1 00:00:01,762 --> 00:00:03,766 Nate Shutes: Hello and welcome to the Bootstrapper's Guide to 2 00:00:03,806 --> 00:00:06,432 Logistics, the podcast highlighting founders doing it 3 00:00:06,451 --> 00:00:08,134 the way that doesn't get a lot of attention. 4 00:00:08,134 --> 00:00:11,067 We're here to change that by sharing their stories and 5 00:00:11,106 --> 00:00:12,570 inspiring others to take the leap. 6 00:00:13,699 --> 00:00:15,666 Josh Klebanoff: It's a roller coaster ride that you might 7 00:00:15,766 --> 00:00:16,510 ultimately fail. 8 00:00:17,100 --> 00:00:19,068 Nate Shutes: That's when I kind of knew I was on to something. 9 00:00:19,068 --> 00:00:20,646 It was very hard. 10 00:00:20,646 --> 00:00:23,047 It truly is building a legacy. 11 00:00:23,740 --> 00:00:25,967 Josh Klebanoff: The more life you live, the more wisdom you 12 00:00:26,007 --> 00:00:29,106 have, because we are where we're supposed to be, kind of 13 00:00:29,248 --> 00:00:30,251 answering the call. 14 00:00:30,780 --> 00:00:33,189 Nate Shutes: Don't shoulder entrepreneurship on your own. 15 00:00:33,189 --> 00:00:35,125 I'm your host, Nate Shoots. 16 00:00:35,125 --> 00:00:38,168 Let's build something together from the ground up. 17 00:00:38,168 --> 00:00:45,929 Hi everybody, and welcome back to the show. 18 00:00:45,929 --> 00:00:49,569 Big thanks again to Jim Bramlett for sharing his story 19 00:00:49,609 --> 00:00:50,631 with everybody last week. 20 00:00:50,631 --> 00:00:55,689 He has a wealth of knowledge behind him in his career in 21 00:00:55,710 --> 00:01:01,066 supply chain and as an entrepreneur, and I hope you all 22 00:01:01,066 --> 00:01:04,953 found some value from that and maybe got a little bit more 23 00:01:04,992 --> 00:01:09,109 curious about Final Mile, an area that I'm deeply passionate 24 00:01:09,171 --> 00:01:11,379 about and could talk about for hours, but that's a different 25 00:01:11,439 --> 00:01:14,471 podcast that I'll have to start, maybe one day, dedicated just 26 00:01:14,512 --> 00:01:14,953 to that. 27 00:01:15,615 --> 00:01:18,667 But today we're going to go a completely different direction 28 00:01:18,989 --> 00:01:21,920 and spend some time with Josh Klebanoff, who's the co-founder 29 00:01:22,140 --> 00:01:23,902 and COO of Yolk Transport. 30 00:01:23,902 --> 00:01:29,347 Josh does event logistics and transportation everything from 31 00:01:29,408 --> 00:01:36,796 concerts to races to drone shows and everything that you can 32 00:01:36,835 --> 00:01:40,201 imagine in between and this is going to be a neat one for me 33 00:01:40,262 --> 00:01:43,085 because and I think, for a lot of our listeners because we get 34 00:01:43,126 --> 00:01:46,751 to experience these events as consumers, but we oftentimes 35 00:01:46,811 --> 00:01:49,974 don't know what it takes to actually make all of that happen 36 00:01:49,974 --> 00:01:49,974 . 37 00:01:49,974 --> 00:01:53,006 So we're going to cover a lot of territory today. 38 00:01:53,006 --> 00:01:56,301 But, Josh, first of all, thank you for being here and for 39 00:01:56,381 --> 00:01:59,409 opening up and be willing to let us all behind the curtain. 40 00:01:59,409 --> 00:02:02,906 Why don't you do a quick introduction of your background 41 00:02:03,227 --> 00:02:04,311 and a little bit more about Yolk ? 42 00:02:04,852 --> 00:02:06,557 Josh Klebanoff: a quick introduction of your background 43 00:02:06,716 --> 00:02:07,840 and a little bit more about Yolk . 44 00:02:07,840 --> 00:02:11,941 Yeah for sure. 45 00:02:11,941 --> 00:02:13,402 Thanks, nate, and appreciate you welcoming me on the show. 46 00:02:13,402 --> 00:02:14,145 So my name is Josh Klebanoff. 47 00:02:14,145 --> 00:02:15,486 I'm the founder and COO of Yolk Transport. 48 00:02:16,489 --> 00:02:22,325 We started back in 2016, but I actually landed in the logistics 49 00:02:22,325 --> 00:02:27,323 space, like most, in a very strange fashion, graduated from 50 00:02:27,362 --> 00:02:31,699 college in 2011 and also, like most, had no idea what to do 51 00:02:31,778 --> 00:02:36,306 next, so followed some family footsteps and tried to get into 52 00:02:36,325 --> 00:02:39,651 the real estate, banking, finance world, where I was 53 00:02:39,751 --> 00:02:42,855 completely miserable for about 18 months. 54 00:02:42,855 --> 00:02:47,920 One day said screw it, I don't know what I'm going to do next, 55 00:02:47,961 --> 00:02:49,022 but it's not going to be this. 56 00:02:49,022 --> 00:02:52,009 And I quit From there. 57 00:02:52,009 --> 00:02:54,401 Everyone around me said what are you doing? 58 00:02:54,401 --> 00:02:55,063 What are you doing? 59 00:02:55,063 --> 00:02:57,860 And I said I don't know, but this is not what I want to be 60 00:02:57,879 --> 00:02:58,140 doing. 61 00:02:58,140 --> 00:03:03,252 So I started actually temping at a company called Tough Mudder 62 00:03:03,252 --> 00:03:06,759 at the time and if the listeners aren't familiar with 63 00:03:06,780 --> 00:03:11,427 that, it's an extreme mud run obstacle race. 64 00:03:11,427 --> 00:03:15,980 So it was like a 12 mile, 13 mile run that we would put on 65 00:03:17,405 --> 00:03:20,070 and they would do somewhere between like 30 and 60 events 66 00:03:20,151 --> 00:03:20,853 throughout the year. 67 00:03:20,853 --> 00:03:26,097 So I started temping there, truly just as an assistant in 68 00:03:26,138 --> 00:03:31,550 the operations department had no idea about anything and it was 69 00:03:31,890 --> 00:03:32,671 super nitty gritty. 70 00:03:32,671 --> 00:03:35,342 Get your hands dirty, figuratively and literally right 71 00:03:35,342 --> 00:03:35,342 . 72 00:03:35,342 --> 00:03:40,819 So I was in the office till 9pm just ordering supplies for the 73 00:03:40,860 --> 00:03:44,894 events for the first couple of months and then after that 74 00:03:45,978 --> 00:03:49,205 started hitting the road like a traveling gypsy to offload 75 00:03:49,245 --> 00:03:54,480 trucks and set up barricade and hang signs and open folding 76 00:03:54,501 --> 00:03:56,544 tables and all of those things. 77 00:03:56,544 --> 00:04:02,562 So I was there for about five years and in that time I was 78 00:04:02,681 --> 00:04:05,006 maybe like employee 15 or 16. 79 00:04:05,006 --> 00:04:09,152 And within that five-year time the company grew to around 100 80 00:04:09,193 --> 00:04:09,993 or so employees. 81 00:04:10,554 --> 00:04:15,456 I went from temp to head of supply chain and really got my 82 00:04:15,537 --> 00:04:20,000 feet wet in the whole industry of both events and logistics and 83 00:04:20,000 --> 00:04:22,163 said to myself I was like I kind of like this. 84 00:04:22,182 --> 00:04:24,365 Said to myself it was like kind of like this. 85 00:04:24,365 --> 00:04:28,209 So that's really how I kind of got my start both in the 86 00:04:28,269 --> 00:04:30,632 logistics world and in the events world. 87 00:04:30,632 --> 00:04:41,341 I was there for about five years and then we found out and 88 00:04:41,360 --> 00:04:42,483 I met my business partner there as well. 89 00:04:42,483 --> 00:04:43,925 He actually worked for me at the time and we were just like 90 00:04:43,946 --> 00:04:47,072 there's got to be a better way to deal with trucking in the 91 00:04:47,132 --> 00:04:51,846 event world, because every single person that works in 92 00:04:51,886 --> 00:04:56,675 events and orders or needs trucking, they've got the creme 93 00:04:56,694 --> 00:04:59,720 de la creme or they've got bottom of the barrel. 