The Freight Show

Vooma
  • 0.0 (0)
  • MANAGEMENT
  • UPDATED WEEKLY

The Freight Show brings stories of freight and logistics leaders who’ve shaped the industry. Through in-depth conversations, we explore their journeys, the challenges they’ve overcome, and the insights that have driven their success. Each episode uncovers the lessons, strategies, and wisdom of these freight leaders.

  1. 5 FEB

    Reliance Partners President Chad Eichelberger on Freight Risk Economics and Scaling to $675M

    Freight companies that scale well usually share one thing in common: they obsess over the operating details that keep the business from breaking as headcount, customers, and complexity explode. Reliance Partners President Chad Eichelberger has built his career inside that reality, from early-stage brokerage growth to enterprise-scale execution and risk management. In this episode, Chad walks through two rare zero-to-scale runs—helping grow Access America from an early-stage Chattanooga startup into a brokerage that reached a $675M run rate before selling to Coyote, then applying the same scalability discipline to build Reliance Partners into a specialist insurance platform for trucking and logistics. We unpack the metrics and cultural rules that made the brokerage model work at scale, plus the new risk reality for brokers today—where strategic cargo theft and fraud are reshaping underwriting, controls, and the true cost to serve. What you’ll learn How to design brokerage growth that scales (not just grows): The input metrics Access America measured (talk time, calls, pipeline hygiene) and why “small” behaviors become massive leading indicators.How to build a competitive sales culture without breaking teamwork: The CRM rules, account ownership enforcement, and RFP adjudication process that kept teams aggressive and aligned.Why cradle-to-grave worked—and where hybrid structures emerged: How large enterprise accounts naturally evolved into regionalized “enterprise pods” while keeping accountability tight.What elite cold calling really looked like: Gatekeeper navigation, dial-by-name tactics, and the persistence that turns “years of voicemails” into a top customer.What a “never say no” service mindset costs—and why it pays: The $32K charter-plane shipment loss that reinforced execution as a brand advantage.How insurance scales differently than brokerage sales: Why insurance is often “win it all or win nothing,” and how renewals create an annuity-like book when service stays tight.How broker risk has shifted from catastrophic liability to high-frequency cargo losses: Why strategic theft and fraud are forcing new controls—and raising the cost of coverage.What underwriters actually evaluate: Vetting stack, loss history, commodities, contracts, compliance maturity, and why the pool of active underwriters is tighter than most brokers assume.How to reduce theft exposure: Repeat-carrier discipline, high-value protocols, anomaly detection signals, and why “one exception” often becomes the breach.Why 2026 feels different: The optimism case for a healthier market—if the macro picture doesn’t break.Time-stamped highlights (01:05) Early Access America Origins(02:40) Entering Brokerage as a Young Seller(03:33) Rising Through the Ranks(05:25) What Actually Scales a Brokerage(06:19) Metrics, Measurement, and Process Discipline(08:24) Competitive Culture at Access America(10:12) Sales Training and Battle-Tested Reps(11:16) Cold Calling That Works(16:01) Competition Without Breaking Teamwork(18:08) CRM Discipline and Account Ownership(20:05) Cradle-to-Grave vs. Chicago Model(25:29) Transitioning Through the Coyote Merger(27:05) Building Reliance Partners(32:00) Why Transportation Insurance Is Fragmented(42:35) Rising Risk and Changing Insurance RequirementsGuest Chad Eichelberger — President, Reliance PartnersChad Eichelberger is President of Reliance Partners, the largest standalone insurance agency dedicated exclusively to the transportation and logistics industry, insuring more trucking fleets in the U.S. than any other agency. Previously, he served as President of Access America Transport through its merger with Coyote Logistics, bringing deep experience in scaling freight brokerages, building high-performance sales organizations, and managing risk at enterprise scale. LinkedIn: https://www.linkedin.com/in/chadeichelberger/ Links & references Reliance Partners: https://reliancepartners.com/Access America Transport + Coyote deal coverage (growth + transaction context): https://www.chattanoogan.com/2014/11/17/288154/Coyote-Logistics-Merging-With.aspxUPS acquisition of Coyote Logistics: https://www.ups.com/assets/resources/media/en_US/20150812_UPS_Coyote_Deal_Deck.pdfC.H. Robinson Worldwide, Inc. v. Miller (No. 20-1425): https://www.supremecourt.gov/docket/docketfiles/html/public/20-1425.htmlBrought to you by VOOMA — Vooma helps brokers and carriers win and move more freight. Their AI Orchestration platform automates SOPs across the full Quote-to-Cash lifecycle helping teams focus on the tasks that actually move the needle for the business. Book a demo now: https://www.vooma.com/

