Supply chain M&A activity will continue with a few twists

Based on sheer deal volume, last year was a record year for supply chain M&A. According to industry specialists Left Lane Associates, there were 53 announced deals that involved Canadian…

Moving from the C-Suite to ‘see ya’

As trucking leaders age, many aren’t prepared to retire or sell, even when they can see it’s time to pass the reins to the next generation. My magic moment came…

Brace for a wild ride in 2022

Last year was the best of times for truckers. It was the biggest freight boom in over two decades and every shipper in town was your new best friend. Most…

It’s time for trucking music and a movie

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…

How to hire a sales rep

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…

Big customers carry risks and rewards alike

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…

When going the extra mile, be sure you’re paid

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…

Interim sales leadership makes a lasting impression

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…

Prepare for sticker shock in the warehouse market

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…

Fight the inside jobs of cargo theft

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…

Lessons from trucking’s M&A binge

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…

Add a broker arm to your truck fleet

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…

Update your fleet’s sales process in 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…

With 2020 in the mirror, what does 2021 hold for trucking?

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…

Reconnecting is the best medicine

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…