94 00:04:59,720 --> 00:05:04,048 There was no one at all in the middle and there was no one that 95 00:05:04,048 --> 00:05:06,213 got and understood events. 96 00:05:06,213 --> 00:05:11,968 And for us, the tipping point on how we decided to jump ship 97 00:05:12,028 --> 00:05:17,966 from there and start this was I think it was with I'm going to 98 00:05:17,987 --> 00:05:21,002 say CH Robinson or TQL or something like that, and Nate, 99 00:05:21,043 --> 00:05:23,776 if you feel like you need to cut that out, no, totally good, 100 00:05:24,077 --> 00:05:24,721 Keep going that, and. 101 00:05:25,202 --> 00:05:28,637 Nate, if you feel like you need to cut that out, no, totally 102 00:05:28,658 --> 00:05:29,040 good, keep going. 103 00:05:29,040 --> 00:05:36,386 But we were in Fairburn, georgia, like three hours 104 00:05:36,425 --> 00:05:37,951 outside of Atlanta, and the gates opened at 6am on Saturday 105 00:05:37,971 --> 00:05:40,197 and there was a merch load that had to be delivered Friday 106 00:05:40,257 --> 00:05:42,644 morning so we can offload all the t-shirts, get it in the 107 00:05:42,684 --> 00:05:44,367 merch tent and set up sales. 108 00:05:44,367 --> 00:05:52,541 Trucks, missing, trucks, missing, trucks, missing. 109 00:05:52,541 --> 00:05:53,783 My now business partner and I are standing in the field with 110 00:05:53,805 --> 00:05:56,891 our phones plugged into a golf cart so that they're not dying, 111 00:05:57,471 --> 00:06:01,151 and calling the 800 number for CH and saying where's the truck? 112 00:06:01,151 --> 00:06:01,812 Where's the truck? 113 00:06:01,812 --> 00:06:04,141 I think it was double brokered or I don't know. 114 00:06:04,141 --> 00:06:04,942 Something happened. 115 00:06:05,564 --> 00:06:08,031 The load finally shows up at three o'clock in the morning on 116 00:06:08,110 --> 00:06:13,995 Saturday and we slept on site in a mobile mini and the truck 117 00:06:14,014 --> 00:06:15,319 shows up and we opened the doors . 118 00:06:15,319 --> 00:06:16,562 We're like all right, we got to hustle. 119 00:06:16,562 --> 00:06:19,870 Doors are at 6am, let's load in the t-shirts, get the tent 120 00:06:19,911 --> 00:06:20,151 ready. 121 00:06:20,151 --> 00:06:27,583 Rory, my now partner, opens the doors and what's in the truck? 122 00:06:27,583 --> 00:06:28,303 It's a truckload of olive oil. 123 00:06:28,303 --> 00:06:28,725 It's not our t-shirts. 124 00:06:28,725 --> 00:06:32,892 And we look at each other and we say, well, we're in deep. 125 00:06:32,892 --> 00:06:34,865 You know what for this event? 126 00:06:34,865 --> 00:06:36,209 Like no merch sales. 127 00:06:36,670 --> 00:06:39,057 So C-level folks are not going to be happy. 128 00:06:39,057 --> 00:06:43,528 One and two, we have to do something to better this 129 00:06:43,627 --> 00:06:44,088 industry. 130 00:06:44,088 --> 00:06:45,992 We have so many friends within this space. 131 00:06:45,992 --> 00:06:48,286 They need better service. 132 00:06:48,286 --> 00:06:51,389 So you know, have to prioritize . 133 00:06:51,389 --> 00:06:53,788 Obviously, the first thing first is like deal with what's 134 00:06:53,829 --> 00:06:56,519 going on on the ground, right? 135 00:06:56,519 --> 00:06:59,567 So send the truckload of olive oil back, figure out the 136 00:06:59,607 --> 00:07:01,029 warehouse where it actually is. 137 00:07:01,029 --> 00:07:02,273 Neither of us have slept. 138 00:07:02,399 --> 00:07:05,384 We drove two hours or three hours to Atlanta and just 139 00:07:05,404 --> 00:07:09,932 started doing runs back and forth in a suburban once we 140 00:07:09,973 --> 00:07:12,000 found the boxes of t-shirts to get to site. 141 00:07:12,000 --> 00:07:14,908 So we ended up selling some stuff not nearly as much as we 142 00:07:14,947 --> 00:07:19,887 should have, and then, once that event ended, we were like we 143 00:07:19,927 --> 00:07:21,552 need to leave this company and start something. 144 00:07:21,552 --> 00:07:26,622 So that's how I got my start and I would say the first five 145 00:07:26,701 --> 00:07:32,036 years, really the first two, three years I had no idea what I 146 00:07:32,036 --> 00:07:34,803 was doing working at Tough Mudder, absolutely no clue. 147 00:07:34,803 --> 00:07:38,800 But it was very much like the fake, until you make it kind of 148 00:07:38,860 --> 00:07:45,274 thing and I learned on the fly and made things happen Right. 149 00:07:45,274 --> 00:07:49,252 And I think both of those components in the logistics and 150 00:07:49,273 --> 00:07:51,399 the events world are imperative. 151 00:07:51,399 --> 00:07:55,428 You have to be able to learn from your mistakes and you have 152 00:07:55,449 --> 00:07:59,269 to be able to grow and pick things up quickly, um, and you 153 00:07:59,310 --> 00:08:02,750 have to make it happen right Cause logistics is not that job 154 00:08:02,769 --> 00:08:12,403 where you can just send a bunch of PowerPoints around and be a 155 00:08:12,423 --> 00:08:13,884 consultant type thing. 156 00:08:14,386 --> 00:08:17,127 Nate Shutes: You, you, at the end of the day, you have to make 157 00:08:17,127 --> 00:08:20,009 it happen, and that's where I learned how to do that and 158 00:08:20,069 --> 00:08:23,790 everything was super slow paced and there wasn't a whole lot of 159 00:08:23,831 --> 00:08:26,252 creativity happening and there was maybe not a lot of 160 00:08:26,293 --> 00:08:28,694 adrenaline, except for maybe, when a big deal would close or 161 00:08:28,733 --> 00:08:29,514 something like that. 162 00:08:29,514 --> 00:08:34,857 But logistics is this unique intersection of yeah, you got to 163 00:08:34,857 --> 00:08:39,865 do all the math, you have to have a good tech stack to be 164 00:08:39,885 --> 00:08:41,297 able to do it well, but you also have to go out and unload the 165 00:08:41,337 --> 00:08:44,244 truck and you got to be up at 3 o'clock in the morning and doing 166 00:08:44,244 --> 00:08:45,245 the suburban runs. 167 00:08:45,245 --> 00:08:51,980 And it's also such a physical, in-person um, oftentimes manual 168 00:08:52,721 --> 00:08:57,376 thing experience and so that you , you get both parts of the. 169 00:08:57,376 --> 00:09:01,164 Your head is challenged and it's intellectually demanding, 170 00:09:01,225 --> 00:09:05,553 but it's also just so real world and tangible and hard work. 171 00:09:07,200 --> 00:09:09,746 Josh Klebanoff: Yeah, absolutely A million percent, and I think 172 00:09:10,389 --> 00:09:15,422 that's what helps me kind of get up every morning and get into 173 00:09:15,442 --> 00:09:15,643 this. 174 00:09:15,643 --> 00:09:19,091 Not only, like you said, it is hard work, right and, like now, 175 00:09:19,772 --> 00:09:21,423 running this company for almost 10 years. 176 00:09:21,423 --> 00:09:24,150 Unfortunately, I'm sitting at a keyboard and a desk all day, 177 00:09:24,240 --> 00:09:27,908 pounding like a little monkey, but there's so much that happens 178 00:09:27,908 --> 00:09:33,005 on the ground and I think also like that for us, proves success 179 00:09:33,005 --> 00:09:37,413 and helps our clients buy in a little bit too, because we're 180 00:09:37,453 --> 00:09:38,381 not just desk monkeys. 181 00:09:38,381 --> 00:09:41,789 Every single person that works at our company has been on the 182 00:09:41,830 --> 00:09:44,346 ground offloading trucks and knows what it's like to get a 183 00:09:44,385 --> 00:09:46,524 forklift stuck in the mud and how much it sucks. 184 00:09:47,226 --> 00:09:48,711 Nate Shutes: Oh cause you're doing a lot of stuff outdoors. 