Employee Spotlight: The Account Manager Behind Bulk Transit Sales

1 00:00:00,720 --> 00:00:05,640 There are a lot of people responsible for bringing freight through the doors at bulk 2 00:00:05,680 --> 00:00:12,120 transit. There are relationships to build, rates to negotiate, customers to call, opportunities, to 3 00:00:12,160 --> 00:00:18,200 chase equipment, to position operations, have to make it work. The terminals have to make it work. 4 00:00:18,200 --> 00:00:22,760 Somewhere along the line, somebody actually has to convince a customer that when they give bulk 5 00:00:22,800 --> 00:00:29,520 transit their business, bulk transit's going to deliver. But here's the thing. Eventually, every 6 00:00:29,520 --> 00:00:36,320 promise made in an office lands in the hands of one person. That's the driver. And according to 7 00:00:36,360 --> 00:00:42,360 today's guest, that might make you one of the most important salespeople the company has. Account 8 00:00:42,360 --> 00:00:47,160 manager Phil Spring told me that a driver's performance doesn't just help keep a customer. It 9 00:00:47,160 --> 00:00:53,640 can actually help bolt grow that customer. More freight, more opportunities, stronger relationships. 10 00:00:53,840 --> 00:00:59,000 Because when you roll through that customer's gate, you're not just delivering a load, you're 11 00:00:59,000 --> 00:01:03,669 delivering on every promise Phil and the rest of the company has made to get that load on your 12 00:01:03,669 --> 00:01:10,150 truck in the first place. And Phil knows what the alternative looks like. Before coming to bulk, he 13 00:01:10,150 --> 00:01:15,190 worked in LTL sales for a company where he'd walk out of a sales appointment, get back to his car, 14 00:01:15,190 --> 00:01:22,110 and have 12 fires waiting for him. A dozen fires sounds like the state of Oregon during 15 00:01:22,110 --> 00:01:27,829 wildfire season, but at bulk, the drivers are so good at what they do that Phil says instead of 16 00:01:27,830 --> 00:01:33,709 spending his days putting out customer service fires, he actually has time to find more business. 17 00:01:33,750 --> 00:01:38,229 And if you're behind the wheel for bulk, you're going to want to hear what this guy has to say 18 00:01:38,230 --> 00:01:43,150 about you. Because by the end of the conversation, Phil isn't talking like an account manager trying 19 00:01:43,150 --> 00:01:49,869 to sell a company. He's talking like a guy who's damn proud to be part of this one. He talks about 20 00:01:49,870 --> 00:01:54,869 why he isn't in a hurry to retire. Why customer service can directly affect the freight coming 21 00:01:54,870 --> 00:02:01,819 through the door, and why driver pay is on his mind when he's putting his rates together and why, 22 00:02:01,819 --> 00:02:08,139 after nearly 20 years in logistics, he believes box drivers are some of the best he's ever seen. 23 00:02:08,499 --> 00:02:13,939 So today, we're pulling back the curtain on the sales side of bulk transit and showing you why 24 00:02:13,940 --> 00:02:18,020 the guy holding the steering wheel might have a hell of a lot more influence over the future of 25 00:02:18,020 --> 00:02:24,379 this company than he realizes. Account manager Phil Spring joins us in just a few. This is always 26 00:02:24,380 --> 00:02:31,059 pneumatic, never static. Let's roll. You are listening to 27 00:02:31,100 --> 00:02:36,059 always pneumatic, never static. The Totally Pressurized podcast, brought to you by Bulk 28 00:02:36,100 --> 00:02:41,539 Transit, where we keep the lines clear, the tanks empty, and the conversation anything but dry. 29 00:02:41,580 --> 00:02:46,619 Whether you're running powder pellets or anything in between. Pull up a seat, crack the windows, and 30 00:02:46,619 --> 00:02:53,179 let's hit it. How's it going out there? Bulk and spur. Welcome 31 00:02:53,179 --> 00:02:59,849 into always pneumatic, never Static. The podcast where we talk about all things bulk 32 00:02:59,850 --> 00:03:05,529 and Spur. Very happy to have you be a part of the program today. And uh, you might be thinking out 33 00:03:05,529 --> 00:03:10,609 there like, hey, I just clicked download or I just clicked play. How am I a part of the episode? Well, 34 00:03:10,609 --> 00:03:14,969 you're the reason we're here doing it, I'll tell you that much. And it's very important to us. 35 00:03:14,969 --> 00:03:21,729 Everybody that stops by each week and clicks, download or just clicks play listens to the 36 00:03:21,729 --> 00:03:27,369 episodes. That's that's what we're here for, right? That's why we do this whole thing. And Phil Spring, 37 00:03:27,449 --> 00:03:32,490 account manager for Bulk and Spur, is going to join us here in just a few minutes. And, uh, he's 38 00:03:32,490 --> 00:03:37,809 going to talk a little bit about things from the same lens. Maybe drivers might not realize how 39 00:03:37,809 --> 00:03:44,689 much they actually can do for a guy that sits in the account manager position at this company. So 40 00:03:44,849 --> 00:03:50,369 awesome conversation we've got coming up. Uh, I want you guys to do me a favor, though, real quick 41 00:03:50,369 --> 00:03:55,969 before we bring Phil in here and start to get into the meat of this episode. Have you told a 42 00:03:56,009 --> 00:04:01,289 friend about? Always pneumatic, never static yet. Have you been hanging out at a truck stop or 43 00:04:01,289 --> 00:04:06,810 maybe a rest area? Maybe you're on the yard at one of the terminals. You know, one thing people don't 44 00:04:06,810 --> 00:04:12,049 understand about podcasts is that we actually operate more with word of mouth than you'd ever 45 00:04:12,089 --> 00:04:17,329 think you'd think. Hey, we're probably advertising this thing. Maybe we got a billboard. Maybe we're 46 00:04:17,329 --> 00:04:21,890 putting up some fliers. Look, all of that stuff comes into it. We're out there on the social 47 00:04:21,890 --> 00:04:27,649 medias. We're. We're on every platform that we can be on where you listen to your podcasts. That's 48 00:04:27,649 --> 00:04:34,249 all part of it. But really what what we're looking for here is to build a community of bulk and spur 49 00:04:34,250 --> 00:04:41,049 drivers. And I know that you guys are really big about helping each other out. I've heard so many 50 00:04:41,049 --> 00:04:46,129 times on this podcast, hey, if they need help in Fairborn, I'll get out there and help them. Uh, if 51 00:04:46,129 --> 00:04:50,369 they need help in Plane City, we'll go help them. Uh, maybe we gotta borrow a couple drivers and 52 00:04:50,369 --> 00:04:57,039 send them down to Sherman, Texas. All good. Let's party. That's the type of of personality that this 53 00:04:57,040 --> 00:05:01,880 fleet sort of has. You guys are really big about helping each other out, making sure that all the 54 00:05:01,880 --> 00:05:07,399 new crop of drivers are trained up and ready to go before they ever hit the road. And all I'm 55 00:05:07,399 --> 00:05:13,639 asking is just to be sort of an ancillary part of that. If you enjoy this podcast, if you've ever 56 00:05:13,640 --> 00:05:18,200 gotten something out of this podcast, the next time you're helping out a fellow Bulk or Spur 57 00:05:18,200 --> 00:05:23,320 driver, the next time you see one in your travels out there on the road, maybe at a customer, maybe 58 00:05:23,359 --> 00:05:29,200 at a truck stop. Like I said, ask them if they've listened to all these pneumatic, never static. Yet 59 00:05:29,200 --> 00:05:35,159 if they say no, this is where you come in. This is where you're the superhero. In this movie, all you 60 00:05:35,160 --> 00:05:39,679 got to do is tell them that, hey, it's really easy to check out and all you got to do is go to 61 00:05:39,720 --> 00:05:45,840 podcast.bulktransit.com. All the episodes are right there. In fact, you can even email me the 62 00:05:45,840 --> 00:05:50,800 host by going to that website. There's a button there for it. It's real simple. It's real user 63 00:05:50,800 --> 00:05:56,709 friendly. The reason I want you to ask is because we're always looking for more drivers at bulk and 64 00:05:56,709 --> 00:06:01,589 spur to not only listen to the show, but to come and take part in it. And that's why one of the 65 00:06:01,589 --> 00:06:08,030 first things I tell you about when I direct you to the web page podcast.bulktransit.com, once again, just for 66 00:06:08,030 --> 00:06:13,510 repetition sake, I tell you first and foremost about that button where you can send me an email 67 00:06:13,549 --> 00:06:19,789 because we've had drivers reach out, suggest something to talk about on the show, and lickety 68 00:06:19,829 --> 00:06:24,989 split, we turn that thing into an episode. I've had drivers reach out to just say, hey, uh, don't really 69 00:06:24,989 --> 00:06:29,429 have anything specific, but I'd love to come on the show if you ever have an opening, you know 70 00:06:29,429 --> 00:06:34,309 we're going to make that happen. Alright, so tell a friend for us. That's your homework assignment 71 00:06:34,309 --> 00:06:39,390 today. Just tell another bulk driver about this podcast. Ask them if they've listened to it. If 72 00:06:39,390 --> 00:06:43,909 they haven't. Tell them about the website. Tell them about the things we're talking about and 73 00:06:43,910 --> 00:06:49,469 maybe share with them what it was that you got out of the podcast. Because that's sort of I see 74 00:06:49,470 --> 00:06:54,619 that as sort of like part of the knowledge that you guys can share amongst one another as drivers. 75 00:06:54,899 --> 00:06:59,299 You know, there's a lot of experience, a lot of learning the road, a lot of learning the trailer, 76 00:06:59,340 --> 00:07:05,339 the loads, all of that different thing, all of those different things. Excuse me. Uh, but I kind of 77 00:07:05,379 --> 00:07:10,499 look at it as like, hey, maybe one thing got said on this show that really, uh, moved the needle for 78 00:07:10,499 --> 00:07:15,139 you. If that happened and you tell a friend we're going to grow this community like you can't 79 00:07:15,139 --> 00:07:20,618 imagine, that's exactly why we're doing it. We want all you guys listening if you can or if you want 80 00:07:20,619 --> 00:07:27,059 to. And we definitely want as many of you to take part in this, uh, as we can get on the air now, I 81 00:07:27,060 --> 00:07:32,299 can take a lot of drivers on the air at one point in time. I think the max that I've had, uh, in my 82 00:07:32,299 --> 00:07:37,779 career doing this is six drivers on the air at the same time. I'm happy to do it. You guys want to 83 00:07:37,780 --> 00:07:42,499 have a little party line episode? You want to just, uh, you know, get in here and kick the tires a 84 00:07:42,499 --> 00:07:49,059 little bit. That's fine with me. Head on over to podcast.bulktransit.com. Send me a message. 