August 27, 2025 • 39 mins
In this episode of The Road Ahead, John Van Nortwick and Rob Abbott sit down with Tim Henry and Toan Nguyen Le, co-founders of Haul, to discuss their journey joining Fleetworthy, how AI is being integrated into Fleetworthy’s safety and compliance solutions, and what the future holds for fleets embracing artificial intelligence. From transforming compliance workflows to unlocking new levels of efficiency, this conversation highlights the innovations reshaping the trucking industry and why now is the moment for fleets to lean into AI.
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Episode Transcript
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SPEAKER_01 (00:06):
Welcome to this episode of The Road Ahead.
It's John Van Northwick with RobAbbott, and I am super excited.
Today we're going to be talkingabout AI and how it's redefining
safety and compliance.
And we've got Fleetworthy'snewest team, Tuan and Tim, on to
help us talk about that fromHall.
Great acquisition that's reallyhelping us to round out our
entire suite, the way it workswithin every aspect of the of
(00:29):
the current Fleetworthy suite isa really fun.
So I thought I'd just start out,Tim and Tuan, if you want to
kind of introduce yourself andlet everybody know kind of where
you guys came from, and thenmaybe we can talk about how you
guys uh got the idea for Hall inthe first place.
SPEAKER_00 (00:44):
Cool.
Well thanks, John, and thanksRob for having us.
I'll kick it off.
Tim Henry, uh co-founder ofHall.
Prior to Hall, I acted as uhadvisor to um a lot of TMS fleet
management companies you mayhave seen out there um at the at
the trade shows or um in one ofthe magazines.
And but prior to that, we'reactually where I met Tawan was
(01:05):
our days at Uber Freight, beingthe early members of that team,
really um, really at the firstwave of kind of the digitization
of the freight brokerage as wesee it today.
Um, but that's a little bitabout me.
Tawan, maybe you can introduceyourself.
Oh, uh thanks, John.
SPEAKER_03 (01:23):
Um my name is Tawan Winley, so I'm the other
co-founder at Hall.
Um my background is softwareengineers, and uh like team
briefly mentions, I we metduring my time uh at um uh Uber
Freight.
That's where I started uh youknow, cutting my my teeth in the
freight logistics space.
(01:44):
Uh that's where I met teams anduh you know we developed uh
friendships and a connectionsand we definitely uh that's
where we started, you know, welater on uh reconnect and
started Hall.
SPEAKER_02 (01:57):
You know, this is great, guys.
I I'm I'm really excited aboutit because all the big fleets
I've been talking to said to meover the last six months, hey,
have you heard about Hall?
Have you heard what these guysare doing?
It's really cool, right?
So all the buzz is there.
So we're we're thrilled you'rehere now.
SPEAKER_01 (02:14):
Yeah.
So how do you see it fit inwithin Fleetworthy and how that
you made that decision to jointhis team?
SPEAKER_00 (02:20):
Yeah, yeah.
And I actually um I give a lotof credit for um actually our
mutual customers um actuallyconnecting the dots for us.
You know, we um we were umsimply calling into kind of
actually a large uh customer ofFleetworthy.
And you know, they said, hey,you know, we use, you know,
we're Fleetworthy customer,we're a major user of CP suite.
(02:43):
Um, if you want to work with us,you have to work there.
And and um and we said, okay,like connect us with
Fleetworthy.
And at that time, you know,there were like uh, you know,
competitors in a certain way,really work with the largest of
the fleets.
And we did share a customer umeven at that time of JB Hunt.
But when we first sat across thetable with our mutual customer
(03:06):
at the time and um uh with MikeCrochet, you know, we saw that
there were synergies right away,like how we thought about fleet
compliance, how we thought aboutsafety.
Um, and you know, as weprogressed and really trying to
solution engineer for um uhcustomer, a lot of that, you
know, you don't know so untilyou start talking to them.
You actually start talking abouttechnology.
(03:28):
And we we really saw right awaythat Hall really fit um a gap
for the fleet-worthy team whereyou know we were really, you
know, our core bread and butter.
We do work with you know somelarge enterprise fleets, but is
really the long tail, the smallfleets, the fleets less than 150
power units who need a solutionwhere they can just you know,
(03:50):
you know, put in their usernameand password, connect these core
integrations and really givethemselves and their team the
ability to execute oncompliance, maintenance, and
safety tasks throughout the day,but also you know, really start
managing your fleet and not justmanaging the tasks day to day.
So that's kind of how ithappened.
You know, it was actually youknow, a customer connecting the
(04:11):
dots, saying, Hey, you guysshould work together.
And through that process, youknow, we saw that hey, like one
plus one does equal six if uh ifif the star is aligned.
SPEAKER_01 (04:22):
Yeah, I love that organic uh connection that just
made sense.
And it to me it makes sense inso many places within the legacy
drive lines and best pass, theclear pass products and the
safety plus the proactivealerts.
Um before we get into some ofthe details, I think AI is kind
of an ambiguous term that'sbeing thrown around a lot.
Can you just kind of give uskind of halls to you know
(04:43):
definition of AI and what kindof technologies that are kind of
subtechnologies of AI that youguys were taking advantage of?
unknown (04:49):
Yeah.
SPEAKER_03 (04:50):
Absolutely.
Yeah.
I think um, you know, the termis being used a lot more today,
you know, probably more than ourlikings.
And a lot of time, you know,it's artificial intelligence.
And I I think we all, maybe mypersonal preference, I don't
like anything artificial, uh,you know, let alone
intelligence.
But you know, when we look atthe term itself, it it comes
(05:12):
back to the technology spinaround.
Uh, it starts with you know someof the branches of AI as machine
learning.
Uh that, you know, data in indata science, we we we've been
using it.
We've been using a lot of thebyproducts of uh of models that
that derive from a machinelearning process.
So so at Hall, we and and now atFleetworthy, we look at like
(05:36):
what are the different branchesof AI that we can really apply.
Um the technologies are there,and every day, every second, the
technology are beingcommoditized uh is getting
cheaper and broader, right?
So, as like everything else, isas things getting cheaper, the
application, the usage arebecome broadly uh being applied.
(05:58):
Um, so specifically, what we doin terms of AI, we're looking at
several application branches.
You know, one is machinelearning.
So we leverage, we train, wehave a uh proprietary model that
looks at documents, which we allknow from spending years in
transportations, they're justpaperwork left and right.
(06:22):
And and you look, you know, youevery day as a safety manager
dealing with documents, one isyou have to look at a piece of
paper and make a determinationof what kind of documents.
Once you determine thedocuments, the second step is to
start going to the process ofinputting these document details
into your system of record.
(06:43):
And then that allows you to thenmanage against these documents.
So, first part isclassifications.
And we, you know, we have amodel that does really awesome
classifications, drasticallyreduce the step of having a
human uh input in this step.
The second set of challenges uhthat we solve is leveraging
computer visions.
(07:04):
That's another branch of AI,right?
Um OCR has been the world thatwe we throw around out there,
but OCR is a bit of a uh alltechnologies.
It does really well with youknow the typewriter of the 70s
and 80s when when you you knowyou it's you know when when you
have tons of fax paper and youdigitize these, OCR is great,
(07:27):
but it fell miserably when itcomes to human um writings.
So applying computer visions uhdrastically uh improve the
accuracy.
So allow us to, hey, it doesn'tmatter uh if the uh the
documents is in a certainorientation, is skewed,
(07:48):
scratched, handwriting here andthere, especially when it comes
to medical certificate oranything that uh that involves
some sort of pay, you know, evena be uh uh uh uh you know a
proof of delivery that someonesigned and writes a note on it,
it's really hard for in the pastto leverage OCR technologies to
do.
Now with computer visions uh anda mix of classifications, that
(08:11):
that is a very solvable problemuh uh solutions with scale and
accuracy.
Uh and lastly, right, we allknow all the different large
language models that uh reallypopular today, you know, from
OpenAI, just GBT to Gemini toROC to you name it, there's
there's tons and tons of modelsout there.
(08:33):
Uh these LLMs are really helpingus bridge the gap of natural
language processing and andallow us uh to really provide a
way to recommend and bridge alot of the product gaps that we
couldn't do in the past becausethe technology was just not
there.
SPEAKER_02 (08:52):
So, really, if if you think about AI in the in the
freight business, you know,there are different spaces and
different places that have beensort of little hills that have
been conquered, right?
So routing might be one,efficiency.
Really, the hill we've conqueredhere is driver qualification
file processes and efficiency.
