Avery walks through his role as an analyst, explaining how his work focuses on identifying long-term trends rather than short-term movements. He highlights a common challenge in the industry. Many operators look at week-to-week changes without considering broader patterns like seasonality, which can lead to poor decisions. Events like the December rate surge often create false signals that the market is turning, when in reality they are part of a predictable cycle.

The conversation also explores how spot market data should be used. Rather than treating it as exact pricing guidance, Avery frames it as a directional tool that helps carriers and brokers understand where the market is moving. He emphasizes the importance of combining rate data with volume and context to get a more complete picture.

The episode closes with a broader view of the industry, highlighting how complexity, economic signals, and disciplined decision-making all play a role in long-term success.

[00:01:33] What an Analyst Really Does
Avery explains how his role is less about predicting tomorrow and more about understanding where the market is heading over quarters and years. It is about connecting data, conversations, and economic signals into a clear narrative.

[00:06:47] The Dumbest Competitor Rule
A simple anecdote turns into a powerful insight. In trucking, your performance is often influenced by the lowest standards in the market, which can shape pricing and competition in unexpected ways.

[00:15:14] The December Rate Trap
Seasonality plays a bigger role than most realize. Avery explains how predictable rate spikes can mislead operators into thinking the market is shifting when it is not.

[00:20:22] How to Actually Read Spot Market Data
Rates matter, but only in context. Avery breaks down how to balance rate data with volume and why overly granular insights can sometimes mislead more than they help.

[00:21:36] The Signals That Matter Most
Manufacturing output, consumer spending on goods, and housing activity emerge as key indicators for understanding where freight demand is heading.

[00:33:56] Profit Over Growth
Avery highlights a critical mindset shift. Growth without profitability can damage both individual businesses and the overall market.

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Brent explains that trucking is an industry people rarely set out to join, yet once they enter, they rarely leave. In this episode of Behind the Freight, he reflects on the role relationships have played in shaping not only his career, but the entire transportation ecosystem.

A central theme of the conversation is the importance of carriers. Brent emphasizes that while drivers are highly skilled at operating trucks, many struggle with the business side of trucking like cost management, profitability, and operational efficiency. This gap represents both a challenge and an opportunity for the industry to better support carriers. He also addresses common misconceptions, noting that truck drivers are among the most professional and safety-conscious participants on the road, despite often being undervalued or misunderstood.

Looking ahead, Brent provides a macro perspective on the freight market. He argues that regulatory changes are the primary drivers of major market shifts, often more so than demand fluctuations. With potential regulatory tightening on the horizon, he suggests the industry could see significant changes in capacity and pricing dynamics.

For small carriers and owner-operators, Brent offers clear, actionable advice. Success in a volatile market comes down to controlling what you can control: managing costs, staying flexible, leveraging data, and adapting quickly to changing conditions. Unlike large fleets, small operators have the advantage of agility and those who use it effectively can outperform the market.

The episode closes with reflections on leadership, encouragement, and the human side of business. Brent underscores that while discipline and correction matter, encouragement is what truly drives performance and growth.

Most people don’t plan to enter the freight industry and yet, many end up building entire careers in it. Brent reflects on how unconventional entry points shape long-term trajectories, and why the reasons people stay are very different from the reasons they arrive.

There’s a clear distinction between being good at the job and building something that lasts. This segment explores where that gap shows up most clearly in trucking, and why solving it requires a completely different mindset than most expect.

What the market believes about carriers and what is actually true are often misaligned. Brent unpacks where this disconnect comes from, how it affects behavior across the ecosystem, and why correcting it changes more than just perception.

Despite its challenges, freight has a way of retaining people for life. This conversation explores what creates that stickiness and why it goes beyond compensation, roles, or traditional career incentives.

Freight cycles are often explained through surface-level factors, but the real drivers sit deeper in the system. Brent walks through how shifts actually happen, what signals matter, and why most people misread them until it’s too late.

Not all players in the market are built the same and some have structural advantages they don’t fully leverage. This segment focuses on where that advantage comes from, how it plays out in real decisions, and what separates those who use it from those who don’t.

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Each episode covers real stories, market shifts, and the decisions that shape how freight moves. Guests bring decades of on-the-road and business experience, so the conversations stay grounded in what works and what doesn't.

If you work in freight or want to understand the business behind the loads, this is worth your time.

Subscribe now to Behind the Freight on Apple Podcasts, Spotify, or wherever you listen.

Let’s Move Beyond the Chatter. Let’s Move Freight. Follow us to stay up to date and connected to the industry.  

Behind The Freight is handcrafted by our friends over at: fame.so

In this Greatest Hits episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Will Hopkins, co-founder of BlackBox Logistics. Will shares how he went from working odd jobs like horse farming and beach chair operations to discovering dispatching during COVID, eventually co-founding BlackBox Logistics. Together, they explore the real struggles of building a business without a safety net, the lessons of dispatching in the pandemic, and the mindset shift from surviving to leading in freight. This episode captures the spirit of betting on yourself, building with partners you trust, and staying committed to growth no matter how tough it gets.

Will is the Founder of BlackBox Logistics, a 3PL specializing in Intermodal and Truckload freight transportation. He is also co-host of 2 Dawgs, 1 Pod, alongside co-host Matt Dahl, a brand new podcast in the transportation and logistics space. Will also co-owns BlackBox Properties, and is Founder and Managing Partner at Compass Dispatching Services.

Episode Highlights:

[10:02 - 15:07] When he was 18, Will entered the logistics industry with a position at Ascent Global. Three months into the position, he moved in with two colleagues and they kept discussing starting their own company. Within a year, they went for it, founding a third-party dispatching company, Compass Dispatching Services, so as to comply with their non-compete agreements. The dispatching business involved working with owner-operators and factoring companies, providing three valuable industry experiences, especially during the COVID-19 pandemic. As their non-compete agreements came to an end, Will focused on the dispatching while his partners began building the brokerage, scaling back the former as the latter grew. Roughly nine months ago, they transitioned fully to the brokerage, BlackBox, which has now grown to over 40 employees. 

[15:43 - 20:02] When he first started his business, Will was ignorant about essential business operations like HR, payroll, and taxes. He quickly learned that these often unappealing administrative tasks are necessary for a well-functioning business. However, having partners to share the responsibilities was a valuable asset. Each of the three co-founders had unique skills that were complementary to one another, meaning they could holistically cover all areas of the business. Of course, they had internal disagreements, but they still managed to put on a united front, avoiding deadlock in decision-making with a majority rules mentality. They had no backup plan, but they were confident in their abilities and business plan, which both proved successful. 

[25:16 - 29:09 Two main variables affect the difficulty of dispatcher and broker roles. For dispatchers, drivers can be difficult to work with. For brokers, customers can have complex requirements. Will enjoyed dispatching due to the closer relationships he was able to build with drivers and the insights gained from this, which helped in the brokerage. Further, he found that dispatching is far more predictable, allowing for better scheduling, especially when compared to the dynamic nature of brokerage. He found it fulfilling to help owner-operators and small trucking fleets, knowing he had a direct impact on their success.

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If you’re Kevin Rutherford, you build the industry’s most trusted voice for small fleet owners and owner-operators.

In this Greatest Hits episode of Freight Nation: A Trucking Podcast, Kevin sits down with host Brent Hutto for a deep dive into how personal pain became professional purpose. From growing up around trucks to reluctantly buying his first rig at 21, Kevin’s path was anything but smooth. He scaled quickly, up to 11 trucks, but did so without the systems or financial visibility needed to sustain growth. The result was crushing debt, missed paychecks, and a wake-up call from reality.

Rather than file for bankruptcy, Kevin chose a different route: accountability, discipline, and education. Over four years, he paid off every cent he owed and discovered a new mission, which was to help others avoid the same fate. That mission became Let’s Truck.

Brent and Kevin explore Kevin’s transition from driver to writer to SiriusXM radio host, where his blunt, no-nonsense advice made him a fan-favorite. They also reveal a big announcement about the return of the Certified Master Carrier program at the Mid-America Truck Show, a solid proof that Kevin’s legacy of helping drivers thrive is still going strong.

[05:40] Kevin opens up about a glaring gap in the trucking world, which is the lack of real education for owner-operators. In most industries, you’ll find courses, mentorship, and roadmaps. In trucking? Not so much. Kevin’s hard-earned credibility didn’t come from theory, it came from surviving real business failure. That’s what makes his advice different. It’s raw, practical, and rooted in experience. Without real-world education, most owner-operators are forced to learn the hard way, and that's exactly why Kevin is on a mission to change that.

[11:44] Growing up in a trucking family, Kevin learned to turn wrenches before he hit double digits. But while mechanical skills came early, business acumen did not. He shares how his love for trucking led him to scale too fast, reaching 11 trucks without a clear financial system. What looked like growth was actually leading him straight into financial chaos. Scaling a business without foundational systems is like building on sand, it’s only a matter of time before it crumbles.

[15:06] With more trucks came more problems—and eventually, $60,000 in debt. Bankruptcy attorneys told him to walk away. But Kevin couldn’t. Instead, he chose the hard way: selling off assets, cutting back, and paying every dollar back over four long years. That decision reshaped how he thought about business and became the foundation for everything he teaches now. He does embodies the fact that true leadership starts with ownership, especially when it would be easier to walk away.

[17:07] Most people would stop at survival. Kevin didn’t. After digging himself out of debt, he realized he didn’t just want to run trucks, he wanted to help other truckers avoid the same pitfalls. That purpose led to the birth of Let’s Truck, a platform built to deliver honest, actionable advice for owner-operators trying to make the numbers work. Kevin's story shows that sometimes your greatest failure becomes your most powerful tool for service and impact.

[24:25] Sometimes, opportunity knocks in strange ways. For Kevin, it started with correcting a mistake in a trade magazine. That one email turned into a call from radio legend Dave Nemo and before long, Kevin was live on SiriusXM. So many people called in that it jammed the phone lines. What began as a one-time guest spot turned into a 15-year radio career helping truckers across the country.

Kevin Rutherford is a third-generation owner-operator who started his trucking journey at 21 and quickly grew a fleet of 11 trucks, learning hard lessons about business the tough way. After clawing his way out of debt, he turned his experience into purpose, becoming the trusted voice behind Let’s Truck, a platform that has helped thousands of owner-operators improve their operations and profitability. Kevin spent over 15 years as the host of SiriusXM’s Trucking Business & Beyond, and his no-nonsense advice earned him a loyal following across the country. He’s also a passionate advocate for driver health, leading conversations on wellness through his show Destination Health. His work has been featured in top industry outlets like Overdrive Magazine, Pro Trucker, and the Partners in Business series. Whether he’s speaking at events or answering calls from the road, Kevin’s mission is simple: to help truckers run smarter, healthier, and more successful businesses.

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In this Greatest Hits episode of Freight Nation: A Trucking Podcast, Brent Hutto is joined by Toby Young, President of Exhibit Management Associates and the man behind the Mid-America Trucking Show (MATS). Toby shares the full-circle journey of his family’s role in founding MATS in 1972 and how the show grew into a 1 million-square-foot gathering place for the entire trucking industry. From working with his father and grandfather to transforming the show’s focus on education and business growth, together, they explore the highs and tensions of leading a family business and the mindset shifts Toby took to lead effectively. This episode goes behind the scenes of what it takes to keep a live event relevant year after year, and how MATS became the cultural homecoming for drivers, fleets, suppliers, and innovators alike.

Toby Young is the President of Exhibit Management Associates and Show Manager of the Mid-America Trucking Show. With degrees in chemistry and chemical engineering, he’s spent two decades helping evolve MATS into a world-class event that connects drivers, suppliers, and trucking leaders across the industry. He started working the show as a teenager and brings a hands-on leadership style shaped by years in every role. Today, he continues to blend tradition with innovation to keep MATS relevant and impactful.

Episode Highlights:

[06:49] As the third generation in a family-run trade show business, Toby reflects on the emotional complexity of stepping into leadership while his father was still deeply involved. He shares candid stories about the early years, when proposing change wasn’t just met with resistance but full-blown arguments. Working with someone who shares your DNA and your temperament, he admits, is both a blessing and a test of emotional intelligence. Over time, Toby learned that pushing an idea isn’t as powerful as pausing to listen and align. His biggest takeaway? In family businesses, disagreements are inevitable, but alignment on vision is what makes it all worth it.

[16:19] Toby’s leadership philosophy is rooted in experience, not entitlement. Long before he took charge of the Mid-America Trucking Show, he did the grunt work: stuffing envelopes in high school, running registration tables, hauling brochures, delivering packages, cleaning the office, and handling everything from PR to web development. By working in nearly every role, Toby built a deep operational empathy that still guides him today. He believes leadership means leading from within, not above. “I’ll never ask someone to take out the trash,” he says, “unless they’ve already seen me do it first.”

[28:06] MATS has always been known for its entertainment, big rigs, big personalities, and the best pork chop sandwiches around. But Toby and his team saw something more: an opportunity to turn the show into a true business-building experience. Informed by years of attendee interviews, they pivoted MATS toward education without losing its community spirit. They launched the ProTalks seminar series, created new stages, and invited respected voices like FMCSA, OOIDA, and small fleet owners to teach what’s working today. The result? A show floor that offers not just spectacle, but strategy, helping drivers and fleet leaders improve profitability, efficiency, and quality of life.

If you enjoyed this episode, make sure to subscribe, rate, and review on Apple Podcasts, Spotify, and Google Podcasts. instructions on how to do this are here.

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In this Greatest Hits episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Joel Morrow, CEO of Alpha Drivers Testing & Consulting and a pioneer of fuel-efficient, data-backed fleet operations. Joel shares how early lessons from his father’s recycling business shaped his obsession with efficiency. From driving a 1968 International cabover to founding Alpha Drivers, Joel explains why “time value” matters more than miles, and how outdated trucking pay structures continue to harm retention, safety, and profitability. Together, they explore the case for 6x2 axle configurations, the illusion of speed, and the surprising data behind slowing down. The numbers speak for themselves: 10.4 MPG over 170,000 miles, including in the Pacific Northwest and Appalachia.

Joel has been the Senior Driver and Head of Research and Development at Ploger Transportation since 1987. He brings over 30 years of experience in commercial vehicle specifications, fuel economy, and operational expertise, with a driving record surpassing 4 million miles. Joel is a two-time recipient of the Top 50 Green Fleet award and won the 2018 HDTX Innovators Award. Additionally, he led the ton-mile per gallon category in the 2017 NACFE Run on Less event.

Episode Highlights:

[03:23] A veteran driver with over 4 million miles and numerous awards, including the Top 50 Green Fleet award and the 2018 Heavy Duty Trucking Innovator of the Year, Joel's journey showcases how a serious commitment can drive success. One of the most important things he learned early on was distinguishing the difference between gross and net in terms of financial and operational efficiency. The dedication to understanding and improving these metrics has been key to Joel's achievements. Reflecting on their personal experiences, Joel shares the challenges and rewards of transitioning from working in a family-run recycling business to pursuing his own path in the tracking world, driven by a desire to tackle challenging tasks and improve efficiency.

[16:17] Switching to a payment structure that values time, not just miles, could revolutionize the trucking industry and significantly enhance driver satisfaction and safety. Joel highlights this with his own successful model that combines hourly wages with mileage compensation, which not only rewards drivers fairly but also encourages safer driving practices. By valuing drivers' time, especially during delays at loading docks and other downtown time not accounted for in traditional pay-per-mile systems, Joel has improved job satisfaction while setting a benchmark for the industry to follow.

[21:15] As someone who values efficiency, Joel found it frustrating whenever his previous achievements were compromised. He remembers arguing against raising the speed limit on the Ploger Transportation fleet's trucks as a solution for driver retention. It seemed reasonable at the time due to the economic conditions and low fuel costs. However, Joel foresaw long-term pain when the market shifted. This sparked Joel's decision to use his expertise to assist owner-operators and small fleets and collaborate with OEMs who could fund his consultancy, leveraging social media for dissemination. This approach has proven profitable for both the OEMs by boosting their product visibility and for the fleets by improving their operational efficiency.

[25:00] Joel believes a 6x2 axle configuration can significantly boost fuel efficiency compared to the more common 6x4 setup with two powered axles. While the 6x2 configuration enhances traction, it also allows for weight shifting, which improves overall vehicle efficiency on the road. Joel's experience and ongoing improvements to this system underline its potential to optimize performance and cost-effectiveness in the transport industry, making it a valuable consideration for those looking to maximize their operational efficiency.

[31:15] Regarding fuel efficiency on business profitability, while many focus on gross earnings, what truly matters is net earnings, which reflect actual take-home after expenses. Achieving over 10 miles per gallon, even in challenging terrains like the Pacific Northwest and Appalachia, showcases exceptional efficiency and significantly boosts the bottom line. This reduces both fuel and maintenance costs.

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In this Greatest Hits episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Henry Albert, President of Albert Transport, 2007 Owner-Operator of the Year, and one of the most efficiency-driven minds in trucking. Henry shares his early days working for private carriers, the wake-up call that led him to challenge traditional trucking mindsets, and the hard start to launching his authority. With humour and clarity, Together, they explore how his business boomed once he committed to two things: dressing like a pro and treating his fuel gauge like a business partner.

Henry Albert is a veteran owner-operator with over 25 years of experience running Albert Transport. Starting his career with private carriers before launching his own authority, Henry has built a reputation for professionalism, operational efficiency, and direct customer relationships. A contributor to Freightliner’s Team Run Smart program, he’s known for pioneering fuel-saving practices and achieving over 10 MPG in long-haul freight, making him a respected voice in the trucking industry.

Episode Highlights:

[03:01] Henry’s career started with private carriers. The first was a food service business that was a standalone division from the main company. When their salesman left, the business changed and their product changed. Henry started taking samples along on his routes, building up his sales skills. He moved from there to another private carrier, where he was in charge of their three trucks that they ran. He was in the office one day and he heard the high-up boss talk about the “idiots” in the warehouse. To Henry, it was funny, because he could speak to any department and they would blame another department for the low performance of the company, and he said as much to the manager. Within a year, the company became more holistic and they went from ranked 38th to 2nd in the country. From there, Henry moved into setting up his own business.

[18:54] Often, shippers don’t want to do business with owner-operators because they are only one truck and one person. When asked his main piece of advice to convince them to do business with him, Henry answers toothpaste. No, it’s not just to make sure you have fresh breath. He shares a tale of making a business plan to show someone, purposefully making it the worst possible scenario but explaining that he would be able to support himself and his family on it, the other man leaned back in his chair and asked him why anyone would ever consider him to haul their freight? Henry was given a week to come up with an answer, even though he was ready then. When he got home, there was a sample of Colgate toothpaste in his mailbox. He normally used Crest, and so started thinking “why would anybody use Colgate?” He’d hit his jackpot. People are loyal to their brands, and shippers already have someone hauling their freight before you walk in the door. So the question became, how could he switch them to his brand? He realized that he could learn from the toothpaste sample and offer introductory rates to give them a glimpse into his service before upping the price to his normal rates.

[24:27] Henry has always been passionate about efficiency. When you’re running a business, of course you’ve got to provide a quality service, but you also have to be aware of your operating costs and the fact that markets could get tight and you’d have to lower your rates. As an owner-operator, one of Henry’s biggest considerations is fuel. Everything you can do to save fuel is worth doing, you don’t need to go faster than it would take to get there on time. Until 2007, he had never idled his truck overnight, and he claims that is how he can afford to pay for his son’s college. His trucks now average 10 miles a gallon, crushing the typical average, all through stacking and running the truck right. 

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Shelley Simpson is a visionary leader and President & CEO of J.B. Hunt Transport Services, Inc., shaping the future of freight through innovation, digital transformation, and strategic leadership. Starting as an hourly customer service rep in 1994, she climbed the ranks, leading J.B. Hunt Transport Services, Inc.’s intermodal, dedicated, and brokerage divisions. She spearheaded J.B. Hunt 360®, transforming freight logistics. Passionate about mentorship, workforce development, and women in leadership, she fosters a culture that values people and progress. Under her leadership, J.B. Hunt Transport Services, Inc. is driving toward its vision of creating the most efficient transportation network in North America.

[00:00:02 - 00:06:10] Shelley Simpson shares her unexpected entry into the trucking industry, beginning as a customer service representative at J.B. Hunt Transport Services, Inc. Although she initially aspired to be a teacher, she switched to a business career after discussing financial stability with her father. A classmate introduced her to J.B. Hunt Transport Services, Inc., where what she thought would be a short-term job evolved into a career-defining opportunity. She reflects on her early career days, realizing the vastness of the logistics industry. Brent and Shelley talk about how mentorship, curiosity, and a strong work ethic helped her advance through the ranks.

[00:06:10 - 00:12:00] Shelley reflects on how mentorship and sponsorship played a crucial role in shaping her career. She highlights the impact of Kirk Thompson and Craig Harper, two leaders at J.B. Hunt Transport Services, Inc., who helped guide her professional growth. She explains the difference between a mentor and a sponsor, emphasizing that sponsors actively advocate for your career advancement. Shelley shares how their guidance pushed her beyond her comfort zone, leading to pivotal promotions. She stresses the importance of building strong relationships and how leaders should be intentional about developing the next generation.

[00:20:00 - 00:28:44] Shelley discusses the Million Mile Driver program, which recognizes drivers who have logged one to five million accident-free miles. She describes how these drivers are celebrated with a special ceremony, bonuses, and company-wide recognition. J.B. Hunt Transport Services, Inc. has now honored over 5,000 Million Mile Drivers, reinforcing its commitment to safety, respect, and driver appreciation. Shelley shares how these drivers are the heart of the company, often acting as mentors to newer drivers. Brent highlights the demanding nature of truck driving, making this achievement even more remarkable.

