April 24, 2026 • 41 mins
Freight is getting booked faster than ever—but the day-to-day can still feel chaotic. We sat down with Robert Rouse from DAT to get a real-world look at what’s changing in trucking and why the next wave of technology will reward carriers and brokers who balance speed with trust.
We break down how load booking has evolved—from phone calls and manual steps to today’s digital freight matching and automation—and why data flow is now the biggest bottleneck. Robert shares what made the Convoy platform stand out, especially how richer load details help vetted carriers make quicker, more confident decisions. From fraud prevention to stricter vetting, we explore how “trusted networks” are reshaping load boards—and why a little friction can actually make the marketplace stronger.
Then we get practical. We cut through the AI hype and focus on where it truly helps: eliminating repetitive admin work so teams can spend more time on relationships, service recovery, and solving real problems. We also cover profitability fundamentals—cost per mile, operating cost calculators, and how to properly use DAT rate analytics, including why benchmark ranges should be treated as directional, not exact.
We close with a key reality: data management is now a competitive advantage. The better your data is structured, the more powerful your tools—and your decisions—become.
If you’re trying to move faster without losing control, this episode is for you.
Key Takeaways
✅ Speed alone isn’t enough—trust is becoming the real differentiator
✅ Digital freight matching has replaced manual booking, but data flow is now the bottleneck
✅ Richer load details help carriers make faster and safer decisions
✅ Trusted networks and stricter vetting reduce fraud and strengthen marketplaces
✅ AI is most valuable when it removes repetitive admin work—not replaces people
✅ More efficiency means more time for relationships, service recovery, and planning
✅ Knowing your cost per mile is critical to staying profitable
✅ Rate analytics are directional tools—use them as a guide, not a guarantee
✅ Data quality and structure directly impact how effective your tools and AI are
✅ Carriers and brokers who manage data well will have a long-term edge
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_03 (00:00):
Welcome back to That's Delivered.
I'm your host, Truk and Ray, andwe have another great episode
again as part of our episodewith DAT series.
Today I'm joined by someone whobrings special information,
boots on the ground perspectiveon how fleets are actually
moving right now.
Robert Rouse is our guest.
Happy to have him on the show.
(00:20):
And before we get into thetechnology side of things, uh
want listeners to understand umpossibly what's going on out
there uh in the trucking worldand help them understand how to
look at the data that'savailable to them a little
better.
Robert, glad to have you on theshow.
(00:41):
So happy to have you here.
I mean, you guys are doing greatthings over at DAT.
So thank you so much for comingon today.
How are you doing?
SPEAKER_02 (00:49):
I'm doing great.
Thanks for having me.
I'm super excited about thisopportunity to talk about all
the cool stuff we're doing.
SPEAKER_03 (00:54):
Nice.
Yeah.
I mean, um, you know, you guyslook at a lot of information.
Uh, we'll start with uh whatoriginally pulled you into the
transportation industry, tryingto get your background about uh
what you do professionallythere.
SPEAKER_02 (01:08):
Yeah, absolutely.
I've I've kind of a reallyinteresting, funny story kind of
how I got into truckingindustry.
It's kind of weird.
So uh ended up weirdly, startedto sell insurance.
Uh it was kind of how I startedand uh had a couple of
companies, uh trucking companiesthat I had bought a book of
business for, um, and you know,had understood how trucking
(01:33):
insurance worked um at a prettydeep level, um, did that for a
very short period of timebecause I really hated selling
insurance.
It's the it's the worst thing toever do because nobody wants
insurance unless something badhappens.
But um that that led to theopportunity at DAT, where um
essentially what happened was isuh I met somebody locally that
(01:54):
was like, hey, we're looking forsomebody to to come help and
help understand truckingcertificates of insurance, what
they are, how they work.
Um and I said, well, I don'tlove doing the sales job, so
I'll come come join DAT.
And it was, you know, one of theentry-level positions at DAT is
working with our carrier watchdivision um and really helping
(02:15):
read certificates of insuranceand all that.
And then essentially from there,I ran our enterprise support
department for a number of yearswhere I worked with all the
large brokers and helped themunderstand how to use DAT uh
tools and services and thenearned my CTB, the certified
transportation broker licensethrough that process as well,
(02:36):
just because I wanted tounderstand the industry a little
bit better.
But through working with ourcustomers, I found kind of a
passion for product development,right?
Um wanted to really be somebodythat was in the driver's seat of
helping solve those solutions.
Um, one of the things I'vethroughout my career whole
career, I've always gotten boredof jobs, right?
(02:56):
I've always got really like thisis boring.
Like if our we've solved theproblem, cool, let's move on.
But in product management, thethe awesome thing that I get to
do on a daily basis is talk totruck drivers and hear exactly
what the what they'reexperiencing, and then have to
go through that because likethey're telling me this, but
(03:17):
really I think this is theproblem, and can I go fix that?
Um, and so that's really the funpart uh at DAT that I've been I
here for uh just over 12 years,and it continues every day.
We get to solve new coolproblems, which is a lot of fun.
Nice.
SPEAKER_03 (03:33):
I think that's great.
I mean, that's huge for umhelping your background.
I mean, putting that alltogether.
I mean, you got uh it looks likeCSM C T B credentials.
Uh tell me a little bit aboutthose, uh, so people that not
familiar with that.
SPEAKER_02 (03:49):
Yeah, so uh the CSM is a certified Scrum Master, so
it's a part of a any techorganization.
Um essentially it's projectmanagement and really making
sure teams work together andunderstanding how to deliver
technology in a fast andefficient way.
Um, and so got thatcertification um really to help
understand how to go from youknow helping customer support
(04:12):
and then moving into a technicalspace because I'm I don't have a
technical background.
Um, so you know, I'm somebodythat comes from the business
world.
I come from helping directlywith customers.
And so then we're moving into arole to work directly with
engineers on a daily basis, it'skind of sometimes a culture
shock.
Engineers talk in a differentlanguage, the the way they
operate is different.
And so I really, you know, I'vealways leaned into learning to
(04:36):
help, you know, understand howto move move there.
Um, so that's the CSM part.
I also have a CTB, which is fromthe TIA, um, which is the
certified transportation broker.
And and that's really, you know,when I was at DAT, I didn't have
a like a brokerage background ora carrier background.
(04:56):
So I really like understood whatcare what customers were talking
about, but I wasn't always usingthe right words, right?
So I'd go to a brokerage or goto a carrier and talk with them
about how they can utilize DATproducts to better uh their
business.
And I'd say it in a way thatmade sense in my head, but
didn't always connect with withthe actual people that were were
(05:19):
listening.
And so what when I went throughthe CTB process, um, really what
that led me to understand isokay, well, what words are
brokers or carriers using inthese, like like what's a bill
of lading?
What you know, what is a proofof delivery and all those
things.
And so um understanding thosecontext information allows me to
communicate a lot better withcustomers now um because I can
(05:42):
actually speak their languageand understand exactly how um
they're talking.
SPEAKER_03 (05:46):
Nice.
All right, man, that does make abig difference.
Um so just kind of follow up alittle bit uh better uh also
about DAT.
What's changed most uh in theway loads are booked since you
first started to now?
SPEAKER_02 (06:01):
Yeah, it's a it's an ever-evolving process, right?
Um, you know, when you go wayback in time, um, you know,
people were doing it when whenDAT first started, people were
doing it on you know payphones,right?
They were in the truck stopcalling, they'd get a note card,
um, pull it off off a bulletinboard in the truck stop call.
(06:22):
Um, then it evolved into faxingand satellites and all those
kind of things.
Um, and so what what I've seenin in the last you know six or
seven years is technology hasallowed for a lot of companies
to really invest in newinteresting ways and how they
book freight.
Um, and so that's really whatwhat has changed is that instead
(06:45):
of you know having to make abunch of communication steps,
there there are ways now to bookfreight much faster.
Um, the thing that I think isholding everything back is is
just the flow of data, right?
So that's something that thatwe're working hard on DAT is is
making sure that the data flowsthrough uh and make sure that
the carrier has all the datathat they need to make the
(07:06):
decision.
So big big thing that we did inthe last year is we went out and
acquired convoy platform becausethat's a huge piece that Convoy
platform has is they have theability when you're on the
Convoy platform and you're avetted carrier, right?
So there's a huge large amountof steps that you have to go
through to be a vetted carrieron the convoy platform.
But once you're there, there's alot more information and details
(07:30):
about the loads that make youcan make very quick decisions
and go through a completelyautomated booking process, which
is pretty amazing.
SPEAKER_03 (07:38):
Nice.
So where did that come from?
The convoy platform integration.
Uh, what made them pick thatone?
SPEAKER_02 (07:45):
I I think you know, as we looked throughout
throughout the entire industry,you know, um we looked at, you
know, what do we think would bethe best to help bolt on to DAT
to make us stronger?
So um in the last year, welooked, you know, look at
trucker tools, right?
It's known as an industry leaderin in tracking.
And so um we wanted to bringthem on board.
(08:07):
And then um with Convoy, we youknow, we're able to go and and
and evaluate that, look underthe hood and look at the
technology that's there.
And we're blown away and go, ohyeah, this is this is a
no-brainer that, you know, DATwill, you know, that's gonna
help make DAT a strongerbusiness in general.
Um, but it's also you knowreally beneficial to our
(08:28):
customers.
And that's really the importantpart when we're looking at
things like that isunderstanding how it's going to
help us be better and and driveinefficiencies out of the
marketplace.
SPEAKER_03 (08:38):
Well, I mean, I think you guys are doing a great
job with that.
I mean, um, what are you guysseeing that doesn't work anymore
based off your background?
Um, you know, I know you you gotthe credentials, um, you got a
lot of exposure, um, even uhculture shocks, uh, you're able
to get master that as well.
Um uh put it all together, justkind of get to know you and what
(08:59):
what really helps keep yougrounded.
