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Speaker 1: Hi everyone, and welcome to Bloomberg Intelligence Talking Transports Podcast.

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Speaker 1: I'm your host, Lee Klaskal, Senior Freight Transportation Logistics analyst

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Speaker 1: at Bloomberg Intelligence, Bloomberg's in house research arm. Before diving

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Speaker 1: in a little public service announcement, your support is instrumental

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Speaker 1: to keep bringing great guests on the podcast like the

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Speaker 1: one we have today, So if you haven't already, please

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Speaker 1: do take a moment to follow, rate and share the

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Speaker 1: Talking Transports podcast. We appreciate your support. I'm excited to

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Speaker 1: have Nicole Glenn, founder and CEO of Candor Expedite, a

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Speaker 1: leader in the expeditedt freight market with us today. She

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Speaker 1: is very active in the freight industry and a member

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Speaker 1: of the Expedite Association of North America Women and Trucking

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Speaker 1: Women in Manufacturing, and the Transportation Intermediates Association. She launched

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Speaker 1: The Ladies' Leadership Coalition, a podcast designed to empower and

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Speaker 1: celebrate female leaders, Nicole and her hosts and the voices

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Speaker 1: of trailblazing women in the supply chain and logistics industries.

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Speaker 1: She received a Bachelor's of Art degree from Northwood University

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Speaker 1: and was recently inducted into the class of Distinguished Women.

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Speaker 1: She frequently presents at industry conference as in a regular

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Speaker 1: contributor to trade and business media, including Forbes Small Business Council.

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Speaker 1: Welcome to the Talking Transport podcast, Nicole, Thanks for being here.

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Speaker 2: Thank you for having me. I'm excited.

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Speaker 1: So just we're going to start off with a real

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Speaker 1: basic question. What's expedited freight?

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Speaker 3: Holy cow, hair on fire type of situation is typically

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Speaker 3: where the expedited mindset goes to. But I do want

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Speaker 3: to tell you that the expedited kind of landscape is

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Speaker 3: changing a little bit now that there's you know, different

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Speaker 3: types of needs for shippers, manufacturers, and retailers. So expedite,

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Speaker 3: like I said, can be anything from point A to

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Speaker 3: point B direct, critical, but it can also be what

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Speaker 3: I love to call the non expedite expedite, which is

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Speaker 3: tailoring equipment to the size of the shipment so that

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Speaker 3: way shippers have more flexibility with their in between from

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Speaker 3: truckload to LTL shipments. When time is not great on

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Speaker 3: the LTL side, it's a great resource to just tailor

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Speaker 3: that shipment to it. So I love to educate people

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Speaker 3: on the non expedite expedite because it is a new

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Speaker 3: concept as well as on the retail side of milk runs.

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Speaker 2: In straight trucks.

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Speaker 1: Okay, well, hopefully no one out there has their hair

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Speaker 1: on fire. And before we go more into into the

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Speaker 1: market dynamics, you know, take a little moment and talk

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Speaker 1: about Candor Expedite. What do you guys do? How long

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Speaker 1: you've been doing it for?

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Speaker 3: Yeah, well, I mean I started the business. We just

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Speaker 3: had our seventh birthday. I like to say birthday over anniversary.

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Speaker 3: It's my intangible child. So start at the business in

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Speaker 3: twenty seventeen with that emphasis of being transparent with our

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Speaker 3: client hence the name of Candor. We have a consultative

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Speaker 3: approach to really look at what our customers are doing

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Speaker 3: on the expedit side to actually help them create plans

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Speaker 3: around it. So the business was focused really on that

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Speaker 3: form of service. It's the truth, tried and true service

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Speaker 3: that we offer. But we've also branched into more of

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Speaker 3: the white glove world, so we do a lot of

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Speaker 3: touch freight, high volume medical types of deliveries, you know

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Speaker 3: first and finnal mile services, as well as expedited truckload

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Speaker 3: and then of course our new venture which we'll talk

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Speaker 3: about that dabbles in each one of those modes as well.

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Speaker 1: Okay, and so just so people are clear on what

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Speaker 1: Candor does. You guys are a non asset or an

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Speaker 1: asset base provider of transportation services.

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Speaker 3: Today we are a non asset, but we did just

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Speaker 3: start Candor Express, which will be our career service that

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Speaker 3: will be servicing different areas.

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Speaker 2: Around the country in twenty twenty five.

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Speaker 1: Yeah, that's exciting and that's starting next year. And is

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Speaker 1: it starting in certain regions of the country and you're

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Speaker 1: going to go national or how's that going to work?

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Speaker 1: That network?

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Speaker 3: The plan is to really tag along outside along with

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Speaker 3: our food chain service, offering our packaging and transportation services,

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Speaker 3: so it will run alongside of really every location that

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Speaker 3: we open up to service that business.

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Speaker 1: Okay, Well, I mean you mentioned it already, so let's

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Speaker 1: talk about it. What is the food chain division that

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Speaker 1: you recently launched.

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Speaker 3: Well, I mean, going back in time during the pandemic,

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Speaker 3: I helped a lot of retailers, fast food retailers, anyone

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Speaker 3: that had anything refrigerated, and they were consistently looking for,

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Speaker 3: you know, one case, three pallettes that needed to be

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Speaker 3: moved around the country, and it was always looking for

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Speaker 3: that Unicorn equipment of a refrigerated sprinter ridge street truck,

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Speaker 3: and it was very complicated to find. Now, capacity was

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Speaker 3: a different world back then, certainly, but at the same

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Speaker 3: time it's still one of those struggle points. So I

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Speaker 3: went on a mission to try to help a lot

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Speaker 3: of our clients alleviate this problem that they have because

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Speaker 3: they were utilizing tractor trailers for a box a palette.