    54 min

  2. 20 JAN

    Enterprise Shipper Paul Estrada on Designing a Low-Cost-to-Serve Freight Network

    If you sell into enterprise shippers, here’s the uncomfortable truth: your differentiator isn’t your pitch deck, your coverage story, or even your rate. It’s whether you can deliver predictable service and predictable economics inside a network built to eliminate volatility. This episode pulls back the curtain on how a large enterprise shipper actually runs transportation procurement. Paul Estrada has spent nearly two decades leading procurement at scale, and he breaks down what most providers miss: the internal “cost vs. service” tug-of-war, why procurement lives on a scoreboard, how routing guides stay intact when markets swing, and what it really means to be a low-cost-to-serve partner. We get into radical data transparency, carrier enablement, index-based pricing, and why the best providers don’t just quote lanes—they explain the math behind sustainable pricing. What you’ll learn How enterprise supply chains are actually organized: Why procurement, operations, manufacturing, and customer teams optimize for different goals—and how those tensions are managed.The two metrics that matter more than all others: Getting product where it’s needed, when it’s needed, at the lowest sustainable cost.Why procurement lives on a scoreboard: How performance is measured in dollars and cents—and why market cycles can make teams look like heroes or villains overnight.How enterprise shippers manage cost volatility: Dedicated capacity, portfolio mix, and risk mitigation as insurance—not ideology.Why carrier-agnostic procurement wins: How decisions are made across brokers, asset carriers, and dedicated fleets based on utilization and economics—not labels.What shippers actually look for in brokers: Sustainable pricing, operational intelligence, and the ability to explain how rates work—not just what they are.Why deep data sharing creates better pricing: How transparency around volumes, seasonality, and operating constraints leads to routing guides that hold up.How carriers are onboarded like employees: SOPs, portals, escalation paths, and training as a way to reduce churn and execution risk.The “Goldilocks” provider strategy: Why fewer, deeper relationships outperform wide, fragmented networks over time.How AI matters to shippers (and how it doesn’t): Why buzzwords don’t win business—but lower transaction costs do.Time-stamped highlights (00:00) Paul Estrada and the Enterprise Shipper Lens(01:12) Breaking into Supply Chain and Procurement(02:42) Inside a Large Enterprise Logistics Organization(05:19) The Two KPIs That Everything Rolls Up To(06:40) Cost vs. Service and Internal Tension(08:52) The Operations Team as the Balancing Layer(10:16) Promotions, Firings, and the Procurement Scoreboard(12:27) Managing Risk and Volatility Across Cycles(14:46) Service Performance and Failure Points(16:31) Data Infrastructure and Fast Decision-Making(18:19) Optimization as a Cultural Advantage(20:45) Portfolio Thinking Across Carriers and Brokers(22:51) Brokers in Contractual Freight(24:18) Evaluating Provider Sustainability and Risk(25:54) Radical Data Sharing and Pricing Stability(30:08) Building a High-Quality Carrier Bench(33:47) What Separates Long-Term A-Player Providers(37:04) Becoming a True Shipper of Choice(40:21) Reading the Market and Rate Cycles(43:48) Index-Based Pricing and Trust-Based PartnershipsGuest Paul Estrada — Director of Procurement, Niagara BottlingPaul Estrada has spent nearly 20 years in transportation and supply chain leadership, with deep experience across operations and procurement at enterprise scale. He leads procurement strategy focused on cost optimization, service reliability, risk management, and long-term carrier partnerships—bringing a data-driven, relationship-oriented approach to one of the most complex logistics networks in the industry. LinkedIn: https://www.linkedin.com/in/paulmestrada/ Links & references Niagara Bottling: One of the largest beverage manufacturers in the U.S. with a highly optimized supply chain — https://www.niagarawater.com/Dedicated vs. One-Way vs. Brokered Freight Models: Portfolio approaches to capacity and risk managementIndex-Based Freight Pricing: Contract structures tied to market indicesBrought to you by Vooma - Vooma helps brokers and carriers win and move more freight. Their AI Orchestration platform automates SOPs across the full Quote-to-Cash lifecycle helping teams focus on the tasks that actually move the needle for the business. Book a demo now: https://www.vooma.com/