85 00:07:49,059 --> 00:07:54,809 Tell a friend. Keep clicking. Listen on those episodes. That's making it happen for us. We really 86 00:07:54,810 --> 00:08:00,808 appreciate every single one of you jumping in and listening with us each week. It means the world to 87 00:08:00,809 --> 00:08:06,369 all of us over here, and I want to take a special moment real quick to shout out the fact that I am 88 00:08:06,369 --> 00:08:12,689 merely the voice of this team. And when I say team, there's a lot of them. Alright. Uh, we got Jessica 89 00:08:12,690 --> 00:08:19,048 in is our producer. She handles so much behind the scenes like every good producer does. Uh, Jessica's 90 00:08:19,049 --> 00:08:24,849 phenomenal at this job, and without her, you would hear me babbling incoherently on this podcast 91 00:08:24,850 --> 00:08:30,049 every single week. Hats off to her. You want to know how sometimes I sound a little bit 92 00:08:30,049 --> 00:08:35,489 discombobulated, and how sometimes I'll give you a little of the hubby, a little trip over the tongue. 93 00:08:35,530 --> 00:08:40,929 Fun stuff. No, you don't hear that. Oh, that's because we have an absolute audio ninja behind 94 00:08:40,929 --> 00:08:47,849 the scenes named Mike. And, uh, every time I do an and, uh, you don't hear it because Mike 95 00:08:47,849 --> 00:08:54,240 slices it out of there, he is a pro. To the nth degree. And let me tell you, this podcast does not 96 00:08:54,240 --> 00:09:00,439 sound as crisp and beautiful as it does without Mike putting his hands on it. Hats off to Mike. 97 00:09:00,520 --> 00:09:05,839 You've seen all the art that we put out on all the socials. We got multiple people behind that, 98 00:09:05,840 --> 00:09:11,918 but I want to give a quick tip of the cap to Arie and Lurie for those. They took like 700 pictures 99 00:09:11,919 --> 00:09:16,919 of me one day in a studio on kind of a green screen so that they could put me in any situation 100 00:09:16,919 --> 00:09:23,599 that you can imagine, and some of the artwork that these people have the ability to do. I saw myself 101 00:09:23,599 --> 00:09:29,039 on a skateboard the other day. I haven't skateboard since I was 15 years old, and let me 102 00:09:29,039 --> 00:09:34,959 tell you, it was a hard fall and it was the end of my skateboarding career. But I just saw 41 year 103 00:09:35,000 --> 00:09:39,279 old me on a skateboard and it brought back some real nostalgic memories, made me feel all warm and 104 00:09:39,280 --> 00:09:45,039 fuzzy inside the artwork that goes into this not only just the social media advertising, but the 105 00:09:45,039 --> 00:09:51,668 logo. All of it. Hats off to that squad. And Oh, yeah. Remember that website we talked about? That's my 106 00:09:51,669 --> 00:09:58,590 guy Tyler podcast.bulktransit.com. He is an absolute dynamo when it comes to building 107 00:09:58,590 --> 00:10:04,389 web pages, coding everything. I mean, I can't even really put into words what the guy does because 108 00:10:04,389 --> 00:10:11,150 I'm so dumb when it comes to that aspect of what goes on here at Always pneumatic, never static. 109 00:10:11,150 --> 00:10:16,549 I say this to you guys because you're always telling me how great the team at bulk is, how you 110 00:10:16,549 --> 00:10:21,069 love the people, how you love the family environment. And I'm fortunate enough to have a 111 00:10:21,070 --> 00:10:25,229 team like that here, and we don't get to talk about them very much. So I'm always going to carve 112 00:10:25,229 --> 00:10:29,869 out a little time whenever I've got a couple extra minutes to shout out. The team here at 113 00:10:29,869 --> 00:10:35,669 Always Pneumatic, never static. If it wasn't for them, this podcast would not be something that you 114 00:10:35,710 --> 00:10:42,349 click on every single week. I am not the guy, I'm just the mouthpiece. And, uh, you know, that's that's 115 00:10:42,349 --> 00:10:47,859 what I was put on this planet to do. You'll hear Phil say it a little bit later on. Um, I got the 116 00:10:47,859 --> 00:10:52,259 gift of gab, and I don't know if it's always a gift, but what I'll tell you is, if you put a great 117 00:10:52,259 --> 00:10:57,699 team of people like I have behind a guy like me who never shuts up, you can make a podcast and you 118 00:10:57,699 --> 00:11:03,299 could do it about a really good company, like bulk, and get tons of people in to tell you how great 119 00:11:03,299 --> 00:11:08,139 of a company it is, why they like working for it, and what it is that makes them tick. And that's 120 00:11:08,140 --> 00:11:13,379 what today's episode is going to bring you. We're doing an employee spotlight on Account manager 121 00:11:13,379 --> 00:11:19,218 Phil Spring. I had a great meeting with Phil when I was in Plain City doing our discovery, learning 122 00:11:19,219 --> 00:11:24,099 as much about the company as we could. And I knew from sitting in that room with him just a few 123 00:11:24,099 --> 00:11:29,339 minutes that we got to spend, we got to get him on the show and it's been a while. All right. I didn't 124 00:11:29,340 --> 00:11:34,619 get him on here as quick as I thought I would, but I know that he's a he's a friend of the show. He, 125 00:11:34,620 --> 00:11:39,579 uh, he's more than happy to come on here and join us. He's joining us today on very short notice, and 126 00:11:39,580 --> 00:11:45,219 we can't thank him enough for it. And, uh, also just a little teaser here. Phil and I are going to talk 127 00:11:45,219 --> 00:11:49,939 a little bit of football today because it's mid-August. That means football is right around 128 00:11:49,940 --> 00:11:54,499 the corner. And I know there's a lot of football fans out there listening to this right now, so 129 00:11:54,539 --> 00:11:59,979 we'll, uh, we'll we'll whet that whistle just a little bit later on in the interview. But for now, 130 00:12:00,020 --> 00:12:05,619 let's bring in account Manager Phil Spring and learn about what the role entails and how drivers 131 00:12:05,620 --> 00:12:06,819 can affect it. 132 00:12:14,580 --> 00:12:19,900 Welcome back into always pneumatic, never static. Very excited for my guest. Joining me right now 133 00:12:19,900 --> 00:12:26,379 here on the show. And uh, we've got account manager Phil Spring in studio and, uh, Phil, welcome to the 134 00:12:26,379 --> 00:12:31,419 show. So happy to have you. We had a great meeting with you when we were back there, uh, in Columbus 135 00:12:31,420 --> 00:12:35,979 or in Plain City. And, uh, very excited to finally get you on the show here. It's been a long time 136 00:12:35,979 --> 00:12:42,940 coming, my friend. Yep. I appreciate you having me. And, uh, you know, look forward to sharing what 137 00:12:42,940 --> 00:12:47,929 everybody else has been sharing good things about bulk transit. Absolutely, man. Well, we're so happy 138 00:12:47,930 --> 00:12:52,408 to have you. Uh, why don't you tell me a little bit of the Phil Spring story? How did you get into 139 00:12:52,409 --> 00:12:58,729 this business? And how did you end up at bulk? Well, for me, it's a long story. I'm an old guy. Um, you 140 00:12:58,729 --> 00:13:05,609 know, I graduated from Ohio State back in 1988. So, um, you know, my family 141 00:13:05,609 --> 00:13:10,809 and my dad, uh, you know, we were all. And my dad was in sales. He worked for, uh, General Foods selling 142 00:13:10,810 --> 00:13:16,529 coffee for Maxwell House. So that kind of runs in our family. I kind of watched what he was doing, uh, 143 00:13:16,530 --> 00:13:20,809 growing up and kind of knew that that was kind of what I wanted to do. I said, this, this looks pretty 144 00:13:20,809 --> 00:13:26,090 cool. You work a little bit in your office. You go see customers. You, you know, you do some other work, 145 00:13:26,090 --> 00:13:31,649 you've got freedom and flexibility. And I said, well, this looks pretty good for me. And and my 146 00:13:31,650 --> 00:13:38,408 brother is also in sales. So, uh, but, you know, I start off, uh, you know, down in Dallas, 147 00:13:38,409 --> 00:13:44,799 Texas, my first career and eventually moved back to Columbus and got back. I sold carpet originally, 148 00:13:44,800 --> 00:13:50,798 so I sold a lot of different products throughout my career. Uh, but I landed in logistics. Gosh, it's 149 00:13:50,799 --> 00:13:57,799 probably been close to 20 years now in logistics, so I work for a courier company. So that would be 150 00:13:57,799 --> 00:14:04,359 selling, you know, hot shot services, same day kind of thing. And from there, I ended up selling 151 00:14:04,400 --> 00:14:11,199 LTL for about 5 or 6 years. And, uh, I always had my resume out there on indeed. And, 152 00:14:11,200 --> 00:14:16,559 and sort of things kind of worked out to where I ended up getting an interview here with Bulk 153 00:14:16,599 --> 00:14:23,080 Transit, which, but, uh, and once I met the family and came here for the interview, I knew, you know, I 154 00:14:23,080 --> 00:14:28,839 wanted to make this change, you know, to a smaller family company like this. So, man, it seems like 155 00:14:28,840 --> 00:14:32,918 that's where everybody's story kind of starts with bull, because they get in, they get in the 156 00:14:32,919 --> 00:14:37,680 interview and they realize who's running the company and how things run. Uh, and it's pretty 157 00:14:37,680 --> 00:14:42,748 much no looking back from there. Phil, it sounds like that was, uh, very similar to your situation? 158 00:14:42,910 --> 00:14:49,230 Yeah. When you learn that the previous person in your position, you know, had been there for 35 159 00:14:49,230 --> 00:14:55,909 years and you're replacing somebody that's been there for 35 years. It must not have been too bad. 160 00:14:56,150 --> 00:15:02,309 Yeah, absolutely. Made it that long. And, uh, you, you know, you knew you were going to learn a lot from, 161 00:15:02,349 --> 00:15:09,349 you know, somebody that's been there and, uh, you know, Mike Cooper was my predecessor. And, you know, 162 00:15:09,510 --> 00:15:16,029 you taught me a lot and stuck around for, gosh, my first few weeks and, and, you know, worked with me 163 00:15:16,030 --> 00:15:21,309 and introduced me to customers. And, you know, he's still kind of a legend, especially with the folks 164 00:15:21,310 --> 00:15:26,749 down in West Virginia on the cement side of things. So I knew I had big shoes to fill. But, you 165 00:15:26,750 --> 00:15:33,308 know, I was pretty confident, uh, you know, once I'd, you know, get going that I'd I'd do fine. 166 00:15:33,309 --> 00:15:40,309 So. Sure. Now, did Mike, uh, walk into the sunset of retirement after he left the job at bulk? He 167 00:15:40,310 --> 00:15:45,499 did. I think it was a little bit. A little bit of a struggle. Even though he was, I think he was in his 168 00:15:45,499 --> 00:15:51,979 70s, early 70s. So he, you know, he he kept going. And I mean, interestingly enough, you know, I'm 169 00:15:51,979 --> 00:15:58,539 62 now and, you know, probably if I was doing what I was doing before I came here, I'd probably just 170 00:15:58,539 --> 00:16:04,219 be, you know, grinding my head, you