In "Beyond TMS: McLeod's Open Ecosystem and Automation", Joe Lynch and Doug Schrier, Vice President of Growth and Special Projects at McLeod Software, discuss the strategic pivot toward an open, automated ecosystem that redefines modern supply chain management.

About Doug Schrier

Doug Schrier, Vice President of Growth and Special Projects at McLeod Software, is a driving force behind the company's strategic expansion while upholding a customer-centric philosophy. With a comprehensive background encompassing over two decades of operations and strategic leadership, Doug has dedicated the past 15 years to the transportation sector. His impactful roles at Covenant Logistics and Transflo have honed his expertise and allowed him to champion innovation. Doug's commitment to pioneering innovation remains unwavering, further solidifying McLeod Software as the premier TMS provider in the industry.

About McLeod Software

Since 1985, McLeod Software has been transforming the transportation industry by providing powerful transportation management and trucking software solutions. These solutions, developed entirely by our company, are comprehensive and support integration with a broad array of complementary logistics products. We are the leader when it comes to software for trucking dispatch operations management, freight brokerage management, fleet management, document imaging, workflow, EDI, and business intelligence and process automation solutions for trucking, freight brokerage, third party logistics, and shipper companies in the United States.

Key Takeaways: Beyond TMS: McLeod's Open Ecosystem and Automation

• In "Beyond TMS: McLeod's Open Ecosystem and Automation", Joe Lynch and Doug Schrier, Vice President of Growth and Special Projects at McLeod Software, discuss the strategic pivot toward an open, automated ecosystem that redefines modern supply chain management.
• The Shift "Beyond TMS": McLeod Software's evolution from a traditional Transportation Management System (TMS) provider to offering a comprehensive suite of logistics solutions that addresses the needs of trucking, freight brokerage, 3PLs, and shippers, encompassing everything from dispatch to document imaging and fleet management.
• The Power of the Open Ecosystem: The strategic importance of an "open ecosystem," highlighted by McLeod's ability to support seamless integration with a broad array of complementary logistics products, providing flexibility and interoperability that customers demand.
• Automation as a Core Strategy: The critical role of business intelligence, workflow, and process automation solutions in modern transportation, moving beyond basic transaction management to drive efficiency and reduce manual intervention for their customers.
• Leadership Driven by Deep Industry Experience: Doug Schrier's two decades of strategic leadership, including 15 years in transportation at companies like Covenant Logistics and Transflo, provides McLeod with an operations-first perspective that shapes their product innovation and customer-centric philosophy.
• Innovation Rooted in Longevity: McLeod Software's position as a premier industry leader is reinforced by its founding in 1985 and sustained commitment to developing all its solutions internally, providing a stable and unified platform for growth.
• Customer-Centric Growth: The discussion reinforces how McLeod's strategic expansion (driven by Schrier) is governed by a customer-centric philosophy, ensuring that new technologies and solutions are developed to solve real-world industry challenges.
• The Future of Logistics Technology: The episode outlines how McLeod is solidifying its market leadership by championing pioneering innovation focused on next-generation capabilities like process automation, which will be essential for fleets and brokers to remain competitive.

Learn More About Beyond TMS: McLeod's Open Ecosystem and Automation

Doug Schrier | Linkedin

McLeod Software

McLeod Software | Linkedin

McLeod Software | Facebook

McLeod Software | Instagram

The Logistics of Logistics Podcast

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Leveraging Shipper Intent Data to Win More Freight", Joe Lynch and Rob Light, CEO & Co-founder at CarrierSource, discuss how their platform provides the real-time intent signals and AI tools necessary to turn passive interest into high-value revenue.

About Rob Light

Robert Light is the CEO and a Co-Founder of CarrierSource, the leading review website for brokers and carriers. Rob has been building CarrierSource for the past five years, and prior to that was an early employee at the software review website G2.com. At G2, Rob saw the power of customer reviews and how small businesses could leverage the voice of their customers to compete with the largest companies in the space. He's excited to bring this same opportunity to logistics and transportation.

About CarrierSource

CarrierSource is revolutionizing the freight industry with real-time Shipper Intent Data and AI-powered Research Agents. For the first time, brokers and carriers can see when a shipper is searching for capacity, viewing competitor profiles, or interacting with their own listing. These signals empower teams to engage high-intent prospects at exactly the right moment, turning passive interest into closed business. With Research Agents, teams can go from shipper intent signal to context to outreach in minutes, bridging the gap between intent and action. CarrierSource is built on top of the first truly two-sided review marketplace. Brokers and carriers can review each other, and shippers can find freight partners through verified reviews, FMCSA safety and insurance data, and detailed company profiles. With over 75,000 reviews across 40,000+ brokers and carriers, CarrierSource is where reputations are built. It's now also where intent turns into revenue.