    55 min

  3. 14 JAN

    Evans CEO Ryan Keepman on Becoming a “3.5PL” and Scaling From $80M to $400M

    The freight market has trained most brokerages to chase volume, compete on price, and treat service lines like shiny add-ons. Evans Transportation took the opposite approach: build a durable business by leaning into complexity, building culture as a competitive advantage, and diversifying with discipline. In this episode, Ryan Keepman shares how Evans — one of the rare family-owned brokerages still standing from the deregulation era — evolved from a Wisconsin brokerage built on relationships into a multi-division logistics operator supporting everything from envelopes to excavators. We unpack the real mechanics behind service-line expansion, why the “jack of all trades” strategy kills trust, and how Evans uses intentional culture and in-person connection to keep remote teams aligned as the company scales. What you’ll learn How Evans Transportation survived deregulation and stayed family-owned: Why relationship-driven brokerage and early operational investments helped Evans outlast consolidation.The real reason Evans diversified into multiple divisions: Diversification wasn’t a growth gimmick—it was a strategic defense after losing top clients and recognizing weaknesses in truckload execution.Truckload procurement vs. traditional brokerage: How Evans built a carrier procurement engine designed to protect managed transportation performance rather than operate as a pure sales brokerage.The modern 3PL approach and blind bidding: How Evans structures managed transportation so shippers can keep multiple brokers in the mix while Evans competes fairly without undercutting.How managed transportation adoption has changed: Why most shippers are already using 3PLs, how the sales cycle has shifted to CFOs and VPs, and why strategic sponsorship matters.Why Evans avoids price wars and “broker poker freight”: Their focus on value, complexity, and long-term trust instead of transactional spot quoting.How to build trust by saying no: Why Evans intentionally accepted only 3 of 13 specialized moves to avoid failure and earn long-term credibility.The blueprint for launching new service lines: Why face-to-face time, slowing down, and releveling teams matters more than speed when integrating new divisions.Evans’ culture operating system: Quarterly in-person rhythms, shared experiences, and a “do life together” philosophy that fuels cohesion across remote leadership.AI as a relationship accelerator: How automation reduces noise so brokers can invest in carriers, deepen relationships, and drive better outcomes. Time-stamped highlights (00:00) Introduction to Ryan Keepman and Evans Transportation(01:14) The Early Years and Founding Story(03:48) Starting Evans with High Risk and Early Challenges(07:32) Evolution from Brokerage to Managed Transportation(08:16) Early TMS Development and Technology Advantage(09:19) Leadership Transition to Ryan(10:02) Diversification Strategy and the Truckload Division(11:07) Expansion into Mexico, Specialized, Parcel, and Government(13:09) Managed Transportation and Truckload Procurement(16:28) Modern 3PL Model and Blind Bidding(19:55) Shipper Trends and Managed Transportation Adoption(24:35) Building a Moat with Parcel and Full-Suite Solutions(25:46) New Warehouse Product and Strategic Fit(28:28) Avoiding Price Wars and Competing on Complexity(32:00) Building Trust Through Gradual Growth and Saying No(35:08) Lessons Learned in Launching New Service Lines(40:08) Evans Culture and the “Do Life Together” Approach(44:16) Leading Distributed Teams with Quarterly In-Person Rhythms(48:10) Leadership Growth, Directness, and Personal ReflectionGuest Ryan Keepman — CEO, Evans TransportationRyan Keepman has spent 19+ years at Evans Transportation Services, building his career across key accounts, sales leadership, and executive leadership roles. He became CEO in December 2020 after serving as President (2018–2020) and previously leading growth as Vice President of Logistics Sales (2014–2020) and Vice President of Key Accounts (2007–2020). Under his leadership, Evans has evolved into a diversified logistics partner spanning managed transportation, truckload procurement, Mexico, specialized solutions, parcel, government services, and new warehousing offerings—while maintaining a people-first culture built on trust, accountability, and shared experience. LinkedIn: https://www.linkedin.com/in/ryan-keepman-75246610/ Links & references Evans Transportation: Family-owned logistics provider offering managed transportation and multimodal solutions — https://www.evanstrans.com/Strength to Strength (Arthur C. Brooks): A framework for reinvention and sustaining fulfillment through midlife transitionsTransportation Deregulation (Motor Carrier Act of 1980): The policy shift that reshaped the freight brokerage industryBrought to you by VOOMA — Vooma helps brokers and carriers win and move more freight. Their AI Orchestration platform automates SOPs across the full Quote-to-Cash lifecycle helping teams focus on the tasks that actually move the needle for the business. Book a demo now: https://www.vooma.com/