What do you think uh is onething that doesn't work anymore?
SPEAKER_02 (09:07):
In the industry, um, I I think there there's there's
a lot of a lot of differentpieces that are are somewhat
broken, but but you know,ultimately I think what what
what is definitely going in thepat in the in the past is just
this the like with fraud that'sout there, um there's there's
this new trusted network.
(09:28):
And I think you know that growthhas really driven DAT to change
and everybody to change.
So the the the times where lessvetting happen is probably in
the past at this point.
Um, so I think that's one areathat that we've seen.
But I think you know, ultimatelythat's making the industry a lot
stronger.
I I think all of the vetting isis is actually not a bad thing,
(09:50):
right?
Um, because it really helpsdrive home, you need to have
great relationships, right?
So all of those things are arejust making the industry try to
be even more connected so thatway good players are are really
connected together um and andcan make sure that that those
transactions happen um withtrusted partners on both sides.
SPEAKER_03 (10:11):
That's beautifully said.
I couldn't say it better myself.
Uh people say, you know, what'swhy is it so hard to get this
load move or what have you, andthat trust that's out there that
has to be put together.
Um, you can't do that overnight.
And uh when you're able to seewho you're dealing with and you
know hear them on a frequentbasis, and also saying, like
(10:32):
introducing yourself and tellingpeople about yourself, that's
something that no one can justduplicate.
So yeah, great job.
SPEAKER_02 (10:39):
Well, and I think the the the other thing just to
touch on that brief briefly,because I think there's a
there's a really uh interestingconversation that's going on in
the industry about well, what isAI gonna do with the trucking
industry?
How is it going to impact us andhow it's gonna change?
And one of the things that thatyou know I've learned and and
you know, we're deeply connectedwith how we could use AI
(11:02):
technologies at DAT um toimprove the business, right, and
improve customers' experience.
But I think from a carrier'sperspective, you're hearing all
these conversations about like,oh, look at these AI dial
dialers and all these calls thatare being made.
But I think that you know, ifyou if you take a step back and
go, hey, what if every businesswas able to reduce some of the
the really uh mundane tasks thatthey do on a daily basis?
(11:26):
Well, what if you took that downby 50%, right?
Well, what if you just on theother side use that 50% to then
invest in your relationships,right?
So so making those phone callsto like, oh hey, Ray, I know
it's your birthday.
I just want to check and see howyou're how you're doing, or hey
man, I I heard your kid wasdoing really awesome.
Like, you know, how's that howconnecting in those
(11:48):
relationships?
So so instead of doing mundanetasks, you're re-shifting your
focus to build strongerrelationships.
So I think that's really wherewe're gonna see the industry
change, is that you're you'regonna see like a lot of the
tasks that were took up a lot oftime, we're we're not really
driving the business forward,will go away, and AI will take
over a lot of those things or orsome sort of um you know helper.
(12:12):
And then you'll reinvest time inin in you know areas of creating
relationships and and buildingthose things.
And I think that's really whereI think if we have a crystal
ball, which I hope I have thatcrystal ball right now, I think
in the next five years that'swhere we're gonna be at.
SPEAKER_03 (12:29):
Nice.
I I I can resonate, you know, Ican tell that that makes sense,
you know, because I when you'rewhen you're saying that makes me
think about when um I was ableto buy and sell my house.
Uh you think, man, all thistechnology coming out, why do
you need a realtor?
Um, but they haven't got rid ofrealtors.
(12:50):
And actually that connectionthat you have with the realtor
helps you feel comfortable aboutthe the amount of purchase that
you're willing to buy or sell.
And it seems like they're ableto answer your questions a lot
faster and help you feel atease.
Um makes their job better, youknow, maybe they can handle more
than one client at a time.
(13:11):
So I'm even thinking about that.
I'm just like, man, that remindsme of my recent deal with
selling my house.
And then, you know, that's noteven as expensive as a lot of
these transactions that aregoing on these low boards.
I mean, they're they're they'redealing with millions on these
loads uh from these bigbusinesses and stuff.
So you want people to feelcomfortable, have someone to
(13:32):
talk to, and then you want thatperson that's able to handle
those transactions, be able touh answer those questions, you
know, instead of saying, I don'tknow.
So I like that.
I like that.
Yeah, um, how has uh loadbooking changed?
Um, maybe something you've seen.
Let's talk about that.
I mean, from your vantage point,how has load booking changed in
(13:55):
the last few years?
Is it faster, more automated,more competitive, competitive,
or is it just more confusing?
SPEAKER_02 (14:04):
It it it's definitely, I think it is one of
those things that it's gottenbetter, um, but it's still got a
long ways to go, right?
So, so one of the things that isis really crucial is that you
really need to understand whatyou need to get out of
everything to be able to book aload really, really quickly.
(14:25):
And I think there are a lot ofcompanies that think like, oh,
we can just automate thisovernight.
It's not that, it's not thatsimple, right?
Like um there, there's freightis complicated, right?
There's a that's a the reasonwhy there's a lot of companies
that have come and tried uh toreally do different things in
the industry, but freight'scomplicated.
Unless you have a really deepunderstanding of how freight
(14:47):
moves, it's really hard todeliver that.
And I think the convoy platform,um, one of the reasons why we
added them to the DAT network isbecause they had like the the
knowledge and the ability toreally deliver on how freight
moves and how freight flows andwhat data needs to come along in
each step.
That would that's huge, right?
(15:07):
And and that's something thatyou know uh you're gonna see
some of those influences creepinto all of the DAT family of
products as well, because that'sit's pretty brilliant, the the
flow that they have.
And you know, ultimately theyhave a really good success of
loads that are posted on theconvoy platform, you know, are
getting booked um seamlesslywithout without a lot of
(15:29):
interaction.
But that's because there's thattrust there built in in every
step and those relationshipscome back into play.
Because it's like, hey, I knowRay, he's going through the
process, I've already workedwith Ray 10 times.
So I can trust Ray that he, youknow, when I get a bid from Ray,
I'm going to accept that becausehe's already gone through the
process.
We can trust him.
(15:49):
We we know exactly what he'sgonna deliver for us.
And so I think that's reallywhat has changed.
Um, and I think that's one ofthe reasons why you know DAT is
grow continuing to grow in thoseareas.
SPEAKER_03 (16:01):
Yeah, it's huge.
I mean, it can't beunderestimated.
The when you say you're gonna dosomething, you gotta be able to
deliver to be gotta be able tojust do it, you know.
Um, they don't want someonethat's saying a whole bunch of
stuff and then they can't theycan't get it done.
So you gotta be real carefulwith uh the AI, uh saying that
it can do everything, and thenreality is different, and uh
(16:24):
people won't won't continue totrust that, you know, they'll
have trouble with that, it'sgonna cause difficulty.
What would you say on that?
SPEAKER_02 (16:32):
Yeah, I I mean, I mean ultimately that that's the
the big thing is that you know,even though there's gonna be AI
that's gonna help automatingboth sides, right?
All those mundane tasks, at theend of the day, you still have
to have a plan for how you'regoing to handle it, right?
So one of the things that I'vetalked to carriers for years
about is, you know, everybodyhas a great plan until they're
(16:52):
punched in the mouth, right?
And so the the carriers thatthat the brokers and shippers
um, you know, really appreciateabout carriers is um is like
when a carrier is like, hey,even if you're off track, let's
say you have a blown tire orsomething like that, when you
call them and say, hey, Iunderstand this was my setback,
but here's the plan of action ofhow I'm going to go go achieve
(17:14):
this, right?
Having that plan and being ableto adapt, those are the carriers
that I see are really successfulin in this world.
Even though there's a lot of AIthat's that's like trying to
automate those things, it's thecarriers that that that are like
very forthcoming and like, oh,nope, I understand that this
this happened.
Here's how I'm gonna go solvethat problem for you.
And I think that's really whereum the carriers, even in the the
(17:38):
kind of freight recession thatwe've had, those are the
carriers that are success uh areseeing the most success as the
ones that are are able to reallyadapt um and have a plan for
anything that happens for them.
SPEAKER_03 (17:49):
Yeah.
I mean, even something simplelike uh phone calls.
Um, what if the system goesdown?
Can you still answer the phonecalls?
Uh have you seen a shift inrelationships towards uh digital
booking platforms?
Um, what would you say on those?
SPEAKER_02 (18:03):
Um Yeah, I I mean I think everybody there there's
the the thing is there's so manydigital booking platforms that
are out there, right?
So I think everybody's stilltrying, like there's not
somebody that's a clear leader.
I think Convoy has a reallystrong presence in that that
space as the digital booking orlike complete freight automation
platform.
Um, but but there there's athere's a lot of solutions out
(18:26):
there, right?
Um, but but I don't thinkthere's been one solution that's
like really completely automatedeverything.
Um, and so I think that's reallywhere you know there's some some
cool things we're working on atDAT uh with the convoy platform
um that will continue to helpdrive that space forward.
SPEAKER_03 (18:44):
Nice.
Are you seeing a hybrid modelmerge maybe where um let me see
maybe that the shift from thephone calls or the TMS board, um
maybe there's gonna be like somehybrid merger that is that's up
and coming, maybe?
SPEAKER_02 (19:01):
Um one of the things that we're saying is
communication is happening atlightning speed, um, even faster
than it did in the past.
And so there are like a bunch ofTMSs for carriers that are
really cool that um bring in allof your emails.
So as soon as somebody emails,it's almost like you're chat
botting, even though it's allthrough email.
So there's a lot of cool newtechnologies that are going to
(19:23):
continue to make the space evenfaster at negotiations and
faster at communication.
And so I think that's really onearea that that voices like just
a phone call is not always goingto be exactly how it's gonna be,
because there's a lot of thesetechnology companies that are
building that type ofconversational uh pieces into
their their business.