And how do you how do you dowhat humans could only do
(09:13):
before, which is read thesedocuments and categorize them
and identify the gaps and allthose sorts of things to make
fleets more efficient, yeah?
SPEAKER_03 (09:21):
Yeah, uh, and then Rob, when we um we look at it,
it's like it's like a step, it'slike it's like playing a video
game, you know.
That that's like how I think ofit.
You know, the first level,right, is is like digitations.
We get to the first level.
We we you know, I mean, we dostill run into fleet, great,
great tracking operations thatthat have been around for 30, 40
(09:45):
years, but been solely on onpaper.
And our goal is just, hey, let'sjust let's just go to the basic
step one, let's just let's justget rid of that filing cabinet,
let's let moving you to thecloud, and that's starting with
the digitalization process.
That's that's step one.
Step two, now that we have adigitized file, and not I'm not
(10:05):
talking about just a scan of aPDF, uh an image on a computer.
I'm talking about fullyextracted all the metadata of a
file.
So then you think of essentiallybuilding a database for a
customer, then allow you to dothe second step of like, hey,
now we can run complianceworkflow.
(10:26):
We can we can look up andcross-validate info.
Um, you know, we can we trackexpiration, which is stable
stake, you know, and that'sthat's the step two.
And then step three, now that wehave all these data in custom in
the customer forward, all youknow, the next step is insight
(10:47):
and additional complianceworkflow that ultimately make
the job of a safety manager alot more pleasant.
Uh, because right now, I cantell you, every safety manager
we talk to spend a great deal oftime just chasing paperwork, uh
probably scrolling through hoursof videos or just looking at
(11:08):
locks to just make sure that,like, is it a false, is that a
false positive?
SPEAKER_01 (11:13):
Yeah.
And I know you do some reallycool things with that
integration, starting thatworkflow, like with a medical
certificate, medical card,valuing the doctor's name on
there.
Can you talk a little bit aboutthat process as well?
SPEAKER_03 (11:26):
Yeah, I think that's the, I mean, especially with the
with the recent regulationupdate uh from the national
registry, you know, wedefinitely uh that simplified
things a great deal, even thoughwe still have about 12 states
that still haven't uh comeonline yet and we still have to
still follow, stay on theprocess.
Uh, and there's still non-CDLdriver that we're still gonna
(11:48):
need to have uh uh averification, some medical
certificate here.
Um when it comes to building ourprocess around that collections
process, I think that's anexample of how digitalizations
work, leveraging machinelearning and computer visions,
and then building our workflow.
So when a driver sends an imageof a medical card, we you know,
(12:15):
we run that to a classification.
Hey, this is a medical card.
We run it to extraction.
Now we have a fully extracteddata, and then we we model out
the workflow, a complianceworkflow of what uh the DOT
would expect this, you know, the49 CFR would expect uh uh uh
(12:36):
safety managers to do, which ishey, you need to go into the
national registry site, look upthat you know, medical examiner
and making sure the namematches, making sure they are
still uh still a valid number,and then see if there's any
restrictions that might preventyou to allow the driver to
continue to operate based on acertain criteria.
(12:58):
So all of that stepped, we areable to codify it into our
process as a compliance workflowand fully automate that that
process from end to finish.
Um, and then so from from themoment the driver submits a
document to having a safetymanager just reveal the final
(13:18):
document with the even thescreenshot of the medical uh
examiner page on the nationalregistry, that is just
end-to-end.
And then we just tee it up forthe managers to just reveal.
And that's drastically, youknow, we we did a a time study
in time study in a certain uh ofour customer that that easily
(13:39):
save about 15 to 20 minutes permedical car, uh, back in when we
still have to do theseverifications.
SPEAKER_00 (13:48):
Yeah.
And the one the one thing it'sjust really important to stress
is that historically, a lot offleets, when there was gravy
freight, there was big margins,you know, you just couldn't you
couldn't say yes fast enough.
The solution was throwing bodiesat it because you're able to
cover that cost, right?
And I think now, and I think I Idon't need to explain to you
(14:10):
guys and probably the listenersof this, you know, we have been
in a post-COVI trucking world.
Um some fleets are stillstruggling.
I mean, they're you know, theirpublic filings are out there,
and um, and there's a lot ofreasons for that.
And but as we think about largeand small fleets, now they're
trying to say, okay, this is thenew reality.
How do I try to augment my teamthe best I can without throwing
(14:34):
people at it?
And that's good, that goes forfleets less than 100 or your
fleets of thousands of powerunits on the road any given day.
And that's really where this,the, the value of this really
has become some a little bitmore powerful, is because you
know, look interob, I like whatyou're saying is that you know
the first wave of you knowleveraging AI was you know
routing and and and you know,finding the best optimal route,
(14:58):
um, dispatch, maybe kind ofpre-assigning a driver to a load
and that equipment, just to kindof remove that maybe that kind
of mental um workload.
But now with you know the futureof kind of kind of what Hall is
doing, and Hall is just anexample of of people thinking
about okay, now it's aboutlooking inward, looking at the
back office.
(15:18):
What else can we helpstreamline?
And that's really where thisreally falls into kind of a
fleet management.
You know, fleet management is areally buzzy word, but really
it's it's it's really you know,finding holes and one person
context shifting throughout thewhole day.
Because you know, when Tuan sayswhen we work with a safety
manager, that same person isalso maybe the dispatcher
probably is uh is probablybooking loads, uh, probably
(15:42):
saying sorry to a customer.
So again, it so it's it's it weshouldn't it shouldn't be lost
to anyone here where like, hey,like for a lot of the smaller
fleets, they don't have theheadcount and they also don't
have a full day to dedicate onone of the most critical
functions of their fleet.
So what do we do?
And that's why when Tuan and Iwhen we talk about there's a lot
(16:05):
of AI floating, you know,terminology flowing out there,
it's like, but it does it work?
Does it solve a problem?
Because our goal is like, how dowe get some time back for that
fleet operator who can't spendyou know their whole working day
on on just compliance,maintenance, or safety because
they do have to run, they dohave to kind of win that, win
some lanes on the RFP or saysorry to a customer because the
(16:27):
driver was delayed.
Life happens, but again, this isjust one part of a multifacet
operations that a fleet has tohandle in a given day.
SPEAKER_01 (16:34):
So it really plays into our whole road ready uh
mantra that we come up with thatyou don't have to worry about
your driver and your your asset.
There you're gonna be all readyto go compliant and you're not
gonna have any major issuesthere.
I think Rob, we were talkingabout how that plays into some
of the legal issues that some ofthe fleets.
SPEAKER_02 (16:54):
Yeah, for sure.
You know, I I think um nuclearverdicts and the subsequent uh
tremendous increases we'reseeing in insurance premiums
have put a a higher uh premium.
They've raised the stakes forfor compliance.
And so, you know, fleets areincreasingly looking for every
little gap that somebody couldexploit, right?
(17:15):
So so really what you guys aredoing is not just making it more
efficient and easier and savingcosts, you're also like
identifying, hey, here's amissed gap that that maybe a
human might have missed, right?
Because people are imperfect.
SPEAKER_00 (17:28):
Oh yeah, maybe I'll talk about kind of our
partnerships and so on.
We can maybe highlight kind ofcore integrations that help
fleets kind of really managethis.
Um, you know, we I mean, if it'syou know, we've made some
several public announcements ofteaming up with some of the
largest insurance providers inin the United States for for
this reason, right?
At the end of the day, having asystem, you know, again, I'm I'm
(17:52):
biased, I love Hall, but youknow, if I wasn't wearing my
Hall hat, um they need a systemto make sure that they are
managing compliance maintenancesafety in order really to be
taken out to market these days.
You know, your major insurancebrokers um are really working
with their clients saying, hey,like I'm gonna be honest, like
you're I probably I can't marketyou competitively right now.
(18:14):
You don't have anything.
Um and so we, you know, we'veteamed up with some leading
providers in the United Statesto actually package haul as part
of a program.
Um and also, you know, our andwe've been working, you know,
with insurance carriers to say,hey, like, what could you
potentially do?
Again, they're they're not readyto to say, hey, I'm willing to
give a discounted premiums of Xamount that, you know, they're
(18:36):
um, you know, they're stillreally kind of even there, you
know, and quite frankly,insurance companies are still
even trying to model out thistelematics work, right?
There's been a lot of buzzthere, but they're still trying
to see their loss history forthe last four or five years when
telematics has been prevalent.
But what I will say is that theworld of not having a system
(18:56):
with an insurance policy is nolonger, you know, you have some
insur tech startups coming tomarket really bundling an
insurance policy with uhcompliance maintenance safety
platforms.
