Transportation It’s time for trucking music and a movie November 10, 2021 With the holidays approaching, it’s a great time to relax and lighten things up. There is no better way to celebrate our industry this season than to reflect on some…
Business Management How to hire a sales rep October 12, 2021 Fleet owners often ask if I know of any sales reps with a big book of business who are looking for a new home. I…
Business Management Big customers carry risks and rewards alike September 10, 2021 Every freight sales rep wakes up in the morning hoping today’s the day they close that massive deal — the one that’ll double the fleet size and their commission cheques…
Business Management When going the extra mile, be sure you’re paid August 10, 2021 Some of the most fun I had in my trucking career happened when I moved from the C-suite to the front line at MSM Transportation. At the time we were…
Business Management Interim sales leadership makes a lasting impression June 9, 2021 In spite of strong growth at our company I have been concerned for some time about the long-term leadership of our sales efforts. People, strategies and technology are changing so…
Business Management Prepare for sticker shock in the warehouse market May 11, 2021 It’s hard to be profitable in trucking without strategically located facilities. Several large players recently told me they consider themselves to be in the real estate business, not the trucking…
Business Management Fight the inside jobs of cargo theft April 12, 2021 My first experience with cargo theft was one summer during university. I was working the graveyard shift on a loading dock and noticed a co-worker putting boxes of new appliances…
Business Management Lessons from trucking’s M&A binge March 11, 2021 Not sure if there’s ever been a time in Canada’s trucking industry when M&A lawyers were as busy as they were during the first two months of 2021. Every other…
Business Management Add a broker arm to your truck fleet February 9, 2021 The freight business is booming as consumers spend all that cash they saved by staying home on stuff they think will make life at home more interesting. The last time…
Business Management Update your fleet’s sales process in 2021 January 13, 2021 As Covid-19 rages, the trucking industry continues to do an amazing job pivoting to new ways of doing business and keeping drivers safe. One area where carriers have been slow…
Business Management With 2020 in the mirror, what does 2021 hold for trucking? December 10, 2020 The editors at Webster’s really put a bow on 2020 when they officially added “social distancing,” “rapid testing,” and “asymptomatic” to the dictionary. Voting wasn’t even close when “pandemic” was…
Business Management Reconnecting is the best medicine November 10, 2020 It was with great interest that I read the new Hays 2021 Salary Guide published by the recruitment firm Hays Canada. The study found that 49% of Canadian workers are…
Business Management Prepare your fleet for a pandemic pivot October 8, 2020 While coaching my kids in minor hockey I was introduced to the concept of pivoting. On the ice, it’s a very effective skating tactic to elude the competition where a…
Equipment The promise and shortcomings of autonomous tech September 9, 2020 Every truck driver knows what to do when they come to an S-curve: take it easy, accelerate gradually through the turns, and then get back up to speed. In technology,…
Business Management Should you lease or buy trucks? August 10, 2020 When I purchased my first truck 25 years ago, I didn’t have a clue what I was doing. The lease I signed for one truck could’ve bought me a small…