Blythe Brumleve
0:05
Welcome
into
another
episode
of
everything
is
logistics
,
a
podcast
for
the
thinkers
in
freight
.
We
are
proudly
presented
by
SPI
logistics
and
I
am
your
host
.
Blythe
Brumleve
,
I
am
happy
to
welcome
back
in
for
the
second
time
in
2023
.
Brian
Glick
he
is
the
CEO
over
at
Chain
.
io
and
I
was
just
telling
you
this
.
I
was
sort
of
fan-girling
for
a
little
bit
here
,
but
anytime
I
see
your
name
as
far
as
like
an
interview
guest
on
a
podcast
or
,
you
know
,
a
YouTube
video
,
it's
an
immediate
save
to
my
library
because
I'm
going
to
learn
something
new
every
time
.
So
thank
you
for
coming
back
on
the
show
and
excited
to
dive
into
this
conversation
.
Brian Glick
0:42
I'm
flattered
and
also
now
a
little
nervous
to
have
to
live
up
to
that
introduction
,
but
I'm
sure
we'll
make
it
happen
.
Blythe Brumleve
0:49
Yes
,
definitely
Now
.
Now
,
for
folks
who
may
not
be
familiar
with
your
career
history
,
you
sort
of
give
us
that
eagle
eye
view
of
you
.
Know
your
history
within
logistics
space
.
I
believe
you're
a
former
freight
forwarder
.
You
know
also
,
you
know
,
involved
in
technology
across
the
space
,
I
think
for
about
25
years
now
.
So
vast
amount
of
experience
.
I
don't
think
I
covered
it
all
,
but
did
I
come
close
?
Brian Glick
1:15
Pretty
close
.
So
again
,
I'm
a
college
dropout
who
got
a
job
running
wires
under
desks
at
a
customs
broker
in
1999
,
and
they
had
to
explain
to
me
what
customs
was
and
what
broker
was
and
really
genuinely
said
I'm
going
to
do
this
for
three
months
and
then
find
something
more
interesting
and
24
years
later
haven't
found
anything
more
interesting
yet
.
Then
this
whole
global
logistics
space
.
I
had
a
software
company
at
one
point
before
this
one
that
did
customs
related
tariff
management
for
big
global
brands
and
worked
inside
of
forwarders
.
Lucky
to
be
one
of
the
few
people
,
I
think
,
who
has
run
IT
and
sales
activity
and
really
kind
of
has
always
been
able
to
kind
of
bring
that
all
together
.
Blythe Brumleve
2:03
Since
you
brought
it
up
.
I
was
going
to
save
my
fifth
grader
questions
for
later
on
in
the
show
,
but
you
brought
up
that
you
know
that
you
were
explained
to
like
what
a
freight
forwarder
is
and
I
think
for
a
lot
of
my
audience
they're
more
on
the
US-based
freight
brokerage
side
of
things
.
Can
you
explain
as
a
fifth
grader
the
differences
or
there's
a
lot
of
similarities
between
freight
forwarders
and
freight
brokers
,
but
what
are
maybe
some
key
differences
between
those
two
fractions
?
Brian Glick
2:28
So
probably
,
the
biggest
difference
between
a
freight
forwarder
and
a
freight
broker
from
a
domestic
versus
international
side
is
that
when
you're
a
freight
broker
,
you
live
very
much
in
this
kind
of
transactional
world
of
I've
got
to
buy
and
sell
and
I'm
load
to
load
and
it's
you
know
,
whereas
a
freight
forwarder
on
the
international
side
,
you're
managing
a
process
that
has
a
lot
more
parties
involved
.
So
there's
customs
,
there's
you
know
,
you're
working
with
a
customer
across
both
air
and
ocean
,
and
you're
become
more
of
a
travel
agent
,
which
is
an
analogy
that
people
like
to
use
,
and
then
it
breaks
down
really
fast
.
But
so
you're
dealing
with
a
more
complex
process
that
starts
in
another
country
and
has
a
lot
more
parties
that
you're
trying
to
coordinate
than
domestic
brokerage
,
which
tends
to
be
.
You
know
,
it's
you
,
it's
the
trucker
,
it's
the
customer
and
the
facility
,
it's
being
picked
up
and
delivered
,
but
you
don't
have
150
different
companies
involved
.
Blythe Brumleve
3:32
And
so
it's
a
lot
more
moving
parts
.
Brian Glick
3:34
you
know
,
for
the
sake
of
the
industry
,
but
it's
also
a
little
more
stable
in
the
sense
of
you
tend
to
be
doing
repeat
business
and
you're
not
like
bidding
on
every
load
and
,
like
I've
worked
with
freight
brokers
as
well
,
that
you
would
what
freight
brokers
do
is
a
much
more
intense
process
.
What
freight
forwarders
do
is
a
more
complex
process
,
so
you're
more
consultative
with
your
customers
.
Blythe Brumleve
4:03
Oh
,
interesting
Because
I
would
imagine
,
with
you
know
everything
that's
gone
on
in
the
market
over
the
last
few
years
that
it's
just
been
a
situation
of
where
forwarders
and
brokers
are
like
are
explaining
what's
going
on
in
the
world
to
shippers
and
trying
to
help
them
understand
rate
fluctuations
.
Brian Glick
4:20
Oh
yeah
,
absolutely
,
I
think
.
I
think
really
the
different
.
I've
always
felt
that
,
like
freight
brokers
still
live
in
a
world
that
feels
like
a
boiler
room
all
day
,
every
day
,
right
,
where's
fuel
going
?
Where's
what
can
I
get
?
How
can
I
fight
for
this
load
?
Brian Glick
4:34
It's
like
it's
a
very
intense
process
and
certainly
all
of
my
forwarder
friends
are
going
to
be
mad
at
me
for
saying
that
what
we
do
is
less
intense
because
we
have
entire
vessels
stuck
in
ports
and
airlines
that
aren't
moving
things
and
you
can't
get
it
in
and
out
of
this
airport
and
this
and
that
and
the
other
.
It's
still
chaotic
,
but
it's
more
.
The
relationships
tend
to
be
a
little
bit
more
longer
and
stable
with
you
know
you're
saying
,
okay
,
well
,
I'm
going
to
help
you
with
this
trade
lane
over
a
period
of
time
in
a
way
,
that
is
,
you
know
,
you're
able
to
kind
of
step
back
from
it
a
little
bit
than
that
kind
of
raw
intensity
of
you
know
that
you
see
,
sometimes
on
the
brokerage
side
,
yeah
,
because
I
would
imagine
,
with
brokers
,
that
you
might
be
even
lucky
to
have
a
conversation
with
your
shipper
.
Blythe Brumleve
5:21
It's
more
or
less
like
you're
playing
defense
instead
of
being
on
the
offense
.
Is
maybe
that
a
safe
comparison
?
Brian Glick
5:28
Yeah
,
and
then
when
you
and
then
when
you
look
at
like
a
customs
broker
,
you
are
in
a
very
long
term
decade
or
multi
decade
relationship
because
you're
dealing
with
compliance
and
you
tend
to
be
doing
quarterly
business
reviews
with
your
customers
and
you
often
have
100%
of
their
business
or
you
know
you're
one
of
two
or
three
people
.
Brian Glick
5:46
So
you're
even
another
step
back
from
that
transactional
world
and
into
a
deep
so
there's
like
all
sorts
of
different
levels
of
relationships
in
this
industry
,
depending
on
kind
of
how
commoditized
the
thing
you
do
is
to
the
customer
you're
doing
it
with
.
Blythe Brumleve
6:01
See
,
this
is
why
I
love
having
you
on
the
show
,
because
you
could
break
down
these
complex
things
that
feel
complex
from
the
outside
,
because
you
know
and
this
is
part
of
you
know
your
goal
as
a
company
,
chainio
.
You
know
connecting
the
industry
silos
,
because
there
are
so
many
silos
within
this
space
.
I
spent
the
better
part
of
the
last
,
you
know
,
decade
working
in
an
asset
based
freight
brokerage
and
I
had
no
idea
about
maritime
,
I
had
no
idea
about
customs
brokerage
and
freight
forwarders
,
and
so
you
just
shed
a
light
on
,
you
know
,
a
whole
other
set
of
perspectives
that
I
wouldn't
have
even
thought
of
.
So
great
start
to
today's
show
.
Brian Glick
6:36
And
here's
where
the
humility
comes
in
,
because
I
do
want
to
be
very
honest
about
what
I
know
and
I
don't
know
.
I've
worked
in
companies
that
have
had
freight
brokerage
arms
,
but
I've
never
had
to
live
the
life
and
the
one
thing
I've
learned
in
this
industry
everything
that
seems
simple
,
someone
else
,
there's
like
a
thousand
foot
hole
of
complexity
under
it
that
you
have
no
idea
about
,
and
then
every
one
of
those
has
another
thousand
holes
underneath
it
.