So it's becoming table stakes atthis point.
Um, you know, so maybe Tawan,you can highlight kind of kind
of core integrations and howwe're giving operators a
fighting chance.
SPEAKER_03 (19:16):
Yeah, one quick point I want to extend on what
team just said is and we we alsoconsider insurance partner as a
type of integrations.
But for example, you know, weview out it would say a pretty
unique way to allow fleet togrant access to to their
(19:38):
insurer, uh, agent or broker uhif they need to, right?
A lot of like they and they canturn off this access at any
given time.
It's is is it's just a literallya flip of a switch.
So they click a button and say,hey, I wanna I wanna give my my
agents a quick look into myprofile.
Because you know, it's a lot oftimes they have to do that
(19:58):
anyway on a monthly or on aquarterly basis.
So and that is pretty a prettypainful process.
You have to like go intowhatever system you use, export
it to an Excel file of all yourdriver list and equipment list,
and then maybe export the listof all the road side violations
(20:19):
and and accident that you have.
This, because fleet already hasall of these information on
whole, and they can just clickthem and say, Hey, I want to
grant my agent an access intowhole.
They locked in separately, lookat the same info that the fleets
are looking at.
Because a lot of times that's anatural emotion.
(20:39):
If they have something, youknow, if if they have an
accident, the first person theycall is their insurance, like,
hey, I have an accident.
Uh and and, you know, no better.
And that's start like the wholeprocess.
Like, hey, can you email methis, that, right?
Hey, I'm just gonna give youaccess to whole.
Uh, the same thing I'm lookingat, you're looking at whole.
So that's that's a been a reallygreat benefit for both the our
(21:02):
insurance partners and and ourfleet that be able to just have
one sim, one, one single placeto share this information.
Um, and as far as ourintegrations, we, you know, Tim
and I and the team, it's beenpretty pragmatic.
We we try to keep the processpretty simple.
We we we stay close to ourusers.
(21:23):
So a lot of time we we likelisten to what why do the people
need these integrations?
It started out with like, hey, Ineed to, my driver list, my
driver rosters and my equipmentrosters are on my you know, uh
TSP, telematic serviceproviders.
Um, so can you connect with allof these providers out there?
And and we do.
(21:43):
You know, we start with the mostpopular, the most common one,
the most commonly asked, and weyou know, we go down and just
just keep keep at it.
Um and pretty soon we're like,okay, now that we have the list,
oh, by the way, I also have allthe safety events that that we
that that I got.
I got all the HOS violations, Igot all the DVIRs, uh I have the
(22:04):
dominator on my my trucks andtravelers.
What can you do with it?
And you know, we then be beingasked, like, hey, can I I want
to train my driver based on thesafety event that happened?
If there's a heartbreakingevent, I typically go log into
my LMS, my learning module todescribe the video for my driver
(22:27):
to watch.
So, can you connect with my LMS?
And and yes, we do, right?
So we start building out theseintegrations very organically uh
based on this use case.
Um so we we we keep we we stilladd it.
We're adding integration almostevery other week, um, just based
on what our customers are seeingand the asking, and you know,
(22:47):
we're learning more and more ofthese use cases that give us
like a really interesting way toconfigure these integrations
that that is meaningful.
We're not just like, hey, it'sjust it's just nice to have all
these great logos on on ourintegration marketplace, but
it's it actually servesdifferent components in the
module of a full pictures.
SPEAKER_00 (23:10):
Yeah, and even and even uh I'll just you know
finish on that thought is likeeven our integration partners
have been looking for a platformthat serves the less than 150,
100 power units because they youknow they they do have a
marketplace ecosystem.
They have to be everywherebecause that that's where the
customers are.
But you know, they are evensaying like haul, like keep at
it, like because no one's reallybeen able to really penetrate
(23:33):
this market.
It's been tough on us.
Let's partner up, let's reallytry to like define what that
means for the self-serve.
Because there's a and again, um,you know, we were talking even
before we started, John, likeyou know, differentiation.
Like, I I guess I just can'tstress the self-serve, you know.
Again, I think a lot of youknow, I mean, we I think we all
buy software in our personallives and and work, but a lot of
(23:56):
enterprise grade software, man,it's a freaking, it's a beast
just to get it implemented.
And our our and again, our andthis is on all my sales pitches,
and even I say our value reallycomes the moment you turn it on
and start extracting value,right?
And so if that mantra holdstrue, if you turn on and you
need to be able to turn onintegration fast.
(24:18):
You need to be able to beextracting value out of haul
because if you're not, youshouldn't have bought it, right?
Like, so that's again, that'show we kind of hold ourselves
accountable.
It's like, what are theseintegrations?
How fast can they turn it on?
How fast can you startidentifying compliance issues,
maintenance issues, or safetyissues amongst their fleet?
Because the reality, even ifyou're a 25-power unit fleet,
(24:39):
the day goes takes goes getsgets ahead of you, and you know,
you're just you know, you'remaybe four hours in a day, you
know, like you had a badcustomer experience that day,
you may have lost them.
Like you're just trying to likeso can we serve up the three
things you should be focusing onright now that are mission
critical?
Like, so that's kind of wherehow we kind of have always built
(24:59):
product and just you know, youknow, try to make it stupid
dumb, you know, stupid dumb,right?
Because this stuff can becomplicated.
So Robin.
I can use the product, is whatyou're saying.
SPEAKER_01 (25:08):
Yes, that's amazing.
I think you make a great pointwith the larger fleets.
They got a development team andthey're gonna work right to the
whatever other uh customer theyhave's API.
And but with yours, and correctme if I'm wrong, but it's as
literally as easy as selectingthe integration you want,
entering a username and passwordtypically, or whatever that
(25:29):
requirement might be, and it itkicks off.
SPEAKER_00 (25:32):
Yeah, that's exactly what it is.
You know, and our goal, it caneven improve, right?
Again, I'm never saying we we weknocked out of the park, but the
it's really as creating youraccount, connecting your
telematics device, connectingwith the FMCSA, and right away
you know, like your poorperforming drivers, your your
assets are getting the mostviolations, even and kind of
exactly what you need to do foryour driver officer and assets
(25:54):
to get them compliant.
Like that's like that's thegoal.
It's like plug and play.
I mean, and again, the thereality, and the the one thing
um, you know, this gets back tothe you know, the Y fleet where
the the one thing I will say,and again, this is just worth
mentioning is and you guys knowthis, so yeah, it's preacher
choir.
We still operate in a veryregulatory environment.
(26:15):
And even if the software is badA, you know, they still need
they still want, and maybethat's a better way, they still
want to be able to pick up thephone and talk to a John or talk
to a Rob.
And quite frankly, as a puresoftware provider without any
like don't um like consultantsor kind of domain experts, and
(26:36):
you know, Tuan and I, this isour first, our first rodeo, you
know, they still, even ifthey're compliant is good, they
still need to talk to someone orwant to talk to someone at the
end of the day.
So, you know, matching up withFleetworthy, they gave us a
really uh an operational teamthat they can pick up the phone
and just check in.
Say, hey Rob, how's everythinglooking in my fleet?
Hey, John, what do you thoughtthink about this?
(26:57):
I got this inspection, you know,should I should I fight this?
Should I not?
Like that is still kind of ahuman element that even I will
admit Hall didn't have, andwhich we're excited about this,
you know, coming together isbecause now we can really
augment what our software can'tdo.
And that and that's just a humantouch.
We can't forget the industrywe're in.
Um, and we have to remember it'sa very you know interpersonal
(27:20):
relationships really do matter.
So again, that's one of the oneof the whys of like, hey, why
did you put guys partner up?
And that really um that came upa lot.
SPEAKER_01 (27:30):
Yeah, we always talk about the art and science of the
compliance, and I think that's agreat example of all that.
And I think the integrations arehuge.
You got a great CSA product aswell.
So I can in one space, I don'thave to jump to four different
uh uh portals.
I can sit in the hall portal, Ican see my CSA score.
I'm having a little issue withHOS, dig into my HOS violations
(27:53):
because I'm integrated with myELD provider, uh start coaching
that driver.
I mean, there's just just itreally streamlines the whole
process.
SPEAKER_03 (28:01):
Yeah, people don't typically, you know, a lot of
time people ask us like, why doyou build out these
integrations?
And a lot of time it's like it'scompliance to the threat.
And you know, the reason webuild out a CSA product, we we
have gross sign inspections, isbecause you know, you need to
(28:22):
manage these inspections on onthe on the equipment side.
