1 00:00:33,262 --> 00:00:35,267 Nate Shutes: Hello and welcome to the Bootstrapper's Guide to 2 00:00:35,307 --> 00:00:37,932 Logistics, the podcast highlighting founders doing it 3 00:00:37,951 --> 00:00:39,634 the way that doesn't get a lot of attention. 4 00:00:39,634 --> 00:00:42,567 We're here to change that by sharing their stories and 5 00:00:42,606 --> 00:00:44,070 inspiring others to take the leap. 6 00:00:45,200 --> 00:00:47,167 Josh Klebanoff: It's a roller coaster ride that you might 7 00:00:47,266 --> 00:00:48,010 ultimately fail. 8 00:00:48,600 --> 00:00:50,567 Nate Shutes: That's when I kind of knew I was on to something. 9 00:00:50,567 --> 00:00:52,146 It was very hard. 10 00:00:52,146 --> 00:00:54,548 It truly is building a legacy. 11 00:00:55,240 --> 00:00:57,468 Josh Klebanoff: The more life you live, the more wisdom you 12 00:00:57,507 --> 00:01:00,606 have, because we are where we're supposed to be, kind of 13 00:01:00,748 --> 00:01:01,751 answering the call. 14 00:01:02,280 --> 00:01:04,688 Nate Shutes: Don't shoulder entrepreneurship on your own. 15 00:01:04,688 --> 00:01:06,625 I'm your host, Nate Shoots. 16 00:01:06,625 --> 00:01:09,668 Let's build something together from the ground up. 17 00:01:09,668 --> 00:01:17,429 Hi everybody, and welcome back to the show. 18 00:01:17,429 --> 00:01:21,069 Big thanks again to Jim Bramlett for sharing his story 19 00:01:21,109 --> 00:01:22,132 with everybody last week. 20 00:01:22,132 --> 00:01:27,189 He has a wealth of knowledge behind him in his career in 21 00:01:27,210 --> 00:01:32,566 supply chain and as an entrepreneur, and I hope you all 22 00:01:32,566 --> 00:01:36,453 found some value from that and maybe got a little bit more 23 00:01:36,492 --> 00:01:40,609 curious about Final Mile, an area that I'm deeply passionate 24 00:01:40,671 --> 00:01:42,879 about and could talk about for hours, but that's a different 25 00:01:42,939 --> 00:01:45,971 podcast that I'll have to start, maybe one day, dedicated just 26 00:01:46,012 --> 00:01:46,453 to that. 27 00:01:47,115 --> 00:01:50,167 But today we're going to go a completely different direction 28 00:01:50,489 --> 00:01:53,420 and spend some time with Josh Klebanoff, who's the co-founder 29 00:01:53,640 --> 00:01:55,402 and COO of Yolk Transport. 30 00:01:55,402 --> 00:02:00,847 Josh does event logistics and transportation everything from 31 00:02:00,908 --> 00:02:08,295 concerts to races to drone shows and everything that you can 32 00:02:08,336 --> 00:02:11,701 imagine in between and this is going to be a neat one for me 33 00:02:11,762 --> 00:02:14,586 because and I think, for a lot of our listeners because we get 34 00:02:14,626 --> 00:02:18,251 to experience these events as consumers, but we oftentimes 35 00:02:18,311 --> 00:02:21,474 don't know what it takes to actually make all of that happen 36 00:02:21,474 --> 00:02:21,474 . 37 00:02:21,474 --> 00:02:24,506 So we're going to cover a lot of territory today. 38 00:02:24,506 --> 00:02:27,800 But, Josh, first of all, thank you for being here and for 39 00:02:27,881 --> 00:02:30,908 opening up and be willing to let us all behind the curtain. 40 00:02:30,908 --> 00:02:34,406 Why don't you do a quick introduction of your background 41 00:02:34,728 --> 00:02:35,811 and a little bit more about Yolk ? 42 00:02:36,352 --> 00:02:38,057 Josh Klebanoff: a quick introduction of your background 43 00:02:38,216 --> 00:02:39,340 and a little bit more about Yolk . 44 00:02:39,340 --> 00:02:43,441 Yeah for sure. 45 00:02:43,441 --> 00:02:44,902 Thanks, nate, and appreciate you welcoming me on the show. 46 00:02:44,902 --> 00:02:45,645 So my name is Josh Klebanoff. 47 00:02:45,645 --> 00:02:46,986 I'm the founder and COO of Yolk Transport. 48 00:02:47,989 --> 00:02:53,825 We started back in 2016, but I actually landed in the logistics 49 00:02:53,825 --> 00:02:58,823 space, like most, in a very strange fashion, graduated from 50 00:02:58,862 --> 00:03:03,199 college in 2011 and also, like most, had no idea what to do 51 00:03:03,278 --> 00:03:07,806 next, so followed some family footsteps and tried to get into 52 00:03:07,825 --> 00:03:11,151 the real estate, banking, finance world, where I was 53 00:03:11,251 --> 00:03:14,355 completely miserable for about 18 months. 54 00:03:14,355 --> 00:03:19,420 One day said screw it, I don't know what I'm going to do next, 55 00:03:19,461 --> 00:03:20,522 but it's not going to be this. 56 00:03:20,522 --> 00:03:23,509 And I quit From there. 57 00:03:23,509 --> 00:03:25,901 Everyone around me said what are you doing? 58 00:03:25,901 --> 00:03:26,563 What are you doing? 59 00:03:26,563 --> 00:03:29,360 And I said I don't know, but this is not what I want to be 60 00:03:29,379 --> 00:03:29,640 doing. 61 00:03:29,640 --> 00:03:34,752 So I started actually temping at a company called Tough Mudder 62 00:03:34,752 --> 00:03:38,259 at the time and if the listeners aren't familiar with 63 00:03:38,280 --> 00:03:42,927 that, it's an extreme mud run obstacle race. 64 00:03:42,927 --> 00:03:47,480 So it was like a 12 mile, 13 mile run that we would put on 65 00:03:48,905 --> 00:03:51,570 and they would do somewhere between like 30 and 60 events 66 00:03:51,651 --> 00:03:52,353 throughout the year. 67 00:03:52,353 --> 00:03:57,597 So I started temping there, truly just as an assistant in 68 00:03:57,638 --> 00:04:03,050 the operations department had no idea about anything and it was 69 00:04:03,390 --> 00:04:04,171 super nitty gritty. 70 00:04:04,171 --> 00:04:06,842 Get your hands dirty, figuratively and literally right 71 00:04:06,842 --> 00:04:06,842 . 72 00:04:06,842 --> 00:04:12,319 So I was in the office till 9pm just ordering supplies for the 73 00:04:12,360 --> 00:04:16,394 events for the first couple of months and then after that 74 00:04:17,478 --> 00:04:20,705 started hitting the road like a traveling gypsy to offload 75 00:04:20,745 --> 00:04:25,980 trucks and set up barricade and hang signs and open folding 76 00:04:26,000 --> 00:04:28,044 tables and all of those things. 77 00:04:28,044 --> 00:04:34,062 So I was there for about five years and in that time I was 78 00:04:34,182 --> 00:04:36,505 maybe like employee 15 or 16. 79 00:04:36,505 --> 00:04:40,653 And within that five-year time the company grew to around 100 80 00:04:40,692 --> 00:04:41,494 or so employees. 81 00:04:42,053 --> 00:04:46,956 I went from temp to head of supply chain and really got my 82 00:04:47,037 --> 00:04:51,500 feet wet in the whole industry of both events and logistics and 83 00:04:51,500 --> 00:04:53,663 said to myself I was like I kind of like this. 84 00:04:53,682 --> 00:04:55,865 Said to myself it was like kind of like this. 85 00:04:55,865 --> 00:04:59,709 So that's really how I kind of got my start both in the 86 00:04:59,769 --> 00:05:02,132 logistics world and in the events world. 87 00:05:02,132 --> 00:05:12,841 I was there for about five years and then we found out and 88 00:05:12,860 --> 00:05:13,983 I met my business partner there as well. 89 00:05:13,983 --> 00:05:15,425 He actually worked for me at the time and we were just like 90 00:05:15,446 --> 00:05:18,572 there's got to be a better way to deal with trucking in the 91 00:05:18,632 --> 00:05:23,346 event world, because every single person that works in 92 00:05:23,386 --> 00:05:28,175 events and orders or needs trucking, they've got the creme 93 00:05:28,194 --> 00:05:31,220 de la creme or they've got bottom of the barrel. 94 00:05:31,220 --> 00:05:35,548 There was no one at all in the middle and there was no one that 95 00:05:35,548 --> 00:05:37,713 got and understood events. 96 00:05:37,713 --> 00:05:43,468 And for us, the tipping point on how we decided to jump ship 97 00:05:43,528 --> 00:05:49,466 from there and start this was I think it was with I'm going to 98 00:05:49,487 --> 00:05:52,502 say CH Robinson or TQL or something like that, and Nate, 99 00:05:52,543 --> 00:05:55,276 if you feel like you need to cut that out, no, totally good, 100 00:05:55,577 --> 00:05:56,221 Keep going that, and. 101 00:05:56,702 --> 00:06:00,137 Nate, if you feel like you need to cut that out, no, totally 102 00:06:00,158 --> 00:06:00,540 good, keep going. 103 00:06:00,540 --> 00:06:07,886 But we were in Fairburn, georgia, like three hours 104 00:06:07,925 --> 00:06:09,451 outside of Atlanta, and the gates opened at 6am on Saturday 105 00:06:09,471 --> 00:06:11,697 and there was a merch load that had to be delivered Friday 106 00:06:11,757 --> 00:06:14,144 morning so we can offload all the t-shirts, get it in the 107 00:06:14,184 --> 00:06:15,867 merch tent and set up sales. 108 00:06:15,867 --> 00:06:24,041 Trucks, missing, trucks, missing, trucks, missing. 109 00:06:24,041 --> 00:06:25,283 My now business partner and I are standing in the field with 110 00:06:25,305 --> 00:06:28,391 our phones plugged into a golf cart so that they're not dying, 111 00:06:28,971 --> 00:06:32,651 and calling the 800 number for CH and saying where's the truck? 112 00:06:32,651 --> 00:06:33,312 Where's the truck? 113 00:06:33,312 --> 00:06:35,641 I think it was double brokered or I don't know. 114 00:06:35,641 --> 00:06:36,442 Something happened. 