Put That Coffee Down

On this episode of Put That Coffee Down, we take the shipper’s perspective with Tony Darnell from Lippert Components. We talk about why the omnipresent standard from freight broker email is annoying and why you shouldn’t ask Tony if he needs help moving drayage loads. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

Building a sales team in an established company is difficult, but in a start-up it’s even more challenging? Why, you ask? It’s because the sales playbook is constantly changing as the business grows. What worked so well in the very beginning, has to be constantly adjusted or scrapped entirely to meet the needs of new offerings and new customers. Lars Ward, VP of Business Development at Freightvana...

Kevin welcomes Kenneth Carter, founder and president of Ameriton Freight & Logistics to the show to discuss lessons learned operating on your own and how to set up 2023 to be the acceleration year.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

Kevin welcomes Nick Dangles, co-founder of Kinetic, to the show this week to discuss the importance of selecting a list of dream accounts. More importantly, making sure your picking dream accounts that fit your niche, rather than selecting bright shiny logos that seem impressive to everyone else.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Do...

Is the great resignation over? Has the market turned back to employers having the upper hand? What are expectations for sales people coming into new roles (this one surprised even me)? Charlie Saffro, founder and CEO of CS Recruiting joins the show to discuss how the freight job market is bouncing all over the place. Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spot...

Kevin is on location this week at BCB Live in Texas to talk with Rick Larkin about selling safety. Rick is so passionate about selling safety to driver’s he’s built a media company to communicate the message. Each day he is live on air talking safety. We also talk growing a freight brokerage, and what qualities he looks for when hiring salespeople. Follow Put That Coffee Down on Apple Podcasts Fol...

Dan Lindsey, co-founder and VP of Sales at Linkage Logistics joins Kevin to discuss the ups and downs of going out on your own to start a freight brokerage business at the exact time the world felt like it was coming to an end. Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoic...

Kevin welcomes Walter Mitchell, CEO, Tai Software (aka "Mitch") to today’s episode to discuss the customer experience. It always costs less to expand your current book of business, than it is to go out and land new clients. That’s why focusing on customer service and experience will be a key theme for 2023.  You can learn more about Tia TMS here,  www.tai-software.com #sales #PutThatCoffeeDown #ma...

Kevin welcomes Emily Meyers, Vice President, Factor Lead at TriumphPay on the show to talk about the recent survey TriumphPay conducted with truckers. One of the key wishes for 2022 is the ability to get paid faster. How fast is fast though?   You can learn more about Tia TMS here, www.tai-software.com.   #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow Put That Coffe...

Shannon Breen, co-founder and co-CEO of FreightVana joins the show to discuss why he had the itch to step out and create something new. Picking the power only and trailer drop niche just made sense. The forces of the pandemic on new equipment orders and driver constraints created an unplanned tailwind. Now almost two years in business it’s all about retention in 2023. Follow Put That Coffee Down o...

Kevin welcomes FreightWaves own Sr. Digital Marketing Executive, Joe Hendrix, on this episode to talk about marketing trends for 2023. They talk about what marketing costs are and what falls more into the operational budget. Plus, we all know marketing drives sales, so why is marketing the first line item cut even before a downturn hits. Follow Put That Coffee Down on Apple Podcasts Follow Put Tha...

 Kevin welcomes Omar Singh, founder and president, of Surge Transportation back on the show to examine why shippers limit the number of freight brokers they work with. While there’s no reason to add every freight broker that calls, it does make sense to pick based on strengths.  You can learn more about Tia TMS here, www.tai-software.com.  #sales #PutThatCoffeeDown #marketing #freightsales #freigh...

Kevin sits down with Andy Shiels, President & Co-Founder, of SiLo to discuss using data and tech to power a no fail service type of freight brokerage. They also talk about the open deck spot and contract markets along with how project based freight is some of the best in the industry. From there it’s on to the problems with double brokering and an outlook on the freight market in 2023. Follow Put...

Brad Blomstron, CFO, Emerge You can learn more about TriumphPay here, www. TriumphPay.com.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices

Kevin sits down with Matthew Leffler, The Armchair Attorney, to discuss some of the hot legal issues facing logistics and transportation. The conversation starts off with non-competes, then slides over to AB5, then on to freight broker liability, before closing out on the importance of limiting your liability with corporate structures if you are an independent contractor. You can learn more about...

Kevin welcomes Adam Mersch and Garrett Hughes  at First Star Logistics on the show to discuss how to become a freight agent. We’ll take a look at First Star’s agent model and how freight brokers should evaluate their options when considering striking out on their own.  You can learn more about TriumphPay here, www. TriumphPay.com.  #sales #PutThatCoffeeDown #marketing #freightsales d#freightwaves...

Kevin is live on location at Ryder's offices in Ft. Worth where he sits down with Senior Director of Brokerage, David Stone. They talk about how to build a sales floor and what's in store for peak season. Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices

Kevin welcomes the co-founder of Togo Logistics, Michael Fullam, to the show today to discuss the challenges of starting your logistics business. We’ll examine all of the hurdles through the lens of using five simple steps A. J. Jacobs lays out in his new book, The Puzzler: One Man’s Quest to Solve the Most Baffling Puzzles Ever, from Crosswords to Jigsaws to the Meaning of Life. You can learn mor...

Kevin welcomes the CEO of Highway, Jordan Graft, on the show to discuss the importance of verifying who is (and maybe who isn’t) hauling your customers' loads. Carrier relationships are built on trust, but verification remains key to the process. With bad actors seemingly everywhere in trucking, keeping track of a carrier’s identity is the difference between keeping or losing your top accounts. Yo...

Kevin welcomes the CEO of TAI, Walter Mitchell “Mitch” on the show to discuss how technology and automation can help you capture a larger percentage of freight from each of your shipper customers.  Follow Put That Coffee Down on Apple Podcasts Follow Put That Coffee Down on Spotify More FreightWaves Podcasts Learn more about your ad choices. Visit megaphone.fm/adchoices

It’s a whole different ball game between a transactional and enterprise shipper customer. Kevin welcomes Justin Smith, VP of Strategy at Concept Logistics on the show this week to discuss how to take that giant leap.  You can learn more about TAI Software here, www. TAI-Software.com #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar #tai Follow Put That Coffee Down on Apple Po...

Kevin welcomes Omar Singh, founder and president of Surge Transportation on the show to discuss how automation leads to exponential growth in logistics. Also, what’s the real difference between freight brokers, 3PLs, 4PLs, and all other acronyms operating in the logistics industry.   You can learn more about TAI Software here, www. TAI-Software.com #sales #PutThatCoffeeDown #marketing #freightsale...

Kevin welcomes Sean McGillicuddy, VP of Sales and Marketing, at Tai Software on the show to discuss streamlining your freight brokering skills by using tech. This year freight markets have returned to normal along with the sales process. It’s all about building more efficient sales systems as shippers look to cut freight brokers from their books.  You can learn more about TAI Software here, www. T...

Kevin welcomes Benjamin Benjamin Kowalski and Nate Cross from Freight360 back on the show to discuss freight sales. Before you even think about strategies though, you have to be prepared to put in the reps. Part of this is living outside your comfort zone. We talk about strategies and techniques for getting in the right frame of mind to succeed. Follow Put That Coffee Down on Apple Podcasts Follow...

Kevin welcomes James Jacobs, Vice President of Enterprise Sales, Emerge to discuss the always delicate balancing act between service and price. How do you talk to transportation managers who are being judged on both transportation spend according to the budget, and service levels as defined by their customers? Listen now for our answers to this all important question.  You can learn more about TAI...