When you're hiring at that frequency, at that rate, what did you learn? You've talked about this a bit, but what did you learn about people who make it in this business? A

couple of elements.

So the first part is if you want to be able to have a scalable team, let's just say you're a brokerage today and you hire entry level, maybe a little bit of experience, and they're going to start, they'll do a entry level or early role.

Maybe they're doing carrier sales, early customer operations, but they're not leading a group.

The first thing that we're looking for as you're going and hiring those people is aptitude, right? Do they have the ability to learn? because this space is unique.

I don't know many people that studied freight brokerage, right? I certainly did not, right? There may be some supply chain majors.

It's very different than being a carrier sales rep or a customer sales rep, customer.

Yeah, what practical steps can you take? Maybe that's a better way of asking.

What inspired you to build it?

Absolutely.

So my name is Will Jenkins, CEO and founder of Journey.

I've been in the brokerage and transportation space the past 12 years.

I got my start at Coyote in 2014 on the carrier sales side of the business.

I met a few great people there that I had the opportunity to build Molo with, uh, some partners, and we started that business in July of 2017.

Uh, we scaled that business from zero to about $600 million in revenue in our first four years.

So with that in mind, without giving away your entire session, but what's one idea or framework that you're hoping attendees will walk away thinking, "I can put this into practice tomorrow morning"?