115 00:06:37,064 --> 00:06:39,531 The load finally shows up at three o'clock in the morning on 116 00:06:39,610 --> 00:06:45,495 Saturday and we slept on site in a mobile mini and the truck 117 00:06:45,514 --> 00:06:46,819 shows up and we opened the doors . 118 00:06:46,819 --> 00:06:48,062 We're like all right, we got to hustle. 119 00:06:48,062 --> 00:06:51,370 Doors are at 6am, let's load in the t-shirts, get the tent 120 00:06:51,411 --> 00:06:51,651 ready. 121 00:06:51,651 --> 00:06:59,083 Rory, my now partner, opens the doors and what's in the truck? 122 00:06:59,083 --> 00:06:59,803 It's a truckload of olive oil. 123 00:06:59,803 --> 00:07:00,225 It's not our t-shirts. 124 00:07:00,225 --> 00:07:04,392 And we look at each other and we say, well, we're in deep. 125 00:07:04,392 --> 00:07:06,365 You know what for this event? 126 00:07:06,365 --> 00:07:07,709 Like no merch sales. 127 00:07:08,170 --> 00:07:10,557 So C-level folks are not going to be happy. 128 00:07:10,557 --> 00:07:15,028 One and two, we have to do something to better this 129 00:07:15,127 --> 00:07:15,588 industry. 130 00:07:15,588 --> 00:07:17,492 We have so many friends within this space. 131 00:07:17,492 --> 00:07:19,786 They need better service. 132 00:07:19,786 --> 00:07:22,889 So you know, have to prioritize . 133 00:07:22,889 --> 00:07:25,288 Obviously, the first thing first is like deal with what's 134 00:07:25,329 --> 00:07:28,019 going on on the ground, right? 135 00:07:28,019 --> 00:07:31,067 So send the truckload of olive oil back, figure out the 136 00:07:31,107 --> 00:07:32,529 warehouse where it actually is. 137 00:07:32,529 --> 00:07:33,773 Neither of us have slept. 138 00:07:33,899 --> 00:07:36,884 We drove two hours or three hours to Atlanta and just 139 00:07:36,904 --> 00:07:41,432 started doing runs back and forth in a suburban once we 140 00:07:41,473 --> 00:07:43,500 found the boxes of t-shirts to get to site. 141 00:07:43,500 --> 00:07:46,408 So we ended up selling some stuff not nearly as much as we 142 00:07:46,447 --> 00:07:51,387 should have, and then, once that event ended, we were like we 143 00:07:51,427 --> 00:07:53,052 need to leave this company and start something. 144 00:07:53,052 --> 00:07:58,122 So that's how I got my start and I would say the first five 145 00:07:58,201 --> 00:08:03,536 years, really the first two, three years I had no idea what I 146 00:08:03,536 --> 00:08:06,303 was doing working at Tough Mudder, absolutely no clue. 147 00:08:06,303 --> 00:08:10,300 But it was very much like the fake, until you make it kind of 148 00:08:10,360 --> 00:08:16,774 thing and I learned on the fly and made things happen Right. 149 00:08:16,774 --> 00:08:20,752 And I think both of those components in the logistics and 150 00:08:20,773 --> 00:08:22,899 the events world are imperative. 151 00:08:22,899 --> 00:08:26,928 You have to be able to learn from your mistakes and you have 152 00:08:26,949 --> 00:08:30,769 to be able to grow and pick things up quickly, um, and you 153 00:08:30,810 --> 00:08:34,250 have to make it happen right Cause logistics is not that job 154 00:08:34,269 --> 00:08:43,903 where you can just send a bunch of PowerPoints around and be a 155 00:08:43,923 --> 00:08:45,384 consultant type thing. 156 00:08:45,885 --> 00:08:48,626 Nate Shutes: You, you, at the end of the day, you have to make 157 00:08:48,626 --> 00:08:51,509 it happen, and that's where I learned how to do that and 158 00:08:51,568 --> 00:08:55,290 everything was super slow paced and there wasn't a whole lot of 159 00:08:55,331 --> 00:08:57,752 creativity happening and there was maybe not a lot of 160 00:08:57,793 --> 00:09:00,193 adrenaline, except for maybe, when a big deal would close or 161 00:09:00,233 --> 00:09:01,014 something like that. 162 00:09:01,014 --> 00:09:06,357 But logistics is this unique intersection of yeah, you got to 163 00:09:36,798 --> 00:09:41,806 do all the math, you have to have a good tech stack to be 164 00:09:41,826 --> 00:09:43,237 able to do it well, but you also have to go out and unload the 165 00:09:43,278 --> 00:09:46,184 truck and you got to be up at 3 o'clock in the morning and doing 166 00:09:46,184 --> 00:09:47,186 the suburban runs. 167 00:09:47,186 --> 00:09:53,920 And it's also such a physical, in-person um, oftentimes manual 168 00:09:54,662 --> 00:09:59,317 thing experience and so that you , you get both parts of the. 169 00:09:59,317 --> 00:10:03,105 Your head is challenged and it's intellectually demanding, 170 00:10:03,165 --> 00:10:07,494 but it's also just so real world and tangible and hard work. 171 00:10:09,140 --> 00:10:11,687 Josh Klebanoff: Yeah, absolutely A million percent, and I think 172 00:10:12,329 --> 00:10:17,362 that's what helps me kind of get up every morning and get into 173 00:10:17,382 --> 00:10:17,583 this. 174 00:10:17,583 --> 00:10:21,031 Not only, like you said, it is hard work, right and, like now, 175 00:10:21,712 --> 00:10:23,363 running this company for almost 10 years. 176 00:10:23,363 --> 00:10:26,091 Unfortunately, I'm sitting at a keyboard and a desk all day, 177 00:10:26,180 --> 00:10:29,849 pounding like a little monkey, but there's so much that happens 178 00:10:29,849 --> 00:10:34,946 on the ground and I think also like that for us, proves success 179 00:10:34,946 --> 00:10:39,354 and helps our clients buy in a little bit too, because we're 180 00:10:39,394 --> 00:10:40,322 not just desk monkeys. 181 00:10:40,322 --> 00:10:43,730 Every single person that works at our company has been on the 182 00:10:43,770 --> 00:10:46,286 ground offloading trucks and knows what it's like to get a 183 00:10:46,326 --> 00:10:48,464 forklift stuck in the mud and how much it sucks. 184 00:10:49,167 --> 00:10:50,651 Nate Shutes: Oh cause you're doing a lot of stuff outdoors. 185 00:10:51,300 --> 00:10:52,425 Josh Klebanoff: Everything is outside. 186 00:10:52,485 --> 00:10:52,947 Nate Shutes: Yeah. 187 00:10:53,208 --> 00:10:54,192 Josh Klebanoff: I mean, tell this all the time. 188 00:10:54,192 --> 00:10:56,243 You're not just bumping docks and you're not moving widgets 189 00:10:56,283 --> 00:10:56,865 from A to B. 190 00:10:56,865 --> 00:11:00,640 Everything's outside, Um, and the show must go on Right. 191 00:11:00,640 --> 00:11:03,685 So like if the forklift stuck in the mud, you still have to 192 00:11:03,725 --> 00:11:05,507 load or offload the truck because it's got to get to the 193 00:11:05,547 --> 00:11:09,172 next place or it's got to get offloaded and get set up. 194 00:11:09,172 --> 00:11:12,561 So get in your phone and figure out who nearby is going to sell 195 00:11:12,561 --> 00:11:16,430 you four tons of mulch to put on the ground and make it happen 196 00:11:16,430 --> 00:11:16,430 . 197 00:11:16,430 --> 00:11:18,681 So that's the adrenaline. 198 00:11:18,681 --> 00:11:20,184 That is exciting. 199 00:11:20,184 --> 00:11:24,492 But, to your point, that happens every single day. 200 00:11:24,492 --> 00:11:27,425 And that's not just closing one deal in real estate where you 201 00:11:27,445 --> 00:11:29,872 got to wait six weeks and sell a house or whatever it might be. 202 00:11:29,872 --> 00:11:34,420 Every single day you got to buy the mulch right. 203 00:11:34,420 --> 00:11:39,023 So there's always something that happens and it's fun to 204 00:11:39,063 --> 00:11:41,190 think outside the box and make all that stuff happen. 205 00:11:41,820 --> 00:11:42,945 Nate Shutes: Well, let's go deeper on this, then. 206 00:11:42,945 --> 00:12:09,201 Let's go deeper on this then. 207 00:12:09,201 --> 00:12:10,524 I love the idea of, following a concert tour, for example, that 208 00:12:10,524 --> 00:12:11,787 the circus has to start at seven o'clock and you've got 30 209 00:12:11,807 --> 00:12:16,484 000 people waiting for the main act to come on stage and the 210 00:12:16,504 --> 00:12:17,366 show must go on. 211 00:12:17,366 --> 00:12:22,536 So how do you like think through that sequence of tear 212 00:12:22,576 --> 00:12:27,729 down, pack up, drive, unpack, set up, perform, repeat, and 213 00:12:27,769 --> 00:12:31,406 it's all happening Like, help the novice who doesn't know 214 00:12:31,466 --> 00:12:32,248 anything about that? 215 00:12:32,248 --> 00:12:34,152 Like, what does it actually look like? 216 00:12:35,501 --> 00:12:37,123 Josh Klebanoff: Very little sleep to start. 217 00:12:37,123 --> 00:12:42,973 No, so I mean, it's all in the planning elements. 218 00:12:42,973 --> 00:12:46,255 The execution is obviously incredibly important, but the 219 00:12:46,295 --> 00:12:49,426 planning components are, I would say, more important, because if 220 00:12:49,426 --> 00:12:52,462 you don't go through the planning pieces of making this 221 00:12:52,522 --> 00:12:55,709 all happen, your execution is going to fall to complete crap. 222 00:12:55,709 --> 00:13:02,825 Um, so, like you said, there's load offload, drive, show, load 223 00:13:02,966 --> 00:13:04,808 offload, drive, drive, rinse and repeat. 224 00:13:04,808 --> 00:13:06,650 Um, show, load offload, drive, drive, rinse and repeat. 