185 00:09:49,360 --> 00:09:50,485 Josh Klebanoff: Everything is outside. 186 00:09:50,544 --> 00:09:51,006 Nate Shutes: Yeah. 187 00:09:51,268 --> 00:09:52,251 Josh Klebanoff: I mean, tell this all the time. 188 00:09:52,251 --> 00:09:54,302 You're not just bumping docks and you're not moving widgets 189 00:09:54,342 --> 00:09:54,924 from A to B. 190 00:09:54,924 --> 00:09:58,700 Everything's outside, Um, and the show must go on Right. 191 00:09:58,700 --> 00:10:01,745 So like if the forklift stuck in the mud, you still have to 192 00:10:01,784 --> 00:10:03,567 load or offload the truck because it's got to get to the 193 00:10:03,606 --> 00:10:07,231 next place or it's got to get offloaded and get set up. 194 00:10:07,231 --> 00:10:10,620 So get in your phone and figure out who nearby is going to sell 195 00:10:10,620 --> 00:10:14,490 you four tons of mulch to put on the ground and make it happen 196 00:10:14,490 --> 00:10:14,490 . 197 00:10:14,490 --> 00:10:16,740 So that's the adrenaline. 198 00:10:16,740 --> 00:10:18,244 That is exciting. 199 00:10:18,244 --> 00:10:22,552 But, to your point, that happens every single day. 200 00:10:22,552 --> 00:10:25,485 And that's not just closing one deal in real estate where you 201 00:10:25,504 --> 00:10:27,932 got to wait six weeks and sell a house or whatever it might be. 202 00:10:27,932 --> 00:10:32,480 Every single day you got to buy the mulch right. 203 00:10:32,480 --> 00:10:37,082 So there's always something that happens and it's fun to 204 00:10:37,123 --> 00:10:39,250 think outside the box and make all that stuff happen. 205 00:10:39,879 --> 00:10:41,004 Nate Shutes: Well, let's go deeper on this, then. 206 00:10:41,004 --> 00:11:07,260 Let's go deeper on this then. 207 00:11:07,260 --> 00:11:08,583 I love the idea of, following a concert tour, for example, that 208 00:11:08,583 --> 00:11:09,846 the circus has to start at seven o'clock and you've got 30 209 00:11:09,866 --> 00:11:14,543 000 people waiting for the main act to come on stage and the 210 00:11:14,563 --> 00:11:15,426 show must go on. 211 00:11:15,426 --> 00:11:20,596 So how do you like think through that sequence of tear 212 00:11:20,635 --> 00:11:25,788 down, pack up, drive, unpack, set up, perform, repeat, and 213 00:11:25,828 --> 00:11:29,466 it's all happening Like, help the novice who doesn't know 214 00:11:29,525 --> 00:11:30,307 anything about that? 215 00:11:30,307 --> 00:11:32,211 Like, what does it actually look like? 216 00:11:33,561 --> 00:11:35,182 Josh Klebanoff: Very little sleep to start. 217 00:11:35,182 --> 00:11:41,033 No, so I mean, it's all in the planning elements. 218 00:11:41,033 --> 00:11:44,315 The execution is obviously incredibly important, but the 219 00:11:44,355 --> 00:11:47,485 planning components are, I would say, more important, because if 220 00:11:47,485 --> 00:11:50,522 you don't go through the planning pieces of making this 221 00:11:50,581 --> 00:11:53,769 all happen, your execution is going to fall to complete crap. 222 00:11:53,769 --> 00:12:00,884 Um, so, like you said, there's load offload, drive, show, load 223 00:12:01,025 --> 00:12:02,868 offload, drive, drive, rinse and repeat. 224 00:12:02,868 --> 00:12:04,710 Um, show, load offload, drive, drive, rinse and repeat. 225 00:12:04,710 --> 00:12:06,513 It's not. 226 00:12:06,513 --> 00:12:13,840 It sounds easy but it's not right. 227 00:12:13,860 --> 00:12:15,446 So there's inventory that needs to be tracked. 228 00:12:15,446 --> 00:12:17,051 You need to make sure the mileage makes sense. 229 00:12:17,051 --> 00:12:18,495 There's so many different components that go into this. 230 00:12:18,495 --> 00:12:21,302 And then you're acting not only as a transportation provider 231 00:12:21,342 --> 00:12:26,282 but also as a consultant to your clients or the tour or the band 232 00:12:26,282 --> 00:12:29,552 , whatever it might be, because they don't know or they don't 233 00:12:29,572 --> 00:12:32,863 think about it, like I'm sure you see this all the time. 234 00:12:32,903 --> 00:12:36,270 Logistics is one of the highest cost centers for any company, 235 00:12:36,652 --> 00:12:39,645 but also oftentimes the very last thing that's ever thought 236 00:12:39,686 --> 00:12:39,985 about. 237 00:12:40,506 --> 00:12:43,683 So if you have Shakira that comes in as a client and says I 238 00:12:43,703 --> 00:12:45,052 want to perform in Miami, and then a client and says I want to 239 00:12:45,052 --> 00:12:47,244 perform in Miami and then three days later I want to perform in 240 00:12:47,244 --> 00:12:52,139 LA, you're going to tell her either a that's not possible, or 241 00:12:52,139 --> 00:12:54,166 you're going to spend six million dollars moving your show 242 00:12:54,166 --> 00:12:59,503 from Miami to LA, or, if you want a nine day gap, that six 243 00:12:59,543 --> 00:13:02,068 million dollars is going to drop down to I don don't know 244 00:13:02,129 --> 00:13:03,673 600,000, right? 245 00:13:03,673 --> 00:13:08,043 Because you're moving 30 truckloads instead of eight 246 00:13:08,225 --> 00:13:10,230 dedicated 747s, right? 247 00:13:10,230 --> 00:13:13,179 So there's so many different things in the planning component 248 00:13:13,179 --> 00:13:17,292 that have to be looked at and thought through to make sure 249 00:13:17,351 --> 00:13:18,115 everything works. 250 00:13:18,115 --> 00:13:23,063 Sometimes money doesn't matter, and people will tell you that 251 00:13:23,124 --> 00:13:25,226 until they're blue in the face, but when they get the invoice, 252 00:13:25,947 --> 00:13:27,831 that narrative changes a lot. 253 00:13:27,831 --> 00:13:28,812 So money does matter. 254 00:13:28,812 --> 00:13:34,787 So we always want to be forward thinking, both in terms of 255 00:13:35,227 --> 00:13:40,340 efficiencies, cost and how to make it as easy as possible for 256 00:13:40,330 --> 00:13:40,591 everyone. 257 00:13:40,591 --> 00:13:41,211 How do you break? 258 00:13:41,201 --> 00:13:42,503 Nate Shutes: into the let's just stick on the music theme, 259 00:13:42,491 --> 00:13:43,400 because I think most people would find a lot of interest in 260 00:13:43,390 --> 00:13:43,510 that. 261 00:13:43,510 --> 00:13:43,971 So you mentioned Shakira. 262 00:13:43,971 --> 00:13:44,940 How do you break into the let's just stick on the music theme, 263 00:13:44,929 --> 00:13:45,671 cause I think most people would be. 264 00:13:45,671 --> 00:13:47,114 We'll find a lot of interest in that. 265 00:13:47,114 --> 00:13:47,995 So you mentioned Shakira. 266 00:13:47,995 --> 00:13:52,969 How do you even get into the professional touring logistics 267 00:13:53,429 --> 00:13:57,123 space to to get a job or to get not a job to get a customer? 268 00:13:58,245 --> 00:13:59,769 Josh Klebanoff: I told you that I'd have to kill you Cause I'm 269 00:13:59,789 --> 00:14:00,392 creating my own. 270 00:14:00,392 --> 00:14:04,121 It's a tough break. 271 00:14:04,121 --> 00:14:04,482 It's. 272 00:14:04,482 --> 00:14:07,210 It's pretty hard, hard so, for we've been doing this for about 273 00:14:07,250 --> 00:14:09,322 10 years over the time. 274 00:14:09,322 --> 00:14:12,971 Um, when we first got our start , the company that rory and I 275 00:14:12,990 --> 00:14:16,407 worked at, they became our first client, um, and then all of the 276 00:14:16,407 --> 00:14:20,460 vendors that serviced that race , that event also became clients 277 00:14:20,460 --> 00:14:20,460 . 