Right
,
like
I
say
,
oh
,
customs
,
there's
like
a
million
subtopics
under
customs
,
and
I'm
sure
that
everything
,
everything
that
the
person
at
the
desk
across
the
hall
from
you
in
a
big
company
that
you
think
looks
so
simple
,
like
accounts
,
payable
or
receivable
or
whatever
they're
all
infinitely
complicated
,
and
so
we
all
have
to
bring
a
lot
of
humility
to
like
the
fact
that
,
oh
yeah
,
that
other
thing
is
always
easy
and
what
I
do
is
always
very
complex
.
Blythe Brumleve
7:28
And
I
was
just
.
I
was
going
to
save
some
of
these
questions
for
later
,
but
since
we're
already
on
the
topic
,
you
know
I
saw
that
you
had
posted
on
LinkedIn
a
little
while
ago
talking
about
some
tips
for
forwarders
to
,
you
know
,
have
these
conversations
with
their
shippers
and
what
kind
of
topics
that
they
should
be
talking
about
.
I'm
curious
as
to
you
know
how
are
,
what
are
some
of
those
strategies
,
and
I
wonder
if
there's
any
similarities
between
brokers
and
and
forwarders
that
they
can
kind
of
borrow
from
each
other
to
continue
to
have
these
educational
conversations
with
their
customers
.
Brian Glick
7:58
Well
,
the
good
news
is
,
as
you
and
I
are
recording
this
,
we
just
did
a
webinar
about
an
hour
ago
on
that
topic
,
so
it's
very
fresh
in
my
mind
and
we'll
we'll
get
you
the
link
for
the
for
the
notes
.
But
the
the
big
topic
that
we
see
for
any
logistics
provider
who's
going
out
and
talking
to
a
shipper
now
about
next
year
,
is
remembering
that
,
like
2018
,
2019
,
we
were
talking
a
lot
about
innovation
and
then
the
world
fell
apart
.
And
then
the
world
fell
apart
and
all
we
were
talking
about
was
we
can
get
stuff
done
for
you
.
We
can
get
loads
moved
,
whether
that
load
doesn't
matter
,
what
mode
that
load
is
on
,
we
can
get
something
somewhere
,
was
a
good
enough
answer
.
And
then
we
all
hit
a
downturn
and
then
it
was
okay
,
we
can
,
we'll
,
we'll
figure
out
how
to
be
cheap
and
get
the
loads
moved
.
Brian Glick
8:48
And
now
there
is
some
indications
that
we're
heading
towards
,
potentially
,
some
sort
of
recovery
sometime
in
the
year
,
or
at
least
a
new
norm
like
a
stabilization
,
and
that
it's
now
time
to
go
back
to
those
customers
and
start
thinking
a
little
bit
more
,
like
we
were
talking
in
18
and
19
about
.
Here's
how
we're
going
to
help
you
be
better
as
a
company
you
know
,
be
more
on
time
and
full
,
be
more
reliable
to
your
customers
.
And
we're
going
to
bring
tech
to
the
table
.
But
we're
not
going
to
BS
you
and
say
that
,
okay
,
tech
and
AI
or
whatever
is
going
to
fix
everything
but
it
that
I
think
the
customers
are
now
going
to
be
in
a
position
where
they're
more
open
to
real
business
value
from
their
providers
.
That
,
as
long
as
you
bring
it
to
your
customer
with
a
business
term
first
,
not
with
a
tech
term
first
,
we're
going
to
help
you
be
more
on
time
and
full
.
We're
going
to
help
you
be
more
cost
effective
,
more
reliable
,
and
here's
the
tech
we're
going
to
bring
to
the
table
to
do
that
.
Blythe Brumleve
9:51
What
kind
of
I
guess
the
technology
solutions
that
there's
because
we're
going
to
talk
about
AI
,
of
course
you
know
later
on
in
this
episode
.
But
I'm
curious
as
to
what
you
think
.
You
know
the
perceptions
have
evolved
around
technology
over
the
last
25
years
.
You
know
,
over
the
last
few
years
it
feels
like
it's
just
been
a
wave
of
hope
and
decline
.
Hope
and
decline
.
But
I'm
curious
is
that
the
normal
,
is
that
the
sort
of
the
normal
attitude
towards
technology
?
Or
is
it
very
slow
to
change
,
slow
to
that
resistance
?
Brian Glick
10:26
So
in
2001
,
I
had
supply
vendors
telling
us
XML
files
are
going
to
fix
everything
.
All
the
things
will
be
better
because
of
XML
files
.
You
know
,
in
2007
,
I
had
software
vendors
telling
us
and
people
don't
even
use
this
word
anymore
but
service
oriented
,
architecture
,
oriented
architectures
are
going
to
fix
everything
.
Give
Oracle
or
IBM
a
million
dollars
.
They
will
implement
a
service
oriented
architecture
,
will
reenvision
your
company
and
it
will
fix
everything
.
So
these
cycles
are
forever
.
There's
no
time
where
we
won't
be
in
a
hype
cycle
on
something
,
and
but
at
the
same
time
,
every
one
of
those
things
makes
us
incrementally
a
little
bit
better
.
So
,
as
long
as
you
don't
get
too
excited
or
too
disappointed
when
the
cycle
doesn't
turn
out
to
reach
its
full
potential
,
you
can
see
this
steady
progress
over
decades
.
And
I
mean
,
I
think
,
the
biggest
difference
,
though
.
Brian Glick
11:32
The
people
in
the
industry
that
I
grew
up
with
who
said
I
don't
want
to
change
are
not
in
the
industry
anymore
,
like
even
the
people
the
you
know
quote
unquote
old
people
in
the
industry
now
grew
up
in
a
generation
where
they
already
had
a
home
computer
or
they
already
,
you
know
,
knew
about
innovation
.
There
was
a
time
where
we
had
people
who
would
come
in
every
day
and
say
I
don't
want
to
change
.
I
just
want
to
drive
around
the
country
and
visit
my
customers
and
get
them
drunk
and
get
us
another
load
Right
and
that
was
how
business
was
done
.
That
just
so
like
we
don't
have
to
fight
that
fight
anymore
.
Everybody
understands
that
tech
is
helpful
,
which
just
now
.
The
question
is
which
tech
is
helpful
?
Blythe Brumleve
12:17
And
that's
that's
.
That's
a
perfect
segue
into
my
next
question
because
,
you
know
,
I
really
,
as
we
sort
of
end
out
,
we're
in
Q4
of
2023
,
everybody's
budget
budgeting
and
looking
forward
to
,
you
know
,
2024
.
What
does
you
know
sort
of
the
current
tech
landscape
look
like
relative
to
the
biggest
logistical
problems
that
we're
facing
?
Brian Glick
12:40
I
think
what's
really
interesting
and
exciting
,
but
not
sexy
,
is
that
the
tech
landscape
is
more
mature
than
it's
ever
been
.
So
pre
pandemic
,
2018
,
2019
,
everybody
was
talking
about
new
things
.
I
was
at
a
conference
earlier
this
year
I
can't
remember
which
one
and
somebody
was
really
disappointed
.
They're
like
there's
nothing
new
here
.
These
are
all
the
same
vendors
that
were
here
last
year
.
They're
all
just
telling
us
the
same
stuff
.
And
I'm
like
that's
a
good
thing
,
because
now
you
can
start
asking
about
our
OIs
right
,
and
you
can
start
like
having
mature
conversations
with
the
vendors
that
are
still
here
,
because
a
whole
bunch
of
them
aren't
because
they've
gone
out
of
business
or
because
they've
been
gobbled
up
into
other
things
,
or
because
their
idea
wasn't
that
great
or
it
was
too
cutting
edge
.
Brian Glick
13:27
And
now
we're
in
a
world
where
you
can
talk
about
a
business
problem
and
there's
probably
a
vendor
somewhere
Once
you've
identified
the
thing
you
want
to
improve
.
I
want
to
be
cheaper
,
right
?
Well
,
here's
all
these
automated
rate
management
or
rate
calculation
engines
that
are
going
to
help
you
always
have
the
lowest
bid
that
still
gets
you
margin
right
.
Or
I
want
to
be
the
strategic
solutions
provider
?
Well
,
here's
all
these
software
that
can
help
you
help
your
customer
with
network
planning
right
and
get
up
to
that
next
level
in
the
C
level
conversations
about
where
they
should
be
putting
their
inventory
so
that
you
can
move
it
more
efficiently
.
Brian Glick
14:06
You
don't
have
to
like
it's
not
all
about
what's
the
new
tech
,
it's
about
picking
the
tech
that
aligns
to
your
business
,
because
there
are
mature
software
companies
now
,
whereas
I
think
we
went
through
,
maybe
I
would
say
there
was
a
bunch
of
software
companies
in
the
early
2000s
who
did
amazing
things
in
TMSs
and
order
management
and
all
of
that
,
and
then
there
was
sort
of
this
gap
where
,
like
there
was
nothing
new
and
then
there
was
all
this
new
stuff
around
machine
learning
and
AI
and
APIs
and
all
of
this
.