225 00:13:06,650 --> 00:13:08,453 It's not. 226 00:13:08,453 --> 00:13:15,780 It sounds easy but it's not right. 227 00:13:15,801 --> 00:13:17,386 So there's inventory that needs to be tracked. 228 00:13:17,386 --> 00:13:18,991 You need to make sure the mileage makes sense. 229 00:13:18,991 --> 00:13:20,435 There's so many different components that go into this. 230 00:13:20,435 --> 00:13:23,243 And then you're acting not only as a transportation provider 231 00:13:23,283 --> 00:13:28,222 but also as a consultant to your clients or the tour or the band 232 00:13:28,222 --> 00:13:31,492 , whatever it might be, because they don't know or they don't 233 00:13:31,513 --> 00:13:34,803 think about it, like I'm sure you see this all the time. 234 00:13:34,843 --> 00:13:38,211 Logistics is one of the highest cost centers for any company, 235 00:13:38,592 --> 00:13:41,586 but also oftentimes the very last thing that's ever thought 236 00:13:41,626 --> 00:13:41,926 about. 237 00:13:42,447 --> 00:13:45,624 So if you have Shakira that comes in as a client and says I 238 00:13:45,644 --> 00:13:46,993 want to perform in Miami, and then a client and says I want to 239 00:13:46,993 --> 00:13:49,184 perform in Miami and then three days later I want to perform in 240 00:13:49,184 --> 00:13:54,079 LA, you're going to tell her either a that's not possible, or 241 00:13:54,079 --> 00:13:56,106 you're going to spend six million dollars moving your show 242 00:13:56,106 --> 00:14:01,443 from Miami to LA, or, if you want a nine day gap, that six 243 00:14:01,483 --> 00:14:04,009 million dollars is going to drop down to I don don't know 244 00:14:04,069 --> 00:14:05,613 600,000, right? 245 00:14:05,613 --> 00:14:09,984 Because you're moving 30 truckloads instead of eight 246 00:14:10,165 --> 00:14:12,171 dedicated 747s, right? 247 00:14:12,171 --> 00:14:15,120 So there's so many different things in the planning component 248 00:14:15,120 --> 00:14:19,232 that have to be looked at and thought through to make sure 249 00:14:19,292 --> 00:14:20,055 everything works. 250 00:14:20,055 --> 00:14:25,004 Sometimes money doesn't matter, and people will tell you that 251 00:14:25,064 --> 00:14:27,167 until they're blue in the face, but when they get the invoice, 252 00:14:27,888 --> 00:14:29,771 that narrative changes a lot. 253 00:14:29,771 --> 00:14:30,752 So money does matter. 254 00:14:30,752 --> 00:14:36,727 So we always want to be forward thinking, both in terms of 255 00:14:37,168 --> 00:14:42,280 efficiencies, cost and how to make it as easy as possible for 256 00:14:42,270 --> 00:14:42,531 everyone. 257 00:14:42,531 --> 00:14:43,151 How do you break? 258 00:14:43,141 --> 00:14:44,443 Nate Shutes: into the let's just stick on the music theme, 259 00:14:44,432 --> 00:14:45,341 because I think most people would find a lot of interest in 260 00:14:45,331 --> 00:14:45,451 that. 261 00:14:45,451 --> 00:14:45,911 So you mentioned Shakira. 262 00:14:45,911 --> 00:14:46,880 How do you break into the let's just stick on the music theme, 263 00:14:46,870 --> 00:14:47,611 cause I think most people would be. 264 00:14:47,611 --> 00:14:49,054 We'll find a lot of interest in that. 265 00:14:49,054 --> 00:14:49,935 So you mentioned Shakira. 266 00:14:49,935 --> 00:14:54,909 How do you even get into the professional touring logistics 267 00:14:55,370 --> 00:14:59,063 space to to get a job or to get not a job to get a customer? 268 00:15:00,186 --> 00:15:01,710 Josh Klebanoff: I told you that I'd have to kill you Cause I'm 269 00:15:01,730 --> 00:15:02,332 creating my own. 270 00:15:02,332 --> 00:15:06,062 It's a tough break. 271 00:15:06,062 --> 00:15:06,423 It's. 272 00:15:06,423 --> 00:15:09,150 It's pretty hard, hard so, for we've been doing this for about 273 00:15:09,191 --> 00:15:11,263 10 years over the time. 274 00:15:11,263 --> 00:15:14,911 Um, when we first got our start , the company that rory and I 275 00:15:14,931 --> 00:15:18,347 worked at, they became our first client, um, and then all of the 276 00:15:18,347 --> 00:15:22,400 vendors that serviced that race , that event also became clients 277 00:15:22,400 --> 00:15:22,400 . 278 00:15:22,560 --> 00:15:26,189 So we we started in a very different place than we're at 279 00:15:26,229 --> 00:15:26,409 now. 280 00:15:26,409 --> 00:15:30,405 We started more so like with tenting and things that happen 281 00:15:30,526 --> 00:15:34,861 at small town races, and over time we really learned the 282 00:15:34,902 --> 00:15:37,167 production world and we knew the production world because we 283 00:15:37,207 --> 00:15:37,869 came from it. 284 00:15:37,869 --> 00:15:40,603 Um, and we both have a passion for music. 285 00:15:40,603 --> 00:15:44,131 So that's where we knew we wanted to be and that's where we 286 00:15:44,131 --> 00:15:45,801 knew the larger jobs were. 287 00:15:45,801 --> 00:15:48,503 So we started going to all of these different conferences 288 00:15:48,923 --> 00:15:54,948 where these people were and you just need one shot, right. 289 00:15:54,948 --> 00:15:56,289 So like you get it. 290 00:15:56,289 --> 00:15:58,150 You get on well with somebody. 291 00:15:58,150 --> 00:16:01,893 They give you one shot and then they give you two shots and 292 00:16:01,913 --> 00:16:05,596 then they give you three shots and then you kind of scale from 293 00:16:05,636 --> 00:16:08,838 there and then, once you're in with that person, that person 294 00:16:08,898 --> 00:16:11,380 knows somebody who's like oh hey , I was working with these guys 295 00:16:11,560 --> 00:16:13,004 Like they did a good job. 296 00:16:13,065 --> 00:16:15,030 They they did what they said that they were going to do, 297 00:16:15,090 --> 00:16:20,670 which is unfortunately really uncommon, um, and when they gave 298 00:16:20,670 --> 00:16:23,681 us a bill, the bill was what they said it was going to be 299 00:16:24,142 --> 00:16:26,668 again, which is unfortunately really uncommon. 300 00:16:33,240 --> 00:16:34,282 So we just kind of snowballed from there. 301 00:16:34,282 --> 00:16:35,405 We got a couple, we got a handful of one shots and they 302 00:16:35,425 --> 00:16:39,032 really grew and our business also grew alongside with a lot 303 00:16:39,052 --> 00:16:39,674 of our clients. 304 00:16:39,674 --> 00:16:45,690 So we scaled as they scaled, but persistence, like anything, 305 00:16:46,051 --> 00:16:50,244 persistence is key, likeability is key and I think for us, a 306 00:16:50,464 --> 00:16:54,493 huge selling point is that we've we've been there and we get it 307 00:16:54,560 --> 00:16:59,069 and we know, um, we're not calling on companies like your 308 00:16:59,229 --> 00:17:02,401 regular freight shop who just wants to move a load. 309 00:17:02,401 --> 00:17:06,530 For me to be like we can assimilate with these people 310 00:17:06,651 --> 00:17:09,585 because we've been there, like like the story with the olive 311 00:17:09,684 --> 00:17:12,632 oil, everyone maybe not olive oil, but like everyone's been in 312 00:17:12,632 --> 00:17:16,848 that crappy situation, um, and we can speak to it from being on 313 00:17:16,848 --> 00:17:21,906 the other side on the in the client shoes, versus some guy in 314 00:17:21,906 --> 00:17:24,673 an office in Chicago who's screaming at a carrier on the 315 00:17:24,712 --> 00:17:25,806 phone and it's like why is it olive oil Right? 316 00:17:25,826 --> 00:17:26,834 So it's like I know what it a carrier on the phone. 317 00:17:26,834 --> 00:17:27,357 It's like olive oil, right. 318 00:17:27,357 --> 00:17:29,625 It's like I know what it's like on the other side. 319 00:17:29,625 --> 00:17:33,280 Um, and I can lead with empathy in that, and I'm not, I'm going 320 00:17:33,280 --> 00:17:36,390 to sit here and be a straight shooter Like things are going to 321 00:17:36,390 --> 00:17:36,731 happen. 322 00:17:36,731 --> 00:17:37,861 This is logistics. 323 00:17:37,861 --> 00:17:39,985 This is not perfection. 324 00:17:39,985 --> 00:17:44,331 Like we can do, we can cross our T's and dot our I's as much 325 00:17:44,391 --> 00:17:45,432 as we possibly can. 326 00:17:45,432 --> 00:17:49,409 Something's going to happen, yeah, and you communicate that 327 00:17:49,670 --> 00:17:50,894 right, like you can't communicate. 328 00:17:50,894 --> 00:17:54,987 Nobody's perfect, whether it's logistics, it's finance, it's 329 00:17:55,007 --> 00:17:55,788 technology. 330 00:17:56,329 --> 00:18:01,249 It's a podcast, although Nate you're pretty perfect, but 331 00:18:01,530 --> 00:18:03,536 something's going to happen always, right. 332 00:18:03,536 --> 00:18:07,625 So as long as we communicate that on the front end it sucks 333 00:18:07,644 --> 00:18:10,490 while it's happening, but people will understand. 334 00:18:10,490 --> 00:18:12,703 And then when you do the recap at the end of the year and 335 00:18:12,724 --> 00:18:15,237 you're saying, you know, hey, our failure rate was one and a 336 00:18:15,277 --> 00:18:20,369 half percent or whatever it is, um, they're like cool, that's 337 00:18:20,389 --> 00:18:23,201 pretty good, but it sure as hell sucked in the moment. 