278 00:14:20,620 --> 00:14:24,249 So we we started in a very different place than we're at 279 00:14:24,288 --> 00:14:24,469 now. 280 00:14:24,469 --> 00:14:28,465 We started more so like with tenting and things that happen 281 00:14:28,586 --> 00:14:32,921 at small town races, and over time we really learned the 282 00:14:32,961 --> 00:14:35,226 production world and we knew the production world because we 283 00:14:35,267 --> 00:14:35,928 came from it. 284 00:14:35,928 --> 00:14:38,663 Um, and we both have a passion for music. 285 00:14:38,663 --> 00:14:42,191 So that's where we knew we wanted to be and that's where we 286 00:14:42,191 --> 00:14:43,860 knew the larger jobs were. 287 00:14:43,860 --> 00:14:46,562 So we started going to all of these different conferences 288 00:14:46,982 --> 00:14:53,008 where these people were and you just need one shot, right. 289 00:14:53,008 --> 00:14:54,349 So like you get it. 290 00:14:54,349 --> 00:14:56,210 You get on well with somebody. 291 00:14:56,210 --> 00:14:59,952 They give you one shot and then they give you two shots and 292 00:14:59,972 --> 00:15:03,655 then they give you three shots and then you kind of scale from 293 00:15:03,696 --> 00:15:06,898 there and then, once you're in with that person, that person 294 00:15:06,957 --> 00:15:09,440 knows somebody who's like oh hey , I was working with these guys 295 00:15:09,620 --> 00:15:11,063 Like they did a good job. 296 00:15:11,125 --> 00:15:13,090 They they did what they said that they were going to do, 297 00:15:13,149 --> 00:15:18,730 which is unfortunately really uncommon, um, and when they gave 298 00:15:18,730 --> 00:15:21,740 us a bill, the bill was what they said it was going to be 299 00:15:22,201 --> 00:15:24,727 again, which is unfortunately really uncommon. 300 00:15:31,299 --> 00:15:32,341 So we just kind of snowballed from there. 301 00:15:32,341 --> 00:15:33,465 We got a couple, we got a handful of one shots and they 302 00:15:33,485 --> 00:15:37,091 really grew and our business also grew alongside with a lot 303 00:15:37,111 --> 00:15:37,734 of our clients. 304 00:15:37,734 --> 00:15:43,750 So we scaled as they scaled, but persistence, like anything, 305 00:15:44,110 --> 00:15:48,303 persistence is key, likeability is key and I think for us, a 306 00:15:48,524 --> 00:15:52,552 huge selling point is that we've we've been there and we get it 307 00:15:52,620 --> 00:15:57,129 and we know, um, we're not calling on companies like your 308 00:15:57,288 --> 00:16:00,461 regular freight shop who just wants to move a load. 309 00:16:00,461 --> 00:16:04,591 For me to be like we can assimilate with these people 310 00:16:04,711 --> 00:16:07,644 because we've been there, like like the story with the olive 311 00:16:07,745 --> 00:16:10,692 oil, everyone maybe not olive oil, but like everyone's been in 312 00:16:10,692 --> 00:16:14,908 that crappy situation, um, and we can speak to it from being on 313 00:16:14,908 --> 00:16:19,966 the other side on the in the client shoes, versus some guy in 314 00:16:19,966 --> 00:16:22,732 an office in Chicago who's screaming at a carrier on the 315 00:16:22,773 --> 00:16:23,865 phone and it's like why is it olive oil Right? 316 00:16:23,885 --> 00:16:24,894 So it's like I know what it a carrier on the phone. 317 00:16:24,894 --> 00:16:25,418 It's like olive oil, right. 318 00:16:25,418 --> 00:16:27,684 It's like I know what it's like on the other side. 319 00:16:27,684 --> 00:16:31,341 Um, and I can lead with empathy in that, and I'm not, I'm going 320 00:16:31,341 --> 00:16:34,450 to sit here and be a straight shooter Like things are going to 321 00:16:34,450 --> 00:16:34,791 happen. 322 00:16:34,791 --> 00:16:35,921 This is logistics. 323 00:16:35,921 --> 00:16:38,044 This is not perfection. 324 00:16:38,044 --> 00:16:42,390 Like we can do, we can cross our T's and dot our I's as much 325 00:16:42,451 --> 00:16:43,493 as we possibly can. 326 00:16:43,493 --> 00:16:47,469 Something's going to happen, yeah, and you communicate that 327 00:16:47,730 --> 00:16:48,955 right, like you can't communicate. 328 00:16:48,955 --> 00:16:53,047 Nobody's perfect, whether it's logistics, it's finance, it's 329 00:16:53,067 --> 00:16:53,847 technology. 330 00:16:54,389 --> 00:16:59,308 It's a podcast, although Nate you're pretty perfect, but 331 00:16:59,590 --> 00:17:01,596 something's going to happen always, right. 332 00:17:01,596 --> 00:17:05,684 So as long as we communicate that on the front end it sucks 333 00:17:05,704 --> 00:17:08,550 while it's happening, but people will understand. 334 00:17:08,550 --> 00:17:10,763 And then when you do the recap at the end of the year and 335 00:17:10,784 --> 00:17:13,297 you're saying, you know, hey, our failure rate was one and a 336 00:17:13,336 --> 00:17:18,429 half percent or whatever it is, um, they're like cool, that's 337 00:17:18,449 --> 00:17:21,260 pretty good, but it sure as hell sucked in the moment. 338 00:17:21,601 --> 00:17:24,186 Nate Shutes: Yeah, I'm sure when people hear what you do for a 339 00:17:24,247 --> 00:17:28,241 living, they immediately go, oh, that's so cool and they get 340 00:17:28,321 --> 00:17:29,523 stars in their eyes about. 341 00:17:29,523 --> 00:17:33,349 You must brush shoulders with famous people occasionally and 342 00:17:33,891 --> 00:17:37,300 get to be backstage and see all sorts of cool things, but I like 343 00:17:37,300 --> 00:17:38,702 how you shared. 344 00:17:38,702 --> 00:17:44,951 99% of what you do is the 3 am incident or, you know, a 345 00:17:44,991 --> 00:17:48,903 forklift in the mud, and yet I've got to be honest, I'm still 346 00:17:48,903 --> 00:17:52,171 super curious about the cool parts. 347 00:17:52,371 --> 00:17:54,061 Josh Klebanoff: So you said, yeah, the cool parts are great, 348 00:17:54,142 --> 00:17:55,484 right, like, it's definitely. 349 00:17:55,484 --> 00:17:56,728 It's sexy. 350 00:17:56,728 --> 00:18:01,266 Right Like if you work for or work at a different logistics 351 00:18:01,306 --> 00:18:04,492 company and I don't know say the Gap is your biggest client 352 00:18:05,099 --> 00:18:08,508 you're picking up a container of sweaters at the port and you're 353 00:18:08,508 --> 00:18:12,864 rushing to get them delivered to a DC so they don't give you a 354 00:18:12,864 --> 00:18:13,525 charge back. 355 00:18:13,525 --> 00:18:20,520 Our people are so excited and motivated by what they do every 356 00:18:20,560 --> 00:18:25,791 day because we are delivering happiness and joy to hundreds of 357 00:18:25,791 --> 00:18:30,288 thousands of people every single day, directly or 358 00:18:30,348 --> 00:18:34,338 indirectly, right, and that's what is sexy and cool and 359 00:18:34,398 --> 00:18:36,122 exciting and keeps us going. 360 00:18:36,122 --> 00:18:42,034 And that's why we want to go find four tons of mulch to put 361 00:18:42,074 --> 00:18:45,308 under the forklift so that we can deliver the joy to those 362 00:18:45,368 --> 00:18:45,690 people. 363 00:18:47,019 --> 00:18:49,086 And it's not just us, it's not just people in the office. 364 00:18:49,086 --> 00:18:51,561 We have people on the road that are traveling and making sure 365 00:18:51,582 --> 00:18:54,849 stuff's going okay with our drivers, and it's also the 366 00:18:54,911 --> 00:18:55,592 drivers, right? 367 00:18:55,592 --> 00:18:58,224 So we are asset-based in brokerage. 