The Freight Show

Shawn McLeod, President of Axle Logistics, joins us to share how the Knoxville-based 3PL scaled from $17M to over $1B in revenue. We explore Axle’s “build your empire” culture, their six-week LaunchPad training program, and where they automate without losing the human relationships that drive freight. From hiring and retention to thriving in soft markets, Shawn delivers a playbook any brokerage or ops-heavy business can use.

Chapters:
00:00 — The hard lessons of first-time leadership
03:30 — Axle’s trajectory: from ~$17M to $1B+
07:30 — Culture as strategy: “Build your empire” and loud sales floors
12:00 — Avoiding micro-cultures when scaling offices
16:30 — Hiring at pace: signals that actually matter
22:00 — Training at scale: LaunchPad’s six-week ramp
27:30 — Retention: base vs. commission, fairness, and grind
34:00 — Where to automate first (repeat touches, doc QA, quoting)
41:30 — Keeping the human: when relationships beat automation
47:00 — Surviving soft markets: travel > excuses
52:30 — Leadership evolution and feedback loops

Key Takeaways:

• Culture is Axle’s #1 growth strategy — lose that, and you lose everything.
• LaunchPad’s six-week program speeds ramp time and improves throughput.
• Automate repetitive touches (document checks, quoting) but never the relationship.
• In down markets, Axle increases customer travel rather than cutting it.
• Hiring focuses on energy, work history, and coachability — not just interview polish.

Memorable Quotes:

• “Culture is number one in the strategy for growth.”
• “Automate the repetitive; never automate the relationship.”
• “Travel is the last thing you cut in a soft market.”

Links & Resources:

• Shawn McLeod — LinkedIn
• Axle Logistics — Website

Sponsor:
This episode is brought to you by Vooma — AI that unlocks revenue in your team’s inbox with automated quoting, order entry, tracking, and more. Learn more at Vooma.com.

From dispatch trainee to president, Jordan Reber unpacks how ARL Logistics scaled an agent-powered network by pairing offshore talent, selective automation, and a revamped cradle-to-grave model—without losing the relationship-first DNA. We dig into building hybrid teams in Colombia, “train-the-trainer” systems, cleaning messy TMS data, and ARL’s shift toward a revenue-engine sales structure.

What We Cover

• Career arc: Management trainee → dispatch → brokerage launch → ARL presidency
• Hybrid operating model: Staffing-assisted cradle-to-grave (Colombia ops + US client touch)
• Train-the-trainer: “Four super users” to eliminate perpetual entry-level retraining
• Sales structure 2.0: Splitting hunters (sales) and BDR/CS to speed response & enforce SLAs
• People vs process: EOS/Traction, shadow-work, and deleting steps before automating
• Tech partnerships: Why ARL co-builds with vendors and aims for 80/20, not edge cases
• Automation lens: Start with mundane, API/RPA bridges, humans as exception managers
• Data reality: TM3→TM4 migration, standardizing inputs, and the prize of drayage pricing data
• Risk & resilience: Receivables caution, tariffs, and modal shifts (intermodal ↔ OTR)
• Culture: Small wins daily, continuous training, and giving offshore teams a real voice

Playbook & Tactics

• Sit tech next to the business. Proximity shrinks build cycles and bakes in reality.
• Free reps to sell. Move load-building, T&T, and intake to an ops pod first—then automate.
• Design for exceptions. Automate 6–7 steps in a 10-step flow; humans handle the rest.
• Standardize input fields. Clean data starts at the source; train against exceptions.
• Measure the ROI. Track time saved, licenses retired, and throughput per seat.
• Organize for strengths. Separate “people-first closers” from “process-first executors.”

Notable Quotes

• “If the tech people would just sit next to the business people, you build product fast.”
• “Train four super users and you never have to train entry-level again.”
• “Those are two different roles—very few are great at both.”
• “Our motto is small wins every day.”

Resources Mentioned

• ARL Logistics (brokerage & agent network)
• US1 Industries (parent; proprietary TMS)
• Lean Solutions Group (nearshore ops)
• EOS / Traction (operating system)
• The Revenue Engine by Kara Brown (sales/marketing alignment)

Sponsor

Vooma — Back-office automation for freight brokerages. From AI document handling to ops streamlining, scale without the growing pains.