338 00:18:23,541 --> 00:18:26,126 Nate Shutes: Yeah, I'm sure when people hear what you do for a 339 00:18:26,187 --> 00:18:30,182 living, they immediately go, oh, that's so cool and they get 340 00:18:30,261 --> 00:18:31,463 stars in their eyes about. 341 00:18:31,463 --> 00:18:35,289 You must brush shoulders with famous people occasionally and 342 00:18:35,831 --> 00:18:39,240 get to be backstage and see all sorts of cool things, but I like 343 00:18:39,240 --> 00:18:40,643 how you shared. 344 00:18:40,643 --> 00:18:46,892 99% of what you do is the 3 am incident or, you know, a 345 00:18:46,932 --> 00:18:50,843 forklift in the mud, and yet I've got to be honest, I'm still 346 00:18:50,843 --> 00:18:54,111 super curious about the cool parts. 347 00:18:54,311 --> 00:18:56,001 Josh Klebanoff: So you said, yeah, the cool parts are great, 348 00:18:56,082 --> 00:18:57,424 right, like, it's definitely. 349 00:18:57,424 --> 00:18:58,668 It's sexy. 350 00:18:58,668 --> 00:19:03,206 Right Like if you work for or work at a different logistics 351 00:19:03,246 --> 00:19:06,432 company and I don't know say the Gap is your biggest client 352 00:19:07,039 --> 00:19:10,448 you're picking up a container of sweaters at the port and you're 353 00:19:10,448 --> 00:19:14,804 rushing to get them delivered to a DC so they don't give you a 354 00:19:14,804 --> 00:19:15,465 charge back. 355 00:19:15,465 --> 00:19:22,461 Our people are so excited and motivated by what they do every 356 00:19:22,500 --> 00:19:27,731 day because we are delivering happiness and joy to hundreds of 357 00:19:27,731 --> 00:19:32,229 thousands of people every single day, directly or 358 00:19:32,288 --> 00:19:36,278 indirectly, right, and that's what is sexy and cool and 359 00:19:36,338 --> 00:19:38,062 exciting and keeps us going. 360 00:19:38,062 --> 00:19:43,974 And that's why we want to go find four tons of mulch to put 361 00:19:44,014 --> 00:19:47,249 under the forklift so that we can deliver the joy to those 362 00:19:47,308 --> 00:19:47,630 people. 363 00:19:48,960 --> 00:19:51,026 And it's not just us, it's not just people in the office. 364 00:19:51,026 --> 00:19:53,501 We have people on the road that are traveling and making sure 365 00:19:53,522 --> 00:19:56,789 stuff's going okay with our drivers, and it's also the 366 00:19:56,851 --> 00:19:57,532 drivers, right? 367 00:19:57,532 --> 00:20:00,164 So we are asset-based in brokerage. 368 00:20:00,164 --> 00:20:04,413 Our asset-based guys know and get it, and then on the broker 369 00:20:04,452 --> 00:20:09,942 side, these guys know and get it , and then on the broker side, 370 00:20:09,961 --> 00:20:11,566 um, we really drive in the buy-in from drivers and carriers 371 00:20:11,566 --> 00:20:14,952 , whether we're using them once or they're a common carrier for 372 00:20:15,093 --> 00:20:15,153 us. 373 00:20:15,153 --> 00:20:19,336 Right, like these poor guys are so used to just bumping docks 374 00:20:19,376 --> 00:20:23,587 and delivering, you know, a truckload of pasta or whatever 375 00:20:23,628 --> 00:20:24,249 it might be. 376 00:20:24,249 --> 00:20:25,511 It's not exciting. 377 00:20:26,834 --> 00:20:30,342 We kind of pride ourselves on paying our carriers and our 378 00:20:30,362 --> 00:20:34,132 drivers really well and letting them know what they're doing. 379 00:20:34,132 --> 00:20:36,927 Like, hey man, you're delivering a part of the stage 380 00:20:36,987 --> 00:20:37,808 for Luke Combs. 381 00:20:37,808 --> 00:20:42,568 And then it's like, oh my God, I love Luke Combs, that's cool, 382 00:20:42,588 --> 00:20:43,412 this is great. 383 00:20:43,412 --> 00:20:44,654 And they're excited. 384 00:20:44,654 --> 00:20:48,442 And if something happens and they got to sit on site for five 385 00:20:48,442 --> 00:20:52,292 hours, you're not dealing with, I need detention, blah, blah. 386 00:20:52,292 --> 00:20:54,791 It's like they're excited because they're delivering for 387 00:20:54,811 --> 00:20:57,604 luke combs and and that's their guy, they love that song they're 388 00:20:57,604 --> 00:21:00,056 gonna go down the road 1100 miles and they're gonna blare 389 00:21:00,096 --> 00:21:02,883 luke combs the whole way and then they're gonna tell their 390 00:21:02,903 --> 00:21:03,423 kids about it. 391 00:21:03,825 --> 00:21:06,088 A hundred percent and that and like. 392 00:21:06,088 --> 00:21:08,273 For us that brings joy. 393 00:21:08,273 --> 00:21:12,864 Yeah, cause you're making a difference in in so many 394 00:21:12,903 --> 00:21:13,527 people's lives. 395 00:21:14,260 --> 00:21:16,284 Nate Shutes: Have you been starstruck? 396 00:21:16,304 --> 00:21:22,894 Josh Klebanoff: Yeah, any times like yes, I mean I, I don't go 397 00:21:22,913 --> 00:21:28,247 to every single show, yeah, or even tons right, because the, 398 00:21:28,307 --> 00:21:33,237 the phones and the computer need to be working yeah yeah, but I 399 00:21:33,257 --> 00:21:37,328 will say like, when stuff comes through and and we win quotes or 400 00:21:37,328 --> 00:21:42,736 we or we work on tour quotes, or whatever it is, in the 401 00:21:42,776 --> 00:21:46,621 beginning it's like, oh my God, this is insane. 402 00:21:46,621 --> 00:21:51,997 We just moved something for Beyonce or Dave Matthews Band or 403 00:21:51,997 --> 00:21:53,851 Phish or whatever it might be. 404 00:21:53,851 --> 00:21:58,692 Now you become a little jaded. 405 00:21:59,815 --> 00:22:02,952 Sure, sure but there is times where you'll set back and be 406 00:22:03,013 --> 00:22:07,513 like I just sent a massive quote to Post Malone, Like this is 407 00:22:07,573 --> 00:22:08,094 incredible. 408 00:22:08,094 --> 00:22:13,308 Um or a couple of years ago, Swedish house mafia was 409 00:22:13,490 --> 00:22:16,998 headlining at Coachella and we did a ton of trucking for them, 410 00:22:18,006 --> 00:22:21,575 and when we won the job, this is I don two years ago, three 411 00:22:21,615 --> 00:22:21,936 years ago. 412 00:22:21,936 --> 00:22:23,186 So we've been doing this for a long time. 413 00:22:23,186 --> 00:22:27,134 At that point I think I played the same song on repeat on my 414 00:22:27,195 --> 00:22:29,869 desk for like eight hours because I was so excited. 415 00:22:29,869 --> 00:22:32,958 So there's still things that that happen. 416 00:22:33,259 --> 00:22:36,788 Nate Shutes: There's absolutely well, and there's also, you said 417 00:22:36,788 --> 00:22:37,229 , jaded. 418 00:22:37,229 --> 00:22:41,379 The entertainment industry by itself is complicated. 419 00:22:41,379 --> 00:22:45,729 It's a business and there are also creators and artists and 420 00:22:45,769 --> 00:22:50,138 folks that are bringing wonderful things into existence 421 00:22:50,238 --> 00:22:53,892 and sharing it with the world, and that all has to interact 422 00:22:54,933 --> 00:22:57,278 economically in order for it to work. 423 00:22:57,278 --> 00:22:59,886 And then you also get. 424 00:22:59,886 --> 00:23:02,889 I mean, I've been fortunate to spend some time around 425 00:23:02,909 --> 00:23:04,791 professional athletes in my career. 426 00:23:04,791 --> 00:23:10,275 I was able to ship a fire truck to South America for Johan 427 00:23:10,295 --> 00:23:13,717 Santana, who at the time was the number one pitcher in all of 428 00:23:13,757 --> 00:23:14,718 Major League Baseball. 429 00:23:14,718 --> 00:23:17,720 He'd won two Cy Youngs two years in a row and he had a 430 00:23:17,759 --> 00:23:23,104 charity in Venezuela and I was working at CH Robinson at the 431 00:23:23,124 --> 00:23:23,325 time. 432 00:23:23,325 --> 00:23:25,568 We shipped that fire truck down to Venezuela. 433 00:23:25,568 --> 00:23:27,535 I got to go down and spend a week at his house. 434 00:23:27,535 --> 00:23:32,398 I met his family, his kids, his extended family and they had a 435 00:23:32,478 --> 00:23:33,480 festival in town. 436 00:23:33,480 --> 00:23:36,187 And then the year later I went back and we did it again with 437 00:23:37,028 --> 00:23:40,433 supplies for a hospital, and so I got to spend a bunch of time 438 00:23:40,474 --> 00:23:42,297 around famous people. 439 00:23:43,138 --> 00:23:47,111 And at first you're like, oh my goodness, they're heroes, 440 00:23:47,191 --> 00:23:49,456 they're flawless, they're perfect. 441 00:23:49,456 --> 00:23:55,395 And then you realize over time, no, they're human beings and at 442 00:23:55,395 --> 00:23:57,846 a certain point they get tired of the spotlight and they just 443 00:23:57,886 --> 00:24:01,374 want to be left alone and enjoy their time with their families 444 00:24:01,433 --> 00:24:03,619 and live semi-normal lives. 445 00:24:03,619 --> 00:24:10,255 And shifting from being a fan of a person to being I wouldn't 446 00:24:10,295 --> 00:24:16,009 go as far as to say friends, but friendly and to develop a 447 00:24:16,068 --> 00:24:19,655 short-term relationship anyways, was eye-opening for me because 448 00:24:19,696 --> 00:24:21,019 I thought it was something different. 449 00:24:21,019 --> 00:24:24,131 And then you get up close and that was just a couple of 450 00:24:24,191 --> 00:24:29,046 experiences that I had and then you realize even Beyonce, she's 451 00:24:29,166 --> 00:24:29,586 working. 