And then if these inspectionshave an out-of-service, you you
need to make sure you show thatyou you know you did what you
need to do in order to put theseassets and the driver back into
service.
So for a driver that, hey, maybethat's providing a a new driver
(28:43):
license and you need to showthat for an asset, hey, maybe
you need to fix that uh tailgateor you need to replace your
brick, right?
To show that work order, thatthat link into that particular
violation.
So a lot of that is like justthe regulations, kind of like
being that thread that connectsall of these systems together
(29:04):
without knowing us.
And and by by following thecompliance and the regulations,
we start connecting all thesestuff together.
SPEAKER_02 (29:12):
So, guys, you know what at a high level, this sort
of reminds me of the you know,the struggle we all have and
wanting to make sure we'rekeeping up, right?
And the this might be a datedexample, but you know, people
who have smartphones look atfolks with flip phones and go,
oh my gosh, you know, you're 10years behind.
And and wait a minute, you'reusing broadcast television, you
don't use a streaming service,you've you've fallen behind.
(29:35):
It seems to me this is the nextstep in the evolution of DQ
files, right?
I mean, I remember long ago westarted with simple imaging,
like, hey, let's let's scan thedocuments.
Then we went to, hey, you know,everybody should outsource their
previous employer verifications.
Then it moved to, hey, are youtracking your verif your
expiration dates and doingalerts and are you notifying
(29:57):
people?
It seems like this is the nextthing.
SPEAKER_00 (30:00):
that that people will be looking at each other
and saying wait a minute you'renot using ai to like
automatically process yourdriver qualification files
you're you're wasting a ton oftime and and where's your
where's your flip phone right Imean that's the next thing that
we're gonna see yeah yeah Ithink um well I the one comment
on flip phones they are comingback i i think gen z is uh is is
(30:23):
buying them um but what what butbut you're you're right i think
as it relates to just how youcan leverage a modern technology
to work smarter more efficient imean that's the that's i mean
that's that's classic amongstmany other industries as well
but as it relates to overallfleet management and again you
(30:43):
know fleet worthy is such aunique platform where um you
know we're in the fleetmanagement business you know how
do we help fleets manage theiroperations more effectively more
efficiently um to make them morecompetitive on the roads right
that's that's that's that's ourthat's my new mantra uh but when
it when it came to building Halland how we're really looking to
kind of you know pull this intothe broader platform at
(31:06):
Fleetworthy, you know I I thinkyou're right.
I think when it came tocompliance management whether
it's driver company or asset umthe tools of yesterday are not
going to help you today.
And a lot of the feature setsare consolidating right a
unified platform to really helpan SMB fleet manage their fleet
(31:26):
both from a compliancemaintenance and safety.
So that's kind of that was ourmantra here at Hall you know as
it as it relates to kind of ourhow we're gonna really take this
next step into Fleetworthy toreally make sure that we're
we're following the North Starhere is now, you know, I think
that the the the initial stepsare really easy.
Hey how Hall is now the newgo-to-market product for the the
(31:50):
gap that Fleetworthy had fromkind of the long tail of it
industry, which I think we allknow is it's kind of the lion's
share.
So being able to really bringHall to market leveraging the
platform that Fleetworthy has,you know, that's what Tawan and
I are really excited about.
And then there's also kind ofcross-pollination with how
there's core components of Hallthat can be used within
(32:13):
Fleetworthy's CP suite productwhich some of the largest fleets
in North America use to maintaintheir compliance.
But yeah maybe but maybe Tawanyou can touch on a little bit
about maybe integrations we haveplanned, but also kind of AI as
an overall strategy withinFleetworthy.
SPEAKER_03 (32:31):
Yeah um I think in in the areas of compliance a lot
of the thing that we we we'redefinitely very much excited to
check what we have learned andview and develop and whole now
we gotta be able we got todeploy these feature set and
applications to uh a muchbroader set of customers
(32:54):
profile.
So that's that's for me that'sthat's you know as someone who
views products like that'sthat's that's super exciting you
know we're really grateful tohave the opportunities.
One everything from imaging ofdocuments uh digitalizations and
processing to the CSA productthat that that we bring to uh CP
(33:21):
suite for example and you knownow if you look at the broader
organizations um Tim and I arereally excited to like look at
the the entire company that wehave here and it it's a
tremendous opportunity in termsof the date the amount of data
that the organization have.
(33:42):
So you know from tall there'smillions of you know tall data
points being produced everysingle day right it's just
imagine that and be able to toturn that in into what the the
you know with the recent news oncommerce logic right like be
able to to continue to leveragethese data points and create a a
(34:06):
more accurate more real-timetoll product that that that is
really a create uh a great valuefor customer uh and and then
when it comes to bypass you knowwe you know we drivewise have
millions of devices you know Ithink the the teams are
extremely protective of thedriver experience right safety
(34:29):
and safety is uh the utmostimportant thing how do we make
sure that we we don't distractthe driver and be able to alert
the driver at the right time atthe right place and and and be
effective uh on thesenotifications to the drivers
whether for safety I think thatyou know we also at a at a a
(34:50):
place where we can reallyleverage technologies here to
save life to to make the roadsafer like I think that's that's
really uh a novel cause to to bepart of um yeah that's so you
know that's something that heywe have uh a great amount of
data we have a a really greatteam building great product and
(35:12):
and now we're able to leveragingAI the the the latest
technologies in in machinelearning computer visions and
and train the best model outthere to be able to to deploy
and create value for customerwhich which ultimately uh I
think make the role a saferplace.
SPEAKER_00 (35:30):
Yeah and one thing I'll add to that and again this
is this is you know goes back tolike you know the whys of
joining the Fleetworthy teamit's it's incredible the the the
amount of fleets that callfleetworthy you know a vendor of
choice and fleets are coming toFleetworthy saying hey what is
my AI strategy?
(35:51):
What should I be thinking about?
And that's that's a very uniqueposition as a scrappy startup uh
you know Tuan and I were youknow really forcing our vision
like without people asking us.
So you know being at a positionwhere fleets are coming to us
saying hey Fleetworthy howshould I be thinking about this
and how are you going to uhreally help me get there like
that's uh again from as Tuan andI are product builders it's
(36:16):
amazing feeling to be in thatposition and you know we we take
that really seriously and um andthat's you know that's why you
know we're super excited aboutjoining the team um not only
really helping um you know bringhaul to many more customers out
there but also being able totake the same mindset and be
kind of this like this um youknow you know fleet really has
(36:37):
been leveraging AI across theirproduct but really be kind of
the symbolic now it's time likelet's go.
And so that's you know Tawan andI get to bring that culture
within this organization that umis here on its own merits but at
least try to bring in adifferent mindset of you know
how do we how do we reallydelight the customer um because
(36:58):
they're waiting for us they'rewaiting for us to delight them
so that you know let's make surewe're delivering let's really
make sure we're building stuffthat really resonates with them
that can help them be efficienttoday um because they're they're
waiting for it.
So we're really excited to bepart of that because it's it's a
total uh it's a total shift forTuan and I to be at such a
larger platform to be able todelight and that's kind of what
(37:18):
we do as product builders is youknow the the we always like the
moment of like huh that's coollike that's what we build for
and again everything else is uhyou know we're in business we
get we're supposed to help thembe more efficient save money
make more money um but yeah atthe end of the day to delight is
kind of why we why we build soyeah that aggregated data is
(37:39):
going to be super exciting and Iknow Tim's already getting sick
when you're reaching out on adaily basis to get more
information and the CSA productand everything but as we
aggregate all that data you knowit's gig we go beyond compliance
into that safety identifyingrisky areas being able to
provide a proactive alert thatsay you know doesn't interrupt
the driver does distract thedriver it's available on any
(38:00):
device it's not ELD dependentit's just there's the toll
avoidance the toll process andbe able to make that efficient
and safe the whole there's justthe ideas keep going to CSA, the
workflow to root pause analysisof CSA violations as they're
coming in we know when they'regetting inspection, capturing
that data at the way station orat the roadside inspection,
identifying the violation,looking at their HOS data,
(38:22):
looking at their PDIR, lookingat whatever it is that might be
part of the root cause and beingable to adapt the correct bad
situation.
There's just it's exciting it'sa it's a different way of fleet
management like in it it is youknow we think about fleet
management as kind of devicesand truck and just seeing where
your truck is today but like youknow the Fleetworthy platform
(38:44):
now really allows an an operatorto think 360 you know like about
their operations not a just notjust like what's the ETA.
So it's it's cool.
I mean it's you know what youdescribed Fleetworthy is the
only company to be able toprovide that type of decision
tree.
