The Freight Pod Ep. #26: Carrier Sales Strategy Panel: Drew Herpich, Jay Gustafson, and Blair Blake
On this week's episode, we dive into our first true panel with three of our industry's experts discussing the world of Carrier Sales. We are joined by Drew Herpich, Chief Commercial Officer of Nolan Transportation Group and Transportation Insight, Jay Gustafson, EVP of Brokerage Operations at Echo Global Logistics, and Blair Blake, VP of Carrier Strategy at Arrive Logistics.
Throughout this conversation, we talk about what makes a great carrier sales rep, different strategies that organizations take to procure capacity and how they manage the reps who work to find said capacity. As technology has improved, we hit on the impact to the carrier sales role as well as how procurement has changed with this technological evolution. We dive into AI, and the impact it may have in the space. We make some bold predictions for five years from now.
These three veterans bring their unique perspectives from helping leading some of the most successful brokerages, and in doing so, make for a great episode for our listeners.
***Episode brought to you by Rapido Solutions Group. I had the pleasure of working with Danny Frisco and Roberto Icaza at Coyote, as well as being a client of theirs more recently at MoLo. Their team does a great job supplying nearshore talent to brokers, carriers, and technology providers to handle any role necessary, be it customer or carrier support, back office, or tech services.***
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*** This episode is brought to you by Rapido Solutions Group. I had the pleasure of working with Danny Frisco and Roberto Icaza at Coyote, as well as being a client of theirs more recently at MoLo. Their team does a great job supplying nearshore talent to brokers, carriers, and technology providers to handle any role necessary, be it customer or carrier support, back office, or tech services. Visit gorapido.com to learn more.
A special thanks to our additional sponsors:
- Cargado – Cargado is the first platform that connects logistics companies and trucking companies that move freight into and out of Mexico. Visit cargado.com to learn more.
- Greenscreens.ai – Greenscreens.ai is the AI-powered pricing and market intelligence tool transforming how freight brokers price freight. Visit greenscreens.ai/freightpod today!
- Metafora – Metafora is a technology consulting firm that has delivered value for over a decade to brokers, shippers, carriers, private equity firms, and freight tech companies. Check them out at metafora.net. ***