(19:44):
Um and then even with the voice,a lot of the brokers now have um
where it's automated screening.
So it's gonna, as soon as youcall it, you you put in your MC
number and it's going to uhbasically say, Oh, nope, can't
work with you, or no, we can.
Um, and I think some DAT'salready added some features to
help carriers understand, like,hey, here's the requirements
(20:06):
that that broker has.
Um yeah, it's keeping it's youknow, it's one of those things
where it's it's going to becontinually, you know, creating
that trust platform, I think, isis really where everybody's
trying to move to.
SPEAKER_03 (20:18):
Nice.
All right.
So tech integration, I meanthat's uh that's huge.
Uh, do you think we're ever getto a point where we'll be
saturated with technology?
How do you feel about uh wherewe're headed with that?
SPEAKER_02 (20:33):
You know, ultimately, I think if you look
at the way the tech industry ischanging, it is constantly
evolving right now.
Like I I'm in the tech space,right?
And I'm constantly everymorning, you know, spending an
hour to two hours just learningabout new technology that came
out like yesterday, right?
(20:54):
So it's like it is it isevolving so fast um that it's
it's really just hard to evenkeep up with with what is going
on.
But uh, but I I think like inthe long term, that is really
going to help the industry.
I think the the truckingindustry for a long time, you
know, needed some of some ofthat that technology.
(21:17):
Um and so AI and and all thesedifferent tools are gonna help
us deliver on a lot of these uhtools that are gonna help with
the inefficiencies in themarketplace.
Because, you know, ultimately,like I said, and if it had a
crystal ball, we go out fiveyears.
A lot of those mundane tasksthat are like, man, why am I
doing this?
Like this is this is not helpingdrive the business forward,
(21:38):
right?
A lot of that stuff is going tobe automated, right?
So so that way you can, youknow, the the business folks can
focus on great, awesome.
All those things are taken careof.
I need to like check just tomake sure and just like do an
overview of the AI, make sureit's doing the right things.
And that will help refocus onhow do I, you know, do.
(22:00):
Actual business development.
How do I go out and get morecustomers?
And how do how do I, you know,be able to say why why my
business is better thaneverybody else's and drive
there?
And I think that's really wherewe're going to see that shift.
And I think we're already therein a lot of spaces.
Like if you look at a lot of thelarge players in the
marketplace, they're alreadyadopting a lot of those so that
they can reshift their work.
SPEAKER_03 (22:21):
Nice.
I think that's going to be greattoo.
Um, I mean, man, you get upevery day and you look you watch
the news and you're like, man,what did I miss?
This is always somethinghappening.
So um I can only imagine in thetech world, I mean, like, wow,
how do you keep up?
And then and then, like yousaid, you're doing hours of
research and trying to consumewhat the change is and what new
things so that you you can stayabreast as to what's going on in
(22:44):
the industry.
So um, yeah, I think it's gonnabe a good thing.
Uh, there is a lot of fearmonger out there that people are
gonna be losing their jobs andnobody's gonna be working.
Um uh people keep the the fearmonger going and started to you
can keep doom scrolling.
SPEAKER_02 (23:02):
But I mean, if you if you look at every every
evolution, right, the that thatis that is the constant fear,
right?
So if you go back back to theindustrial revolution, that was
the fear, right?
Um and so it's just a matter ofhow do you shift that, right?
How like the the jobs thatpeople were doing in the early
(23:26):
1900s, a lot of those jobs arenow done by robots, right?
So it's like it's not that thatpeople don't have jobs, you just
shift them to do other things.
SPEAKER_03 (23:36):
Yeah, one of the biggest shifts in the industry
has been the integration oftech, and like you say, you're
doing you guys are doing greatthings over there with convoy
into a a broader freight system.
Um, what has worked?
Uh, did anything just kind ofwas there something that
possibly was just didn't do sowell or maybe surprised you um
by that integration or um justsome real operational lessons
(24:00):
that we can take away?
SPEAKER_02 (24:01):
Yeah, I I think the the the biggest lessons that we
can take away from from the lastcouple of years is is really
just a constant change in in themarketplace.
Um carriers like carriers areconstantly changing how they're
doing business.
Or like ext, especially with afreight recession, you have to
figure out different ways tosurvive the ups and downs of
(24:22):
that.
And so I I think what I've seenis is more smaller carriers
being open to technology.
So if if I go back, you know,five, 10 years ago, right, like
most carriers were open to mostof the DAT options, but they
they were kind of skepticalabout some of the things that
were coming out, like tracking,right, was a big thing.
We're like, I really don't liketracking.
(24:45):
But I I think over time, I thinkthat people are being more and
more okay with the differenttechnologies.
Um, you know, basically, like atDAT, we're even, you know,
launching a search widget thatpeople can add directly on their
home screen on their phone,right?
So that even that is like forsome carriers, it's like
completely mind-blowing, like,oh, I don't know if I want to
(25:07):
want to utilize that newtechnology.
But I think that we're seeing alot of people just being like,
oh man, if I don't change or ifI don't continually adapt and
find new tools to be better andcompete, um, that that that's
not great.
So so they're looking for newways to to find those tools to
make them a little bit moreefficient, a little bit better.
Because I think even just smallchanges um can make a huge
(25:30):
impact to their bottom line.
SPEAKER_03 (25:32):
Absolutely.
I mean, man, you're known forkeeping things grounded over
there.
I mean, you think a lot of smallcarriers, um, they're actually
what they're dealing with rightnow.
When you talk to the carriers,what is some of their biggest
frustrations?
Is it rates, um, the speed ofbooking, uh, payment terms, or
um, what are what are theystruggling the most?
What would you say?
SPEAKER_02 (25:53):
It it's it's different for for a bunch of
different carriers, but but Ithink like the the biggest thing
is it what I've believe stronglyis like most carriers, their
biggest thing is they just wantto be respected, like outside of
technology, right?
Like that's some of the stuffthat can be solved.
But some of the things that I'veI've I've seen, you know, uh one
of the things I love to do is goon ride alongside drivers and
(26:16):
spend a week on the road and andreally live the driver
lifestyle, right?
Um, you know, and and I thinkfrom those experiences, it it's
most of these drivers are awayfrom their families for weeks
and weeks at a time.
And when a broker calls them ora broker is trying to, you know,
figure out how to get a problemsolved, that carrier is going to
(26:38):
do go above and beyond and tryto get that care that problem
solved for that that broker,right?
And you know, I think thebiggest thing for for everybody
to take away is is like it justtakes a little bit of respect
for those drivers, and that goesa long way.
And I think that's really if Ihad a big magic wand of like,
hey, everybody just like respectthe drivers, like they are the
(26:58):
ones that are are putting inGod's work to make sure that
your freight's gettingdelivered.
So next time you get on a calland you have a problem, be extra
thankful.
Just be like, hey man, I reallyappreciate it.
It's not just that they're thatyou're paying them to do a job,
it's also that that they'repotentially doing more than
you're actually paying them todo.
They're they're doing this extrathing for you, and just showing
(27:18):
a little bit of respect can go along ways.
And I think that's a huge thingthat that I would say is is
needed in the industry.
SPEAKER_03 (27:24):
Nice.
Um, so tools, discipline, uh,the competitive edge.
If you're advising a smallcarrier today, or um, you know,
what tools are non-negotiable,uh, would they just not give up
on rate analytics, lane history,real-time demand indicators, or
fuel cost tracking software.
Uh, let's talk about that aboutdiscipline.
(27:46):
What would you say?
SPEAKER_02 (27:47):
Yeah, I think the the biggest thing is use a
operating cost calculator.
DAT has one right in the DAT1mobile app.
Um, but I I go talk to carriersall the time, and one of the
things I hear all the time, andit still blows me away, is hey,
I need to make five to sixthousand dollars a week, right?
That that's what that's what Ineed to do.
Ultimately, that's great.
(28:07):
Like if you're making that thingfor for small carriers, is
really know your numbers, right?
That's really the core piece.
Um, because ultimately a coupleshort haul lanes where you're
actually putting less wear tearin your truck, less fuel, um,
you know, all that is actuallymore profitable for you at the
end of the day and actually netsmore take home than than if you
(28:31):
did a 3,000 mile haul from fromNew York all the way over to
California or something likethat.
So it's really knowing yournumbers.
What is your cost per mile?
Um, and and you know, DAT canhelp help you with that.
Um, it is fairly precise, right?
It can really help you as longas you put in all of your costs
and put in your information inthere.
(28:52):
It's really just a tool to helpyou understand, right?
And then, like you said, likethere's the rate data that's
really important, but rate datacan only go as far as how well
you can use that data, right?
And I think for for most smallcarriers, they'll look at it and
be like, well, yeah, but but butthat's not what I what I got
last week or or anything likethat.
(29:13):
The rate data is really supposedto do it to be directional,
right?
So um all of DAT's rate data isbased on actual transactions
that we got from brokers,carriers, and shippers in the
marketplace, right?
So they're sending us actualtransactions that happened.
And what we're doing is we'reaggregating all that information
and taking away the top 25% andthe bottom 25% as outliers.
(29:35):
And so when you see a range onDAT, that's the middle 50% of
loads that are moved.
And so understanding how to usethat data is super crucial,
right?
Um, so when you see a rate thatmaybe doesn't align closely with
what you ran that that lane fora couple of months ago, or maybe
you ran it towards the top endof that, that's definitely
(29:56):
possible.
Each specific carrier has theirown buying power, right?
So on average, some carriers arereally high towards the top
because they're trusted becauseyou know,$1,000 on one load.
Well, if you need to repositionto another market, now you know
you have some flexibility to dothat and and still come up well
ahead by the end of the month.
(30:16):
And I think using those datapieces are really crucial for
small carriers to really operateat peak efficiency.
SPEAKER_03 (30:22):
That's awesome.