know, wanting to get out. But, you know, now I can kind of look 171 00:16:04,220 --> 00:16:10,978 forward to, uh, you know, doing this as long as I feel good and and, you know, I'm not, like, in a big 172 00:16:10,979 --> 00:16:17,700 hurry to retire. I like what I do, and it's the right fit, and so. So I can keep going, I 173 00:16:17,700 --> 00:16:23,340 guess. Hopefully not as long. Maybe not quite as long as he did. As Mike did. Who knows? You know 174 00:16:23,340 --> 00:16:29,460 what I mean? So. Well that's awesome man. I love it when somebody tells me that they finally found a 175 00:16:29,460 --> 00:16:33,979 gig where they're not, uh, grinding their teeth down to nubs and they like coming in to work, and 176 00:16:33,980 --> 00:16:38,779 they like who they work for, and, man, I'll tell you, we get that a lot on this podcast. And another 177 00:16:38,780 --> 00:16:44,289 thing that we get is we've we've actually heard from people that retired from bulk in their 178 00:16:44,289 --> 00:16:50,169 retirement during their retirement and always have good things to say. And I'm happy that you 179 00:16:50,169 --> 00:16:55,649 found this spot with bulk and and glad that you enjoy what you're doing every single day, because 180 00:16:55,649 --> 00:17:02,209 if you don't enjoy it as an account manager, it probably becomes pretty hard to do the job that 181 00:17:02,210 --> 00:17:07,409 you do. And and I want you to walk us through that a little bit. Phil, what does the account manager 182 00:17:07,410 --> 00:17:12,448 position entail day to day? Um, I know you already kind of mentioned you're on the phone a little 183 00:17:12,449 --> 00:17:17,209 bit. You're out seeing customers. Um, how much of that applies to what we're doing every day here? 184 00:17:17,210 --> 00:17:24,169 Uh, in your current role at bulk? Well, because our customers are fairly widespread, my mix of face to 185 00:17:24,170 --> 00:17:31,050 face visits, um, it's not all that often, but, you know, a few times a 186 00:17:31,050 --> 00:17:36,568 month or whatever, just depending on where I go. But it's not like I'm out making sales calls face 187 00:17:36,569 --> 00:17:43,438 to face, you know, around Columbus, Ohio and so forth. So a lot of what I do is, is on the computer. 188 00:17:43,600 --> 00:17:49,399 Through emails. I mean, we live in that world especially, you know, since, since Covid and. You 189 00:17:49,400 --> 00:17:56,078 know, I started here in 2019. So, you know, going through that transition. You noticed a difference 190 00:17:56,079 --> 00:18:02,559 in that. But but in any event, you know, I mean, I guess for me, I'm involved in pretty much all 191 00:18:02,560 --> 00:18:08,839 aspects of, of what we do here. So that's kind of one of the things I like about it. You know, I 192 00:18:08,839 --> 00:18:15,640 manage all the accounts, but some of Brian's, you know, big, big guys, his, his babies, I would call it. 193 00:18:15,640 --> 00:18:22,198 But, uh, he, he has about 5 or 6 of those and and the rest of them I'm responsible for, you know, 194 00:18:22,239 --> 00:18:26,999 interactions when they reach out to me for anything that they need. You know, obviously, I do a 195 00:18:27,040 --> 00:18:33,958 lot of rate quoting for people, um, whether it's for new business or just, um, you know, existing 196 00:18:33,959 --> 00:18:40,359 customers wanting a bunch of rates for next year. Um, you know, we we I get involved in some large 197 00:18:40,359 --> 00:18:47,039 bids from time to time. So a lot, you know, a lot of quoting and email interaction. But I also 198 00:18:47,079 --> 00:18:52,319 work, you know, a lot with the billing department, especially early in the week. So, you know, there's 199 00:18:52,359 --> 00:18:59,199 all the rates obviously go through me because if it's a new rate and they don't have 200 00:18:59,200 --> 00:19:04,999 it, you know, I have to save it. So I have to keep track of every customer and all the quotes that I 201 00:19:05,000 --> 00:19:11,799 give them in their individual folders. And, you know, if they end up using us for those shipments, 202 00:19:11,800 --> 00:19:16,519 then billing reaches out and says, hey, I need this rate. So, you know. So I do a lot of a lot of 203 00:19:16,520 --> 00:19:22,800 interaction there. And obviously working closely with Sean, our operations manager, on 204 00:19:22,800 --> 00:19:28,479 opportunities, and also our terminal managers, each one of them, depending on, you know, what the 205 00:19:28,479 --> 00:19:34,119 opportunity is, you know, whether or not it's going to be the right fit for us and how we go about 206 00:19:34,160 --> 00:19:40,989 approaching, you know, equipment and drivers and and so forth. So obviously 207 00:19:41,029 --> 00:19:46,709 a couple times a year towards, you know, getting towards the fall, I'll start working on rate 208 00:19:46,709 --> 00:19:53,270 increases for 2026. So that's obviously a, you know, a very big thing we have to try to 209 00:19:53,270 --> 00:19:59,349 get, you know, rate increases so we can pay our drivers more. And and plus just the company I mean 210 00:19:59,390 --> 00:20:05,269 you know with inflation and everything. And fortunately our service is excellent. So that 211 00:20:05,270 --> 00:20:11,909 certainly makes it a lot smoother when you're asking customers for their rate increases. So so 212 00:20:11,910 --> 00:20:17,389 that keeps me pretty pretty busy. In addition to my day to day activities and going out on 213 00:20:17,389 --> 00:20:23,348 customer visits, you know, especially in the fall summer, we get a little I get a little bit of a, I 214 00:20:23,349 --> 00:20:28,549 guess I would say a little bit of a slowdown. So, yeah, so to speak, which is kind of nice, you know, 215 00:20:28,589 --> 00:20:34,630 4th of July, that time of year, early in the year and in January and February. 216 00:20:35,260 --> 00:20:40,978 Everybody's coming with new opportunities. And and it was like that this year as well. So there was 217 00:20:40,979 --> 00:20:47,819 just a lot of activity, a lot of action. And you know, once we got that business established going 218 00:20:47,819 --> 00:20:53,899 into it, then we get filled up with capacity. And if business is good, it's sort of hard sometimes 219 00:20:53,899 --> 00:20:58,579 to add a lot of new stuff during the time. Sure, certain times of year. So we just kind of got to, 220 00:20:58,740 --> 00:21:02,939 you know, check it out before we make a commitment for something. We want to make sure that we're 221 00:21:02,939 --> 00:21:09,138 going to service it. So, um, the and then also we have, uh, our cement 222 00:21:09,139 --> 00:21:15,339 customers in at the end of March, you know, that's when their rates expire. So 223 00:21:15,500 --> 00:21:21,499 in January and February, I'm a little bit busier working on rate increases for those customers 224 00:21:21,539 --> 00:21:28,259 that go into effect early April. So copy man, it sounds like you're, uh, you got to be 225 00:21:28,259 --> 00:21:34,209 organized to do what you do. That's, uh, you got a lot, of lot of spinning plates there, Phil. Well, you 226 00:21:34,209 --> 00:21:40,810 know, it's always been one of my strengths, um, is being organized and following up and not letting 227 00:21:40,810 --> 00:21:47,770 things sit around. You know, I kind of got to stay on top of things. It's just part of 228 00:21:47,770 --> 00:21:54,329 the way I'm wired. So the job kind of fits naturally for me. I can I can do it pretty 229 00:21:54,329 --> 00:22:01,328 efficiently. But yeah, staying organized is a big part of making my job easier to do day 230 00:22:01,329 --> 00:22:07,689 to day. So I'm not, you know, pulling my hair out like you said. So. Sure, sure. And I wonder, Phil, how 231 00:22:07,689 --> 00:22:11,889 much different is it what you're selling here than when you were selling more traditional 232 00:22:11,889 --> 00:22:16,609 products? You mentioned selling carpet for a little while. Your dad sold, uh, for Maxwell House 233 00:22:16,609 --> 00:22:21,569 coffee, which, by the way, great reference. Uh, I haven't seen a Maxwell House commercial in so 234 00:22:21,569 --> 00:22:27,289 long, and I remember them from my childhood. Always, you know, the the the rising sun and the the 235 00:22:27,290 --> 00:22:32,130 lighting and those commercials. I remember it like it was yesterday, but, you know, good. To the last 236 00:22:32,160 --> 00:22:38,719 drop. Good to the last drop. There you go. It seems to me. And? And you can. I want your comments here. 237 00:22:38,720 --> 00:22:44,359 But more than just selling a traditional product, you're selling reliability and execution that 238 00:22:44,359 --> 00:22:50,520 bolt can offer its customers. How different is it that you're not selling limestone? You're not 239 00:22:50,520 --> 00:22:56,079 selling concrete. You're more selling, uh, you know, a logistical operation that goes around those 240 00:22:56,079 --> 00:23:01,920 things. Did that challenge you at all when you first got into it? Well, I guess 241 00:23:03,119 --> 00:23:09,518 I'm not really. I don't feel like I'm selling in the same way that I sold products and knocked on 242 00:23:09,519 --> 00:23:16,319 doors and going and hunting after business and everything. Um, because of our reputation 243 00:23:16,319 --> 00:23:21,519 and the fact that it's kind of a niche, why, you know, there's not that many great good bulk 244 00:23:21,520 --> 00:23:26,599 carriers like us in the Midwest. I know they're out there, but, I mean, I know how much better we 245 00:23:26,599 --> 00:23:32,269 are, right? I know the size and I know the size that we are. And I know that the customer base 246 00:23:32,269 --> 00:23:39,068 that we have, you know, is going to lead, you know, the most of the business kind of comes to 247 00:23:39,109 --> 00:23:44,989 me or to us. I mean, whether they hear about us or they just know who we are, they've dealt with this 248 00:23:45,030 --> 00:23:51,550 in the past. We've been around since 72 or whatever. I mean, you know it. 249 00:23:52,350 --> 00:23:58,310 You know, it just kind of comes in and then you just kind of filter it from there to see how it 250 00:23:58,310 --> 00:24:05,149 fits. So I think more there's more people that need what we do than we're able to provide, to 251 00:24:05,189 --> 00:24:10,068 be honest with you. Sure, sure. That's a great problem to have. Yeah, that's a great problem to 252 00:24:10,069 --> 00:24:16,869 have. In the sand. I mean, you know, with, you know, people to haul bulk. I mean, you know, LTL, 253 00:24:16,910 --> 00:24:23,510 I'm sure there, you know, there's like, ah, five different LTL reps knocking on the same doors out 254 00:24:23,510 --> 00:24:30,139 here, like what I was doing before. So. Right. It was much more of a follow up Persistency. 