Key Takeaways: Leveraging Shipper Intent Data to Win More Freight

• Leveraging Shipper Intent Data to Win More Freight", Joe Lynch and Rob Light, CEO & Co-founder at CarrierSource, discuss how their platform provides the real-time intent signals and AI tools necessary to turn passive interest into high-value revenue.
• Real-Time Shipper Intent is the New Gold: The most critical factor in winning freight is knowing when a shipper is actively in the market. CarrierSource provides real-time signals—such as a shipper searching for capacity or viewing a competitor's profile—allowing brokers and carriers to engage prospects at the precise moment of highest intent.
• AI Closes the Intent-to-Action Gap: The platform utilizes AI-powered Research Agents to bridge the gap between signal and outreach. This technology ensures that teams can move from identifying an intent signal to gathering necessary context and initiating an informed outreach effort in minutes.
• Reputation is the Foundation for Conversion: Rob Light's experience at G2 highlights the power of customer voice. CarrierSource is built on a two-sided review marketplace with over 75,000 reviews, establishing that a verified and strong reputation is essential for converting a high-intent prospect into closed business.
• Democratizing the Competitive Edge: The technology empowers smaller and mid-sized brokers and carriers. By providing access to high-value intent data and leveraging the voice of their customers through reviews, they can effectively compete head-to-head with the largest companies in the logistics space.
• A Holistic View Wins the Business: Winning freight requires more than just knowing intent; it demands credibility. The platform integrates real-time intent data with essential compliance information, including verified reviews, FMCSA safety data, and insurance details, providing a comprehensive profile for shippers.
• The Shift to a Proactive Revenue Model: The industry is shifting from a reactive approach (waiting for RFPs) to a proactive one. CarrierSource enables a model where "intent turns into revenue," fundamentally changing the sales motion from passive interest tracking to immediate, targeted engagement.
• Leverage Reviews to Compete on Par: A core lesson from Rob's previous work is that customer reviews are a powerful tool to level the playing field. By making the voice of the customer central to the partner selection process, brokers and carriers of all sizes can use their established service reputation to secure new freight opportunities.

Learn More About Leveraging Shipper Intent Data to Win More Freight

Rob Light | Linkedin

CarrierSource

CarrierSource | Linkedin

The Logistics of Logistics Podcast

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In "Who Stole Guy Fieri and Sammy Hagar's Tequila", Joe Lynch and Jessica McFate, Sr. Director of Intelligence Solutions at Babel Street, discuss how national security intelligence methods are now vital for solving commercial theft and securing global supply chains.

About Jessica McFate

Jessica Lewis McFate is Sr. Director of Intelligence Solutions at Babel Street and a career intelligence professional, specializing in OSINT for national security. At the Institute for the Study of War, her research won acclaim for forecasting the rise of ISIS. She has authored over 50 publications, briefed top U.S. government agencies, appeared in print and broadcast media, and testified before Congress. A West Point graduate, she served as a U.S. Army officer with 34 months in country deployment in Iraq and Afghanistan supporting signals intelligence, human intelligence, and counter-corruption roles.

About Babel Street

Babel Street delivers mission-grade risk intelligence for organizations across government, defense, and the private sector to expose hidden identities, secure vendor networks, and identify threats. Our AI-native platform empowers the most trusted organizations in the world with the strategic advantage needed to stay ahead of risk and protect their missions. Headquartered in the U.S., Babel Street has an established presence in Australia, Canada, Israel, Japan, and the U.K. For more information, visit babelstreet.com.

Webinar: Securing Tomorrow: The Critical Role of Intelligent Vendor Vetting in Government Supply Chains

For more information on how intelligent vendor vetting can protect your supply chain and help ensure compliance with new U.S. government contractor requirements, register for the upcoming webinar, "Securing Tomorrow: The Critical Role of Intelligent Vendor Vetting in Government Supply Chains," to be presented by Babel Street and Carahsoft on Wednesday, October 29, 2025, at 3:00 p.m. Eastern.