I mean, that's something thatthey need.
Um, so just to kind of reiteratethat again.
So if they uh if they do thisand you know they look at those
those numbers, it's gonna helpthem be successful.
Uh maybe you could help them.
Um, what's that um that you saidat the end one more time?
SPEAKER_02 (30:38):
Oh, uh the so so basically if if they look at
their operating costs um andlook at the rates and really
take both of that information tounderstand, you know, maybe load
the first load makes a thousanddollars more.
Well, on on when once I get towherever they're going, well,
now they're up a thousanddollars and they can figure out,
okay, I can reposition over tothis other market that I'm gonna
(31:00):
get paid a lot more so I cantake a little bit less.
But then they can start totrack, like, okay, overall
throughout the uh throughout themonth, am I above or below my
operating cost, right?
And how much?
And so that's really where I'veseen carriers operate at peak
efficiency when they start tounderstand that correlation of
here's my operating cost, here'show much I'm making for all
(31:22):
these, and start to track that.
Some even do it with just ascratch pad next to you know, in
their in their dash.
So they start writing down,okay, I took this load plus 500,
I took this load plus 3,000 orwhatever.
And they they write that down,and by the end of the month,
they can really have a clearpicture of our how much they're
up or how much they're down orwhere they need to go.
(31:43):
And it just helps them be ableto move and operate uh a little
bit more efficiently thansomebody that doesn't know their
numbers as well and and just istrying to go for that five to
six thousand dollars per week.
Knowing your numbers really isthe crucial piece.
Like every successful carrierthat I've talked to that's
really come out of this uhfreight recession um in a
(32:03):
stronger place, it reallyunderstands their numbers and
and how to manipulate them.
SPEAKER_03 (32:09):
Nice.
Great advice.
Um, I love it.
I mean, so in the next fiveyears, what would you say that
will brokers and carriersinteract differently?
For sure.
SPEAKER_02 (32:18):
Like that that's that that's not even uh like
it's a given at this point thatthat brokers and carriers are
going are going to change uhexactly how they operate.
Um, with how fast technology ismoving, it it's inevitable that
it's gonna happen.
But I I think what what whatwhat changes is some of the
booking process is probablygonna be more automated, right?
(32:39):
Where it's like super fast,super quick.
But you still want to have likethere'll still be those
conversations where you'rebuilding those relationships.
So instead of um at a brokerage,somebody that that is working on
booking freight, if they'redoing less of that, well then
they shift to to start callingcarriers to because every broker
wants to rebook carriers as muchas possible, right?
(33:01):
Because it reduces the amount ofeffort on their side.
Right.
So uh you know, you can seebrokers start to shift that that
mentality a little bit and belike, oh, I like working with
Ray.
I'm gonna call him and just makesure like Ray's thinking about
me for when he's looking to bookhis next load.
And so, like, like that's reallywhere I think things will change
is that relationships are reallygonna be crucial in in that
(33:23):
world because if it's justeverybody's an AI conversation,
that takes a little bit away.
But I don't think that's wherewe're going.
I think we're gonna take awayjust the mundane tasks and focus
more on relationships.
SPEAKER_03 (33:36):
Nice.
So I'll to personally close onon a lot of this information
that we're putting out here.
I mean, this is great.
Uh from your perspective, uh,what excites you the most about
where freight is headed?
SPEAKER_02 (33:49):
Yeah, I I mean I'm most excited about the the fact
that I think the industry isreally starting to hit a turn.
I think you know things arestarting to change a little bit
um with where we're at.
I think we went through a reallyhard couple of years, but I I'm
starting to see like that itlooks like potentially things
are gonna start coming back herein the next year or so.
(34:11):
And I think the the biggestthing that I'm excited for is
just all the technology.
Um DAT is doing a lot of reallycool stuff um that we'll be
coming out with in the nextcouple of months.
Um, you know, we uh as DAT isgrowing, like we're we're
bringing all these new companiesin and all these new people.
Um so there's a lot of new coolstuff that is gonna start to
(34:33):
happen as as we start to reallydeliver on some of the promises
that we've been making out therein the industry.
SPEAKER_03 (34:42):
Man, that gets me excited.
That's awesome.
Instead of the doom, doom andgloom, you got uh a great
outlook on the future.
And um, I think that's reallygreat.
Um, maybe uh is there anyconcerns that maybe we can knock
those out as well?
Um, what would you say for ummaybe there's something maybe
want to draw attention to thatcan use some improvement?
SPEAKER_02 (35:02):
I mean, I I think that there's there's definitely
a lot of uh a lot of thingsabout data that every company
that's out there, even smallcarriers, here's what is going
to be important for you for thethe rest of the the going into
the AI world.
And I and I implore all carriersto even if you're a small
(35:23):
carrier, one truck operation allthe way to hundreds of trucks
operation.
Data is going to be the king forthe future.
And how you store your data andstructure your data is super
important, right?
And so realistically, uh even ifyou're a small carrier, your
data is your data and you needto have it in a stored in a way
(35:45):
that allows you to be able toutilize those tools, right?
So new AI tools or new thingsthat are coming out is only
going to be as good as your datais structured.
And so that's definitelysomething just to think about a
little bit as you go through.
Um, because ultimately what I'veseen um a lot of people struggle
with is um, you know, as they'retrying to adopt new tools, such
(36:10):
as AI tools that DAT is comingout with or other brands, is if
the data is not in a reallystructured format, it's really
hard for any AI tool to reallygo and grab that data and really
understand how to how to applyit.
So definitely think throughthat, um, how you can structure
your data and store it, becauseeven if you're a one-track
(36:32):
operation, your data is stillgonna be super valuable to you.
There's a lot of insights thatyou can glean off of, well, what
brokers am I making more moneywith?
And what what brokers are aremaking less money with?
And so that way you can focus onyour relationships as well.
But the only way to get reallygood data out of that and and
use those tools um is gonna beto have your data in a in a way
(36:56):
that is um usable by thosedifferent tools.
If it's just a bunch of randomdocuments everywhere, it's gonna
be really hard to get reallyvaluable information out of
that.
SPEAKER_03 (37:05):
Wow, I like that, man.
I want to get organized rightnow.
Um, I guess I just got donelooking at my taxes.
I'm like, man, I want to wish itwas AI that could just take care
of that for me.
Uh on that particular thing uhthat you brought up, uh, how
would someone get help withthat?
Maybe they just they'restruggling with it, you know.
(37:25):
Hey, I need like someone needstheir tax guy, maybe someone
needs their structure uh dataperson.
How would someone stayorganized?
SPEAKER_02 (37:34):
Yeah, I I think there's a really there's a lot
of online resources.
Like it's um you can literallygo onto Google and and make a
search of how how I structurethat, structure my data or how I
want to save my data to be usedby by uh different tools.
So there's a lot of umdifferent, pretty cost-effective
tools that are out there.
(37:54):
Um uh don't want to shout outone specific brand, but there's
a ton of them that are out therethat will give you just a quick
prompt of like, hey, I am in thetrucking industry and I want to
store my data in a way that isuseful.
How you know, what what do yousuggest?
Those types of tools are outthere that are pretty easy.
Um, you know, you can alwaysreach out to people at DAT um as
(38:16):
well.
Like, you know, I'm sure a lotof us would be happy to talk to
people to our customers about umhow we can help you with that as
well.
Um but yeah, like I thinkthere's some pretty easy tools
that are are just online um thatyou can search uh and it'll give
you uh pretty uh basicinformation about that.
SPEAKER_03 (38:34):
Nice.
So uh get out there on the AIassistant, ask what's what can
be done, and then there's allthose tools that are available.
So just keep typing in theprompt, say, hey, I need more
help, and uh get that AI todirect you into places that you
can do for free.
I know Google Sheets does a lot.
I mean, uh there's a lot ofpeople that don't want to pay
(38:56):
for high-end service.
Um, you know, Google Sheets isis is free um for the most part,
as far as I can tell.
And and you guys do that.
You do a great job when you whenpeople ask you questions, you
don't just brush them off.
You take the time to make themfeel at ease, say, hey, you
know, this is where you're at,this is what I would suggest.
(39:18):
I'm not telling you what to do,but this is what it what we've
seen from our customer base, andyou guys do a nice job with
that.
Thank you.
SPEAKER_02 (39:24):
Appreciate it.
Yeah, I mean it's a it's aprinciple at DAT that we don't
just want to be just your yoursoftware platform, we want to
help grow with you, right?
So as you grow your business,DAT is there throughout the
year.
We are partners to stand thatgrowth, and that's why we've
added companies like Alco andTrevor Tools and Combo and all
those, because we want to seethat growth with you, and so
that way we can help seesomebody that starts out as an
(39:46):
owner operator all the way untilthey have their 100-truck fleet
someday.
Nice, yeah.
SPEAKER_03 (39:52):
I mean, the relationships are are gonna be
king.
Uh, we keep saying it, keepdrilling it in.
Hopefully, people are gettingit.
Um, there is a lot of peoplejust they're getting bombarded
by data, and they're bombardedby this, and makes people kind
of withdraw, but unfortunately,that's gonna be the thing that
may slow them down.
Um, so just keep staying at it,get out there, stay positive.
(40:13):
There's a lot of great thingsthat can happen when you build
these relationships with eachother.
So um uh don't be afraid.
You may find out that uh umpeople may surprise you still.
Yeah, so people have still got alot of good things to offer
nowadays.
So um we just gotta keep ourheads up.
And there's a lot of greatthings I think we can do with
DAT, and you're one of them.
(40:34):
Thank you so much for coming onthe show.
I really appreciate you uhtalking about this, keeping us
grounded.
Uh the technology uh isexciting, it's gonna make things
easier.
Uh, we just have to embrace itin a way that's gonna be useful
for our business and um don'tget caught up in the doom, doom
and gloom, right?