452 00:24:29,586 --> 00:24:36,899 When she's doing a concert, she's at her job and so sure, 453 00:24:36,939 --> 00:24:40,331 her job is cool, but it's also a ton of work. 454 00:24:40,331 --> 00:24:46,466 And you got 20 or 30,000 people that have been saving money for 455 00:24:46,466 --> 00:24:47,148 a couple of months. 456 00:24:47,148 --> 00:24:49,895 Maybe it's their first concert and they're 15 years old. 457 00:24:50,405 --> 00:24:52,846 Josh Klebanoff: Usually 70,000, but yeah 70,000. 458 00:24:52,907 --> 00:24:56,274 Nate Shutes: Okay, I'm in Minneapolis, our biggest stadium 459 00:24:56,274 --> 00:24:58,479 , maybe, I think it's 55. 460 00:24:59,365 --> 00:25:00,008 Josh Klebanoff: Bank's pretty big. 461 00:25:00,008 --> 00:25:01,253 How big is US Bank? 462 00:25:04,786 --> 00:25:06,048 Nate Shutes: Yeah, you're right, us Bank is probably, probably. 463 00:25:06,088 --> 00:25:07,873 Josh Klebanoff: I mean, I should know the answer is probably 70 464 00:25:07,893 --> 00:25:08,014 000. 465 00:25:08,014 --> 00:25:10,487 Yeah, like excel, we actually have a whole job loading into us 466 00:25:10,487 --> 00:25:14,055 bank on saturday um so free tickets. 467 00:25:14,095 --> 00:25:15,057 Nate Shutes: Do I get a hookup? 468 00:25:15,057 --> 00:25:15,638 How does that work? 469 00:25:15,845 --> 00:25:19,452 Josh Klebanoff: I would love to say I'm just kidding, but you 470 00:25:19,493 --> 00:25:21,016 know doing this for so long. 471 00:25:21,016 --> 00:25:23,931 That is the number one question that we get asked oh really 472 00:25:24,393 --> 00:25:24,875 every day. 473 00:25:24,875 --> 00:25:25,639 Hey, can we get tickets? 474 00:25:25,639 --> 00:25:26,221 Can we get tickets? 475 00:25:26,221 --> 00:25:26,845 Can we get tickets? 476 00:25:26,845 --> 00:25:28,611 And it's like first off. 477 00:25:28,611 --> 00:25:29,815 No, like we're. 478 00:25:29,815 --> 00:25:33,426 We're too far removed to get the free tickets ourselves all 479 00:25:33,446 --> 00:25:38,180 the time and we never want to ask that question to yeah, 480 00:25:38,721 --> 00:25:40,486 they're your customer they're a customer. 481 00:25:40,506 --> 00:25:44,091 they're paying us a lot of money like I, if, if I wanted to get 482 00:25:44,111 --> 00:25:46,315 the ticket, like I'll get the ticket. 483 00:25:46,315 --> 00:25:52,209 Um, we, part of our company, and our culture too, is like, we 484 00:25:52,209 --> 00:25:57,659 make sure everyone goes on site at least minimum once a year 485 00:25:57,778 --> 00:26:00,433 during a build or during a loadout, so that they can, like, 486 00:26:00,433 --> 00:26:04,330 get their hands dirty and be on and and learn and see what 487 00:26:04,370 --> 00:26:04,770 happens. 488 00:26:04,770 --> 00:26:07,852 Um, cause it just makes doing your job that much better. 489 00:26:07,852 --> 00:26:11,549 Yeah, um, that's one side of the token. 490 00:26:11,549 --> 00:26:15,669 The other side is, um, as, like a work perk, we give everybody 491 00:26:15,730 --> 00:26:18,971 to free, free tickets to whatever show they want to go to 492 00:26:18,971 --> 00:26:19,814 throughout the year. 493 00:26:19,814 --> 00:26:22,772 Um, and when I say free, they just say, hey, I want to go to 494 00:26:22,792 --> 00:26:24,349 the show, and like, if we have a relationship. 495 00:26:24,369 --> 00:26:26,869 we'll ask, and if we don't, then we buy it. 496 00:26:28,645 --> 00:26:29,228 Nate Shutes: But I do. 497 00:26:29,228 --> 00:26:34,674 I do have to ask, though what's your favorite memory from maybe 498 00:26:34,674 --> 00:26:38,411 the early days when it when you were maybe a bit more 499 00:26:38,510 --> 00:26:44,113 idealistic or you got to listen to a band that meant a lot to 500 00:26:44,212 --> 00:26:44,894 you or something? 501 00:26:44,894 --> 00:26:47,932 Is there a moment that sticks out where it felt maybe pure or 502 00:26:47,972 --> 00:26:48,334 simpler? 503 00:26:49,056 --> 00:26:52,552 Josh Klebanoff: Yeah, so one of our original biggest clients 504 00:26:53,514 --> 00:26:59,167 used to do a music festival in Dover, delaware, and within the 505 00:26:59,208 --> 00:27:03,136 first year we were on had, like these, all access VIP tickets 506 00:27:04,485 --> 00:27:05,709 Myself and my partner at the time. 507 00:27:05,709 --> 00:27:07,674 It was a little, the company was literally just the two of us 508 00:27:07,674 --> 00:27:11,195 and it was very much like, like I said before, fake it till you 509 00:27:11,195 --> 00:27:14,132 make it, and we sounded a lot bigger than we were, but it was 510 00:27:14,153 --> 00:27:15,134 truly just the two of us. 511 00:27:15,134 --> 00:27:18,373 We had an amazing time on site. 512 00:27:18,373 --> 00:27:22,075 I saw Chance the Rapper and it was like the coolest thing ever 513 00:27:22,195 --> 00:27:24,729 because it was like I was involved with this. 514 00:27:24,729 --> 00:27:29,759 Then drove back home at the time, the company was based in 515 00:27:29,798 --> 00:27:30,326 New York city. 516 00:27:30,326 --> 00:27:31,129 We're not anymore. 517 00:27:31,129 --> 00:27:35,403 We drove back home to New York and then two days later, during 518 00:27:35,504 --> 00:27:40,272 load out, get this email and it was like hey, chance needs to 519 00:27:40,353 --> 00:27:43,557 move his motorcycle from chicago to la. 520 00:27:43,557 --> 00:27:45,346 Um, can you guys do this? 521 00:27:45,346 --> 00:27:48,392 It was like absolutely like I am. 522 00:27:48,773 --> 00:27:54,144 I'm so high right now, um on life like this is the coolest 523 00:27:54,285 --> 00:27:59,035 thing ever, um, and things like that happen all the time, but 524 00:27:59,075 --> 00:28:01,548 like this was in the early days, I feel like it was one of the 525 00:28:01,629 --> 00:28:05,395 first like really cool things that we did and it was coming 526 00:28:05,516 --> 00:28:08,326 off of like being at this festival that we really helped 527 00:28:08,787 --> 00:28:12,554 put on Um and that like all. 528 00:28:12,554 --> 00:28:15,245 There's a lot of moments like that, but I feel like that's one 529 00:28:15,245 --> 00:28:16,629 that I'll I'll probably always remember. 530 00:28:17,530 --> 00:28:19,055 Nate Shutes: So how do you hold on to? 531 00:28:19,055 --> 00:28:21,625 Now you're 10 years into your entrepreneurial journey. 532 00:28:21,625 --> 00:28:24,288 You have You've learned a lot of operational lessons. 533 00:28:24,288 --> 00:28:26,450 You've learned, I'm sure, accounting and finance 534 00:28:26,509 --> 00:28:27,990 differently than you did in the beginning. 535 00:28:27,990 --> 00:28:34,476 You've learned people, management and at times it can, 536 00:28:35,177 --> 00:28:39,480 for some, start to feel like a different kind of hamster wheel, 537 00:28:39,480 --> 00:28:41,520 almost Like some people complain about their job and 538 00:28:41,541 --> 00:28:42,302 their career and stuff. 539 00:28:42,302 --> 00:28:45,814 Well, for entrepreneurs, it can reach that same point. 540 00:28:45,814 --> 00:28:51,375 They just can't talk about it because that's their, and you 541 00:28:51,416 --> 00:28:53,849 can't just like, hey, I'm going to change jobs and go do 542 00:28:53,889 --> 00:28:54,451 something different. 543 00:28:54,451 --> 00:28:58,372 No, you are married to this, and so that's why I'm leaning in 544 00:28:58,372 --> 00:29:01,153 a little bit more on your 10 years in. 545 00:29:01,153 --> 00:29:07,269 How do you stay disciplined, how do you stay connected to 546 00:29:07,328 --> 00:29:13,777 your purpose of finding the impact that you have on people, 547 00:29:13,797 --> 00:29:15,640 going to a concert and being able to say, hey, I played a 548 00:29:15,700 --> 00:29:16,461 small part in that. 549 00:29:16,461 --> 00:29:23,778 How do you not stay cynical or anything like that, as just as 550 00:29:23,818 --> 00:29:26,471 an entrepreneur, it's really it's a good question. 551 00:29:26,684 --> 00:29:31,316 Josh Klebanoff: It's really really hard because you can get 552 00:29:31,336 --> 00:29:32,398 jaded really easily. 553 00:29:32,398 --> 00:29:34,130 It's really tough. 554 00:29:34,130 --> 00:29:37,933 So, and there's so many days I'll wake up and sit down at my 555 00:29:37,995 --> 00:29:40,500 desk and be like well, another day of going to battle. 556 00:29:40,500 --> 00:29:43,846 Right, got 300 emails to deal with. 557 00:29:43,846 --> 00:29:46,673 I've got this P&L explosion. 558 00:29:46,673 --> 00:29:49,338 My accountant's screaming at me for this. 559 00:29:49,338 --> 00:29:51,366 This load got lost. 560 00:29:51,366 --> 00:29:54,690 We owe $15,000 for whatever mistake. 561 00:29:54,690 --> 00:29:57,753 This customer hasn't paid their bill in 90 days. 562 00:29:57,753 --> 00:30:00,076 There's a trillion things. 563 00:30:00,657 --> 00:30:09,466 It sounds goofy, but getting up and walking and getting exercise 564 00:30:09,466 --> 00:30:15,696 for me is so important and so helpful in keeping a fresh mind. 565 00:30:15,696 --> 00:30:20,129 My business partner and I have an incredible relationship. 