Key Takeaways: Who Stole Guy Fieri and Sammy Hagar's Tequila

• In "Who Stole Guy Fieri and Sammy Hagar's Tequila", Joe Lynch and Jessica McFate, Sr. Director of Intelligence Solutions at Babel Street, discuss how national security intelligence methods are now vital for solving commercial theft and securing global supply chains.
• OSINT: The New Tool in Commercial Investigations: Learn how Open-Source Intelligence (OSINT)—the same methodology used to forecast global threats like the rise of ISIS—is now being repurposed to trace and recover high-value commercial assets, such as stolen celebrity tequila, by monitoring online chatter and digital footprints.
• From Counter-Corruption to Corporate Supply Chains: Understand how the principles of counter-corruption and signals intelligence (SIGINT) that Jessica applied during her military deployments in Iraq and Afghanistan are directly relevant to identifying and neutralizing vulnerabilities in modern-day vendor networks and supply chains.
• The Tequila Heist as a Case Study for Organized Crime: Discover how the theft of a high-profile brand like Guy Fieri and Sammy Hagar's tequila is rarely an isolated incident, but often a sign of sophisticated organized criminal enterprises using the dark market, which requires a "mission-grade" approach to identify the true threat actors.
• The Power of AI in Exposing Hidden Identities: Explore how Babel Street's AI-native platform is used to rapidly sift through global, multilingual data to "expose hidden identities" involved in commercial theft, showing that the sheer volume of data makes human-only analysis impossible.
• Forecasting and Pre-Empting Brand Risk: A key lesson is the shift from reacting to theft to predicting it. Learn how intelligence professionals can apply forecasting models to identify and secure distribution choke points or compromised vendor relationships before a high-value product goes missing.
• The Strategic Cost of Reputational Damage: Beyond the physical loss of inventory, the episode highlights the immense brand and reputational risk for celebrity-backed products. The use of advanced risk intelligence is necessary to protect a brand's integrity and consumer trust following a public security failure.
• Bridging National Security and Private Sector Intelligence: The conversation will demonstrate the growing imperative for private companies to adopt the rigor and discipline of national security intelligence methods to secure their operations against global threats, transforming how they approach risk mitigation.

Learn More About Who Stole Guy Fieri and Sammy Hagar's Tequila

Jessica McFate LinkedIn

Babel Street LinkedIn

Babel Street

Guy Fieri reveals new details into the criminals who stole $1M of his tequila

Thieves Steal 24,000 Bottles of Guy Fieri's Tequila in Elaborate Cross-Country Heist

The Logistics of Logistics Podcast

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In "Real-World Supply Chain AI Applications with Gather AI's Sankalp Arora", Joe Lynch and Sankalp Arora, CEO and Co-founder at Gather AI, discuss how Gather AI's combination of drone-collected visual data, AI analysis, and WMS integration is revolutionizing warehouse inventory management. About Sankalp Arora

Sankalp Arora is the CEO & Co-Founder of Gather AI. With 14 years of experience, Sankalp developed safety and sensor planning for the world's first safe autonomous helicopter, funded by DARPA, a project that won the Howard Hughes award, AUVSI Xcellence award and was nominated for the Collier Trophy. He is a recipient of the Qualcomm Innovation fellowship and Swartz Innovation fellowship and has a PhD in Robotics from Carnegie Mellon University. Gather AI and Sankalp have received several awards, including CB Insights' AI 100, SupplyChainBrain's Great Supply Chain Partner Awards, Peerless Media's NextGen Supply Chain Awards, Food Logistics and Supply & Demand Chain Executive Top Tech Startup Awards, and the Pittsburgh Inno Fire Awards.

About Gather AI

Gather AI is an intralogistics AI company which collects visual data from drones, forklifts, and connected machines, integrates it with warehouse management systems (WMS) and cloud platforms, and uses AI to identify issues and suggest next steps.

Key Takeaways: Real-World Supply Chain AI Applications

• In "Real-World Supply Chain AI Applications with Gather AI's Sankalp Arora", Joe Lynch and Sankalp Arora, CEO and Co-founder at Gather AI, discuss how Gather AI's combination of drone-collected visual data, AI analysis, and WMS integration is revolutionizing warehouse inventory management.
• Bridging Robotics Expertise to Logistics: Sankalp Arora's foundational work in safety and sensor planning for autonomous helicopters (a DARPA-funded project) highlights how sophisticated robotics and computer vision expertise is now being directly applied to create reliable, "real-world" AI solutions for the supply chain.
• Visual Data is the New Inventory Input: Gather AI utilizes hardware like drones, forklifts, and connected machines to collect vast amounts of visual data within a warehouse, moving beyond manual counts and traditional scanning methods to capture inventory status comprehensively and automatically.
• Intralogistics Focus: The primary application of this AI is in intralogistics (operations inside the warehouse), specifically tackling challenges like inventory inaccuracy, cycle counting, and labor efficiency—common pain points for WMS (Warehouse Management Systems) users.
• From Data to Actionable Insights: The platform doesn't just collect data; its core value is using AI to identify specific issues (e.g., misplaced items, damaged inventory, out-of-stock locations) and then suggesting next steps, making the data immediately actionable for warehouse staff.
• Critical System Integration: For successful real-world adoption, the AI platform must integrate seamlessly with Warehouse Management Systems (WMS) and cloud platforms, ensuring the visual intelligence updates the enterprise system of record effectively.
• AI for Operational Efficiency: By automating data collection and analysis, the technology shifts labor away from tedious inventory tasks, allowing personnel to focus on high-value activities, leading to significant gains in operational efficiency and inventory accuracy.
• Industry Validation of Innovation: Recognition through awards like CB Insights' AI 100 and various Supply Chain Partner awards validates that Gather AI's approach is recognized as a leading, commercially viable, and impactful NextGen Supply Chain technology.