Yeah, so um, but drivers want toknow what actually really helps
(40:55):
them.
And uh, I think you guys do thatgreat job at that DAT.
Like I said, you want them to besuccessful, even if they're
small, because you know thatthat also, well, hey, there's
there's a long way to go intrucking, you can keep going.
So, yeah, thank you.
SPEAKER_02 (41:09):
Awesome.
Thanks, I appreciate you takingthe time to talk with us.
SPEAKER_03 (41:12):
Yeah, yeah, absolutely.
So uh we really appreciate youguys having this segment with us
uh for April.
And if you're enjoying thisepisode, you like what you see,
you like what you hear, pleaseleave a review, stay tuned um to
what DAT has to offer.
I hear there's a lot of greatthings coming down the pipe.
So, I mean, man, you guys keepit going.
You think you got all that youcan you can take, but there's
(41:32):
more to come.
So another episode from uh Truckand Ray, and that's delivered.
Stay safe out there.
Welcome back to That's Delivered.
I'm your host, Truk and Ray, andwe have another great episode
again as part of our episodewith DAT series.
Today I'm joined by someone whobrings special information,
boots on the ground perspectiveon how fleets are actually
moving right now.
Robert Rouse is our guest.
Happy to have him on the show.
(00:20):
And before we get into thetechnology side of things, uh
want listeners to understand umpossibly what's going on out
there uh in the trucking worldand help them understand how to
look at the data that'savailable to them a little
better.
Robert, glad to have you on theshow.
(00:41):
So happy to have you here.
I mean, you guys are doing greatthings over at DAT.
So thank you so much for comingon today.
How are you doing?
SPEAKER_02 (00:49):
I'm doing great.
Thanks for having me.
I'm super excited about thisopportunity to talk about all
the cool stuff we're doing.
SPEAKER_03 (00:54):
Nice.
Yeah.
I mean, um, you know, you guyslook at a lot of information.
Uh, we'll start with uh whatoriginally pulled you into the
transportation industry, tryingto get your background about uh
what you do professionallythere.
SPEAKER_02 (01:08):
Yeah, absolutely.
I've I've kind of a reallyinteresting, funny story kind of
how I got into truckingindustry.
It's kind of weird.
So uh ended up weirdly, startedto sell insurance.
Uh it was kind of how I startedand uh had a couple of
companies, uh trucking companiesthat I had bought a book of
business for, um, and you know,had understood how trucking
(01:33):
insurance worked um at a prettydeep level, um, did that for a
very short period of timebecause I really hated selling
insurance.
It's the it's the worst thing toever do because nobody wants
insurance unless something badhappens.
But um that that led to theopportunity at DAT, where um
essentially what happened was isuh I met somebody locally that
(01:54):
was like, hey, we're looking forsomebody to to come help and
help understand truckingcertificates of insurance, what
they are, how they work.
Um and I said, well, I don'tlove doing the sales job, so
I'll come come join DAT.
And it was, you know, one of theentry-level positions at DAT is
working with our carrier watchdivision um and really helping
(02:15):
read certificates of insuranceand all that.
And then essentially from there,I ran our enterprise support
department for a number of yearswhere I worked with all the
large brokers and helped themunderstand how to use DAT uh
tools and services and thenearned my CTB, the certified
transportation broker licensethrough that process as well,
(02:36):
just because I wanted tounderstand the industry a little
bit better.
But through working with ourcustomers, I found kind of a
passion for product development,right?
Um wanted to really be somebodythat was in the driver's seat of
helping solve those solutions.
Um, one of the things I'vethroughout my career whole
career, I've always gotten boredof jobs, right?
(02:56):
I've always got really like thisis boring.
Like if our we've solved theproblem, cool, let's move on.
But in product management, thethe awesome thing that I get to
do on a daily basis is talk totruck drivers and hear exactly
what the what they'reexperiencing, and then have to
go through that because likethey're telling me this, but
(03:17):
really I think this is theproblem, and can I go fix that?
Um, and so that's really the funpart uh at DAT that I've been I
here for uh just over 12 years,and it continues every day.
We get to solve new coolproblems, which is a lot of fun.
Nice.
SPEAKER_03 (03:33):
I think that's great.
I mean, that's huge for umhelping your background.
I mean, putting that alltogether.
I mean, you got uh it looks likeCSM C T B credentials.
Uh tell me a little bit aboutthose, uh, so people that not
familiar with that.
SPEAKER_02 (03:49):
Yeah, so uh the CSM is a certified Scrum Master, so
it's a part of a any techorganization.
Um essentially it's projectmanagement and really making
sure teams work together andunderstanding how to deliver
technology in a fast andefficient way.
Um, and so got thatcertification um really to help
understand how to go from youknow helping customer support
(04:12):
and then moving into a technicalspace because I'm I don't have a
technical background.
Um, so you know, I'm somebodythat comes from the business
world.
I come from helping directlywith customers.
And so then we're moving into arole to work directly with
engineers on a daily basis, it'skind of sometimes a culture
shock.
Engineers talk in a differentlanguage, the the way they
operate is different.
And so I really, you know, I'vealways leaned into learning to
(04:36):
help, you know, understand howto move move there.
Um, so that's the CSM part.
I also have a CTB, which is fromthe TIA, um, which is the
certified transportation broker.
And and that's really, you know,when I was at DAT, I didn't have
a like a brokerage background ora carrier background.
(04:56):
So I really like understood whatcare what customers were talking
about, but I wasn't always usingthe right words, right?
So I'd go to a brokerage or goto a carrier and talk with them
about how they can utilize DATproducts to better uh their
business.
And I'd say it in a way thatmade sense in my head, but
didn't always connect with withthe actual people that were were
(05:19):
listening.
And so what when I went throughthe CTB process, um, really what
that led me to understand isokay, well, what words are
brokers or carriers using inthese, like like what's a bill
of lading?
What you know, what is a proofof delivery and all those
things.
And so um understanding thosecontext information allows me to
communicate a lot better withcustomers now um because I can
(05:42):
actually speak their languageand understand exactly how um
they're talking.
SPEAKER_03 (05:46):
Nice.
All right, man, that does make abig difference.
Um so just kind of follow up alittle bit uh better uh also
about DAT.
What's changed most uh in theway loads are booked since you
first started to now?
SPEAKER_02 (06:01):
Yeah, it's a it's an ever-evolving process, right?
Um, you know, when you go wayback in time, um, you know,
people were doing it when whenDAT first started, people were
doing it on you know payphones,right?
They were in the truck stopcalling, they'd get a note card,
um, pull it off off a bulletinboard in the truck stop call.
(06:22):
Um, then it evolved into faxingand satellites and all those
kind of things.
Um, and so what what I've seenin in the last you know six or
seven years is technology hasallowed for a lot of companies
to really invest in newinteresting ways and how they
book freight.
Um, and so that's really whatwhat has changed is that instead
(06:45):
of you know having to make abunch of communication steps,
there there are ways now to bookfreight much faster.
Um, the thing that I think isholding everything back is is
just the flow of data, right?
So that's something that thatwe're working hard on DAT is is
making sure that the data flowsthrough uh and make sure that
the carrier has all the datathat they need to make the
(07:06):
decision.
So big big thing that we did inthe last year is we went out and
acquired convoy platform becausethat's a huge piece that Convoy
platform has is they have theability when you're on the
Convoy platform and you're avetted carrier, right?
So there's a huge large amountof steps that you have to go
through to be a vetted carrieron the convoy platform.
But once you're there, there's alot more information and details
(07:30):
about the loads that make youcan make very quick decisions
and go through a completelyautomated booking process, which
is pretty amazing.
SPEAKER_03 (07:38):
Nice.
So where did that come from?
The convoy platform integration.
Uh, what made them pick thatone?
SPEAKER_02 (07:45):
I I think you know, as we looked throughout
throughout the entire industry,you know, um we looked at, you
know, what do we think would bethe best to help bolt on to DAT
to make us stronger?
So um in the last year, welooked, you know, look at
trucker tools, right?
It's known as an industry leaderin in tracking.
And so um we wanted to bringthem on board.
(08:07):
And then um with Convoy, we youknow, we're able to go and and
and evaluate that, look underthe hood and look at the
technology that's there.
And we're blown away and go, ohyeah, this is this is a
no-brainer that, you know, DATwill, you know, that's gonna
help make DAT a strongerbusiness in general.
Um, but it's also you knowreally beneficial to our
(08:28):
customers.
And that's really the importantpart when we're looking at
things like that isunderstanding how it's going to
help us be better and and driveinefficiencies out of the
marketplace.
SPEAKER_03 (08:38):
Well, I mean, I think you guys are doing a great
job with that.
I mean, um, what are you guysseeing that doesn't work anymore
based off your background?
Um, you know, I know you you gotthe credentials, um, you got a
lot of exposure, um, even uhculture shocks, uh, you're able
to get master that as well.
Um uh put it all together, justkind of get to know you and what
(08:59):
what really helps keep yougrounded.
What do you think uh is onething that doesn't work anymore?
SPEAKER_02 (09:07):
In the industry, um, I I think there there's there's
a lot of a lot of differentpieces that are are somewhat
broken, but but you know,ultimately I think what what
what is definitely going in thepat in the in the past is just
this the like with fraud that'sout there, um there's there's
this new trusted network.
(09:28):
And I think you know that growthhas really driven DAT to change
and everybody to change.
So the the the times where lessvetting happen is probably in
the past at this point.
Um, so I think that's one areathat that we've seen.
But I think you know, ultimatelythat's making the industry a lot
stronger.
I I think all of the vetting isis is actually not a bad thing,
(09:50):
right?
Um, because it really helpsdrive home, you need to have
great relationships, right?
So all of those things are arejust making the industry try to
be even more connected so thatway good players are are really
connected together um and andcan make sure that that those
transactions happen um withtrusted partners on both sides.