[00:28:44 - 00:36:00] Shelley explains how J.B. Hunt Transport Services, Inc 360®, the company’s digital freight platform, is transforming how shippers and carriers connect. In 2015, J.B. Hunt Transport Services, Inc. identified a gap in the market, realizing drivers were using their website to search for loads. This insight led to the development of a fully automated, real-time load-matching system. The platform helps reduce wasted time for drivers, improve freight efficiency, and provide better pricing and transparency. Brent and Shelley discuss how technology is shaping the future of trucking and how J.B. Hunt Transport Services, Inc. is committed to staying ahead.

[00:36:00 - 00:44:25] As the conversation wraps up, Shelley shares J.B. Hunt Transport Services, Inc.’s long-term vision for the industry. She discusses the company’s focus on automation, AI, and supply chain optimization, ensuring greater efficiency and sustainability. She also highlights how J.B. Hunt Transport Services, Inc. is investing in digital freight matching to help drivers and shippers maximize productivity. Brent and Shelley discuss the challenges and opportunities that lie ahead, including driver retention, evolving regulations, and industry-wide innovation. Shelley closes by emphasizing J.B. Hunt Transport Services, Inc.’s commitment to putting people first while driving technological advancements.

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In this Greatest Hits episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Seretha Willingham, CEO of SJW Logistics, for a raw, strategic, and inspiring conversation about the business of freight. Seretha shares the lessons she picked up from Coca-Cola, the military, and her project management days at XPO, and how she applied them to launch a successful logistics company in 2020. Together, they explore the six pro tips that helped her grow SJW Logistics during one of the toughest market seasons in the industry: make a plan, pivot off bad ideas, leverage data, do your homework, invest in long-term relationships, and follow the process.

Seretha is a seasoned Project Management Executive with extensive experience in financial data analysis, information systems technology, and strategic planning and execution. From a career start at The Coca-Cola Company to then Project Management at XPO Logistics before founding SJW Logistics in 2020, a third-party logistics company providing best-in-class solutions, Seretha has spent a lot of time in logistics, building up extensive knowledge of the sector.

Episode Highlights:

[09:37]Drawing from her time at Coca-Cola and XPO, Seretha reflects on how studying major freight companies like JB Hunt inspired her to build a plan and why every entrepreneur should start the same way. They all had similar stories: they started slowly and then grew everything. This research was her first step towards founding SJW Logistics. Having seen companies succeed through this approach, Seretha followed the same methods, doing what she knew best and creating a project plan. She advises always planning your work before you complete it, especially in entrepreneurial pursuits.

[15:40] Often, small business owners get so caught up in the passion of running a business and the small successes that they hold onto everything they are doing, even when it’s not working. This then means that when things don’t work out, they can feel like a failure. From her work in corporate America, Seretha learned that if things don’t work out, you need to move on and not waste money. There are so many other opportunities that you need to try until you find something that works. 

[22:05] SJW Logistics recently had some issues around double brokering in the marketplace. They did their due diligence in setting the carrier up, and it seemed to be checking all the boxes, but the company they were working with was a scam. This experience has taught them to be cautious of people who want quick pay or other slightly weird things from their loads. Now, they always do their homework before working with someone else; you cannot be overly cautious in checking that everything adds up.

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In this Greatest Hits episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Jessica Dotson, who went from accountant to trucking advocate and operations expert,  all sparked by her husband’s dream to drive. Together, they share a deeply personal conversation covering what most people never talk about in the industry, from the emotional toll of being a trucking spouse to the real risks of burnout, blood clots, and diabetes from long hours on the road.

Jessica Dotson is Director of Business Development and Account Management at Multi Service Fuel Card, which launched the first real-time authorization fuel card that revolutionized fleet management and fuel purchases. She has been with Multi Service Fuel Card for over six years, having previously worked as Director of Account Management and Manager. Jessica recently joined the Board of Directors for the Women in Trucking Foundation. 

[21:56 - 26:26] When Jessica started learning about the trucking industry, she worked for a variety of companies in order to gain experience. For instance, she worked for a brokerage, where she learned what brokers look for in carriers, including insurance, driving records, and communication skills. Jessica emphasizes that building strong broker-carrier relationships is vital. Additionally, to understand cash flow challenges, she worked for a factoring company, where she learned how factoring can be useful for trucking companies that need quick payments to stabilize cash flow. 

[29:29 - 31:42] Jessica discusses the importance of having operational savings before starting your own business in the trucking industry. She advises having at least a year to a year and a half worth of operational savings to ensure financial stability. Noting how major mechanical failures and health crises are the two main factors that can put truckers out of business, she says that cash flow is crucial, especially during breakdowns or other issues, and having enough savings can prevent financial hardships. 

[37:55 - 39:24] Jessica highlights the benefits and pitfalls of using fuel cards in the trucking industry. She notes the importance of understanding the overall fuel spend and not getting too focused on discounts. Jessica also says that fuel cards provide a safer and easier way to pay, as well as the ability to track and plan fuel expenses more strategically—for instance, before using a specialized fuel card, she struggled with time-consuming and complicated reporting processes. She advises choosing a fuel card that is accepted at truck stops—as opposed to general fuel cards, like those from major credit card companies. 

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In this Greatest Hits episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Ingrid Brown, a Member of the board of Directors at the Women In Trucking Association.

What You’ll Learn:

Ingrid is a professional truck driver with 45 years of experience. Since 1979, she has been a Member, of the Board of Directors at the Women In Trucking Association, and more recently she is a Company Driver with Blackjack Express. She is also a prominent member of the Women in Trucking (WIT) Association, serving on the 2024-2025 Board of Directors. In 2022, she was named one of the WIT Women to Watch in Transportation.

Episode Highlights:

[09:10 - 15:17] Ingrid attributes a lot of her success in transportation and supply chain to the foundational tools and work ethic her father instilled in her. She worked directly with him at his family construction business, where he was the main man on the ground. He was always strict about education and expected her to learn quickly and efficiently. Even after an accident left him with severe injuries and impaired speech, he still provided valuable mechanical advice to her about her trucks. She strongly believes that her foundations in construction helped her in the switch to transportation and that everybody can use their background knowledge to achieve what she has with determination and effort. 

[18:02 - 26:23] Ingrid’s experience in construction, where she was the only female, prepared her for the male-dominated trucking industry. When she first made the shift over to transportation, there were very few female drivers, only six crossing the country as solo drivers, so they supported one another by leaving notes at truck stops. Throughout her career, Ingrid hasn’t been scared to ask for help, and she emphasizes how important this is for everybody, not just women, from both a safety and education perspective. Drivers need to communicate and support each other and create a wider community, similar to how it used to be when we would all stand around at the truck stop sharing stories. 

[38:07 - 43:55] In 2017, Ingrid was diagnosed with stage two melanoma, a disease that had caused the death of several of her family members. She has had several surgeries, which included the removal of a quarter of her throat, and is still in treatment today but has been allowed back to work. Last year she sold her truck and deactivated her authority, joining Blackjack Express, a heavy haul company that accommodates her medical needs. She stresses how important it is to find a company that will support your personal and health needs as a driver. Her experience is also a testament to the value of backup plans and varied experience for when unforeseen circumstances show themselves. Her story is proof that you should never give up, and instead seek help when you need it. 

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Ellen Voie is passionate about creating a more gender diverse culture in the transportation industry. In 2007, she recognized the need to support women in the sector, founding the non-profit organization, the Women In Trucking Association. Since then, she has grown the membership to over 8,000 corporate and individual members in ten countries.

[04:27] Working as Manager of Recruiting and Retention Programmes at a large Midwest carrier, Ellen was tasked with determining how to attract and retain nontraditional groups, such as ex-military, women, and seniors. The industry kept saying that they didn’t care about an individual’s demographics and would just hire the best person for the job, but Ellen saw them completely ignoring 50% of the population: women. At the time, she was working towards her pilot’s license and was a member of a women’s aviation association, and she couldn’t help wondering why there wasn’t a similar association in the trucking industry. So, she built one: the Women In Trucking Association. Mirroring the structure of the aviation association, Ellen put together a board of directors of influential women she knew and worked with her attorney to write the mission statement. The mission has never changed; it is simply to encourage the employment of women in the industry, to address obstacles that might keep them from either entering or succeeding, and to celebrate success.

[11:11] Leaders of non-profit organizations need to act as a resource of information, and when she first started, Ellen had no data to go from. Very few fleets truly knew what their percentage of female drivers was. Ellen would go to any and every conference asking the same question: “Do you have your data broken down by gender?” Every time, the answer was no, and she’d ask them how to get that data. She was getting the train of thought and conversation started on the experience of women in the industry. She was in charge of getting the data out to companies, reaching out to the Association’s members and female drivers at trade shows.

[27:32] Ellen led the Women In Trucking Association for sixteen years, only recently retiring. As the leader of the brand, she has been pleased by the reception in the industry. People listened to what she had to say, and she was able to establish her credibility to be able to change the future for women in the industry. The biggest challenge, other than people not knowing how to pronounce her last name, has been extricating herself from the brand. It’s her baby, and now she has had to pass the baton on to someone else to lead the Association. 

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Nicole shares how an unexpected opportunity launched her into trucking, what it took to start her own company, and how she’s driving innovative frozen freight solutions today. From building trust in the high-stakes world of expedited shipping to leveraging creative thinking for complex logistics problems, Nicole’s journey is filled with lessons that remain just as relevant today.

If you missed this conversation the first time, now is the perfect moment to tune in.

In this Greatest Hits episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Nicole Glenn, Founder and CEO of Candor Logistics Management.

Nicole has been in the haulage and logistics industry for over twenty years. Described as having logistics “in her DNA”, she is an accomplished manager and leader. She’s worked for many big Logistics companies across the US, from Chicago to Dallas Fort Worth, where she founded her own business, Candor Logistics Management. Nicole is also a panelist on the Ladies Leadership Coalition podcast, celebrating women in the supply chain industry.

[04:55] Nicole didn’t find trucking; trucking found her. While working a retail job at an automotive store, Nicole served a customer who was impressed with her memory, giving her a makeshift business card and asking her to give him a call. Hedging her bets, she called him up, and he offered her $10 an hour for filing. This was her entry into the logistics world. Over time, they gradually moved from handwritten receipts to accounting software, and she moved through roles, ending up as a backhaul dispatcher before moving on to other companies, gradually rising to President of one business.

[12:09] After a decent stint as the leader of someone else’s company, Nicole made the leap to found her own. It came when she was on vacation, receiving calls about things going wrong that she needed to fix. She took a moment to reflect and realized she was ready to take on the responsibility for herself, deciding to leave the company. She didn’t leave for several months due to the busy seasons they were heading into, but she left once she could, starting up her own business. She initially didn’t love her own company as much as the old one, partially due to going from a huge team to nobody, but she’s glad she leapt.

[21:18] From working in an expediting organization at age 23 to now owning Candor Logistics Management, Nicole has seen both the highs and lows of the sector. The sector revolves around solving a problem for someone, but it can be tough to get customers because they need to trust you to get involved. Over time, she has built credibility through testimonials, stories, and case studies, but it was incredibly difficult to start out. Now that she is trusted, however, relationships have completely flipped. She is now tasked with the most random and often complex things a shipper could imagine. 

[26:59] Nicole and her team recently stepped into frozen freight. Having served many fast food retailers and food companies, they were often asked to move frozen products but could never find refrigerated expediting equipment. It just wasn't commonly available. Nicole ended up talking to a buddy working in supply chains, and they found a wrap product that could sustain the temperature of a skid. It wasn’t good enough, so Nicole kept searching and utilizing her network, eventually finding a product used in the pharmaceutical world for products that needed to be kept cool. Putting it into practice, they have found that it can hold food at the same temperature, whether fresh or frozen, through five days of shipment. There’s even a live feed on it so that both the company and customers are aware if things go awry with the temperature maintenance and can work to fix it. If it weren’t for Nicole’s attitude towards solving problems, she wouldn’t have ever found this solution.

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Daniel Linss is an editor/art director for 10-4 Magazine, and Tim Sieben is the TFK Show Manager for 10-4 Magazine. With decades of industry experience, they have built a platform that informs and celebrates the trucking culture. Their work spans photography, storytelling, and events, fostering a strong community. They actively advocates for truckers’ voices and industry recognition. Through Trucking for Kids, they support charitable initiatives benefiting children’s hospitals. Their commitment to trucking extends beyond media, ensuring the industry's legacy thrives. 10-4 Magazine remains a trusted source for truckers nationwide.

[00:00:23 - 00:07:27] Brent introduces 10-4 Magazine and shares his own journey in trucking media. He reflects on how his early career at Overdrive Magazine gave him a firsthand look at the industry and fostered his appreciation for trucking. Brent discusses how media serves as the bridge between truckers, industry trends, and valuable resources, setting the stage for a deeper dive into 10-4 Magazine’s legacy. Daniel Linss shares how he originally pursued architecture but ultimately found his calling in trucking media. He recounts his introduction to 10-4 Magazine in 1993 when he was unexpectedly pulled into helping with the first edition.

[00:07:27 - 00:14:42] Daniel and Tim dive into how 10-4 Magazine transitioned from a 24-page black-and-white classifieds paper to a 64-page, high-quality, full-color trucking magazine. They discuss how attending truck shows and connecting with the trucking community shaped the magazine's direction. They share how the magazine's photography and storytelling became the heart of their content, capturing the trucks and people who make the industry what it is.

[00:14:42 - 00:19:57] Running a magazine comes with its fair share of challenges. Daniel and Tim delve into the demanding behind-the-scenes work required to meet deadlines, coordinate content, and manage distribution. They talk about how the rise of digital media has impacted the magazine industry, but why they remain committed to keeping a print edition available for truckers who love holding a physical copy in their hands. They discuss the importance of adaptability and how they have stayed relevant in an evolving media landscape.

[00:19:57 - 00:31:00] The discussion shifts to Trucking for Kids, a charity event 10-4 Magazine took over to ensure its legacy continues. Daniel and Tim discuss how the event has evolved and share heartfelt stories of truckers coming together to support children in need. They highlight how they have raised over $210,000 for the Shriners Hospital and why giving back is such a critical part of the trucking community. They explain why truckers have a strong tradition of generosity and how the event fosters industry-wide camaraderie.

[00:31:00 - 00:36:04] Looking to the future, Daniel and Tim lay out their plans for expanding 10-4 Magazine’s reach. They discuss how they are growing their digital presence with a trucking webcast and live event coverage. They introduce their latest project, the 10-4 Trucker Rodeo, an event designed to bring truckers together in a celebration of skill and community. They reflect on their passion for the trucking culture and their unwavering dedication to preserving its history while embracing the opportunities of modern media.

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Lewie Pugh is the Executive Vice President of the Owner-Operator Independent Drivers Association (OOIDA), advocating for truckers' rights on Capitol Hill. A former owner-operator, Lewie spent decades behind the wheel before transitioning into advocacy to ensure independent truckers have a voice in Washington. With firsthand experience in the challenges of trucking, he is committed to shaping policies that support owner-operators and improve industry conditions. Lewie’s leadership at OOIDA focuses on fair regulations, truck parking solutions, and protecting the livelihoods of small trucking businesses.

[00:03:51 - 00:12:26] Lewie Pugh shares how OOIDA was founded in 1973 when truckers came together during the fuel crisis to demand fair treatment from lawmakers. He explains how the organization grew from a grassroots effort into a major advocacy group, now influencing trucking policies on Capitol Hill. Lewie discusses the importance of continuing this fight and why truckers must stay involved to protect their rights, He also highlights that without collective action, policymakers may overlook the real needs of truckers, making engagement critical.

[00:12:26 - 00:19:44] Lewie emphasizes that lawmakers often lack firsthand trucking experience, which is why truckers need to educate them on industry challenges. He explains that without direct input from truckers, many policies are shaped by individuals who have never been behind the wheel of a truck. He shares stories of truckers who successfully influenced policy by reaching out to their representatives. He also provides practical tips on how truckers can effectively communicate their concerns and build relationships with legislators to drive change.

[00:19:44 - 00:29:11] Lewie dives into how government regulations have changed the trucking industry, with a focus on Electronic Logging Devices (ELDs) and speed limiters. Lewie discusses how these regulations have negatively impacted drivers by increasing stress and limiting flexibility. He provides insight into OOIDA’s ongoing efforts to challenge these policies, and the strategies used to engage with policymakers and advocate for more practical solutions that prioritize truckers' well-being. 

[00:29:11 - 00:34:48] Lewie discusses the financial side of trucking, explaining why every trucker must know their cost per mile to stay profitable. He shares real-world examples of truckers who have struggled due to poor financial planning and provides actionable strategies to track expenses, negotiate better rates, and ensure long-term business sustainability. He also highlights the importance of financial literacy and planning as key elements of success in the trucking industry.

[00:34:48 - 00:39:58] Lewie discusses the hidden pitfalls within broker contracts and the lack of rate transparency that often puts truckers at a disadvantage. He explains Regulation 371.3, which mandates that brokers disclose freight rates, and highlights how many truckers unknowingly waive this right in contracts. Lewie advises truckers on what to look for in agreements and how to protect themselves from unfair broker practices. He emphasizes the importance of reading contracts carefully and seeking legal advice when necessary to avoid hidden clauses that could impact their earnings.

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Lewie Pugh is the Executive Vice President of the Owner-Operator Independent Drivers Association (OOIDA), advocating for truckers' rights on Capitol Hill. A former owner-operator, Lewie spent decades behind the wheel before transitioning into advocacy to ensure independent truckers have a voice in Washington. With firsthand experience in the challenges of trucking, he is committed to shaping policies that support owner-operators and improve industry conditions. Lewie’s leadership at OOIDA focuses on fair regulations, truck parking solutions, and protecting the livelihoods of small trucking businesses.

[00:03:03 - 00:14:07] Lewie Pugh shares how his upbringing in Appalachia, Ohio, shaped his passion for trucking. Growing up in a trucking family, he was influenced by his father and grandfather, both truckers and always knew he wanted to follow in their footsteps. From driving farm equipment as a kid to being captivated by Smokey and the Bandit, Lewie discusses the early years that set him on the road to a lifelong career in trucking. He also shares the pivotal moment when he realized that trucking was more than just a job, it was a calling.

[00:14:07 - 00:19:57] Lewie reveals how he moved from Owner-Operator to Industry leader at just 22 years old. He talks about the challenges of starting his own business, managing finances, and navigating the trucking industry as a young entrepreneur. Lewie reflects on how working with experienced truckers and mentors helped him develop the skills he needed to succeed.

[00:19:57 - 00:23:52] Lewie dives into why advocacy is essential for truckers, especially independent owner-operators. He shares how he first became involved with OOIDA and what drew him to the organization’s mission. From dealing with regulations to ensuring truckers' rights are protected, he outlines why it’s crucial for drivers to stay informed and engaged with industry policies. He also provides insight into the major issues facing owner-operators today and why truckers need to take an active role in shaping the laws that affect their livelihoods.

[00:23:52 - 00:28:56]  Lewie discusses The Road to Washington and becoming OOIDA’s voice for truckers. Transitioning from a life on the road to advocating on Capitol Hill wasn’t an easy decision, but Lewie knew it was necessary. He recounts the moment he decided to leave trucking full-time to take on a leadership role at OOIDA. From testifying before Congress to meeting with policymakers, Lewie describes his journey in representing truckers at the highest levels of government. He shares behind-the-scenes stories of working with lawmakers, the challenges of getting trucking issues on the national agenda, and the victories that have made a difference for truckers across the country.

[00:28:56 - 00:38:29] Lewie discusses the current state of the trucking industry and what lies ahead for owner-operators. He highlights the biggest challenges truckers face today, including regulations, parking shortages, and freight market fluctuations. He also provides advice on how truckers can navigate these challenges and stay ahead in an evolving industry. Wrapping up, Lewie emphasizes the importance of unity in the trucking community and encourages truckers to get involved in advocacy efforts to secure a better future for the industry.

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Shelli Austin is the president of InTek Freight and Logistics, Inc., bringing over 25 years of experience in intermodal and drayage transportation. From her early days auditing freight bills to leading a top logistics company, Shelli has built her career on creativity, problem-solving, and a passion for the transportation industry. She is the Past Chairman and current board member of the Intermodal Association of North America (IANA) and actively mentors students and young professionals through the IU Kelley School of Business Transportation Board. Shelli’s leadership focuses on integrating sustainability and innovation in freight while fostering industry collaboration.

[00:03:08 - 00:14:07] Shelli shares her unexpected journey from studying theater technology to leading a successful logistics company. Her creative background gave her a unique problem-solving perspective that set her apart in the transportation industry. She discusses how her passion for building and creating new solutions became the foundation of her career in freight. Shelli's story emphasizes that innovation in logistics doesn't just come from technical expertise but also from the willingness to think outside the box and approach challenges with a fresh perspective.

[00:14:07 - 00:19:57] Shelli reveals the story behind founding InTek with her business partner, Rick Lagore. Despite initial skepticism, their complementary strengths, Rick's financial acumen, and Shelli's operational expertise created a strong foundation for growth. This section highlights the importance of trust, collaboration, and finding partners who fill the gaps in your skillset. Shelli also reflects on the early challenges they faced, the importance of mutual respect, and how their different strengths helped navigate the complexities of building a successful logistics company.

[00:23:52 - 00:28:56] Shelli dives into the complexities of intermodal transportation, explaining how integrating trucks, rail, and maritime shipping provides cost-effective, sustainable solutions. She emphasizes that intermodal isn’t just about moving freight—it’s about creating value for customers through expertise and tailored solutions. Shelli breaks down the critical factors that make intermodal shipping efficient, such as understanding the nuances of each transportation mode and optimizing the supply chain to deliver cost savings and environmental benefits.