It's it's it's it's the reality.
So it's exciting to be at such aplatform that can do that.
SPEAKER_01 (39:08):
Yeah so glad to have uh Tim and Paul join the
Fleaworthy team and join us onthe the road ahead and we
welcome to hope to come back tothe next episode of the road
ahead.
Welcome to this episode of The Road Ahead.
It's John Van Northwick with RobAbbott, and I am super excited.
Today we're going to be talkingabout AI and how it's redefining
safety and compliance.
And we've got Fleetworthy'snewest team, Tuan and Tim, on to
help us talk about that fromHall.
Great acquisition that's reallyhelping us to round out our
entire suite, the way it workswithin every aspect of the of
(00:29):
the current Fleetworthy suite isa really fun.
So I thought I'd just start out,Tim and Tuan, if you want to
kind of introduce yourself andlet everybody know kind of where
you guys came from, and thenmaybe we can talk about how you
guys uh got the idea for Hall inthe first place.
SPEAKER_00 (00:44):
Cool.
Well thanks, John, and thanksRob for having us.
I'll kick it off.
Tim Henry, uh co-founder ofHall.
Prior to Hall, I acted as uhadvisor to um a lot of TMS fleet
management companies you mayhave seen out there um at the at
the trade shows or um in one ofthe magazines.
And but prior to that, we'reactually where I met Tawan was
(01:05):
our days at Uber Freight, beingthe early members of that team,
really um, really at the firstwave of kind of the digitization
of the freight brokerage as wesee it today.
Um, but that's a little bitabout me.
Tawan, maybe you can introduceyourself.
Oh, uh thanks, John.
SPEAKER_03 (01:23):
Um my name is Tawan Winley, so I'm the other
co-founder at Hall.
Um my background is softwareengineers, and uh like team
briefly mentions, I we metduring my time uh at um uh Uber
Freight.
That's where I started uh youknow, cutting my my teeth in the
freight logistics space.
(01:44):
Uh that's where I met teams anduh you know we developed uh
friendships and a connectionsand we definitely uh that's
where we started, you know, welater on uh reconnect and
started Hall.
SPEAKER_02 (01:57):
You know, this is great, guys.
I I'm I'm really excited aboutit because all the big fleets
I've been talking to said to meover the last six months, hey,
have you heard about Hall?
Have you heard what these guysare doing?
It's really cool, right?
So all the buzz is there.
So we're we're thrilled you'rehere now.
SPEAKER_01 (02:14):
Yeah.
So how do you see it fit inwithin Fleetworthy and how that
you made that decision to jointhis team?
SPEAKER_00 (02:20):
Yeah, yeah.
And I actually um I give a lotof credit for um actually our
mutual customers um actuallyconnecting the dots for us.
You know, we um we were umsimply calling into kind of
actually a large uh customer ofFleetworthy.
And you know, they said, hey,you know, we use, you know,
we're Fleetworthy customer,we're a major user of CP suite.
(02:43):
Um, if you want to work with us,you have to work there.
And and um and we said, okay,like connect us with
Fleetworthy.
And at that time, you know,there were like uh, you know,
competitors in a certain way,really work with the largest of
the fleets.
And we did share a customer umeven at that time of JB Hunt.
But when we first sat across thetable with our mutual customer
(03:06):
at the time and um uh with MikeCrochet, you know, we saw that
there were synergies right away,like how we thought about fleet
compliance, how we thought aboutsafety.
Um, and you know, as weprogressed and really trying to
solution engineer for um uhcustomer, a lot of that, you
know, you don't know so untilyou start talking to them.
You actually start talking abouttechnology.
(03:28):
And we we really saw right awaythat Hall really fit um a gap
for the fleet-worthy team whereyou know we were really, you
know, our core bread and butter.
We do work with you know somelarge enterprise fleets, but is
really the long tail, the smallfleets, the fleets less than 150
power units who need a solutionwhere they can just you know,
(03:50):
you know, put in their usernameand password, connect these core
integrations and really givethemselves and their team the
ability to execute oncompliance, maintenance, and
safety tasks throughout the day,but also you know, really start
managing your fleet and not justmanaging the tasks day to day.
So that's kind of how ithappened.
You know, it was actually youknow, a customer connecting the
(04:11):
dots, saying, Hey, you guysshould work together.
And through that process, youknow, we saw that hey, like one
plus one does equal six if uh ifif the star is aligned.
SPEAKER_01 (04:22):
Yeah, I love that organic uh connection that just
made sense.
And it to me it makes sense inso many places within the legacy
drive lines and best pass, theclear pass products and the
safety plus the proactivealerts.
Um before we get into some ofthe details, I think AI is kind
of an ambiguous term that'sbeing thrown around a lot.
Can you just kind of give uskind of halls to you know
(04:43):
definition of AI and what kindof technologies that are kind of
subtechnologies of AI that youguys were taking advantage of?
unknown (04:49):
Yeah.
SPEAKER_03 (04:50):
Absolutely.
Yeah.
I think um, you know, the termis being used a lot more today,
you know, probably more than ourlikings.
And a lot of time, you know,it's artificial intelligence.
And I I think we all, maybe mypersonal preference, I don't
like anything artificial, uh,you know, let alone
intelligence.
But you know, when we look atthe term itself, it it comes
(05:12):
back to the technology spinaround.
Uh, it starts with you know someof the branches of AI as machine
learning.
Uh that, you know, data in indata science, we we we've been
using it.
We've been using a lot of thebyproducts of uh of models that
that derive from a machinelearning process.
So so at Hall, we and and now atFleetworthy, we look at like
(05:36):
what are the different branchesof AI that we can really apply.
Um the technologies are there,and every day, every second, the
technology are beingcommoditized uh is getting
cheaper and broader, right?
So, as like everything else, isas things getting cheaper, the
application, the usage arebecome broadly uh being applied.
(05:58):
Um, so specifically, what we doin terms of AI, we're looking at
several application branches.
You know, one is machinelearning.
So we leverage, we train, wehave a uh proprietary model that
looks at documents, which we allknow from spending years in
transportations, they're justpaperwork left and right.
(06:22):
And and you look, you know, youevery day as a safety manager
dealing with documents, one isyou have to look at a piece of
paper and make a determinationof what kind of documents.
Once you determine thedocuments, the second step is to
start going to the process ofinputting these document details
into your system of record.
(06:43):
And then that allows you to thenmanage against these documents.
So, first part isclassifications.
And we, you know, we have amodel that does really awesome
classifications, drasticallyreduce the step of having a
human uh input in this step.
The second set of challenges uhthat we solve is leveraging
computer visions.
(07:04):
That's another branch of AI,right?
Um OCR has been the world thatwe we throw around out there,
but OCR is a bit of a uh alltechnologies.
It does really well with youknow the typewriter of the 70s
and 80s when when you you knowyou it's you know when when you
have tons of fax paper and youdigitize these, OCR is great,
(07:27):
but it fell miserably when itcomes to human um writings.
So applying computer visions uhdrastically uh improve the
accuracy.
So allow us to, hey, it doesn'tmatter uh if the uh the
documents is in a certainorientation, is skewed,
(07:48):
scratched, handwriting here andthere, especially when it comes
to medical certificate oranything that uh that involves
some sort of pay, you know, evena be uh uh uh uh you know a
proof of delivery that someonesigned and writes a note on it,
it's really hard for in the pastto leverage OCR technologies to
do.
Now with computer visions uh anda mix of classifications, that
(08:11):
that is a very solvable problemuh uh solutions with scale and
accuracy.
Uh and lastly, right, we allknow all the different large
language models that uh reallypopular today, you know, from
OpenAI, just GBT to Gemini toROC to you name it, there's
there's tons and tons of modelsout there.
(08:33):
Uh these LLMs are really helpingus bridge the gap of natural
language processing and andallow us uh to really provide a
way to recommend and bridge alot of the product gaps that we
couldn't do in the past becausethe technology was just not
there.
SPEAKER_02 (08:52):
So, really, if if you think about AI in the in the
freight business, you know,there are different spaces and
different places that have beensort of little hills that have
been conquered, right?
So routing might be one,efficiency.
Really, the hill we've conqueredhere is driver qualification
file processes and efficiency.
And how do you how do you dowhat humans could only do
(09:13):
before, which is read thesedocuments and categorize them
and identify the gaps and allthose sorts of things to make
fleets more efficient, yeah?
SPEAKER_03 (09:21):
Yeah, uh, and then Rob, when we um we look at it,
it's like it's like a step, it'slike it's like playing a video
game, you know.
That that's like how I think ofit.