SPEAKER_03 (10:11):
That's beautifully said.
I couldn't say it better myself.
Uh people say, you know, what'swhy is it so hard to get this
load move or what have you, andthat trust that's out there that
has to be put together.
Um, you can't do that overnight.
And uh when you're able to seewho you're dealing with and you
know hear them on a frequentbasis, and also saying, like
(10:32):
introducing yourself and tellingpeople about yourself, that's
something that no one can justduplicate.
So yeah, great job.
SPEAKER_02 (10:39):
Well, and I think the the the other thing just to
touch on that brief briefly,because I think there's a
there's a really uh interestingconversation that's going on in
the industry about well, what isAI gonna do with the trucking
industry?
How is it going to impact us andhow it's gonna change?
And one of the things that thatyou know I've learned and and
you know, we're deeply connectedwith how we could use AI
(11:02):
technologies at DAT um toimprove the business, right, and
improve customers' experience.
But I think from a carrier'sperspective, you're hearing all
these conversations about like,oh, look at these AI dial
dialers and all these calls thatare being made.
But I think that you know, ifyou if you take a step back and
go, hey, what if every businesswas able to reduce some of the
the really uh mundane tasks thatthey do on a daily basis?
(11:26):
Well, what if you took that downby 50%, right?
Well, what if you just on theother side use that 50% to then
invest in your relationships,right?
So so making those phone callsto like, oh hey, Ray, I know
it's your birthday.
I just want to check and see howyou're how you're doing, or hey
man, I I heard your kid wasdoing really awesome.
Like, you know, how's that howconnecting in those
(11:48):
relationships?
So so instead of doing mundanetasks, you're re-shifting your
focus to build strongerrelationships.
So I think that's really wherewe're gonna see the industry
change, is that you're you'regonna see like a lot of the
tasks that were took up a lot oftime, we're we're not really
driving the business forward,will go away, and AI will take
over a lot of those things or orsome sort of um you know helper.
(12:12):
And then you'll reinvest time inin in you know areas of creating
relationships and and buildingthose things.
And I think that's really whereI think if we have a crystal
ball, which I hope I have thatcrystal ball right now, I think
in the next five years that'swhere we're gonna be at.
SPEAKER_03 (12:29):
Nice.
I I I can resonate, you know, Ican tell that that makes sense,
you know, because I when you'rewhen you're saying that makes me
think about when um I was ableto buy and sell my house.
Uh you think, man, all thistechnology coming out, why do
you need a realtor?
Um, but they haven't got rid ofrealtors.
(12:50):
And actually that connectionthat you have with the realtor
helps you feel comfortable aboutthe the amount of purchase that
you're willing to buy or sell.
And it seems like they're ableto answer your questions a lot
faster and help you feel atease.
Um makes their job better, youknow, maybe they can handle more
than one client at a time.
(13:11):
So I'm even thinking about that.
I'm just like, man, that remindsme of my recent deal with
selling my house.
And then, you know, that's noteven as expensive as a lot of
these transactions that aregoing on these low boards.
I mean, they're they're they'redealing with millions on these
loads uh from these bigbusinesses and stuff.
So you want people to feelcomfortable, have someone to
(13:32):
talk to, and then you want thatperson that's able to handle
those transactions, be able touh answer those questions, you
know, instead of saying, I don'tknow.
So I like that.
I like that.
Yeah, um, how has uh loadbooking changed?
Um, maybe something you've seen.
Let's talk about that.
I mean, from your vantage point,how has load booking changed in
(13:55):
the last few years?
Is it faster, more automated,more competitive, competitive,
or is it just more confusing?
SPEAKER_02 (14:04):
It it it's definitely, I think it is one of
those things that it's gottenbetter, um, but it's still got a
long ways to go, right?
So, so one of the things that isis really crucial is that you
really need to understand whatyou need to get out of
everything to be able to book aload really, really quickly.
(14:25):
And I think there are a lot ofcompanies that think like, oh,
we can just automate thisovernight.
It's not that, it's not thatsimple, right?
Like um there, there's freightis complicated, right?
There's a that's a the reasonwhy there's a lot of companies
that have come and tried uh toreally do different things in
the industry, but freight'scomplicated.
Unless you have a really deepunderstanding of how freight
(14:47):
moves, it's really hard todeliver that.
And I think the convoy platform,um, one of the reasons why we
added them to the DAT network isbecause they had like the the
knowledge and the ability toreally deliver on how freight
moves and how freight flows andwhat data needs to come along in
each step.
That would that's huge, right?
(15:07):
And and that's something thatyou know uh you're gonna see
some of those influences creepinto all of the DAT family of
products as well, because that'sit's pretty brilliant, the the
flow that they have.
And you know, ultimately theyhave a really good success of
loads that are posted on theconvoy platform, you know, are
getting booked um seamlesslywithout without a lot of
(15:29):
interaction.
But that's because there's thattrust there built in in every
step and those relationshipscome back into play.
Because it's like, hey, I knowRay, he's going through the
process, I've already workedwith Ray 10 times.
So I can trust Ray that he, youknow, when I get a bid from Ray,
I'm going to accept that becausehe's already gone through the
process.
We can trust him.
(15:49):
We we know exactly what he'sgonna deliver for us.
And so I think that's reallywhat has changed.
Um, and I think that's one ofthe reasons why you know DAT is
grow continuing to grow in thoseareas.
SPEAKER_03 (16:01):
Yeah, it's huge.
I mean, it can't beunderestimated.
The when you say you're gonna dosomething, you gotta be able to
deliver to be gotta be able tojust do it, you know.
Um, they don't want someonethat's saying a whole bunch of
stuff and then they can't theycan't get it done.
So you gotta be real carefulwith uh the AI, uh saying that
it can do everything, and thenreality is different, and uh
(16:24):
people won't won't continue totrust that, you know, they'll
have trouble with that, it'sgonna cause difficulty.
What would you say on that?
SPEAKER_02 (16:32):
Yeah, I I mean, I mean ultimately that that's the
the big thing is that you know,even though there's gonna be AI
that's gonna help automatingboth sides, right?
All those mundane tasks, at theend of the day, you still have
to have a plan for how you'regoing to handle it, right?
So one of the things that I'vetalked to carriers for years
about is, you know, everybodyhas a great plan until they're
(16:52):
punched in the mouth, right?
And so the the carriers thatthat the brokers and shippers
um, you know, really appreciateabout carriers is um is like
when a carrier is like, hey,even if you're off track, let's
say you have a blown tire orsomething like that, when you
call them and say, hey, Iunderstand this was my setback,
but here's the plan of action ofhow I'm going to go go achieve
(17:14):
this, right?
Having that plan and being ableto adapt, those are the carriers
that I see are really successfulin in this world.
Even though there's a lot of AIthat's that's like trying to
automate those things, it's thecarriers that that that are like
very forthcoming and like, oh,nope, I understand that this
this happened.
Here's how I'm gonna go solvethat problem for you.
And I think that's really whereum the carriers, even in the the
(17:38):
kind of freight recession thatwe've had, those are the
carriers that are success uh areseeing the most success as the
ones that are are able to reallyadapt um and have a plan for
anything that happens for them.
SPEAKER_03 (17:49):
Yeah.
I mean, even something simplelike uh phone calls.
Um, what if the system goesdown?
Can you still answer the phonecalls?
Uh have you seen a shift inrelationships towards uh digital
booking platforms?
Um, what would you say on those?
SPEAKER_02 (18:03):
Um Yeah, I I mean I think everybody there there's
the the thing is there's so manydigital booking platforms that
are out there, right?
So I think everybody's stilltrying, like there's not
somebody that's a clear leader.
I think Convoy has a reallystrong presence in that that
space as the digital booking orlike complete freight automation
platform.
Um, but but there there's athere's a lot of solutions out
(18:26):
there, right?
Um, but but I don't thinkthere's been one solution that's
like really completely automatedeverything.
Um, and so I think that's reallywhere you know there's some some
cool things we're working on atDAT uh with the convoy platform
um that will continue to helpdrive that space forward.
SPEAKER_03 (18:44):
Nice.
Are you seeing a hybrid modelmerge maybe where um let me see
maybe that the shift from thephone calls or the TMS board, um
maybe there's gonna be like somehybrid merger that is that's up
and coming, maybe?
SPEAKER_02 (19:01):
Um one of the things that we're saying is
communication is happening atlightning speed, um, even faster
than it did in the past.
And so there are like a bunch ofTMSs for carriers that are
really cool that um bring in allof your emails.
So as soon as somebody emails,it's almost like you're chat
botting, even though it's allthrough email.
So there's a lot of cool newtechnologies that are going to
(19:23):
continue to make the space evenfaster at negotiations and
faster at communication.
And so I think that's really onearea that that voices like just
a phone call is not always goingto be exactly how it's gonna be,
because there's a lot of thesetechnology companies that are
building that type ofconversational uh pieces into
their their business.
(19:44):
Um and then even with the voice,a lot of the brokers now have um
where it's automated screening.
So it's gonna, as soon as youcall it, you you put in your MC
number and it's going to uhbasically say, Oh, nope, can't
work with you, or no, we can.
Um, and I think some DAT'salready added some features to
help carriers understand, like,hey, here's the requirements
(20:06):
that that broker has.
Um yeah, it's keeping it's youknow, it's one of those things
where it's it's going to becontinually, you know, creating
that trust platform, I think, isis really where everybody's
trying to move to.
SPEAKER_03 (20:18):
Nice.
All right.
So tech integration, I meanthat's uh that's huge.
Uh, do you think we're ever getto a point where we'll be
saturated with technology?
How do you feel about uh wherewe're headed with that?
SPEAKER_02 (20:33):
You know, ultimately, I think if you look
at the way the tech industry ischanging, it is constantly
evolving right now.
Like I I'm in the tech space,right?