    57 min

  4. 6 JAN

    Fura CEO Jeff Dangelo on Why Most Freight Transformations Break at Adoption

    The real bottleneck in freight technology isn’t innovation — it’s adoption, misaligned incentives, and the absence of ownership over cultural change. Jeff Dangelo has lived every side of that problem: early at TQL, helping scale MegaCorp Logistics, founding the freight collaboration platform Turvo, and now leading Fura as CEO. In this episode, Jeff breaks down what really makes brokerages scale (and where common models break), why most “digital transformation” initiatives stall, and how Fura’s acquisition strategy targets underperforming brokerages and gets them from manual to digital in a matter of months. We dig into the trust-building required to integrate teams, how to decide whether to build vs buy software, and why AI can shrink the adoption gap by running “in parallel” with people — not forcing everyone to change overnight. What you’ll learn How freight brokerages actually scale: Why TQL “played the percentages,” built a culture engine, and used hiring + activity math to compound growth.Cradle-to-grave vs team-based brokerage models: What breaks in the classic spin-out approach, and how MegaCorp kept teams intact to protect continuity and service.Why most digital transformations fail: The real blocker isn’t software — it’s behavior change, incentives, and lack of discovery/business-case selling.Fura’s M&A thesis in a down cycle: The three seller buckets, why “losing money or break-even” firms can be ideal, and how Fura modernizes fast.How to integrate culture without breaking it: The “earn trust” approach — engagement loops, surveys, all-hands, and executive sponsorship.Build vs buy decision-making: The matrix Fura uses (speed, business case, differentiation/IP) to decide what to own vs partner for.Network-based selling in freight: How Fura maps nodes (vendors/customers/suppliers), uses proof of impact, and links sales + ops to drive adoption.AI as an adoption accelerator: Why AI can run in parallel with people to reduce friction — and how that reshapes brokerage into a more strategic model. Time-stamped highlights (00:00) Tech Adoption and the Manual-to-Digital Gap(01:00) Jeff Dangelo’s Freight and Tech Background(04:00) Early TQL and Boiler Room Culture(07:00) TQL’s Hiring and Scaling Engine(10:00) Data-Driven Growth and Hurricane Interns(14:00) The Cradle-to-Grave Churn Problem(18:00) MegaCorp’s Team-Based Fix(23:00) Selling Freight vs Selling Software(28:00) Turvo and the Adoption Challenge(33:00) Fura’s Consolidation Strategy(37:00) The Three Seller Buckets(41:00) Structuring Turnaround Deals(45:00) The Integration Trust Playbook(48:30) Standardizing Systems at Scale(50:30) Build vs Buy Decisions(51:30) The Future of Brokerage With AI(52:04) Closing Thoughts on Execution Over VisionGuestJeff Dangelo — Co-Founder and CEO, FuraJeff is a freight industry veteran with 20+ years across brokerage, technology, and M&A. He helped scale TQL and MegaCorp Logistics, founded Turvo, and now leads Fura, where the team acquires and modernizes brokerages by combining automation, execution, and disciplined integration.LinkedIn: https://www.linkedin.com/in/jeff-dangelo-8a7107a/ Links & references Fura: Brokerage + modernization platform focused on acquiring and digitizing underperforming brokerages — https://fura.com/Turvo: Freight collaboration platform Jeff founded focused on shared workflows across shippers, brokers, and carriers — https://turvo.com/TQL: High-output brokerage known for systems-driven hiring, training, and culture — https://www.tql.com/MegaCorp Logistics: Brokerage scaled with a more team-based operating model and continuity focus — https://www.megacorplogistics.com/Brought to you by VOOMA — Vooma helps brokers and carriers win and move more freight. Their AI Orchestration platform automates SOPs across the full Quote-to-Cash lifecycle helping teams focus on the tasks that actually move the needle for the business. Book a demo now: https://www.vooma.com/