566 00:30:20,129 --> 00:30:24,498 We talk all day, every day, and hardly ever disagree on things 567 00:30:24,538 --> 00:30:29,910 or fight, which is super refreshing, and we are truly 568 00:30:30,090 --> 00:30:33,778 each other's therapists to kind of get through the day, the week 569 00:30:33,778 --> 00:30:36,884 , the month, which is incredible . 570 00:30:36,884 --> 00:30:39,433 We're both really fortunate to have each other. 571 00:30:39,433 --> 00:30:44,826 I don't think that I can do this completely on my own, and 572 00:30:44,866 --> 00:30:48,628 the other thing is go to site every now and then we're loading 573 00:30:48,628 --> 00:30:55,611 in for F1 right now in Miami, and on Tuesday of this week I 574 00:30:55,651 --> 00:30:58,355 went up, shook a couple hands, said hi, got a little tour of 575 00:30:58,917 --> 00:31:02,647 what we brought in and what they're building and you leave 576 00:31:02,687 --> 00:31:05,736 and you're excited and you remember why you did it. 577 00:31:05,736 --> 00:31:08,849 It's very hard to remember. 578 00:31:08,849 --> 00:31:13,198 While you're head down in a spreadsheet or on the phone all 579 00:31:13,238 --> 00:31:18,035 day or leading a team meeting or , like you said, an accounting 580 00:31:18,075 --> 00:31:22,933 problem, an HR problem, you know this person on your team 581 00:31:22,974 --> 00:31:24,951 doesn't get along with this person on your team and you got 582 00:31:24,971 --> 00:31:25,514 to deal with that. 583 00:31:25,514 --> 00:31:28,186 So, listen, those are things about running a business that 584 00:31:28,227 --> 00:31:29,389 just are inevitable. 585 00:31:29,389 --> 00:31:30,312 They have to happen. 586 00:31:30,312 --> 00:31:35,730 But to have the ability to both have a business partner who you 587 00:31:35,730 --> 00:31:40,078 can trust and respect and talk to all the time candidly 588 00:31:40,826 --> 00:31:41,709 incredibly helpful. 589 00:31:41,709 --> 00:31:48,514 And to force yourself to get away and to get on job sites 590 00:31:48,534 --> 00:31:50,664 every now and then and meet with clients also super helpful. 591 00:31:50,664 --> 00:31:55,036 And it gives you that reminder of why you do what you do. 592 00:31:57,407 --> 00:32:01,629 We also now have two warehouses, so to get into our shops and to 593 00:32:01,629 --> 00:32:06,798 see everything that's there, it's like it makes you feel so 594 00:32:06,857 --> 00:32:07,840 much more involved. 595 00:32:07,840 --> 00:32:12,634 Like for the last year we had a massive Lollapalooza sign in 596 00:32:12,695 --> 00:32:18,110 our warehouse in Nashville and every time I'd get up and pace 597 00:32:18,370 --> 00:32:20,554 in between meetings throughout the warehouse. 598 00:32:20,554 --> 00:32:23,726 It's like you just kind of take a step back and you think, like 599 00:32:23,726 --> 00:32:25,549 this is really cool. 600 00:32:25,549 --> 00:32:28,215 Like, what we're doing is really cool. 601 00:32:28,916 --> 00:32:33,875 Um, like there's there's massive Lollapalooza sign on a rack and 602 00:32:33,875 --> 00:32:38,087 then, right next to that, I've got 25 road cases with red hot 603 00:32:38,107 --> 00:32:41,096 chili pepper stickers on them, because for the red hot chili 604 00:32:41,116 --> 00:32:44,866 peppers, um, and it allows you to take a breath, and you're 605 00:32:44,886 --> 00:32:48,836 like I just I can't believe, like I have the chills, like I I 606 00:32:48,836 --> 00:32:50,648 can't believe that this is what's happened. 607 00:32:50,648 --> 00:32:53,053 Um, it's my career. 608 00:32:53,053 --> 00:32:53,913 It's really cool. 609 00:32:53,913 --> 00:32:58,288 Um, but to your point, like taking a step back and getting 610 00:32:58,328 --> 00:33:03,298 away from, like the accounting and the HR and the whatever 611 00:33:03,719 --> 00:33:07,372 mumbo jumbo administrative thing is going on, and to remember 612 00:33:07,392 --> 00:33:12,430 the, that kind of stuff, um is, is is cool and exciting, and 613 00:33:12,470 --> 00:33:13,775 that's that's what keeps me going. 614 00:33:14,266 --> 00:33:17,173 Nate Shutes: I think that's what keeps me going to it in sharing 615 00:33:17,173 --> 00:33:23,674 stories is you're talking about exercise and walking and, 616 00:33:23,835 --> 00:33:26,326 physically, how you take care of yourself. 617 00:33:26,326 --> 00:33:29,494 You've got a co-founder and somebody that you can talk with 618 00:33:29,653 --> 00:33:32,567 to deal with some of the emotional and psychological 619 00:33:32,629 --> 00:33:34,712 challenges of entrepreneurship. 620 00:33:34,712 --> 00:33:38,787 You're not doing it alone, and then you're also connecting that 621 00:33:38,787 --> 00:33:41,291 back to something bigger than yourself. 622 00:33:41,291 --> 00:33:46,918 You've got a version of purpose that works for you, that can be 623 00:33:46,918 --> 00:33:51,605 your kind of reserve fuel tank when the primary one drains 100% 624 00:33:51,605 --> 00:33:57,654 , and so that is a combination, for I don't want to say like 625 00:33:57,716 --> 00:34:00,320 success, but it's a combination for longevity. 626 00:34:00,320 --> 00:34:03,334 10 years is a long time to do anything. 627 00:34:04,125 --> 00:34:04,905 Josh Klebanoff: Longevity is important. 628 00:34:04,905 --> 00:34:12,219 Um, and burnout is 100% a real thing and the two of us, um, my 629 00:34:12,239 --> 00:34:16,114 partner and I have totally gotten to like those points of 630 00:34:16,215 --> 00:34:19,907 physical and mental exhaustion more times that I can count. 631 00:34:19,907 --> 00:34:22,666 But we also hold ourselves accountable and check each other 632 00:34:22,666 --> 00:34:25,413 and when those things happen, force each other to take a trip, 633 00:34:25,413 --> 00:34:27,967 go on vacation, take days off, whatever it is. 634 00:34:27,967 --> 00:34:33,577 But that said, we're both such insane workaholics that we never 635 00:34:33,577 --> 00:34:37,050 really put down the phone or put down your email or whatever 636 00:34:37,070 --> 00:34:37,813 it might be like. 637 00:34:37,813 --> 00:34:42,710 So we really do try to force ourselves, now that we're 638 00:34:42,731 --> 00:34:46,130 fortunate enough to have a big enough team, that that the shop 639 00:34:46,170 --> 00:34:49,597 can run, not fully without us, but without us a little bit. 640 00:34:49,597 --> 00:34:57,955 Um is is immensely helpful so we can try to like reconnect in 641 00:34:57,995 --> 00:35:01,077 our personal relationships, in our personal lives, and not be 642 00:35:01,117 --> 00:35:04,222 fucked in 24-7, 365. 643 00:35:04,222 --> 00:35:09,115 But as a founder you are, because the buck does stop with 644 00:35:09,157 --> 00:35:09,257 you. 645 00:35:10,184 --> 00:35:11,992 Nate Shutes: I think it's helpful for others to hear that 646 00:35:12,092 --> 00:35:12,233 too. 647 00:35:12,233 --> 00:35:15,311 We're talking a little bit about celebrity and the appeal 648 00:35:15,412 --> 00:35:18,358 of being close to that. 649 00:35:18,358 --> 00:35:22,951 Entrepreneurs get some of that too, and I'm admittedly guilty 650 00:35:23,030 --> 00:35:25,630 at times of putting entrepreneurs on a pedestal, but 651 00:35:25,630 --> 00:35:26,873 they're just people too. 652 00:35:26,873 --> 00:35:30,249 I'm inspired and motivated by entrepreneurs myself. 653 00:35:30,249 --> 00:35:34,583 Maybe that's why I get starstruck sometimes hearing 654 00:35:34,603 --> 00:35:37,710 people's stories, because I find it so compelling. 655 00:35:37,710 --> 00:35:43,804 But for others to of just the realities, of what it takes and 656 00:35:43,824 --> 00:35:47,675 the sacrifices that it requires in order for you to get to this 657 00:35:47,755 --> 00:35:48,016 point. 658 00:35:48,016 --> 00:35:51,726 I often talk about inspiring other people to take that leap, 659 00:35:52,670 --> 00:35:57,943 and yet that's an unfair representation sometimes of what 660 00:35:57,943 --> 00:36:00,595 it's really going to be, because the stars are in their 661 00:36:00,735 --> 00:36:01,480 eyes early on. 662 00:36:01,480 --> 00:36:04,469 But the truth is it's going to be four times harder, it's going 663 00:36:04,469 --> 00:36:08,387 to take five times longer and it's not going to go the way you 664 00:36:08,387 --> 00:36:12,175 planned it to never ever, ever go the way that you planned it. 665 00:36:12,235 --> 00:36:14,807 Josh Klebanoff: I can say that with complete and utter 666 00:36:14,887 --> 00:36:15,469 confidence. 667 00:36:15,970 --> 00:36:20,018 Um, both for the good and the bad yeah um, I had never thought 668 00:36:20,018 --> 00:36:23,954 that we'd have almost 20 people working with us, a warehouse in 669 00:36:23,954 --> 00:36:27,072 Vegas, a warehouse in Nashville and all of these things in a 670 00:36:27,132 --> 00:36:27,634 million years. 671 00:36:27,634 --> 00:36:30,409 I wouldn't have thought that Our revenues where they are. 672 00:36:30,409 --> 00:36:32,456 None of these things I would have expected. 