You know, the first level,right, is is like digitations.
We get to the first level.
We we you know, I mean, we dostill run into fleet, great,
great tracking operations thatthat have been around for 30, 40
(09:45):
years, but been solely on onpaper.
And our goal is just, hey, let'sjust let's just go to the basic
step one, let's just let's justget rid of that filing cabinet,
let's let moving you to thecloud, and that's starting with
the digitalization process.
That's that's step one.
Step two, now that we have adigitized file, and not I'm not
(10:05):
talking about just a scan of aPDF, uh an image on a computer.
I'm talking about fullyextracted all the metadata of a
file.
So then you think of essentiallybuilding a database for a
customer, then allow you to dothe second step of like, hey,
now we can run complianceworkflow.
(10:26):
We can we can look up andcross-validate info.
Um, you know, we can we trackexpiration, which is stable
stake, you know, and that'sthat's the step two.
And then step three, now that wehave all these data in custom in
the customer forward, all youknow, the next step is insight
(10:47):
and additional complianceworkflow that ultimately make
the job of a safety manager alot more pleasant.
Uh, because right now, I cantell you, every safety manager
we talk to spend a great deal oftime just chasing paperwork, uh
probably scrolling through hoursof videos or just looking at
(11:08):
locks to just make sure that,like, is it a false, is that a
false positive?
SPEAKER_01 (11:13):
Yeah.
And I know you do some reallycool things with that
integration, starting thatworkflow, like with a medical
certificate, medical card,valuing the doctor's name on
there.
Can you talk a little bit aboutthat process as well?
SPEAKER_03 (11:26):
Yeah, I think that's the, I mean, especially with the
with the recent regulationupdate uh from the national
registry, you know, wedefinitely uh that simplified
things a great deal, even thoughwe still have about 12 states
that still haven't uh comeonline yet and we still have to
still follow, stay on theprocess.
Uh, and there's still non-CDLdriver that we're still gonna
(11:48):
need to have uh uh averification, some medical
certificate here.
Um when it comes to building ourprocess around that collections
process, I think that's anexample of how digitalizations
work, leveraging machinelearning and computer visions,
and then building our workflow.
So when a driver sends an imageof a medical card, we you know,
(12:15):
we run that to a classification.
Hey, this is a medical card.
We run it to extraction.
Now we have a fully extracteddata, and then we we model out
the workflow, a complianceworkflow of what uh the DOT
would expect this, you know, the49 CFR would expect uh uh uh
(12:36):
safety managers to do, which ishey, you need to go into the
national registry site, look upthat you know, medical examiner
and making sure the namematches, making sure they are
still uh still a valid number,and then see if there's any
restrictions that might preventyou to allow the driver to
continue to operate based on acertain criteria.
(12:58):
So all of that stepped, we areable to codify it into our
process as a compliance workflowand fully automate that that
process from end to finish.
Um, and then so from from themoment the driver submits a
document to having a safetymanager just reveal the final
(13:18):
document with the even thescreenshot of the medical uh
examiner page on the nationalregistry, that is just
end-to-end.
And then we just tee it up forthe managers to just reveal.
And that's drastically, youknow, we we did a a time study
in time study in a certain uh ofour customer that that easily
(13:39):
save about 15 to 20 minutes permedical car, uh, back in when we
still have to do theseverifications.
SPEAKER_00 (13:48):
Yeah.
And the one the one thing it'sjust really important to stress
is that historically, a lot offleets, when there was gravy
freight, there was big margins,you know, you just couldn't you
couldn't say yes fast enough.
The solution was throwing bodiesat it because you're able to
cover that cost, right?
And I think now, and I think I Idon't need to explain to you
(14:10):
guys and probably the listenersof this, you know, we have been
in a post-COVI trucking world.
Um some fleets are stillstruggling.
I mean, they're you know, theirpublic filings are out there,
and um, and there's a lot ofreasons for that.
And but as we think about largeand small fleets, now they're
trying to say, okay, this is thenew reality.
How do I try to augment my teamthe best I can without throwing
(14:34):
people at it?
And that's good, that goes forfleets less than 100 or your
fleets of thousands of powerunits on the road any given day.
And that's really where this,the, the value of this really
has become some a little bitmore powerful, is because you
know, look interob, I like whatyou're saying is that you know
the first wave of you knowleveraging AI was you know
routing and and and you know,finding the best optimal route,
(14:58):
um, dispatch, maybe kind ofpre-assigning a driver to a load
and that equipment, just to kindof remove that maybe that kind
of mental um workload.
But now with you know the futureof kind of kind of what Hall is
doing, and Hall is just anexample of of people thinking
about okay, now it's aboutlooking inward, looking at the
back office.
(15:18):
What else can we helpstreamline?
And that's really where thisreally falls into kind of a
fleet management.
You know, fleet management is areally buzzy word, but really
it's it's it's really you know,finding holes and one person
context shifting throughout thewhole day.
Because you know, when Tuan sayswhen we work with a safety
manager, that same person isalso maybe the dispatcher
probably is uh is probablybooking loads, uh, probably
(15:42):
saying sorry to a customer.
So again, it so it's it's it weshouldn't it shouldn't be lost
to anyone here where like, hey,like for a lot of the smaller
fleets, they don't have theheadcount and they also don't
have a full day to dedicate onone of the most critical
functions of their fleet.
So what do we do?
And that's why when Tuan and Iwhen we talk about there's a lot
(16:05):
of AI floating, you know,terminology flowing out there,
it's like, but it does it work?
Does it solve a problem?
Because our goal is like, how dowe get some time back for that
fleet operator who can't spendyou know their whole working day
on on just compliance,maintenance, or safety because
they do have to run, they dohave to kind of win that, win
some lanes on the RFP or saysorry to a customer because the
(16:27):
driver was delayed.
Life happens, but again, this isjust one part of a multifacet
operations that a fleet has tohandle in a given day.
SPEAKER_01 (16:34):
So it really plays into our whole road ready uh
mantra that we come up with thatyou don't have to worry about
your driver and your your asset.
There you're gonna be all readyto go compliant and you're not
gonna have any major issuesthere.
I think Rob, we were talkingabout how that plays into some
of the legal issues that some ofthe fleets.
SPEAKER_02 (16:54):
Yeah, for sure.
You know, I I think um nuclearverdicts and the subsequent uh
tremendous increases we'reseeing in insurance premiums
have put a a higher uh premium.
They've raised the stakes forfor compliance.
And so, you know, fleets areincreasingly looking for every
little gap that somebody couldexploit, right?
(17:15):
So so really what you guys aredoing is not just making it more
efficient and easier and savingcosts, you're also like
identifying, hey, here's amissed gap that that maybe a
human might have missed, right?
Because people are imperfect.
SPEAKER_00 (17:28):
Oh yeah, maybe I'll talk about kind of our
partnerships and so on.
We can maybe highlight kind ofcore integrations that help
fleets kind of really managethis.
Um, you know, we I mean, if it'syou know, we've made some
several public announcements ofteaming up with some of the
largest insurance providers inin the United States for for
this reason, right?
At the end of the day, having asystem, you know, again, I'm I'm
(17:52):
biased, I love Hall, but youknow, if I wasn't wearing my
Hall hat, um they need a systemto make sure that they are
managing compliance maintenancesafety in order really to be
taken out to market these days.
You know, your major insurancebrokers um are really working
with their clients saying, hey,like I'm gonna be honest, like
you're I probably I can't marketyou competitively right now.
(18:14):
You don't have anything.
Um and so we, you know, we'veteamed up with some leading
providers in the United Statesto actually package haul as part
of a program.
Um and also, you know, our andwe've been working, you know,
with insurance carriers to say,hey, like, what could you
potentially do?
Again, they're they're not readyto to say, hey, I'm willing to
give a discounted premiums of Xamount that, you know, they're
(18:36):
um, you know, they're stillreally kind of even there, you
know, and quite frankly,insurance companies are still
even trying to model out thistelematics work, right?
There's been a lot of buzzthere, but they're still trying
to see their loss history forthe last four or five years when
telematics has been prevalent.
But what I will say is that theworld of not having a system
(18:56):
with an insurance policy is nolonger, you know, you have some
insur tech startups coming tomarket really bundling an
insurance policy with uhcompliance maintenance safety
platforms.
So it's becoming table stakes atthis point.
Um, you know, so maybe Tawan,you can highlight kind of kind
of core integrations and howwe're giving operators a
fighting chance.
SPEAKER_03 (19:16):
Yeah, one quick point I want to extend on what
team just said is and we we alsoconsider insurance partner as a
type of integrations.