[00:28:56 - 00:33:54] Shelli discusses the importance of mentorship in the logistics industry, drawing from her own experiences with influential mentors like David Ladd and Rick Lagore. Now, as a leader, she actively mentors young professionals through her work with IANA and the IU Kelley School of Business. Shelli highlights how fostering new talent not only helps individuals grow but also strengthens the entire industry by bringing in fresh perspectives and innovative ideas.

[00:36:40 - 00:38:29] Shelli shares her optimistic outlook for the freight industry. She discusses how adaptability, innovation, and sustainability will be crucial for success in the evolving transportation landscape, urging professionals to embrace change and continuously seek new solutions. Shelli highlights emerging trends such as the increasing demand for sustainable logistics solutions and the role of technology in streamlining operations, offering valuable insights for businesses looking to stay ahead in the competitive freight industry.

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Garrett Steenblik is an entrepreneur, health advocate, and industry innovator. After losing 200 lbs while working as a team truck driver, he founded Trucker's Body Shop, a company providing accessible healthcare solutions to truck drivers. He is also the VP of Business Development at TRXCKWRLD, where he helps lead a 665,000-member trucking community focused on advocacy and industry improvement. In addition, he operates a cost-plus freight brokerage with FreightFlex, specializing in LTL, FTL, drayage, and government freight. His mission is to provide truckers with the tools, resources, and support they need to live healthier, more fulfilling lives.

[00:02:28 - 00:09:04] Garrett describes how meeting his wife led him to abandon a full scholarship in nuclear physics to pursue team truck driving. Despite having the opportunity to pursue any degree he wanted, he chose trucking because it offered both physical and financial freedom while allowing him to stay together with his wife. Garrett's decision showcased how personal relationships can dramatically alter career trajectories and life paths.It also highlights the importance of aligning one's career with personal priorities and values. 

[00:09:04 - 00:11:11] Garrett shares a pivotal moment of self-realization when he finds himself in a truck stop bathroom at 360 lbs, suffering from severe acid reflux. It was at that moment he understood that while he appreciated many aspects of his life, he did not truly love himself. This turning point became the catalyst for his transformation, driving him to take control of his health and reshape his future. What seemed like rock bottom ultimately laid the foundation for lasting change, proving that even the hardest moments can spark a powerful new beginning.

[00:11:11 - 00:28:34] First Steps to Transformation. Garrett unpacks the initial steps that helped him begin his weight loss journey. Determined to make a change, he started running during his 30-minute breaks and cut soda from his diet, small but effective adjustments. Within the first week, he lost 5 lbs, reinforcing his belief that consistency was key. Garrett's experience highlights how even with the demands of trucking, meaningful progress is possible through simple, daily choices.

[00:28:34 - 00:37:13] Witnessing a fellow truck driver collapse at a fuel station was a pivotal moment for Garrett. Garrett explored the deeper issues truckers face regarding their health and well-being, recognizing the urgent need for solutions tailored to their demanding lifestyle. Seeing firsthand how poor health was affecting drivers, he felt compelled to take action. This led to the creation of Trucker's Body Shop, an initiative aimed at providing truckers with access to healthcare solutions tailored to their lifestyle. He discusses how the program offers telehealth services, prescription delivery, and urgent care kits, ensuring drivers can prioritize their well-being while staying on the road. By addressing key health challenges in the industry, Trucker's Body Shop empowers drivers to take control of their health with practical, accessible solutions.

[00:37:13 - 00:46:32] Garrett dives into his involvement with TRXCKWRLD, a massive online community with 665,000 members generating 7 million impressions weekly. He highlights how the platform is unifying truckers and driving industry-wide change through grassroots advocacy and technology. By leveraging its growing influence, TRXCKWRLD is developing an app that will provide essential services while supporting truckers with trackable initiatives. The initiative aims to strengthen the trucking community by fostering collaboration and giving drivers a stronger voice in shaping the industry’s future.

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Robert Bain is a Senior Consultant & Director of Partnership at  GLCS, Inc., a consulting firm specializing in optimizing technology and operations in the freight industry. His nearly two decades of experience include leadership roles at Uber Freight and QuadGraphics, demonstrating his expertise in building efficient logistics operations. With a background spanning fleet management to brokerage operations, Robert brings a comprehensive understanding of the freight industry's operational needs and technological challenges.

[00:06:37 - 10:00]  Robert shares how being an underdog in high school soccer shaped his resilience and determination, qualities he carried into his logistics career. He reflects on the challenges of competing in a less recognized soccer program and how they instilled a strong work ethic and competitive spirit. “Pressure is a privilege. So few people ever get the chance to feel that,”.

[00:22:41 - 27:00] Three Pillars of Operations, Robert introduces the foundational principles of operational success: Extreme Ownership, Customer Experience, and Free Cash Flow. He highlights how these elements are interconnected, creating a flywheel of continuous improvement. Extreme Ownership emphasizes taking full responsibility for outcomes and processes, fostering accountability and proactive problem-solving. Customer Experience focuses on ensuring customers feel valued and respected, as their perception directly impacts loyalty and payment consistency. Free Cash Flow Points out the importance of maintaining financial health to sustain operations and reinvest in growth. Together, these pillars create a self-reinforcing system where improvements in one area drive success across the others, ensuring long-term operational excellence.

[00:27:09] Building the Broker Carrier Summit, Robert recounts the inception and growth of the Broker Carrier Summit, a unique event designed to foster genuine connections between brokers and carriers. Starting with just 35 attendees at its first gathering, the summit rapidly expanded to nearly 500 participants in only 18 months, showcasing the logistics industry's hunger for collaboration and relationship-building. He highlights the summit’s mission to bridge gaps and address shared challenges in the broker-carrier dynamic, emphasizing the importance of trust and partnership in driving industry success. Robert’s vision for the event reflects his commitment to creating a community where businesses can thrive together through meaningful connections.

[00:27:09 - 36:00] Robert discusses his journey as a powerlifter, highlighting the discipline and mindset required to achieve extraordinary feats, like squatting over 1,000 pounds. He reflects on the dedication, perseverance, and resilience needed to pursue such demanding goals, drawing parallels between powerlifting and his professional life. “I don’t want to die with the music inside me still,” he shares, emphasizing the importance of embracing challenges and pushing personal boundaries. Robert’s story serves as an inspiring reminder of how passion and determination can drive success in both physical and professional endeavors.

[00:39:32 - 41:00] Robert and Brent reflect on the key takeaways from the episode, highlighting the importance of humility, perseverance, and building genuine relationships. Robert explains how staying grounded and appreciating the journey along with the people who support you, is vital to achieving lasting success. He encourages listeners to embrace their potential, seize opportunities, and use every challenge as a stepping stone for growth. These reflections provide a thoughtful conclusion to an episode filled with practical advice and inspiring stories.

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Kristy Knichel is the President and CEO of Knichel Logistics, a leading intermodal marketing company specializing in freight transportation solutions. A second-generation logistics professional, she co-founded the company in 2003 with her father and siblings. Since assuming leadership in 2007, she has grown the business from $2 million in revenue to nearly $100 million, establishing it as a top provider in the logistics industry. Known for her disciplined leadership and collaborative approach, Kristy fosters a positive workplace culture where employees are valued and empowered. She was the inaugural recipient of the Distinguished Woman in Logistics Award from the Women in Trucking Association, recognizing her impact on the industry and her role as a trailblazer in a male-dominated field.

Episode Highlights:

[00:02:00 – 00:09:00] Kristy Knichel reflects on her early days managing pizza shops, where she worked long hours and learned the value of perseverance and problem-solving. She recounts how these experiences laid the groundwork for her eventual transition into logistics, a path inspired by her father’s guidance and encouragement. Kristy highlights how her work ethic and determination, developed during these formative years, prepared her for the challenges of the logistics industry.

[00:16:00 – 00:25:00] Kristy opens up about the complexities of working alongside her father in a family-owned business. She explains the challenges of adapting to his 'militant' leadership style and the pressure to meet high expectations. Despite their differing approaches, which created unique challenges, Kristy shares how she used these experiences to develop her own leadership style, emphasizing resilience, discipline, and a commitment to fostering trust and respect within the company

[00:29:00 – 00:38:00] Kristy discusses her transition to CEO, describing the Key moments that defined her leadership journey. From managing cash flow during a financial crisis to implementing processes that ensured sustainable growth, she explains how bold decision-making helped transform Knichel Logistics into a thriving $100M business. Kristy also emphasizes her efforts to build a positive workplace culture that values employee contributions and prioritizes collaboration.

[00:40:00 – 00:47:00] Kristy reflects on the invaluable lessons she learned from her father and how they continue to influence her leadership style. She discusses the importance of maintaining a balance between personal values and professional ambitions, offering advice to aspiring leaders on resilience and adaptability. Kristy’s reflections highlight her dedication to creating a legacy rooted in respect, growth, and a commitment to empowering her team.

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Chris Burroughs is the President and CEO of the Transportation Intermediaries Association (TIA), a leading organization representing third-party logistics companies. With 13 years at TIA, he previously led government affairs, focusing on legislative and regulatory initiatives. His background includes roles in the U.S. House of Representatives and the Twenty-First Century Group, giving him a deep understanding of transportation policy. Known for his collaborative leadership, Chris is committed to addressing fraud, nuclear verdicts, and carrier safety reform to strengthen the freight ecosystem.

[00:00:29 - 00:11:38] Chris Burroughs dives into the importance of cultivating strong relationships within Congress and the transportation industry, showcasing their critical role in advancing TIA's advocacy goals. Drawing from his extensive experience, he shares how these connections have enabled the organization to navigate complex legislative landscapes and influence impactful policies. Chris also reflects on the role of mutual trust, open dialogue, and strategic partnerships in championing initiatives that benefit brokers, carriers, and shippers alike.

[00:35:12 - 00:39:37] With a staggering 600% increase in fraud cases, Chris highlights the scope and severity of this pressing issue. He provides a behind-the-scenes look at the evolving tactics used by fraudsters and their detrimental impact on supply chain integrity. Chris elaborates on TIA’s coordinated legislative and industry-wide efforts, including educational campaigns, advanced monitoring systems, and strategic collaborations with lawmakers, to combat fraud and mitigate financial losses across the sector.

[00:39:37 - 00:41:11] Chris unpacks the cascading effects of nuclear verdicts, emphasizing how multimillion-dollar settlements are inflating insurance premiums and threatening the financial stability of transportation businesses. He discusses the broader implications for small and mid-sized companies struggling to remain competitive and highlights TIA’s advocacy for balanced legal reforms. By addressing these verdicts through industry-backed initiatives, TIA aims to ensure fairness in legal proceedings while protecting the supply chain from undue financial burdens.

[00:41:11 - 00:46:32] A reliable safety rating system is vital for fostering trust and competitiveness in transportation. Chris explores how the current system’s shortcomings are undermining transparency and fairness, particularly for smaller carriers. He delves into TIA’s push for data-driven reforms, advocating for a more equitable and accurate safety assessment framework. Chris underscores how these changes will not only enhance road safety but also empower businesses to build stronger, more resilient operations in an ever-evolving transportation landscape.

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– The rise of fraud in the freight industry and its economic triggers

– Behavioral patterns of bad actors and how to identify them

– Practical tools and strategies to protect brokers, carriers, and shippers

– Leveraging real-time data to combat fraud and improve decision-making

– Building trust through technology and relationships in freight operations

– The future of fraud prevention and staying ahead in a fast-paced industry

Lisa Haubenstock brings extensive experience in customer success, operations, and product strategy. Over four years at Truckstop, she has driven initiatives to enhance security and compliance for brokers, carriers, and shippers. Previously, she held leadership roles at Amazon Web Services, focusing on training programs and early-career development.

Joel Franke specializes in leveraging advanced data tools and AI to optimize workflows and mitigate fraud in the freight industry. At Truckstop, he leads innovation in real-time data solutions and integration strategies. Before this, he managed platform services at Elsevier, overseeing educational software portfolios and operational efficiency.

[00:03:54] Lisa highlights the unprecedented rise in freight fraud since 2022, attributing it to economic downturns, the post-pandemic freight surge, and advancements in technology used by fraudsters. She explains that the freight industry faces a dual challenge: combating both cyberattacks targeting sensitive data and physical theft of goods.

[00:06:38] Lisa dives into the behavioral patterns of fraud profiles such as "chameleon carriers," who rebrand under new identities to evade detection, and "bandits," who infiltrate systems to steal loads outright. She shares specific tactics fraudsters use, such as reusing contact information and creating delays to manipulate pickup schedules.

[00:18:05] Joel discusses how real-time data, or “digital exhaust,” plays a critical role in detecting fraud. He provides examples, like identifying suspicious IP logins and monitoring unusual account activity, to illustrate how platforms like Truckstop are leveraging data to proactively flag and mitigate fraudulent behavior.

[00:33:52] Lisa discusses the critical balance brokerages must strike between maintaining a robust carrier network and ensuring compliance to safeguard against fraud. She explains the natural tension between carrier sales teams, who prioritize accessibility to carriers, and compliance teams, who emphasize strict vetting. Lisa highlights the need for tools that allow brokerages to calibrate compliance standards dynamically based on market conditions, such as tightening controls during high-capacity periods or loosening them when carrier availability is limited. She emphasizes that flexibility and proper integration of compliance tools are essential for delivering on customer commitments effectively, tailored to each brokerage’s unique strategy.

[00:36:30] Joel explains the importance of a "single pane of glass" approach to fraud prevention, where all relevant data is consolidated in one place for easy access. He highlights the need to move from descriptive analytics to predictive solutions, emphasizing that data science and AI are simply advanced tools for processing and acting on data. Joel stresses the value of flexibility in solutions like Truckstop’s Risk Factors, which evolve with changing fraud patterns and brokerage needs. He underscores the importance of customizable frameworks that allow brokerages to adapt workflows as their priorities shift, ensuring tools remain relevant and effective over time.

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Behind The Freight is handcrafted by our friends over at: fame.so

Having started as a Small Fleet Owner for FedEx Ground, Kevin Rutherford has built a name for himself in the logistics industry. Until 2022, he hosted Road Dog Trucking’s Trucking Business & Beyond for Sirius Satellite Radio. He is now the Owner and Presenter of LetsTruck, a call-in business advice show that has helped thousands of owner-operators and fleets improve their fuel efficiency and maintenance costs and increase their bottom line.

[02:51 - 04:59] Kevin emphasizes that big-picture thinking is essential for success in the trucking industry. He explains that focusing on broader trends allows businesses to adapt more effectively to changes in the market. However, he acknowledges that not everyone excels at operational details and suggests partnering with individuals who can complement this gap. Drawing from his own experience, Kevin highlights the importance of building a strong team to manage specifics while ensuring strategic goals remain the primary focus. He underlines that understanding where the industry is headed, rather than getting lost in minutiae, is what positions businesses for long-term success.

[08:35 - 11:19] Kevin describes the current freight cycle as one of the most unusual in recent memory, explaining how it has become somewhat disconnected from the broader economy. He points out that typical patterns, like freight recessions mirroring economic downturns, didn’t occur this time. Instead, disruptions like the COVID-19 pandemic and the ELD mandate have contributed to unique dynamics in freight volumes and rates. Kevin shares his optimism for 2025, anticipating steady growth rather than erratic market surges, and encourages carriers to capitalize on the emerging opportunities. Businesses can stabilize operations and build resilience against unpredictable market conditions by focusing on incremental progress.

[12:16 - 14:44] Kevin warns against the dangers of over-leveraging, particularly for businesses that grew rapidly during the COVID-19 boom. He references the recent bankruptcy of a large carrier burdened with unsustainable debt and high-interest rates, highlighting the risks of failing to adapt to normalized market conditions. Kevin stresses the importance of managing fixed costs carefully and avoiding financial decisions that could jeopardize long-term viability. He advises carriers to prioritize financial stability over chasing fleeting profits, especially in volatile market environments. Proper cost management, he asserts, is a cornerstone for navigating downturns and staying competitive.

[18:05 - 23:00] Kevin discusses the unique advantages smaller carriers have in the current market, particularly as regulatory burdens are expected to ease under the new administration. He contrasts the flexibility of smaller businesses with the higher costs that big businesses can absorb and pass on to customers. Kevin shares his optimism for the near future, highlighting short-term benefits for transportation, such as increased demand driven by the threat of tariffs. He also predicts a shift toward nearshoring and increased manufacturing in the U.S., which could create long-term opportunities for the trucking industry. These developments, he explains, could set the stage for a decade of prosperity and growth for those who strategically position themselves.

[30:24 - 32:18] Kevin Rutherford discusses the ongoing debate around broker transparency and emphasizes the importance of focusing on practical realities rather than idealistic notions of right or wrong. He explains that brokers are an integral part of the trucking industry, making operations more efficient and meeting the needs of shippers. Kevin advises carriers to accept that brokers aren’t going away and instead build strong, trust-based relationships to avoid common issues like disputes over rates. He emphasizes that spending energy trying to change the system won’t work and encourages owner-operators to focus on reliable partnerships and adding value. His advice is simple: adapt to how the market works and make the most of it instead of fighting against it.

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Drew Herpich shapes the strategic vision for the combined organization of NTG and Transportation Insight. Since joining NTG in 2020 as EVP, Enterprise Strategy, Drew has transformed carrier operations, enhancing services like drayage, LTL, final mile, and warehousing to better serve customers. With over 14 years at Coyote Logistics prior to NTG, Drew’s expertise in fostering carrier relationships has redefined value propositions for freight brokerage. He is a graduate of Western Michigan University with a background in sales and business marketing.

[10:15 - 15:45] During his time at Coyote Logistics, Drew emphasizes the transformative power of embracing a learning mindset and staying coachable in a competitive environment. He shares how his early days were shaped by direct mentorship from industry veterans like Jeff Silver, who instilled the importance of understanding the business from both a strategic and operational standpoint. Drew recounts the challenging yet rewarding experience of working in a rapidly growing company, where every interaction was an opportunity to learn and refine his skills. His ability to absorb lessons from both successes and failures allowed him to adapt quickly to industry demands and consistently deliver value. These formative years laid the foundation for his eventual rise to leadership and his holistic approach to freight brokerage today.

[18:30 - 22:00] Drew describes his transition into leadership and the critical lessons he learned about managing diverse teams. He highlights the importance of understanding individual motivators, whether financial, career advancement or work-life balance and tailoring management approaches to address these. Drew recounts early missteps, such as promoting top salespeople into management roles without recognizing the distinct skillsets required for leadership. Through these experiences, he discovered that effective leaders foster collaboration, respect individual strengths, and create environments where employees feel valued and empowered. This understanding became a cornerstone of his leadership style as he scaled teams and drove results.

[25:00 - 30:15] Navigating NTG’s shift from a cradle-to-grave brokerage model to a buy-sell model posed unique challenges and opportunities. Drew shares how the transition required rethinking internal processes and redefining how carrier relationships were managed. By prioritizing clear communication and leveraging NTG’s extensive network, the team successfully enhanced operational efficiency. Drew also focused on building trust with carriers, ensuring they viewed NTG as a reliable partner rather than a transactional intermediary. This strategic shift positioned NTG to scale more effectively while offering tailored solutions to customers' unique transportation needs.

[35:00 - 39:45] Drew provides insights into NTG’s growth strategy, emphasizing the importance of cultural preservation during mergers and acquisitions. He discusses how the integration of acquired companies can only succeed by understanding and respecting the original culture that made them successful. Listening to the founders and their teams was pivotal in identifying synergies while ensuring a smooth transition. Drew explains how this approach allowed NTG to leverage the strengths of acquired companies without losing the elements that made them valuable. The result was a cohesive organization poised for sustained growth and innovation.

[41:00 - 45:00] In navigating freight market cycles, Drew stresses the importance of consistency and long-term strategic focus. He cautions against overreacting to short-term market fluctuations by questioning proven processes or chasing trendy opportunities. Instead, Drew advocates for a steady approach rooted in resilience and adaptability, drawing on his experience during volatile periods like the Great Recession and recent freight recessions. By focusing on the core principles that drive value for both carriers and customers, he ensures NTG remains agile yet stable in a dynamic market. This philosophy has been key to maintaining success through the industry's ups and downs.

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Join them as they explore:

Will Jenkins is the Founder & CEO of Journey, a leading recruiting, consulting, and training firm in the transportation industry. His fifteen years experience includes founding and scaling MOLO to a successful exit to ArcBest, demonstrating his expertise in building and growing freight brokerages. With a background spanning from carrier sales to executive leadership, Will brings a comprehensive understanding of the trucking industry's talent needs and operational challenges.

[05:25 - 08:10] Will reveals his unexpected entry into sales through Cutco, where he achieved remarkable success by selling $10,000 worth of products in his first ten days, laying the foundation for his future career in freight brokerage and demonstrating his natural aptitude for building client relationships.

[10:30 - 13:50] Transitioning into the freight industry, Will recounts his first role at Coyote Logistics and his rapid rise within the company. He highlights the energy of Coyote’s collaborative culture and how it shaped his understanding of freight brokerage. Will discusses how he embraced the steep learning curve, leveraging his sales background and the mentorship of industry veterans to excel in carrier sales. The dynamic environment and strong training foundation helped him develop the expertise that would later serve him as an entrepreneur. This period laid the groundwork for his journey to leadership in the freight sector.

