Put That Coffee Down

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Dooner and Hill take you to freight sales school as they discuss pipelines, funnels, margin, psychology, social selling, and marketing with the top leaders in 3PL freight.

FreightWaves, Dooner, Kevin Hill


    • Sep 14, 2023 LATEST EPISODE
    • weekdays NEW EPISODES
    • 38m AVG DURATION
    • 224 EPISODES


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    Latest episodes from Put That Coffee Down

    What exactly can you do with AI in freight sales?

    Play Episode Listen Later Sep 14, 2023 45:06


    Kevin welcomes the founder and CEO of Tai Software, Walter (Mitch) Mitchell on the show to discuss the role AI will play in freight sales. The key takeaway is that sales will remain the same, but AI will do what we are doing and using now even better, easier, and quicker. What does this mean? It will increase your sales velocity.  Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    When your niche goes mainstream with Kyle Gholston

    Play Episode Listen Later Sep 13, 2023 43:47


    Kevin welcomes the first person he worked for in logistics on this episode. It was 10 years ago and much has changed in the brokerage world. Over the past 10 years technology changed the game. What's the big trend for the next 10 years? Kevin and Kyle discuss the buzzwords sweeping across the brokerage world. What's the buzzword? Reshoring and nearshoring of course. Will cross-border Mexico freight be the next big trend? We both are thinking yes. Yes it will be.  Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Caring more about your net worth than Netflix with Brent Orsuga

    Play Episode Listen Later Sep 8, 2023 44:08


    Kevin welcomes Brent Orsuga on the show to discuss some positive signs in the job market. We also cover how you should and shouldn't dress for interviews and sales meetings, and how you should live your life if you care more about your net worth than your Netflix account.  Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Moving freight from phone calls to dashboards with Bill Hale

    Play Episode Listen Later Sep 7, 2023 42:58


    Bill Hale, CEO and co-founder of FetchGoat joins Kevin to talk about moving from phone calls to dashboards. FetchGoat is on a mission to take the confusing communication networks of LTL networks and move this to a new streamlined dashboard system. We also talk about his career and lessons in freight sales. And yes the goat in FetchGoat stands for greatest of all time.  Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    The Richie Daigle Update

    Play Episode Listen Later Aug 29, 2023 27:56


    Kevin welcomes former co-host Richie Daigle from Tive on the show to talk about the importance of the word “Why” and what is the difference between adversity and enemy and how this matters in sales.   #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Where does freight sales go from here?

    Play Episode Listen Later Aug 22, 2023 28:05


    Kevin welcomes Ryan Schreiber, CGO, of Metaphora on the show to talk about the latest trends in freight sales. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    sales freight cgo ryan schreiber
    Taking freight data to a higher level with Ilya Preston

    Play Episode Listen Later Aug 21, 2023 43:06


    Kevin is joined by Ilya Preston, co-founder & CEO of Paxafe, on this episode to discuss big data. Whether it's the internet of things or metadata, the industry is just now getting its arms wrapped around it. The big plus is taking granular data of isolated events and converting it into a predictable macro pattern that helps businesses manage future shipments. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Being an extension of your customer's brand with Rob Bussey

    Play Episode Listen Later Aug 18, 2023 33:19


    Kevin welcomes Rob Bussey from BWS Logistics onto the show to discuss the importance of being an extension of your customer's brand. You become the transportation face without the overhead and payroll. If you can tell this narrative and nail down the execution then you have a long-term client on board. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Taking notes and being organized in sales

    Play Episode Listen Later Aug 15, 2023 27:17


    Kevin welcomes Josh Lyles, Founder of Salesdash on the show today to talk about notes and organization for freight sales. Josh started out as a freight broker, saw a problem with CRMs and decided to build one from the ground up for the freight industry. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Freight horror stories with Ash McMillan

    Play Episode Listen Later Aug 8, 2023 29:14


    Kevin welcomes Ash McMillan, Director of Business Development, at Lake Shore Logistics on the show to discuss her LinkedIn short story newsletter series about horror stories in freight called Friday Night Confessionals. Marketing yourself is all about creativity. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Is scheduling trucks the biggest headache for the freight industry?