368 00:18:58,224 --> 00:19:02,472 Our asset-based guys know and get it, and then on the broker 369 00:19:02,512 --> 00:19:08,001 side, these guys know and get it , and then on the broker side, 370 00:19:08,021 --> 00:19:09,625 um, we really drive in the buy-in from drivers and carriers 371 00:19:09,625 --> 00:19:13,012 , whether we're using them once or they're a common carrier for 372 00:19:13,153 --> 00:19:13,212 us. 373 00:19:13,212 --> 00:19:17,396 Right, like these poor guys are so used to just bumping docks 374 00:19:17,436 --> 00:19:21,647 and delivering, you know, a truckload of pasta or whatever 375 00:19:21,688 --> 00:19:22,308 it might be. 376 00:19:22,308 --> 00:19:23,571 It's not exciting. 377 00:19:24,894 --> 00:19:28,402 We kind of pride ourselves on paying our carriers and our 378 00:19:28,422 --> 00:19:32,192 drivers really well and letting them know what they're doing. 379 00:19:32,192 --> 00:19:34,987 Like, hey man, you're delivering a part of the stage 380 00:19:35,047 --> 00:19:35,868 for Luke Combs. 381 00:19:35,868 --> 00:19:40,628 And then it's like, oh my God, I love Luke Combs, that's cool, 382 00:19:40,648 --> 00:19:41,471 this is great. 383 00:19:41,471 --> 00:19:42,714 And they're excited. 384 00:19:42,714 --> 00:19:46,502 And if something happens and they got to sit on site for five 385 00:19:46,502 --> 00:19:50,352 hours, you're not dealing with, I need detention, blah, blah. 386 00:19:50,352 --> 00:19:52,851 It's like they're excited because they're delivering for 387 00:19:52,871 --> 00:19:55,663 luke combs and and that's their guy, they love that song they're 388 00:19:55,663 --> 00:19:58,115 gonna go down the road 1100 miles and they're gonna blare 389 00:19:58,155 --> 00:20:00,942 luke combs the whole way and then they're gonna tell their 390 00:20:00,962 --> 00:20:01,483 kids about it. 391 00:20:01,884 --> 00:20:04,148 A hundred percent and that and like. 392 00:20:04,148 --> 00:20:06,333 For us that brings joy. 393 00:20:06,333 --> 00:20:10,923 Yeah, cause you're making a difference in in so many 394 00:20:10,963 --> 00:20:11,586 people's lives. 395 00:20:12,320 --> 00:20:14,344 Nate Shutes: Have you been starstruck? 396 00:20:14,364 --> 00:20:20,953 Josh Klebanoff: Yeah, any times like yes, I mean I, I don't go 397 00:20:20,973 --> 00:20:26,307 to every single show, yeah, or even tons right, because the, 398 00:20:26,366 --> 00:20:31,297 the phones and the computer need to be working yeah yeah, but I 399 00:20:31,317 --> 00:20:35,388 will say like, when stuff comes through and and we win quotes or 400 00:20:35,388 --> 00:20:40,796 we or we work on tour quotes, or whatever it is, in the 401 00:20:40,836 --> 00:20:44,681 beginning it's like, oh my God, this is insane. 402 00:20:44,681 --> 00:20:50,057 We just moved something for Beyonce or Dave Matthews Band or 403 00:20:50,057 --> 00:20:51,911 Phish or whatever it might be. 404 00:20:51,911 --> 00:20:56,751 Now you become a little jaded. 405 00:20:57,875 --> 00:21:01,012 Sure, sure but there is times where you'll set back and be 406 00:21:01,073 --> 00:21:05,573 like I just sent a massive quote to Post Malone, Like this is 407 00:21:05,633 --> 00:21:06,153 incredible. 408 00:21:06,153 --> 00:21:11,368 Um or a couple of years ago, Swedish house mafia was 409 00:21:11,549 --> 00:21:15,057 headlining at Coachella and we did a ton of trucking for them, 410 00:21:16,066 --> 00:21:19,634 and when we won the job, this is I don two years ago, three 411 00:21:19,674 --> 00:21:19,996 years ago. 412 00:21:19,996 --> 00:21:21,246 So we've been doing this for a long time. 413 00:21:21,246 --> 00:21:25,194 At that point I think I played the same song on repeat on my 414 00:21:25,255 --> 00:21:27,929 desk for like eight hours because I was so excited. 415 00:21:27,929 --> 00:21:31,018 So there's still things that that happen. 416 00:21:31,318 --> 00:21:34,847 Nate Shutes: There's absolutely well, and there's also, you said 417 00:21:34,847 --> 00:21:35,288 , jaded. 418 00:21:35,288 --> 00:21:39,439 The entertainment industry by itself is complicated. 419 00:21:39,439 --> 00:21:43,788 It's a business and there are also creators and artists and 420 00:21:43,828 --> 00:21:48,198 folks that are bringing wonderful things into existence 421 00:21:48,298 --> 00:21:51,951 and sharing it with the world, and that all has to interact 422 00:21:52,993 --> 00:21:55,338 economically in order for it to work. 423 00:21:55,338 --> 00:21:57,946 And then you also get. 424 00:21:57,946 --> 00:22:00,949 I mean, I've been fortunate to spend some time around 425 00:22:00,969 --> 00:22:02,851 professional athletes in my career. 426 00:22:02,851 --> 00:22:08,335 I was able to ship a fire truck to South America for Johan 427 00:22:08,355 --> 00:22:11,777 Santana, who at the time was the number one pitcher in all of 428 00:22:11,817 --> 00:22:12,778 Major League Baseball. 429 00:22:12,778 --> 00:22:15,779 He'd won two Cy Youngs two years in a row and he had a 430 00:22:15,819 --> 00:22:21,163 charity in Venezuela and I was working at CH Robinson at the 431 00:22:21,183 --> 00:22:21,384 time. 432 00:22:21,384 --> 00:22:23,628 We shipped that fire truck down to Venezuela. 433 00:22:23,628 --> 00:22:25,595 I got to go down and spend a week at his house. 434 00:22:25,595 --> 00:22:30,458 I met his family, his kids, his extended family and they had a 435 00:22:30,538 --> 00:22:31,540 festival in town. 436 00:22:31,540 --> 00:22:34,247 And then the year later I went back and we did it again with 437 00:22:35,088 --> 00:22:38,493 supplies for a hospital, and so I got to spend a bunch of time 438 00:22:38,534 --> 00:22:40,356 around famous people. 439 00:22:41,198 --> 00:22:45,171 And at first you're like, oh my goodness, they're heroes, 440 00:22:45,250 --> 00:22:47,516 they're flawless, they're perfect. 441 00:22:47,516 --> 00:22:53,455 And then you realize over time, no, they're human beings and at 442 00:22:53,455 --> 00:22:55,906 a certain point they get tired of the spotlight and they just 443 00:22:55,946 --> 00:22:59,433 want to be left alone and enjoy their time with their families 444 00:22:59,493 --> 00:23:01,679 and live semi-normal lives. 445 00:23:01,679 --> 00:23:08,315 And shifting from being a fan of a person to being I wouldn't 446 00:23:08,355 --> 00:23:14,068 go as far as to say friends, but friendly and to develop a 447 00:23:14,128 --> 00:23:17,715 short-term relationship anyways, was eye-opening for me because 448 00:23:17,756 --> 00:23:19,078 I thought it was something different. 449 00:23:19,078 --> 00:23:22,191 And then you get up close and that was just a couple of 450 00:23:22,250 --> 00:23:27,105 experiences that I had and then you realize even Beyonce, she's 451 00:23:27,226 --> 00:23:27,646 working. 452 00:23:27,646 --> 00:23:34,959 When she's doing a concert, she's at her job and so sure, 453 00:23:34,999 --> 00:23:38,391 her job is cool, but it's also a ton of work. 454 00:23:38,391 --> 00:23:44,526 And you got 20 or 30,000 people that have been saving money for 455 00:23:44,526 --> 00:23:45,208 a couple of months. 456 00:23:45,208 --> 00:23:47,955 Maybe it's their first concert and they're 15 years old. 457 00:23:48,465 --> 00:23:50,906 Josh Klebanoff: Usually 70,000, but yeah 70,000. 458 00:23:50,967 --> 00:23:54,334 Nate Shutes: Okay, I'm in Minneapolis, our biggest stadium 459 00:23:54,334 --> 00:23:56,538 , maybe, I think it's 55. 460 00:23:57,425 --> 00:23:58,067 Josh Klebanoff: Bank's pretty big. 461 00:23:58,067 --> 00:23:59,313 How big is US Bank? 462 00:24:02,846 --> 00:24:04,108 Nate Shutes: Yeah, you're right, us Bank is probably, probably. 463 00:24:04,148 --> 00:24:05,932 Josh Klebanoff: I mean, I should know the answer is probably 70 464 00:24:05,952 --> 00:24:06,074 000. 