[16:15 - 20:05] Will explains the inspiration behind co-founding MoLo Solutions and the guiding principles that fueled its rapid growth. He highlights the importance of treating drivers, shippers, and employees with respect, emphasizing service excellence as MoLo’s competitive edge. Will also touches on the challenges of scaling a company in a fast-paced industry and the importance of assembling a capable and empowered team. By prioritizing relationships and core values, MoLo grew to over 900 employees and $1 billion in revenue before its acquisition. Will’s reflections underscore the impact of building a company culture that aligns with both customer and employee needs.

[34:15 - 38:50] Now leading Journey, Will discusses the freight talent gap and the critical role of training in closing it. He highlights the challenges companies face in recruiting top talent, particularly for revenue-generating roles like sales. Will explains that strong onboarding and training programs are not just a competitive advantage—they’re essential for operational success in the industry. Drawing from his experiences at MoLo and Journey, he shares insights on how companies can attract and retain high-performing employees while improving overall efficiency. His perspective reinforces the need for long-term investments in people as the foundation for business growth.

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Behind The Freight is handcrafted by our friends over at: fame.so

- Strategic tax planning for truck drivers and carriers

- Section 179 deductions and equipment investments

- Per diem optimization for trucking operations

- Business growth strategies in freight transportation

- Economic changes affecting the trucking industry

- Retirement planning for owner-operators

Todd Amen leads ATBS, which has served over 150,000 owner-operators throughout its 26-year history, currently supporting approximately 20,000 clients annually with accounting and tax services. Their drivers typically earn 40% more than industry averages through strategic financial planning and tax optimization.

Adam Wingfield, with over 25 years in the trucking industry, founded Innovative Logistics University in 2006. His organization has supported more than 77,000 carriers, focusing specifically on operations with fewer than 10 trucks. His approach combines operational efficiency with financial prudence to help small carriers succeed in the competitive freight market.

[00:04:27] Adam Wingfield shares his journey in the trucking industry, highlighting how Innovative Logistics Group has supported over 77,000 carriers since 2006, emphasizing their focus on operational efficiency and financial prudence for small freight carriers operating fewer than 10 trucks.

[00:26:42] Todd Amen emphasizes the importance of real-time expense tracking for truck drivers, explaining how modern technology simplifies bookkeeping through simple photo uploads of receipts, eliminating the traditional "shoebox method" and enabling better business management for carriers.

[00:34:35] The experts discuss the critical balance between tax deductions and business growth, emphasizing that trucking companies shouldn't make equipment purchases solely for tax benefits but should align investments with their long-term operational strategy in the freight industry.

[00:39:49] A detailed explanation of quarterly tax obligations reveals that over 70% of new trucking clients don't pay quarterly taxes, leading to significant penalties. The solution proposed is to save 20% of weekly net earnings specifically for tax obligations.

[00:42:30] Todd provides crucial insights about per diem deductions for truck drivers, explaining the recent increase from $69 to $80 per day and emphasizing how proper tracking can lead to approximately $25,000 in annual deductions for the average driver.

[00:48:27] The discussion concludes with strategic advice on adapting to economic changes in the trucking industry, including how freight rates and fuel prices impact operational decisions, and the importance of retirement planning for owner-operators.

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Behind The Freight is handcrafted by our friends over at: fame.so

- The journey from culinary arts to trucking

- Starting a trucking business during challenging market conditions

- Building broker relationships in the current freight market

- The importance of knowing your operational numbers

- Strategies for fleet expansion and growth

- The value of continuous education in trucking

Ilya Denisenko is the owner of ICV Express, which he founded in 2023. With degrees in culinary arts and hospitality administration, Ilya brings a unique perspective to the trucking industry. He started his transportation career at Prime, then gained experience with Walmart and Atomic Transport before launching his own operation. His company focuses on providing reliable freight services while maintaining exceptional fuel efficiency and operational standards.

Episode Highlights:

[00:02:05] Operating with impressive efficiency, Ilya's 2020 Volvo VNL showcases the importance of smart equipment choices in trucking. With nearly 700,000 miles on the odometer, his truck consistently achieves over 9 miles per gallon, demonstrating how proper truck specification and maintenance can significantly impact a carrier's bottom line. This exceptional fuel economy, combined with minimal maintenance issues primarily limited to tires, highlights how strategic equipment selection can create competitive advantages in the freight transportation industry.

[00:13:39] Ilya emphasizes the value of continuous learning in the trucking industry, transforming drive time into educational opportunities. Rather than solely listening to entertainment content during his routes, he dedicates his driving hours to business podcasts, startup strategies, and industry insights. This commitment to learning while driving has proven invaluable in developing his freight business, showing how carriers can maximize their time on the road for both profit and professional development.

[00:27:01] In discussing operational metrics, Ilya breaks down his cost per mile at $1.26, demonstrating strong performance in the current freight market. His ability to maintain profitability even with rates ranging from $1.77 to $2.40 per mile showcases effective cost management and operational efficiency. This transparency about operating costs and revenue provides valuable insights for other carriers looking to benchmark their performance in the trucking industry.

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Chris Jolly is the founder of The Freight Coach, a leading educational platform in the transportation industry, and operates his own freight brokerage. Coming from a multi-generational trucking family, Chris has created over 1,000 pieces of educational content for the freight industry and focuses on building authentic relationships between brokers and carriers. His approach combines traditional industry values with modern business practices, emphasizing the importance of integrity and sustained discipline in achieving success.

Episode Highlights:

[00:04:16] Chris reveals his deep roots in the transportation industry, sharing how his family's involvement spans generations - from his great-grandparents' 1930s trucking company in Iowa to his father's 40-year career as an owner-operator running Minneapolis to the Bronx routes, illustrating the rich heritage that shaped his understanding of the industry.

[00:05:09] In a pivotal career moment, Chris describes his transition during the onset of COVID-19, when he resigned from his job with plans to work in asset-based operations, only to find himself pivoting to create The Freight Coach platform, demonstrating how adversity can lead to unexpected opportunities in the freight industry.

[00:15:47] Chris candidly discusses his evolution from being a "prototypical broker that lied about everything" to becoming an advocate for industry improvement, emphasizing the importance of honest communication and authentic relationships in creating sustainable success in freight brokerage.

[00:28:33] Addressing the role of technology in modern brokerage, Chris challenges the common assumption that extensive tech stacks are necessary for success, arguing that basic tools like a TMS and load board access are sufficient for starting out, with the emphasis being on relationship-building rather than technological sophistication.

[00:34:35] Chris shares his practical approach to carrier relationships, revealing that 90% of his company's container moves are handled by just three trucking companies, emphasizing the value of building deep, reliable carrier partnerships over transactional relationships.

[00:37:28] In the closing segment, Chris delivers a powerful message about the difference between motivation and discipline, arguing that cultivating discipline through consistent daily actions is more valuable than relying on fluctuating motivation for sustained success in the freight industry.

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Steve is the President of Steam Logistics, which began in 2012, focusing solely on international freight forwarding and customs brokerage, but later expanded into Drayage and Domestic Transportation. Today, Steam is one of the fastest growing 3PLs in the US, delivering integrated logistics solutions across International, Intermodal, and Domestic modes. It serves over 4,500 customers globally, in industries such as building products, healthcare, furniture, and consumer products. Steve has over 25 years of experience in the industry, and used to serve as EVP for Access America Transport. 

[02:02 - 02:35] Steve highlights the value of relationships within the competitive freight industry. He notes that, despite rivalry, industry leaders frequently share insights and support each other. Steve has cultivated friendships with peers at major companies like TQL, finding that open communication helps address shared challenges. This collaborative spirit, he believes, is essential to thriving in the expansive $1 trillion freight industry, where opportunities are abundant. Steve encourages others to recognize that building connections, even with competitors, can enhance industry-wide knowledge and ultimately contribute to everyone's success.

[26:27 - 29:33] Steve reflects on the challenges he faced while transitioning from Access America to Steam Logistics, revealing a significant learning curve in freight forwarding. He initially believed that selling freight forwarding would be straightforward, but he quickly realized the complexities involved, stating, "Nobody's starting freight forwarders." Despite these difficulties, Steve emphasizes his relentless drive for growth, noting that during his six years at Access, they consistently exceeded their monthly sales records. He highlights the importance of persistence and adapting to the unique demands of the logistics industry, acknowledging that the initial years at Steam were challenging and marked by setbacks. 

[43:20 - 44:31] Reflecting on a challenging market downturn, Steve underscores the critical need to adapt swiftly. He shares how his team faced tough decisions about downsizing and repositioning to safeguard the company's stability. Recognizing and acting on change—even when it entails difficult personnel decisions—ensures resilience during adverse times. In 2023, Steve’s team opted for a gradual transition instead of abrupt layoffs, choosing a “softer landing” approach that, while initially impacting profitability, prioritized long-term employee and company welfare. Leaders who pivot decisively yet compassionately can protect both the business and their teams in volatile environments.

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Melanie Patterson is the founder and Managing Director of Integrity Global Logistics (IGL), which solves public and private sector customers' bottlenecks in transportation and logistics. IGL is a minority women-owned business that highlights diversity and inclusion, improvement projects including advancement in transportation and logistics needs globally, new growth initiatives with the best cost value, and optimizing solutions with IGL services. Melanie is also the founder of the Team Integrity Knowledge Center, which fosters healthy mentee-mentor relationships by providing tools and resources to increase an entrepreneur's business success. 

Episode Highlights:

[10:37] With the transportation industry being heavily regulated and increasingly complex, Melanie identifies the education and support of drivers as critical to maintaining safety and efficiency. Her insights reveal that beyond logistical oversight, fleet owners must prioritize training and safety protocols, as well as the day-to-day operational knowledge that keeps drivers safe and effective on the road. She recommends regular educational initiatives and close communication with drivers to ensure they are informed on evolving regulations and safety standards. This approach not only keeps drivers compliant but also reinforces their value within the organization, helping to build a culture of accountability and mutual respect.

[11:58] Melanie says that, for Integrity Global Logistics, strategically trending data and leveraging government insights have been pivotal in navigating business growth and adaptation. As the primary awardee for Illinois’ full emergency management, they managed critical supplies like hospital beds and respirators, gaining early visibility into market needs before they reached the public. This insight allowed Melanie and her team to forecast demands accurately and make informed inventory decisions. Working with the government as a major client also enabled IGL to diversify beyond refrigerated transport into additional service lines like flatbed and carrier services, building resilience and adaptability across multiple business verticals.

[16:39] Entering government contracting requires precise focus and execution, especially in identifying and honing your niche within the transportation sector. The government offers a reliable, recession-proof client base that can be invaluable for business growth and resilience. To succeed, it’s essential to establish a strong service foundation and understand the unique opportunities government contracts provide, such as options for charter, rail, and air freight. While the government can be a challenging client to secure, it offers long-term stability and financial security, with extensive support for operational costs and organizational needs. For small businesses looking to scale, this foundation can be transformative. 

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Liz Wayne is the Founder and CEO of Able Transport Solutions INC, a freight brokerage specializing in flatbed, heavy haul, and expedited shipping. Starting her career as a single mom at 18, Liz worked her way up through various roles in the trucking industry before founding Able Transport in 2014. Her company has since grown to be a respected player in the logistics field, with plans to double in size over the next three years.

[00:02:49 - 00:05:06] Liz shares how she "stumbled" into the trucking industry 23 years ago. As a young single mother preparing for college, she needed a job with office hours that aligned with daycare availability. She applied for office jobs and landed a position as a receptionist at a local trucking company. Initially viewing it as a temporary role, Liz was surprised by the challenges and problem-solving opportunities the industry presented. Her curiosity and willingness to help others led her to learn about various aspects of the business, setting the foundation for her career in logistics.

[00:24:20 - 00:26:59] Liz recounts a pivotal moment in her entrepreneurial journey that highlighted the need for growth and delegation. In her first year of business, while operating as a sole proprietor, Liz received a business call just 45 minutes after giving birth to her daughter. This experience made her realize the unsustainability of handling everything alone and prompted her to hire employees. However, she admits that delegating was initially challenging due to her high expectations for customer and carrier experiences, as well as her tendency to be a "control freak" in the early days of the business.

[00:29:12 - 00:31:17] Discussing growth strategies, Liz emphasizes the importance of long-term thinking and flexibility in decision-making. As the sole shareholder of Able Transport, she has been able to maintain a long-term perspective, focusing on positioning the company for market upswings rather than just the next 90 days. Liz also shares a valuable lesson about the importance of setting up systems and structures correctly from the beginning. She's currently leading a major reorganization of her company, a process that has been challenging and time-consuming. She advises other entrepreneurs to think about scalability from day one, as it's more difficult to "erase and rewrite" than to start with the right foundation.

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Jay Gustafson is the Executive Vice President of Brokerage Operations at Echo Global Logistics, a leading provider of technology-enabled transportation management services. With a background in creative advertising and over 15 years of experience in the logistics industry, Jay brings a unique perspective to the world of freight brokerage. He has played a crucial role in Echo's growth, particularly in developing their truckload division and leading their digital transformation efforts.

[10:40 - 16:18] Jay discusses his early career aspirations and how he transitioned from studying creative advertising to entering the freight brokerage industry. He explains how an internship at AFN Logistics exposed him to the transportation sector, leading him to fall in love with the industry's scale and dynamic nature. This experience highlights the importance of internships in shaping career paths and gaining hands-on industry knowledge.

[28:57 - 35:12] Jay recounts his experience joining Echo Global Logistics in 2008 to help build out their truckload division. He emphasizes the power of technology in the industry, noting how Echo had already automated much of the LTL (Less Than Truckload) shipment lifecycle. This exposure to automation and efficiency in the LTL space inspired Jay to think about how similar processes could be applied to the truckload arena, showcasing the importance of cross-functional learning in logistics.

[47:51 - 48:50] Jay shares insights on building and scaling a brokerage operation, emphasizing the importance of clear processes and strong training programs. He discusses the need for an intimate understanding of both the "happy path" and exception scenarios in freight management. Jay also highlights the value of mentorship programs and real-world exposure in training new employees, underscoring the importance of practical experience in an industry where academia and reality can differ significantly.

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Dan Doran comes from a third-generation trucking family and has led several successful trucking companies, including Ace Doran Hauling and Rigging, C&G Transportation. He is now Director of Business Development for Diamond Transportation System Inc, where he is responsible for growth through customer additions, owner operator recruitment, and freight agent solicitation with a primary focus on the flatbed market.

[10:40 - 16:18] Dan discusses the impact of deregulation in the trucking industry, a shift that transformed operational models. He explains how prior to deregulation, companies had to apply for transportation authorities through the Interstate Commerce Commission (ICC), which involved substantial expenses and procedural hurdles. Deregulation simplified this process, allowing carriers to obtain state authority with far less effort and cost. However, this shift also devalued previously expensive assets, such as authority rights, fundamentally changing the financial landscape for many trucking companies.

[28:57 - 35:12] Dan discusses how early adoption of technology, including a computerized system, played a vital role in streamlining operations at his organization. While the implementation of imaging and digital processes initially met resistance, it ultimately allowed the company to become more efficient, handling the same workload with fewer people. Although this modernization didn’t directly fuel business growth, it significantly improved operational efficiency, contributing indirectly to the company's success. This shift toward more decentralized and automated freight brokerage helped the company stay competitive in an evolving industry. 

[47:51 - 48:50] Dan stresses the critical role of networking and personal relationships in the business world, particularly for younger professionals who might lean towards a more remote or office-centric approach. He observes that many young individuals are becoming increasingly comfortable completing their tasks without engaging in face-to-face interactions. While he understands the challenges posed by busy family lives and dual-income households, he cautions against neglecting the personal connections that can arise from networking. Doran believes these relationships are not just beneficial but essential for career growth and success. He encourages professionals to prioritize networking opportunities, reminding them that building trust and rapport with others can lead to lasting partnerships and new opportunities in the industry.

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Kevin Rutherford is the owner of LetsTruck, who provide a wide range of solutions for the challenges facing drivers. He hosts a radio show about trucking on SiriusXM satellite radio, and is a Nutritional Therapy Practitioner at Destination Health. Before this, Kevin was a small fleet owner for over twenty-two years. 

Henry Albert has been the President of Albert Transport for over twenty-eight years; Albert Transport is an active carrier in Huntersville, North Carolina. He is involved with Trucker Buddy and is currently on the board of directors. In 2007, Overdrive Magazine recognized Henry as Trucker of the Year. 

[06:43 - 08:59] - Henry emphasizes the importance of optimizing basic truck configurations for fuel efficiency. He illustrates this by recounting a case where fleet trucks had their fifth wheels pulled all the way back, signaling a lack of understanding about its impact on fuel mileage. He observed that despite having advanced aerodynamic trucks and optimized idle settings, the drivers were running air conditioning and refrigerators continuously, leading to unnecessary fuel consumption. Albert underscores that even with the best equipment, not using it correctly can hinder operational efficiency, likening it to having a top-quality hammer but failing to use it properly.

[23:42 - 26:49] - Henry highlights the critical importance of measuring every aspect of one's operation to maintain profitability. He recalls a time when he aimed to surpass the average rate per mile of a major competitor, which was $1.73, by meticulously tracking each load, including deadhead miles. His experience underscores that measuring costs and profits—similar to how valuable commodities like gold and diamonds are tracked—is essential for making informed decisions and achieving financial success in trucking. He argues that everything of worth must be measured to understand and optimize profitability.

[26:49 - 28:44] - Kevin emphasizes that small owner-operators have significant advantages over large fleets, particularly in terms of flexibility and cost control. He explains that unlike big carriers with thin profit margins and extensive overhead, owner-operators can adapt quickly to changes, such as adjusting driving speed or managing fuel costs. This agility allows single-truck operators to make strategic decisions that can be implemented immediately, providing a competitive edge that larger fleets often cannot match. 

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Craig Fuller is the founder and CEO of FreightWaves, the leading FreightIntel provider, who offer current digital intelligence and context to the freight community on a central platform. FreightWaves.com, the company's news site, is the leading provider of news and commentary for the space, serving up over 2.5M pageviews a month and over 1.5B monthly impressions. Craig is also the Chief Executive Officer of Firecrown, the largest media platform in aviation, marine, and supply chain.

[21:36 - 24:20] Craig attributes his deep understanding of the trucking industry to his upbringing, where his father, though reserved, shared extensive industry knowledge during long road trips. Growing up in a family deeply connected to trucking across three generations, Craig highlights how much of the industry's knowledge is "tribal" and passed down through experience. He expresses sadness that this rich, experiential knowledge may not be transferred to the next generation in the same way, as his children might not inherit the same intimate connection with the industry.

[28:30 - 34:22] FreightWaves was born out of necessity when Craig realized traditional PR firms found it difficult to market the complex futures concept. After being advised to produce their own content, FreightWaves began writing industry-specific news that diverged from the traditional press-release-driven reporting. This move to provide real-time, authentic insights—coupled with Craig’s deep industry experience—helped differentiate FreightWaves as a media company and drove its growth. Their content catered to freight brokers and tech-focused audiences, an underserved market at the time.

[44:40 - 49:46] Craig’s vision was to create a platform that treats freight like a commodity, similar to oil or gold, and provides real-time data and insights, much like Bloomberg’s model. This led to the development of Sonar, FreightWaves' data platform, designed to offer executive-level analysis rather than daily trading tools. Although initially intended for price analysts and executives, Sonar's sophisticated features have found success on trading floors, complementing rather than replacing existing tools like Truck Stop. Sonar provides detailed market insights and data intelligence, while Truck Stop focuses on ease of use for daily operations. 

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Shannon Currier is Director of Philanthropy at St. Christopher Truckers Relief Fund, a nonprofit dedicated to supporting truck drivers in need. She has cultivated relationships with top industry leaders and key stakeholders, secured strategic partnerships with Fortune 500 companies, increased organization revenue by 24% average year-over-year, and secured numerous major gifts of $100,000, and significant contributions varying from $5,000 to $75,000 from individuals, corporations, and foundations. Before this, Shannon was Children’s Ministry Director for West Park Baptist Church.

12:12 - 19:48 - St. Christopher Truckers Relief Fund, named after the patron saint of safe travels, was established to provide short-term financial relief to truck drivers facing health-related setbacks that affect their ability to work. The fund addresses urgent needs like medical expenses that threaten drivers’ livelihoods. Over time, the organization has expanded its focus to include health and wellness programs aimed at preventing long-term health issues common among drivers. These initiatives are developed with input from a driver council and are designed to support drivers in making healthier lifestyle choices, ultimately enhancing their quality of life and longevity in the profession.

23:17 - 26:05 - Shannon outlines the focused support provided by the St. Christopher Fund, emphasizing their strategy of addressing high-priority expenses for truck drivers. The fund covers essential costs such as household expenses, rent or mortgage, utility bills, and vehicle payments, but does not extend to medical bills due to their high costs. Assistance is provided for up to a couple of months to help drivers maintain stability. Applications are processed by having drivers submit their bills directly, which ensures that the funds are used as intended and allows for accountability to donors. This method also helps alleviate immediate financial pressures for drivers facing crises.

29:58 - 39:52 - Shannon shares impactful stories showcasing the effectiveness of the St. Christopher Fund's programs. Clarence Jackson's experience highlights the financial relief provided after severe medical issues, with the fund covering rent and essential expenses, which profoundly affected his faith in the industry's support. Danny Lawson's journey with the "Rigs Without Cigs" program illustrates the positive outcomes of health and wellness initiatives, including smoking cessation and ongoing healthy habits training. These stories not only underscore the fund's commitment to driver well-being but also inspire recipients to advocate for and contribute back to the organization, furthering its mission.

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Matthew Leffler is President of Leffler Technologies, a startup tackling the inspections of heavy duty commercial trailers. He is also the host and producer of “Fleeting Conversations podcast”. 

