Winning the Leverage Lottery

Winning the Leverage Lottery Over the decades I’ve seen capacity ebb and flow, but nothing compares to January when millions of truck miles just evaporated into thin air. Sure, the goofy

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Recruiting by Retaining

Recruiting by Retaining One of the battles that truckers continue to wage is the hiring of drivers. Driving a truck is a tough job that the next generation clearly doesn’t

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Freight rates have expiry dates

Freight rates have expiry dates In a commoditized industry like trucking, getting a price increase can seem impossible. Every day, truckers tell me that loyalty is fleeting, with many customers willing

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A banner for the rafters

A banner for the rafters Without a doubt, the most pivotal event during my 35 year stint in the trucking industry was a hockey game I attend­ed in 1994 at Maple

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Empower your front line

Empower your front line Think about how many times a customer will call or send an email to your company. On the first shipment, I’d guess 14 on the low

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Buyers Begin Their Hunt on LinkedIn

Buyers Begin Their Hunt on LinkedIn I was honored last month when Volvo Trucks Canada invited me to participate in a panel at their sales conference in Collingwood, Ontario. Initially

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