1126. #TFCP - Uncovering Opportunities With LTL!
The Freight Coach Podcast
In this episode, you’ll hear an in-depth discussion about the nuances of LTL freight with Keith Farnsworth! Keith covers several industry trends, such as the population shift to the southern U.S., the push for simpler pricing models, the significance of customer retention, transparency, and authenticity in business relations, and the advantage of having confidence in sales for business expansion. About Keith Farnsworth Keith Farnsworth is the Vice President of Sales at CrossCountry Freight Solutions (CCFS), the fastest-growing LTL carrier. With over 20 years of experience in the LTL...
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1125. #TFCP - Utilizing Freight Intelligence To Fight Fraud!
The Freight Coach Podcast
Tune in to this episode with GenLogs’ CEO Ryan Joyce and his freight intelligence platform fighting fraud within the transportation industry! Ryan discusses the critical need to collaborate with trustworthy carriers, how Genlogs addresses industry issues through proprietary technology and data sources, its new features such as intermodal insights and LTL flagging, and the significance of better vetting processes! Connect with Ryan Website: Book a Live Demo with GenLogs: 📊📉 Don’t miss out on the latest market trends by subscribing to your TOP Transportation Morning...
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1124. #TFCP - Is Produce Freight Rising?!
The Freight Coach Podcast
Cody Koehler is back to give us his overview of the current challenges and trends within the produce freight market! Cody highlights the potential impacts of tariffs and external factors, such as the housing market and interest rates, on freight cycles while emphasizing the importance of maintaining strong customer and carrier relationships through persistent business development efforts and focusing on monitoring weather conditions, tracking request-for-proposal cycles, and refining contingency strategies to ensure resilience against unexpected disruptions in the market! About Cody...
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1123. #TFCP - Unlocking Talent Through Nearshoring!
The Freight Coach Podcast
Today, we’ll explore the evolving industry of nearshoring in Central and South America, the significance of a bilingual workforce, and the urgency of adapting to market trends with our returning guest, Mia Mazal! This discussion with Mia outlines the rising demand for specialized roles, the importance of creating business growth plans, the necessity of maintaining human connections in business interactions, the potential for bilingual recruiters, and the value of providing exceptional products and services! About Mia Mazal Mia Mazal, Business Development and Partnership Manager at...
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1122. #TFCP - Sales Fundamentals For 3PLs!
The Freight Coach Podcast
Today, let’s delve into Dr. James Kenny’s extensive marketing, finance, and sales background within the transportation business! Jim focuses on establishing robust sales systems, keeping consistent and repeatable behaviors within the sales process, addressing business needs over personal rapport, the challenges of maintaining discipline in sales practices, and concentrating on output metrics! To register for the 2025 TIA Sales Success Summit, go to ! About Dr. James Kenny Dr. Kenny taught and researched Strategic Marketing, Professional Selling, Sales Management, and...
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1121. #TFCP - Freight Founders: Building Your Business!
The Freight Coach Podcast
Today, we’ll all learn from Jim Becker’s almost three decades of experience in the logistics industry! Jim emphasizes the pivotal role of people in business, highlighting how integrity and effective leadership have been foundational to his success, the significance of maintaining a positive perspective and serving others, the challenges of the freight industry's cyclical nature, and how embracing both good and bad experiences can lead to valuable lessons! About Jim Becker Jim Becker is the founder and CEO of Becker Logistics LLC. After receiving a certificate in mergers and...
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1120. #TFCP - Transitioning Into Business Ownership!
The Freight Coach Podcast
Welcome to another week of sharing insights with industry experts. Today, we’ve got Jon Cooper of SPI Logistics with his extensive journey in the transportation business! Jon highlights the advantages of SPI Logistics for agents, effective business development strategies, relationship-building, customer appreciation in driving growth, recognizing rejection as part of the sales process, and the value of continuous improvement and learning in achieving success! 📊📉 Don’t miss out on the latest market trends by subscribing to your TOP Transportation Morning Show! 🌎 🎬🎯...