Well
,
now
those
companies
are
more
mature
and
now's
the
time
to
be
able
to
like
start
delivering
on
projects
that
actually
show
value
.
Blythe Brumleve
14:46
Are
you
in
freight
sales
with
a
book
of
business
looking
for
a
new
home
,
or
perhaps
you're
a
freight
agent
in
need
of
a
better
partnership
?
These
are
the
kinds
of
conversations
we're
exploring
in
our
podcast
interview
series
called
the
Freight
Agent
Trenches
,
sponsored
by
SPI
Logistics
.
Now
I
can
tell
you
all
day
that
SPI
is
one
of
the
most
successful
logistics
firms
in
North
America
,
who
helps
their
agents
with
back
office
operations
,
such
as
admin
,
finance
,
it
and
sales
.
But
I
would
much
rather
you
hear
it
directly
from
SPI's
freight
agents
themselves
,
and
what
better
way
to
do
that
than
by
listening
to
the
experienced
freight
agents
tell
their
stories
behind
the
how
and
the
why
they
joined
SPI
?
Hit
the
freight
agent
link
in
our
show
notes
to
listen
to
these
conversations
or
,
if
you're
ready
to
make
the
jump
,
visit
spi3plcom
and
so
you
know
.
Blythe Brumleve
15:37
As
you
were
talking
,
you
know
you
had
mentioned
a
couple
different
phrases
because
I
looked
at
your
LinkedIn
.
I
pretty
much
stocked
it
earlier
today
in
order
to
come
up
with
some
good
questions
,
and
I
loved
this
article
that
you
posted
about
a
blog
back
in
2018
talking
about
logistics
tech
buzzwords
for
2019
.
And
you
mentioned
words
like
blockchain
,
ai
,
apis
,
internet
of
Things
,
etc
.
And
for
AI
,
you
called
it
back
in
2018
,
you
said
it's
real
,
it's
here
and
it's
going
to
be
everywhere
.
Brian Glick
16:05
I
did
and
I
also
said
,
if
I
recall
correctly
I
don't
know
the
article
in
front
of
me
that
I
caveated
that
with
you
,
know
,
but
you
have
to
find
the
right
solutions
for
it
,
right
that
nothing
fit
like
it
.
Like
I
said
before
,
nothing
fixes
everything
,
right
?
So
,
you
know
,
my
prediction
on
blockchain
back
then
was
that
it
had
some
very
specific
use
cases
,
but
they
weren't
universal
use
cases
,
right
,
and
there
was
going
to
be
some
things
around
compliance
,
some
things
around
digital
twins
where
it
might
be
interesting
,
and
with
AI
,
I
think
it
is
going
to
be
pervasive
.
Brian Glick
16:43
In
the
same
way
that
we
don't
talk
about
software
now
that
has
databases
,
right
,
Every
software
has
a
database
,
it
has
a
data
store
.
Well
,
there
was
a
time
when
that
was
a
new
concept
and
now
it's
literally
in
everything
,
right
,
like
everything
you
have
can
store
data
and
retrieve
it
.
Like
you
don't
.
Like
.
There
was
a
time
when
that
sounded
weird
or
innovative
.
Brian Glick
17:06
Ai
is
going
to
end
up
like
that
,
like
it's
going
to
be
in
things
,
but
it
is
not
,
in
and
of
itself
,
a
thing
that
you
don't
buy
AI
.
You
buy
a
solution
,
and
this
is
the
one
thing
I'm
going
to
bang
on
for
the
next
25
years
.
You
buy
a
solution
to
a
business
problem
,
and
if
your
software
vendor
uses
AI
to
solve
that
problem
,
great
.
If
they
don't
use
AI
to
solve
that
problem
and
they
still
solve
that
problem
,
also
great
,
Right
.
So
ask
them
why
they're
using
AI
and
what
value
,
what
extra
value
,
it's
bringing
to
you
.
Blythe Brumleve
17:38
Yeah
,
because
I
think
that
for
a
lot
of
business
,
especially
over
the
last
year
you
know
,
chatgpt
was
launched
about
a
year
ago
.
It
was
the
fastest
app
to
100
million
users
.
So
it's
becoming
that
just
sort
of
like
a
common
phrase
of
oh
AI
is
going
to
take
all
of
our
jobs
that
just
sort
of
doomerism
around
just
the
concept
of
technology
.
But
if
you
were
calling
these
shots
back
in
2018
and
some
of
the
freight
executives
that
I've
spoken
to
,
they're
already
using
AI
,
but
not
in
the
same
way
that
chatGPT
,
large
language
models
,
that
sort
of
infrastructure
.
So
if
you
could
maybe
highlight
some
of
the
use
cases
that
AI
is
playing
a
role
in
logistics
tech
right
now
,
is
it
mainly
just
parsing
through
all
of
the
different
data
sets
?
Brian Glick
18:27
So
AI
is
a
marketing
term
,
right
.
So
people
put
a
lot
of
things
underneath
it
right
.
Brian Glick
18:33
So
the
thing
we
were
using
in
2018
was
generally
machine
learning
,
and
it
was
about
taking
past
information
and
trying
to
predict
the
future
.
Okay
,
so
this
has
been
all
the
loads
we've
ever
moved
,
and
so
therefore
,
we
think
,
based
on
combining
that
with
weather
data
and
demand
data
and
economic
data
,
we
think
that
the
next
load
is
going
to
be
this
price
.
That
was
the
machine
learning
revolution
,
and
large
companies
that
have
enough
data
or
software
vendors
who
aggregate
data
,
have
kind
of
like
that's
already
an
accepted
thing
.
What
we
saw
with
chatGPT
in
these
large
language
models
,
is
this
idea
of
getting
closer
to
solving
creative
problems
or
filling
in
kind
of
finishing
thoughts
,
right
.
So
before
we
connected
,
I
was
writing
a
blog
post
,
and
every
blog
post
I
write
now
I
use
AI
to
help
me
think
through
the
problem
.
So
you
know
,
I'm
writing
a
blog
post
about
our
position
as
a
neutral
software
company
and
what
that
means
for
our
customers
.
So
I
gave
AI
,
I
gave
chatGPT
like
six
bullets
of
kind
of
what
I
wanted
to
get
out
,
and
then
let
it
write
a
longer
blog
post
for
me
based
on
my
original
thoughts
,
and
it
kind
of
fleshed
out
some
things
.
I
was
like
,
hey
,
maybe
that
point
isn't
as
clear
as
I
thought
or
what
,
and
then
I
used
that
to
rewrite
.
Brian Glick
19:51
Well
,
that's
a
different
kind
of
technology
and
where
is
that
going
to
be
useful
in
the
day-to-day
life
outside
of
the
marketing
department
?
Or
we
use
it
internally
.
Now
it's
very
good
for
helping
coders
finish
their
code
.
It's
very
good
.
We
use
it
from
a
strategic
planning
process
to
like
.
I
encourage
my
team
.
I'm
like
if
you
have
a
thought
for
a
new
initiative
,
put
it
into
AI
and
have
it
give
you
the
ideas
of
how
it
would
write
a
PowerPoint
around
it
,
and
sometimes
it
brings
up
other
ideas
.
Brian Glick
20:28
But
it's
a
jumping
off
point
.
It's
not
a
finishing
point
In
the
day-to-day
logistician's
lifecycle
.
You're
going
to
talk
to
chatbots
now
more
than
you
ever
did
,
and
you
may
or
may
not
know
it
,
and
they're
going
to
seem
more
human
.
But
it's
not
going
to
replace
jobs
.
It's
going
to
just
change
jobs
.
And
every
technology
revolution
somebody
says
this
is
going
to
replace
all
the
people
.
Sewing
machines
are
going
to
replace
all
the
people
and
whatever
else
,
everything
since
then
.
There
are
always
people
whose
jobs
disappear
because
that
skill
is
not
needed
anymore
and
other
jobs
that
get
created
and
unfortunately
they're
not
always
evenly
distributed
.
We're
the
same
person
can
move
to
the
other
job
,
which
sucks
,
but
I
don't
think
this
replaces
all
the
jobs
and
logistics
I
think
we're
going
to
.
Every
time
we
solve
something
,
we
invent
a
new
problem
to
have
.
Blythe Brumleve
21:22
It's
like
a
whack-a-mole
,
like
every
time
you
knock
one
down
,
there
is
another
,
or
we
just
go
?
Brian Glick
21:25
how
can
we
go
further
?
I
mean
,
like
the
idea
of
e-commerce
.
I
mean
like
e-commerce
just
changed
so
many
things
in
the
way
that
we
move
boxes
around
,
but
it
created
a
whole
new
set
of
jobs
of
people
who
,
like
the
first
machine
learning
application
I
ever
really
saw
in
practice
,
was
one
of
the
parcel
carriers
using
machine
learning
to
figure
out
what
carton
sizes
they
should
carry
in
facilities
that
were
now
being
disrupted
because
they
used
to
move
huge
shipments
to
retailers
and
were
now
having
to
move
parcel
e-com
,
and
so
they
were
using
it
to
figure
out
,
well
,
how
many
cartons
do
I
need
to
have
and
what
sizes
,
when
I
have
people
buying
these
very
mixed
orders
.