And I'm constantly everymorning, you know, spending an
hour to two hours just learningabout new technology that came
out like yesterday, right?
(20:54):
So it's like it is it isevolving so fast um that it's
it's really just hard to evenkeep up with with what is going
on.
But uh, but I I think like inthe long term, that is really
going to help the industry.
I think the the truckingindustry for a long time, you
know, needed some of some ofthat that technology.
(21:17):
Um and so AI and and all thesedifferent tools are gonna help
us deliver on a lot of these uhtools that are gonna help with
the inefficiencies in themarketplace.
Because, you know, ultimately,like I said, and if it had a
crystal ball, we go out fiveyears.
A lot of those mundane tasksthat are like, man, why am I
doing this?
Like this is this is not helpingdrive the business forward,
(21:38):
right?
A lot of that stuff is going tobe automated, right?
So so that way you can, youknow, the the business folks can
focus on great, awesome.
All those things are taken careof.
I need to like check just tomake sure and just like do an
overview of the AI, make sureit's doing the right things.
And that will help refocus onhow do I, you know, do.
(22:00):
Actual business development.
How do I go out and get morecustomers?
And how do how do I, you know,be able to say why why my
business is better thaneverybody else's and drive
there?
And I think that's really wherewe're going to see that shift.
And I think we're already therein a lot of spaces.
Like if you look at a lot of thelarge players in the
marketplace, they're alreadyadopting a lot of those so that
they can reshift their work.
SPEAKER_03 (22:21):
Nice.
I think that's going to be greattoo.
Um, I mean, man, you get upevery day and you look you watch
the news and you're like, man,what did I miss?
This is always somethinghappening.
So um I can only imagine in thetech world, I mean, like, wow,
how do you keep up?
And then and then, like yousaid, you're doing hours of
research and trying to consumewhat the change is and what new
things so that you you can stayabreast as to what's going on in
(22:44):
the industry.
So um, yeah, I think it's gonnabe a good thing.
Uh, there is a lot of fearmonger out there that people are
gonna be losing their jobs andnobody's gonna be working.
Um uh people keep the the fearmonger going and started to you
can keep doom scrolling.
SPEAKER_02 (23:02):
But I mean, if you if you look at every every
evolution, right, the that thatis that is the constant fear,
right?
So if you go back back to theindustrial revolution, that was
the fear, right?
Um and so it's just a matter ofhow do you shift that, right?
How like the the jobs thatpeople were doing in the early
(23:26):
1900s, a lot of those jobs arenow done by robots, right?
So it's like it's not that thatpeople don't have jobs, you just
shift them to do other things.
SPEAKER_03 (23:36):
Yeah, one of the biggest shifts in the industry
has been the integration oftech, and like you say, you're
doing you guys are doing greatthings over there with convoy
into a a broader freight system.
Um, what has worked?
Uh, did anything just kind ofwas there something that
possibly was just didn't do sowell or maybe surprised you um
by that integration or um justsome real operational lessons
(24:00):
that we can take away?
SPEAKER_02 (24:01):
Yeah, I I think the the the biggest lessons that we
can take away from from the lastcouple of years is is really
just a constant change in in themarketplace.
Um carriers like carriers areconstantly changing how they're
doing business.
Or like ext, especially with afreight recession, you have to
figure out different ways tosurvive the ups and downs of
(24:22):
that.
And so I I think what I've seenis is more smaller carriers
being open to technology.
So if if I go back, you know,five, 10 years ago, right, like
most carriers were open to mostof the DAT options, but they
they were kind of skepticalabout some of the things that
were coming out, like tracking,right, was a big thing.
We're like, I really don't liketracking.
(24:45):
But I I think over time, I thinkthat people are being more and
more okay with the differenttechnologies.
Um, you know, basically, like atDAT, we're even, you know,
launching a search widget thatpeople can add directly on their
home screen on their phone,right?
So that even that is like forsome carriers, it's like
completely mind-blowing, like,oh, I don't know if I want to
(25:07):
want to utilize that newtechnology.
But I think that we're seeing alot of people just being like,
oh man, if I don't change or ifI don't continually adapt and
find new tools to be better andcompete, um, that that that's
not great.
So so they're looking for newways to to find those tools to
make them a little bit moreefficient, a little bit better.
Because I think even just smallchanges um can make a huge
(25:30):
impact to their bottom line.
SPEAKER_03 (25:32):
Absolutely.
I mean, man, you're known forkeeping things grounded over
there.
I mean, you think a lot of smallcarriers, um, they're actually
what they're dealing with rightnow.
When you talk to the carriers,what is some of their biggest
frustrations?
Is it rates, um, the speed ofbooking, uh, payment terms, or
um, what are what are theystruggling the most?
What would you say?
SPEAKER_02 (25:53):
It it's it's different for for a bunch of
different carriers, but but Ithink like the the biggest thing
is it what I've believe stronglyis like most carriers, their
biggest thing is they just wantto be respected, like outside of
technology, right?
Like that's some of the stuffthat can be solved.
But some of the things that I'veI've I've seen, you know, uh one
of the things I love to do is goon ride alongside drivers and
(26:16):
spend a week on the road and andreally live the driver
lifestyle, right?
Um, you know, and and I thinkfrom those experiences, it it's
most of these drivers are awayfrom their families for weeks
and weeks at a time.
And when a broker calls them ora broker is trying to, you know,
figure out how to get a problemsolved, that carrier is going to
(26:38):
do go above and beyond and tryto get that care that problem
solved for that that broker,right?
And you know, I think thebiggest thing for for everybody
to take away is is like it justtakes a little bit of respect
for those drivers, and that goesa long way.
And I think that's really if Ihad a big magic wand of like,
hey, everybody just like respectthe drivers, like they are the
(26:58):
ones that are are putting inGod's work to make sure that
your freight's gettingdelivered.
So next time you get on a calland you have a problem, be extra
thankful.
Just be like, hey man, I reallyappreciate it.
It's not just that they're thatyou're paying them to do a job,
it's also that that they'repotentially doing more than
you're actually paying them todo.
They're they're doing this extrathing for you, and just showing
(27:18):
a little bit of respect can go along ways.
And I think that's a huge thingthat that I would say is is
needed in the industry.
SPEAKER_03 (27:24):
Nice.
Um, so tools, discipline, uh,the competitive edge.
If you're advising a smallcarrier today, or um, you know,
what tools are non-negotiable,uh, would they just not give up
on rate analytics, lane history,real-time demand indicators, or
fuel cost tracking software.
Uh, let's talk about that aboutdiscipline.
(27:46):
What would you say?
SPEAKER_02 (27:47):
Yeah, I think the the biggest thing is use a
operating cost calculator.
DAT has one right in the DAT1mobile app.
Um, but I I go talk to carriersall the time, and one of the
things I hear all the time, andit still blows me away, is hey,
I need to make five to sixthousand dollars a week, right?
That that's what that's what Ineed to do.
Ultimately, that's great.
(28:07):
Like if you're making that thingfor for small carriers, is
really know your numbers, right?
That's really the core piece.
Um, because ultimately a coupleshort haul lanes where you're
actually putting less wear tearin your truck, less fuel, um,
you know, all that is actuallymore profitable for you at the
end of the day and actually netsmore take home than than if you
(28:31):
did a 3,000 mile haul from fromNew York all the way over to
California or something likethat.
So it's really knowing yournumbers.
What is your cost per mile?
Um, and and you know, DAT canhelp help you with that.
Um, it is fairly precise, right?
It can really help you as longas you put in all of your costs
and put in your information inthere.
(28:52):
It's really just a tool to helpyou understand, right?
And then, like you said, likethere's the rate data that's
really important, but rate datacan only go as far as how well
you can use that data, right?
And I think for for most smallcarriers, they'll look at it and
be like, well, yeah, but but butthat's not what I what I got
last week or or anything likethat.
(29:13):
The rate data is really supposedto do it to be directional,
right?
So um all of DAT's rate data isbased on actual transactions
that we got from brokers,carriers, and shippers in the
marketplace, right?
So they're sending us actualtransactions that happened.
And what we're doing is we'reaggregating all that information
and taking away the top 25% andthe bottom 25% as outliers.
(29:35):
And so when you see a range onDAT, that's the middle 50% of
loads that are moved.
And so understanding how to usethat data is super crucial,
right?
Um, so when you see a rate thatmaybe doesn't align closely with
what you ran that that lane fora couple of months ago, or maybe
you ran it towards the top endof that, that's definitely
(29:56):
possible.
Each specific carrier has theirown buying power, right?
So on average, some carriers arereally high towards the top
because they're trusted becauseyou know,$1,000 on one load.
Well, if you need to repositionto another market, now you know
you have some flexibility to dothat and and still come up well
ahead by the end of the month.
(30:16):
And I think using those datapieces are really crucial for
small carriers to really operateat peak efficiency.
SPEAKER_03 (30:22):
That's awesome.
I mean, that's something thatthey need.
Um, so just to kind of reiteratethat again.
So if they uh if they do thisand you know they look at those
those numbers, it's gonna helpthem be successful.
Uh maybe you could help them.
Um, what's that um that you saidat the end one more time?
SPEAKER_02 (30:38):
Oh, uh the so so basically if if they look at
their operating costs um andlook at the rates and really
take both of that information tounderstand, you know, maybe load
the first load makes a thousanddollars more.
Well, on on when once I get towherever they're going, well,
now they're up a thousanddollars and they can figure out,
okay, I can reposition over tothis other market that I'm gonna
(31:00):
get paid a lot more so I cantake a little bit less.
But then they can start totrack, like, okay, overall
throughout the uh throughout themonth, am I above or below my
operating cost, right?
And how much?
And so that's really where I'veseen carriers operate at peak
efficiency when they start tounderstand that correlation of
here's my operating cost, here'show much I'm making for all
(31:22):
these, and start to track that.