Learn More About Real-World Supply Chain AI Applications

Sankalp Arora

Gather AI

Gather AI | Linkedin

Gather AI | YouTube

Case Studies

Gather AI Capabilities 2025

AI Literacy in Logistics with Gather AI's Andrew Hoffman

Gathering Inventory Data with Sankalp Arora

Autonomous Data: Gather AI's Warehouse Vision

The Logistics of Logistics Podcast

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In "Beyond the Rate: Why Accuracy, Transparency and Context Matter", Joe Lynch and Dawn Salvucci-Favier, President, Intelligence, at Triumph, discuss how accuracy, transparency, and network connectivity are the new drivers for precision and confidence in the logistics industry.

About Dawn Favier

Dawn Salvucci-Favier serves as President, Intelligence, at Triumph following the acquisition of Greenscreens.ai in May 2025. She brings more than 30 years of leadership experience in transportation management and logistics technology. Prior to joining Triumph, Ms. Salvucci-Favier served as Chief Executive Officer and Chief Product Officer of Greenscreens.ai, a dynamic pricing infrastructure solution for the logistics industry. Throughout her career, she has led global product strategy and management at several major transportation management system (TMS) providers, including Manugistics, JDA Software, Shippers Commonwealth, RedPrairie (now Blue Yonder), and 3Gtms. In these roles, Ms. Salvucci-Favier developed and executed strategies that delivered industry-leading technology solutions to the logistics market. Earlier in her career, Ms. Salvucci-Favier held leadership roles in logistics operations, including Director of Logistics Services at NFI Interactive Logistics. She began her career in inbound transportation management at Staples, Inc. and The TJX Companies.

About Triumph

Triumph is a financial and technology company specializing in payments, factoring, intelligence, and banking. The company is pioneering innovative solutions within the transportation industry, delivering unmatched precision, secure and transparent transactions, and enhanced working capital to its customers through the Triumph brand. Driven by the Triumph Network—a platform dedicated to modernizing and simplifying freight transactions—Triumph empowers its customers to Transact Confidently.

Key Takeaways: Beyond the Rate: Why Accuracy, Transparency and Context Matter

• In "Beyond the Rate: Why Accuracy, Transparency and Context Matter", Joe Lynch and Dawn Salvucci-Favier, President, Intelligence, at Triumph, discuss how accuracy, transparency, and network connectivity are the new drivers for precision and confidence in the logistics industry.
• The Convergence of Finance and Intelligence: The acquisition of dynamic pricing infrastructure expert Greenscreens.ai by the financial and technology company Triumph highlights a critical shift: the future of transportation is driven by combining secure financial transactions with AI-powered market intelligence for unmatched precision.
• Accuracy is the New Rate: Relying on static or historical rates is no longer sufficient. Accuracy in pricing requires a real-time, dynamic pricing infrastructure (Greenscreens.ai's specialty) to minimize risk, ensure profitability, and provide a true competitive advantage "Beyond the Rate."
• Transparency Builds Trust (and Capital): As emphasized by the Triumph Network, Transparency in freight transactions—through secure and precise operations—is essential. This level of clarity fosters trust among partners and directly results in enhanced working capital for customers.
• The Power of 30-Year Experience: Dawn Salvucci-Favier's three decades of leadership across major Transportation Management System (TMS) providers (like JDA, Blue Yonder, and 3Gtms) and logistics operations provide the unique operational perspective needed to build technology that truly solves the industry's biggest pain points.
• 'Contacts' is Now 'Network': The traditional value of personal Contacts is being amplified by robust digital networks. The Triumph Network exemplifies this evolution, acting as the essential platform to modernize and simplify the complex interactions and transactions between all parties in the freight ecosystem.
• Technology Must Deliver Financial Outcomes: Dawn's career trajectory, from logistics operations to leading product strategy, underscores that successful logistics technology must move beyond simple workflow management and deliver concrete financial benefits, such as better pricing precision and optimized working capital.
• The Holistic Differentiator: The ultimate competitive edge is no longer achieved by focusing on a single metric (like the lowest rate). It is the strategic and integrated combination of technological Accuracy, financial Transparency, and deep industry Contacts (human and digital) that allows companies to "Transact Confidently."

Learn More About Beyond the Rate: Why Accuracy, Transparency and Context Matter

Dawn Salvucci-Favier | Linkedin

Triumph | Linkedin

The latest announcement of Triumph's Intelligence offering

Triumph Financial to Acquire Greenscreens.ai

What is Dynamic Pricing with Dawn Salvucci Favier

Faster, Better Freight Quotes with Dawn Salvucci-Favier

The Logistics of Logistics Podcast

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In "Beyond the Mega Shipper: Finding Untapped Demand", Joe Lynch and Shan Wu, Co-founder of breadd.ai, discuss the massive, yet often overlooked, opportunity in the mid-market. This essential pivot from chaotic prospecting to laser-focused selling is what breadd.ai helps brokers achieve.