255 00:24:30,180 --> 00:24:35,939 Knock on doors. Try to get appointment appointments. People telling, you know, all the time. 256 00:24:36,140 --> 00:24:42,420 You know, that kind of thing. So when I mentioned that, you know, this is, you know, something that I 257 00:24:42,459 --> 00:24:48,619 can continue to do at the age that I'm at, it just not that I wasn't good at and enjoyed some 258 00:24:48,660 --> 00:24:54,379 aspects of what of, you know, the hunting and that part of sales in the past. I just think the 259 00:24:54,380 --> 00:25:01,099 transition to to where it's at now is perfect. So. Sure. You know, I, I've only worked with one 260 00:25:01,139 --> 00:25:06,259 LTL company in my career making podcasts for truck drivers, and it was a couple of years ago. 261 00:25:06,259 --> 00:25:12,219 But the guy in your position at that company, I believe the way that he described it to me in a 262 00:25:12,219 --> 00:25:18,899 meeting was LTL sales is a bit of a rock fight. Um, what are your comments on that? Is that does that 263 00:25:18,900 --> 00:25:24,819 sound like your experience? Well, especially if you consider the company we had some of the worst 264 00:25:24,819 --> 00:25:31,169 service in the LTL industry. So imagine, you know, you're working hard to go out and make, you know, 265 00:25:31,209 --> 00:25:36,489 close some business and get business on board. And then, you know, your service is just constantly 266 00:25:36,489 --> 00:25:43,089 screwing it up and ruin it for you. So, I mean, yeah, it was a rock. Enough of a rock fight to fight the 267 00:25:43,089 --> 00:25:49,889 competition and then a further rock fight, you know, try to keep the business because of how, 268 00:25:50,129 --> 00:25:57,049 you know, poorly we were operationally to be, to be honest with you. So this is without a 269 00:25:57,089 --> 00:26:03,929 doubt one of the best, the best company I've probably sold for from a product 270 00:26:03,930 --> 00:26:10,529 standpoint. And I've sold good products before. But from a in the service industry, you 271 00:26:10,529 --> 00:26:16,968 know, it's we do a great job and that just makes makes your life 272 00:26:16,969 --> 00:26:23,849 easier. Absolutely. I can totally see that. I and I wonder that's that's a really great transition, 273 00:26:23,849 --> 00:26:28,530 Phil, because I was going to ask you about this. But, you know, first and foremost, let's give a 274 00:26:28,530 --> 00:26:34,649 shout out to operations. Sean, all the terminal managers. You get these, you get these guys on this 275 00:26:34,650 --> 00:26:40,009 podcast and you start to see the dedication that they have to their side of things, and I want to 276 00:26:40,010 --> 00:26:45,689 give them their flowers. But really, what I want to hone in here a little bit on Phil is um, the, the 277 00:26:45,689 --> 00:26:51,169 drivers impact on what you do, because what you said right there, you know, you can go through the 278 00:26:51,169 --> 00:26:57,569 entire sales process, close a customer, have a good relationship, and then five minutes interacting 279 00:26:57,569 --> 00:27:03,608 with the driver at one point in time on one bad day, uh, can really throw a wrench into the spokes, 280 00:27:03,609 --> 00:27:10,449 can it? Absolutely. And we're not without fault there. I mean, we we have those situations. Don't 281 00:27:10,449 --> 00:27:17,089 get me wrong. We're not. You know what I mean? Uh, you know, things do happen operationally, but with 282 00:27:17,089 --> 00:27:23,929 the frequency with what they happen is, you know, pretty low for the amount of volume that we do. 283 00:27:23,930 --> 00:27:30,598 So I think people view us as having excellent service, but just their, you know, how they 284 00:27:30,599 --> 00:27:35,119 interact with the customers. They're the ones like you said. I know we've talked about this on the 285 00:27:35,119 --> 00:27:41,919 front lines and, you know, they're the ones who do what every everything 286 00:27:41,920 --> 00:27:47,319 else that we all do to get the business there then is on their shoulders, so to speak. Right, 287 00:27:47,359 --> 00:27:54,319 right, right. Um, to actually pick it up and do the physical part of it and do the deliveries, I mean, 288 00:27:54,360 --> 00:28:00,959 you know, it's it's huge. And that's why you can sense the pride, um, when you talk to them 289 00:28:01,040 --> 00:28:06,680 and, you know, the ones that are really good at it, um, you know, they're going to want to they're 290 00:28:06,680 --> 00:28:12,319 going to probably make the most money. They're going to have the fewest driving errors in any 291 00:28:12,319 --> 00:28:17,439 company. When you're in the truck driving industry, though, you're going to have, you know, good ones. 292 00:28:17,439 --> 00:28:23,839 And then but they get weeded out the bad ones. So. Sure, sure. It's a high turnover industry. That's 293 00:28:23,839 --> 00:28:27,790 that's always going to happen if you're not pulling your weight, right? It is. And I mean, I you 294 00:28:27,790 --> 00:28:34,069 know, kudos to Rachel, you know, for doing the recruiting. I mean, it's just a huge you know, she's 295 00:28:34,069 --> 00:28:39,709 been a huge asset as well because like you said, I mean just trying to keep keep the flow of good 296 00:28:39,709 --> 00:28:46,669 quality candidates coming in. You know, if you were to ask me, you know, what I like best working for 297 00:28:46,670 --> 00:28:52,349 BOQ and that may be on your list. I mean, obviously it's the people and you've you've had this answer 298 00:28:52,390 --> 00:28:58,989 from from other people that you've done podcasts here with. But, uh, you know, I think about our 299 00:28:58,989 --> 00:29:05,949 team, like you said, Sean, I mean, and you talked about selling, I mean, well, everybody sell, 300 00:29:06,469 --> 00:29:11,990 you know, it's a it's a group effort. You know what. I mean, right? So it's not like I just go and sell 301 00:29:11,990 --> 00:29:18,468 something. I mean, you know, everybody's involved in in the process. The terminal managers can in many 302 00:29:18,469 --> 00:29:24,380 times can actually, you know, they're they're in a market where I can't be there all the time. And I 303 00:29:24,380 --> 00:29:30,380 know the customer. They know the customers in that area, you know. And so they'll get leads from your 304 00:29:30,380 --> 00:29:35,539 or people call in there or just their relationships in that market. Will will get 305 00:29:35,540 --> 00:29:42,460 business leads flowing up to me as well. So, you know, a lot of times that's how it works. And then, 306 00:29:42,540 --> 00:29:48,419 you know, obviously getting, you know, Sean involved, you know, he'll go he'll you know, he likes to go 307 00:29:48,420 --> 00:29:55,299 visit customers with me. So, you know, I think about LTL sales and operations. 308 00:29:55,339 --> 00:30:01,780 You know, a lot of times would clash with each. Other a little bit. Heads there. Yeah. Especially in 309 00:30:01,780 --> 00:30:08,379 a lot of larger companies that are in in the service industry. Right. But but here it's just you 310 00:30:08,379 --> 00:30:14,020 know, we we work together. It's like we're selling it together, you know. Sure. I mean, I hear that you 311 00:30:14,020 --> 00:30:19,139 you you said it. I hear it so much on this podcast. That's the one thing that everybody comes back to 312 00:30:19,180 --> 00:30:23,409 when I do ask them what their favorite part of working at bulk is. And you're right, man, it was on 313 00:30:23,409 --> 00:30:27,769 my list. But you've obviously listened to this, so you kind of know where I'm headed from time to 314 00:30:27,769 --> 00:30:33,289 time. And and I love that. Take the words out of my mouth because, um, you know, it's it's, you know, 315 00:30:33,290 --> 00:30:37,209 where I'm going with it, but obviously there's something that we're trying to get to here, and, 316 00:30:37,210 --> 00:30:42,329 and you kind of keep checking these boxes for me. There's one more that I want you to check for me 317 00:30:42,330 --> 00:30:47,729 real quick. Yeah. Would you agree with the statement that every bulk driver is is part of 318 00:30:47,729 --> 00:30:52,769 the sales department in one way or the other, with the way that they have to carry the customer 319 00:30:52,770 --> 00:30:58,409 service, they have to make sure that they're being professional, showing up on time, doing a great job 320 00:30:58,410 --> 00:31:03,690 with a smile on their face, regardless of how hard the day's been. Um, you know, all that's part of 321 00:31:03,690 --> 00:31:08,489 customer relations. And and the bulk drivers really seem to take it seriously. Phil, do you do 322 00:31:08,489 --> 00:31:14,969 you kind of look at them all as having a role in the sales department? 100%? I mean, there might be 323 00:31:14,970 --> 00:31:21,799 the the biggest role, especially with keeping the business that's there. Obviously, you know, I mean 324 00:31:21,840 --> 00:31:26,920 if we're if we've got business and we're constantly failing and the drivers are failing, I 325 00:31:26,920 --> 00:31:33,399 mean that business is gone. So obviously what they do from the very first delivery on a brand new, 326 00:31:33,480 --> 00:31:38,759 you know, account or brand, you know, I mean it's important. I mean building those relationships, 327 00:31:38,959 --> 00:31:44,199 they're going to build relationships at the level that's going to allow us to grow with that 328 00:31:44,199 --> 00:31:49,879 customer. So sometimes you may not start off with a lot of business, but that driver and their 329 00:31:49,880 --> 00:31:56,879 performance can also help us get more business from those customers just by how they perform. So. 330 00:31:57,520 --> 00:32:04,479 No question about it. I mean, if, if I, I guess I think about, you know, 331 00:32:04,519 --> 00:32:09,959 Amazon, you know, how successful would they be if they had a bunch of idiots throwing packages 332 00:32:09,960 --> 00:32:16,719 around delivering packages? You know how they do. I mean, they do a great job, right? I 333 00:32:16,719 --> 00:32:23,309 mean, even though it's they do. You know they went out there. Idiots too, with all that, 334 00:32:23,709 --> 00:32:28,069 you know, ring camera footage these days. Like it doesn't take long to figure out that somebody 335 00:32:28,069 --> 00:32:32,749 kicked a package onto your porch. And, uh, I think those people go the way of the buffalo very 336 00:32:32,749 --> 00:32:38,069 quickly, because they've got to keep that standard as high as they can. And you, you operate with a 337 00:32:38,069 --> 00:32:42,709 similar standard. There's there's not a lot of room for slippage here. You guys need these 338 00:32:42,710 --> 00:32:48,229 customers. And so you need the drivers to really deliver not only figure to or not only, uh, 339 00:32:48,229 --> 00:32:54,470 literally, but figuratively. Right. Phil. Yep. And I and I guarantee it's not easy for him. Right? You 340 00:32:54,470 --> 00:33:00,869 know, because somehow sometimes how they kind of get treated and how how things are at certain 341 00:33:00,870 --> 