In this episode, we sit down with Drew Herpich, a freight industry veteran with nearly two decades of experience scaling brokerages and leading carrier sales teams. Drew brings a wealth of knowledge from the trenches, sharing insights on navigating today's challenging market conditions and what it takes to build successful freight operations.Key Topics Discussed:Market Analysis & ForecastingWhy 2024 spot rate predictions missed the mark (forecast: 13-30% growth, reality: ~0%)The flattening of traditional freight cycles and what's driving itHow real-time data and mini-bids are making shippers more nimbleThe shift from annual RFPs to continuous procurement strategiesShipper Expectations & ProcurementThe growing influence of procurement teams in freight decisionsRising fraud concerns and carrier vetting prioritiesThe balance between cost consciousness and service qualityWhy payment terms and pricing have become critical differentiatorsBuilding High-Performing Carrier Sales TeamsThe essential traits that technology can't replace: work ethic and relationship-buildingWhy AI agents won't replace human brokers for Fortune 500 accountsThe evolving motivations of younger sales reps (hint: they're choosing time off over money)The importance of understanding truck drivers' experiences and challengesScaling a BrokerageFinancial discipline required to scale from $50M to $1B in revenueThe critical difference between booking loads and solving problems when things go wrongBuy-sell vs. cradle-to-grave models and when each makes senseKey metrics beyond margin: understanding cost per load in contextIndustry EvolutionDrew's hands-on approach: visiting truck stops and understanding driver lifeWhy relationships and face-to-face interactions remain irreplaceableThe role of AI and automation in streamlining operationsRetention strategies and identifying A, B, C, and D playersNotable Quotes:"The rockstar is going to be the one that's able to build relationships at the end of the day. An AI agent is never going to be able to get $10 million per day out of a Fortune 500 customer.""Booking the load is the easiest part of our industry. The hard part is when you've got two extra pallets on the truck, or the seal's broken, or there's no appointment for four days.""If you're doing the easy task or looking for the easiest approach, those are things AI will replace."Guest: Drew Herpich - LinkedIn: https://www.linkedin.com/in/andrewherpich/Sponsor: This episode is brought to you by Vooma, the back office automation platform built for freight brokerages and 3PLs - https://www.vooma.com/

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