673 00:36:32,456 --> 00:36:37,691 On the flip side of the token, I wouldn't have expected a 674 00:36:37,751 --> 00:36:43,499 global pandemic to come through in 2020 and overnight slash our 675 00:36:43,539 --> 00:36:50,017 revenue 70% and somehow still managed to hold on. 676 00:36:50,017 --> 00:36:57,557 So I mean again, like as an entrepreneur, as a founder, the 677 00:36:57,597 --> 00:36:58,739 buck does start with you, right. 678 00:36:58,739 --> 00:37:03,710 So it's like to maintain through something like COVID and 679 00:37:03,710 --> 00:37:08,255 then also be able to successfully scale, because so 680 00:37:08,275 --> 00:37:10,818 many companies, as they're growing, just can't manage the 681 00:37:10,838 --> 00:37:13,001 growth and explode. 682 00:37:13,825 --> 00:37:17,773 Nate Shutes: So we've, over the last 10 years, experienced 683 00:37:17,833 --> 00:37:23,550 complete both sides of the card and it adds a lot of gray hairs 684 00:37:23,570 --> 00:37:27,233 to your head you do have quite a few gray hairs for someone your 685 00:37:27,233 --> 00:37:30,708 age, I'm not gonna lie, I did notice, um, but I also don't 686 00:37:30,729 --> 00:37:33,235 have any hair, and I work in logistics too, so I think we're 687 00:37:33,255 --> 00:37:33,777 a good pair. 688 00:37:33,777 --> 00:37:40,376 Um last kind of personal question about all of this given 689 00:37:40,376 --> 00:37:45,086 where you started 10 years ago and where you are now, when do 690 00:37:45,126 --> 00:37:48,277 you feel like you're at your best nowadays? 691 00:37:48,297 --> 00:37:54,456 Josh Klebanoff: Yeah, like personally, professionally or 692 00:37:54,664 --> 00:37:56,068 Yep, all of it. 693 00:37:56,108 --> 00:37:56,971 Nate Shutes: Like where, where? 694 00:37:56,971 --> 00:37:58,735 Where are you at your best? 695 00:37:58,735 --> 00:38:00,018 Maybe like what, what? 696 00:38:00,018 --> 00:38:07,581 What does a day look like when you are optimizing yourself and 697 00:38:07,601 --> 00:38:11,590 you feel like you're in the pocket and you're dialed in and 698 00:38:11,610 --> 00:38:16,117 you're having fun while doing something at a really high skill 699 00:38:16,117 --> 00:38:16,398 level? 700 00:38:16,398 --> 00:38:16,958 What is that? 701 00:38:16,958 --> 00:38:18,746 Maybe it's mastery. 702 00:38:18,746 --> 00:38:23,396 Like where do you feel like you are the most effective and 703 00:38:23,938 --> 00:38:24,479 enjoying it? 704 00:38:24,965 --> 00:38:29,775 Josh Klebanoff: Yeah, I think for me, so much of logistics is 705 00:38:29,795 --> 00:38:32,967 kind of being a puppet master right, like you're controlling 706 00:38:33,128 --> 00:38:35,965 so many different things in so many different parts of either 707 00:38:35,985 --> 00:38:40,434 the world or the continent, whatever it is, um, and 708 00:38:40,733 --> 00:38:44,708 ultimately like that a puppet master is, is my job right, like 709 00:38:44,708 --> 00:38:49,898 I have to control all of these elements, and a lot of those 710 00:38:49,938 --> 00:38:52,269 elements are things that are kind of out of your control. 711 00:38:52,269 --> 00:38:55,606 But you can get them to be like 75% the way they're, 80%, the 712 00:38:55,626 --> 00:38:56,048 way they're in. 713 00:38:56,048 --> 00:38:58,635 The rest is like well, we'll see what happens. 714 00:38:58,635 --> 00:39:09,938 Um, for me, success is driven by being able to be that puppet 715 00:39:09,958 --> 00:39:15,492 master, um, and have my entire team, every driver, every 716 00:39:15,572 --> 00:39:20,429 warehouse, every load in, every load out, every client, run 717 00:39:20,469 --> 00:39:21,070 without me. 718 00:39:21,411 --> 00:39:29,184 So build systems and processes and have everyone understand 719 00:39:29,666 --> 00:39:33,394 what their role is, what they need to do to continue to 720 00:39:33,454 --> 00:39:38,565 deliver the way the company wants to operate, without having 721 00:39:38,565 --> 00:39:39,887 to call me every six minutes. 722 00:39:39,887 --> 00:39:47,865 If I can get everyone to that level and I'm not the type of 723 00:39:47,905 --> 00:39:52,392 person who would just go, hang out and go away but if I can 724 00:39:53,393 --> 00:39:58,400 manage everyone from afar and make sure everyone knows their 725 00:39:58,440 --> 00:40:01,289 purpose, knows what they're doing and knows how to execute, 726 00:40:03,874 --> 00:40:10,450 that, for me is how I can create success and have the place run 727 00:40:11,030 --> 00:40:15,017 in a way that it should be running, it's efficient, it's 728 00:40:15,217 --> 00:40:19,648 communicative, it's profitable all of those key pillars. 729 00:40:19,648 --> 00:40:25,057 If I can lead that and make sure all of the pieces of the 730 00:40:25,117 --> 00:40:29,874 puzzle are attaching together the right way, that's I guess 731 00:40:29,894 --> 00:40:30,655 you could call it like. 732 00:40:30,655 --> 00:40:31,577 That's my happy place. 733 00:40:32,744 --> 00:40:33,666 Nate Shutes: And that's logistics. 734 00:40:33,666 --> 00:40:34,606 You just nailed it. 735 00:40:34,606 --> 00:40:37,650 I mean getting all of those pieces in place and functioning 736 00:40:37,751 --> 00:40:42,637 properly and working together in concert, no pun intended, is 737 00:40:44,239 --> 00:40:46,722 that's part of what makes this so interesting. 738 00:40:46,722 --> 00:40:51,007 I also know you've got some big news You've just opened a new 739 00:40:51,047 --> 00:40:52,188 facility in Vegas. 740 00:40:52,188 --> 00:40:55,474 So you've got kind of the two entertainment capitals two of 741 00:40:55,494 --> 00:40:57,998 the three maybe, or I guess I don't know how many there are if 742 00:40:57,998 --> 00:41:00,706 you throw in Nashville, new York and Vegas. 743 00:41:00,706 --> 00:41:05,197 But what have you been doing in Vegas lately and what excites 744 00:41:05,237 --> 00:41:06,347 you about the future of Yolk? 745 00:41:07,028 --> 00:41:07,329 Josh Klebanoff: Yeah. 746 00:41:07,409 --> 00:41:11,758 So I think I'll start with Vegas and then go to the future. 747 00:41:11,758 --> 00:41:14,896 So in Vegas, we just closed on a building. 748 00:41:14,896 --> 00:41:18,590 It's 15 minutes south of the strip, so we're in an awesome 749 00:41:18,610 --> 00:41:19,112 location. 750 00:41:19,112 --> 00:41:24,409 It's 10 acres, we have 150 trailer parking spots, all paved 751 00:41:24,409 --> 00:41:28,659 , gated, secured, and almost 40,000 square feet of warehouse. 752 00:41:28,659 --> 00:41:35,429 So, as we talked about right before this, like the puppet 753 00:41:35,449 --> 00:41:38,590 master skills, got to a place where, like people were, people 754 00:41:38,650 --> 00:41:40,632 knew what they were doing within our four walls. 755 00:41:40,632 --> 00:41:45,275 So Rory and I my partner we're just like, okay, what, what's 756 00:41:45,336 --> 00:41:45,675 next? 757 00:41:45,675 --> 00:41:46,016 Right? 758 00:41:46,016 --> 00:41:47,958 Like how can we keep this going ? 759 00:41:47,958 --> 00:41:52,780 Because our day to day needs are not as high as they used to 760 00:41:52,840 --> 00:41:54,822 be to run the transport side of things. 761 00:42:02,605 --> 00:42:03,989 So we invested in this building and the sole purpose is to. 762 00:42:03,989 --> 00:42:05,112 It's called show services and storage. 763 00:42:05,112 --> 00:42:08,380 The sole purpose is to provide services to shows within the 764 00:42:08,420 --> 00:42:09,923 storage space, right? 765 00:42:09,923 --> 00:42:16,581 So for so long, we found a void on the West coast for trailer 766 00:42:16,601 --> 00:42:18,284 parking and short-term storage. 767 00:42:18,284 --> 00:42:22,916 And and if a band is in the in between a tour and they ignore 768 00:42:22,936 --> 00:42:25,731 to stash their gear, they would send it all the way back to the 769 00:42:25,751 --> 00:42:27,807 East coast, to where they know, and then all the way back to the 770 00:42:27,807 --> 00:42:29,614 West coast and spending all this money on trucking. 771 00:42:29,614 --> 00:42:35,574 So there's a ton of opportunity there um to define what the 772 00:42:35,634 --> 00:42:39,200 future of entertainment logistics looks like. 773 00:42:39,200 --> 00:42:42,771 We did the same thing in Nashville, on a much, much, much 774 00:42:42,771 --> 00:42:46,177 smaller scale, and found success in that, and our 775 00:42:46,197 --> 00:42:46,878 building is full. 776 00:42:46,878 --> 00:42:54,197 Not only does it help artists and customers with a direct need 777 00:42:54,197 --> 00:42:58,845 in terms of storage, but it builds a much stickier 778 00:42:58,965 --> 00:43:03,153 relationship between us and them in terms of long-term transport 779 00:43:03,153 --> 00:43:03,153 . 780 00:43:03,474 --> 00:43:05,945 So that's what's going on in Vegas. 781 00:43:05,945 --> 00:43:13,416 We'll also have plans to have a small like onsite mechanic shop 782 00:43:13,416 --> 00:43:13,416 . 783 00:43:13,416 --> 00:43:18,713 Any tour or any really anyone that operates in logistics knows 784 00:43:18,713 --> 00:43:22,208 that equipment goes bad and equipment needs help, whether 785 00:43:22,249 --> 00:43:27,412 it's the tractor, it's the trailer, it's a pallet that fell 786 00:43:27,412 --> 00:43:28,496 apart, whatever it is. 787 00:43:28,496 --> 00:43:34,597 So we're working to outsource an onsite mobile mechanic so he 788 00:43:34,617 --> 00:43:37,275 can service everyone in the yard . 