00:33:05,230 delivery locations, it's like you said, and they're tired. At the end of the day, they've got to get 342 00:33:05,230 --> 00:33:11,229 out of their trucks. They've got to be careful not to spill product. Uh, they're, you know, hooking up 343 00:33:11,230 --> 00:33:18,030 the hoses and all the things that they do. I think about when I first started, I remember going out 344 00:33:18,030 --> 00:33:23,390 and looking at these trucks, and I didn't understand. I don't even know. How it goes into. Or 345 00:33:23,390 --> 00:33:28,469 out. Or whatever. You know what I mean? And I'm thinking, oh, yeah. You know, I guess they learn all 346 00:33:28,469 --> 00:33:34,789 that, so, you know, which they do. But, you know, there's still still seems to be a lot to it. It's 347 00:33:34,790 --> 00:33:41,709 not like, you know, bumping a dock. Yeah. For, you know, and opening your trailer, they 348 00:33:41,710 --> 00:33:48,509 have a lot more involvement with the customers I think um, at the, at the locations because of 349 00:33:48,510 --> 00:33:55,509 how, you know, hands on it is so. Sure. Absolutely. I wonder, um, you know, I like to give 350 00:33:55,510 --> 00:34:00,068 people an opportunity to talk about points of pride from time to time. And I don't always 351 00:34:00,110 --> 00:34:04,630 straight up throw it out there like that. But this one, it was it's kind of important to set the 352 00:34:04,630 --> 00:34:11,149 frame for this next question. Phil, um, have you ever had a time when a customer reached out to 353 00:34:11,189 --> 00:34:18,100 you to compliment a driver, you know, like, personally, like say, hey, Mike did a great job here 354 00:34:18,100 --> 00:34:23,179 today, and I just want you to know that. And if that's happened, how does it make you feel as the 355 00:34:23,179 --> 00:34:30,100 account manager when you do hear that kind of feedback? Yes, that does happen. It's I would I 356 00:34:30,620 --> 00:34:36,059 probably happen more times with one particular customer than another one. That would be our 357 00:34:36,060 --> 00:34:42,259 Fairborn cement, which, you know, Rob and those guys out there because we do a lot of business with 358 00:34:42,259 --> 00:34:48,859 them and those guys have to deliver to road jobs, you know, out were constructions going on 359 00:34:48,899 --> 00:34:55,819 and, you know, unique kind of deliveries. But yeah, I've, I've, I've had quite a few instances 360 00:34:55,819 --> 00:35:02,739 where I've either gotten emails or, you know, phone calls or whatever, chatting up a driver, you know, 361 00:35:02,780 --> 00:35:09,539 for what they did something special. And, you know, we we share that internally because it's a point 362 00:35:09,539 --> 00:35:16,449 of pride with, with everybody all the way up obviously. So yeah it It's 363 00:35:16,449 --> 00:35:23,249 fantastic to hear those. You know, I believe that people probably feel that way more than they. They 364 00:35:23,250 --> 00:35:30,169 actually send those emails out. Mhm. You mean but when you actually get somebody taking the extra 365 00:35:30,169 --> 00:35:35,449 step to do that, you know, they, they really went above and beyond. Yeah. And, and you know if 366 00:35:35,450 --> 00:35:42,090 anybody's out there listening right now I will say um it really helps. You know, Brian gave me a 367 00:35:42,090 --> 00:35:46,168 compliment on something that we did on the podcast, uh, you know, a few months back. I don't 368 00:35:46,169 --> 00:35:50,809 even remember specifically what it was, but he just pointed out something real specific, and he 369 00:35:50,810 --> 00:35:56,488 said, hey, good job. And, Phil, I thrived on that for like, a month and a half. I mean, it really is 370 00:35:56,489 --> 00:36:01,889 amazing the way that, uh, just a small compliment for something that somebody does every single day 371 00:36:01,889 --> 00:36:07,969 of their lives can really, uh, build them up and lift them up and make them feel important. And so 372 00:36:07,969 --> 00:36:12,649 I'll just say real quick, if you're out there listening and somebody does a great job, don't 373 00:36:12,690 --> 00:36:18,638 don't, uh, you know, hesitate, send that email, make that phone call. It means a lot. And I think it 374 00:36:18,639 --> 00:36:23,639 really gives us an opportunity to not only go ahead and thrive off the compliment, but get 375 00:36:23,639 --> 00:36:29,559 better in other areas too. Like, hey, he complimented how I looked and how I, uh, you know, 376 00:36:29,600 --> 00:36:35,199 carried myself. And now I feel like I've got that down. I want to make sure that I'm Johnny on the 377 00:36:35,200 --> 00:36:41,199 spot when it comes to unloading the, uh, load or or, you know, leaving enough following distance, any 378 00:36:41,200 --> 00:36:46,719 number of different things. But, uh, what an awesome deal to be able to hear from a customer like that 379 00:36:46,720 --> 00:36:53,439 and, and be able to pass that compliment down to the driver, um, can great driver performance like 380 00:36:53,439 --> 00:37:00,119 that actually win more freight for bulk and spur? Phil. I would say that it's 381 00:37:00,320 --> 00:37:06,878 likely that it could. Yes. Like I said, whether or not it's. You know. Keeping the business that we 382 00:37:06,879 --> 00:37:13,589 have and ensuring that which is also important. But if a new opportunity comes and You're 383 00:37:13,590 --> 00:37:19,709 dealing with a customer that's had those experiences, you know, with our drivers and and 384 00:37:20,350 --> 00:37:25,669 any of our people. Who are they going to come to? First, I want to give that extra business to. It's 385 00:37:25,669 --> 00:37:31,829 going to be us. So. Sure, absolutely. Um, I want to talk just a little bit more about the drivers 386 00:37:31,830 --> 00:37:37,029 relation to to the, the sales aspect and the customer service aspect of what we're doing here, 387 00:37:37,029 --> 00:37:42,709 because, uh, obviously we got a lot of drivers listening to this fill and this one, um, you don't 388 00:37:42,709 --> 00:37:47,629 have to, you know, point anybody out in specific. We don't want to, uh, you know, we're not here to dress 389 00:37:47,629 --> 00:37:54,388 anybody down today. But I got a two part question for you. Um, what can a driver do in five minutes 390 00:37:54,389 --> 00:38:00,709 in any given day? Uh, that that makes your job easier or really helps you with what you're doing. 391 00:38:00,750 --> 00:38:07,350 Phil, is there anything that you can think of like that that you can walk me through? Well, it's it's 392 00:38:07,350 --> 00:38:14,299 interesting question because I get so wrapped up in the emails and things I'm doing. I probably 393 00:38:14,300 --> 00:38:18,739 need to stop and think a little bit more about that. What they what their what they could do. So 394 00:38:18,739 --> 00:38:25,339 that's a good question. I guess for me it would be, you know. You know, to arrive on 395 00:38:25,340 --> 00:38:31,979 time obviously, you know, show up when you're kind of within, you know, reason. I mean, things happen 396 00:38:31,980 --> 00:38:38,739 out there. Yep. Um, you know, be courteous. You know, don't 397 00:38:38,780 --> 00:38:45,658 talk too much, but it's okay to be friendly, but kind of stick to focusing on 398 00:38:45,659 --> 00:38:52,499 the quality of the delivery you're making and the little details of that, and then, 399 00:38:52,659 --> 00:38:58,579 you know, interact a little bit with people, but, you know, not too much. You know, I mean, I've, 400 00:39:00,020 --> 00:39:06,779 I guess I've experienced times when, you know, drivers, you know, and other jobs I've 401 00:39:06,780 --> 00:39:13,769 had, you know, got they just had too much Talking and personality, I guess so. There's 402 00:39:14,090 --> 00:39:19,289 there's a little bit of a fine line there. I think when they make a delivery. There really is. And let 403 00:39:19,290 --> 00:39:25,289 me tell. You, just. Keeping that in mind, um, you know how what you say to customers and how you say it 404 00:39:25,290 --> 00:39:31,769 and be polite and say thank you on the way out and keep everything pretty clean there at the 405 00:39:31,769 --> 00:39:38,688 delivery location. I guess that's. The that's it. Yeah. Look, I'm sorry I stepped on you there 406 00:39:38,689 --> 00:39:44,289 a little bit. No. That's okay. I mean, that was a good thing for me to think about. So, you know, I, I 407 00:39:44,530 --> 00:39:51,489 guess I could just say, yeah, go there, show up on time and make the delivery and leave. I mean, but 408 00:39:51,489 --> 00:39:57,089 know there there's little nuances that that make it are probably going to make a difference there 409 00:39:57,089 --> 00:40:02,889 in the relationship with that customer. So yes sir, yes, sir. Well, and what I was going to say is, I 410 00:40:02,889 --> 00:40:08,128 think that you pinpointed there the reason that I would ultimately wash out of trucking and 411 00:40:08,129 --> 00:40:13,889 especially for, uh, for bulk and hauling pneumatics. If I was able to get my CDL, and if I was ever 412 00:40:13,929 --> 00:40:18,569 able to master these trailers, which I don't think there's a snowball's chance for that fill. But if 413 00:40:18,570 --> 00:40:23,530 I did, my mouth would be the thing that got me in trouble, because it would be the thing that kept 414 00:40:23,530 --> 00:40:28,648 me from being on time for the next delivery. Because I'm a Chatty Cathy, man. It's just the way 415 00:40:28,649 --> 00:40:33,249 it goes. And you're right, there is a very fine line there. You can be professional, you can be 416 00:40:33,250 --> 00:40:39,049 friendly, you can be courteous, but still be 100% focused on the task at hand. And that's what bulk 417 00:40:39,050 --> 00:40:45,849 really needs to provide the top notch customer service, isn't it? Yeah, I, I would say like you said, 418 00:40:45,850 --> 00:40:52,689 it's you get to know the people at each delivery if you're a driver, obviously, and you know the 419 00:40:52,689 --> 00:40:58,769 amount your, your personality interactions can be with them. So you know, just, you know, 420 00:40:59,809 --> 00:41:06,168 understanding that when you go to each delivery and, you know, making sure the delivery goes off, 421 00:41:06,169 --> 00:41:11,759 well, you know, you do those two things, I think it's it's going to be great for for bulk and 422 00:41:11,760 --> 00:41:18,199 great for you and, and the customer, which is obviously the ones paying our bills. So doubt them. 423 00:41:19,840 --> 00:41:25,560 You know that. Things get tough. Yeah. Things get tough without them. Now conversely, I told you it 424 00:41:25,560 --> 00:41:30,720 was a two parter. Is there anything that a driver can do in five minutes out there on a delivery 425 00:41:30,720 --> 00:41:36,239 fill that makes your job a lot harder? I asked this part of the question because, again, I know 426 00:41:36,279 --> 00:41:41,399 the I've talked to