    Play Episode Listen Later Aug 4, 2023 40:14


    Kevin welcomes Jeff Booth from Opendock on the show to talk about the warehouse industry and scheduling trucks. From Kevin and Jeff's experience it's a task that shouldn't be anywhere as complicated as it is today. Learn how many warehouses are out there and whether one day calling facilities to schedule appointments will feel like faxing around rate confirmations. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Selling cities and regions to freight companies with Teclo Garcia

    Play Episode Listen Later Aug 1, 2023 29:27


    Kevin welcomes Teclo Garcia the CEO of the Mission Economic Development Corporation to the show today. Reshoring and nearshoring are hot topics and we discuss what he's seeing on the ground at the largest crossing points in South Texas.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    The health of the trucking industry with Mark Manera

    Play Episode Listen Later Jul 28, 2023 41:06


    Kevin welcomes Dr. Mark Manera from Supply Chain Fitness to the show to talk about driver health issues. It's important to understand the dangers of driving a truck day after day. In fact, the life span of drivers is 16 years shorter than the general population. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Using the virtual world to qualify prospects with Hiram Hartnett

    Play Episode Listen Later Jul 25, 2023 30:43


    Kevin drops by Pegasus Logistics in Texas to chat with their SVP of Sales, Hiram Hartnett. It's all about the hybrid world of sales these days. Part video meetings along with the face to face. One of the most important trends discussed is how to use video calls to qualify prospects. It's a much better process than flying around the country hoping your meetings go well. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    How ears open, mouth shut closes more deals

    Play Episode Listen Later Jul 18, 2023 29:41


    Kevin welcomes Matt Perkins, Co-Owner of Business to Business Logistics on the show again this week to talk about listening vs. talking when on a sales call. It's part of the curse of knowledge and the fear of failure that causes us to vomit information all over the place during presentations, rather than sitting back and asking great questions.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Being proactive to control churning customers in brokerage with Freight 360

    Play Episode Listen Later Jul 14, 2023 41:18


    Kevin welcomes Nate Cross and Benjamin Kowalski from Freight 360 to the show to talk about the topic everyone likes to avoid, customer churn. There's what you can control and there's what you can't control. Being proactive about what you can't control though will help you out in the long run though. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Using the FreightTech top 100 to leverage your sales

    Play Episode Listen Later Jul 11, 2023 29:55


    Kevin welcomes Senior Researcher here at FreightWaves, Joe Antoshak, to the show to discuss all your questions on the FreightTech 100 process. Plus, we discuss how startups use a placement on the list to drive sales.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Reshoring and nearshoring trends with IGL Logistics

    Play Episode Listen Later Jul 7, 2023 67:34


    Kevin welcomes Jim Burke and Alan Levesque from IGL Logistics to discuss trends in nearshoring and reshoring. It's a trend that all freight sales pros should have in their arsenal. Not only is it top of shippers' minds now, this trend will only accelerate as supply chains readjust to become more resilient to shocks to the system. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Your biggest competition is from the status quo

    Play Episode Listen Later Jun 27, 2023 29:53


    Kevin welcomes Dyrc McLeod from HylanderTek to discuss how your biggest competitor isn't another company, but the buyer's aversion to taking any action at all. It's all how to influence your prospects to take action. Any action at all, beats no action whatsoever. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    Always looking for selling points with Brad Perling

    Play Episode Listen Later Jun 13, 2023 29:43


    Kevin welcomes Brad Perling, the managing partner and co-founder of Bitfreighter on the show to discuss how you can use technology as selling point with shippers. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    More on creating your own luck with Nate Shutes