But for example, you know, weview out it would say a pretty
unique way to allow fleet togrant access to to their
(19:38):
insurer, uh, agent or broker uhif they need to, right?
A lot of like they and they canturn off this access at any
given time.
It's is is it's just a literallya flip of a switch.
So they click a button and say,hey, I wanna I wanna give my my
agents a quick look into myprofile.
Because you know, it's a lot oftimes they have to do that
(19:58):
anyway on a monthly or on aquarterly basis.
So and that is pretty a prettypainful process.
You have to like go intowhatever system you use, export
it to an Excel file of all yourdriver list and equipment list,
and then maybe export the listof all the road side violations
(20:19):
and and accident that you have.
This, because fleet already hasall of these information on
whole, and they can just clickthem and say, Hey, I want to
grant my agent an access intowhole.
They locked in separately, lookat the same info that the fleets
are looking at.
Because a lot of times that's anatural emotion.
(20:39):
If they have something, youknow, if if they have an
accident, the first person theycall is their insurance, like,
hey, I have an accident.
Uh and and, you know, no better.
And that's start like the wholeprocess.
Like, hey, can you email methis, that, right?
Hey, I'm just gonna give youaccess to whole.
Uh, the same thing I'm lookingat, you're looking at whole.
So that's that's a been a reallygreat benefit for both the our
(21:02):
insurance partners and and ourfleet that be able to just have
one sim, one, one single placeto share this information.
Um, and as far as ourintegrations, we, you know, Tim
and I and the team, it's beenpretty pragmatic.
We we try to keep the processpretty simple.
We we we stay close to ourusers.
(21:23):
So a lot of time we we likelisten to what why do the people
need these integrations?
It started out with like, hey, Ineed to, my driver list, my
driver rosters and my equipmentrosters are on my you know, uh
TSP, telematic serviceproviders.
Um, so can you connect with allof these providers out there?
And and we do.
(21:43):
You know, we start with the mostpopular, the most common one,
the most commonly asked, and weyou know, we go down and just
just keep keep at it.
Um and pretty soon we're like,okay, now that we have the list,
oh, by the way, I also have allthe safety events that that we
that that I got.
I got all the HOS violations, Igot all the DVIRs, uh I have the
(22:04):
dominator on my my trucks andtravelers.
What can you do with it?
And you know, we then be beingasked, like, hey, can I I want
to train my driver based on thesafety event that happened?
If there's a heartbreakingevent, I typically go log into
my LMS, my learning module todescribe the video for my driver
(22:27):
to watch.
So, can you connect with my LMS?
And and yes, we do, right?
So we start building out theseintegrations very organically uh
based on this use case.
Um so we we we keep we we stilladd it.
We're adding integration almostevery other week, um, just based
on what our customers are seeingand the asking, and you know,
(22:47):
we're learning more and more ofthese use cases that give us
like a really interesting way toconfigure these integrations
that that is meaningful.
We're not just like, hey, it'sjust it's just nice to have all
these great logos on on ourintegration marketplace, but
it's it actually servesdifferent components in the
module of a full pictures.
SPEAKER_00 (23:10):
Yeah, and even and even uh I'll just you know
finish on that thought is likeeven our integration partners
have been looking for a platformthat serves the less than 150,
100 power units because they youknow they they do have a
marketplace ecosystem.
They have to be everywherebecause that that's where the
customers are.
But you know, they are evensaying like haul, like keep at
it, like because no one's reallybeen able to really penetrate
(23:33):
this market.
It's been tough on us.
Let's partner up, let's reallytry to like define what that
means for the self-serve.
Because there's a and again, um,you know, we were talking even
before we started, John, likeyou know, differentiation.
Like, I I guess I just can'tstress the self-serve, you know.
Again, I think a lot of youknow, I mean, we I think we all
buy software in our personallives and and work, but a lot of
(23:56):
enterprise grade software, man,it's a freaking, it's a beast
just to get it implemented.
And our our and again, our andthis is on all my sales pitches,
and even I say our value reallycomes the moment you turn it on
and start extracting value,right?
And so if that mantra holdstrue, if you turn on and you
need to be able to turn onintegration fast.
(24:18):
You need to be able to beextracting value out of haul
because if you're not, youshouldn't have bought it, right?
Like, so that's again, that'show we kind of hold ourselves
accountable.
It's like, what are theseintegrations?
How fast can they turn it on?
How fast can you startidentifying compliance issues,
maintenance issues, or safetyissues amongst their fleet?
Because the reality, even ifyou're a 25-power unit fleet,
(24:39):
the day goes takes goes getsgets ahead of you, and you know,
you're just you know, you'remaybe four hours in a day, you
know, like you had a badcustomer experience that day,
you may have lost them.
Like you're just trying to likeso can we serve up the three
things you should be focusing onright now that are mission
critical?
Like, so that's kind of wherehow we kind of have always built
(24:59):
product and just you know, youknow, try to make it stupid
dumb, you know, stupid dumb,right?
Because this stuff can becomplicated.
So Robin.
I can use the product, is whatyou're saying.
SPEAKER_01 (25:08):
Yes, that's amazing.
I think you make a great pointwith the larger fleets.
They got a development team andthey're gonna work right to the
whatever other uh customer theyhave's API.
And but with yours, and correctme if I'm wrong, but it's as
literally as easy as selectingthe integration you want,
entering a username and passwordtypically, or whatever that
(25:29):
requirement might be, and it itkicks off.
SPEAKER_00 (25:32):
Yeah, that's exactly what it is.
You know, and our goal, it caneven improve, right?
Again, I'm never saying we we weknocked out of the park, but the
it's really as creating youraccount, connecting your
telematics device, connectingwith the FMCSA, and right away
you know, like your poorperforming drivers, your your
assets are getting the mostviolations, even and kind of
exactly what you need to do foryour driver officer and assets
(25:54):
to get them compliant.
Like that's like that's thegoal.
It's like plug and play.
I mean, and again, the thereality, and the the one thing
um, you know, this gets back tothe you know, the Y fleet where
the the one thing I will say,and again, this is just worth
mentioning is and you guys knowthis, so yeah, it's preacher
choir.
We still operate in a veryregulatory environment.
(26:15):
And even if the software is badA, you know, they still need
they still want, and maybethat's a better way, they still
want to be able to pick up thephone and talk to a John or talk
to a Rob.
And quite frankly, as a puresoftware provider without any
like don't um like consultantsor kind of domain experts, and
(26:36):
you know, Tuan and I, this isour first, our first rodeo, you
know, they still, even ifthey're compliant is good, they
still need to talk to someone orwant to talk to someone at the
end of the day.
So, you know, matching up withFleetworthy, they gave us a
really uh an operational teamthat they can pick up the phone
and just check in.
Say, hey Rob, how's everythinglooking in my fleet?
Hey, John, what do you thoughtthink about this?
(26:57):
I got this inspection, you know,should I should I fight this?
Should I not?
Like that is still kind of ahuman element that even I will
admit Hall didn't have, andwhich we're excited about this,
you know, coming together isbecause now we can really
augment what our software can'tdo.
And that and that's just a humantouch.
We can't forget the industrywe're in.
Um, and we have to remember it'sa very you know interpersonal
(27:20):
relationships really do matter.
So again, that's one of the oneof the whys of like, hey, why
did you put guys partner up?
And that really um that came upa lot.
SPEAKER_01 (27:30):
Yeah, we always talk about the art and science of the
compliance, and I think that's agreat example of all that.
And I think the integrations arehuge.
You got a great CSA product aswell.
So I can in one space, I don'thave to jump to four different
uh uh portals.
I can sit in the hall portal, Ican see my CSA score.
I'm having a little issue withHOS, dig into my HOS violations
(27:53):
because I'm integrated with myELD provider, uh start coaching
that driver.
I mean, there's just just itreally streamlines the whole
process.
SPEAKER_03 (28:01):
Yeah, people don't typically, you know, a lot of
time people ask us like, why doyou build out these
integrations?
And a lot of time it's like it'scompliance to the threat.
And you know, the reason webuild out a CSA product, we we
have gross sign inspections, isbecause you know, you need to
(28:22):
manage these inspections on onthe on the equipment side.
And then if these inspectionshave an out-of-service, you you
need to make sure you show thatyou you know you did what you
need to do in order to put theseassets and the driver back into
service.
So for a driver that, hey, maybethat's providing a a new driver
(28:43):
license and you need to showthat for an asset, hey, maybe
you need to fix that uh tailgateor you need to replace your
brick, right?