Like
that
job
of
the
machine
learning
guy
who
had
to
figure
that
all
out
and
it
was
a
guy
,
he's
,
his
job
didn't
exist
before
all
of
this
.
Blythe Brumleve
22:20
Yeah
,
I
mean
like
social
media
coordinators
,
podcasters
.
Those
roles
didn't
exist
10
,
15
years
ago
,
unless
you
were
very
early
adopter
in
a
lot
of
those
different
platforms
.
Do
you
foresee
how
we
talk
to
chat
,
GPT
for
ideation
and
things
like
that
?
Do
you
foresee
that
happening
from
a
logistical
standpoint
for
maybe
like
a
customs
broker
,
where
they
have
a
specific
issue
and
they
can
talk
to
their
own
data
set
of
their
own
large
language
model
that's
personal
to
them
?
Do
you
foresee
a
situation
where
that
might
happen
and
that
might
be
beneficial
?
Brian Glick
22:57
Absolutely
yes
.
What
I
think
we
are
much
further
away
from
and
I'm
going
to
use
the
self-driving
car
thing
here
every
year
.
It
seems
like
next
year
they're
going
to
be
here
the
idea
of
that
system
making
the
final
decision
.
I
think
we're
pretty
far
away
from
,
much
,
much
further
than
it
feels
.
Brian Glick
23:21
But
the
idea
that
,
look
,
the
other
day
I
was
trying
to
do
a
contract
with
someone
and
I
know
you
do
not
use
chat
GPT
to
be
your
lawyer
that
is
a
really
stupid
thing
to
do
.
But
there
was
,
like
I
was
trying
to
remember
this
one
concept
around
exactly
how
to
phrase
this
one
thing
in
a
contract
that
I
did
100
times
.
And
I
just
went
into
chat
GPT
and
I
described
the
problem
and
it
was
like
,
oh
,
you're
talking
about
this
.
And
then
I
was
like
,
ok
,
it
brought
me
back
into
it
.
So
if
I'm
a
customs
broker
and
I'm
like
,
hey
,
my
customer
,
I
don't
remember
exactly
this
thing
,
but
my
customer
is
trying
to
figure
out
how
to
save
money
on
bringing
stuff
in
from
South
America
,
maybe
that
prompts
you
to
remember
that
there's
the
Dominican
Republic
Central
American
Free
Trade
Agreement
and
then
you're
back
on
track
.
That's
where
it's
valuable
,
not
in
finishing
the
whole
Free
Trade
Agreement
program
for
that
customer
.
Blythe Brumleve
24:19
So
it
kind
of
sounds
like
chat
.
Gpt
in
particular
is
very
much
a
core
part
of
your
day
,
which
maybe
wasn't
the
case
a
year
ago
.
Brian Glick
24:27
Oh
,
absolutely
,
and
again
,
it's
a
core
part
of
my
day
and
I'm
glad
that
I've
been
through
a
few
technology
cycles
so
I
know
when
it
should
not
be
a
part
of
my
day
and
I
know
that
it
is
not
the
only
part
of
my
day
,
but
I
find
it
to
be
the
same
way
that
there
was
a
time
when
Google
was
not
a
part
of
my
day
and
I
now
use
Google
a
lot
to
do
searches
,
to
figure
things
out
that
I
used
to
have
to
physically
,
am
old
enough
to
have
had
encyclopedias
in
my
house
.
We
did
too
.
Brian Glick
25:08
So
that's
better
,
but
it
doesn't
mean
that
I
have
outsourced
my
entire
brain
to
Google
,
just
parts
of
it
,
where
Google's
good
at
it
.
And
ChatGPT
is
going
to
be
the
same
thing
right
,
it's
going
to
help
us
with
things
,
but
we're
still
in
the
driver's
seat
,
for
that
self-driving
car
is
not
going
to
be
self-driving
for
a
very
,
very
,
very
long
time
.
Blythe Brumleve
25:33
Are
there
any
other
use
cases
for
AI
in
logistics
outside
of
maybe
like
ChatGPT
,
of
course
,
but
outside
of
maybe
their
own
machine
learning
,
or
is
that
machine
learning
essentially
the
only
use
case
in
logistics
?
Brian Glick
25:49
No
,
I
think
that
there's
so
many
things
around
like
image
processing
and
all
of
the
things
we
can
do
nowadays
.
I
mean
,
I
see
these
demos
of
I
can't
remember
who
it
was
Somebody
just
bought
a
bunch
of
Boston
robotics
robots
that
can
unload
a
trailer
autonomously
right
,
and
it's
like
a
suction
cup
and
an
arm
,
but
they
show
you
in
the
demo
what
it
sees
and
how
it's
able
to
process
the
real
world
and
use
all
of
these
algorithms
to
figure
out
the
boxes
.
And
OK
,
if
I
pick
this
box
up
from
the
top
,
it's
going
to
fall
off
the
bottom
and
all
of
these
things
.
But
it's
so
pervasive
that
I
think
that's
what
you're
going
to
see
.
It's
just
,
everything
is
going
to
have
a
little
of
it
,
but
the
thing
you're
buying
is
unloading
the
trailer
faster
,
not
AI
for
AI
sake
.
Blythe Brumleve
26:44
Yeah
,
I
think
that
that's
super
important
to
keep
in
mind
.
And
now
,
reflecting
on
the
buzzwords
that
you
predicted
in
2018
,
what
are
some
of
those
buzzwords
that
you're
predicting
for
2024
?
Not
to
put
you
on
the
spot
or
anything
,
but
what
are
some
of
the
,
I
guess
,
the
buzzwords
that
you're
thinking
about
that
maybe
is
going
to
be
around
for
a
while
,
versus
something
that
probably
won't
be
?
Brian Glick
27:08
I
mean
I
feel
like
AI
has
sucked
all
of
the
air
out
of
the
room
,
and
kind
of
rightfully
so
,
because
the
potential
genuinely
is
there
.
You
know
what
?
I
still
don't
think
we've
fully
exploited
IoT
,
and
I
know
it's
not
as
buzzwordy
now
,
but
you
know
,
you've
got
your
ELDs
.
But
on
the
ocean
freight
side
,
we're
just
starting
to
see
the
carriers
invest
in
putting
IoT
on
the
containers
and
what
happens
when
you
can
start
using
that
data
to
do
things
that
we
haven't
even
thought
of
as
possible
before
.
Brian Glick
27:53
A
lot
of
the
carriers
are
just
putting
Starlink
internet
onto
the
vessels
and
so
now
I've
got
to
connect
the
container
on
a
vessel
with
internet
access
and
I've
got
a
perishable
product
or
a
temperature
control
product
in
that
thing
.
And
I
can
understand
that
certainly
I
can't
take
a
helicopter
out
to
that
ship
if
something
goes
wrong
,
but
I
might
know
that
I
have
an
at-risk
product
20
days
earlier
now
in
my
process
because
that
container
was
compromised
in
some
way
,
and
this
is
all
new
to
us
.
And
I
think
that
we've
got
this
fund
foundational
infrastructure
going
in
for
IoT
,
but
we
haven't
started
exploiting
it
yet
.
The
innovation
that's
going
to
come
on
connected
world
and
this
bridging
of
the
physical
and
the
virtual
world
.
The
biggest
companies
in
the
world
are
just
scratching
the
surface
,
and
the
rest
of
us
are
just
kind
of
waiting
for
it
to
be
more
accessible
.
Blythe Brumleve
28:51
And
when
you
talk
about
the
internet
of
things
,
is
that
more
or
less
just
digital
twins
replicating
the
real
world
environment
,
a
digital
environment
,
or
is
the
internet
of
things
more
encompassing
of
a
lot
of
different
sectors
?
Brian Glick
29:04
I
think
it's
more
than
digital
twins
.
So
digital
twins
is
a
really
interesting
thing
if
you've
got
a
lot
of
data
and
a
lot
of
modeling
and
you're
trying
to
do
all
of
these
things
.
But
if
I
import
a
friend
who
exports
from
Columbia
like
,
let's
say
,
20
containers
a
month
of
sugar
,
he's
not
building
a
digital
twin
model
of
his
20
containers
a
month
.
But
if
he
can
get
more
data
around
where
those
containers
are
and
whether
they're
actually
moving
and
whether
that's
being
stored
properly
,
like
that's
meaningful
information
to
him
and
he
can
take
that
information
and
do
things
that
are
less
of
a
marketing
glossy
and
more
of
just
my
freight
provider
can
now
tell
me
the
position
of
that
container
on
a
ship
when
containers
fall
overboard
on
that
ship
.