    52 min

  5. 16/12/2025

    Bill Driegert (DAT) on the Technology That Actually Sticks in Freight

    Freight tech hype cycles come and go, but what actually sticks inside brokerages, carrier ops, and shipper TMS screens? The “Steve Jobs of freight,” Bill Driegert, traces the real arc of innovation in trucking – from American Backhaulers and the “Chicago model” to Uber-for-Freight experiments, digital freight matching, AI dispatchers, and the Convoy acquisition by DAT. Bill has sat in almost every important seat in modern freight: early at Coyote, co-founder of Uber Freight, Head of Trucking at Flexport, part of the Convoy story, and now leading carrier products and strategy as EVP of Convoy Platform at DAT. He breaks down why each “epoch” of freight tech took a decade to matter, why pure-play digital brokers hit a ceiling, what the DAT + Convoy combo unlocks, and how AI, AVs, and scheduling will reshape the next 10–20 years. What you’ll learn The real tech epochs in freight: From post-deregulation brokerage and the American Backhaulers / CH Robinson split, to broker TMS, to “Uber for freight,” to today’s AI and automation wave.Why “digital freight matching” stalled as a standalone model: The hard TAM limits of being “product pure,” and why the biggest brokers will build, while everyone else partners.Chicago vs cradle-to-grave brokerage models: How floor design, org structure, and TMS shape service, density, and which shippers you can actually win.Fragmentation, scale, and the future of brokers: Why tech makes midsize brokers more dangerous, why service still wins with SMB shippers, and why you shouldn’t bet on a winner-take-all market.AI’s real role in brokerage and dispatch: Where AI and “AI dispatchers” add value, where they just create more work, and why channel choice (app, TMS, email, phone) really matters.Autonomous trucks and carrier consolidation: How AVs could change capital requirements, operating models, and what a “carrier” even is – plus how brokers and 4PLs might evolve around them.Why scheduling is the final frontier: How appointment setting, facilities, and dock operations quietly cap automation – and why solving scheduling unlocks the next big efficiency leap.Time-stamped highlights (00:00) Bill’s background across Coyote, Uber Freight, Flexport, Convoy, and DAT(05:00) Post-deregulation brokerage 101: CH Robinson vs American Backhaulers and the birth of the Chicago model(11:00) Building Coyote’s broker TMS and why V1 tech focused inside the four walls of the brokerage(16:00) Uber launches, “Uber for freight” is born, and why early apps were just mobile load boards(22:00) Convoy, Transfix, Uber Freight and the true end-to-end “app-first” operating model(27:00) Why pure digital brokers ran into TAM limits and why only the largest players can justify full-stack builds(33:00) What shippers actually care about: why transportation is often priority #5, not #1, in the C-suite(39:00) SMB vs enterprise shippers: how Landstar-type agents win locals while big RFPs reward scale and data(45:00) Fragmentation, minimum efficient scale, and whether broker consolidation really happens(51:00) AI in the wild: AI dispatchers, robocalls, and why every extra medium (phone, email, portal) is a process defect(57:00) How apps, TMS integrations, and “one-click” workflows beat phone calls for both carriers and brokers(1:02:00) AVs and the carrier of the future: capital intensity, new operator models, and deterministic dispatch(1:10:00) 4PLs and managed transportation in an AI/AV world: why the role changes but doesn’t disappear(1:16:00) Inside the DAT + Convoy + Truckers Tools + Outgo stack: what Bill’s building for carriers and brokers now(1:22:00) Scheduling as the under-loved bottleneck: why docks, facilities, and appointments still block automation Guest Bill Driegert — EVP of Convoy Platform, DAT Freight & AnalyticsBill has been at the center of nearly every major freight-tech wave of the past 15 years. He was an early employee at Coyote Logistics, co-founded Uber Freight, led trucking at Flexport, and now guides carrier strategy and product at DAT following the acquisition of Convoy’s technology.LinkedIn: https://www.linkedin.com/in/driegert/Links & references DAT Freight & Analytics: Load boards, rates, and network intelligence for brokers, carriers, and shippers — https://www.dat.com/Convoy (acquired technology by DAT): Background on the digital brokerage and platform Bill helped integrateUber Freight: Digital brokerage and 4PL / managed transportation offering — https://www.uberfreight.com/Coyote Logistics: Large brokerage built on the “Chicago model” Bill joined as an early employee Brought to you by VOOMA — Vooma helps brokers and carriers win and move more freight. Their AI Orchestration platform automates SOPs across the full Quote-to-Cash lifecycle helping teams focus on the tasks that actually move the needle for the business. Book a demo now: https://www.vooma.com/