    Play Episode Listen Later Jun 9, 2023 32:29


    Kevin and Nate continue their discussion on creating your own luck in life and sales in this episode. It's all about creating and placing yourself where luck can find you. That's just what Nate is doing now, creating an ideal luck factory with his new venture Balast. Follow the Put That Coffee Down Podcast Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

    luck balast
    Paradoxes in sales with Richie Daigle

    Play Episode Listen Later Jun 6, 2023 25:22


    Kevin welcomes his former co-host, Richie Daigle from Tive, back on the show to discuss a paradox or two in sales. Then we discuss the pros and cons of using AI in our sales messaging and cold outreach. Follow the Put That Coffee Down Podcast Other FreightWaves Shows

    Selling freight using content with Joe Lynch

    Play Episode Listen Later May 30, 2023 25:20


    Kevin welcomes one of the original content creators in logistics to the show this week to discuss how to start your own content generating machine. It's none other than Joe Lynch, the founder of The Logistics of Logistics podcast and LinkedIn community and he will share his secrets of creating your own content engine that will drive sales for your organization. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonar Follow the Put That Coffee Down Podcast Other FreightWaves Shows

    Building relationships between brokers and carriers with Dan Lindsey

    Play Episode Listen Later May 23, 2023 23:23


    Kevin welcomes Dan Lindsey from Linkage Logistics on the show to discuss how bringing brokers and carriers together lifts the tides of all boats in logistics. Dan has put his money where his mouth is by creating conferences designed to bring brokers and carriers together to learn about each other and develop those long lasting business relationships that are the foundations of successful businesses. Follow the Put That Coffee Down Podcast Other FreightWaves Shows

    How to make your own luck with Nate Shutes

    Play Episode Listen Later May 16, 2023 26:11


    Kevin welcomes Nate Shutes VP of Fulfillment at Blu Dot and founder of Ballast to the show to discuss how putting yourself in the the right positions is the key to generating luck in life and in sales. Follow the Put That Coffee Down Podcast Other FreightWaves Shows

    The deal makers guide to M&A and sales with Spencer Tenney

    Play Episode Listen Later May 9, 2023 30:45


    Spencer Tenney, the President and CEO of the Tenney Group drops by the show to discuss how M&A is pure sales in action. We talk about the deals so far in 2023, and what we can expect for the second half of the year. Follow the Put That Coffee Down Podcast Other FreightWaves Shows

    Transparency in freight sales with Andrew Lockwood

    Play Episode Listen Later May 2, 2023 25:56


    Andrew Lockwood, Senior Director of Managed Logistics at Suddath Global Logistics joins the show to talk about how using transparency and vulnerability in sales is a game changer. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    How knowing the financials can help with your freight sales game with Seth Holm

    Play Episode Listen Later Apr 25, 2023 25:47


    Kevin welcomes hedge fund founder Seth Holm from West Brow Capital Management on the show to talk earnings and financials. Seth and I co-hosted, Great Quarter, Guys, back in the day at FreightWaves and we picked up the conversation of how quarterly earnings can give you insights into new sales strategies. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    Your fear of rejection probably isn't as intense as you think with TJ Knudson

    Play Episode Listen Later Apr 18, 2023 25:42


    Kevin welcomes TJ Knudson, Vice President of Business Development at Packer Transportation & Logistics and host of Hold My Beer We're Talking Freight to the show to discuss how to handle rejection. Research shows there are four key ways to tell how well you handle rejection. Listen in and test where you land on the rejection scale. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    Are new regulations about to hit freight brokers?