Brian Glick
29:55
I
have
another
friend
who
she
had
lost
containers
off
of
a
vessel
out
of
Vancouver
,
sort
of
on
the
tail
end
of
the
pandemic
.
There
were
storms
and
they
fell
over
a
sport
.
It
took
her
weeks
to
find
out
whether
her
containers
were
the
ones
that
fell
overboard
.
I
mean
,
20,000
containers
on
a
ship
she
had
,
let's
say
,
10
of
them
.
The
odds
are
low
,
but
you
don't
know
when
everything's
connected
.
You
know
that
container
is
now
on
the
bottom
of
the
ocean
.
It's
no
longer
online
like
that
kind
of
stuff
,
or
on
the
roadside
.
I
mean
,
just
as
these
things
converge
,
the
ability
to
really
know
.
Ok
,
I
know
they
said
that
this
dock
is
going
to
be
open
,
but
can
I
see
that
that
dock
is
actually
available
,
as
I'm
pulling
into
the
yard
and
all
of
these
things
?
When
there's
sensors
everywhere
,
really
practical
little
things
get
easier
.
Brian Glick
30:52
The
same
way
is
like
paying
with
your
phone
versus
having
to
go
get
cash
.
It's
not
sexy
once
you're
doing
it
,
but
oh
my
god
,
was
that
amazing
the
first
time
?
Blythe Brumleve
31:05
And
so
that's
such
a
great
comparison
because
you
think
about
those
friction
points
of
the
half
a
second
that
it
takes
to
take
out
your
wallet
and
pay
for
something
versus
just
tapping
your
phone
is
something
that
we
never
knew
that
we
needed
until
we
just
started
getting
used
to
doing
it
.
And
so
when
we
think
about
some
of
these
larger
logistical
problems
that
we're
trying
to
solve
,
essentially
customers
just
want
their
freight
there
on
time
and
reliably
and
hopefully
at
a
cheaper
rate
than
what
they
were
paying
maybe
the
previous
year
before
.
As
a
business
owner
that
is
providing
these
logistic
solutions
,
how
do
you
know
or
maybe
what
questions
should
you
be
asking
to
figure
out
where
that
technology
fits
into
your
business
so
that
you
can
explain
those
little
moments
of
frustration
that
you've
eased
for
the
customer
?
Brian Glick
31:57
So
I
think
my
personal
superpower
,
when
I'm
out
talking
to
our
customers
,
is
being
willing
to
ask
one
question
what
is
your
boss
being
judged
on
?
Ok
,
so
I'm
talking
to
somebody
in
logistics
.
They
say
,
ok
,
well
,
who
do
you
report
to
?
Well
,
I
report
into
the
head
of
supply
chain
.
Well
,
what's
he
being
judged
on
?
Or
what's
she
being
judged
on
?
Brian Glick
32:26
And
so
if
they
say
,
oh
well
,
we
just
have
this
thing
where
now
everyone
of
our
executives
has
a
CO2
emissions
part
of
their
bonus
this
year
,
that's
new
.
So
well
,
now
I
know
what
to
talk
to
you
about
.
Now
I
know
how
to
separate
myself
from
all
the
other
freight
brokers
in
here
,
because
what
I'm
going
to
talk
to
you
about
is
how
we're
going
to
reduce
your
idle
time
,
which
is
going
to
reduce
your
emissions
footprint
and
make
your
boss
happy
.
And
so
when
we
all
live
everyone
in
freight
lives
in
a
somewhat
commoditized
environment
,
at
the
end
of
the
day
,
there's
boxes
and
they
move
places
,
being
able
to
listen
and
hear
what
your
particular
customers
care
about
.
Then
talk
about
technology
.
If
you
open
the
conversation
by
blabbing
on
about
that
new
tech
you've
installed
,
you
don't
know
how
to
make
the
customer
care
about
it
.
If
you
listen
to
them
,
then
you
can
figure
out
how
to
take
the
tech
you've
invested
in
and
tell
a
story
that
matters
to
that
customer
.
Blythe Brumleve
33:26
I
love
that
,
especially
from
a
marketing
standpoint
.
So
many
marketers
would
be
best
served
to
listen
to
those
types
of
statements
and
then
crafter
messaging
around
those
problem
areas
and
as
we
dive
into
the
problems
that
are
existing
for
a
lot
of
these
different
business
leaders
and
how
maybe
technology
can
fill
the
gaps
and
solve
some
of
those
problems
.
There
was
another
post
that
you
had
mentioned
about
the
.
I
guess
not
the
value
,
but
the
potential
value
that
you
could
gain
from
not
having
what
did
you
call
a
disconnection
debt
in
organizations
.
Can
you
explain
what
?
Brian Glick
34:03
that
is
and
why
it's
such
a
problem
.
That
was
a
Harvard
Business
Review
term
that
they
came
up
with
.
I
don't
think
it
rolls
off
the
tongue
very
well
as
you
Brian Glick
34:11
just
proved
.
Brian Glick
34:11
I
don't
actually
like
the
words
,
but
the
there's
a
world
of
haves
and
have
nots
when
it
comes
to
technology
and
supply
chain
.
You
go
to
Walmart
,
you
go
to
Georgia
Pacific
,
you
go
to
these
big
Siemens
and
they've
got
all
this
connectivity
and
all
of
this
stuff
and
these
dashboards
and
what
have
you
,
and
then
there's
this
huge
chasm
.
And
then
there's
all
of
these
people
who
have
email
and
texting
and
that's
their
TMS
and
there's
some
Excel
sprinkled
in
there
somewhere
.
The
disconnection
debt
is
that
even
in
those
big
companies
,
when
those
big
companies
are
interacting
with
the
small
ones
,
or
even
inside
the
big
ones
and
they
don't
like
to
talk
about
this
there's
somebody
who's
logging
into
a
carrier
website
,
looking
at
the
status
of
a
load
or
an
ocean
container
or
an
air
freight
move
and
then
retyping
it
into
that
other
system
so
that
it's
magically
automated
to
the
customer
.
Those
people
are
all
over
this
industry
and
every
one
of
them
is
introducing
latency
and
inaccuracy
and
fixing
that
.
Brian Glick
35:19
Making
sure
that
the
basic
wiring
of
this
giant
machine
that
we're
all
part
of
is
not
people
is
often
ignored
because
it's
not
sexy
,
but
I
had
a
conversation
a
couple
of
years
ago
with
a
freight
forwarder
in
Asia
who
was
saying
they
couldn't
buy
integration
and
software
to
solve
this
problem
because
their
labor
was
so
cheap
there
that
they
couldn't
adjust
the
fire
,
replacing
it
with
software
.
Because
we're
paying
somebody
$1
,
$2
an
hour
,
you
got
to
get
a
lot
of
efficiency
from
a
$100,000
piece
of
software
.
Then
they
came
back
and
they
said
okay
,
now
I
have
to
do
this
because
my
customer
is
showing
real-time
statuses
to
their
customer
and
,
no
matter
how
cheap
my
labor
is
,
they
can't
type
fast
enough
and
they
can't
type
accurately
enough
.
The
value
of
solving
that
digital
disconnect
or
whatever
that
.
I
think
I
got
that
right
.
Blythe Brumleve
36:15
Disconnection
debt
.
Brian Glick
36:17
Disconnection
debt
.
We're
never
saying
that
again
.
Solving
that
problem
of
these
I
always
called
swivel
neck
.
I've
got
this
monitor
and
that
monitor
and
I
got
to
type
it
from
this
monitor
over
to
that
monitor
is
now
about
so
much
more
than
just
labor
savings
.
It's
about
real-time
visibility
and
accuracy
.
You
have
to
solve
it
,
even
if
it's
expensive
.
Blythe Brumleve
36:41
How
do
you
know
when
enough
is
enough
when
it
comes
to
technology
?
Brian Glick
36:47
When
you
can't
explain
it
to
your
CFO
and
if
you're
a
small
company
,
you
don't
have
a
CFO
go
ask
your
spouse
whether
the
money
that
could
be
coming
into
the
bank
account
is
better
invested
in
this
.
And
if
you
can't
explain
why
,
then
you've
hit
enough
.
Real
simple
.
If
you
can
sit
there
and
you
can't
look
.
If
you're
running
a
business
whether
you're
a
one-person
shop
or
whether
you're
UPS
you've
got
two
numbers
.
You've
got
the
number
at
the
top
,
which
is
how
much
money
you
bring
in
even
the
money
at
the
bottom
,
which
is
how
much
money's
left
.
Brian Glick
37:22
You
can
put
all
sorts
of
magic
inside
of
there
.
If
you
can't
tell
yourself
which
of
those
numbers
you're
impacting
,
you're
not
doing
the
right
project
.
I
love
CFOs
because
they
are
wonderful
at
having
very
excited
young
people
come
into
their
offices
and
making
them
walk
out
with
their
heads
down
.
I
know
,
but
it
was
so
cool
.