About Shan Wu

Shan Wu is the cofounder of breadd.ai. As a lifelong sales rep, Shan has sold anything from billion dollar payment contracts to "nothing": cold calling for donations as a telefundraiser – and he still argues freight is the hardest thing to sell. He believes there's enough for everyone to eat in freight today – it's just in the mid-market while everyone fights for the top 100 shippers. So he has built breadd.ai to help brokers operationalize a winning sales strategy, in a brainlessly easy way.

About breadd.ai

breadd.ai helps brokers sell freight in any market. Today, more than 100 brokers wake up to a list of shipper leads every morning, without lifting a finger. Each shipper is pre-qualified to fit their niche, and fully researched with facilities, decision makers, and phone numbers that get picked up. All you have to do is wake up and call. Stop prospecting and start selling – get your free trial today at breadd.ai.

Key Takeaways: Beyond the Mega Shipper: Finding Untapped Demand

• In "Beyond the Mega Shipper: Finding Untapped Demand", Joe Lynch and Shan Wu, Co-founder of breadd.ai, discuss the massive, yet often overlooked, opportunity in the mid-market. This essential pivot from chaotic prospecting to laser-focused selling is what breadd.ai helps brokers achieve.
• The Mid-Market is the True Untapped Demand: Shan Wu argues that brokers and carriers should shift their focus beyond the mega shipper. The real opportunity and profitability in freight lies in the highly addressable, but less fiercely contested, mid-market, where there is "enough for everyone to eat."
• Freight is the Hardest Sale: Drawing on his experience selling everything from "nothing" to billion-dollar contracts, Shan believes freight sales are uniquely challenging. This perspective highlights the critical need for a new, efficient sales strategy to succeed in the current logistics landscape.
• Operationalize Your Sales Strategy: The path to winning in the mid-market is not just hustle, but structure. Brokers must adopt a "brainlessly easy" and operationalized winning sales strategy to move away from chaotic, inefficient cold outreach.
• The Shift: Stop Prospecting, Start Selling: The goal of modern sales tools like breadd.ai is to eliminate the time-consuming grunt work of finding and qualifying leads. The key takeaway for brokers is the mandate to transition their daily activities from prospecting (researching) to pure selling (calling and closing).
• Niche-Fitting and Pre-Qualification are Non-Negotiable: Untapped demand isn't just about finding any new shipper; it's about finding the right one. Success hinges on receiving leads that are pre-qualified to fit a broker's specific niche and lane requirements.
• Leverage Research for Higher Pickup Rates: Breadd.ai's model demonstrates the value of full lead research. Targeting specific decision-makers with verified phone numbers significantly increases the chances of a successful conversation and closes the loop on truly finding "tapped" demand.
• Technology as the Equalizer: The power of AI isn't just in load matching; it's in sales enablement. Shan's vision for breadd.ai shows how technology can empower over 100 brokers daily to compete effectively by waking up to a ready-to-call list of researched leads, leveling the playing field against larger competitors.

Learn More About Beyond the Mega Shipper: Finding Untapped Demand

Shan Wu | Linkedin

breadd.ai | Linkedin

breadd.ai

The Logistics of Logistics Podcast

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In "The Margin Compression Playbook: The Essential Strategies for Brokerage Survival", Joe Lynch and Kevin Hill, Head of Sales at CarrierSource.io and Founder and owner of Brush Pass Research, discuss how freight brokerages can utilize specialized data, technology, and superior carrier quality to overcome margin pressure and secure long-term viability.

About Kevin Hill

Kevin Hill is the Head of Sales at CarrierSource.io, leading the rollout of Shipper Intent Data, a first-of-its-kind dataset helping freight-tech and logistics companies identify and engage shippers in-market for new partnerships. Kevin has more than a decade of experience in the freight industry, both as a sales executive and a media producer, with a mission to help freight sales professionals grow their businesses and reach their goals. He is also the founder and owner of Brush Pass Research, a sales and marketing intelligence firm that helps companies sell to freight brokerages across North America. Previously, Kevin founded CarrierLists, a carrier sourcing platform acquired by Highway in 2022.

About Brush Pass Research

Brush Pass Research is a sales and marketing intelligence firm that helps freight-tech companies sell into the freight brokerage market. The firm delivers data-driven insights, brand awareness studies, and lead-generation research that uncover how freight brokers buy technology, make decisions, and manage growth. Brush Pass Research gives sales and marketing teams the intelligence they need to win in a competitive market.

About CarrierSource.io

CarrierSource.io is the logistics industry's most trusted carrier-review platform — the "Yelp for trucking companies." It helps freight brokers and shippers find safe, reliable carriers backed by verified reviews and performance data. CarrierSource's new product, Shipper Intent Data, identifies shippers who are actively in the market for new partnerships, giving sales teams a competitive edge in finding and closing the right customers.