Matthew is the Managing Attorney for Armchair Attorney, a general practice law firm. 

Brandon Minert has been President of United Commercial Insurance, a commercial auto insurance provider, since 2013. Before this, he was Operations Manager for Minert & Associates. 

Episode Highlights:

[06:08 - 07:48] Matthew discusses the term "nuclear verdict", which was coined by the industry, not by the legal community, to describe cases where the liability exceeds $10 million, typically involving wrongful death or catastrophic injury. These high-damage awards reflect the significant costs associated with medical expenses, long-term care, and the perceived value of a human life, as determined by juries. Matthew notes that the frequency of such verdicts has risen by 43% between 2010 and 2019, attributed to increased distractions for both passenger and truck drivers, leading to more serious accidents.

[11:25 - 14:37] Matthew discusses the concept of "reptile theory," a legal strategy used by plaintiff attorneys to win large settlements in cases involving trucking accidents. Reptile theory is not a legal term but a psychological tactic designed to appeal to the jury's instinct for self-preservation by framing the defendant's actions as a threat to community safety. Matthew explains that this approach shifts the focus from the individual driver's actions to the systemic safety practices of the trucking company, often leading to higher punitive damages. This tactic is increasingly used to secure nuclear verdicts, making it essential for trucking companies to maintain stringent safety standards to protect themselves from such litigation.

[22:59 - 27:22] Brandon highlights how insurance is a necessary expense, not an asset, and its rising costs don't benefit anyone. To manage insurance effectively, especially in the trucking industry, companies must adopt a proactive approach rather than a reactive one. Insurance carriers, particularly those specialized in trucking, are eager to educate and support their clients, preparing them for potential claims. Brandon suggests that the key is early identification and resolution of issues, such as those involving reptile theory cases, which can lead to significant legal battles. A strong company culture focused on safety is crucial, as it can prevent many problems. Without such a culture, no amount of preparation can fully protect a company. 

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Shawn Rasmor is dedicated to combating fraud in the freight marketplace. He deeply understands fraud prevention techniques and is passionate about protecting carriers, brokers, and shippers from malicious actors. His work involves developing technical barriers to deter fraud and safeguard the industry.

[03:30 - 04:51] Shawn highlights the pervasive nature of fraud in the freight industry, noting that it can occur at every touch point. He explains that fraudsters are adapting their tactics, moving from creating fake carriers to exploiting vulnerabilities through emails and phone calls. Shawn emphasizes, "They're learning and adapting continuously," making it increasingly difficult to differentiate between legitimate and fraudulent actors. He stresses the need for vigilance across all communication channels to detect these schemes that are getting more sophisticated.

[09:10 - 10:50] Shawn talks about the rapid adoption of advanced technologies by fraudsters to disguise their identities and evade detection. He explains that while companies could significantly benefit from adopting similar efficiencies, they are often slow to do so. Shawn highlights that "bad actors are out there, they're adopting technologies" to enhance their concealment tactics. He stresses the importance of implementing robust policies and technological safeguards to protect against these evolving threats.

[12:28 - 14:40] Shawn notes the surge in fraud within the freight industry, noting a significant spike beginning in October 2022. Shawn notes that the reported cases of fraud, including double brokering and stolen loads, were meticulously verified by their assurance team. He points out that these fraud patterns surged notably around November and December, reminiscent of past economic downturns like the 2009 recession. Shawn explains that economic hardships often drive individuals to cut corners, which can lead to increased vulnerability to fraud. As Shawn puts it, "bad actors, it's like blood in the water, sharks attacking," illustrating how fraudsters exploit such conditions for their gain.

[24:40 - 26:20] Shawn discusses Truck Stop’s advanced tools and strategies for combating fraud in the freight industry. He highlights the use of their risk factors tool, which identifies risk signals even outside their platform, and underscores the importance of surveillance technology in monitoring bad actors. Shawn reveals that Truck Stop actively posts compromised identities and has removed hundreds of fraudulent accounts from their load board. He emphasizes that their risk management platform, RMIS, helps notify participants of potential threats. Shawn states, "When we get made aware of a situation, we're going to look over on RMIS and notify participants," showcasing their proactive approach to fraud prevention.

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Beau King is the former Director of Pricing at RXO and currently serves as Senior Director of Global Markets at FreightWaves. His career spans across a number of logistics and transportation companies, and he has experience in pricing automation and strategy, influencing algorithms and pricing architecture, and developing new ways to leverage technology for pricing in transportation markets. 

[09:30 - 11:53] - While there can often be mistrust between brokers and carriers, Beau says that it is vital to build strong relationships with carriers, especially owner-operators. Beau focuses on understanding the preferences and limitations of carriers, such as where they like to operate, what type of freight that they prefer, and the pricing they find acceptable. By taking the time to learn these details, brokers can offer carriers shipments that align with their preferences, leading to better outcomes for both parties. 

[17:33 - 18:56] - Beau emphasizes the critical role of pricing in the freight brokerage business and explains why understanding it thoroughly is essential. Pricing is a major focus in freight brokerage, accounting for a substantial portion of a broker's work. Beau mentions Andrew Leto speaking at a Freightways Conference saying how reps spend about 70% of their time on price discovery. Understanding how pricing tools work behind the scenes is also important. Beau suggests that many brokers expect a straightforward, pre-packaged rate from providers, but this is not always the case. Instead, it's important to understand how these rates are derived and what external market factors influence them.

[29:31 - 31:41] - Beau took over an existing automation program and focused on introducing governance, explaining that while many people desire precise answers from automation, effective governance is crucial to handle scenarios where standard answers may not apply. He cites three key aspects of effective pricing in an automated system: accuracy: how close a price estimate is to the actual cost; precision: the consistency of the pricing results; reliability: the overall dependability of the system. Beau adds that while accuracy is often prioritized, it’s essential to balance it with precision and reliability. 

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Kathy Fulton has been with ALAN for over fourteen years. She currently serves as Executive Director, where she leads the organization in facilitating donations of logistics services and equipment to enable delivery of millions of dollars’ worth of humanitarian aid. Kathy has also worked for Saddle Creek Logistics Services for over twenty-six years, and was the President of CSCMP Central Florida Roundtable between 2017 and 2019.

[16:29 - 18:45] Kathy explains that although going from a defined role at Saddle Creek to a more amorphous role at ALAN was difficult, she and her team all relied on one another to cope with the problems that arose in the organization's infancy—she says “I learned was I was not alone”. Another key lesson she learned was that when people serve a greater purpose, they are willing to put business interests aside. 

[25:54 - 29:21] Kathy describes running an organization that's fully dependent on every outside resource, saying that the only thing that ALAN possesses is the relationships and trust they have built with their partners—whether that’s the nonprofit organizations they serve, the businesses who step in to provide the support, or the government organizations they help to have better visibility on what's happening with supply chains. Kathy notes that she prioritizes these personal relationships over transactional business relationships. 

[33:05 - 35:54] Explaining the core function of ALAN, Kathy says that it was formed to be the trucking industry's response to disaster, to figure out how to provide logistics, expertise, and services to support disaster relief efforts. Kathy says this happens in a couple of ways. Firstly, they bring together nonprofits who are responding to disasters with logistics services providers who can donate their services—she describes ALAN as “matchmakers”. Secondly, the organization provides critical information (such as updates on transport waivers during emergencies) to businesses in order to keep them operational. 

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Jessica Dotson is Director of Business Development and Account Management at Multi Service Fuel Card, who launched the first real-time authorization fuel card that revolutionized fleet management and fuel purchases. She has been with Multi Service Fuel Card for over six years, having previously worked as Director of Account Management, and Manager. Jessica recently joined the Board of Directors for the Women in Trucking Foundation. 

[21:56 - 26:26] When Jessica started learning about the trucking industry, she worked for a variety of companies in order to gain experience. For instance, she worked for a brokerage, where she learned what brokers look for in carriers, including insurance, driving records, and communication skills. Jessica emphasizes that building strong broker-carrier relationships is vital. Additionally, to understand cash flow challenges, she worked for a factoring company, where she learned how factoring can be useful for trucking companies that need quick payments in order to stabilize cash flow. 

[29:29 - 31:42] Jessica discusses the importance of having operational savings before starting your own business in the trucking industry. She advises having at least a year to a year and a half worth of operational savings to ensure financial stability. Noting how major mechanical failures and health crises are the two main factors that can put truckers out of business, she says that cash flow is crucial, especially during breakdowns or other issues, and having enough savings can prevent financial hardships. 

[37:55 - 39:24] Jessica highlights the benefits and pitfalls of using fuel cards in the trucking industry. She notes the importance of understanding the overall fuel spend and not getting too focused on discounts. Jessica also says that fuel cards provide a safer and easier way to pay, as well as the ability to track and plan fuel expenses more strategically—for instance, before using a specialized fuel card, she struggled with time-consuming and complicated reporting processes. She advises choosing a fuel card that is accepted at truck stops—as opposed to general fuel cards, like those from major credit card companies.

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Ingrid is a professional truck driver with 45 years of experience. Since 1979, she has been Owner and Principal of Rollin’ B, and more recently she is a Company Driver with Blackjack Express. She is also a prominent member of the Women in Trucking (WIT) Association, serving on the 2024-2025 Board of Directors. In 2022, she was named one of the WIT Women to Watch in Transportation.

[09:10 - 15:17] Ingrid attributes a lot of her success in transportation and supply chain to the foundational tools and work ethic her father instilled in her. She worked directly with him at his family construction business, where he was the main man on the ground. He was always strict about education, and expected her to learn quickly and efficiently. Even after an accident left him with severe injuries and impaired speech, he still provided valuable mechanical advice to her about her trucks. She strongly believes that her foundations in construction helped her in the switch to transportation, and that everybody can use their own background knowledge to achieve what she has with determination and effort. 

[18:02 - 26:23] Ingrid’s experience in construction, where she was the only female, prepared her for the male-dominated trucking industry. When she first made the shift over to transportation, there were very few female drivers, only six crossing the country as solo drivers, so they supported one another by leaving notes at truck stops. Throughout her career, Ingrid hasn’t been scared to ask for help, and she emphasizes how important this is for everybody, not just women, from both a safety and education perspective. Drivers need to communicate and support each other, and create a wider community, similar to how it used to be when we would all stand around at the truck stop sharing stories. 

[38:07 - 43:55] In 2017, Ingrid was diagnosed with stage two melanoma, a disease that had caused the death of several of her family members. She has had several surgeries, which included the removal of a quarter of her throat, and is still in treatment today but has been allowed back to work. Last year she sold her truck and deactivated her authority, joining Blackjack Express, a heavy haul company which accommodates her medical needs. She stresses how important it is to find a company that will support your personal and health needs as a driver. Her experience is also testament to the value of backup plans and varied experience for when unforeseen circumstances show themselves. Her story is proof that you should never give up, and instead seek help when you need it. 

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Will is Founder of BlackBox Logistics, a 3PL specializing in Intermodal and Truckload freight transportation. He is also co-host of 2 Dawgs, 1 Pod, alongside co-host Matt Dahl, a brand new podcast in the transportation and logistics space. Will also co-owns BlackBox Properties, and is Founder and Managing Partner at Compass Dispatching Services.

[10:02 - 15:07] When he was 18, Will entered the logistics industry with a position at Ascent Global. Three months into the position, he moved in with two colleagues and they kept discussing starting their own company. Within a year, they went for it, founding a third-party dispatching company, Compass Dispatching Services, so as to comply with their non-compete agreements. The dispatching business involved working with owner-operators and factoring companies, providing the three valuable industry experiences, especially during the COVID-19 pandemic. As their non-compete agreements came to an end, Will focussed on the dispatching while his partners began building the brokerage, scaling back the former as the latter grew. Roughly nine months ago, they transitioned fully to the brokerage, BlackBox, which has now grown to over 40 employees. 

[15:43 - 20:02] When he first started his business, Will was ignorant about essential business operations like HR, payroll, and taxes. He quickly learned that these often unappealing administrative tasks are necessary for a well-functioning business. However, having partners to share the responsibilities was a valuable asset. Each of the three co-founders had unique skills that were complementary to one another, meaning they could holistically cover all areas of the business. Of course, they had internal disagreements, but they still managed to put on a united front, avoiding deadlock in decision-making with a majority rules mentality. They had no backup plan, but they were confident in their abilities and business plan, which both proved successful. 

[25:16 - 29:09 Two main variables affect the difficulty of dispatcher and broker roles. For dispatchers, drivers can be difficult to work with. For brokers, customers can have complex requirements. Will enjoyed dispatching due to the closer relationships he was able to build with drivers and the insights gained from this, which helped in the brokerage. Further, he found dispatching far more predictable, allowing for better scheduling, especially when compared to the dynamic nature of brokerage. He found it fulfilling to help owner-operators and small trucking fleets, knowing he had a direct impact on their success.

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Ed is CEO of his family business, Burns Logistics, a transportation sales agency focused on shipper-carrier relationships. Responsible for the day to day operations, business strategy, and company profitability, Ed is helping to position the business for further growth by facilitating strong partnerships between carriers and shippers. In 2012, Ed founded Melior Websites, which he still has a part-time engagement with.

[10:23 - 16:00] Ed’s experience with his business Melior Websites had several ups and downs. He chose the name Melior due to it being the Latin word for better, but soon realized that many people did not know how to pronounce it and faced many challenges as a result, eventually deciding to rebrand to Ed Burns Group. When he started the business, he sought advice from successful entrepreneurs, building out a strong network of mentors. He would advise any business or career starters to do the same as networking provides a wealth of opportunities. Melior initially struggled but found success around 2017-2019. However, they then experienced a failed business acquisition where the buyer failed to fulfill the agreement. Following this, Ed took back the business and restructured it, mentoring a young associate to take over the company so he could explore elsewhere.

[16:38 - 21:01] Neither Ed nor his father, ‘Big Ed’, expected he would join the family business, but Ed saw potential in the company’s unique business model and the opportunities for growth it held. In order to navigate the family dynamics while working together, Ed and his father sat down to discuss strategies for resolving any potential conflicts early on. Generally, his father was kind and easygoing, allowing Ed to make decisions and trusting his judgment, but Ed valued his father’s input on any big decisions. Their relationship was productive, allowing Ed to grow within the business, eventually taking over as CEO.

[34:31 - 36:34] Burns Logistics connects shippers and carriers directly. They focus on small fleets that operate in specific niches, as this is where enterprise shippers tend to prefer sourcing capacity from. Often, their clients lack sales teams, so Burns Logistics acts as their sales agency. It’s an unconventional model, but it has proven successful in sourcing capacity for repeat contract business as they match carriers with suitable shippers, thus benefiting both parties.

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A leading expert in supply chain management and logistics analysis, Cathay is the Founder and President of Logistics Trends and Insights LLC, a global logistics market research company. She is also a research analyst for the Journal of Commerce and releases a weekly newsletter titled Freight Forward.

[09:50 - 15:34] Having always had a passion for research, Cathy has one piece of advice for when you are reading blog articles or listening to podcasts: don’t take any data at face value. Numbers can be argued in so many different ways, so it’s important to fully appreciate the full story behind the data. Where do the numbers come from? How is the index derived? These are questions you need to answer before you accept the conclusion that is drawn. Dig out the source and find the full story.

[21:34 - 26:24] Over the past few years, supply chain markets have returned to their pre-pandemic levels, with retailers who faced financial challenges before facing them again. Common issues include excessive stores, inappropriate inventory, and high supply chain costs. One of the most interesting trends to Cathy has been the de minimis rule, which allows for the importation of goods valued at $800 or less per shipment without duties or taxes. This is often utilized by Chinese e-commerce providers like Shein who consolidate their shipments to avoid duties and taxes. Some people see this as smart business, while others see it as exploitation. In the US, several bills are being considered to address this as it is perceived to be unfair given that China does not have such a lenient rule for imports.

[35:00 - 39:37] In her research, Cathy has observed a significant increase in the adoption of technology in logistics. More companies are using dynamic pricing, similar to the models used in passenger air travel and ride-sharing services. Similarly, modern platforms are coming in that allow shippers to choose the best mode of transport based on cost and time requirements. There is also an increase in the use of AI, with its ability to enhance decision-making and efficiency, which can also be used for analysis in combination with dynamic pricing models and transportation platforms. No matter what, technology should be seen as a tool to assist humans, not replace them.

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Sarah Ruffcorn is the President of Trinity Logistics, a freight broker based in Delaware with over ninety agent offices throughout North America. She has worked at Trinity Logistics for over twenty-two years, having started out as an Account Manager and risen through the ranks to where she is today. Sarah has just been announced as 2024’s Distinguished Woman in Logistics at the TIA 2024 Capital Ideas Conference.

[14:27 - 15:16] Sarah emphasizes the value of forging strong links with carriers and the owners of those organizations. She cites these reciprocal relationships between her team and carriers as a way of solving some of the challenges posed by trucking, since each could help out with certain issues, such as freight not being ready, or logistical problems. The partnerships contributed to a positive environment and meant Sarah enjoyed her work. 

[23:36 - 24:32] With so many new technologies being developed, Sarah says that she and her team are still in the process of deciding how to integrate them. Currently, business leaders typically bring the technology to the table, then Sarah brings it to her technology team, who evaluate it from a security perspective and a technical perspective. Once this is done, the business side of the operation decides whether the technology in question would be beneficial for the company. The team puts together a charter that formalizes who owns the process and who will spearhead the implementation of the technology at an executive level. 

[29:29 - 33:32] Sarah speaks about the benefits of doing what is right for the team, even if that means relinquishing a leadership role. She says Trinity Logistics adhere to the slogan ‘Do it for the team’. Sarah says that when she was presented with an opportunity to climb the ladder in her job, she was careful about the moves, and would always ask herself whether her skill set would help the company. If so, she would do it, but if not, and she thought there was someone else that was better placed, she would recommend them instead. Sarah believes that self-sacrifice is a key part of leadership.

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Chad is President of Reliance Partners, one of the largest transportation and logistics insurance agencies in North America. His team is differentiated by their strong culture, unique diversity, and investment in technology, all of which has helped them to achieve year-over-year organic growth in excess of 30%. Prior to Reliance, Chad was President of Brokerage at Coyote Logistics and President at Access America Transport.

[09:26 - 11:33] While Chad was working at Access America, the Great Recession hit in 2008. To manage it, the team saw two options: buckle down and weather the storm or be aggressive and leverage a challenging marketplace to outwork everybody and increase your market share. Access America went for the latter, growing from $42 million to $56 million in revenue in just one year. That wasn’t the growth they were accustomed to in a favorable market, but it was growth nonetheless. They hustled through the time, not being afraid to make losses on shipments and instead building good relationships with carriers and customers who knew they could depend on them while having contingency plans in place for the ‘what if’s. It truly is a testament to grit having a lot to do with your success. 

[22:35 - 25:14] When Chad joined Reliance Partners, he worked with CEO Andrew to help scale the company. You always have to pay attention to cash as you grow, and they were fortunate to have very supportive angel investors who gave them the ability to make strategic hiring decisions early on, getting in good talent quickly. They also focused on getting good market access, with Andrew and Chad profiling any competitors in the market and new insurance companies so that as they expanded geographically, they could build a competitive map of what each area’s market looked like and who were the key players they had to build relationships with. They do this to this day to ensure they are constantly ahead of the curve. 

[36:01 - 40:04] Reliance Partners insure freight brokers of all sizes, but they of course have somewhat of a checklist for who they are willing to insure, as will any other insurer. Chad advises brokers to be very clear on what they want out of their insurance policies when they are talking to an agency. For example, what are your goals from a cargo perspective? Are you looking to take on some risk or are you looking to shield yourself from some risk? That will help give both parties an idea of the relationship. Chad also explains that insurance agencies will look at the structure of the organization, specifically on how it is backed financially to assess the liability. Ultimately insurance agencies are looking at your entire operations and where potential liabilities may rise and what your comfort levels are for if they do. 

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Samuel Bissonnette is a Canadian truck driver who has been an owner-operator for around 13 years. He hit the news recently after losing then finding his dog, Denver, in the Virginian town of Blacksburg. 

[22:08] Samuel says that with the advent of technology services and data services, he is able to run his business all by himself. For instance, technology has allowed him to meet the conditions of the broker that needs him to inform them on what's going on. Samuel also says that better technology has allowed him to deal with the broker the way he wants to deal with the broker, which is different to the experience of working for a bigger company.

[26:18] Samuel offers three pieces of advice to those looking to become an owner-operator. Firstly he says that commitment to the lifestyle is important, since being an owner-operator is a lot more work than just being an employee. The next piece of advice relates to learning and understanding the costs involved. Samuel says that being an owner-operator depends on being aware of the financial costs involved with a range of loads and distances. Lastly, Samuel says that while one owner-operator will never be able to give the service of multiple trucks, the best thing you can do is give great service. 

[30:26] One unique aspect of Samuel's trucking operation is that he travels with his two dogs, Dallas and Denver. He shares the story of how Denver got lost while chasing a deer. Despite his efforts to find Denver, he had to continue with his job and eventually hired a professional pet tracker to help locate him. Sam recounts how he had to drive a long distance from Maryland to help him, and upon arriving at the location, he had difficulty finding the exact spot where Denver was last seen. Upon returning to Blacksburg, he received sightings of Denver in the same area he was situated in. With the hope of attracting Denver, Sam barbecued ground beef in his truck in the mountains. After hours of barbecuing, he heard something approaching his truck and saw Denver. He credits this success with the willingness of the local community to help him find the dog.