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Speaker 3: There's a constant issue with dry ice damaging products. And

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Speaker 3: so we've come together with a manufacturer and a company

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Speaker 3: that's been operating for about twelve years in Europe, and

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Speaker 3: we have launched the Food division in the United States,

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Speaker 3: which is focused to help our customers have sustainable solutions

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Speaker 3: with a reusable packaging where our clients would be renting

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Speaker 3: that packaging from us, and the candor expedited team actually

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Speaker 3: would be loading those packages, making those transportation moves, and

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Speaker 3: then unloading those packages. And the great part about thee

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Speaker 3: is that there is no refrigerated vehicle needed. The way

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Speaker 3: that we utilize this packaging solution is with panels that

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Speaker 3: are alongside really hugging that product. It is keeping that

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Speaker 3: temperature either fresh, frozen, or even up to seventy degrees.

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Speaker 3: We have different panel solutions that we place in with

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Speaker 3: the freight and it holds those temperatures. A smaller box

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Speaker 3: could last four to five days with holding any one

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Speaker 3: of those temps and are newly designed and launch palette

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Speaker 3: holds nine days without any additional dry ice. And it's

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Speaker 3: all followed by the technology piece of letting people see

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Speaker 3: where their freight is at all times as well as

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Speaker 3: what is that temperature, so that way, if something does

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Speaker 3: start to go out of range, you have those eyes

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Speaker 3: on it, you get red alerted and you can make

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Speaker 3: that correction. But the incident ratio on this for since

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Speaker 3: it was built for the pharmaceutical industry, can really have

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Speaker 3: no airs at all, is under point zero one percent.

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Speaker 3: So we've launched in Dallas, we have our facility and

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Speaker 3: we're ready to go with our customers now to really

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Speaker 3: ship anywhere in the country that we need to help

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Speaker 3: them with a great solution for a lot of retailers

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Speaker 3: that might have smaller quantity orders that are shipping out

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Speaker 3: a dry truck and then a frozen truck and then

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Speaker 3: a fresh truck. We now can have tri temp products

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Speaker 3: on one dry unit and make those deliveries inside of

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Speaker 3: a store, do a retail delivery, or even just.

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Speaker 2: A time sensitive expedited shipment.

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Speaker 3: At this point in time via air, we're able to

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Speaker 3: really use a multiple method of transportation with that leeway

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Speaker 3: of the time that we have on either the box.

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Speaker 2: Or the pallet.

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Speaker 1: And so your facility in Dallas is I guess a

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Speaker 1: temperature control facility.

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Speaker 2: Yes, yep.

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Speaker 3: So the process of it is freezing our panels or

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Speaker 3: getting them to the temperature that's needed, tempering them, and

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Speaker 3: then we bring the fully set up in conditioned box

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Speaker 3: or palette to our customer for loading.

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Speaker 1: And then just curious, so let's say you deliver the palette,

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Speaker 1: so do you take back the box right away, wait

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Speaker 1: till they unload, or they just send it next you

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Speaker 1: just pick it up next time you're there.

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Speaker 2: We actually take back that packaging.

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Speaker 3: So with us being a White Glove company, we have

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Speaker 3: the capability to do the first, middle, and final mile

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Speaker 3: if we needed to run it direct and our own

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Speaker 3: dedicated equipment, so we would always be retrieving that at

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Speaker 3: time of delivery. So the customer is just getting the

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Speaker 3: product that they need and we're able to keep circulating

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Speaker 3: and cleaning and utilizing those boxes. Again because there's so

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Speaker 3: much waste, right when we're talking about smaller quantities too,

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Speaker 3: and dry ice and packages inside of packages and this,

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Speaker 3: that and the other. All of those things are one

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Speaker 3: time used and thrown away, right, and so we're alleviating

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Speaker 3: that with having the packaging that can be reused consistently

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Speaker 3: for our customers.

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Speaker 1: Well, I'm sure the earth appreciates that as well. So

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Speaker 1: the divisions, the food chain division. So I'm assuming you're

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Speaker 1: starting just in the food food industry and then maybe

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Speaker 1: move into pharmaceuticals because you mentioned that this kind of

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Speaker 1: technology has already been used for the pharmaceutical industry.

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Speaker 3: Yeah, I mean this year we're doing the focus. My

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Speaker 3: background really since two thousand and nine has been on

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Speaker 3: the food and beverage side, and so it makes sense,

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Speaker 3: you know, from seeing those consistent needs from our customers

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Speaker 3: to stay and focus and build this out and really

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Speaker 3: create that solution for them. And then everything that is

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Speaker 3: being built then will be replicated for the pharmaceutical side.

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Speaker 1: And you know, so congratulations on the Dallas location. Are

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Speaker 1: you planning on opening other locations across the United States?

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Speaker 1: Is there some sort of long term plan that you

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Speaker 1: want to share, Well, even.

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Speaker 3: Short term So we are planning to open up in

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Speaker 3: Orlando in the next month. We will be in Charlotte,

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Speaker 3: North Carolina, Indianapolis, Chicago, Seattle, Los Angeles, and still picking

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Speaker 3: out our East coast location. We're still not exactly sure

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Speaker 3: where that one's going to show up, but yeah, that

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Speaker 3: is that is our plan for this year, to have

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Speaker 3: those different operating facilities and then being able to really

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Speaker 3: pop up one if there was a client that needed something,

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Speaker 3: even say in Montana, and there was that volume that

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Speaker 3: was able to support that. We have that flexibility to

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Speaker 3: do a pop up for a customer really anywhere that

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Speaker 3: they needed.

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Speaker 1: All right, well, great, good luck with it, and I

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Speaker 1: can't wait to get an update on how things are

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Speaker 1: going in a couple months. So you mentioned earlier the

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Speaker 1: expedited market's been changing a lot over the last couple

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Speaker 1: of years. Can you talk about, you know, the changes

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Speaker 1: that you seen since you've been in the industry. I'm

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Speaker 1: assuming before you started Candor you were doing some sort

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Speaker 1: of expedited transportations, and you know, I don't want to

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Speaker 1: age you at all, but I'm assuming you've been doing

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Speaker 1: this for more than seven years, maybe.