Key Takeaways: The Margin Compression Playbook: The Essential Strategies for Brokerage Survival

• In "The Margin Compression Playbook: The Essential Strategies for Brokerage Survival", Joe Lynch and Kevin Hill, Head of Sales at CarrierSource.io and Founder and owner of Brush Pass Research, discuss how freight brokerages can utilize specialized data, technology, and superior carrier quality to overcome margin pressure and secure long-term viability.
• Develop a Competitive Niche: Brokerages must specialize to achieve higher prices and margins, shifting away from a low-margin generalist model.
• Maximize Efficiency with DAT/Convoy: Leverage the DAT / Convoy Platform to cut cost per load by 80% to 90% (from the $150 average). This integration offers automation for efficiency and enhanced fraud prevention within the DAT One Platform.
• Tap Into Private Fleet Net Zero (PFNZ): Utilize PFNZ's AI and patented tech to access 10,000s of underutilized, superior private/dedicated trucks. This not only drives compelling ROI but also supports a path to save 30M+ tree equivalents.
• Weaponize Shipper Intent Data: Use platforms like CarrierSource.io to focus sales on shippers actively seeking new partners, ensuring outreach is highly targeted and efficient.
• Elevate Carrier Quality & Trust: Select high-quality carriers using verified performance data (CarrierSource.io) to mitigate service risks that quickly erode margins.
• Understand Brokerage Buying Intel: Utilize insights (Brush Pass Research) to understand how shippers make procurement decisions, enabling a tailored, pain-point-focused value proposition.
• Differentiate on Service Reliability: Shift the sales conversation away from price by emphasizing verified performance and quality as a critical risk mitigation strategy.
• Transform Sales into Consulting: Empower sales teams to use intent data to become strategic consultants who solve known needs, justifying better margins through specialized solutions.

Learn More About The Margin Compression Playbook: The Essential Strategies for Brokerage Survival

Kevin Hill | Linkedin

Brush Pass Research | Linkedin

CarrierSource.io | Linkedin

Brush Pass Research

CarrierSource.io

Private Fleet Net Zero: The Deadhead is Dead with Russ Jones

Freight Brokerage Tech Trends with Kevin Hill

4 Trends in Freight Brokerage with Kevin Hill

The Logistics of Logistics Podcast

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In "Sales Insights for Logistics Leaders", Joe Lynch and Trey Griggs, Founder and Chief Encouragement Officer of BETA Consulting Group, discuss the strategy for logistics leaders to build a trusted brand and create sales momentum using clear messaging, social proof (testimonials), and self-awareness to replace reliance on their shrinking professional network.

About Trey Griggs

Trey Griggs is the Founder and Chief Encouragement Officer of BETA Consulting Group, dedicated to building great brands within the transportation industry. His company focuses on sales & marketing consulting, including Go-To-Marketing strategies, crafting engaging messaging and building social proof. He is a podcast host, as well as a highly sought-after event emcee, author and keynote speaker, focusing on sales, marketing, leadership and self-awareness.

About Beta Consulting Group

BETA Consulting Group is in the business of building brands through foundational messaging and customer testimonial videos, along with creating relevant content for the transportation industry through LinkedIn LIVE shows and industry events to entertain, educate and inspire. Trey collaborates with industry titans in sales and marketing to ensure his clients have the best resources to build their brands and drive revenue growth.

Key Takeaways: Sales Insights for Logistics Leaders

• In "Sales Insights for Logistics Leaders", Joe Lynch and Trey Griggs, Founder and Chief Encouragement Officer of BETA Consulting Group, discuss the strategy for logistics leaders to build a trusted brand and create sales momentum using clear messaging, social proof (testimonials), and self-awareness to replace reliance on their shrinking professional network.
• Shift from Network Selling to a True Marketing Engine: Selling exclusively to your existing network in logistics eventually hits a wall. Sustainable, massive sales momentum requires building a defined marketing engine that consistently generates brand awareness, trust, and a predictable pipeline of high-intent buyers.
• Foundational Messaging is the Sales Accelerator: Logistics companies must move away from confusing industry jargon. Leaders should adopt clear, customer-centric messaging frameworks (like Storybrand) to ensure prospects immediately understand the problem being solved and the solution offered, thereby reducing the sales cycle and increasing engagement.
• Social Proof is the New Sales Pitch: Relying on sales reps alone is inefficient. Logistics leaders must proactively build social proof—primarily through customer testimonial videos—to let clients do the selling. This "social proof" builds immediate trust and credibility, especially in the technology sector.
• Self-Awareness Drives Sales Leadership: Effective sales leadership in logistics technology is rooted in self-awareness. Leaders who understand their personal strengths and weaknesses are better equipped to coach their teams, build strong personal brands, and create a culture of intentional, rather than reactive, sales performance.
• Build a Brand, Not Just a Sales Team: In a crowded logistics technology market, the brand is the lead generator. Focus your consulting and content efforts on building a known and trusted brand that attracts high-quality buyers who are already predisposed to work with you.
• The Breadth of Logistics Tech Knowledge Matters: For sales teams selling technology (TMS, Visibility, RPA), deep knowledge across the entire freight ecosystem is crucial. Leaders must ensure their teams can speak fluently about complex solutions to both brokers and carriers to position their product effectively.
• Embrace the Coach's Mindset: Drawing from his background as a teacher and coach, Trey emphasizes that sales leaders should prioritize coaching and development. Instilling discipline and a focus on core sales techniques is the key to creating a team that consistently exceeds goals, regardless of market volatility.

