discussing the power of personal branding through social media. Through our candid conversation, we reveal how authenticity isn't just a buzzword—it's the hidden currency of LinkedIn, fostering genuine connections and opening doors to untold business opportunities. Kary’s insights into social media's role in the freight world, from transparent communication to product testing, are indispensable for anyone looking to elevate their professional game.

On her personal journey from consulting to helping scale Uber's operations, Kary shares the valuable lessons learned about leadership within the tech and freight landscapes. We discuss the abrupt twists that come with working in dynamic environments, and how these experiences forge resilience and strategic acumen. As Kary and I swap stories, we highlight the importance of customer success, humility, and the magic of showing up as your true self in professional spaces—a strategy that translates into growth and success.

We dive into the business of Trucker Tools, understanding how so much of their success is centered on the product they've built out for drivers. By focusing on creating a great tool for drivers, they've given themselves a great entry point to support brokers in their increasing need for visibility load by load. As their business has grown, they've recognized the value of integrations and partnerships to expand their abilities to serve their customers. We talk about all this, plus what the future holds for Trucker Tools as Kary's team continues to grow.

The episode wraps up with deep dives into the challenges newly-appointed CEOs face, from navigating post-acquisition transitions to making strategic hires during industry downturns. Learn from our experiences as we discuss the approaches to fostering a leadership style that empowers teams and prioritizes dynamics, while acknowledging the personal obstacles we face, such as impatience. Join us for this episode, packed with authentic discussion and strategic insights that promise to resonate with professionals across industries.

When life throws a curveball, some craft an entire new ballpark—meet Jordan Graft, CEO of Highway, who sits with us today to reflect on the indelible marks of entrepreneurship and personal growth. Hear how he harnessed his experiences as a three-time CEO before the age of 40 to carve out success amidst the bustling freight industry. Our exchange offers a glimpse into Jordan's transformative journey: from embracing unexpected fatherhood and pioneering a grocery delivery venture, to influencing the freight brokerage sector as a Batman of freight fraud.

Navigating the freight industry's high seas, Jordan joins me to unravel the fabric of his entrepreneurial endeavors, marked with stories of resilience, patience, and the unwavering support of family. Our heartfelt conversation sails through the evolution of personal relationships in challenging times, the rise and fall of business ventures, and the milestones along the path to leadership. Jordan's narrative is a testament to the entrepreneurial spirit—coding out of necessity, pivoting from ventures that no longer serve, and the pursuit of innovation that meets the freight industry's pressing needs.

Tune in as we dissect the intricacies of the freight world, from combating sophisticated freight scams to crafting responsive customer service with a team that's as vigilant as they are dedicated. Jordan's insights on hiring with integrity, fostering workplace loyalty, and improving industry communication shine a light on the core values that drive success. Whether you're an industry veteran or a curious newcomer, this episode is brimming with tales of perseverance, the joy of translating ideas into action, and the relentless dedication to creating value in a complex yet rewarding field.