This week's episode provides a captivating look into the rise and fall of Surge Transportation, a freight brokerage founded by Omar Singh. In July 2023, Surge filed for Chapter 11 bankruptcy. One year later, the US Bankruptcy court of Jacksonville confirmed their plan of reorganization, making them the first brokerage to successfully reorganize post-bankruptcy. We dive into all the details of the ups and downs of this story, as told by it's CEO and owner himself.

The episode begins with Omar's journey, which has admirable and humble beginnings. He got his CDL license out of high school and drove trucks to pay for college and an MBA, eventually starting his own trucking company. Omar is a true trucker at heart. But, his experiences during the 2008-2010 recession led him to pivot to brokerage, and in 2016 he launched Surge Transportation. The company experienced strong growth, reaching over 280 employees and a $300 million run rate by late 2021, driven by prioritizing backup routing guide support and dynamic pricing.

However, a number of strategic decisions and financial mismanagement would spell trouble as the market shifted in 2022. Surge's reliance on the spot market and lack of long-term primary contracts became problematic as the industry reached the latest down cycle. Omar walks us through every step of the way, the challenges he faced, the sale attempts in the final months, etc. Despite filing for bankruptcy in July 2023, he expressed his intent of doing the right thing, taking personal responsibility and working to restructure the business in a way that allows him to repay debts and rebuild trust. His story serves as a cautionary tale, but also demonstrates the resilience and determination required to rebuild a business in the face of adversity. 

***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.***

Join us as Jason Provonsha, the CEO of Steam Logistics, shares his career journey and the lessons he's learned along the way. Starting from an unexpected pivot into logistics with Access America Transport to the acquisition by Coyote Logistics before ultimately finding his long term home at Steam, Jason's story is a masterclass in adaptability and growth. 

This episode isn't just about career milestones; it's a deep dive into the fabric of leadership and organizational culture. Jason shares insights into the complexities of private equity buyouts/acquisitions and the critical importance of prioritizing workplace environment. We'll explore the benefits of a flat organizational structure that fosters collaboration and accessibility, and how leaders can inspire passion within their teams—even in industries that might not seem inherently exciting. Jason also provides a candid look at the stress and triumphs of steering a company through periods of significant change and growth.

We'll also unpack the strategic evolution of Steam Logistics, from its roots in freight forwarding to becoming a fully integrated, multimodal 3PL. Jason gives The Freight Pod it's first look at international freight forwarding. He also details the Cradle-To-Grave pod model that encourages entrepreneurial behavior within the company and the impact of the COVID-19 pandemic on the logistics industry. With insights into the crucial role of custom technology in enhancing business efficiency, this episode offers a comprehensive understanding of the evolving logistics landscape. Tune in to gain valuable wisdom on intentional culture-building and how to navigate the highs and lows of leading a growing organization.

***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're joined this week by Corey Ritenour, current Sr. Director Transportation and interim Head of Supply Chain for Lindt & Sprungli, one of the premier chocolate manufacturers in the country. Corey comes to the table with 20 years of industry experience, all working for large, established manufacturers. He began his career at the ground level at Conagra working as a Transportation Planner, working his way up and across various roles as he moved on to PepsiCo, Smurfit Stone, and Mars PetCare before establishing himself for 5 years at Dairy Farmers of America. He has now spent the last 5 years in his current role with Lindt. This wide breadth of transportation experience makes for a riveting conversation that any supply chain professional can learn from. He provides advice and insights that he gathered from his time at each of these great companies.

We spend time doing deep dives into Dairy Farmers of America and Lindt & Sprungli, two very unique organizations, one owned by farmers, the other representing a shared services model across three chocolate companies. The nuances from these experiences and depth provided make for quality conversation and valuable learnings for listeners.

We pivot from there to Corey's perspective on brokers and carriers pursuing his business. He gives us an inside look to his role, the challenges he faces on a day-to-day basis, and the "do's and don'ts" for prospective partners. We get into a market cycle conversation as well, looking at the last four years, from the highest of highs during Covid, to the lowest of lows brought on the last two years in the aftermath. 

End to end, this episode is filled with great nuggets of information thanks to Corey's decades of experience and wisdom shared. 

***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.***

How did a part-time, hourly worker on the production floor rise to become a corporate transportation leader within Coca-Cola? Uncover Rob Haddock's  journey from stacking cases in the early 1980s to becoming a pivotal figure in Coca-Cola's logistics and supply chain operations. Rob’s story is a testament to the power of adaptability, continuous learning, and seizing opportunities as they arise. His experiences reveal how hands-on roles can set the stage for significant career growth, even in a challenging job market.

Gain insights into Coca-Cola's approach to supply chain resilience and the critical role logistics play in its operations. Discover the strategies that helped the company navigate frequent organizational shifts and industry-wide crises, including the implementation of E-logs and the Covid pandemic. Rob sheds light on the importance of aligning logistical capabilities with sales and marketing ambitions and the benefits of robust in-house reporting tools for strategic decision-making. This episode emphasizes the necessity of effective collaboration across various teams to ensure seamless operations and customer satisfaction.

Peek into the future of transportation trends and strategies with Rob's expert analysis. Learn about the evolution of shipper-carrier relationships and the key metrics that drive successful logistics operations. Rob discusses the importance of being a "shipper of choice" and how fostering strong partnerships with carriers can optimize freight capacity. With advice for both industry veterans and young professionals, this episode is packed with actionable insights on improving transportation efficiency, managing operational costs, and enhancing industry collaboration.

***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.***

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.***