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Speaker 3: Eight, Yeah, twenty four, twenty fours now I've been in

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Speaker 3: the industry and so yeah, I mean, expedite was a

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Speaker 3: big part of my background. So I had always been

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Speaker 3: on the operational side, eventually transitioned in on the sales side,

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Speaker 3: and then went to the executive and well, I should

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Speaker 3: say management executive roles at previous companies, and then started

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Speaker 3: Candor in twenty seventeen. Like I had said, but the

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Speaker 3: market has consistently changed, and I love the fact that

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Speaker 3: it has because I actually like bloom off the chaos

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Speaker 3: of it. We always have peaks and valleys, just like

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Speaker 3: every boat does. So you know, you'll see ocean up,

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Speaker 3: you'll see intermodal down. I mean, I can keep going

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Speaker 3: with how things balance out. It's a consistent cycle that

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Speaker 3: happens today. Like everyone else, the market is soft, especially

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Speaker 3: on the expedited side, because whenever there is an openness

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Speaker 3: of capacity, it just makes more sense in some cases

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Speaker 3: to do different consolidations. Customers have much more flexibility to

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Speaker 3: go their standard methods. People are more willing to wait

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Speaker 3: for their products. So we just came off of obviously

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Speaker 3: the pandemic which was banging for everybody, and we were

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Speaker 3: also a big part of that feel. So now we're

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Speaker 3: headed back into the normalization, as I call it. A

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Speaker 3: lot of people think that the market is terrible, but

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Speaker 3: I have definitely seen it like this before. So it's

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Speaker 3: a matter of just you know, staying after it and

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Speaker 3: really trying to create those solutions for your customers during

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Speaker 3: these times.

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Speaker 1: Has the customer changed, like who is shipping expedited?

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Speaker 2: No?

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Speaker 3: I mean since I have been doing this, there's really

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Speaker 3: no one, you know, set way that a customer looks

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Speaker 3: and feels.

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Speaker 2: I mean there are some that it is in the

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Speaker 2: forefront of everything they do.

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Speaker 3: Like the automotive client is always going to be shipping

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Speaker 3: that just in time method. But food, beverage, medical devices,

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Speaker 3: I mean, those are the consistent types of industries. But

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Speaker 3: you'll also see people that need to bring in raw product,

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Speaker 3: you know, that might be making something that's going to

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Speaker 3: end up in home depot. There's really no dedicated minus

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Speaker 3: in my opinion, either the pharmaceutical or the automotive side

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Speaker 3: of things. But customers are getting a little bit crafty now.

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Speaker 3: They're starting to understand that you can tailor equipment for

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Speaker 3: these types of shipments, and so it is changing for me,

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Speaker 3: at least in my company. The landscape on what it

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Speaker 3: looks like now with even regular, reoccurring expedite reoccurring milk

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Speaker 3: run drops that need to just go alongside of a route.

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Speaker 3: So I think with technology and the willingness of customers

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Speaker 3: to really work with theirs, they're starting to see that

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Speaker 3: they do have different options than just your standard modes

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Speaker 3: of transportation.

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Speaker 1: How much of your business is like, would you classify

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Speaker 1: as SPOT versus this reoccurring business that you have and

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Speaker 1: is that kind of representative what the industry is structured?

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Speaker 3: Like, Well, we're about thirty percent contracted and seventy percent SPOT. Yes, okay,

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Speaker 3: so that has changed significantly for us, just like I

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Speaker 3: keep saying, as our company keeps evolving, we're listening to

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Speaker 3: what our customers need and it's this organic growth on

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Speaker 3: these services that we've added to the menu. So it's

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Speaker 3: brought more of that contracted work. But like I said

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Speaker 3: that that milk run reoccurring daily routes, it's still an

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Speaker 3: ever changing and growing field for us. So I do

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Speaker 3: think over time that number will will change tremendously for

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Speaker 3: us as well.

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Speaker 1: And is the industry, because there really aren't a lot

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Speaker 1: of publicly traded expedited companies. There's a couple of companies

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Speaker 1: that have expedited units, like our best you know they

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Speaker 1: own was it Panther, Yeah, which is an expedited carrier.

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Speaker 1: So so a lot of people, you know, a lot

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Speaker 1: of people in this audience might not be very familiar

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Speaker 1: with the market. Is it a very fragmented market or

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Speaker 1: are there a bunch of large private players that are

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Speaker 1: in the market.

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Speaker 2: No, it's a fragmented market.

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Speaker 3: And it's also uh tried tried to be solved by

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Speaker 3: companies that just say that sure, I could do that right.

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Speaker 3: So they'll have a relationship with the shipper and there

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Speaker 3: will be a short lead shipment or something critical and

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Speaker 3: the shipper, just upon relationship will will tender that load

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Speaker 3: to a standard brokerage or carrier. And sometimes I'm sure

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Speaker 3: it works out. Sometimes it's disappointing because that true service

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Speaker 3: and transparency is really needed to make sure that it's successful.

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Speaker 3: But bigger companies tend to buy those types of divisions. So,

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Speaker 3: I mean, we saw that even with XPO back in

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Speaker 3: the day, there was a fairly large player in the

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Speaker 3: game and it was acquired. I believe that Panther was

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Speaker 3: also acquired, so it seems like anytime that there is

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Speaker 3: a company that starts making some sort of impact in

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Speaker 3: the industry is maybe being a larger company, they tend

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Speaker 3: to get acquired.

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Speaker 1: Right And where do you see I mean, do you

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Speaker 1: do you grow mostly organic or do you kind of

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Speaker 1: roll in smaller companies into your organizations and you know

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Speaker 1: it might be a person with a phone, I guess,

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Speaker 1: but you're just trying to like get access to a

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Speaker 1: different customer. How are you focusing your growth at Candor Well,

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Speaker 1: I mean.