enough bulk drivers out there to know that none of them are happy with where 427 00:41:41,399 --> 00:41:45,319 they are. They're always wanting to get better. They're always striving to be better at this job. 428 00:41:45,320 --> 00:41:50,079 And that's kind of where the question comes from. Is there anything out there that might go on, you 429 00:41:50,080 --> 00:41:54,760 know, in five short minutes? Uh, that'll really leave you kind of with your head in your hands a 430 00:41:54,760 --> 00:42:00,799 little bit and trying to figure out a problem or an issue, uh, anything like that come to mind? Well, 431 00:42:00,839 --> 00:42:06,399 the only thing that really comes to mind, because, you know, it's it happens. People have bad days, you 432 00:42:06,399 --> 00:42:13,310 know, or whatever, but sort of, you know, when you hear from a customer 433 00:42:13,310 --> 00:42:20,188 that a driver, you know, came off as rude or he was obviously having a bad day and, 434 00:42:20,310 --> 00:42:27,149 you know, may have said some things or it's it's usually if I hear 435 00:42:27,149 --> 00:42:33,949 something, it's related to something like that, obviously, um, if something got spilled all 436 00:42:33,950 --> 00:42:40,550 over or, you know, I mean, things happen. You know what I mean? But those kind of things, 437 00:42:41,070 --> 00:42:46,189 because I do happen once in a while. I mean, customers can understand a little mistake or 438 00:42:46,189 --> 00:42:52,870 something like that. But when, you know, when you're getting feedback about somebody's behavior at the 439 00:42:52,870 --> 00:42:59,790 delivery site and some type of interaction with one of their people, that didn't go well, I 440 00:42:59,790 --> 00:43:06,580 guess that would be the biggest thing that could go wrong, in my opinion. Sure. Sure. Well, and 441 00:43:06,580 --> 00:43:12,180 that's that's the reason I ask it is, again, I know the drivers are always wanting to be, um, you know, 442 00:43:12,219 --> 00:43:17,340 better at the job. And it's not because I think that this type of thing goes on a lot out there. 443 00:43:17,340 --> 00:43:23,260 It's like you said, things happen sometimes. People have bad days, you know, and it it it just, uh, I 444 00:43:23,260 --> 00:43:28,099 feel like getting the examples out there to the drivers that are listening is, is something that, 445 00:43:28,100 --> 00:43:32,739 uh, everybody can learn a little bit from. And I appreciate that because it's not always easy to 446 00:43:32,780 --> 00:43:37,939 answer the questions about when things go wrong. And I understand that you guys always do such a 447 00:43:37,939 --> 00:43:43,138 great job, because I ask every single one of you what happens when things go wrong, and every one 448 00:43:43,139 --> 00:43:48,539 of you guys doesn't panic is what I find. And and I think that that's a big part of it. You've got a 449 00:43:48,540 --> 00:43:54,179 team here at bulk that supports you, and that goes beyond just your dispatcher. That goes to Tim at 450 00:43:54,179 --> 00:44:00,299 safety, that goes to Shawn at operations, obviously, uh, Brad, Brian and Andrea in ownership, these guys, 451 00:44:00,379 --> 00:44:05,369 they've all said right here on this podcast, pick up the phone and call me if you need to. And I 452 00:44:05,370 --> 00:44:11,049 think that's a that's just something I always want to showcase is, hey, we have to be, uh, in, in 453 00:44:11,049 --> 00:44:15,969 the understanding that we're all human here and things might go wrong. People might have bad days. 454 00:44:15,969 --> 00:44:21,569 I like to say everybody's fighting a battle that we know nothing about. Um, so, you know, it's just, uh. 455 00:44:21,570 --> 00:44:27,929 I feel like it's good to get that stuff out there. Uh, Phil and and, um, sometimes I, I think that we, uh, 456 00:44:27,969 --> 00:44:32,369 we spend too much time focusing on the bad, and we don't do that here at bulk. We get to spend a lot 457 00:44:32,410 --> 00:44:38,609 of time focusing on the good. So, um, I've got let me see here. I've got a few fun things that I want 458 00:44:38,649 --> 00:44:43,489 to talk to you about, especially given that you told me where your alma mater is. And I'm going to 459 00:44:43,489 --> 00:44:47,730 get to that here in a minute, because you know that I'm over here on the West Coast, but I'm also 460 00:44:47,730 --> 00:44:53,609 a Big Ten boy. Uh, so we'll we'll talk a little bit about that here at the end. But, um, before we get 461 00:44:53,610 --> 00:44:59,209 to that, um, is there is there anything else about the account manager position or about the, the 462 00:44:59,209 --> 00:45:04,120 company as a whole that we've kind of left on the table here, Phil, that you want to mention before 463 00:45:04,399 --> 00:45:08,560 because obviously, you know, we're sitting here, what, almost 30 episodes in and this is your first 464 00:45:08,560 --> 00:45:13,719 appearance on the podcast. I want to give you time to have the floor. Is there anything on your mind 465 00:45:13,759 --> 00:45:19,519 that you want to talk to the listening audience of drivers about, about what you do at bulk that 466 00:45:19,519 --> 00:45:26,198 I've left here on the table? Well, I guess I would, uh, part another big part of what I do when I 467 00:45:26,199 --> 00:45:32,479 mention rates and things like that. I one thing we're always considering when I'm putting rates 468 00:45:32,479 --> 00:45:38,519 on, on things is, you know, how much the driver is going to make. So just so you guys all know that 469 00:45:38,520 --> 00:45:45,279 out there, I mean, I don't get too many complaints, you know, and usually if some if somebody isn't 470 00:45:45,280 --> 00:45:50,560 making what they feel like they should be making on a particular lane or something, they will, you 471 00:45:50,560 --> 00:45:55,119 know, go to their terminal managers. And, and we want that feedback, you know, and I need that 472 00:45:55,120 --> 00:46:01,720 feedback. You know, that doesn't mean I want like 250 emails, you know, about this coming up. Just so 473 00:46:01,720 --> 00:46:08,668 you guys know. Because. I know what they're going to do now. But I think that, you know, I think 474 00:46:08,669 --> 00:46:15,549 that we have bulk and myself, you know, we do a good job at keeping that in mind. You have 475 00:46:15,549 --> 00:46:21,468 to look at that because, you know, if they're not getting paid, you know what they need to get paid 476 00:46:21,469 --> 00:46:26,029 to keep happy. You know, doing that particular segment of business, you know, you have to look at 477 00:46:26,029 --> 00:46:32,069 each opportunity that way. So that's another facet of it. Yeah. Because they're the customer is not 478 00:46:32,070 --> 00:46:36,429 going to have the kind of service they want. The driver is not going to be happy, is going to go to 479 00:46:36,429 --> 00:46:42,149 work in a bad mood like we talked about. You know, I'm not getting paid enough for this or whatever, 480 00:46:42,830 --> 00:46:49,389 you know. But the other thing I'll say about Brian, you know, when it comes to those type of things, 481 00:46:49,389 --> 00:46:56,109 because they're situations where a rate may not have gotten in place, that that was where it 482 00:46:56,110 --> 00:47:01,898 needed to be. You know, I can work directly with Brian and we'll talk about it. Or the terminal 483 00:47:01,899 --> 00:47:07,619 managers will talk to Brian, and Brian will take a look at it. And, you know, he'll just you know, the 484 00:47:07,620 --> 00:47:13,860 pay. It might take a little bit out of his pocket on that particular thing. But you know, we try to 485 00:47:13,860 --> 00:47:20,779 make sure that, you know, you drivers are getting getting paid fairly and paid well. I mean we 486 00:47:20,779 --> 00:47:27,539 want you to, you know, not be, you know, unhappy, you know, out there running these lanes. So 487 00:47:28,020 --> 00:47:34,620 um, I guess that's a big aspect because that all works together towards the common goal. 488 00:47:34,979 --> 00:47:41,579 Yeah, absolutely. So absolutely. And you talk about driver pay on this podcast. Ears perk up Phil I 489 00:47:41,580 --> 00:47:48,100 will tell you that much right now. But for now. Hey, if if I can give as, as your humble 490 00:47:48,100 --> 00:47:53,820 podcast host, do me a favor. Don't open the floodgates on Phil here in the email. Uh, you know, 491 00:47:53,820 --> 00:47:58,139 give give the guy a little bit of a break here. He was nice enough to talk about that here on the 492 00:47:58,139 --> 00:48:02,939 episode. We don't want to kill him in the aftermath. Um, but I know that's so important for 493 00:48:02,939 --> 00:48:08,300 the drivers to hear, and it's so few and far between fill that that it fleets the size of bulk 494 00:48:08,300 --> 00:48:14,419 and spur. Um, you know, drivers are welcome to share that feedback. Sometimes there's a little bit of a 495 00:48:14,419 --> 00:48:20,379 disconnect between, um, you know, sales and, and the driver. And I think it's really cool that folks 496 00:48:20,379 --> 00:48:25,899 just willing to, hey, take a look at that and see, because keeping the drivers happy and making sure 497 00:48:25,899 --> 00:48:31,059 that they've got good jobs and they like what they're doing, uh, is, is such a conduit to them 498 00:48:31,059 --> 00:48:37,019 doing it effectively for you. Yeah. And and they do that I mean, they, they do, you know, go to our 499 00:48:37,020 --> 00:48:43,260 terminal managers and, and you know, this is not something that doesn't happen from time to time. 500 00:48:43,260 --> 00:48:48,979 I'm just saying that we try to do it up front so that they don't need to do that. You know what I 501 00:48:48,979 --> 00:48:55,698 mean? And it doesn't come up a lot, which is, you know, kudos to that. So but on occasion, you know, 502 00:48:55,740 --> 00:49:01,449 something, you know, there's something like that that comes up and and we take a look at it. And 503 00:49:01,450 --> 00:49:06,570 the other thing I can take a look at is, you know, and, you know, when I get to the point where we are 504 00:49:06,570 --> 00:49:12,489 increasing rates with a customer, you know, I usually, you know, reach out to our terminals and, 505 00:49:12,530 --> 00:49:18,849 you know, ask them, is there any, you know, particular customer, lane, that you know is really 506 00:49:18,850 --> 00:49:25,648 a negative or, you know, you know, guys are just constantly it's bad. They're not 507 00:49:25,649 --> 00:49:31,569 making what you know what I mean. So you know, we we look kind of look at that each year, you know, 508 00:49:31,610 --> 00:49:36,049 or each each year before rate increases. And you know, I can hit that lane with a little bit more 509 00:49:36,049 --> 00:49:41,049 of an increase if it's really not right. So sure. We have to be careful. We got to make sure we're 510 00:49:41,049 --> 00:49:46,249 competitive as well. So yeah it's a competitive market out there. But I love the way that you kind 511 00:49:46,250 --> 00:49:50,569 of swing back each year and ask the terminal managers, hey, you got any rocks in your shoe right 512 00:49:50,570 --> 00:49:55,929 now? Anything that you can deal with but also isn't the most, uh, isn't isn't optimal, you know, 513 00:49:55,929 --> 00:50:00,959 and and that's how we keep these relationships moving into the future. That's how you build a 514 00:50:00,960 --> 00:50:05,959 customer into a partner eventually, right? You're constantly working, making sure that everything 515 00:50:05,959 --> 00:50:10,479 works for this side. Everything works for that side. That's the account manager position, right? 