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Lindsey Trent is the Co-Founder and Executive Director of the Next Generation in Trucking Association, a non-profit trade association with the mission to promote trucking as a positive career choice and create trucking programs while encouraging training and employment of young people in the trucking industry, connecting them to training and employment opportunities. She was the Business and Customer Development Manager for Ryder System Inc (2017 - 2022) and the Business Development Manager for Driving Ambition (2012 - 2017). 

[10:41 - 12:37] After Lindsey learned about a high school program focused on the trucking industry, she was inspired to create the Next Generation in Trucking Association, which focused on bridging the gap between industry and education, and getting young people opportunities across the country to be trained in the trucking industry. There are four verticals that Next Gen. concentrate on: supply chain management, diesel mechanics, driving and warehousing, and logistics. Lindsey says the trucking industry needs to be influencing educators, influencing students and saying, “we want you”. 

[18:22 - 19:49] Lindsey’s mission is to invest in the next generation and build up the workforce. She says that it’s all about tackling the problem at its core. Lindsey emphasizes that the Next Generation in Trucking Association is not an overnight solution. This means she is comfortable with saying “we’re not the right fit for you”. She says “we're trying to plant the seed, so in five, ten years, you aren't going to have this problem.”

[27:19 - 29.12] Lindsay’s mission for the future is to continue to grow the association. She says they are trying to get a list of all the career fairs across the country in order to promote the trucking industry as a viable job opportunity. Next Gen. also wants to get more programmes in high schools and make more connections with the community colleges. They are also trying to help companies see that there are work-based learning opportunities for them to get a sixteen or seventeen year-old to come and work for them. 

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Tyler Johnston is Director of Operations at Mercer Transportation, where he has worked since 2013 in various capacities including Brokerage and Freight Operations Manager, Mid-America Freight Operations Team Lead, and Freight Coordinator. Mercer Transportation, founded in 1977, is a trucking company that provides shipping capacity anywhere from a single load to large volume moves, and can handle anything from regional shipments to cross country or international moves. Transport Topics has recognized Mercer Transportation as a “Top 100 Carrier”. 

[22:52 - 24:12] Tyler emphasizes that, when it comes to freight, time is money. Predictability is everything in this industry, as it breeds efficiency, which in turn breeds profitability. Tyler ensures success by knowing what he’s getting into, knowing what to expect, and knowing how to get out of there. For instance, he suggests that consistency in freight rates is better in the long run than negotiating every time on a load that is completed every week. When Tyler can predict a rate, this reduces time and uncertainty, which will lead to greater profit.

[25:25 - 27:10] Tyler considers the value of strong broker-carrier relationships in the freight industry. While there are occasionally obstacles that prevent this from happening, the prevalence of fraud means that familiarity and trust is equal to a higher rate on Tyler’s portion and his customer's portion, too. Customers are willing to pay for the security that their freight is going to get from point A to point B in a timely and efficient manner, which is why good relationships between brokers and carriers are so beneficial for each party involved. What’s more, established routes and trust-based relationships means less time is spent on logistics and more can be spent on other tasks.

[28:02 - 32:55] Tyler discusses the different types of freight relationships and the importance of knowing your broker and the market. Tyler explains that there are three ways to get freight: contract, spot market, and relationship freight. Contract freight involves a long-term agreement between the broker and the carrier. Spot market freight is more immediate and requires quick solutions—in short, it is on the spot pricing for an on the spot truck. Relationship freight is built on trust and reliability between the broker and the carrier. Knowing which category the freight falls into is beneficial for both the broker and the carrier, as it helps determine the urgency and negotiation power involved.

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Behind The Freight is handcrafted by our friends over at: fame.so

Dooner is an award-winning podcaster who hosts and produces FreightWaves' WHAT THE TRUCK?!? In under a year, he helped build FreightCasts, the world’s largest logistics and supply chain podcast network in media. WTT is ranked in Apple Podcasts top-20 Business News podcasts. He also writes a newsletter of the same title with over 15k subscribers in the supply chain and trucking niche. Dooner has been in freight since 2005 and has held director positions in operations, sales, consulting, and marketing. He has worked with FedEx, Reebok, Adidas, L.L. Bean, Hasbro, Louis Vuitton, and many more high-level clients across the full spectrum of the supply chain. He was also a featured speaker at TEDx Chattanooga.

[10:37 - 13:15] Tim's insights into content creation challenges stem from his own experiences with "What the Truck?!" Starting out, he faced the common hurdle of consistently producing episodes while balancing other commitments. Initially, Tim had no background in freight but found himself in the industry due to circumstances. At FedEx Trade Networks, he tackled complexities of air, ocean freight, and global logistics, gaining a thorough industry understanding that fueled his future content creation. Despite various setbacks and career shifts, Tim's creative instincts persisted. His journey from music to freight operations to sales demonstrates a willingness to adapt and learn, essential traits for content creators. Tim's realization during his darkest times that he needed to rewire with a sense of purpose highlights the importance of resilience and self-awareness. His decision to channel his energy into positive endeavors, such as podcasting, enabled him to overcome personal struggles and find fulfillment in his work.

[13:45 - 22:13] Tim's collaboration with FreightWaves and Craig Fuller demonstrates the power of seizing opportunities. Despite initial skepticism from others in the industry, he recognized the potential of podcasting as a powerful medium for freight content. His passion for creating engaging, conversational content resonated with Craig's vision, leading to a partnership that continues to thrive. Through FreightWaves TV and other innovative initiatives, Tim demonstrates a commitment to expanding content distribution and reaching diverse audiences. By embracing new technologies and platforms, such as social media, Tim maximizes the impact of his content, which now supports an entire team and multiple shows while fostering community engagement and driving industry conversations forward.

[22:15 - 25:47] Tim's emphasis on brand authenticity is rooted in his belief that genuine connections with the audience are paramount to long-term success. For instance, Tim's casual attire infuses his personality with the podcast and reflects an understanding of his industry’s culture. As he says, Freight's not pretentious, so it's grassroots and it's very genuine and authentic. He further explains how he includes a variety of guests on his show, from truck drivers to C-suite executives. This creates a well-rounded platform that appeals to a broad audience and fosters trust because he is genuine in his approach to content creation.

[29:30 - 29:58] Timothy emphasizes the importance of collaboration over rivalry in the industry. He mentions supporting others by offering his platform to help them grow. Timothy believes that forming early partnerships and friendships can lead to great collaborations and success in the future. His approach is to assess if a partnership makes sense, and if so, he aims to help where he can, fostering a supportive community.

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Join them as they explore:

Paul launched FreightCaviar in 2020 as a logistics media platform catering to freight brokers, dispatchers, and truck drivers. Offering entertainment and educational content through memes, podcasts, and newsletters, FreightCaviar focuses on freight tech, brokering, and nearshoring. He’s a Chicago native and University of Illinois graduate. Paul’s career includes roles as a freight broker at Everest Transportation Systems and overseeing an outsourced operation in Ukraine, growing it from four to nearly 100 employees. 

Episode Highlights:

[09:48 - 12:20] Paul views entrepreneurship as an ongoing learning experience, akin to attending college. Each year presents new challenges and lessons, shaping his approach to business. He emphasizes building strong relationships based on trust and shared experiences. Paul's philosophy resonates with the idea that simplicity often trumps complexity in business and relationships. By continually seeking to understand himself and others, Paul adapts his business strategies to create meaningful connections and drive success.

[13:16 - 17:28] Paul stresses the significance of face-to-face interactions for strong business relationships. Despite being an introvert, he recognized the power of personal visits to trucking companies, which transformed phone conversations. By investing time in visiting clients, Paul deepened connections and improved communication. He advocates for carriers and brokers to prioritize in-person meetings to build trust and rapport. Paul's insight emphasizes the adage, "People do business with people they like, know, and trust," he encourages others to prioritize personal interactions for long-term success.

[17:32 - 19:33] Paul highlights the importance of leveraging content creation to build business relationships with customers. This effort created organic growth and led Paul to diversify with a podcast and a newsletter. His inspiration came from a desire to replicate the informative and engaging style of publications like Morning Brew, tailored specifically for the freight and logistics industry. Despite starting without a clear business plan, Paul's commitment to content creation paved the way for the evolution of his media company, Freight Caviar, and later, Shipper CRM.

[34:58 -39:15] Paul prioritizes quality over quantity, particularly in content creation and customer relationships. While increasing the frequency of newsletters could have boosted revenue, Paul recognized the potential trade-off in quality. Instead, he maintained a high standard by limiting sponsorships and focusing on long-term relationships. This approach aligns with his belief in sustainable, organic growth, fostering customer trust and loyalty. Paul acknowledges the noise and distractions in the entrepreneurial landscape but advises entrepreneurs to be steadfast in their commitment to authenticity, quality, and genuine connections.

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Trey has been consulting full time since 2022, helping logistics companies increase their revenue through marketing and content strategies. You may have also seen him speaking at events across the country. 

Episode Highlights:

[03:38 - 15:51]  Trey grew up in Kansas City, the son of a local truck driver. He spent his Summer days as a kid traveling around with his Dad on jobs and playing baseball in loading bays, and when he was old enough he learned how to back up a truck - a skill he now uses driving his RV today. Trey spent his twenties teaching high school physics until he and his wife had two kids and moved to Portland, Oregon. From there, he moved into sales and worked his way from door-to-door to a sales manager. 

[21:20 - 29:51]  Trey had battles with self-confidence through his early life, but eventually plucked up the courage to start his own business, BETA Consulting Group, in 2019. It took him a few years to get the ball properly rolling, doing bits where he could alongside other full-time positions. It wasn’t until 2022 that he dedicated his whole time to the business. His background in sales helped him strategize and plan the sales and marketing teams for his consultancy.

[30:10 - 42:29] So how do you turn customers into fans? And why should you turn them into fans anyway? Trey says it’s important because fans are loyal, and pay full price, and share their experiences with the company. Great marketing gets you in front of your audience, but then it all comes down to a great service to nurture them over time to become advocates for your brand. 

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Todd is President and CEO of the American Truck Business Services, often known as ATBS, providing bookkeeping, accounting, tax, and business consultation services for truck drivers since 1998. 

[03:11 - 08:15]  In the early ‘60s, Todd’s dad left farming and bought a truckline with three trucks. He had three sons, Todd and his brothers, and they all worked there from the age of twelve, doing every job imaginable. Learning the business from the ground up, Todd fell in love with the industry and knew his future was somewhere within it. He and his brothers ended up taking over the truckline when their dad retired, and he left them to do it, knowing they knew what they needed to keep it successful. This meant they could make and learn from their own mistakes instead of being micromanaged anytime he was back in town. They ran the business until 1998, when they sold it to start ATBS, but they all learned to be hardworking from their father, and Todd is passing the same lessons down to his children. 

[11:47 - 15:45]  When ATBS started, nobody really used the Internet. This meant that just getting the idea for the service out into the market was difficult. They were able to partner with trucklines to find customers, and as their goal was to educate both the fleet and the drivers, this proved fruitful for both parties. The hardest thing was ultimately getting drivers to actually participate. It was an uphill challenge, as most only cared about pressing pedal to the metal and getting through as many miles as possible as fast as possible. They didn’t care about their MPG or cost per mile, and so they had to tease them with the benefits of making more money. However, when Hurricane Katrina hit and fuel costs spiked, suddenly drivers were hungry for information. 

[25:21 - 27:12]  Working with family is a big part of being in the trucking industry, with many family-run companies across the country. Todd has been working with his brothers for over 35 years since they started when they were just twelve years old. With just three of them, it’s been easy to avoid big arguments over the best steps to take as there will always be a majority vote and it’s never the same two against one situation. Todd likens it to having a board without needing to have a board, as they’re not afraid to be honest with one another when things aren’t going to work. It wouldn’t work for everyone, but it works for them, and has done for several decades.

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Since 1997, Marc has been Partner and Co-chair of the Transportation & Logistics Practice Group at Benesch, Friedlander, Coplan and Aronoff. There, he has litigated a variety of transportation and logistics-related cases in both state and federal courts throughout the USA, as well as before administrative bodies.

[10:59 - 12:43]  When you’re building a business, it is vital to understand the laws that govern it. In doing so, you can mitigate the risks that could derail your business, such as forgetting to procure the appropriate licenses. Although mistakes like these are simple to fix, they can hurt your reputation and cause you to lose customers, so it’s essential to address them proactively. It’s due diligence that will pay off in the long run. 

[17:16 - 20:05] To Marc, good business relationships depend on good contracts. Both parties need to understand their relationship with one another. For broker-carrier relationships, you need specific considerations to ensure you are on the same page. These include the exposure for any given party, what constitutes a high-value load requiring more insurance, and how to match up insurance and liability limits. For brokers specifically, Marc sees large exposure coming from a failure to match up the promises a broker makes to a customer with the promises they are extracting from the carrier. By creating a gap, they face exposure.  

[28:06 - 37:25] In 2019, Assembly Bill 5 (AB5) was passed in California, changing the transportation market due to new rules for independent contractors comprising a large portion of the industry. Essentially, companies must complete the ‘ABC’ test to determine if their workers are deemed independent contractors or employees. The key part that affects the trucking industry is the ‘B’ portion, which looks to see whether the hiring company can demonstrate that the person is doing something outside the usual course of the business. Because of the nature of trucking, it’s almost always an automatic fail, so workers cannot be classed as independent contractors. AB5 has been in effect since 2022, causing impacts on capacity across California. There are complicated workarounds involving a 12-factor test, but most companies have pivoted to a ‘broker-carrier model,’ in which they switch from being a carrier to being a broker so they can employ their former drivers as independent contractors. Ultimately, this bill has caused widespread problems, with smaller carriers going under and smaller brokers losing their business as a result.

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Joel has been the Senior Driver and Head of Research and Development at Ploger Transportation since 1987. He brings over 30 years of experience in commercial vehicle specifications, fuel economy, and operational expertise, with a driving record surpassing 4 million miles. Joel is a two-time recipient of the Top 50 Green Fleet award and won the 2018 HDTX Innovators Award. Additionally, he led the ton-mile per gallon category in the 2017 NACFE Run on Less event.

Episode Highlights:

[03:23] A veteran driver with over 4 million miles and numerous awards, including the Top 50 Green Fleet award and the 2018 Heavy Duty Trucking Innovator of the Year, Joel's journey showcases how serious commitment can drive success. One of the most important things he learned early on was distinguishing the difference between gross and net in terms of financial and operational efficiency. The dedication to understanding and improving these metrics has been key to Joel's achievements. Reflecting on their personal experiences, Joel shares the challenges and rewards of transitioning from working in a family-run recycling business to pursuing his own path in the tracking world, driven by a desire to tackle challenging tasks and improve efficiency.

[16:17] Switching to a payment structure that values time, not just miles, could revolutionize the trucking industry and significantly enhance driver satisfaction and safety. Joel highlights this with his own successful model that combines hourly wages with mileage compensation, which not only rewards drivers fairly but also encourages safer driving practices. By valuing drivers' time, especially during delays at loading docks and other downtown time not accounted for in traditional pay-per-mile systems, Joel has improved job satisfaction while setting a benchmark for the industry to follow.

[21:15] As someone who values efficiency, Joel found it frustrating whenever his previous achievements were compromised. He remembers arguing against raising the speed limit on Ploger Transportation fleet's trucks as a solution for driver retention. It seemed reasonable at the time due to the economic conditions and low fuel costs. However, Joel foresaw long-term pain when the market shifted. This sparked Joel's decision to use his expertise to assist owner-operators and small fleets and collaborate with OEMs who could fund his consultancy, leveraging social media for dissemination. This approach has proven profitable for both the OEMs by boosting their product visibility and for the fleets by improving their operational efficiency.

[27:50] Joel believes a 6x2 axle configuration can significantly boost fuel efficiency compared to the more common 6x4 setup with two powered axles. While the 6x2 configuration enhances traction, it also allows for weight shifting, which improves overall vehicle efficiency on the road. Joel's experience and ongoing improvements to this system underline its potential to optimize performance and cost-effectiveness in the transport industry, making it a valuable consideration for those looking to maximize their operational efficiency.

[31:15] Regarding fuel efficiency on business profitability, while many focus on gross earnings, what truly matters is net earnings, which reflect actual take-home after expenses. Achieving over 10 miles per gallon, even in challenging terrains like the Pacific Northwest and Appalachia, showcases exceptional efficiency and significantly boosts the bottom line. This reduces both fuel and maintenance costs.

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Since 2010, Lee has been working as Sector Head and Senior Analyst of Freight Transportation and Logistics at Bloomberg Intelligence. There, he researches and analyzes all things freight. Since late 2023, he has also been the Host of Bloomberg’s Talking Transports podcast.

[06:18] Lee’s career began on Wall Street, but he was looking to do something different, so he started a research job in property and casualty insurance. After working in the role for around a year, his boss said he was due a promotion and suggested he start covering transport. Wanting to be a casino analyst, Lee wasn’t convinced it was the right move, but his senior convinced him, and that’s how he started on the transportation side. Now, he’s been covering freight transportation and logistics as an analyst for nearly 19 years. 

[20:07] As well as covering trucking, Lee’s work looks at railroads and marine shipping. At the moment, you can’t really pay attention to the news without hearing about the Red Sea crisis, and that’s been one of the biggest changes heading into 2024 for the markets. Rates are going up by up to 300%, depending on the lane, due to ships having to avoid the Red Sea and Suez Canal, instead going to the southern tip of Africa, around Europe, and to the east coast of the USA, adding around twelve days to every journey. Couple this with the issues in the Panama Canal and the Russia-Ukraine conflict, and everything’s complicated. There will likely be increased congestion at ports, with some shippers choosing to go to the west coast of the USA instead, which would be good for the trucking side of things. Ultimately, the global markets are in flux and will stay that way until the Red Sea conflict comes to a close. 

[38:36] In his two decades in the industry, the biggest change Lee has seen is how technology has created more efficient networks, allowing people to make better decisions. With a smartphone, owner-operators can now make very informed decisions about whether to take a load, allowing them to improve their ROI. To Lee, this benefits them and the big players like FedEx and CSX. While he doesn’t deem AI likely to be driving our trucks one day, its additive benefits will be, and already are, transformative in terms of our productivity. He’s also seen a distinct shift in portfolio management, with some companies diversifying into other businesses and others taking a U-turn and focusing more on their core strengths. 

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Alex is the voice of Mutha Trucker News, and has been since he started the YouTube channel in 2012. The channel now has over 900,000 subscribers and followers who tune in to discover the latest industry news, advice, and stories. Alex also co-owns Big Rig Tees, a trucking apparel company.

[08:11] Mutha Trucker initially began with Alex and his girlfriend vlogging their life on the road under the alias The Asian Mai Show. The show didn’t have much direction for six years, with the content essentially being a form of journaling for them. However, Alex rebranded the channel to Mutha Trucker News a few years ago. There was little interest when the content was just about Alex, but when he instead interviewed drivers, people loved it. As it picked up, he started to attend trucking shows to better understand the industry and work towards his goal of giving truck drivers, owner-operators, and fleet owners a better experience.

[18:59] Alex’s focus now is to help truck drivers with their pain points. Often, these stem from not understanding the business side of things, so Alex partially helps to educate on how to be a business owner. He further advises drivers to build relationships, using load boards to support this. It’s not enough just to use one because it might go down one day, and then they would hypothetically be left with no business. Instead, he recommends having as many tools in your toolbox as possible to maximize your efficiency and profits. Ultimately, trucking is an interpersonal industry, so communication, trust-building, and forming direct relationships are crucial to success.

[26:25] If social media is part of your business model, then you’re doing it right. It’s such a dynamic space that there is no one right way to go about it, and according to Alex, there are not many mistakes to be made. The biggest mistake he sees is businesses segmenting their content and only posting it on specific platforms. Instead, you should post everywhere and extend your reach to every possible part of your target audience. If you don’t, your competitor will. If you’ve already built up a following on one platform, then direct that audience to your new one — it’s an effective way to build an audience quickly. 

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Having started as a Small Fleet Owner for FedEx Ground, Kevin Rutherford has built a name for himself in the logistics industry. Until 2022, he hosted Road Dog Trucking’s Trucking Business & Beyond for Sirius Satellite Radio. He is now the Owner and Presenter of LetsTruck, a call-in business advice show that has helped thousands of owner-operators and fleets improve their fuel efficiency and maintenance costs and increase their bottom line.

[05:40] There is very little help out there for owner-operators and carriers in today’s market. If you look at other industries, there are all sorts of education opportunities for almost every role and guides on how to get started. For those of us in the trucking industry, there is very little. Kevin is one of the only sources for advice, so he hasn’t had much competition working his way up to the top. But he still had to build credibility, and he was able to do that with his own experience of being a Small Fleet Owner. Everything he learned along the way could help someone else, so he became the widely respected voice he is today.

[11:44] Trucking was in Kevin’s family, but they never had a family business. Almost everyone was an owner-operator at one point, doing their own thing. His father was somewhat of a reluctant owner-operator. He was more interested in the mechanical side of things than business. He kept going through cycles of going bust and having to get a union job until he earned enough money to start again. Seeing this, Kevin did not want to get into the trucking industry until he was 21, and it seemed like a good idea to bide time until he figured out what he wanted to do with his life. By his fourth year, he had 11 trucks. With each one, he was losing money, and he got to the point where attorneys recommended filing for bankruptcy. Having borrowed lots of money, he felt like filing for bankruptcy was morally wrong, so he started working off the debt and studying business more and more. Four years later, he was debt-free. 

[17:07] Through facing bankruptcy and the grueling process of paying back debts, Kevin learned how to run a successful small trucking company. Yet, he didn’t run one. Instead, he focussed on building a company that could help other people not go through the same stress he did and learn the right to do things from the very beginning. He wrote an accounting software, which eventually became ProfitGauges, and started writing articles for Overdrive magazine. From there, he was invited to speak on the Partners in Business panel, which he ended up presenting. It was intense with a fear of public speaking, but Kevin quickly realized he was good at answering questions, which started to pave the way for LetsTruck.