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Speaker 3: Like I've said, we're really focused on touching these different

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Speaker 3: types of modes as well. So it's beyond just the

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Speaker 3: tried and true expedited shipping now it's more focused on

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Speaker 3: the solution base. So it is organic, organic, but there

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Speaker 3: is strategy behind it. You know, you're looking at what

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Speaker 3: makes sense for your business, obviously adding teammates, different tools

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Speaker 3: that you need for those.

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Speaker 2: Types of modes.

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Speaker 3: And I mean, for me, I feel with the strategic

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Speaker 3: side of things, that's why we've been blossoming into these

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Speaker 3: different companies like Candor Food Chain, Candor Express. It's to

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Speaker 3: really still stay in our lane as being kind of

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Speaker 3: that niche service provider, but really breaking those out where

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Speaker 3: it's it's really clear on what that service and expectation

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Speaker 3: is of that company.

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Speaker 1: And so you know you mentioned a couple of times

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Speaker 1: white Glove service obviously that that just refer to high

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Speaker 1: touch service. Could you talk about, you know, what white

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Speaker 1: Glove service means to you in the expedited market.

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Speaker 2: Sure, So there's two different methods of it.

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Speaker 3: You know, we'll see a client that is seeking an

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Speaker 3: exclusive use vehicle, so that is basically a truck that

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Speaker 3: they own everything that is happening inside that truck from

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Speaker 3: point A to point B. So we'll have times that

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Speaker 3: we need to make a delivery, say on the seventh

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Speaker 3: floor in New York City, and we need two drivers

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Speaker 3: to actually go inside and carry that product inside and

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Speaker 3: bring it into the elevator and uncreated and really get

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Speaker 3: it positioned.

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Speaker 2: I mean, we we've done.

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Speaker 3: Dental chairs where you know, you're showing up at a

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Speaker 3: dental office and you need to take that dental chair

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Speaker 3: out of the grate, place it in the room of

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Speaker 3: choice for that customer, and then remove all the materials

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Speaker 3: so that way, you know that's what they ordered, that's

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Speaker 3: what they're seeking. They don't have anybody that can come

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Speaker 3: into their facility or just sit there that can get

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Speaker 3: the chair already. So anything of touch, anything that needs

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Speaker 3: just something a little extra. It could be masonite that

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Speaker 3: we're laying on the floor because we're making it delivery

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Speaker 3: into a beautiful hotel, you know, that needs to move

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Speaker 3: product through.

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Speaker 2: So it could be Genie lifts.

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Speaker 3: It can get really complicated, or it could just be

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Speaker 3: something as simple as a liftgate, pala jack and inside delivery.

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Speaker 3: So there's many different ranges depending upon who you're servicing

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Speaker 3: and what those needs are, and sometimes really how crazy

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Speaker 3: their location is. Sometimes there's some crazy stuff.

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Speaker 1: I bet so you said a Genie lift. What's a

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Speaker 1: Genie lift?

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Speaker 3: I mean think about when you see they're usually orange

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Speaker 3: and they almost have like a scissor and it like

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Speaker 3: opens up and someone can be, oh, can be on

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Speaker 3: it and bringing product.

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Speaker 2: Yep, So it could look like that. Yeah, gotcha.

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Speaker 1: I cover transportation from my Ivory tower. I don't get

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Speaker 1: my hands very dirty. So some of these things I'm

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Speaker 1: not familiar with the jargon. So what is the craziest

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Speaker 1: thing I guess that you guys have ever had to deliver?

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Speaker 3: We did one of the telescopes in Chicago that was

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Speaker 3: at the planetarium.

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Speaker 1: That's cool.

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Speaker 3: So, yeah, it was really cool. I mean to have

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Speaker 3: it was all broken down. We actually took one out

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Speaker 3: and replaced it with a new one. So the idea

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Speaker 3: of having I think we had seven men for that

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Speaker 3: particular job and it was all filmed and it was

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Speaker 3: an experience because I guess that telescope had been there

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Speaker 3: for years upon years and it was, you know, very

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Speaker 3: very high value. But I'm also a space junkie, so

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Speaker 3: that's the one that sticks out the most to me

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Speaker 3: because I was in love with the idea of doing

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Speaker 3: something like that.

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Speaker 1: Very cool. And is the government or military like a

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Speaker 1: big customer of expedite services.

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Speaker 3: It is, and with where we've been, we just have

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Speaker 3: not gone down that path yet. Yeah, I feel like

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Speaker 3: you would have to have someone on your team that

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Speaker 3: maybe has handled that type of work and that type

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Speaker 3: of those types of contracts. I've learned a little bit

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Speaker 3: about it to understand that there might be segments of projects,

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Speaker 3: so that's why I can get a little hairy. But

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Speaker 3: there is expedited work definitely in those entities for sure.

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Speaker 1: And so is the majority of Candor's business like food

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Speaker 1: and perishables.

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Speaker 2: Is that.

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Speaker 1: A fair way to classify.

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Speaker 2: Its Actually, well, it's actually all over early.

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Speaker 3: You know, we have some clients that are in the

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Speaker 3: automotive sector, we have some in general manufacturing, medical, Like

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Speaker 3: I said, we have quite a few food and beverage.

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Speaker 3: Fast food retail is one of our bigger segments, but

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Speaker 3: it's all over the place on who we're servicing.

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Speaker 1: So dumb questions fast food retail, So what is a

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Speaker 1: fast food chain need expedited? Because I always thought everything's frozen?

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Speaker 3: What what camburgerties, eggs, cups, lids, straws, snapkins. You'd be

387
00:22:12,200 --> 00:22:16,080
Speaker 3: surprised at what needs to transpire, you know, when they

388
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Speaker 3: have to try to shuffle product around through these franchises.

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Speaker 3: So it can really be anything that supports a fast

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Speaker 3: food location.