Learn More About Sales Insights for Logistics Leaders

Trey on LinkedIn

Trey on Twitter

Trey on TikTok

Trey on Instagram

Trey on Facebok

Beta Consulting Group on LinkedIn

Beta Consulting Group website

Key Takeaways from TMSA Elevate with Trey Griggs

The Logistics of Logistics Podcast

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In "Private Fleet Net Zero: The Deadhead is Dead", Joe Lynch and Russell Jones, CEO & Co-founder of Private Fleet Net Zero, discuss how PFNZ is using AI to eliminate the deadhead of private fleets, turning empty miles into profitable, superior capacity while simultaneously driving significant progress toward net zero.

About Russ Jones

Russell Jones co-founded Private Fleet Net Zero to help the 45% of trucks that are in Private Fleets with usually empty backhauls find loads from $50B+ of 3PL freight spend, leveraging his leadership of Cargo Chief, which enables 1,200+ 3PL buyers with $8B+ of spend to buy transportation capacity more profitably. Previously, Mr. Jones co-founded and led two cloud-based physical security firms. He was also the founding CEO of Clearvox Communications, which pioneered the market for cellular phone headsets, which he sold to Plantronics. Beforehand at Adaptec, Mr. Jones doubled a $50M channel products business to $100M. Mr. Jones has been awarded 10 patents, and holds a BSBA with highest honors from Boston University and an MBA from the Harvard Business School.

About Private Fleet Net Zero

Private Fleet Net Zero, PFNZ, is uniquely aggregating 10,000s of trucks with 1,000s of lanes of underutilized, underpriced, theft-free and superior private and dedicated fleet trucking capacity and matching via multi patent-pending technologies and artificial intelligence to $10Bs of freight spend registered on our cloud-based platform, while generating a compelling client ROI. Our network is quickly and efficiently growing both fleets and 3PLs on PFNZ, which is on a path to save 30M+ tree equivalents.

Key Takeaways: Private Fleet Net Zero: The Deadhead

• In "Private Fleet Net Zero: The Deadhead is Dead", Joe Lynch and Russell Jones, CEO & Co-founder of Private Fleet Net Zero, discuss how PFNZ is using AI to eliminate the deadhead of private fleets, turning empty miles into profitable, superior capacity while simultaneously driving significant progress toward net zero.
• The Death of the Deadhead: The core problem PFNZ addresses is the massive inefficiency of empty backhauls ("deadhead"), which characterizes nearly 45% of the total US trucking capacity operated by private fleets. The episode explains how eliminating this waste is the key to both operational profit and environmental sustainability.
• The $10B Capacity Solution: PFNZ is uniquely aggregating tens of thousands of private fleet trucks, transforming previously unused lanes into a powerful network. This new capacity is highly desirable to buyers, described by PFNZ as "underpriced, theft-free, and superior."
• AI-Driven Efficiency: Russ Jones details how multi-patent-pending technologies and Artificial Intelligence (AI) are essential to the solution. The AI efficiently matches this newly aggregated capacity with the $10Bs of freight spend from 3PLs registered on their platform.
• The Sustainability ROI: The episode connects logistics efficiency directly to environmental impact. By eliminating empty miles, PFNZ is on a path to save the equivalent of 30 million+ trees, demonstrating that net-zero goals can be achieved through fundamental changes in transportation economics.
• Unlocking New Profit Centers: For private fleet operators, the partnership generates a "compelling client ROI" by turning what was a sunk-cost (the empty backhaul) into a profitable revenue-generating leg, fundamentally changing the economics of fleet ownership.
• A Proven Disruptor at the Helm: Russ Jones brings a deep history of tech entrepreneurship and market disruption, having pioneered the cellular headset market (Clearvox/Plantronics) and successfully built cloud-based physical security firms. His decade of experience leading Cargo Chief provides the foundation for integrating private fleet capacity with the existing 3PL freight market.
• Leveraging Existing Market Structures: The platform's success is built on Jones's knowledge of the brokerage world, leveraging his previous experience at Cargo Chief, which currently enables over 1,200 3PL buyers with more than $8 billion in annual spend, ensuring rapid adoption and integration.