465 00:24:06,074 --> 00:24:08,547 Yeah, like excel, we actually have a whole job loading into us 466 00:24:08,547 --> 00:24:12,115 bank on saturday um so free tickets. 467 00:24:12,154 --> 00:24:13,116 Nate Shutes: Do I get a hookup? 468 00:24:13,116 --> 00:24:13,698 How does that work? 469 00:24:13,904 --> 00:24:17,512 Josh Klebanoff: I would love to say I'm just kidding, but you 470 00:24:17,553 --> 00:24:19,076 know doing this for so long. 471 00:24:19,076 --> 00:24:21,990 That is the number one question that we get asked oh really 472 00:24:22,452 --> 00:24:22,935 every day. 473 00:24:22,935 --> 00:24:23,699 Hey, can we get tickets? 474 00:24:23,699 --> 00:24:24,281 Can we get tickets? 475 00:24:24,281 --> 00:24:24,904 Can we get tickets? 476 00:24:24,904 --> 00:24:26,671 And it's like first off. 477 00:24:26,671 --> 00:24:27,875 No, like we're. 478 00:24:27,875 --> 00:24:31,486 We're too far removed to get the free tickets ourselves all 479 00:24:31,506 --> 00:24:36,240 the time and we never want to ask that question to yeah, 480 00:24:36,780 --> 00:24:38,546 they're your customer they're a customer. 481 00:24:38,566 --> 00:24:42,151 they're paying us a lot of money like I, if, if I wanted to get 482 00:24:42,171 --> 00:24:44,375 the ticket, like I'll get the ticket. 483 00:24:44,375 --> 00:24:50,269 Um, we, part of our company, and our culture too, is like, we 484 00:24:50,269 --> 00:24:55,719 make sure everyone goes on site at least minimum once a year 485 00:24:55,838 --> 00:24:58,493 during a build or during a loadout, so that they can, like, 486 00:24:58,493 --> 00:25:02,390 get their hands dirty and be on and and learn and see what 487 00:25:02,430 --> 00:25:02,830 happens. 488 00:25:02,830 --> 00:25:05,912 Um, cause it just makes doing your job that much better. 489 00:25:05,912 --> 00:25:09,609 Yeah, um, that's one side of the token. 490 00:25:09,609 --> 00:25:13,729 The other side is, um, as, like a work perk, we give everybody 491 00:25:13,789 --> 00:25:17,031 to free, free tickets to whatever show they want to go to 492 00:25:17,031 --> 00:25:17,874 throughout the year. 493 00:25:17,874 --> 00:25:20,832 Um, and when I say free, they just say, hey, I want to go to 494 00:25:20,852 --> 00:25:22,409 the show, and like, if we have a relationship. 495 00:25:22,429 --> 00:25:24,929 we'll ask, and if we don't, then we buy it. 496 00:25:26,705 --> 00:25:27,288 Nate Shutes: But I do. 497 00:25:27,288 --> 00:25:32,734 I do have to ask, though what's your favorite memory from maybe 498 00:25:32,734 --> 00:25:36,471 the early days when it when you were maybe a bit more 499 00:25:36,570 --> 00:25:42,173 idealistic or you got to listen to a band that meant a lot to 500 00:25:42,272 --> 00:25:42,954 you or something? 501 00:25:42,954 --> 00:25:45,992 Is there a moment that sticks out where it felt maybe pure or 502 00:25:46,032 --> 00:25:46,394 simpler? 503 00:25:47,115 --> 00:25:50,612 Josh Klebanoff: Yeah, so one of our original biggest clients 504 00:25:51,574 --> 00:25:57,227 used to do a music festival in Dover, delaware, and within the 505 00:25:57,268 --> 00:26:01,196 first year we were on had, like these, all access VIP tickets 506 00:26:02,545 --> 00:26:03,769 Myself and my partner at the time. 507 00:26:03,769 --> 00:26:05,734 It was a little, the company was literally just the two of us 508 00:26:05,734 --> 00:26:09,255 and it was very much like, like I said before, fake it till you 509 00:26:09,255 --> 00:26:12,192 make it, and we sounded a lot bigger than we were, but it was 510 00:26:12,212 --> 00:26:13,194 truly just the two of us. 511 00:26:13,194 --> 00:26:16,432 We had an amazing time on site. 512 00:26:16,432 --> 00:26:20,134 I saw Chance the Rapper and it was like the coolest thing ever 513 00:26:20,255 --> 00:26:22,788 because it was like I was involved with this. 514 00:26:22,788 --> 00:26:27,818 Then drove back home at the time, the company was based in 515 00:26:27,858 --> 00:26:28,386 New York city. 516 00:26:28,386 --> 00:26:29,189 We're not anymore. 517 00:26:29,189 --> 00:26:33,463 We drove back home to New York and then two days later, during 518 00:26:33,564 --> 00:26:38,332 load out, get this email and it was like hey, chance needs to 519 00:26:38,413 --> 00:26:41,617 move his motorcycle from chicago to la. 520 00:26:41,617 --> 00:26:43,405 Um, can you guys do this? 521 00:26:43,405 --> 00:26:46,451 It was like absolutely like I am. 522 00:26:46,833 --> 00:26:52,204 I'm so high right now, um on life like this is the coolest 523 00:26:52,345 --> 00:26:57,095 thing ever, um, and things like that happen all the time, but 524 00:26:57,134 --> 00:26:59,607 like this was in the early days, I feel like it was one of the 525 00:26:59,689 --> 00:27:03,455 first like really cool things that we did and it was coming 526 00:27:03,576 --> 00:27:06,385 off of like being at this festival that we really helped 527 00:27:06,846 --> 00:27:10,614 put on Um and that like all. 528 00:27:10,614 --> 00:27:13,305 There's a lot of moments like that, but I feel like that's one 529 00:27:13,305 --> 00:27:14,689 that I'll I'll probably always remember. 530 00:27:15,590 --> 00:27:17,115 Nate Shutes: So how do you hold on to? 531 00:27:17,115 --> 00:27:19,685 Now you're 10 years into your entrepreneurial journey. 532 00:27:19,685 --> 00:27:22,347 You have You've learned a lot of operational lessons. 533 00:27:22,347 --> 00:27:24,509 You've learned, I'm sure, accounting and finance 534 00:27:24,569 --> 00:27:26,050 differently than you did in the beginning. 535 00:27:26,050 --> 00:27:32,536 You've learned people, management and at times it can, 536 00:27:33,237 --> 00:27:37,539 for some, start to feel like a different kind of hamster wheel, 537 00:27:37,539 --> 00:27:39,580 almost Like some people complain about their job and 538 00:27:39,601 --> 00:27:40,362 their career and stuff. 539 00:27:40,362 --> 00:27:43,874 Well, for entrepreneurs, it can reach that same point. 540 00:27:43,874 --> 00:27:49,435 They just can't talk about it because that's their, and you 541 00:27:49,476 --> 00:27:51,909 can't just like, hey, I'm going to change jobs and go do 542 00:27:51,949 --> 00:27:52,510 something different. 543 00:27:52,510 --> 00:27:56,432 No, you are married to this, and so that's why I'm leaning in 544 00:27:56,432 --> 00:27:59,213 a little bit more on your 10 years in. 545 00:27:59,213 --> 00:28:05,328 How do you stay disciplined, how do you stay connected to 546 00:28:05,388 --> 00:28:11,836 your purpose of finding the impact that you have on people, 547 00:28:11,856 --> 00:28:13,700 going to a concert and being able to say, hey, I played a 548 00:28:13,759 --> 00:28:14,520 small part in that. 549 00:28:14,520 --> 00:28:21,838 How do you not stay cynical or anything like that, as just as 550 00:28:21,878 --> 00:28:24,531 an entrepreneur, it's really it's a good question. 551 00:28:24,744 --> 00:28:29,375 Josh Klebanoff: It's really really hard because you can get 552 00:28:29,395 --> 00:28:30,458 jaded really easily. 553 00:28:30,458 --> 00:28:32,190 It's really tough. 554 00:28:32,190 --> 00:28:35,993 So, and there's so many days I'll wake up and sit down at my 555 00:28:36,055 --> 00:28:38,559 desk and be like well, another day of going to battle. 556 00:28:38,559 --> 00:28:41,906 Right, got 300 emails to deal with. 557 00:28:41,906 --> 00:28:44,732 I've got this P&L explosion. 