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Speaker 1: And just I don't know if if you want to

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Speaker 1: talk about it all but on on on can or

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Speaker 1: is it just you're you're just the sole proprietor are

394
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Speaker 1: you're backed by private equity? What kind of ownership structure

395
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Speaker 1: do you guys?

396
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Speaker 2: Have I own the company one?

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Speaker 3: So it was a bootstrapped company and we've we've gotten

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Speaker 3: it to where we are, and so I'm looking at

399
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Speaker 3: some different things for the future. Obviously with our new entities,

400
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Speaker 3: but very proud of the fact that we have gotten

401
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Speaker 3: to this far on our own. It's it's a great

402
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Speaker 3: feeling to be running a debt free company for sure.

403
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Speaker 1: Oh that's fantastic. And then you know, so you said

404
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Speaker 1: you you mentioned earlier that you started the company about

405
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Speaker 1: seven years ago. What's been the biggest challenge or biggest

406
00:23:16,680 --> 00:23:21,040
Speaker 1: surprise as an entrepreneur of starting your own business, you know,

407
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Speaker 1: being in the industry for fourteen fifteen years before that

408
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Speaker 1: and then starting your own chop.

409
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Speaker 2: It's always people.

410
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Speaker 3: So as an entrepreneur, you know, I'm always going after something.

411
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Speaker 3: I'm always you know, trying to obtain the next thing

412
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Speaker 3: that we could do or bring the next account on.

413
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Speaker 3: I'm always visionary, big concepts, big thoughts, and sometimes it's

414
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Speaker 3: a challenge to really for me convey those messages on

415
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Speaker 3: what that actually looks and feels like, feels like at times.

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Speaker 2: But then really finding the people that will.

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Speaker 3: Want to join a smaller organization. You know, there's a

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Speaker 3: lot of work that happens in a smaller organization. We

419
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Speaker 3: are definitely not numbers on our team. We are all

420
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Speaker 3: of us together, rowing in the boat to make all

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Speaker 3: of this happen.

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Speaker 2: So it's it's really.

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Speaker 3: That it's the people to make sure that you know,

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Speaker 3: you always have the right culture fit. That is a

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Speaker 3: very big deal for us. I mean we are tried

426
00:24:21,440 --> 00:24:25,600
Speaker 3: and true live beyond most companies with culture. I mean

427
00:24:25,640 --> 00:24:28,760
Speaker 3: our team is you know, living and breathing that in

428
00:24:28,800 --> 00:24:33,119
Speaker 3: a daily and that's how we've designed those values. But

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Speaker 3: then just you know, constantly pushing for that next thing

430
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Speaker 3: with your teammates.

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Speaker 1: Yeah, how many employees do you have?

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Speaker 2: Thirty? Okay?

433
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Speaker 1: And are you guys a like a virtual company or

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Speaker 1: meaning that you don't everyone's not going to the office.

435
00:24:48,400 --> 00:24:49,680
Speaker 1: Everyone's kind of working from home.

436
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Speaker 3: Well, we're a hybrid company, so on Mondays and Fridays

437
00:24:54,359 --> 00:24:58,720
Speaker 3: our staff is all at home. Sounds good, but two yeah,

438
00:24:58,840 --> 00:25:01,560
Speaker 3: people like that a lot. But during the pandemic, we

439
00:25:01,600 --> 00:25:04,879
Speaker 3: did hire some individuals. It allowed us to obtain talent

440
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Speaker 3: in different markets. So right now we are currently in

441
00:25:08,240 --> 00:25:12,880
Speaker 3: five states with individuals, but we do have our highest

442
00:25:12,880 --> 00:25:14,640
Speaker 3: employee count in the.

443
00:25:14,640 --> 00:25:16,160
Speaker 2: Office in Plano, Texas.

444
00:25:16,960 --> 00:25:20,919
Speaker 3: So we're not hiring any other individuals that are just

445
00:25:21,359 --> 00:25:23,800
Speaker 3: you know, across the country. We're looking for more of

446
00:25:23,880 --> 00:25:28,520
Speaker 3: the Dallas feel. We do like having our remote employees,

447
00:25:28,560 --> 00:25:31,800
Speaker 3: but we do find value in having that flexibility hybrid.

448
00:25:32,840 --> 00:25:35,359
Speaker 1: Absolutely. You mentioned you know, just a couple of seconds

449
00:25:35,520 --> 00:25:37,639
Speaker 1: or minutes ago that you know you're always trying to

450
00:25:37,640 --> 00:25:41,320
Speaker 1: do stuff. You know, as an entrepreneur, how do you

451
00:25:41,320 --> 00:25:42,159
Speaker 1: stay motivated?

452
00:25:42,359 --> 00:25:42,520
Speaker 2: Is it?

453
00:25:42,680 --> 00:25:44,040
Speaker 1: Is it coffee? Is it? Like?

454
00:25:44,080 --> 00:25:44,440
Speaker 3: What? What?

455
00:25:45,080 --> 00:25:47,199
Speaker 1: How do you stay focused? Because I know, like I

456
00:25:47,240 --> 00:25:49,640
Speaker 1: have very productive days and some days you know, don't

457
00:25:49,640 --> 00:25:53,720
Speaker 1: tell anybody, but like not so productive days just between us.

458
00:25:53,800 --> 00:25:57,239
Speaker 2: Well, you're human, you're human. That happens. I don't know.

459
00:25:57,320 --> 00:25:59,920
Speaker 3: I think this is something that I don't I don't

460
00:25:59,920 --> 00:26:01,879
Speaker 3: know if I could say I was like born with

461
00:26:01,960 --> 00:26:03,080
Speaker 3: it or what.

462
00:26:03,240 --> 00:26:06,320
Speaker 2: I have those days too. I actually have those weeks.