516 00:50:10,479 --> 00:50:16,279 That's the fundamental thing you're trying to do. Yep. And I guess the other thing I would say to 517 00:50:16,280 --> 00:50:22,960 our drivers, you know, I don't interact a ton with you guys. You know I'm here a lot in Plain City. 518 00:50:22,960 --> 00:50:27,639 I meet some of you guys when I'm visiting terminals and things like that. But you guys are a 519 00:50:27,639 --> 00:50:34,359 lot of times out on the road, um, doing what you do for for the company. But as an account 520 00:50:34,360 --> 00:50:40,759 manager, I just want to tip my hat to every one of you. Because as I mentioned, when we very, very 521 00:50:40,760 --> 00:50:47,079 first started, uh, your performance and the way you take care of our customers, you know, makes my 522 00:50:47,080 --> 00:50:53,919 job easier from day to day, I'm able to do my job without, you know, having a bunch of emails 523 00:50:53,919 --> 00:51:00,869 with complaints and problems and things. And, you know, it just frees us up to have time 524 00:51:00,870 --> 00:51:07,589 to look for new business and and to grow. And so what you guys do is just extremely, 525 00:51:07,590 --> 00:51:13,509 extremely probably the most important thing that we, that we do as a company. So and you do it so 526 00:51:13,509 --> 00:51:19,029 well and I just want to thank you all you guys out there. So that's a great point Phil I'm so 527 00:51:19,029 --> 00:51:24,029 glad you brought it up. Your day could be just putting out fires with customers all day. That's 528 00:51:24,590 --> 00:51:31,109 what I used to do. I thought I was saying, yeah. That's awesome. That's all I did. I mean, I'd be 529 00:51:31,110 --> 00:51:36,869 trying to sell something and then I'd get out to my car after that appointment and I have 12 fires 530 00:51:36,870 --> 00:51:42,749 to put out. So, I mean, you know, and and by the way, you guys aren't perfect, though, out there. We do 531 00:51:42,749 --> 00:51:48,468 have some fires so we can do better. We can. Always. Do better. Great pointers. Great. But in general, 532 00:51:48,469 --> 00:51:54,589 from my experience, logistics, you guys are some of the best, uh, best out there doing what you do, you 533 00:51:54,620 --> 00:52:00,379 guys. So thank. You. Yeah, great stuff there. Glad that you decided to put that in. Fill. And thank 534 00:52:00,379 --> 00:52:06,779 you for that because I agree with you. I'm just a fly on the wall in this entire organization. But, 535 00:52:06,780 --> 00:52:12,938 uh, man. Some of the most dedicated and, uh, experienced drivers out there. And not only that, 536 00:52:12,939 --> 00:52:18,460 but they want to bring the next crop of drivers up to their level if they're working at bulk and 537 00:52:18,460 --> 00:52:24,259 they want to, uh, kind of pass that experience down. It's such a great company, man, such an awesome 538 00:52:24,259 --> 00:52:29,779 culture that you guys work within. Um, and I'm just really that that just warms my heart that you 539 00:52:29,779 --> 00:52:33,300 thank the drivers like that because I know they're out there listening, and I know that 540 00:52:33,300 --> 00:52:39,139 touched some of them, uh, in a, in a, you know, a profound way. So I really appreciate that, Phil. And, 541 00:52:39,259 --> 00:52:44,259 uh, this has been great getting to learn a little bit about the day to day, uh, understanding the 542 00:52:44,259 --> 00:52:49,299 things that make the job easier and harder for you and how the drivers can affect that directly. 543 00:52:49,300 --> 00:52:55,169 I think that this has been a fantastic episode. Uh, we'll get to your final thoughts here in just a 544 00:52:55,169 --> 00:53:01,529 minute, but let's talk about it. Man, it's almost the kind of the dog days of summer here working 545 00:53:01,530 --> 00:53:08,128 into fall football camps are started. You are an alumni of the Ohio State University, and I had 546 00:53:08,129 --> 00:53:14,169 somebody on this podcast recently say, right at the end of our interview, hey, go Bucs. And I could 547 00:53:14,169 --> 00:53:20,289 have sworn he said, Go Ducks. Phil, I guess I. Wasn't listening close enough. Uh, but I cut the mics off 548 00:53:20,289 --> 00:53:25,448 right after that because I thought it's I thought it sounded like go Ducks, man. Uh, how excited are 549 00:53:25,449 --> 00:53:31,769 you about the upcoming football season, your Ohio State Buckeyes, uh, number one in the coaches poll, 550 00:53:31,770 --> 00:53:38,289 uh. Coming into the season. You know, it's not like we're not used to being there. I'm not sure that 551 00:53:38,290 --> 00:53:44,769 it's warranted. I guess I don't know who you put ahead of us or whatever, but, uh, you know, we got 552 00:53:44,769 --> 00:53:51,529 some, some things to work on, so it. And I'll tell you what. Um, so I assume you're a duck and you got 553 00:53:51,529 --> 00:53:57,199 the green in the background to match? Yeah. That's more. That's for a green screen in case we need to 554 00:53:57,199 --> 00:54:02,999 put something behind me. If we ever. Use this video. But, uh. The opposite wall is covered in green and 555 00:54:03,000 --> 00:54:08,759 yellow. If you want my honest opinion. Phil, I am an alumni, so. Yeah, you know. Good. Yeah. There there are. 556 00:54:08,760 --> 00:54:13,959 Good, good, good competition. Good school. I'll tell you what. People are very high. I mean, you guys 557 00:54:13,959 --> 00:54:20,398 must be excited this year too. I mean, we're. Where's your rank? Uh, I think we came in at 2 or 3 558 00:54:20,399 --> 00:54:24,839 somewhere there in the coaches poll or maybe four. So, you know. It's gonna. Be a good year. Over here. 559 00:54:24,879 --> 00:54:29,600 And I don't know. If your schedule's as tough as ours. I mean, I'm thinking if we only lose two 560 00:54:29,600 --> 00:54:34,719 games, I mean, that would be pretty good, you know, with Texas. And then we got, you know, Michigan, 561 00:54:34,720 --> 00:54:40,519 Indiana, and I forget who else Penn State. But anyway. You. Know, don't forget to mention us. We're 562 00:54:40,519 --> 00:54:46,319 coming to. Town to Oregon. Yeah. And Oregon. Yeah. That's what I'm saying. It's rough out there in. 563 00:54:46,320 --> 00:54:51,319 The Big Ten. I don't think if you would have asked me in a hundred years if I think the Indiana 564 00:54:51,360 --> 00:54:56,599 Hoosiers, from the beginning of last football season to 100 years in the future, will the 565 00:54:56,600 --> 00:55:02,039 Indiana Hoosiers ever win a national title? I would have said, absolutely not. And here's a $100 566 00:55:02,039 --> 00:55:07,839 bill, a crisp 100 to put on that bet. And here we are, you know, a year later talking about they're 567 00:55:07,879 --> 00:55:13,359 the defending national champions. I think in this current landscape anybody can win it Phil. Yeah it 568 00:55:13,399 --> 00:55:19,719 it it's you get the right coaching and leadership in place and then you get the right money in the 569 00:55:19,719 --> 00:55:26,479 pockets. I mean. It's. Changed. You know things have changed I mean yes sir. And honestly it's changed 570 00:55:26,479 --> 00:55:30,279 to where it's just going to make it, you know, tougher for a team to be done on it. You know, I 571 00:55:30,280 --> 00:55:36,719 mean, we're used to being, you know, up there. We're always going to be, you know, a tough team 572 00:55:36,719 --> 00:55:43,560 and be in the mix. But you're right. I mean who knows. You know anybody could pop up. Yes sir. Yes 573 00:55:43,560 --> 00:55:48,840 sir. But the Big Ten is hot right now. Let's keep it going. I love it, I love it, man. And here's the 574 00:55:48,879 --> 00:55:53,430 here's a promise I'll make you come November. Before that Oregon Ohio State game, we're going to 575 00:55:53,430 --> 00:55:59,309 get a bunch of you Ohio State fans in here. And, uh, you know what? I'll just stand against the wall 576 00:55:59,310 --> 00:56:05,189 and let you guys heave em at me because, uh, we're we're developing a fun rivalry here. Ohio State in 577 00:56:05,190 --> 00:56:09,949 Oregon. And, uh, what a what a cool time of year. It's always one of the most exciting times of 578 00:56:09,950 --> 00:56:14,749 year for me. I'm starting to think about putting the golf clubs in storage and getting the 579 00:56:14,749 --> 00:56:20,229 tailgate stuff ready, because I've been a season ticket holder for 15 years. Uh, and you might hear 580 00:56:20,229 --> 00:56:24,669 my voice be a little bit hoarse on some of these football season podcast, Phil, I'll tell you that 581 00:56:24,670 --> 00:56:31,589 in advance. Well, all I can say is, uh, as far as that particular game, you know, good luck. 582 00:56:31,629 --> 00:56:37,229 You guys are going to need it. Uh, I wouldn't it be beating this last, uh. Well, we beat you last up 583 00:56:37,229 --> 00:56:43,269 here. Uh, not last year, but the year before. You guys came to Oregon. Twice that. Year. Yep. You did 584 00:56:43,310 --> 00:56:48,819 beat us in the, uh, Rose Bowl that year. Yeah, we won one. We lost during the regular season. Yeah, Yeah. 585 00:56:48,860 --> 00:56:55,539 And one when it counted. When? Um. The only thing I'll say, though, is back in 586 00:56:55,540 --> 00:57:02,539 2021, we had a nonconference game with you guys. Uh, at the at the shoe. And we actually came out on 587 00:57:02,539 --> 00:57:08,539 top of that 1 to 2021. Yep. 2021. Did you happen to go to that one? Do you make it out to many games? I 588 00:57:08,540 --> 00:57:14,378 don't I. Don't think so. Was that a Covid game? Uh, I don't know. I think there was a crowd. There was 589 00:57:14,379 --> 00:57:20,259 definitely a crowd there. Because I was sure. That would have been the year after. Uh. Yeah. Yeah. Yeah, 590 00:57:20,300 --> 00:57:26,820 we probably. Had a bunch of guys that were still sick. Uh. That's a true fan right there. Phil. I love 591 00:57:26,820 --> 00:57:32,779 it, man, I love it. Well, Phil. Spring, you guys are gonna be. Good this. Year. Uh, I appreciate it, man. 592 00:57:32,819 --> 00:57:37,340 You guys too. It's gonna be a fun season. I can't wait for it. We will do some football themed 593 00:57:37,340 --> 00:57:42,139 content because I know there's a bunch of drivers out there that not only want to hear it, they want 594 