To show that work order, thatthat link into that particular
violation.
So a lot of that is like justthe regulations, kind of like
being that thread that connectsall of these systems together
(29:04):
without knowing us.
And and by by following thecompliance and the regulations,
we start connecting all thesestuff together.
SPEAKER_02 (29:12):
So, guys, you know what at a high level, this sort
of reminds me of the you know,the struggle we all have and
wanting to make sure we'rekeeping up, right?
And the this might be a datedexample, but you know, people
who have smartphones look atfolks with flip phones and go,
oh my gosh, you know, you're 10years behind.
And and wait a minute, you'reusing broadcast television, you
don't use a streaming service,you've you've fallen behind.
(29:35):
It seems to me this is the nextstep in the evolution of DQ
files, right?
I mean, I remember long ago westarted with simple imaging,
like, hey, let's let's scan thedocuments.
Then we went to, hey, you know,everybody should outsource their
previous employer verifications.
Then it moved to, hey, are youtracking your verif your
expiration dates and doingalerts and are you notifying
(29:57):
people?
It seems like this is the nextthing.
SPEAKER_00 (30:00):
that that people will be looking at each other
and saying wait a minute you'renot using ai to like
automatically process yourdriver qualification files
you're you're wasting a ton oftime and and where's your
where's your flip phone right Imean that's the next thing that
we're gonna see yeah yeah Ithink um well I the one comment
on flip phones they are comingback i i think gen z is uh is is
(30:23):
buying them um but what what butbut you're you're right i think
as it relates to just how youcan leverage a modern technology
to work smarter more efficient imean that's the that's i mean
that's that's classic amongstmany other industries as well
but as it relates to overallfleet management and again you
(30:43):
know fleet worthy is such aunique platform where um you
know we're in the fleetmanagement business you know how
do we help fleets manage theiroperations more effectively more
efficiently um to make them morecompetitive on the roads right
that's that's that's that's ourthat's my new mantra uh but when
it when it came to building Halland how we're really looking to
kind of you know pull this intothe broader platform at
(31:06):
Fleetworthy, you know I I thinkyou're right.
I think when it came tocompliance management whether
it's driver company or asset umthe tools of yesterday are not
going to help you today.
And a lot of the feature setsare consolidating right a
unified platform to really helpan SMB fleet manage their fleet
(31:26):
both from a compliancemaintenance and safety.
So that's kind of that was ourmantra here at Hall you know as
it as it relates to kind of ourhow we're gonna really take this
next step into Fleetworthy toreally make sure that we're
we're following the North Starhere is now, you know, I think
that the the the initial stepsare really easy.
Hey how Hall is now the newgo-to-market product for the the
(31:50):
gap that Fleetworthy had fromkind of the long tail of it
industry, which I think we allknow is it's kind of the lion's
share.
So being able to really bringHall to market leveraging the
platform that Fleetworthy has,you know, that's what Tawan and
I are really excited about.
And then there's also kind ofcross-pollination with how
there's core components of Hallthat can be used within
(32:13):
Fleetworthy's CP suite productwhich some of the largest fleets
in North America use to maintaintheir compliance.
But yeah maybe but maybe Tawanyou can touch on a little bit
about maybe integrations we haveplanned, but also kind of AI as
an overall strategy withinFleetworthy.
SPEAKER_03 (32:31):
Yeah um I think in in the areas of compliance a lot
of the thing that we we we'redefinitely very much excited to
check what we have learned andview and develop and whole now
we gotta be able we got todeploy these feature set and
applications to uh a muchbroader set of customers
(32:54):
profile.
So that's that's for me that'sthat's you know as someone who
views products like that'sthat's that's super exciting you
know we're really grateful tohave the opportunities.
One everything from imaging ofdocuments uh digitalizations and
processing to the CSA productthat that that we bring to uh CP
(33:21):
suite for example and you knownow if you look at the broader
organizations um Tim and I arereally excited to like look at
the the entire company that wehave here and it it's a
tremendous opportunity in termsof the date the amount of data
that the organization have.
(33:42):
So you know from tall there'smillions of you know tall data
points being produced everysingle day right it's just
imagine that and be able to toturn that in into what the the
you know with the recent news oncommerce logic right like be
able to to continue to leveragethese data points and create a a
(34:06):
more accurate more real-timetoll product that that that is
really a create uh a great valuefor customer uh and and then
when it comes to bypass you knowwe you know we drivewise have
millions of devices you know Ithink the the teams are
extremely protective of thedriver experience right safety
(34:29):
and safety is uh the utmostimportant thing how do we make
sure that we we don't distractthe driver and be able to alert
the driver at the right time atthe right place and and and be
effective uh on thesenotifications to the drivers
whether for safety I think thatyou know we also at a at a a
(34:50):
place where we can reallyleverage technologies here to
save life to to make the roadsafer like I think that's that's
really uh a novel cause to to bepart of um yeah that's so you
know that's something that heywe have uh a great amount of
data we have a a really greatteam building great product and
(35:12):
and now we're able to leveragingAI the the the latest
technologies in in machinelearning computer visions and
and train the best model outthere to be able to to deploy
and create value for customerwhich which ultimately uh I
think make the role a saferplace.
SPEAKER_00 (35:30):
Yeah and one thing I'll add to that and again this
is this is you know goes back tolike you know the whys of
joining the Fleetworthy teamit's it's incredible the the the
amount of fleets that callfleetworthy you know a vendor of
choice and fleets are coming toFleetworthy saying hey what is
my AI strategy?
(35:51):
What should I be thinking about?
And that's that's a very uniqueposition as a scrappy startup uh
you know Tuan and I were youknow really forcing our vision
like without people asking us.
So you know being at a positionwhere fleets are coming to us
saying hey Fleetworthy howshould I be thinking about this
and how are you going to uhreally help me get there like
that's uh again from as Tuan andI are product builders it's
(36:16):
amazing feeling to be in thatposition and you know we we take
that really seriously and um andthat's you know that's why you
know we're super excited aboutjoining the team um not only
really helping um you know bringhaul to many more customers out
there but also being able totake the same mindset and be
kind of this like this um youknow you know fleet really has
(36:37):
been leveraging AI across theirproduct but really be kind of
the symbolic now it's time likelet's go.
And so that's you know Tawan andI get to bring that culture
within this organization that umis here on its own merits but at
least try to bring in adifferent mindset of you know
how do we how do we reallydelight the customer um because
(36:58):
they're waiting for us they'rewaiting for us to delight them
so that you know let's make surewe're delivering let's really
make sure we're building stuffthat really resonates with them
that can help them be efficienttoday um because they're they're
waiting for it.
So we're really excited to bepart of that because it's it's a
total uh it's a total shift forTuan and I to be at such a
larger platform to be able todelight and that's kind of what
(37:18):
we do as product builders is youknow the the we always like the
moment of like huh that's coollike that's what we build for
and again everything else is uhyou know we're in business we
get we're supposed to help thembe more efficient save money
make more money um but yeah atthe end of the day to delight is
kind of why we why we build soyeah that aggregated data is
(37:39):
going to be super exciting and Iknow Tim's already getting sick
when you're reaching out on adaily basis to get more
information and the CSA productand everything but as we
aggregate all that data you knowit's gig we go beyond compliance
into that safety identifyingrisky areas being able to
provide a proactive alert thatsay you know doesn't interrupt
the driver does distract thedriver it's available on any
(38:00):
device it's not ELD dependentit's just there's the toll
avoidance the toll process andbe able to make that efficient
and safe the whole there's justthe ideas keep going to CSA, the
workflow to root pause analysisof CSA violations as they're
coming in we know when they'regetting inspection, capturing
that data at the way station orat the roadside inspection,
identifying the violation,looking at their HOS data,
(38:22):
looking at their PDIR, lookingat whatever it is that might be
part of the root cause and beingable to adapt the correct bad
situation.
There's just it's exciting it'sa it's a different way of fleet
management like in it it is youknow we think about fleet
management as kind of devicesand truck and just seeing where
your truck is today but like youknow the Fleetworthy platform
(38:44):
now really allows an an operatorto think 360 you know like about
their operations not a just notjust like what's the ETA.
So it's it's cool.
I mean it's you know what youdescribed Fleetworthy is the
only company to be able toprovide that type of decision
tree.
It's it's it's it's the reality.
So it's exciting to be at such aplatform that can do that.
SPEAKER_01 (39:08):
Yeah so glad to have uh Tim and Paul join the
Fleaworthy team and join us onthe the road ahead and we
welcome to hope to come back tothe next episode of the road
ahead.
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