[24:25] Kevin’s transition from magazines to radio came from Dave Nemo. Having read his business columns in another magazine, Dave called him up and asked him to come on his show for an interview. After just 15 minutes of the interview, Dave stopped him talking, and they started taking listener’s questions due to the sheer volume of calls and texts the radio show received from listeners. Although it was meant to be a one-time thing, Dave asked him to make it a regular feature whenever his business column went out. Before even a week had passed, the schedule got bumped from monthly to biweekly and then up to weekly. From there, he became a guest on two other Sirius XM shows and eventually asked to start his own, which is how Trucking Business & Beyond was born. 

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Grace is a journalist, interviewer, and writer passionate about Freight Tech. She currently hosts FreightWaves Drive Time on SiriusXM alongside writing for FreightWaves. Prior to this, she was Chief Strategy Officer at Fifth Wheel Freight.

[09:24] When she decided to go to college, Grace’s mom helped find her the right place but ensured Grace knew it was her responsibility to pay for it. Looking back, Grace is proud of herself for funding her own education and the planning that prepared her for the working world. She joined Fifth Wheel Freight in the start-up stage, so she needed to be scrappy and willing to just get things done. In the brokerage, she realized this approach was key to finding new opportunities and building skills. When it came time for her to leave Fifth Wheel, she was suddenly overwhelmed by her many choices after building up a wealth of knowledge. To anyone thinking of their next venture who is scared, she recommends just doing it. 

[13:46] At Fifth Wheel, Grace started out as an Account Representative and then moved up the ranks to Chief Strategy Officer. When she first started, they essentially acted from cradle to grave. They would buy shipments from their shippers and customers and sell them directly to Carriers. As they scaled, this quickly showed to be inefficient from all directions. Having to redesign the process was incredibly interesting for Grace, and she turned her focus to utilizing their tech to enhance what they were doing. They had to shift from scrappy start-up mode to strategic scale-up mode. It was all about investing in the people instead of the tech and ensuring they used it to the best of their ability.

[26:09] Since joining FreightWaves and transitioning her career to journalism, Grace has built a persona that is widely recognized, but as with any career change, there have been some challenges. The first one was the change in leadership style. The management was very hands-on at the brokerage, ensuring everyone was on track. In her first week at FreightWaves, it was evident that this was not the case in the company, with the Editor in Chief surprised she let them know she was leaving for the day. It’s a far more self-sufficient culture, which gave Grace more freedom in her work, but it was a tough transition to get used to.

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A Chemistry graduate turned events pro, Toby Young is the Show Manager for the Mid-America Trucking Show, one of the biggest trucking events in the calendar. He is also President of Exhibit Management Associates, a results-driven event management agency.

[10:35] The trucking industry is very family-oriented, and many professionals work with family members across the board. This can be difficult to navigate, especially when conflicts arise. Having worked with his family his entire professional life, Toby has seen conflict resolution go well and poorly. He reflects on the past and advises others in the same boat to remember that you are all working towards the same goal and not to get caught up in your passion. Sometimes, the best strategy is simply to take a step back, recognize this, and return to the conversation with a cooler head. Then, you can present your arguments, justify them, and listen to and understand the other person’s outlook. Of course, this doesn’t just apply to family businesses; this would work in any conflict.

[18:37] After graduating with a Chemistry degree and deciding to join the family business, Toby held various roles in Exhibit Management Associates, from sales to PR to the website. Working across all facets of the business gave him a unique perspective for transitioning into a leadership role. Experience allows you to understand how something truly operates so you have the full picture, allowing you to lead by example. Toby has never got anyone to do something he wouldn’t be willing to do himself. Even today, he’ll take out the trash, clean up the offices, and deliver packages to the post office when necessary. He doesn’t want to be the boss who cracks the whip from behind a desk; he wants to be the leader in the trenches.

[32:10] The Mid-America Trucking Show is unique; it focuses on bringing educational content to the industry to help everyone improve their businesses. Since its beginning in 1972, the show has involved different components, with the exhibition being the primary part. However, each year, the team interviews attendees, and they have discovered that most people come for the entertainment and view the exhibition as an added bonus. Because of this, Toby and his team are now focussing on almost rebranding the show, making it more apparent that they are there to help trucking businesses, make them more money, and increase their efficiency. They have introduced a seminar series and reached out to big-name companies and individuals to share their own experiences and expertise. It’s not about pitching products but about sharing what works for different people. Everyone wants to make the industry better, and this is one stepping stone on the way.

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The person in charge of safety procedures is rarely the most popular, but Sam is one of the industry leaders in sharing and educating others in the most important aspects of safety protocols in freight. He is the brains behind Wattsmen Diesel House, a website created for the purpose of educating and entertaining the industry. He also acts as Safety Supervisor at Meiborg Brothers, operating in Rockford, Illinois.

[15:36] Before you start building out your safety program, Sam recommends being brutally honest with yourself about where you are currently sitting with everything. You need to learn exactly what you need to be following safety guidelines, and then bring yourself up to meet and exceed that. If you ignore the problem, it won’t go away, and frankly could cost you a lot of money. Don’t be afraid to say you don’t know or you don’t have something, that’s the only way a safety expert can help you. You wouldn’t lie to your doctor about your pain level, so don’t lie to your safety officer about your compliance. Once you’ve brought everything up to where it needs to be, then you can focus on maintaining your standards. 

[21:58] To be on top of safety, you need to be aware of the Behavior Analysis and Safety Improvement Categories (BASICs) the Federal Motor Carrier Safety Administration (FMCSA) uses to determine how you are ranking compared to others in safety. Ignorance is not an excuse for being unsafe, so this is imperative. You need to know the seven BASICs that a safety department is built off of: unsafe driving, crash indicator, hours-of-service compliance, vehicle maintenance, controlled substances, hazardous materials compliance, and driver fitness. Each of these has over 100 violations that the FMCSA could pull you up on and so you need to make sure you’re on top of them all.

[28:39] Safety is not worth ignoring. While it may not make you any money, and it may not be ‘cool’, it will cost you a lot of money if you ignore it. That’s what Sam says to brokers to get them to listen. Neglecting safety will come back to bite you, there are no ifs and buts. While the most common effects are tow-charges and late deliveries, if your safety score drops too low in an audit, you could lose your insurance and even your whole company. It;s not worth the risk.

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Rob Haddock is a Strategic Senior Business Executive with extensive experience leading supply chain management organizations. He is currently a Transportation Consultant for Albedo Logistics, having recently finished a 40+ year tenure at the Coca-Cola Company, where he was most recently Group Director of Transportation Strategy.

[10:44] In his early career, Rob spent two years working on the production line at the Coca-Cola manufacturing plant. He quickly learned the dynamic nature of the production schedule, which was in constant limbo based on the upstream forecast, the inventory, and the materials coming into the facility. When he moved up into the warehouse, where he spent a decade, he was effectively responsible for every part of the production scheduling, continually adjusting on the fly to parts of the equation dropping out. He has carried this experience throughout his entire supply chain management career.

[21:50] After ten years in the warehousing role, Rob moved further up in The Coca-Cola Company, heading to a larger facility in New Jersey where he did a lot of customer interfacing before being pulled into working on the summer Olympic games in 1996 and 2000. He had to plan inventory, secure products, get trucks, and set up all the supply lines, all with very little technology. He would track inventories at thirty venues, input them into spreadsheets, and manually figure out the replenishment needed, with all products getting where they needed to be on time. 

[28:59] Rob strongly believes shippers need to be welcoming to drivers as they are an integral part of logistics. So much energy goes into getting a product to a shipper’s warehouse that people almost forget it’s not yet with the customer. Who is crucial to finishing the journey? Drivers. They work nonstop and just need to be met with a smile and some efficiency. Rob advocates that every place you check in and out at a shipper receiver should essentially be a welcome center for the driver, eventually leading to greater efficiency across the whole transportation industry in the long run.

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Seretha is a seasoned Project Management Executive with extensive experience in financial data analysis, information systems technology, and strategic planning and execution. From a career start at The Coca-Cola Company to then Project Management at XPO Logistics before founding SJW Logistics in 2020, a third-party logistics company providing best-in-class solutions, Seretha has spent a lot of time in logistics, building up extensive knowledge of the sector.

[09:37] In her work at Coca-Cola and XPO, Seretha was constantly researching. She wasn’t just researching her own company, but others too, such as JB Hunt. They all had similar stories: they started slowly and then grew everything. This research was her first step towards founding SJW Logistics. Having seen companies succeed through this approach, Seretha followed the same methods, doing what she knew best and creating a project plan. She advises always planning your work before you complete it, especially in entrepreneurial pursuits.

[15:40] Often, small business owners get so caught up in the passion of running a business and the small successes that they hold onto everything they are doing, even when it’s not working. This then means that when things don’t work out, they can feel like a failure. From her work in corporate America, Seretha learned that if things don’t work out, you need to move on and not waste money. There are so many other opportunities that you need to try until you find something that works. 

[22:05] SJW Logistics recently had some issues around double brokering in the marketplace. They did their due diligence in setting the carrier up, and it seemed to be checking all the boxes, but the company they were working with was a scam. This experience has taught them to be cautious of people who wanted quick pay or other slightly weird things from their loads. Now, they always do their homework before working with someone else; you cannot be overly cautious in checking that everything adds up.

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Rob Carpenter has devoted his work life to the Compliance side of transportation. He’s currently the President of his own business, Carpenter Compliance, and works with primary mega clients like Gallagher Bassett and TruckSafe Consulting. He also works with a number of haulage companies to ensure that everyone trucks safely and legally.

[02:56] Rob started out as a driver, drawn in by the practical side of things. He then moved into managing companies and owning some, and even starting his own broker authority. He wanted to get involved in the operational side of things, wondering how the cash flow actually worked. So, how did he get into compliance? Well, it came from a tragic incident. He had always been a wild driver, and rules didn’t matter to him until he ended up getting hit by a truck, rendering him unable to walk for a while. This kickstarted his focus on safety, realizing how important it really was.

[14:28] Anybody who can read a book can grasp compliance at its most basic level, but you still have to be aware of exposure. You can be compliant and still face exposure, after all. Taking road tests as an example, you can use CDL in lieu of a road test and still be compliant. However, if your driver then gets in an accident, the plaintiff’s lawyer will say, “Yes, you were compliant, but how much time would it have taken to do a road test just to check if the guy could drive?” opening up a whole can of worms. Exposure is a huge part of the litigious society we are in today, and compliance leaves a lot of holes in your system. You’ve got to find those holes that a plaintiff’s attorney could extort and fill them, limiting your exposure. 

[27:15] No matter what, if you could have changed a process and didn’t, you’re liable for any accidents that happen as a result. Leaders should thus explain to their drivers why they are implementing new processes to keep them exposure-proof and incentivize them while they start actioning them. Giving them the knowledge behind it will make them more likely to appreciate and adhere to processes. 

[34:23] Quite often, small companies, including Rob’s own, miss the maintenance part of compliance. If you don’t upkeep your maintenance, it can cost you a huge expense and cause you to lose a lot of customers. Many people are also not aware of service hours regulations. Violating service hours can result in huge civil penalties and unsatisfactory safety ratings that can negatively affect your future business. You also need to be aware of driver fitness and ensure they are fully qualified for the seat. If your drivers aren’t right for the company, and don’t follow your processes, you can end up with violations that affect you all. 

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Reed Loustalot is the “Chief Everything Officer” at LOSTFR8, a website that enables carriers of all sizes to market their services to their current and potential customers. Prior to this, Reed was a Broker at Armstrong Transport Group and a National Carrier Sales Representative at Echo Global Logistics.

[18:28] Reed has always been interested in technology and started teaching himself to code when he moved to Chicago in 2019. After learning several coding languages, he built his own website: reedislost.com. Around the time, he was laid off from his job, and an ex-colleague, Rob, offered him a sales role at Armstrong. With nothing else to do, Reed took it on until one day in June 2022; Rob mentioned that they needed a tool built and asked him if he could help out since he had coding knowledge. Although he wasn’t sure he’d be able to do it, Reed said yes and spent the next day trying desperately to figure it out. Over the next two months, he built it out and made it into a business, creating what is now known as LOSTFR8.

[27:45] To create LOSTFR8, Reed drew on his experience as a carrier rep. In his role, he spent most of his time calling carriers and asking them where their trucks were. There’s often very little information about carrier businesses available online, so it becomes hard to figure out what kind of equipment they have or find any information required to offer them relevant opportunities. Reed saw the opportunity to give them a way to answer these questions proactively so that opportunities can be made more readily available for them. The basic tool is a web page where they can input the lanes they run, where they have capacity, what equipment they have, and how to get in touch. Every carrier has its own profile that can be set to public or shared via links. This meant they could go to the web page instead of calling someone like Reed, but since they might forget about it, he built an email tool to send all this info out to their contact lists with no admin. It’s a marketing tool.

[38:09] When he first launched LOSTFR8, Reed didn’t have much money to market it. He was really into Twitter (as it was back then), so he started to post memes and build up a following to invite to a Discord chat he had with his co-founder. With this new audience, he created an AI excuse generator for truck drivers and put it live online, going semi-viral very quickly. Seeing this traction, he then put the LOSTFR8 brand on a hat and put it up to sell, and has gradually gained more and more sales and followers. Social media and communication have been crucial to building the LOSTFR8 brand.

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Christopher is the Assistant Director of Marketing at the Port of Los Angeles, where he focuses on the container and cruise industries, supply chain enhancement and optimization, and maintaining relationships with beneficial cargo owners and railroads.

[19:19] The Red Sea crisis is a part of the broader conflicts in the Middle East, specifically the October attacks and military actions taking place in the Gaza-Israel conflict. The leadership in Yemen has taken the position that anything heading in that direction could be supporting Israel. It is thus using shore-to-ship missiles to shoot at various ships going by. Therefore, most shipping lines have moved their vessels elsewhere because of the risk profile, including the major container lines. Shipping companies have had to make these decisions based on their types of cargo, whether they can afford to be late on delivery cycles, where they are sourcing goods, and the increases in freight rates.

[28:15] With the ongoing conflicts affecting shipping lines, there have been concerns about whether it will have a knock-on effect on domestic truck transportation. While this has not been apparent, some people see it as inevitable because everything in the global market is connected. The question then leads to, when it will stop. From Christopher’s perspective, pricing seems to have plateaued, but it’s up to insurance carriers on whether ships can return to the Red Sea. However, in the shipping world, if there’s a risk, you have to prepare for it, and if there's a way to get around it, then you should, which is what we’re seeing.  

[31:31] Christopher emphasizes the need to focus on safety first to mitigate the challenges that these geopolitical situations and other factors, such as the Panama Canal congestion, are having on the freight industry. After that, you can consider the main goal and the needs of your customer base. It’s all a calculation of speed, distance, risk, and customer needs to find the best solution to the problem.  

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Michael Clements is the President of PDQ America, an asset-light freight brokerage specializing in open deck hauling. Aaron Dunn is the Director of Sales and Marketing at PDQ America, responsible for building relationships with customers and carriers alongside leading brand positioning, marketing strategy, podcast production, optimized digital media creation, and distribution. He currently Co-Hosts Trucking for Millennials with Michael, where they discuss trucking news and engage with transportation and logistics professionals. 

[02:13] PDQ America started in 2013 with a flatbed truck and a 32 ft gooseneck trailer. Taking things one load at a time, the business quickly grew to needing another truck and trailer and Michael had to wrap his head around the laws that came with owning a truck business. Several months in, they got their first big truck: a 2007 Freightliner Columbia, which was quickly followed by a 2011 Freightliner Cascadia. However, the rapid success might have been too good to be true. PDQ started out in the hauling of oil and gas products in a period of snatch and grab. Though he hates to admit it, it gave Michael a false bottom for where the business could go.

[10:04] PDQ stands for pretty darn quick. It started off as a hotshot. They had guaranteed work from day one but going with a hotshot model guaranteed affordability. Michael pretty much walked into a perfect situation. The original truck and trailer pair came from someone local passing away and their wife selling it on to a dealership who then passed it onto PDQ. This gave them the perfect starting point for those first two years of growth. But once oil and gas took a major hit in 2015, Michael started losing customers and went into a lot of debt that he had to work his way out of, going down to just two drivers and trying to get by as best they could. It was this slump that led the company to rebrand to a logistic company that did both brokerage and trucking, changing its name from PDQ Trucking to PDQ America.

[20:57] In 2019, Michael wanted to start a podcast for PDQ, sharing their journey and trucking news. He put out feelers on LinkedIn and someone tagged Aaron, who at the time, was out in the wild creating a local podcast. They met up and Michael shared his idea of Trucking for Millennials. Aaron’s background was not in trucking, it was in car sales and marketing. With a keen eye for creating content and building a message, he was always looking for local people to think in innovative ways about marketing. When he saw Michael’s post on LinkedIn, he knew he had to meet him and hear his ideas. It was pretty much a yes from the get-go, and Aaron was keen to learn about the trucking industry and apply his skills to it.

[29:44] Through Trucking for Millennials, Aaron has got to learn more about the industry every day through his own experience and through the lens of the people they interview. Over the past four years, he has compounded his knowledge by having more and more conversations with truckers, technicians, brokers, vendors, and any other logistics role you can think of. Everyone has a unique perspective of the industry and all of those together have given him a true perspective on what’s going on, as well as how it’s evolving. When he started out, there was fallout from ELD mandates, and then rates shot up, and then COVID hit. Through each fluctuation, Aaron has learned more about the industry that he can bring to the podcast himself. That being said, through every conversation and change in the industry, one thing is commonly said: collaboration and discussion are paramount in the trucking industry.

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Cassandra is a world-class trucking lawyer who’s worked with the likes of Lewis Brisbois, Echo Global Logistics, and Schneider National. You may know her as the host of “MadGaines”, the live trucking show launched from her MadGaines podcast that made transportation law exciting! 

[02:17] - Cassandra shares her journey on the road to becoming a Trucking Lawyer, from early days fresh-out-of-college, working in sales, and how the threat of losing her job pushed her to move to law school. Cassandra shares how law school retrained her brain and helped her on the path to becoming a full-fledged trucking lawyer, working under Jeffrey Simmons on a range of trucking-related cases. 

[11:23] - Cassandra tells us about the differences between being a lawyer at a law firm, being a lawyer in-house, and working for her own business. She explains that learning how to balance business concerns, and understanding the practicalities of everything, is a fun experience to go through. We hear a story about her past role at GlobalTranz, how she made a mistake with the compliance team, and how she learned from that experience. From there, the conversation turns to her own experience of running her own business, and the process of learning to delegate and how to hire the right people.

[20:32] - In 2018, Cassandra received many messages from companies asking for legal advice. After realizing money was an issue for these people, Cassandra grabbed her phone and started making online content to help answer their questions. After a couple years of this, the pandemic hit. Cassandra, then, started doing live Q&As online to help the trucking industry. That is when everything changed.

[30:30] - Cassandra tells us how shockingly difficult the lack of an industry standard for carrier vetting was, and how RMIS helped her and her team save loads of time. But how do you know who’s good and who’s bad after that initial vetting? Cassandra brought in software developers to produce Carrier Assure: a complimentary system to RMIS that would help organize and grade existing carriers. 

[36:38] - Cassandra tells us about the flood of messages she started receiving from truckers who had been given bad grades on Carrier Assure. It was a big mountain to get over, and she explains how she is working to introduce processes to help drivers improve - but it wasn’t the easiest road at all.

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Laura Cyrus is the amicable Senior Director of Industry Training and Outreach for Truckers Against Trafficking, an Oklahoma-based nonprofit organization that trains truck drivers to recognize and report instances of human trafficking. She is a passionate advocate for the well-being of victims of trafficking in the Logistics sector.

[07:12] - Laura shares her deeply personal journey, revealing the transformative path from facing personal struggles to becoming a dedicated advocate against human trafficking. She emphasizes how her challenges fueled a passionate commitment to making a positive impact. This personal evolution is a powerful motivation throughout her involvement with Truckers Against Trafficking, illustrating the resilience and determination needed to turn adversity into a mission of helping others. 

[18:37] - Truckers Against Trafficking offers free training resources designed to educate truck drivers and industry professionals on identifying and reporting human trafficking. These materials include educational videos, brochures, and online courses. The training equips individuals with the knowledge to recognize signs of trafficking, understand the importance of their role in combating it, and provide practical steps on how to respond and report suspicious activities. Laura mentions that by making these resources freely accessible, the organization aims to empower a wide range of people within the trucking industry to contribute actively to preventing and detecting human trafficking incidents. 

[27:04] - Who are the victims of human trafficking? Laura Cyrus says anyone can be a victim, highlighting that human trafficking doesn't discriminate based on gender or age. Men, women, boys, and girls can all become victims. Notably, she stresses that many victims have some connection to their traffickers, whether through relationships, acquaintances, or familial ties. There is a need for a broad understanding of vulnerability factors to combat this issue effectively. By recognizing and addressing these diverse vulnerabilities, Truckers Against Trafficking aims to bring a more comprehensive and impactful approach to the fight against human trafficking.

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Jesus Davila, a leader in Werner's Operation Freedom Fleet, holds over 550,000 accident-free miles. He's earned titles like ATA America’s Road Team Captain and Werner Road Team Captain. With 12 years in the U.S. Marine Corps and multiple prestigious awards, he values family time when not on the road with his wife, Michelle, and their children.