00:57:42,139 --> 00:57:47,259 to take part in it. And we've been, uh, kind of building towards that all summer long. So, uh, just 595 00:57:47,329 --> 00:57:52,209 a little sneak preview here of some of the football talk you might hear on the show. I love 596 00:57:52,209 --> 00:57:57,648 that you guys are all big fans out there. And, uh, the passion I see come from Ohio State fans is is 597 00:57:57,649 --> 00:58:03,529 something else, man. I mean, you guys, you could have three in a bar somewhere and one guy will say O-H 598 00:58:03,570 --> 00:58:09,809 and what are you going to hear from the other side of the bar, Phil? Uh oh. There you go. There you 599 00:58:09,810 --> 00:58:15,369 go, man. Well, Phil, Spring, account manager for Bulk and Spur. You've done phenomenal here today. Can't 600 00:58:15,369 --> 00:58:19,929 thank you enough for the time, especially the fact that you join me on short notice. Uh, we give 601 00:58:19,930 --> 00:58:25,049 everybody a chance to share their final thoughts with us here. Phil. Um, if there's anything we left 602 00:58:25,050 --> 00:58:29,329 on the table, we can go ahead and get to it here. Uh, if you have any shoutouts that you want to 603 00:58:29,329 --> 00:58:35,248 make, and I will say, uh, we've gotten some kudos on this podcast because I like to remind drivers 604 00:58:35,249 --> 00:58:39,729 it's never a bad idea to shout out the family or the wife or the kids because you never know what 605 00:58:39,730 --> 00:58:45,049 they might hear it. So final thoughts from you today, Phil, uh, thank you again so much for your 606 00:58:45,049 --> 00:58:51,799 time today. Sure. You appreciate it. And I enjoyed it. I guess my final thought 607 00:58:51,919 --> 00:58:57,999 would just be to, you know, just, you know, it's a blessing, you know, to be part of the bulk transit 608 00:58:57,999 --> 00:59:04,719 family and this company. And I just hope that everybody that is part of it looks at it that way. 609 00:59:04,719 --> 00:59:09,439 And I think if they do, I think we're going to continue to be successful. And I just want to 610 00:59:09,440 --> 00:59:15,080 thank everybody out there from which I already did the drivers. But, you know, our terminal 611 00:59:15,080 --> 00:59:21,920 managers, their assistants are billing department. Rachel, you know, Tim, everybody I mean 612 00:59:22,399 --> 00:59:28,440 it's such a close knit team. Um, I you know, I compare us to the 613 00:59:28,479 --> 00:59:35,439 Buckeyes at that quality. So I'm just keep up the good work everybody. And 614 00:59:35,439 --> 00:59:41,919 uh, like I said, uh, if there was anybody who needs anything for me to just reach out. 615 00:59:42,359 --> 00:59:46,549 Outstanding stuff. Phil Spring, thank you so much for the time here today. We'll get you back in 616 00:59:46,550 --> 00:59:51,669 here soon, okay? All right. Sounds good. Thank you, thank you Marcus okay. 617 00:59:57,949 --> 01:00:03,829 Awesome stuff from Phil Spring there. Can't thank him enough. Again joining us on short notice and 618 01:00:03,829 --> 01:00:08,908 then delivering that interview. It's like it's one thing to join me on short notice. And we just get 619 01:00:08,909 --> 01:00:15,349 it done and we we go through the motions. No. That was an in-depth interview with the guy that loves 620 01:00:15,349 --> 01:00:20,629 his job, loves the company he works for, and takes a lot of pride in doing a good job every single 621 01:00:20,629 --> 01:00:26,310 day. Winning more freight, making more partnerships, uh, building these relationships with the 622 01:00:26,310 --> 01:00:32,149 customers because, hey, like Phil said, those are the ones that pay the bills. Um, and what a cool 623 01:00:32,149 --> 01:00:36,910 peek behind the curtain we get when Phil was talking about, you know, adjusting rates and 624 01:00:36,910 --> 01:00:42,310 looking at driver feedback and, hey, how do these guys feel about the money that they're making on 625 01:00:42,310 --> 01:00:47,979 this particular route. Now, do me a favor. Guys, we already said this, but do me a favor. Don't blow 626 01:00:47,979 --> 01:00:52,899 Phil up right now, because he'll never come on this podcast again. And he was a really good guest, 627 01:00:52,900 --> 01:00:57,379 so I don't want to do that to him. I want to make it so that Phil will come back here and join us 628 01:00:57,379 --> 01:01:02,860 again. But I loved hearing that he's willing to listen to that feedback. That is a unique thing. 629 01:01:02,900 --> 01:01:08,379 There are not many, uh, account managers, salespeople that I've had on all the podcasts 630 01:01:08,380 --> 01:01:14,059 I've done for truck drivers, um, who will call out and say, listen, if you've got feedback for me, I'll 631 01:01:14,059 --> 01:01:20,099 listen to it and I will take it under advisement. Typically, uh, and then this goes for other fleets, 632 01:01:20,099 --> 01:01:23,739 okay. Because this is the first time I've talked to Phil here. So it's the first time we've gotten 633 01:01:23,740 --> 01:01:30,459 to get a feel for what the account manager position at Bulk and Spur is like. Um, but I will 634 01:01:30,459 --> 01:01:34,620 tell you that I've talked to quite a few salespeople in my four years making podcasts for 635 01:01:34,620 --> 01:01:39,619 trucking fleets, and I will tell you that not one of them has said, hey, if you've got feedback for 636 01:01:39,620 --> 01:01:46,169 me, I'll listen to it. That's a really important aspect of what we just talked about. And, uh, not 637 01:01:46,169 --> 01:01:50,329 only that, I feel like Phil really understands the importance of that customer, the importance of 638 01:01:50,370 --> 01:01:56,568 that customer service angle. You drivers showing up there, doing a good job keeping that smile on, 639 01:01:56,569 --> 01:02:03,290 uh, being professional. All the things that go into it. It's very clear that here at Bulk and Spur, you 640 01:02:03,290 --> 01:02:08,409 guys know how to do that. Right. And, uh, Phil just put in the period on the end of that sentence 641 01:02:08,409 --> 01:02:15,009 with such a great interview there. Uh, again, can't thank him enough. And it really is just another, uh, 642 01:02:15,010 --> 01:02:21,369 drop in the bucket of of amazing guests that we've had on this show. I never know if I haven't 643 01:02:21,410 --> 01:02:26,209 talked to somebody for a long time what their thoughts are on the show, if they're listening, if 644 01:02:26,209 --> 01:02:30,929 they enjoy it, if they think the drivers are getting something out of it. And a lot of times 645 01:02:30,930 --> 01:02:34,849 I'm kind of reaching out to these people cold after. I haven't talked to them for quite a few 646 01:02:34,849 --> 01:02:40,489 months. And in Phil's case, boy, it's been probably 6 or 8 months since he and I have even exchanged 647 01:02:40,490 --> 01:02:46,369 so much as an email and we still got that out of him. That goes to show you right now, the team of 648 01:02:46,370 --> 01:02:52,730 people that you're working with at Bulk and Spur, and I tell you every single week that we record 649 01:02:52,730 --> 01:02:58,649 an episode, it blows me away just a little bit more. Uh, what a phenomenal company. What a just a 650 01:02:58,649 --> 01:03:05,648 fantastic group of good people. Um, we we talked about it a little bit in the intro about how bulk 651 01:03:05,649 --> 01:03:10,330 and spur drivers help each other out. They don't just help each other out. They'll help out another 652 01:03:10,330 --> 01:03:15,249 terminal. They'll help out another terminal manager. They are you guys are out there. You've 653 01:03:15,249 --> 01:03:20,330 got each other's backs. And every time we hear a little bit more in depth about that on this 654 01:03:20,330 --> 01:03:26,728 podcast, I'll tell you, I'm gonna eat on this. Just I'm gonna eat on that for days. You guys don't 655 01:03:26,729 --> 01:03:32,169 understand how much it affects me and how positive it makes me feel. So again, one more time 656 01:03:32,169 --> 01:03:36,649 before we get out of here today, I want to say hats off to Phil Spring for such a great 657 01:03:36,649 --> 01:03:41,439 interview. We will definitely be getting him back on the show. and if at the end of that 658 01:03:41,439 --> 01:03:46,319 conversation was any indication, we're going to get him back on the air in the future to talk a 659 01:03:46,320 --> 01:03:52,399 little bit of football. And I can't wait. You know, I'm just over here chomping at the bit, waiting to 660 01:03:52,399 --> 01:03:57,399 talk. Ducks and ducks with you guys among the rest of them. I know there's got to be some Michigan 661 01:03:57,399 --> 01:04:02,959 fans out there. I know there's probably some Nebraska and Iowa fans. Um, I know that there's 662 01:04:02,959 --> 01:04:08,479 probably some S.E.C. football fans working for the company. What? We gotta. We got a terminal down 663 01:04:08,479 --> 01:04:13,199 in Sherman, Texas. I bet you there's some UT Longhorns fans out there that can't wait to get 664 01:04:13,239 --> 01:04:18,959 on this show and bark at me about how the Longhorns are going to run roughshod over the SEC 665 01:04:19,000 --> 01:04:24,240 this year. Can't wait. We will be bringing that one to you guys in, uh, just a couple of weeks. I think, 666 01:04:24,279 --> 01:04:29,439 you know, seasons right around the corner. So we gotta do it quick. Um, something to look forward to 667 01:04:29,480 --> 01:04:34,599 in the future here in the very near future on always pneumatic, never static. Want to say thanks 668 01:04:34,600 --> 01:04:40,789 one more time to Phil Spring? Want to say thanks to the amazing team behind this podcast and I'm 669 01:04:40,790 --> 01:04:45,230 since I'm dishing them out here. Just want to say thanks to every single one of you that clicked 670 01:04:45,230 --> 01:04:50,270 play or download today. You mean the world to me. You'll never know how much you mean. Uh, so make 671 01:04:50,309 --> 01:04:54,069 sure and keep doing it every single day because you want your host to be happy, right? We all we 672 01:04:54,070 --> 01:04:59,149 talked about, like, sometimes it's a bad day. I don't have any bad days here. Working for bulk and 673 01:04:59,149 --> 01:05:03,789 doing this show. Always pneumatic, never static. It's always a good day in here. Thank you so much 674 01:05:03,789 --> 01:05:09,549 for listening today. Be safe out there, drivers, and we will talk to you next week, Wednesday, 5 a.m. 675 01:05:09,550 --> 01:05:15,789 local time with another awesome. Our content from always pneumatic, never static. Be safe out there. 676 01:05:18,390 --> 01:05:24,509 And that's all she blows for today's episode of Always pneumatic never static. Your number one and 677 01:05:24,509 --> 01:05:30,388 probably only pneumatic Trucking podcast, brought to you by Bulk Transit. Thanks for rolling with us 678 01:05:30,389 --> 01:05:35,229 today. Till next time, stay safe. Keep those lines clear and keep it pumping.