Learn More About Private Fleet Net Zero: The Deadhead

Russ Jones | Linkedin

Private Fleet Net Zero | Linkedin

Private Fleet Net Zero

The Logistics of Logistics Podcast

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In "Long Beach: Port of the Future", Joe Lynch and Dr. Noel Hacegaba, Chief Operating Officer of the Port of Long Beach, a global leader in green port initiatives and top-notch customer service, moving cargo with reliability, speed and efficiency. As the premier U.S. gateway for trans-Pacific trade, the Port handles trade valued at $300 billion annually and supports 2.7 million jobs across the United States. About Dr. Noel Hacegaba

Dr. Noel Hacegaba is the Chief Operating Officer of the Port of Long Beach, the nation's second busiest seaport. He is responsible for managing the Port's day to day operations, including commercial services, finance & administration, engineering services, planning & environmental affairs and strategic advocacy. In recent years, Dr. Hacegaba led the Port's response to the global supply chain disruptions, directing the Business Recovery Taskforce and coordinating with industry, labor and government partners to keep cargo moving. Dr. Hacegaba is also leading the development of the Port's Supply Chain Information Highway to facilitate data sharing and enable end to end visibility across the supply chain. Prior to joining the Port, he managed a $200 million portfolio for a Fortune 500 company. In total, he has more than 26 years of public and private sector experience spanning a variety of industries. Dr. Hacegaba received his undergraduate and graduate degrees from the University of Southern California and earned his doctorate from the University of La Verne. He is a Certified Port Executive and Port Professional Executive and serves on various industry and policy Boards, including IANA and CAGTC.

About Port of Long Beach

The Port of Long Beach is a global leader in green port initiatives and top-notch customer service, moving cargo with reliability, speed and efficiency. As the premier U.S. gateway for trans-Pacific trade, the Port handles trade valued at $300 billion annually and supports 2.7 million jobs across the United States. It is one of 18 commercial strategic seaports in the United States, with a duty to support force deployment during contingencies and other national defense emergencies. In 2025, the Port is celebrating "20 Years of Leading Green," marking two decades of its landmark Green Port Policy that has dramatically reduced environmental impacts from operations. Industry leaders named Long Beach "The Best West Coast Seaport in North America" for a seventh consecutive year and "The Best Green Seaport" in 2025. During the next 10 years, the Port is planning $3.2 billion in capital improvements aimed at enhancing capacity, competitiveness and sustainability.

Key Takeaways: Long Beach: Port of the Future

• In "Long Beach: Port of the Future", Joe Lynch and Dr. Noel Hacegaba, Chief Operating Officer of the Port of Long Beach, the massive $3.2 billion investment in capacity and sustainability, the implementation of the Supply Chain Information Highway for digital visibility, and the Port's two decades of Green Port Policy leadership, solidifying its role as the economic engine and strategic global gateway setting the standards for the industry's future.
• The Digital Future of Logistics: The Port is actively building the Supply Chain Information Highway, a major initiative led by Dr. Hacegaba. This takeaway highlights how the Port is using data-sharing and end-to-end visibility to create a more efficient, predictable, and digitally integrated supply chain for tomorrow.
• Green is the New Benchmark: The Port of Long Beach is a global leader in sustainability, celebrating "20 Years of Leading Green" in 2025. This positions the Port's landmark Green Port Policy as the critical model for how the maritime industry must operate to secure an environmentally responsible future, reinforcing their title as "The Best Green Seaport."
• Leadership in Crisis & Resilience: Dr. Hacegaba's experience leading the Business Recovery Taskforce and coordinating with labor and government during global supply chain disruptions showcases the Port's agility and strategic importance in maintaining the flow of global trade, a non-negotiable trait for any "Port of the Future."
• Massive Investment in Capacity: A $3.2 billion capital improvement plan over the next 10 years demonstrates a firm commitment to future-proofing. This investment targets enhanced capacity, competitiveness, and sustainability, ensuring the Port remains a premier gateway for trans-Pacific trade.
• A National Economic Engine: The Port's scale is immense, handling $300 billion in trade annually and supporting 2.7 million jobs across the United States. This takeaway emphasizes the crucial role of the Port's future success in the broader context of the nation's economic health and stability.
• Strategic National Security Asset: Beyond commerce, the Port is designated as one of 18 commercial strategic seaports in the U.S. This highlights its dual role in not only facilitating trade but also supporting national defense and force deployment during contingencies.
• Operational Excellence & World-Class Service: The Port's consecutive recognition as "The Best West Coast Seaport in North America" for seven years running points to a culture of top-notch customer service, reliability, speed, and efficiency—qualities that define the operational standard for any future-ready global trade hub.

Learn More About Long Beach: Port of the Future

Dr. Noel Hacegaba | Linkedin

Port of Long Beach | Linkedin

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Port of Long Beach | Instagram

Port of Long Beach

The Logistics of Logistics Podcast

• If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues.
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