463
00:26:07,280 --> 00:26:09,960
Speaker 3: I've had those months, you know, even where it's like

464
00:26:10,160 --> 00:26:14,000
Speaker 3: I feel a little burnt out. But I'm very open

465
00:26:14,040 --> 00:26:17,040
Speaker 3: and honest about that. I will tell my team, like, guys,

466
00:26:17,440 --> 00:26:20,760
Speaker 3: I have literally burnt the candle at both ends and

467
00:26:20,800 --> 00:26:23,120
Speaker 3: I need you guys to help me out, and they

468
00:26:23,200 --> 00:26:24,479
Speaker 3: are more than willing to do that.

469
00:26:25,240 --> 00:26:27,440
Speaker 2: But really what motivates me is tomorrow.

470
00:26:28,160 --> 00:26:31,480
Speaker 3: So I always think about what is it that I'm

471
00:26:31,520 --> 00:26:35,440
Speaker 3: trying to do tomorrow to make that impact, and then

472
00:26:35,560 --> 00:26:38,959
Speaker 3: I have this concept of always working backwards, meaning like,

473
00:26:39,359 --> 00:26:42,439
Speaker 3: what's my big goal? What are my goals that I

474
00:26:42,520 --> 00:26:44,600
Speaker 3: have to do to actually lead up to that? And

475
00:26:44,640 --> 00:26:47,639
Speaker 3: so I break them down smaller to make them more palatable.

476
00:26:48,320 --> 00:26:50,760
Speaker 3: And that actually motivates me because I go, oh, this

477
00:26:50,800 --> 00:26:52,760
Speaker 3: is not that good, right, you know, and I can

478
00:26:52,880 --> 00:26:53,919
Speaker 3: just I can get through it.

479
00:26:54,440 --> 00:26:55,800
Speaker 1: Well. I want to thank you because now I have

480
00:26:55,840 --> 00:27:00,720
Speaker 1: that anti song tomorrow in my head. Hopefully that that'll

481
00:27:00,720 --> 00:27:04,000
Speaker 1: get out of my ears pretty quickly. And then, so

482
00:27:04,160 --> 00:27:06,159
Speaker 1: you know, you say, sometimes you get burnt out, what

483
00:27:06,200 --> 00:27:09,080
Speaker 1: do you do to rejuvenate yourself to you know, fight

484
00:27:09,160 --> 00:27:09,800
Speaker 1: for another day?

485
00:27:11,920 --> 00:27:15,399
Speaker 3: I start I work out, so that helps me significantly.

486
00:27:16,600 --> 00:27:18,080
Speaker 2: I'm a spop person too.

487
00:27:18,359 --> 00:27:22,600
Speaker 3: I love to like go get full lady treatment massages.

488
00:27:24,040 --> 00:27:26,640
Speaker 3: I love to travel too, So I'll sneak away for

489
00:27:26,760 --> 00:27:27,400
Speaker 3: a weekend.

490
00:27:27,680 --> 00:27:29,200
Speaker 2: I call it a meat trip.

491
00:27:29,520 --> 00:27:32,560
Speaker 3: It'll just be me by myself, some books and a

492
00:27:32,560 --> 00:27:37,480
Speaker 3: beach and I just go, you know, unwind and try

493
00:27:37,480 --> 00:27:39,280
Speaker 3: to relax a little bit and clear my brain.

494
00:27:39,960 --> 00:27:42,040
Speaker 1: Sounds fantastic, it is.

495
00:27:42,359 --> 00:27:44,840
Speaker 3: Everybody should do it. Everybody should do it at least

496
00:27:44,840 --> 00:27:45,400
Speaker 3: once a year.

497
00:27:46,960 --> 00:27:50,240
Speaker 1: So how did you Because you know, most people either

498
00:27:50,240 --> 00:27:53,640
Speaker 1: born in transportation, or they stumble into it as a career.

499
00:27:54,119 --> 00:27:56,320
Speaker 1: So when you were starting out twenty four years ago,

500
00:27:56,680 --> 00:28:02,119
Speaker 1: how did you get into the transportation industry as a profession.

501
00:28:03,320 --> 00:28:05,640
Speaker 3: Yeah, I stumbled in it like a lot of people do.

502
00:28:05,840 --> 00:28:08,560
Speaker 3: So I like to say I entered in freight when

503
00:28:08,560 --> 00:28:12,880
Speaker 3: freight wasn't cool. I was working retail and this gentleman

504
00:28:13,000 --> 00:28:15,119
Speaker 3: came in and I have a really weird memory, so

505
00:28:15,200 --> 00:28:17,520
Speaker 3: I remembered some detail on his order and he's like,

506
00:28:17,560 --> 00:28:20,560
Speaker 3: do you want a job, kid? And so I worked

507
00:28:20,560 --> 00:28:23,879
Speaker 3: at a really small brokerage. There were four people, and

508
00:28:24,080 --> 00:28:27,159
Speaker 3: that was a really cool place to start because the

509
00:28:27,200 --> 00:28:29,639
Speaker 3: owner of that company spent so much time with me

510
00:28:30,320 --> 00:28:33,600
Speaker 3: to teach me the ins and outs, and then he

511
00:28:33,800 --> 00:28:37,720
Speaker 3: handed over the keys. So I mean I was moving shipments,

512
00:28:37,800 --> 00:28:41,120
Speaker 3: and I mean he had some very strong standards that

513
00:28:41,160 --> 00:28:43,680
Speaker 3: i'd have to live to, even with back halls and

514
00:28:44,440 --> 00:28:47,440
Speaker 3: different things that were Now I look back and go, oh,

515
00:28:47,480 --> 00:28:48,240
Speaker 3: that makes sense.

516
00:28:49,240 --> 00:28:51,520
Speaker 2: But it was a really really good learning experience.