Some even do it with just ascratch pad next to you know, in
their in their dash.
So they start writing down,okay, I took this load plus 500,
I took this load plus 3,000 orwhatever.
And they they write that down,and by the end of the month,
they can really have a clearpicture of our how much they're
up or how much they're down orwhere they need to go.
(31:43):
And it just helps them be ableto move and operate uh a little
bit more efficiently thansomebody that doesn't know their
numbers as well and and just istrying to go for that five to
six thousand dollars per week.
Knowing your numbers really isthe crucial piece.
Like every successful carrierthat I've talked to that's
really come out of this uhfreight recession um in a
(32:03):
stronger place, it reallyunderstands their numbers and
and how to manipulate them.
SPEAKER_03 (32:09):
Nice.
Great advice.
Um, I love it.
I mean, so in the next fiveyears, what would you say that
will brokers and carriersinteract differently?
For sure.
SPEAKER_02 (32:18):
Like that that's that that's not even uh like
it's a given at this point thatthat brokers and carriers are
going are going to change uhexactly how they operate.
Um, with how fast technology ismoving, it it's inevitable that
it's gonna happen.
But I I think what what whatwhat changes is some of the
booking process is probablygonna be more automated, right?
(32:39):
Where it's like super fast,super quick.
But you still want to have likethere'll still be those
conversations where you'rebuilding those relationships.
So instead of um at a brokerage,somebody that that is working on
booking freight, if they'redoing less of that, well then
they shift to to start callingcarriers to because every broker
wants to rebook carriers as muchas possible, right?
(33:01):
Because it reduces the amount ofeffort on their side.
Right.
So uh you know, you can seebrokers start to shift that that
mentality a little bit and belike, oh, I like working with
Ray.
I'm gonna call him and just makesure like Ray's thinking about
me for when he's looking to bookhis next load.
And so, like, like that's reallywhere I think things will change
is that relationships are reallygonna be crucial in in that
(33:23):
world because if it's justeverybody's an AI conversation,
that takes a little bit away.
But I don't think that's wherewe're going.
I think we're gonna take awayjust the mundane tasks and focus
more on relationships.
SPEAKER_03 (33:36):
Nice.
So I'll to personally close onon a lot of this information
that we're putting out here.
I mean, this is great.
Uh from your perspective, uh,what excites you the most about
where freight is headed?
SPEAKER_02 (33:49):
Yeah, I I mean I'm most excited about the the fact
that I think the industry isreally starting to hit a turn.
I think you know things arestarting to change a little bit
um with where we're at.
I think we went through a reallyhard couple of years, but I I'm
starting to see like that itlooks like potentially things
are gonna start coming back herein the next year or so.
(34:11):
And I think the the biggestthing that I'm excited for is
just all the technology.
Um DAT is doing a lot of reallycool stuff um that we'll be
coming out with in the nextcouple of months.
Um, you know, we uh as DAT isgrowing, like we're we're
bringing all these new companiesin and all these new people.
Um so there's a lot of new coolstuff that is gonna start to
(34:33):
happen as as we start to reallydeliver on some of the promises
that we've been making out therein the industry.
SPEAKER_03 (34:42):
Man, that gets me excited.
That's awesome.
Instead of the doom, doom andgloom, you got uh a great
outlook on the future.
And um, I think that's reallygreat.
Um, maybe uh is there anyconcerns that maybe we can knock
those out as well?
Um, what would you say for ummaybe there's something maybe
want to draw attention to thatcan use some improvement?
SPEAKER_02 (35:02):
I mean, I I think that there's there's definitely
a lot of uh a lot of thingsabout data that every company
that's out there, even smallcarriers, here's what is going
to be important for you for thethe rest of the the going into
the AI world.
And I and I implore all carriersto even if you're a small
(35:23):
carrier, one truck operation allthe way to hundreds of trucks
operation.
Data is going to be the king forthe future.
And how you store your data andstructure your data is super
important, right?
And so realistically, uh even ifyou're a small carrier, your
data is your data and you needto have it in a stored in a way
(35:45):
that allows you to be able toutilize those tools, right?
So new AI tools or new thingsthat are coming out is only
going to be as good as your datais structured.
And so that's definitelysomething just to think about a
little bit as you go through.
Um, because ultimately what I'veseen um a lot of people struggle
with is um, you know, as they'retrying to adopt new tools, such
(36:10):
as AI tools that DAT is comingout with or other brands, is if
the data is not in a reallystructured format, it's really
hard for any AI tool to reallygo and grab that data and really
understand how to how to applyit.
So definitely think throughthat, um, how you can structure
your data and store it, becauseeven if you're a one-track
(36:32):
operation, your data is stillgonna be super valuable to you.
There's a lot of insights thatyou can glean off of, well, what
brokers am I making more moneywith?
And what what brokers are aremaking less money with?
And so that way you can focus onyour relationships as well.
But the only way to get reallygood data out of that and and
use those tools um is gonna beto have your data in a in a way
(36:56):
that is um usable by thosedifferent tools.
If it's just a bunch of randomdocuments everywhere, it's gonna
be really hard to get reallyvaluable information out of
that.
SPEAKER_03 (37:05):
Wow, I like that, man.
I want to get organized rightnow.
Um, I guess I just got donelooking at my taxes.
I'm like, man, I want to wish itwas AI that could just take care
of that for me.
Uh on that particular thing uhthat you brought up, uh, how
would someone get help withthat?
Maybe they just they'restruggling with it, you know.
(37:25):
Hey, I need like someone needstheir tax guy, maybe someone
needs their structure uh dataperson.
How would someone stayorganized?
SPEAKER_02 (37:34):
Yeah, I I think there's a really there's a lot
of online resources.
Like it's um you can literallygo onto Google and and make a
search of how how I structurethat, structure my data or how I
want to save my data to be usedby by uh different tools.
So there's a lot of umdifferent, pretty cost-effective
tools that are out there.
(37:54):
Um uh don't want to shout outone specific brand, but there's
a ton of them that are out therethat will give you just a quick
prompt of like, hey, I am in thetrucking industry and I want to
store my data in a way that isuseful.
How you know, what what do yousuggest?
Those types of tools are outthere that are pretty easy.
Um, you know, you can alwaysreach out to people at DAT um as
(38:16):
well.
Like, you know, I'm sure a lotof us would be happy to talk to
people to our customers about umhow we can help you with that as
well.
Um but yeah, like I thinkthere's some pretty easy tools
that are are just online um thatyou can search uh and it'll give
you uh pretty uh basicinformation about that.
SPEAKER_03 (38:34):
Nice.
So uh get out there on the AIassistant, ask what's what can
be done, and then there's allthose tools that are available.
So just keep typing in theprompt, say, hey, I need more
help, and uh get that AI todirect you into places that you
can do for free.
I know Google Sheets does a lot.
I mean, uh there's a lot ofpeople that don't want to pay
(38:56):
for high-end service.
Um, you know, Google Sheets isis is free um for the most part,
as far as I can tell.
And and you guys do that.
You do a great job when you whenpeople ask you questions, you
don't just brush them off.
You take the time to make themfeel at ease, say, hey, you
know, this is where you're at,this is what I would suggest.
(39:18):
I'm not telling you what to do,but this is what it what we've
seen from our customer base, andyou guys do a nice job with
that.
Thank you.
SPEAKER_02 (39:24):
Appreciate it.
Yeah, I mean it's a it's aprinciple at DAT that we don't
just want to be just your yoursoftware platform, we want to
help grow with you, right?
So as you grow your business,DAT is there throughout the
year.
We are partners to stand thatgrowth, and that's why we've
added companies like Alco andTrevor Tools and Combo and all
those, because we want to seethat growth with you, and so
that way we can help seesomebody that starts out as an
(39:46):
owner operator all the way untilthey have their 100-truck fleet
someday.
Nice, yeah.
SPEAKER_03 (39:52):
I mean, the relationships are are gonna be
king.
Uh, we keep saying it, keepdrilling it in.
Hopefully, people are gettingit.
Um, there is a lot of peoplejust they're getting bombarded
by data, and they're bombardedby this, and makes people kind
of withdraw, but unfortunately,that's gonna be the thing that
may slow them down.
Um, so just keep staying at it,get out there, stay positive.
(40:13):
There's a lot of great thingsthat can happen when you build
these relationships with eachother.
So um uh don't be afraid.
You may find out that uh umpeople may surprise you still.
Yeah, so people have still got alot of good things to offer
nowadays.
So um we just gotta keep ourheads up.
And there's a lot of greatthings I think we can do with
DAT, and you're one of them.
(40:34):
Thank you so much for coming onthe show.
I really appreciate you uhtalking about this, keeping us
grounded.
Uh the technology uh isexciting, it's gonna make things
easier.
Uh, we just have to embrace itin a way that's gonna be useful
for our business and um don'tget caught up in the doom, doom
and gloom, right?
Yeah, so um, but drivers want toknow what actually really helps
(40:55):
them.
And uh, I think you guys do thatgreat job at that DAT.
Like I said, you want them to besuccessful, even if they're
small, because you know thatthat also, well, hey, there's
there's a long way to go intrucking, you can keep going.
So, yeah, thank you.
SPEAKER_02 (41:09):
Awesome.
Thanks, I appreciate you takingthe time to talk with us.
SPEAKER_03 (41:12):
Yeah, yeah, absolutely.
So uh we really appreciate youguys having this segment with us
uh for April.
And if you're enjoying thisepisode, you like what you see,
you like what you hear, pleaseleave a review, stay tuned um to
what DAT has to offer.
I hear there's a lot of greatthings coming down the pipe.
So, I mean, man, you guys keepit going.
You think you got all that youcan you can take, but there's
(41:32):
more to come.
So another episode from uh Truckand Ray, and that's delivered.
Stay safe out there.
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