    57 min

  6. 10/12/2025

    A Masterclass in Scaling Freight: The Tech and M&A Blueprint That Built a $1B+ 3PL Brokerage

    Building a $1B+ multimodal 3PL brokerage in a deregulated, brutally cyclical trucking market doesn’t happen by accident. Doug Waggoner, Chairman & CEO of Echo Global Logistics, walks through one of the most dramatic long-run arcs in transportation — from three-martini LTL sales calls and rolls of quarters for pay phones to cloud-optimized networks, data-driven pricing, and AI as a “task killer, not a job killer.” Doug takes us through the real strategy behind Echo’s rise: building lane density the hard way, turning small acquisitions into consistent growth engines, and developing a managed transportation model with 96%+ renewal rates — all while embracing technology and AI as the next leap forward for brokerage productivity. (echo.com) If you care about where brokerage is actually headed (AI, managed trans, multimodal, PE ownership) and what separates durable platforms from the next roll-up casualty, this is a masterclass. What you’ll learn From tariffs to true competition: How deregulation shattered ICC pricing, wiped out legacy LTL players, and forced the industry to learn real pricing strategy for the first time.The birth of modern brokerage: Why asset-light truckload brokerage emerged only after deregulation—and how innovators like American Backhaulers reshaped the market around backhauls and empty miles.Echo’s real origin story: How Echo began as an outsourced transportation department for enterprise shippers before evolving into a tech-enabled, multimodal 3PL spanning managed trans, LTL, TL, partials, and intermodal.Why density is destiny in truckload: The hard-won journey from “calling around for rates” to building lane density and database pricing—and how acquiring Command doubled scale overnight and unlocked true competitiveness.The M&A playbook that actually works: Culture-first integration, treating founders like entrepreneurs, when to rebrand vs preserve identity, and how Echo consistently doubled/tripled acquired revenue by giving teams more modes and better tech.Managed transportation as a moat: How Echo embeds teams inside customers, integrates TMS-to-ERP, runs QBRs, and achieves ~96% renewal rates—creating long-term, high-stickiness relationships.AI as the next step-change in freight: Why AI is a task killer, not a job killer; how workflows happening 600,000 times a month get automated; and why adoption, incentives, and change management matter more than the model itself.Time-stamped highlights (00:00) From three-martini lunches to deregulation shock and Doug’s early LTL years.(07:45) Deregulation fallout: bankruptcies, unions, and the rise of non-union carriers.(13:20) The tech turn: optimization, math, and the shift to data-driven networks.(18:40) The dawn of brokerage and how American Backhaulers changed the game.(23:30) Echo’s unexpected start as an outsourced transportation department.(29:10) Convincing LTL carriers to work with a broker—when most hated brokers.(34:55) Bootstrapping truckload: Echo’s early struggles and the path to $600M TL revenue.(39:30) The Command acquisition and unlocking the density flywheel.(43:50) Echo’s M&A playbook: talent, tech, and multimodal upsell.(49:20) Why Echo trains reps to sell both LTL and TL—and the payoff in share of wallet.(54:10) Inside managed transportation: design, integration, QBRs, and 96% renewals.(1:01:40) Public vs. private: life on the earnings treadmill and going private with TJC.(1:08:15) AI’s real impact: automating 600,000 tasks/month and freeing real capacity.(1:15:00) What makes automation stick: adoption, incentives, and change management.(1:20:00) Playing the long game: culture, trust, and the tech that truly endures.Guest Doug Waggoner — Chairman & Chief Executive Officer, Echo Global LogisticsDoug has led Echo through one of the most transformative runs in modern freight—guiding the company from its early days as an outsourced transportation startup through an IPO, 30+ acquisitions, the expansion into a multimodal 3PL, and ultimately a take-private deal. Under his leadership, Echo has become one of North America’s largest tech-enabled brokerages and managed transportation providers. LinkedIn: https://www.linkedin.com/in/dougwaggoner/ Links & references Echo Global Logistics — tech-enabled multimodal 3PL and managed transportation provider: https://www.echo.com/Echo Global Logistics CEO Bio (Doug Waggoner) — official profile and background: Echo CEO page (echo.com)Article: Catching up with Doug Waggoner, CEO Echo Global Logistics — on freight conditions, capacity, M&A, and tech. (Logistics Management)Press: Echo Global Logistics CEO Doug Waggoner named a Notable Leader in Sustainability by Crain’s Chicago Business — recent recognition and sustainability highlights. (PR Newswire)Brought to you by VOOMA — Vooma helps brokers and carriers win and move more freight. Their AI Orchestration platform automates SOPs across the full Quote-to-Cash lifecycle helping teams focus on the tasks that actually move the needle for the business. Book a demo now: https://www.vooma.com/