Blythe Brumleve
37:48
I
suffered
this
earlier
this
year
because
I
just
felt
myself
just
really
diving
into
the
world
of
chatGPT
and
even
Claude
and
Google's
bar
to
some
extent
Between
all
of
those
platforms
and
then
learning
maybe
like
a
new
CRM
or
a
new
video
editing
tool
.
It
just
felt
really
overwhelming
and
it
caused
a
big
delay
in
my
overall
production
value
and
my
overall
concentration
value
.
I'm
thinking
about
other
small
business
owners
that
are
working
in
freight
that
may
be
experiencing
some
of
this
,
just
almost
like
overload
of
technology
solutions
and
analysis
by
paralysis
,
or
paralysis
by
analysis
,
where
you're
not
exactly
sure
which
tool
to
dive
into
.
As
a
small
business
owner
,
how
do
you
make
those
decisions
on
what
to
invest
in
and
what
not
to
invest
in
?
Brian Glick
38:42
The
first
thing
to
remember
and
I
will
say
this
to
everybody
who's
out
there
listening
,
and
everyone
is
going
to
nod
their
head
and
agree
with
me
your
TMS
sucks
.
Your
TMS
sucks
because
the
job
that
a
TMS
does
sucks
and
the
data
that's
coming
into
it
is
garbage
and
the
thing
it
does
is
hard
and
it's
never
exactly
how
you
want
it
,
it's
never
optimized
,
but
the
TMS
you're
going
to
change
to
also
sucks
.
It
sucks
for
a
different
reason
in
a
different
spot
.
Yours
is
amazing
at
real
time
tracking
,
and
that
one
sucks
at
real
time
tracking
,
but
it's
better
at
building
the
customers
.
The
bar
for
introducing
something
new
into
your
business
should
be
higher
than
it's
new
,
and
it
should
also
be
higher
than
what
.
Brian Glick
39:32
I
don't
love
,
what
I
have
today
,
because
you're
also
going
to
have
problems
with
the
next
thing
.
I
think
the
bar
for
introducing
new
technology
in
most
companies
is
actually
too
low
,
which
is
a
scary
thing
to
say
as
someone
who
sells
software
for
a
living
,
but
it
is
.
I
think
that
,
and
the
size
of
company
matters
a
lot
in
that
.
If
you've
got
a
billion
dollar
bottom
line
,
go
invest
some
of
that
in
some
things
that
are
going
to
fail
.
If
losing
20%
of
your
revenue
because
you
got
distracted
is
going
to
put
you
out
of
business
.
Stick
with
what
you
got
because
,
or
buy
something
that
40
of
your
friends
are
already
using
successfully
.
Get
some
real
world
referrals
.
Don't
be
on
the
bleeding
edge
if
it
matters
.
Blythe Brumleve
40:24
I
think
that's
probably
a
good
place
to
jump
to
with
you
and
your
company
and
the
services
that
you
guys
provide
For
folks
who
may
not
be
familiar
.
Can
you
give
us
an
overview
of
some
of
the
solutions
that
you
guys
are
offering
over
at
chainio
?
Brian Glick
40:42
What
we
do
is
.
Our
slogan
is
we
move
the
data
that
moves
your
freight
.
What
we
do
is
we
connect
all
of
the
systems
,
whether
it's
your
applications
,
the
shippers
applications
,
the
different
software
companies
,
the
freight
audit
and
pay
tools
.
All
of
these
different
things
have
to
communicate
electronically
.
We
have
plugins
so
that
,
instead
of
having
to
do
an
IT
project
every
time
you
want
two
things
to
talk
to
each
other
,
you
take
plugin
from
system
A
and
plugin
from
system
B
.
In
many
cases
they
work
together
very
smoothly
.
In
a
lot
of
cases
there's
a
little
bit
of
tweaking
.
That
still
happens
.
Brian Glick
41:15
We
don't
like
to
oversell
what
we
do
.
We're
this
network
that
lets
all
of
these
things
connect
together
so
that
when
you
do
live
in
a
world
with
lots
of
software
,
that
software
is
communicating
with
each
other
instead
of
the
swivel
neck
of
.
I've
got
four
monitors
.
Now
I've
got
to
take
stuff
from
this
carrier
website
and
put
it
into
my
TMS
.
I
also
have
to
go
into
four
kites
for
my
customer
and
manually
key
it
over
here
and
into
project
44
for
this
other
customer
and
key
it
over
here
and
into
this
and
that
.
Let's
get
all
of
that
smoothed
out
.
And
then
I
have
to
retype
my
invoice
three
times
because
I
need
to
put
it
into
my
customer's
freight
audit
platform
and
my
accounting
software
and
my
TMS
.
That
noise
is
the
foundational
underlying
crap
that
drags
profitability
down
and
it's
our
job
to
get
that
stuff
to
go
away
.
Blythe Brumleve
42:05
I
would
imagine
that
process
mapping
is
something
that
regularly
has
to
be
done
at
some
of
these
companies
that
are
looking
to
implement
some
of
these
solutions
.
Is
that
a
safe
assumption
?
Brian Glick
42:16
Yes
,
when
we
demo
our
software
,
the
first
thing
that
we
show
is
that
,
when
you
go
to
create
a
new
integration
with
us
,
the
words
that
come
up
on
the
screen
are
not
XML
and
JSON
and
API
and
blockchain
.
They
are
advanced
shipment
notice
,
freight
billing
rate
and
quote
automation
,
customs
clearance
,
business
terms
,
because
the
hardest
thing
in
integration
in
supply
chain
is
the
fact
that
we
all
use
different
words
to
describe
the
same
thing
.
A
pro
number
and
a
bill
of
lading
,
a
load
tender
and
a
booking
they're
all
the
same
stuff
and
getting
people
to
agree
on
okay
.
Once
the
computer
is
automating
something
,
it
has
to
be
repeatable
and
we
all
have
to
agree
what
we're
actually
doing
here
.
Brian Glick
42:59
You
go
to
a
global
company
and
you
say
how
do
you
quote
the
customer
?
They
say
,
well
,
okay
,
in
Malaysia
,
they
send
us
this
electronic
message
and
we
send
it
back
.
In
Spain
,
they
call
the
office
and
then
they
kind
of
make
up
a
number
and
then
we
sort
of
sort
it
out
from
there
.
In
the
US
,
we
go
and
we
load
up
an
index
tool
and
then
we
add
5%
to
the
index
and
then
that
goes
back
to
them
over
an
email
.
It's
okay
.
Well
,
now
we
all
have
to
agree
on
how
to
do
that
if
we're
going
to
automate
it
by
bringing
in
integration
software
.
It
forces
those
conversations
.
Some
of
our
customers
have
said
to
me
that
most
of
the
value
they
get
from
our
software
is
in
the
first
month
of
the
implementation
,
and
then
they
are
willing
to
use
it
to
do
all
of
this
.
But
the
value
is
that
it
got
everyone
on
the
same
page
.
Blythe Brumleve
43:51
Which
I
imagine
is
such
a
nightmare
for
these
companies
to
go
through
.
Brian Glick
43:54
Our
client
success
team
does
a
lot
of
therapy
as
part
of
our
services
,
also
organizational
therapy
.
Blythe Brumleve
44:04
So
,
in
addition
to
organizational
therapy
,
you
mentioned
earlier
about
how
AI
has
really
sort
of
sucked
a
lot
of
the
oxygen
out
of
the
room
when
it
comes
to
technology
advancements
,
is
there
anything
around
logistics
tech
that
we
should
be
paying
more
attention
to
?
Brian Glick
44:23
Carbon
,
co2
emissions
,
especially
here
in
North
America
,
we're
woefully
behind
,
and
California
is
going
to
get
us
all
caught
up
real
quick
with
not
just
the
I
know
everyone
on
the
trucking
side
is
well
aware
of
the
actual
physical
emission
standards
and
the
like
but
also
carbon
reporting
.
And
so
globally
,
within
the
next
couple
of
years
and
dates
are
different
in
different
spots
basically
everyone
who's
publicly
traded
is
going
to
have
to
report
on
what's
called
scope
three
emissions
,
which
is
not
the
emissions
your
company
does
,
but
the
emissions
that
everyone
you
buy
goods
and
services
does
,
which
means
,
even
if
you're
a
small
provider
,
you
are
going
to
be
in
someone
else's
scope
three
.
So
you
go
.
Ok
,
it
only
applies
to
billion
dollar
companies
in
California
.
Brian Glick
45:14
I'm
not
a
billion
dollar
company
,
but
I
move
loads
for
Target
.
Target's
a
billion
dollar
company
who
operates
in
California
.
Therefore
,
target
is
going
to
come
back
to
me
and
ask
about
my
carbon
emissions
and
so
applying
the
tech
to
take
your
ELDs
and
get
that
emissions
,
but
also
things
like
your
corporate
travel
and
the
emissions
on
those
,
and
so
being
educated
on
the
tech
that
is
being
built
.