    Play Episode Listen Later Apr 11, 2023 26:01


    Kevin welcomes Matthew Leffler, The Armchair Attorney on the show to discuss double brokering and rate transparency.   #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    new regulations freight brokers
    It's more of a job interview than winning a bid with enterprise shippers

    Play Episode Listen Later Apr 7, 2023 36:31


    Paul Estrada drops in on Put That Coffee Down to discuss how the onboarding process to haul for enterprise shippers is much like a new employee onboarding process. It takes quite a bit of time and resources to train new transportation providers and that is one of the main reasons why enterprise shippers are so selective. We go through an example of the onboarding process to highlight what it's like being added to the team. We also talk about the latest trends in freight tech and the most interesting applications from Manifest.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Disruptive innovation for your sales with David McCoy

    Play Episode Listen Later Apr 4, 2023 25:23


    Kevin welcomes David McCoy, the VP of Sales at Bit Freighter on the show to talk about how freight technology has changed the competitive landscape for both small and medium sized freight brokerages. It's all about leveraging the tools available to you when it comes to adding value to customers.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    The auctioneers guide to freight sales with Chris Adams

    Play Episode Listen Later Mar 28, 2023 25:05


    Kevin welcomes Chris Adams, the VP of Sales at PAM Transport on the show to talk about adding auctioneering skills to your sales game. Make a statement, then a suggestion, followed by asking a question. It creates a story and it is from the time tested closing skills of the auctioneer profession. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    Using your personal brand for long-term sales growth with Nicole Glenn

    Play Episode Listen Later Mar 21, 2023 27:38


    Kevin drops in on Nicole Glenn at Candor Expedite's headquarters in Plano, TX this week. For Nicole, it's all about personal branding for growing her business. Kevin and Nicole discuss how to turn your cold outreach into warm inbound leads. It takes time and activity, but with the right plan and mindset it's a strategy that all high performing salespeople use.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Identifying more than your core offering drives better deals

    Play Episode Listen Later Mar 14, 2023 25:30


    Kevin welcomes Omar Singh, the founder and president of Surge Transportation back on the show to talk about putting together a suite of offerings. The more you can offer outside of your core offering the more value you're creating for both you and your clients. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    FreightCaviar sets its sights on CRM tools

    Play Episode Listen Later Mar 7, 2023 25:41


    Kevin welcomes Paul-Bernard Jaroslawski, the founder of FreightCaviar and now ShipperCRM on the show to talk about the journey from memes to a new and improved CRM tool for freight brokers. It's all about the evolution of building a brand before building a product.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    Perception of value vs. presentation of value using the science of sales

    Play Episode Listen Later Mar 2, 2023 53:59


    David Hoffeld drops by Put That Coffee Down once again to teach us all the science that drives sales. David is the founder of the Hoffeld Group along with the author of, The Science of Selling and Sell More With Science, and has spent the past decade researching how sellers sell, but more importantly why buyers buy. We talk about the six why's of commitment and how all too often a salesperson's presentation of value does not align with a buyer's perception of value.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    What's the next big thing in FreightTech?

    Play Episode Listen Later Feb 28, 2023 25:06


    Kevin welcomes Ryan Sullivan,Ryan Sullivan, Advisor for Warehowz, on the show to talk about the next big thing in FreightTech. Is it AI? Is it automation? Is it collaborating with rivals? We explore all the possibilities this hot market has in store for the logistics industry. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    Taking control of your supply chain in every business you run

    Play Episode Listen Later Feb 24, 2023 46:24


    Kevin welcomes Jason Rabine from Lowboy industries on the show today to talk about running an apparel company and freight brokerage and how it can create a positive flywheel effect for attracting new business and carriers. From there we discuss double brokering and how and why this problem has exploded since the pandemic.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Supply chains and competitive advantages

    Play Episode Listen Later Feb 21, 2023 25:39


    Kevin welcomes Jack Echeverria, the senior manager of global logistics at Wayfair on the show to talk about how supply chains are now mainstream and a primary driver of a company's competitive advantage.#sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    Pre-call research for the win, Bart part 2

    Play Episode Listen Later Feb 16, 2023 52:32


    Kevin sits down with Bart De Muynck from p44  again to discuss the importance of knowing your industries. It's not enough that you are an expert in transportation, you have to be an expert in the industries your prospects and clients are working within as well. How do you do that? Kevin and Bart discuss these strategies in this episode.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    The key differences with cross-border freight