558 00:28:44,732 --> 00:28:47,398 My accountant's screaming at me for this. 559 00:28:47,398 --> 00:28:49,426 This load got lost. 560 00:28:49,426 --> 00:28:52,750 We owe $15,000 for whatever mistake. 561 00:28:52,750 --> 00:28:55,813 This customer hasn't paid their bill in 90 days. 562 00:28:55,813 --> 00:28:58,135 There's a trillion things. 563 00:28:58,717 --> 00:29:07,526 It sounds goofy, but getting up and walking and getting exercise 564 00:29:07,526 --> 00:29:13,756 for me is so important and so helpful in keeping a fresh mind. 565 00:29:13,756 --> 00:29:18,189 My business partner and I have an incredible relationship. 566 00:29:18,189 --> 00:29:22,557 We talk all day, every day, and hardly ever disagree on things 567 00:29:22,597 --> 00:29:27,970 or fight, which is super refreshing, and we are truly 568 00:29:28,150 --> 00:29:31,837 each other's therapists to kind of get through the day, the week 569 00:29:31,837 --> 00:29:34,944 , the month, which is incredible . 570 00:29:34,944 --> 00:29:37,493 We're both really fortunate to have each other. 571 00:29:37,493 --> 00:29:42,886 I don't think that I can do this completely on my own, and 572 00:29:42,926 --> 00:29:46,688 the other thing is go to site every now and then we're loading 573 00:29:46,688 --> 00:29:53,671 in for F1 right now in Miami, and on Tuesday of this week I 574 00:29:53,711 --> 00:29:56,415 went up, shook a couple hands, said hi, got a little tour of 575 00:29:56,977 --> 00:30:00,707 what we brought in and what they're building and you leave 576 00:30:00,747 --> 00:30:03,796 and you're excited and you remember why you did it. 577 00:30:03,796 --> 00:30:06,909 It's very hard to remember. 578 00:30:06,909 --> 00:30:11,258 While you're head down in a spreadsheet or on the phone all 579 00:30:11,298 --> 00:30:16,095 day or leading a team meeting or , like you said, an accounting 580 00:30:16,134 --> 00:30:20,993 problem, an HR problem, you know this person on your team 581 00:30:21,034 --> 00:30:23,010 doesn't get along with this person on your team and you got 582 00:30:23,030 --> 00:30:23,574 to deal with that. 583 00:30:23,574 --> 00:30:26,246 So, listen, those are things about running a business that 584 00:30:26,287 --> 00:30:27,449 just are inevitable. 585 00:30:27,449 --> 00:30:28,372 They have to happen. 586 00:30:28,372 --> 00:30:33,789 But to have the ability to both have a business partner who you 587 00:30:33,789 --> 00:30:38,138 can trust and respect and talk to all the time candidly 588 00:30:38,885 --> 00:30:39,769 incredibly helpful. 589 00:30:39,769 --> 00:30:46,574 And to force yourself to get away and to get on job sites 590 00:30:46,594 --> 00:30:48,724 every now and then and meet with clients also super helpful. 591 00:30:48,724 --> 00:30:53,096 And it gives you that reminder of why you do what you do. 592 00:30:55,467 --> 00:30:59,689 We also now have two warehouses, so to get into our shops and to 593 00:30:59,689 --> 00:31:04,857 see everything that's there, it's like it makes you feel so 594 00:31:04,917 --> 00:31:05,900 much more involved. 595 00:31:05,900 --> 00:31:10,694 Like for the last year we had a massive Lollapalooza sign in 596 00:31:10,755 --> 00:31:16,170 our warehouse in Nashville and every time I'd get up and pace 597 00:31:16,430 --> 00:31:18,614 in between meetings throughout the warehouse. 598 00:31:18,614 --> 00:31:21,786 It's like you just kind of take a step back and you think, like 599 00:31:21,786 --> 00:31:23,609 this is really cool. 600 00:31:23,609 --> 00:31:26,275 Like, what we're doing is really cool. 601 00:31:26,976 --> 00:31:31,934 Um, like there's there's massive Lollapalooza sign on a rack and 602 00:31:31,934 --> 00:31:36,147 then, right next to that, I've got 25 road cases with red hot 603 00:31:36,167 --> 00:31:39,156 chili pepper stickers on them, because for the red hot chili 604 00:31:39,176 --> 00:31:42,926 peppers, um, and it allows you to take a breath, and you're 605 00:31:42,946 --> 00:31:46,896 like I just I can't believe, like I have the chills, like I I 606 00:31:46,896 --> 00:31:48,708 can't believe that this is what's happened. 607 00:31:48,708 --> 00:31:51,113 Um, it's my career. 608 00:31:51,113 --> 00:31:51,973 It's really cool. 609 00:31:51,973 --> 00:31:56,348 Um, but to your point, like taking a step back and getting 610 00:31:56,388 --> 00:32:01,357 away from, like the accounting and the HR and the whatever 611 00:32:01,778 --> 00:32:05,432 mumbo jumbo administrative thing is going on, and to remember 612 00:32:05,451 --> 00:32:10,490 the, that kind of stuff, um is, is is cool and exciting, and 613 00:32:10,529 --> 00:32:11,835 that's that's what keeps me going. 614 00:32:12,326 --> 00:32:15,233 Nate Shutes: I think that's what keeps me going to it in sharing 615 00:32:15,233 --> 00:32:21,734 stories is you're talking about exercise and walking and, 616 00:32:21,894 --> 00:32:24,385 physically, how you take care of yourself. 617 00:32:24,385 --> 00:32:27,554 You've got a co-founder and somebody that you can talk with 618 00:32:27,713 --> 00:32:30,627 to deal with some of the emotional and psychological 619 00:32:30,689 --> 00:32:32,772 challenges of entrepreneurship. 620 00:32:32,772 --> 00:32:36,846 You're not doing it alone, and then you're also connecting that 621 00:32:36,846 --> 00:32:39,351 back to something bigger than yourself. 622 00:32:39,351 --> 00:32:44,978 You've got a version of purpose that works for you, that can be 623 00:32:44,978 --> 00:32:49,664 your kind of reserve fuel tank when the primary one drains 100% 624 00:32:49,664 --> 00:32:55,714 , and so that is a combination, for I don't want to say like 625 00:32:55,776 --> 00:32:58,380 success, but it's a combination for longevity. 626 00:32:58,380 --> 00:33:01,394 10 years is a long time to do anything. 627 00:33:02,184 --> 00:33:02,965 Josh Klebanoff: Longevity is important. 628 00:33:02,965 --> 00:33:10,278 Um, and burnout is 100% a real thing and the two of us, um, my 629 00:33:10,298 --> 00:33:14,174 partner and I have totally gotten to like those points of 630 00:33:14,276 --> 00:33:17,967 physical and mental exhaustion more times that I can count. 631 00:33:17,967 --> 00:33:20,726 But we also hold ourselves accountable and check each other 632 00:33:20,726 --> 00:33:23,472 and when those things happen, force each other to take a trip, 633 00:33:23,472 --> 00:33:26,028 go on vacation, take days off, whatever it is. 634 00:33:26,028 --> 00:33:31,637 But that said, we're both such insane workaholics that we never 635 00:33:31,637 --> 00:33:35,111 really put down the phone or put down your email or whatever 636 00:33:35,131 --> 00:33:35,873 it might be like. 637 00:33:35,873 --> 00:33:40,770 So we really do try to force ourselves, now that we're 638 00:33:40,790 --> 00:33:44,191 fortunate enough to have a big enough team, that that the shop 639 00:33:44,230 --> 00:33:47,657 can run, not fully without us, but without us a little bit. 640 00:33:47,657 --> 00:33:56,015 Um is is immensely helpful so we can try to like reconnect in 641 00:33:56,055 --> 00:33:59,137 our personal relationships, in our personal lives, and not be 642 00:33:59,178 --> 00:34:02,281 fucked in 24-7, 365. 