Tim Dean, a standout driver, achieved five million accident-free miles, a rare feat at Werner. His extensive career includes roles as ATA America’s Road Team Captain and mentor. He's a Nebraska Truck Driving Championships champion, earning accolades like the Commercial Vehicle Safety Alliance IDEA and Nebraska Trucking Association Driver of the Year.

Gina Jones, with over a million accident-free miles, is a distinguished figure in trucking. She serves as both ATA America’s Road Team Captain and Werner Road Team Captain, advocating for women in the industry. Gina, alongside her husband Steve, is a key part of Werner’s Operation Freedom Fleet.

Steve Jones, with over a million accident-free miles, is committed to safety and excellence. Alongside Gina, he supports students in truck driving schools and actively participates in committees at Werner. His prior service in the US Army for seven years reflects his dedication to service, which he carried into his trucking career.

[22:20] Tim and Jesus had the unique responsibility of transporting a 63-foot Norway spruce Capitol Christmas Tree from the Monongahela National Forest to Washington, D.C. They described the stops, interaction with communities, and the warmth received. They shared experiences driving through small towns and engaging with people, including a visit to the West Virginia capital with thousands in attendance. They also encountered challenges, including navigating tight roads and receiving overwhelming community support at multiple stops. They both speak to embracing learning opportunities, reflecting on experiences, and valuing the relationships built along the journey.

[31:55] Steve and Gina managed the delivery of 10,000+ handmade ornaments from West Virginia, ensuring safe transportation to D.C. Additionally, they delivered companion trees to military bases and governmental buildings, culminating in a touching delivery to service members' families, reflecting on the emotional impact of their work as couples working together.

[35:15] The team encountered significant challenges navigating Washington, D.C.'s streets, especially during the last mile of the delivery process. Despite having law enforcement escorts, dealing with malfunctioning gates and traffic required careful maneuvering to ensure the safe arrival of the Capitol Christmas Tree.

[39:16] Tim, Jesus, Steve, and Gina shared valuable advice for new truckers, emphasizing safety, attention to detail, patience, humility, and gratitude for family support. The drivers stressed the significance of safe driving practices, including avoiding distractions like mobile phones, wearing seat belts, meticulous planning, remaining humble, and acknowledging the critical role of family in their journeys. 

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Nicole has been in the haulage and logistics industry for over twenty years. Described as having logistics “in her DNA”, she is an accomplished manager and leader. She’s worked for many big Logistics companies across the US, from Chicago to Dallas Fort Worth, where she founded her own business, Candor Expedite. Nicole is also a panelist on the Ladies Leadership Coalition podcast, celebrating women in the supply chain industry.

[04:55] Nicole didn’t find trucking; trucking found her. While working a retail job at an automotive store, Nicole served a customer who was impressed with her memory, giving her a makeshift business card and asking her to give him a call. Hedging her bets, she called him up, and he offered her $10 an hour for filing. This was her entry into the logistics world. Over time, they gradually moved from handwritten receipts to accounting software, and she moved through roles, ending up as a backhaul dispatcher before moving on to other companies, gradually rising to President of one business.

[12:09] After a decent stint as the leader of someone else’s company, Nicole made the leap to found her own. It came when she was on vacation, receiving calls about things going wrong that she needed to fix. She took a moment to reflect and realized she was ready to take on the responsibility for herself, deciding to leave the company. She didn’t leave for several months due to the busy seasons they were heading into, but she left once she could, starting up her own business. She initially didn’t love her own company as much as the old one, partially due to going from a huge team to nobody, but she’s glad she leapt.

[21:18] From working in an expediting organization at age 23 to now owning Candor Expedite, Nicole has seen both the highs and lows of the sector. The sector revolves around solving a problem for someone, but it can be tough to get customers because they need to trust you to get involved. Over time, she has built credibility through testimonials, stories, and case studies, but it was incredibly difficult to start out. Now that she is trusted, however, relationships have completely flipped. She is now tasked with the most random and often complex things a shipper could imagine. 

[26:59] Nicole and her team recently stepped into frozen freight. Having served many fast food retailers and food companies, they were often asked to move frozen products but could never find refrigerated expediting equipment. It just wasn't commonly available. Nicole ended up talking to a buddy working in supply chains, and they found a wrap product that could sustain the temperature of a skid. It wasn’t good enough, so Nicole kept searching and utilizing her network, eventually finding a product used in the pharmaceutical world for products that needed to be kept cool. Putting it into practice, they have found that it can hold food at the same temperature, whether fresh or frozen, through five days of shipment. There’s even a live feed on it so that both the company and customers are aware if things go awry with the temperature maintenance and can work to fix it. If it weren’t for Nicole’s attitude towards solving problems, she wouldn’t have ever found this solution.

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Ed and Deb have been Professional Truck Drivers for Hardy Brothers since 2018, choosing the path so they could travel the country together. In 2022, they were honored to drive the Capitol Christmas tree from their home state of North Carolina to Washington DC, rendering Deb the first female trucker to deliver the tree.

[02:09] In 1978, Ed rode with Deb’s brother, instantly catching the trucking bug. He then joined the Air Force, however, and the dream was put on hold. That was until 2018, when he retired and decided that was the time to dip into the industry. Deb had always known that Ed had the trucking bug, and when he came to her saying he wanted to do long-haul trucking she wasn’t at all surprised. That was until he asked her to get her CDL and join him. After Ed spent two years convincing her, they joined Hardy and started their trucking adventure.

[08:26] Team driving is incredibly different to going out on your own, and even different to when Ed originally went out with Deb’s brother in 1978. Ed explains that the pair have different strengths that work in combination to make them a strong driving team, supporting one another when they’re having time away from the wheel. On their multi-day trips, the truck barely stops, only really for mandatory stops, but they manage it by careful planning everything out, from routes to food, to ensure there are no surprises along the way.

[15:57] Team driving isn’t always sunshine and rainbows, and often issues come from people outside of the truck. Ed believes that there needs to be more education for young people on acting around trucks, especially due to the automatic sensors that now cause the trucks to brake when they get cut off. Further, although they are careful planners, there are some situations where they cannot plan out part of the journey because of construction or other extraneous factors. 

[18:35] Last year Ed and Deb got the honor of driving the Capitol Tree to Washington DC. As soon as they got the news, they both were incredibly excited. After all, how many people can say they have done that? Deb saw the tree as her baby in a cradle that she had to transport, and they were followed by two “elves” from the forest service who kept the tree watered. Every time they stopped in different towns, seventeen to be exact, people would come to see them and the tree, sign the truck, and take pictures, sometimes with the pair. Deb and Ed were heroes to many of these people, acting as the carers for the important tree

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Joyce Brenny founded Brenny Transportation in 1996 and has since acted as CEO of the company. She has previously held positions on The Women in Trucking Foundation Board of Directors and The St. Cloud Tech College Truck Driver Training Advisory Board. She is currently Vice Chair of the Great St. Cloud Development Transportation Corp. and also holds positions on the Board of Directors at The Minnesota Trucking Association and The St. Christopher Truckers’ Development and Relief Fund.

[13:32] After a driver came to her as General Manager of a larger company, complaining about being lied to by the level above her about his routes and locations prior to starting, Joyce knew she was sick of being the in-between person dealing with the fall-out. She’d never been comfortable with lying to drivers and she felt that if she was going to be the one groveling, she should be the one making the mistakes to begin with. Thus, she started Brenny Transportation. The company’s passion has always been around drivers being amazing individuals and doing everything for them bar driving the truck. 

[26:26] Since starting out with just one truck, Brenny Transportation has grown and grown over the past 27 years. To Joyce, the focus is on the people. People first, profit second. She says that if you do your best, you’re going to grow because your customers will need and want you to grow. They have consistently asked their customers what they need and want and put that into action to get to the empire they are today. They’re not focused on being the biggest, just the best. Yes, there are years that are a bit tighter but they’ve never had a loss, which Joyce attributes wholly to the people-first philosophy.

[36:15] Aside from running Brenny Transportation, Joyce also acts on multiple boards, advocating for everyone, but particularly females, in the trucking industry. She brings a perspective on how to make the industry safer for all members, focusing on drivers, which she puts her heart and soul into. She believes that if you stand on the sideline and gripe, you’ll never fix a problem, but getting stuck in can make everything change. She further works with St. Christophers to help drivers who encounter health issues, helping them to fund treatments and solutions for the root causes of these issues.

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Desmond Clark is an ex NFL player turned motivational speaker who is also President of Bear Down Logistics, an asset based transportation company operating out of Central Florida. 

[15:06] When he first founded Bear Down Logistics, Desmond struggled to get customers, constantly reaching out but not getting any loads. After about six weeks, someone gave him an opportunity to show what the company could offer. Working as a one-man company at the time, he wore every hat from operations to sales trying to get the ball rolling. When this customer sent him the load details, he didn’t know what to do with it all, and so had to speak to his associate, Brian, to get some help in reading through the information. It was an incredibly exciting time for Desmond, but also very nerve-wracking as he felt he had to get it 100% right.

[21:30] Every day Desmond follows the mantra “how do I win the day?” He even brings it into his daily meetings with his agents, asking them for their win the day before. The entire company is wrapped around the idea of doing things at the highest level, of executing excellence consistently over time. It’s not about perfection, but of constantly trying to improve and level up processes. 

[35:03] For two consecutive years Bear Down Logistics is ending with over a million dollars in revenue, which is already pretty good going. Desmond’s next goal is to add on a zero, increasing it to ten million, with a long-term goal of 100 million in five years. Desmond attributes some of his success to his high school principal saying to him “All you have is your word and your name, if you lose that, you’ve lost it all.” By realizing what he wants his name to mean to both him and everyone else, and by working to constantly stick to his word on that, he has built up a solid brand of authenticity, trust, and relationship building. His advice to anyone starting out in logistics is to do the same: figure out your name and your word and stick to it. 

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Evan Shelly is the Co-Founder and CEO of Truck Parking Club, a company committed to helping to provide parking for truckers by monetizing vacant properties for landowners. As a truck parking expert, Evan is working to help solve the truck parking shortage and bring awareness to the issue.

[02:44] Evan’s background in trucking actually comes from real estate. He was working on commercial and industrial land deals and he came across an industrial land deal that he wanted for a warehouse space. It didn’t work out to be suitable for a warehouse in the end, so he spoke to the investors to determine what the land could be used for instead. One of them mentioned the high demand for truck parking in the area; that there wasn’t enough, and this location looked perfect for it. The municipality, however, was not a fan of the idea, and they refused it. This was in 2021 and it led Evan to talk to people in trucking about the problem. Eventually, this led to the founding of Truck Parking Club, leveraging technology to use existing space for truckers to book parking in real-time. 

[10:01] Truck Parking Club is approaching its one-year anniversary. Over the year, they have grown to a team of eight who are all dedicated to solving the problem of parking for truckers. As Evan explains, starting any company is difficult and he found it extremely hard to get going. He created the first product for bookings but, as a non-technical guy, he just created the bare minimum. It was a constant battle to get bookings in, and technology doesn’t always work perfectly. Bugs come up and have to be dealt with, particularly when, as Evan did, a product is taken to the market early. Believing they provide the most value to owner-operators and smaller teams, the team has focussed on providing value to them down-market, rather than large carriers. To help with this, they actually hired former truckers as their customer service representatives.

[19:51] In order to make sure the Truck Parking Club app solves the problem it is required to, Evan and his team constantly think about the “what”. What does the trucker need? The answer: they need to be able to find parking efficiently. They need a product that allows them to book it efficiently. It needs to be the fastest and easiest part of their day. Thus, Evan and his team designed the process to take as few clicks as possible, to be as seamless as possible. They also have a 24/7 customer helpline to resolve any issues that do crop up, maintaining a positive experience for all. As simple as it sounds, that is truly it. Their biggest focus is customer experience and that is likely what their success over the past year is owed to. 

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Tyler Johnston currently serves as the Director of Operations at Mercer Transportation, one of the USA’s largest truckload carriers with over 45 years in business. Tyler has held a number of positions with the company, including Brokerage and Freight Operations Manager. Previously he was Dispatch Supervisor at Core Transportation.

[13:41] Mercer Transportation was founded in 1977, initially as an owner-operator company. Back then, you had to buy specific commodity tariffs, and so the company was founded as a water and sewage pipe-only hauler, specifically in North and South Dakota. Since then, they have expanded into an agent based company spread across the entirety of the USA. Their initial goal was to be the safest, fastest paying, truly driver-centric company in the nation. In Tyler’s role, this means that every conversation he has with his operations team is centered around what will make the drivers more successful. If they’re successful, the company will be too. 

[19:35] When carriers are in negotiations with brokers, Tyler advises against approaching the conversation in a transactional nature, as this is always incorrect. If you’re only talking about one load at one time, you’re missing out on a lot of the wider information that could get you repeat business. If you’re 100 miles away from a load, you’ll be able to explain why you need the extra money and build up a better relationship, rather than just seeming like you’re unwilling to negotiate. The faster you build a relationship, the more repeat business you’ll get, and the more time you’ll save in the long-run. Get everything on the table sooner so you can get to a solution quicker.

[28:46] No matter who you are, there are only three ways that a customer sends a carrier freight. The first is contract freight. That’s your big companies, such as Pepsi, Walmart, whoever, and they send giant spreadsheets to people like Tyler that detail everything they’re going to do over the next year. The people like Tyler then make bids on each contract. Then the corporation awards the freight to carriers. The second way is spot market freight, or Rolodex freight, where a shipper emails all of the brokers and asset-based carriers that have tried to contact them with their purchase orders and everyone bids at once. The third and final way is, “He’s a good guy” freight. This is when a broker has been dealing with one company for many years, always providing them good business, and can then essentially give them a good reference to carriers, so carriers are more likely to accept the load. 

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Rahmel Wattley is the founder of Truck N’ Hustle, the fastest growing network for transportation and logistics professionals. He connects and empowers professionals in the industry, providing them with insights, opportunities, and inspiration. In 2022, he launched the first FreightFest conference, attracting hundreds of attendees and speakers from across the sector.


Episode Highlights:

[01:58] Rahmel has been in transportation for around twenty years, entering the industry as a means to an end. He was unemployed, looking for a job that would pay him a good wage, and the marketing of the time was showing trucking as a career where you could easily make $50,000 a year. He found a place sponsoring people to get their commercial driver’s license (CDL) and saw it as a no-brainer: they were going to pay for him to make a large sum of money. While completing the class for the CDL, he realized he didn’t really want to be a truck driver but figured he would give it a go since he had the license. Very soon, he found an opportunity to instead become a dispatcher, managing drivers instead of driving himself. He was hired on the spot, and learned a lot about the industry from that role. It turned out that the man who hired him was committing fraud, so he was fired, leading Rahmel to end up taking over that position, becoming a 23 year old running a multimillion dollar account.


[11:11] After eleven years in the trucking game, Rahmel’s entrepreneurial bug started to kick in. While he was learning a lot, he was getting stressed out from dealing with a minimum of fifty drivers at any one time. He figured that, if he was getting so stressed, he might as well start his own thing. During busy periods, the company would reach out to driver lease companies, adding to their normal pool by drawing from another. Working behind the scenes and looking at the invoices, Rahmel realized the company was making a good profit on each driver they leased. He then started up his first driver staffing company: Ultimate Driver Staffing, earning $1.2 million in revenue in his first year.


[27:47] At Truck N’ Hustle, Rahmel is constantly building relationships with others in the trucking industry, it’s almost like a family. People always said to him that he should run an event, bringing all his guests together and creating a space for networking between them and his followers. Last year they started running events, the FreightFest conference, bringing the community together to network. They’ve run five so far, and have more planned, and the very first one was so successful that the fire marshal had to stop people entering the venue.

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Ellen Voie is passionate about creating a more gender diverse culture in the transportation industry. In 2007, she recognized the need to support women in the sector, founding the non-profit organization, the Women In Trucking Association. Since then, she has grown the membership to over 8,000 corporate and individual members in ten countries.

[04:27] Working as Manager of Recruiting and Retention Programmes at a large Midwest carrier, Ellen was tasked with determining how to attract and retain nontraditional groups, such as ex-military, women, and seniors. The industry kept saying that they didn’t care about an individual’s demographics, they would just hire the best person for the job, but Ellen saw them completely ignoring 50% of the population, women. At the time, she was working towards her pilot’s license and was a member of a women’s aviation association and she couldn’t help wondering why there wasn’t a similar association in the trucking industry. So, she built one: the Women In Trucking Association. Mirroring the structure of the aviation association, Ellen put together a board of directors of influential women she knew and worked with her attorney to write the mission statement. The mission has never changed, it is simply to encourage the employment of women in the industry, to address obstacles that might keep them from either entering or succeeding, and to celebrate success.

[11:11] Leaders of non-profit organizations need to act as a resource of information, and when she first started, Ellen had no data to go from. Very few fleets truly knew what their percentage of female drivers was. Ellen would go to any and every conference asking the same question, “Do you have your data broken down by gender?” Every time the answer was no, and she’d ask them how to get that data. She was getting the train of thought and conversation started on the experience of women in the industry. She was in charge of getting the data out to companies, reaching out to the Association’s members and female drivers at trade shows.

[27:32] Ellen led the Women In Trucking Association for sixteen years, only recently retiring. As the leader of the brand, she has been pleased by the reception in the industry. People have listened to what she has to say and she was able to establish her credibility to be able to change the future for women in the industry. The biggest challenge, other than people not knowing how to pronounce her last name, has been extricating herself from the brand. It’s her baby, and now she has had to pass the baton on to someone else to lead the Association.  

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Adam Wingfield is a passionate Managing Director within Innovative Logistics Group, a North Carolina-based company providing resources and success guidance to small carriers. He is also the Co-Founder of InnoPortal, a trucking dispatch TMS system that has amassed over 50,000 dispatched loads. He truly is a trailblazer in the world of logistics.

[12:51] According to Adam, owner-operators often lack insight into where operational expenses lie and how to run a business financially. They don’t truly understand their variable expense costs and thus cannot improve them. At Innovative Logistics Group, they focus on educating owner-operators on what variables they can control. Taking time to focus on these elements and improve them will give you more time to put back into your business. They further see owner-operators struggling with decision-making, specifically with weighing cool equipment against its financial implications, so they aim to help them with their financial acumen. The third trend is the coaching mentality. To succeed in the business, you must be obsessed with efficiency and your business acumen, so they further help owner-operators build on this.

[17:32] Adam’s biggest mistake when starting out? Not scaling his team soon enough. When he started, he felt that taking on extra responsibilities, rather than outsourcing them, was saving him money. Realistically, he was just stretching his abilities too thin. In fact, his biggest growth period was when he hired more people, seeing his ROI triple. He realizes now that his focus wasn’t on where he wanted the company to go but simply there and then. He advises others starting out to reflect on their mentality and set some goals. If you want 100 trucks in ten years, you’ve got to start now. Position yourself several quarters ahead so you can recalibrate when things go wrong. 

[26:14] According to Adam, less than 5% of owner-operators he talks to know their cost per mile. That is crucial to know, as some freight may look good while being very financially damaging. When he works with such owner-operators, the first step is to help them fix their variable expenses. These are much easier to solve than fixed expenses, and there tend to be a lot more of them. They ultimately focus on four things: variable expenses, fixed expenses, average price at pump, and miles per gallon. Just by being aware of these four metrics, owner-operators can take steps to lower their overall expenses. 

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Henry Albert is the President of Albert Transport, which he has run for over 25 years. He has been involved in every aspect of the business, from driving trucks to participating in truck shows and creating the company’s sales and marketing strategies. He also contributes to the Team Run Smart website, a dedicated trucker and Freightliner industry pro community.

Episode Highlights:

[03:01] Henry’s career started with private carriers. The first was a food service business that was a standalone division from the main company. When their salesman left, the business changed and their product changed. Henry started taking samples along on his routes, building up his sales skills. He moved from there to another private carrier, where he was in charge of their three trucks that they ran. He was in the office one day and he heard the high-up boss talk about the “idiots” in the warehouse. To Henry, it was funny, because he could speak to any department and they would blame another department for the low performance of the company, and he said as much to the manager. Within a year, the company became more holistic and they went from ranked 38th to 2nd in the country. From there, Henry moved into setting up his own business.

[18:54] Often, shippers don’t want to do business with owner-operators because they are only one truck and one person. When asked his main piece of advice to convince them to do business with him, Henry answers toothpaste. No, it’s not just to make sure you have fresh breath. He shares a tale of making a business plan to show someone, purposefully making it the worst possible scenario but explaining that he would be able to support himself and his family on it, the other man leaned back in his chair and asked him why anyone would ever consider him to haul their freight? Henry was given a week to come up with an answer, even though he was ready then. When he got home, there was a sample of Colgate toothpaste in his mailbox. He normally used Crest, and so started thinking “why would anybody use Colgate?” He’d hit his jackpot. People are loyal to their brands, and shippers already have someone hauling their freight before you walk in the door. So the question became, how could he switch them to his brand? He realized that he could learn from the toothpaste sample and offer introductory rates to give them a glimpse into his service before upping the price to his normal rates.

[24:27] Henry has always been passionate about efficiency. When you’re running a business, of course you’ve got to provide a quality service, but you also have to be aware of your operating costs and the fact that markets could get tight and you’d have to lower your rates. As an owner-operator, one of Henry’s biggest considerations is fuel. Everything you can do to save fuel is worth doing, you don’t need to go faster than it would take to get there on time. Until 2007, he had never idled his truck overnight, and he claims that is how he can afford to pay for his son’s college. His trucks now average 10 miles a gallon, crushing the typical average, all through stacking and running the truck right. 

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Behind The Freight is handcrafted by our friends over at: fame.so