And
it's
very
frustrating
right
now
because
it's
all
early
days
and
all
the
regulations
are
different
and
everything's
chaos
and
it's
not
pleasant
right
now
in
the
emission
space
.
But
if
you're
not
at
least
learning
the
words
,
if
you
don't
know
what
scope
three
emissions
means
,
you're
behind
.
If
you
are
already
invested
in
technology
,
you
are
already
able
to
give
granular
reporting
to
your
customers
you're
ahead
.
If
you're
in
between
those
two
things
,
you're
probably
on
the
right
track
.
Blythe Brumleve
46:12
And
so
I
would
say
that
probably
sounds
like
a
safe
assumption
to
at
least
have
on
your
radar
to
implement
for
2024
.
Brian Glick
46:21
Yeah
,
I
mean
if
you're
not
actively
understanding
it
.
And
it's
a
little
embarrassing
that
I
have
paper
on
my
desk
.
But
I
have
the
Greenhouse
Council
white
paper
on
emissions
on
my
desk
at
all
times
now
because
it
is
a
complicated
topic
.
But
the
literature
that's
out
there
is
actually
not
that
hard
.
It's
got
graphs
and
pictures
and
shows
you
.
Ok
,
if
you're
here
in
the
supply
chain
,
this
means
this
to
you
If
you
are
becoming
fluent
in
the
language
.
I'm
trying
to
think
of
a
good
analogy
here
.
But
there
are
things
like
PODs
.
So
there
was
a
time
when
you
were
pretty
cutting
edge
if
you
were
even
talking
to
your
customers
about
electronic
PODs
.
Now
it's
given
right
,
but
we
all
had
to
learn
that
language
together
.
We're
in
that
language
learning
phase
right
now
and
so
if
you're
not
learning
the
language
of
emissions
,
you
are
going
to
be
playing
a
lot
of
catch
up
towards
the
end
of
next
year
.
Blythe Brumleve
47:24
How
,
as
a
technology
company
,
how
are
you
and
your
team
staying
educated
to
help
your
customers
stay
educated
?
Brian Glick
47:34
So
we
see
our
job
is
to
be
out
there
and
we
have
a
partnership
team
who
goes
out
and
talks
to
every
other
software
company
in
the
industry
that's
willing
to
give
us
the
time
of
day
and
we
learn
and
we
listen
.
And
then
we
also
talk
to
our
largest
customers
,
these
big
multinational
forwarders
,
and
then
we
have
regular
meetings
and
every
one
of
our
customers
again
like
another
sort
of
hidden
value
.
They
meet
with
their
client
success
managers
regularly
and
we
try
to
feed
back
what
we're
hearing
and
we
never
recommend
a
particular
piece
of
software
because
we're
neutral
.
But
we
will
say
,
hey
,
if
you're
not
doing
something
in
CO2
,
you're
going
to
be
behind
.
Brian Glick
48:12
Here's
the
six
providers
in
the
space
so
you
don't
have
to
go
do
all
that
research
and
get
started
and
then
we'll
make
those
introductions
and
we'll
facilitate
saying
OK
,
well
,
the
big
guys
in
general
are
really
looking
at
rate
and
quote
automation
right
now
.
Here's
some
providers
in
that
space
that
you
can
go
talk
to
.
So
we
help
the
executives
at
our
customers
,
especially
the
mid-sized
ones
,
distill
the
noise
,
what
category
should
they
be
investing
in
?
And
then
we
introduce
them
to
the
software
companies
that
can
help
them
in
that
space
.
But
we
don't
like
provide
a
preference
of
this
one's
better
than
that
one
,
so
they
can
trust
us
.
Blythe Brumleve
48:54
I'm
curious
,
taking
a
little
bit
of
a
different
direction
for
these
last
few
questions
.
I'm
curious
as
to
what
motive
.
Do
you
have
any
sort
of
mentors
or
people
who
have
been
super
influential
to
you
in
your
career
and
your
outlook
?
Because
it's
always
get
the
presence
that
you
are
very
positive
and
very
much
eager
to
help
other
companies
solve
these
complex
problems
.
So
I'm
curious
as
to
who
is
influential
to
you
.
Brian Glick
49:23
So
I
can
give
you
three
,
only
one
of
whom
I
directly
worked
for
.
So
there's
a
woman
named
Katherine
Cooper
,
who
was
my
boss
for
a
number
of
years
,
who
has
been
very
influential
in
my
career
in
teaching
me
,
as
a
nerd
,
how
to
interact
with
other
people
and
how
to
understand
that
relationships
are
as
important
as
facts
,
and
so
she
was
very
influential
.
There's
a
company
called
37
Signals
,
which
is
a
software
company
.
They
have
a
couple
of
products
called
Basecamp
and
,
hey
,
I
don't
use
their
products
.
I
used
to
use
their
products
many
years
ago
but
they
were
very
influential
in
one
of
the
first
fully
remote
companies
and
building
a
culture
of
empowering
people
in
a
business
to
go
make
decisions
and
get
things
done
.
And
they
wrote
some
books
about
this
and
I
went
to
one
of
their
first
in-person
seminars
like
20
years
ago
.
Brian Glick
50:20
So
that
team
and
then
from
afar
and
we
know
each
other
now
but
I
always
very
much
admired
John
Urban
,
who's
now
running
Slink
,
but
it
was
really
the
GT
Nexus
was
what
made
him
famous
and
his
ability
to
see
that
you
had
all
of
these
parties
in
global
PO
management
and
order
management
,
arg
and
supply
chain
and
that
you
had
to
make
software
that
brought
value
to
all
of
them
or
it
wasn't
going
to
work
.
And
that
ability
to
see
that
global
network
and
then
build
software
.
That
was
going
to
be
the
rising
tide
.
Instead
of
moving
value
between
different
companies
,
which
really
became
what
I
needed
to
do
with
chain
,
which
is
we
draw
this
triangle
.
I've
had
it
since
before
I
started
the
company
Shippers
,
logistics
providers
and
software
companies
and
anything
we
do
should
be
adding
value
to
that
triangle
not
moving
value
around
that
triangle
.
Blythe Brumleve
51:19
I
love
that
.
No
,
I
mean
,
I
feel
like
that
would
be
a
perfect
place
to
end
this
interview
,
but
I
do
have
some
questions
.
Brian Glick
51:27
However
,
there's
a
quiz
round
.
Blythe Brumleve
51:29
But
we
do
have
one
of
the
audience
seems
to
really
enjoy
this
segment
.
I
call
it
the
relatable
eight
,
eight
questions
that
I'm
asking
each
interview
guest
over
that
.
We've
been
doing
this
for
a
couple
months
now
.
I
always
get
some
fun
sort
of
I
would
call
them
like
break
the
ice
type
questions
,
but
this
is
at
the
end
of
the
interview
,
so
it's
not
really
breaking
the
ice
anymore
.
All
that
to
say
,
let's
get
to
the
first
one
,
because
you're
very
good
at
podcast
interviews
,
very
clearly
,
as
an
evident
of
this
show
.
But
how
do
you
think
about
marketing
when
it
comes
to
you
?
Brian Glick
52:01
and
your
company
.
Create
value
and
don't
overthink
how
you're
delivering
it
.
We
do
our
podcasts
,
we
do
our
LinkedIn
presence
and
we
don't
get
to
.
Our
job
is
not
to
become
Coca-Cola
.
So
we
try
to
add
value
.
We
try
to
make
out
good
content
that
people
like
and
then
,
because
of
that
,
they
like
our
company
.
Blythe Brumleve
52:22
What
is
your
favorite
social
media
platform
and
why
?
Brian Glick
52:26
For
business
,
it's
still
LinkedIn
.
The
only
other
platform
I'm
on
at
all
anymore
is
Reddit
,
and
that's
anonymous
,
because
I
think
it's
a
really
good
place
to
see
what
people
are
really
thinking
.
Blythe Brumleve
52:35
Yes
,
I
would
cosign
that
for
sure
Reddit
is
.
I
have
a
secret
anonymous
account
and
then
I
have
my
public
facing
.
I
have
like
five
of
them
.
You've
got
to
be
a
little
cautious
on
that
crazy
platform
.
Ok
,
what
is
your
favorite
SaaS
tool
that
you
use
every
day
and
can't
live
without
?
It
cannot
be
your
own
.
Brian Glick
52:55
Don't
worry
,
I
don't
know
that
won't
be
a
problem
.
My
favorite
SaaS
tool
that
I
use
every
day
and
can't
live
without
is
still
Slack
.
I
mean
,
it's
just
so
effective
.
Blythe Brumleve
53:06
What
about
your
favorite
freight
business
that
isn't
your
own
?
Brian Glick
53:12
I
am
not
allowed
to
answer
that
question
.
Blythe Brumleve
53:15
I
guess
you
did
cut
it
.