517
00:28:51,760 --> 00:28:53,760
Speaker 3: I was there for about three years, and then I

518
00:28:53,800 --> 00:28:55,720
Speaker 3: got to go on the owner operators side, so I

519
00:28:55,760 --> 00:28:59,680
Speaker 3: dealt with all drivers that the company had. I got

520
00:28:59,680 --> 00:29:01,640
Speaker 3: to find all their back halls, and make all of

521
00:29:01,680 --> 00:29:05,080
Speaker 3: them mad, because that's always a tough spot. So I

522
00:29:05,120 --> 00:29:08,520
Speaker 3: was twenty one twenty two at that time and then

523
00:29:08,960 --> 00:29:12,200
Speaker 3: really started just focusing more on the truckload brokerage. So

524
00:29:12,240 --> 00:29:16,080
Speaker 3: I lived in that space, slid into the sales side

525
00:29:17,240 --> 00:29:19,239
Speaker 3: while I was still broker and free, so I kind

526
00:29:19,280 --> 00:29:23,600
Speaker 3: of created the grave role for a while. So I've

527
00:29:23,600 --> 00:29:29,280
Speaker 3: really done everything every mode minus international, I mean that

528
00:29:29,440 --> 00:29:31,320
Speaker 3: was something I never really got into.

529
00:29:31,440 --> 00:29:34,880
Speaker 2: And intermodal, but I got to touch it all.

530
00:29:34,680 --> 00:29:38,640
Speaker 1: Right, and you know, kind of marrying the international aspect

531
00:29:38,880 --> 00:29:42,680
Speaker 1: and the expedited aspect and the fact that you're in Texas.

532
00:29:43,360 --> 00:29:43,920
Speaker 2: Do you do.

533
00:29:43,880 --> 00:29:48,000
Speaker 1: Cross border traffic between Mexico and the US for expedited

534
00:29:48,120 --> 00:29:48,880
Speaker 1: or not yet?

535
00:29:48,960 --> 00:29:52,400
Speaker 2: Not yet, not yet that is on the roster, but

536
00:29:52,720 --> 00:29:53,200
Speaker 2: not yet.

537
00:29:53,280 --> 00:29:56,640
Speaker 3: So we service the United States, we go out to

538
00:29:56,680 --> 00:30:00,400
Speaker 3: Hawaii as well, okay, and then we also go up

539
00:30:00,400 --> 00:30:00,960
Speaker 3: to Canada.

540
00:30:01,680 --> 00:30:03,560
Speaker 1: Well maybe you should take a weekend of Hawaii. That's

541
00:30:03,560 --> 00:30:06,200
Speaker 1: a long flight for a weekend. Maybe maybe longer weekend

542
00:30:06,640 --> 00:30:07,520
Speaker 1: than just a weekend.

543
00:30:08,600 --> 00:30:09,840
Speaker 2: Yeah, go check out the scene.

544
00:30:09,960 --> 00:30:14,120
Speaker 1: Right, So you know, you mentioned the fact, or I

545
00:30:14,120 --> 00:30:16,479
Speaker 1: should say I mentioned the fact when we introduced you

546
00:30:16,560 --> 00:30:21,000
Speaker 1: that you have a Ladies' Leadership Coalition that you helped

547
00:30:21,040 --> 00:30:25,720
Speaker 1: launch in a podcast, you know, kind of highlighting women

548
00:30:26,080 --> 00:30:31,320
Speaker 1: in the transportation industry. You know, how has how have

549
00:30:31,560 --> 00:30:36,200
Speaker 1: things changed since you joined the industry, because you know,

550
00:30:36,280 --> 00:30:39,480
Speaker 1: from someone on the outside looking in, when I go

551
00:30:39,560 --> 00:30:43,360
Speaker 1: to these conferences, the makeup has changed considerably over the

552
00:30:43,440 --> 00:30:45,240
Speaker 1: last like five or six years.

553
00:30:45,720 --> 00:30:47,920
Speaker 2: Yeah, I would love to say that. I'm so proud

554
00:30:47,960 --> 00:30:49,000
Speaker 2: of where it's gotten to.

555
00:30:49,280 --> 00:30:52,840
Speaker 3: I mean, same when I would go to conferences, and

556
00:30:52,880 --> 00:30:55,000
Speaker 3: I know my number kind of varies, but it just

557
00:30:55,000 --> 00:30:58,640
Speaker 3: felt like there'd be you know, nine ten women and

558
00:30:58,960 --> 00:31:01,840
Speaker 3: you know, eight hundred men and a rip and so

559
00:31:02,360 --> 00:31:04,760
Speaker 3: it does make me really proud to see how many

560
00:31:04,800 --> 00:31:08,040
Speaker 3: more women are in attendance, how many more women are

561
00:31:08,080 --> 00:31:14,360
Speaker 3: taking management leadership roles, executive roles. It's fantastic And that's

562
00:31:14,400 --> 00:31:16,680
Speaker 3: what I want to keep inspiring people to do. You know,

563
00:31:16,720 --> 00:31:20,920
Speaker 3: if I can even just motivate one to ask outrageously

564
00:31:21,040 --> 00:31:23,360
Speaker 3: and find out what it is that they need to

565
00:31:23,360 --> 00:31:24,600
Speaker 3: do to get to that next.

566
00:31:24,400 --> 00:31:25,480
Speaker 2: Level, I'm all in.

567
00:31:25,680 --> 00:31:30,920
Speaker 3: So we designed LLC and it's great because we've developed

568
00:31:30,960 --> 00:31:33,680
Speaker 3: a tribe of women. So we have five business owners

569
00:31:33,760 --> 00:31:37,560
Speaker 3: all in different parts of transportation on what they do.

570
00:31:38,600 --> 00:31:41,400
Speaker 3: But you know, we've really kind of became each other's

571
00:31:41,440 --> 00:31:45,400
Speaker 3: mentors during that time and friends, and so we just

572
00:31:45,480 --> 00:31:49,040
Speaker 3: keep extending that circle to other people so that way

573
00:31:49,080 --> 00:31:51,640
Speaker 3: they can hear you know that it's not all sunshine

574
00:31:51,680 --> 00:31:54,920
Speaker 3: and rainbows in your career and there are things that

575
00:31:54,960 --> 00:31:56,760
Speaker 3: you have to overcome and you are going to be

576
00:31:56,840 --> 00:32:00,120
Speaker 3: uncomfortable and you have to put yourself out there. So

577
00:32:00,120 --> 00:32:04,520
Speaker 3: we bring guests on too, people that have done remarkable things.