    59 min

  7. 18/11/2025

    The Great Freight Reset: How Smart Data and AI Are Transforming Capacity Forever

    Freight market pulse + what’s next. Echo Global Logistics EVP Jay Gustafson breaks down why shippers are consolidating carrier networks, how continuous movement & drop-trailer programs create stability, and where AI + email automation will actually move the needle for brokerages and carriers. We cover market conditions (soft but stable demand, high primary acceptance), the return of annual/biannual RFPs, the 50–250 truck carrier sweet spot, and how top carrier reps are now managing 100+ loads/day thanks to automation and stickier relationships. (FreightWaves) Key Topics & Takeaways Market pulse (Q4 2025): Soft/stable demand; high primary acceptance; spot used surgically on low-volume lanes. Supply (driver count) is the lever to watch.Regulatory watch: DOT’s non-domiciled CDL rule could trim capacity; lawsuits argue lack of safety evidence. Monitor for ripple effects into 2026.Why shippers are consolidating now: Post-boom networks ballooned; with stability, shippers are pruning partners and going deeper with high-service providers.Contracting cadence: After a run of quarterly RFPs (2022–2024), many are shifting back to annual/biannual cycles to enable consistent capacity and service.Ops evolution: From 2005’s faxed rate sheets and no real-time visibility to today’s app/portal tracking and exception-led management.Productivity lift: Top reps doing 100+ loads/day is now possible via automation, sticky relationships, and inbound digital offers.Programs that create stability:Continuous Movement: Dedicated-like weekly revenue commitments with per-mile tiers; lowers driver churn and guarantees capacity.Drop Trailers: Flex for warehouse teams, fewer live-load constraints, scalable capacity; Echo is expanding via partners like Wabash TaaS.Tech stance: Meet carriers where they are—apps, portals, and email (still the dominant medium). Expect agentic AI to automate email-based offers and booking.Carrier segmentation sweet spot: Echo works all sizes, but the 50–250 truck range often yields the best strategic depth and share of capacity. Guest Jay Gustafson — EVP of Brokerage OperationsCompany: Echo Global Logistics (https://www.echo.com/)LinkedIn: https://www.linkedin.com/in/jaygustafson/Jay has led Echo’s national brokerage operations since 2021, after joining the company in 2013; his team supports tens of thousands of carrier and shipper relationships across the U.S. Brought to you by Vooma — back-office automation for freight brokerages and 3PLs. Book a demo now: https://www.vooma.com/

    51 min

  8. 27/10/2025

    Why Most Freight-Tech Projects Fail Before They Even Start