Brian Glick
53:17
What
I
will
say
is
that
I
think
that
the
entire
space
of
pricing
and
rate
calculations
and
all
of
those
things
is
so
unbelievably
hard
and
fascinating
to
me
that
everybody
operating
in
that
space
globally
just
has
my
admiration
for
tackling
a
hard
problem
.
Blythe Brumleve
53:39
Yes
,
very
well
said
.
You
did
say
that
earlier
,
that
you
didn't
want
to
be
a
neutral
party
.
All
right
,
next
one
what's
one
task
in
your
current
job
that
you
can't
stand
doing
?
Brian Glick
53:51
Legal
compliance
,
like
government
filings
and
all
of
the
like
.
I
have
to
sign
this
document
for
this
state
and
all
.
It's
just
so
much
noise
for
no
value
for
the
customers
.
Blythe Brumleve
54:04
I
echo
that
statement
because
I
just
went
through
a
whole
issue
with
the
Florida
Department
of
Revenue
.
They
kept
sending
me
notices
about
how
I
owed
$20
to
them
.
I
just
said
I
don't
feel
like
calling
the
government
to
deal
with
this
,
I'm
just
going
to
pay
the
$20
.
I
don't
know
where
this
bill
came
from
.
I
spent
months
going
through
this
issue
.
Then
,
of
course
,
after
I
paid
the
bill
a
month
later
,
I
get
a
check
in
the
mail
from
a
rebate
from
the
Florida
.
Brian Glick
54:25
Department
of
Revenue
,
try
it
on
registering
a
legal
entity
in
New
Hampshire
.
Blythe Brumleve
54:29
I'm
just
going
to
put
that
out
there
Sounds
like
a
nightmare
that
costs
a
lot
more
than
$20
.
Yes
,
but
it
just
goes
to
show
the
lack
of
progress
or
process
optimization
.
I
should
say
,
all
right
,
if
you
didn't
have
to
worry
about
money
,
what
would
you
want
to
do
for
the
rest
of
your
life
?
Brian Glick
54:49
Work
on
food
security
.
It
is
ridiculous
to
me
that
in
modern
society
there
are
people
who
don't
have
enough
food
to
eat
and
then
we
can't
get
the
food
that
they
need
to
them
it
is
.
Whatever
measure
you
make
of
our
society
,
the
fact
that
people
go
to
bed
hungry
is
absurd
.
Blythe Brumleve
55:08
That's
why
I
love
the
feeding
Northeast
Florida
.
Feeding
Northeast
Florida
is
one
that
I
really
admire
.
What
they're
doing
is
because
they
take
these
donations
from
local
stores
and
farmers
and
they
help
with
the
logistics
of
getting
that
food
to
folks
in
need
.
And
they
also
go
the
extra
step
of
to
almost
hide
certain
food
donations
,
especially
for
kids
in
classrooms
and
things
like
that
,
where
they
will
partner
with
schools
and
they'll
take
the
food
and
they'll
discreetly
put
it
in
the
child's
backpack
and
so
that
they
can
take
it
home
and
so
they're
not
necessarily
made
fun
of
at
school
.
Anyways
,
great
chance
.
Brian Glick
55:47
And
just
a
reminder
for
everyone
the
thing
that
the
charity
you
care
about
values
most
is
your
money
,
not
your
in-kind
services
.
So
always
donate
money
where
you
can
,
absolutely
.
Blythe Brumleve
55:57
They're
better
equipped
to
make
those
decisions
than
we
are
.
Okay
,
last
couple
of
ones
.
What's
something
you
believe
in
that
most
people
don't
?
Brian Glick
56:06
That
there's
no
such
thing
as
rules
.
There
are
only
consequences
.
So
everyone
says
this
is
the
rules
,
this
is
how
this
has
to
be
done
.
Well
,
long
as
you're
willing
to
accept
the
consequences
of
your
behavior
,
you
can
literally
do
anything
.
Blythe Brumleve
56:19
Spoken
like
a
true
tech
executive
.
All
right
.
And
last
one
,
a
little
bit
of
a
fun
one
what's
your
favorite
supply
chain
or
logistics
fact
?
Brian Glick
56:28
Oh
man
,
my
favorite
supply
chain
or
logistics
.
Fact
is
and
the
numbers
vary
depending
on
who
you
ask
,
but
I'll
just
say
that
there
are
an
excess
of
100
companies
involved
in
every
international
shipment
.
Oh
,
wow
.
Brian Glick
56:41
Right
that
when
you
start
counting
the
customs
brokers
and
the
origin
trucking
agent
and
the
freight
audit
and
pay
company
and
the
customs
bureau
and
the
company
,
the
three
PL
that's
managing
the
origin
warehouse
and
the
destination
warehouse
,
and
the
transloader
and
the
trucker
,
and
you
end
up
with
over
100
companies
and
we
all
have
to
.
We
all
still
get
things
to
get
places
every
day
,
which
is
a
miracle
that
it
ever
works
.
Blythe Brumleve
57:08
We
do
it
millions
of
times
a
day
which
is
why
I
love
quotes
like
that
,
because
you
bring
the
tech
positivity
to
the
ecosystem
which
I
think
we
need
more
of
now
.
For
I
guess
,
for
lack
of
a
better
phrase
,
are
there
any
questions
that
you
feel
like
I
should
have
asked
and
didn't
,
or
any
statements
that
you
would
like
to
make
that
you
feel
is
important
as
to
sort
of
close
out
this
conversation
.
Brian Glick
57:32
Well
,
I
think
you
just
hit
on
the
one
thing
right
.
If
there's
one
thing
that
I
just
want
everyone
in
this
business
to
hear
,
it's
that
we
make
minor
miracles
happen
.
That
would
be
considered
magic
200
years
ago
.
I
have
a
t-shirt
in
Shanghai
and
48
hours
later
it's
on
a
kid
in
Little
Rock
.
Is
magic
,
and
we
all
crap
on
ourselves
all
day
,
every
day
.
We
all
have
very
low
self-esteem
about
the
technology
and
all
the
things
,
and
we
should
all
remember
that
we're
doing
magic
every
day
and
appreciate
that
,
even
when
it's
hard
.
Blythe Brumleve
58:11
Wonderful
way
to
close
out
the
show
.
Brian
,
where
can
folks
follow
you
?
Follow
more
of
your
work
.
Brian Glick
58:17
LinkedIn
used
to
be
that
other
platform
that
they
renamed
each
other
and
I
lost
track
.
So
just
check
me
out
on
LinkedIn
.
Blythe Brumleve
58:23
I
will
be
sure
to
link
to
all
the
things
in
the
show
notes
just
to
make
it
easy
for
folks
and
also
to
check
out
chainio
,
in
case
you
are
looking
which
you
probably
are
looking
at
your
different
integration
capabilities
for
the
coming
year
.
So
,
brian
,
as
always
,
great
conversation
,
great
insight
,
great
perspective
.
Thank
you
again
for
coming
on
the
show
.
Thanks
for
having
me
.
I
hope
you
enjoyed
this
episode
of
Everything
Is
Logistics
,
a
podcast
for
the
thinkers
in
freight
,
telling
the
stories
behind
how
your
favorite
stuff
and
people
get
from
point
A
to
B
.
Subscribe
to
the
show
,
sign
up
for
our
newsletter
and
follow
our
socials
over
at
everythingislogisticscom
.
And
,
in
addition
to
the
podcast
,
I
also
wanted
to
let
y'all
know
about
another
company
I
operate
and
that's
Digital
Dispatch
,
where
we
help
you
build
a
better
website
.
Blythe Brumleve
59:12
Now
,
a
lot
of
the
times
,
we
hand
this
task
of
building
a
new
website
or
refreshing
a
current
one
off
to
a
co-worker's
child
,
a
neighbor
down
the
street
or
a
stranger
around
the
world
,
where
you
probably
spend
more
time
explaining
the
freight
industry
than
it
takes
to
actually
build
the
dang
website
.
Blythe Brumleve
59:28
Well
,
that
doesn't
happen
at
Digital
Blythe Brumleve
59:30
Dispatch
.
We've
been
building
online
since
2009
,
but
we're
also
early
adopters
of
AI
,
automation
and
other
website
tactics
that
help
your
company
to
be
a
central
place
to
pull
in
all
of
your
social
media
posts
,
recruit
new
employees
and
give
potential
customers
a
glimpse
into
how
you
operate
your
business
.
Our
new
website
build
started
as
low
as
$1,500
,
along
with
ongoing
website
management
,
maintenance
and
updates
starting
at
$90
a
month
,
plus
some
bonus
freight
,
marketing
and
sales
content
similar
to
what
you
hear
on
the
podcast
.
You
can
watch
a
quick
explainer
video
over
on
DigitalDispatchio
.
Just
check
out
the
pricing
page
once
you
arrive
and
you
can
see
how
we
can
build
your
digital
ecosystem
on
a
strong
foundation
.
Until
then
,
I
hope
you
enjoyed
this
episode
.
I'll
see
you
all
real
soon
and
go
Jags
.