578
00:32:04,680 --> 00:32:07,760
Speaker 3: And what I love about it is they're they're vulnerable.

579
00:32:07,920 --> 00:32:11,160
Speaker 3: Like I had a podcast last week and you know,

580
00:32:11,200 --> 00:32:13,160
Speaker 3: a woman had to talk about she said, the number

581
00:32:13,200 --> 00:32:15,560
Speaker 3: one thing that you need for those industries thick skin.

582
00:32:16,560 --> 00:32:19,600
Speaker 3: And I mean, these are the things that really need

583
00:32:19,600 --> 00:32:23,600
Speaker 3: to be said and people need to understand, you know,

584
00:32:23,680 --> 00:32:27,040
Speaker 3: that that they're not alone and they have to power

585
00:32:27,120 --> 00:32:30,840
Speaker 3: through and again keep going and growing. And so that's

586
00:32:30,880 --> 00:32:34,720
Speaker 3: what we focus on to help women in those situations

587
00:32:34,760 --> 00:32:37,000
Speaker 3: and positions to take the next step.

588
00:32:37,520 --> 00:32:41,640
Speaker 1: Great. So we're going to wrap up coming towards the

589
00:32:41,720 --> 00:32:43,800
Speaker 1: end of time. I always like to ask folks that

590
00:32:43,840 --> 00:32:46,600
Speaker 1: come on the podcast, you know about you know, what

591
00:32:46,640 --> 00:32:51,240
Speaker 1: you've read recently, and you know sometimes I ask, is it,

592
00:32:51,240 --> 00:32:54,280
Speaker 1: depending on who I'm speaking with, a management book or

593
00:32:54,400 --> 00:32:57,360
Speaker 1: a book about transportation that you know really struck a

594
00:32:57,440 --> 00:32:59,680
Speaker 1: chord with you. So, you know, given the fact that

595
00:32:59,680 --> 00:33:03,000
Speaker 1: you're not only in the transportation industry but you're an entrepreneur,

596
00:33:03,560 --> 00:33:06,040
Speaker 1: is there a book on any of those topics that

597
00:33:06,600 --> 00:33:08,479
Speaker 1: really resonated with you?

598
00:33:09,160 --> 00:33:14,080
Speaker 3: Well, not necessarily a transportation book. I do love leadership books,

599
00:33:14,680 --> 00:33:19,440
Speaker 3: so I'm the big John C. Maxwell fan. He was like,

600
00:33:19,480 --> 00:33:23,960
Speaker 3: actually my first mentor. But I mean, I'm reading books

601
00:33:24,000 --> 00:33:29,040
Speaker 3: consistently that are about, you know, my team emotional intelligence,

602
00:33:30,440 --> 00:33:33,240
Speaker 3: trying to implement EOS. I don't know if anyone has

603
00:33:33,240 --> 00:33:35,960
Speaker 3: heard of that, but I love Geno Wickman. So I

604
00:33:36,000 --> 00:33:39,280
Speaker 3: read a lot of the Traction books because that's you know,

605
00:33:39,360 --> 00:33:43,000
Speaker 3: focused on business strategy. And then a big book for

606
00:33:43,120 --> 00:33:47,560
Speaker 3: me was asked outrageously by Linda Swindling. So I've done

607
00:33:47,560 --> 00:33:50,640
Speaker 3: a couple of keynotes even on this book because it's

608
00:33:50,880 --> 00:33:54,120
Speaker 3: just it was like foundational change for me. And then

609
00:33:54,200 --> 00:33:58,800
Speaker 3: e Myth too by Michael Gerber, and it's just how

610
00:33:58,960 --> 00:34:03,080
Speaker 3: business owners to stay in their business and not work

611
00:34:03,160 --> 00:34:06,480
Speaker 3: on their business, and how it really pulls them down

612
00:34:06,480 --> 00:34:09,799
Speaker 3: on the quicksand and so that was when you know,

613
00:34:10,040 --> 00:34:13,360
Speaker 3: when I've really made a pivot in the company was

614
00:34:13,360 --> 00:34:16,680
Speaker 3: from reading that book and it changed everything for me.

615
00:34:16,920 --> 00:34:18,520
Speaker 2: I loved it great.

616
00:34:18,760 --> 00:34:21,120
Speaker 1: Well. I really want to thank you for your time, Nicole,

617
00:34:21,520 --> 00:34:26,040
Speaker 1: and best of luck with your new food chain venture

618
00:34:26,120 --> 00:34:27,480
Speaker 1: that you recently launched.

619
00:34:28,000 --> 00:34:29,440
Speaker 2: Thank you, Lee, Thanks for having me.

620
00:34:29,800 --> 00:34:31,920
Speaker 1: Yeah my pleasure, and I want to thank everyone for

621
00:34:32,000 --> 00:34:34,719
Speaker 1: tuning in. If you liked the episode, please subscribe and

622
00:34:34,800 --> 00:34:37,279
Speaker 1: leave a review. We've lined up a number of great

623
00:34:37,320 --> 00:34:40,160
Speaker 1: guests for the podcast. Check back to hear conversations with

624
00:34:40,239 --> 00:34:44,160
Speaker 1: C suite executives, shippers, regulators, and decision makers within the

625
00:34:44,160 --> 00:34:46,520
Speaker 1: freight markets. Also, if you have an idea for a

626
00:34:46,560 --> 00:34:49,000
Speaker 1: future episode, please hit me up on the Bloomberg terminal.

627
00:34:49,160 --> 00:34:52,480
Speaker 1: We're on Twitter at logistics Lee. Thanks everyone, Take care,