    Ryan Schreiber—Chief Growth Officer at Metafora—joins The Freight Show to unpack why most freight-tech projects fail before they start, how to reframe “the problem” as an operational one, and why a broker’s goal should be zero inbound calls. We dig into AI’s real promise (natural-language workflows at 3 a.m.), the orchestration mindset (people × process × tech), and how to redesign the carrier org around strategic sourcing → advanced booking → coverage instead of asking one rep to do it all. Brought to you by VOOMA — AI agents that help brokers/carriers win and move more freight. Book a demo: https://www.vooma.com/  What you'll learn Stop solving the wrong problem: Most “AI failures” are ops failures—misframed problems and incentives, not model quality.Zero inbound is the goal: Every inbound call is a lagging indicator that upstream work (quoting/follow-ups/coverage) slipped.Natural language as UI: Why chat/voice beats app labyrinths for drivers at 3 a.m.Orchestration > automation: Harmonize people, process, and tech so the system can triage work and scale capacity thoughtfully.Carrier org of the future: Cohort by strategic sourcing, advanced booking (≈48h), and coverage—and measure for carriers who want your freight, not just those who’ll take it. Time-stamped highlights (00:00) Drivers don’t want a call—they want a fix: NLP and AI as “the 3 a.m. workflow.”(07:00) “Zero inbound” as a north star for brokers.(10:30) Orchestration defined: aligning process, tech, and UX.(14:45) Cloud-computing analogy for staffing & surge demand.(22:30) Pilots that flop: answering calls vs eliminating the need for calls.(29:45) Capacity Strategy: strategic sourcing → advanced booking → coverage.(36:30) “Carriers who want your freight” and how to measure fit.(41:45) Micro-decisions: when to post vs. invest in relationship routes.(43:30) Ryan’s signature: “I don’t know who needs to hear this, but…”Links & references About Metafora (formerly CarrierDirect): https://metafora.net/ (transportation & logistics consulting + software)CarrierDirect → Metafora rebrand background: https://blog.metafora.net/rebrands-metafora-adds-industry-executive (blog + coverage) GuestRyan Schreiber — Chief Growth Officer, MetaforaLinkedIn: https://www.linkedin.com/in/ryan-schreiber/

    45 min
See All (17)

About

The Freight Show brings stories of freight and logistics leaders who’ve shaped the industry. Through in-depth conversations, we explore their journeys, the challenges they’ve overcome, and the insights that have driven their success. Each episode uncovers the lessons, strategies, and wisdom of these freight leaders.

Information

  • Creator
    Vooma
  • Years Active
    2025 - 2026
  • Episodes
    17
  • Rating
    Clean
  • Copyright
    © 2026 Vooma

You Might Also Like