    Play Episode Listen Later Feb 14, 2023 25:26


    Kevin Welcomes the founder of Vettori, Tom Grandy, on the show to talk about the subtle differences with cross-border freight. We also talk about the sales process for a smaller brokerage, and the adventures of starting the company in the beginning of the pandemic.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    Social selling is all about the narrative

    Play Episode Listen Later Feb 13, 2023 42:34


    Kevin welcomes back Andy Hedrick from Rocket Sales Pro to the show today to talk about selling on social media. Forming your own narrative can be difficult, but focusing on your story and always giving out nuggets of value is the difference maker. We also talk about the power of calculators and how to build the story around the numbers.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Tips and tricks for fighting double brokers

    Play Episode Listen Later Feb 8, 2023 42:44


    Reid Clements from Highway talks about double brokering with Kevin on this episode of Put That Coffee Down. What are some of the most common scams and what tools has Highway developed to put an end to allowing fraudsters into your carrier network.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Everyone remembers how you made them feel

    Play Episode Listen Later Feb 7, 2023 25:27


    Dooner stops by the show to celebrate three years of Put That Coffee Down. We talk about how it all began and our favorite memories and topics over the years, before discussing the importance of leaving clients and prospecting with a lasting memory of you and your company. #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    What qualities are employers looking for in carrier sales reps?

    Play Episode Listen Later Feb 6, 2023 28:50


    Longtime listener Branigan Mincey from Execusource drops in on Put That Coffee Down to discuss hiring trends for 2023 along with a few questions he has for Kevin on the origin story of the freight sales show for closers. Even with a soft freight market the prognosis for freight brokerage hiring is still strong. Especially with adding additional carrier sales reps.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    What to know when upgrading your FreightTech

    Play Episode Listen Later Feb 3, 2023 53:49


    Glenn Koepke from FourKites drops by the show to talk about all the challenges involved when you're buying FreightTech for your business. From integrations to user adoption it is a challenging environment, but you can be your own champion if you ask the right questions before inking a deal.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Logistics CEOs optimistic about 2023

    Play Episode Listen Later Jan 31, 2023 27:27


     Kevin welcomes Benjamin Gordon, Managing Partner at Cambridge Capital on this show to discuss how CEOs feel about the market and M&A in 2023. Ben should know as he just hosted the 17th annual BGSA conference down in Florida earlier this month.  #sales #PutThatCoffeeDown #marketing #freightsales #freightwaves #sonarFollow the Put That Coffee Down PodcastOther FreightWaves Shows

    The power of the growth mindset

    Play Episode Listen Later Jan 26, 2023 47:08


    On this episode of Put That Coffee Down, Kevin welcomes Trey Griggs, founder of Beta Consulting to the show to discuss how much easier life is with a growth mindset. It removes the barriers that block your progress and lets you take the big chances in life. Trey discusses growing the joys of Beta Consulting turning one year old.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Pre-call research for the win, Bart

    Play Episode Listen Later Jan 24, 2023 25:39


    Kevin welcomes Bart De Muynck, Chief Industry Officer at project44 on this show to discuss pre-call sales research. If you aren't doing pre-meeting research on your clients and prospects, then you are always going to be one-step behind on the call. Being one-step ahead rather than one-step behind separates the top 10% of freight brokers from the rest of the pack.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    Don't ask Tony Darnell if he needs help with drayage

    Play Episode Listen Later Jan 21, 2023 28:48


    On this episode of Put That Coffee Down, we take the shipper's perspective with Tony Darnell from Lippert Components. We talk about why the omnipresent standard from freight broker email is annoying and why you shouldn't ask Tony if he needs help moving drayage loads.Follow the Put That Coffee Down PodcastOther FreightWaves Shows

    drayage lippert components tony darnell

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