789 00:43:37,275 --> 00:43:40,969 So it's a completely vertically integrated location. 790 00:43:40,969 --> 00:43:45,258 So when there's a trailer in the yard and a driver comes to 791 00:43:45,278 --> 00:43:50,496 hook it up, to bring it to a stadium in LA and says, oh no, 792 00:43:50,557 --> 00:43:54,267 there's a tire that's blown on this trailer because the last 793 00:43:54,307 --> 00:43:56,273 driver just didn't want to deal with it and dropped it and 794 00:43:56,313 --> 00:43:59,985 didn't tell anybody, we can get it fixed on site instead of 795 00:44:00,025 --> 00:44:03,842 having to call around, wait five hours for somebody to show up 796 00:44:03,903 --> 00:44:05,367 and then all of a sudden that trailer's late. 797 00:44:05,367 --> 00:44:07,470 So that's what's going on in Vegas. 798 00:44:09,032 --> 00:44:14,869 As far as the future of Yoke Transport goes, for a long time 799 00:44:15,010 --> 00:44:16,976 we've been on a brokerage only model. 800 00:44:16,976 --> 00:44:21,293 In the last 18 months we've started investing into assets, 801 00:44:21,394 --> 00:44:23,258 both on tractors and in trailers . 802 00:44:23,258 --> 00:44:27,297 We have more trailers right now than we have tractors, but the 803 00:44:27,376 --> 00:44:31,708 idea around that is to build our brand and to do more tours. 804 00:44:31,708 --> 00:44:36,456 We're really successful in what we call the spot freight market 805 00:44:36,456 --> 00:44:36,456 . 806 00:44:36,456 --> 00:44:41,114 Uh, so we do a ton for heavy infrastructure, for events. 807 00:44:41,114 --> 00:44:42,356 That's kind of our sweet spot. 808 00:44:42,356 --> 00:44:48,576 Um, we've done a lot of touring , but with our own assets and 809 00:44:48,635 --> 00:44:51,407 with our own trailers will really help us break more and 810 00:44:51,447 --> 00:44:55,735 more and more into the touring market, um, to win more of those 811 00:44:55,735 --> 00:44:56,117 bids. 812 00:44:56,117 --> 00:45:00,512 So that's that's sort of where we're going next with with our 813 00:45:00,713 --> 00:45:03,338 growth plans on the transportation side. 814 00:45:04,106 --> 00:45:05,690 Nate Shutes: That is all very exciting stuff. 815 00:45:05,690 --> 00:45:10,471 I mean, you, you're on your own rise to fame in this, in this 816 00:45:10,570 --> 00:45:13,217 industry and in this journey, is it's just you know? 817 00:45:13,764 --> 00:45:14,887 Josh Klebanoff: I don't know about that, but we're certainly 818 00:45:14,907 --> 00:45:18,355 trying to make a name for ourselves, um, and, and we've 819 00:45:18,375 --> 00:45:19,617 done that, we've totally done that. 820 00:45:20,525 --> 00:45:21,267 Nate Shutes: What does yoke mean ? 821 00:45:21,267 --> 00:45:21,708 By the way? 822 00:45:22,610 --> 00:45:24,673 Josh Klebanoff: So yoke is um. 823 00:45:24,673 --> 00:45:27,746 It's like a wooden plank between two ox that's carrying. 824 00:45:27,766 --> 00:45:28,487 Nate Shutes: Yeah. 825 00:45:28,728 --> 00:45:31,454 Josh Klebanoff: So we in our office in Nashville we have we 826 00:45:31,494 --> 00:45:39,447 have a giant yoke above the door and when we started the company 827 00:45:39,447 --> 00:45:40,789 in 16, we're like spitballing a million names and a million 828 00:45:40,809 --> 00:45:44,438 logos, and this is where we landed and we liked it because 829 00:45:45,407 --> 00:45:49,297 the two ox are connected and they're carrying something right 830 00:45:49,297 --> 00:45:49,297 . 831 00:45:49,297 --> 00:45:51,567 So, like yoke, what do we do? 832 00:45:51,567 --> 00:45:55,677 We connect people, we connect shippers with carriers, we 833 00:45:55,797 --> 00:45:57,970 connect tours with warehouse space. 834 00:45:57,970 --> 00:46:01,686 So I mean, all we're doing all day is connecting people and 835 00:46:01,887 --> 00:46:02,829 we're hauling stuff. 836 00:46:02,829 --> 00:46:06,595 So we thought that the word yoke was a really good fit. 837 00:46:07,356 --> 00:46:09,079 Nate Shutes: And brings it all together Exactly. 838 00:46:09,079 --> 00:46:12,474 It's also a pretty heavy burden that you have to carry too. 839 00:46:14,224 --> 00:46:17,032 Josh Klebanoff: Thanks for that you're welcome. 840 00:46:17,833 --> 00:46:20,469 Nate Shutes: Um, I'd love the chance to meet your co-founder 841 00:46:20,630 --> 00:46:21,313 at some point. 842 00:46:21,313 --> 00:46:26,130 Uh, the the other half of the, the two horsepower yeah, a lot 843 00:46:26,150 --> 00:46:27,454 of people call us burton, ernie. 844 00:46:28,056 --> 00:46:30,403 Josh Klebanoff: Um, okay, tbd, which one's burton, which one's 845 00:46:30,483 --> 00:46:33,090 ernie, but um, we get, we get that a lot. 846 00:46:33,090 --> 00:46:38,023 So rory is kind of like we're both very personal outgoing 847 00:46:38,063 --> 00:46:42,258 bubbly people but rory's the one who like very much, holds a lot 848 00:46:42,258 --> 00:46:46,128 of like the strong customer relationships and really focuses 849 00:46:46,128 --> 00:46:49,996 on revenue driving stuff um, and I'm the one that kind of 850 00:46:50,017 --> 00:46:53,771 keeps the shop together and moving in the right direction. 851 00:46:53,971 --> 00:46:59,648 Nate Shutes: So hiring numbers forecasts administration, all 852 00:46:59,668 --> 00:47:02,036 the fun, all the non fun stuff for most people. 853 00:47:02,184 --> 00:47:05,552 Josh Klebanoff: Yeah, all the boring stuff, but in a weird way 854 00:47:05,552 --> 00:47:06,032 I like it. 855 00:47:06,032 --> 00:47:09,867 Maybe that's like the original push to like try to force myself 856 00:47:09,867 --> 00:47:13,916 into a finance box, but now I got a little bit of the best of 857 00:47:13,956 --> 00:47:14,438 both worlds. 858 00:47:14,438 --> 00:47:18,389 Finance box, but now I got a little bit of the best of both 859 00:47:18,429 --> 00:47:18,570 worlds. 860 00:47:18,570 --> 00:47:19,893 So I definitely wear a lot of different hats but as we 861 00:47:19,913 --> 00:47:22,641 continue to scale and grow and passing the wand of those hats 862 00:47:22,701 --> 00:47:26,012 to others which is really hard to do, but I'm getting better. 863 00:47:26,914 --> 00:47:27,657 Nate Shutes: Well, this has been . 864 00:47:27,657 --> 00:47:31,934 I knew it was going to be interesting just based on the 865 00:47:31,994 --> 00:47:33,376 subject matter of what you do. 866 00:47:33,376 --> 00:47:37,309 Going to be interesting just based on the subject matter of 867 00:47:37,329 --> 00:47:37,671 what you do. 868 00:47:37,671 --> 00:47:38,994 But you are also very interesting, josh. 869 00:47:38,994 --> 00:47:42,262 You have a neat way of articulating um kind of how you 870 00:47:42,302 --> 00:47:42,903 see the world. 871 00:47:42,903 --> 00:47:46,853 In my opinion, and you recognize, I mean logistics is a 872 00:47:46,853 --> 00:47:50,402 support function in any or. 873 00:47:50,402 --> 00:47:52,546 It's not the main thing, unless it's a freight brokerage or a 874 00:47:52,566 --> 00:47:55,892 trucking company than it is, but other than that, it is there to 875 00:47:55,892 --> 00:47:59,177 to be the plate upon which the entree is served. 876 00:47:59,177 --> 00:48:03,389 And so, on behalf of the concert attending public, I'd 877 00:48:03,409 --> 00:48:07,057 like to say thank you, and on behalf of our listeners and the 878 00:48:07,137 --> 00:48:11,594 other founders that I know um aspiring and active and former 879 00:48:12,315 --> 00:48:12,474 um. 880 00:48:12,474 --> 00:48:14,546 So thank you very much for sharing your story. 881 00:48:14,546 --> 00:48:17,889 This, this is helpful to many, and I just want to let you know 882 00:48:17,929 --> 00:48:19,715 that, like always, we're all rooting for you. 883 00:48:20,345 --> 00:48:20,425 Josh Klebanoff: Cool. 884 00:48:20,425 --> 00:48:21,367 Well, I appreciate it, Nate. 885 00:48:21,367 --> 00:48:23,793 Thank you so much for having me on the show. 886 00:48:23,793 --> 00:48:25,217 This is cool. 887 00:48:25,217 --> 00:48:26,969 This is a great experience. 888 00:48:26,969 --> 00:48:30,336 I appreciate it and looking forward to connecting more. 889 00:48:31,184 --> 00:48:31,447 Nate Shutes: Right on. 890 00:48:31,447 --> 00:48:32,351 Thank you, josh, take care. 891 00:48:32,612 --> 00:48:33,235 Josh Klebanoff: You got it, talk to you. 892 00:48:36,025 --> 00:48:37,951 Nate Shutes: Thanks for listening to another episode of 893 00:48:37,990 --> 00:48:40,907 the Bootstrapper's Guide to Logistics, and a special thank 894 00:48:40,927 --> 00:48:43,715 you to our sponsors and the team behind the scenes who make it 895 00:48:43,755 --> 00:48:44,317 all possible. 896 00:48:44,317 --> 00:48:47,813 Be sure to like, follow or subscribe to the podcast to get 897 00:48:47,833 --> 00:48:48,615 the latest updates. 898 00:48:48,615 --> 00:48:51,673 To learn more about the show and connect with the growing 899 00:48:51,713 --> 00:48:54,791 community of entrepreneurs, visit logisticsfounderscom. 900 00:48:54,791 --> 00:48:58,970 And, of course, thank you to all the founders who trust us to 901 00:48:58,970 --> 00:48:59,673 share their stories.