32 years moving freight and leading sales teams in one of the hardest industries in North America. Here's what it taught me — and what I'm building because of it.
I didn't learn business from a Stanford case study or a YC podcast. I learned it from carriers cancelling at 2am, from 14 tankers stuck on Northern Ontario rails in February, from customers on the phone wondering where their product is while the load sits a thousand miles from where it needs to be.
Freight teaches you what most business schools can't. The carrier who said "yes" on Monday might cancel Wednesday, and the load still has to deliver Thursday. There's no AI coming to save you in that moment — only the system, the relationships, and the discipline you built before it went wrong. You either built them, or you don't survive the week.
The industry is shifting from visibility and dashboards to execution — agents that actually take action across systems. Here's how I read it as an operator, not a vendor.
AI only prices smarter and sources faster when the underlying data is clean. Brokers who fixed their data years ago are the ones AI makes dangerous now. The rest are automating a mess.
2025 was dashboards telling you what happened. 2026 is agents doing the carrier outreach, the doc collection, the exception handling — while humans do the relationship and the judgment calls.
The people who get the most from these tools aren't the most technical — they're the ones who know what a good freight system feels like. Intent plus judgment beats raw code. That's the whole game.
Every logistics CRM I ever used made me pay a data-entry tax to do my own job — logging what I already knew, updating fields no one read, fighting the tool instead of the deal. After 32 years of wishing it existed, I'm building the one I always wanted: a CRM that captures context on its own and gets out of the way so you can sell. Logistics-specific, operator-first, no busywork.
Get notified at launch →I'm not selling brokerage services here — I'm trading notes. If any of this lands, here's where the conversation can go.
Conferences, sales kickoffs, leadership offsites — logistics sales, operator-AI workflows, rebuilding after a hard season.
Happy to come on and talk freight, sales leadership, and where AI is actually useful versus hype.
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