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1119. #TFCP - Money Matters: Accounting Insights You Can’t Ignore!
The Freight Coach Podcast
Sean Smith is back for more financial management strategies and accounting insights! Today, Sean highlights the complexities of accounting within freight brokerage, the importance of hiring a professional accountant who will conduct regular financial reviews and maintain clean books for sustainable growth, and tracking expenses and aligning costs with revenue while being attentive to minor recurring expenses. Unpack more by tuning in to this episode! About Sean Smith Sean Smith, VP of Product at Denim, has spent 10 years building and scaling products in the financial services and...
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1118. #TFCP - The Trucking Blueprint: Foundations for Growth!
The Freight Coach Podcast
From fluctuating business conditions in 2023 to optimism in 2025, Anes Balic provides insights into the trucking industry's current state! In this episode, he emphasizes balancing direct freight and broker relationships, the necessity of organizational efficiency in operations, safety, and compliance, carriers’ challenges in navigating spot markets, profit-sharing complexities, driver recruitment, and the intense competition within freight bidding and pricing! Connect with Anes Website: LinkedIn: 📊📉 Don’t miss out on the latest market trends by subscribing to your...
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1117. #TFCP - Why Is LTL So Complex?!
The Freight Coach Podcast
Today, Curtis Garrett speaks about the intricacies of LTL pricing and operations! Curtis shares his journey and current ventures in the freight industry, his goal in providing training, content, and live events to help others navigate the complexities of LTL logistics, industry challenges, and the value of specialized knowledge in the evolving LTL landscape. Tune in to acquire more from this conversation! About Curtis Garrett Curtis has spent his entire career growing up in LTL. From 2007 until 2011 - he worked in dock, P&D and linehaul operations at ODFL. Curtis also spent time in...
info_outlineToday, let’s delve into Dr. James Kenny’s extensive marketing, finance, and sales background within the transportation business!
Jim focuses on establishing robust sales systems, keeping consistent and repeatable behaviors within the sales process, addressing business needs over personal rapport, the challenges of maintaining discipline in sales practices, and concentrating on output metrics!
To register for the 2025 TIA Sales Success Summit, go to https://shorturl.at/ONQc4!
About Dr. James Kenny
Dr. Kenny taught and researched Strategic Marketing, Professional Selling, Sales Management, and Third-party Logistics. During his twenty-five years at Western Illinois University, he was nominated for Teacher of the Year fourteen times and won three times. He also received the Provost's Award for Teaching Excellence. Additionally, Dr. Kenny has won two Faculty Excellence awards. He has published and presented papers in strategic planning, transportation brokerage, sales management, and professional selling.
He earned his Ph.D. from Oklahoma State University. He was a four time recipient of the McAlister Scottish Fellowship for doctoral students. He completed his academic career by winning the American Marketing Association Doctoral Consortium Fellowship at Harvard University.
Professionally, Dr. Kenny has supplied consulting services to over 180 firms (Logistics, Private Equity, Software, Insurance, and Financial Services) and trade associations nationwide. A sample of his client list includes UPS Worldwide, FedEx, Trinity Logistics, Allen Lund Company, Landstar, TransCore DAT, Total Quality Logistics, McKinsey & Co., and AT Kearney.
Dr. Kenny has served on the Board of Directors of the Warehouse Education Research Council (WERC). He won the 2001 President's Service Award from the Certified Professional Insurance Association (CPIA) for his Marketing Audit Program and the 1996 Outstanding Service Award from the Transportation Intermediaries Association (TIA) for his Consultative Sales Program. Professor Kenny was presented with the 2010 Horizon Award for lifetime service to the Transportation Intermediaries Association (TIA).
Connect with Dr. James
- LinkedIn: https://www.linkedin.com/in/james-kenny-0a54558/
- TIA Education: https://news.tianet.org/tiaire-courses/
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