643 00:34:02,281 --> 00:34:07,175 But as a founder you are, because the buck does stop with 644 00:34:07,217 --> 00:34:07,317 you. 645 00:34:08,244 --> 00:34:10,052 Nate Shutes: I think it's helpful for others to hear that 646 00:34:10,152 --> 00:34:10,293 too. 647 00:34:10,293 --> 00:34:13,371 We're talking a little bit about celebrity and the appeal 648 00:34:13,472 --> 00:34:16,418 of being close to that. 649 00:34:16,418 --> 00:34:21,010 Entrepreneurs get some of that too, and I'm admittedly guilty 650 00:34:21,090 --> 00:34:23,690 at times of putting entrepreneurs on a pedestal, but 651 00:34:23,690 --> 00:34:24,932 they're just people too. 652 00:34:24,932 --> 00:34:28,309 I'm inspired and motivated by entrepreneurs myself. 653 00:34:28,309 --> 00:34:32,643 Maybe that's why I get starstruck sometimes hearing 654 00:34:32,663 --> 00:34:35,769 people's stories, because I find it so compelling. 655 00:34:35,769 --> 00:34:41,864 But for others to of just the realities, of what it takes and 656 00:34:41,884 --> 00:34:45,735 the sacrifices that it requires in order for you to get to this 657 00:34:45,815 --> 00:34:46,076 point. 658 00:34:46,076 --> 00:34:49,786 I often talk about inspiring other people to take that leap, 659 00:34:50,730 --> 00:34:56,003 and yet that's an unfair representation sometimes of what 660 00:34:56,003 --> 00:34:58,655 it's really going to be, because the stars are in their 661 00:34:58,795 --> 00:34:59,539 eyes early on. 662 00:34:59,539 --> 00:35:02,528 But the truth is it's going to be four times harder, it's going 663 00:35:02,528 --> 00:35:06,447 to take five times longer and it's not going to go the way you 664 00:35:06,447 --> 00:35:10,235 planned it to never ever, ever go the way that you planned it. 665 00:35:10,295 --> 00:35:12,867 Josh Klebanoff: I can say that with complete and utter 666 00:35:12,947 --> 00:35:13,528 confidence. 667 00:35:14,030 --> 00:35:18,077 Um, both for the good and the bad yeah um, I had never thought 668 00:35:18,077 --> 00:35:22,014 that we'd have almost 20 people working with us, a warehouse in 669 00:35:22,014 --> 00:35:25,132 Vegas, a warehouse in Nashville and all of these things in a 670 00:35:25,192 --> 00:35:25,693 million years. 671 00:35:25,693 --> 00:35:28,469 I wouldn't have thought that Our revenues where they are. 672 00:35:28,469 --> 00:35:30,516 None of these things I would have expected. 673 00:35:30,516 --> 00:35:35,751 On the flip side of the token, I wouldn't have expected a 674 00:35:35,811 --> 00:35:41,559 global pandemic to come through in 2020 and overnight slash our 675 00:35:41,599 --> 00:35:48,077 revenue 70% and somehow still managed to hold on. 676 00:35:48,077 --> 00:35:55,617 So I mean again, like as an entrepreneur, as a founder, the 677 00:35:55,657 --> 00:35:56,798 buck does start with you, right. 678 00:35:56,798 --> 00:36:01,769 So it's like to maintain through something like COVID and 679 00:36:01,769 --> 00:36:06,315 then also be able to successfully scale, because so 680 00:36:06,335 --> 00:36:08,878 many companies, as they're growing, just can't manage the 681 00:36:08,898 --> 00:36:11,061 growth and explode. 682 00:36:11,885 --> 00:36:15,833 Nate Shutes: So we've, over the last 10 years, experienced 683 00:36:15,893 --> 00:36:21,610 complete both sides of the card and it adds a lot of gray hairs 684 00:36:21,630 --> 00:36:25,293 to your head you do have quite a few gray hairs for someone your 685 00:36:25,293 --> 00:36:28,768 age, I'm not gonna lie, I did notice, um, but I also don't 686 00:36:28,789 --> 00:36:31,295 have any hair, and I work in logistics too, so I think we're 687 00:36:31,315 --> 00:36:31,836 a good pair. 688 00:36:31,836 --> 00:36:38,436 Um last kind of personal question about all of this given 689 00:36:38,436 --> 00:36:43,146 where you started 10 years ago and where you are now, when do 690 00:36:43,186 --> 00:36:46,336 you feel like you're at your best nowadays? 691 00:36:46,356 --> 00:36:52,516 Josh Klebanoff: Yeah, like personally, professionally or 692 00:36:52,724 --> 00:36:54,128 Yep, all of it. 693 00:36:54,168 --> 00:36:55,030 Nate Shutes: Like where, where? 694 00:36:55,030 --> 00:36:56,795 Where are you at your best? 695 00:36:56,795 --> 00:36:58,077 Maybe like what, what? 696 00:36:58,077 --> 00:37:05,641 What does a day look like when you are optimizing yourself and 697 00:37:05,661 --> 00:37:09,650 you feel like you're in the pocket and you're dialed in and 698 00:37:09,670 --> 00:37:14,177 you're having fun while doing something at a really high skill 699 00:37:14,177 --> 00:37:14,458 level? 700 00:37:14,458 --> 00:37:15,018 What is that? 701 00:37:15,018 --> 00:37:16,806 Maybe it's mastery. 702 00:37:16,806 --> 00:37:21,456 Like where do you feel like you are the most effective and 703 00:37:21,998 --> 00:37:22,539 enjoying it? 704 00:37:23,025 --> 00:37:27,835 Josh Klebanoff: Yeah, I think for me, so much of logistics is 705 00:37:27,855 --> 00:37:31,027 kind of being a puppet master right, like you're controlling 706 00:37:31,188 --> 00:37:34,025 so many different things in so many different parts of either 707 00:37:34,045 --> 00:37:38,494 the world or the continent, whatever it is, um, and 708 00:37:38,793 --> 00:37:42,768 ultimately like that a puppet master is, is my job right, like 709 00:37:42,768 --> 00:37:47,958 I have to control all of these elements, and a lot of those 710 00:37:47,998 --> 00:37:50,329 elements are things that are kind of out of your control. 711 00:37:50,329 --> 00:37:53,666 But you can get them to be like 75% the way they're, 80%, the 712 00:37:53,686 --> 00:37:54,108 way they're in. 713 00:37:54,108 --> 00:37:56,695 The rest is like well, we'll see what happens. 714 00:37:56,695 --> 00:38:07,998 Um, for me, success is driven by being able to be that puppet 715 00:38:08,018 --> 00:38:13,552 master, um, and have my entire team, every driver, every 716 00:38:13,632 --> 00:38:18,489 warehouse, every load in, every load out, every client, run 717 00:38:18,528 --> 00:38:19,130 without me. 718 00:38:19,471 --> 00:38:27,244 So build systems and processes and have everyone understand 719 00:38:27,726 --> 00:38:31,454 what their role is, what they need to do to continue to 720 00:38:31,514 --> 00:38:36,625 deliver the way the company wants to operate, without having 721 00:38:36,625 --> 00:38:37,947 to call me every six minutes. 722 00:38:37,947 --> 00:38:45,925 If I can get everyone to that level and I'm not the type of 723 00:38:45,965 --> 00:38:50,452 person who would just go, hang out and go away but if I can 724 00:38:51,452 --> 00:38:56,460 manage everyone from afar and make sure everyone knows their 725 00:38:56,500 --> 00:38:59,349 purpose, knows what they're doing and knows how to execute, 726 00:39:01,934 --> 00:39:08,510 that, for me is how I can create success and have the place run 727 00:39:09,090 --> 00:39:13,077 in a way that it should be running, it's efficient, it's 728 00:39:13,277 --> 00:39:17,708 communicative, it's profitable all of those key pillars. 729 00:39:17,708 --> 00:39:23,117 If I can lead that and make sure all of the pieces of the 730 00:39:23,177 --> 00:39:27,934 puzzle are attaching together the right way, that's I guess 731 00:39:27,954 --> 00:39:28,715 you could call it like. 732 00:39:28,715 --> 00:39:29,637 That's my happy place. 733 00:39:30,804 --> 00:39:31,726 Nate Shutes: And that's logistics. 734 00:39:31,726 --> 00:39:32,666 You just nailed it. 735 00:39:32,666 --> 00:39:35,710 I mean getting all of those pieces in place and functioning 736 00:39:35,811 --> 00:39:40,697 properly and working together in concert, no pun intended, is 737 00:39:42,298 --> 00:39:44,782 that's part of what makes this so interesting. 738 00:39:44,782 --> 00:39:49,067 I also know you've got some big news You've just opened a new 739 00:39:49,106 --> 00:39:50,248 facility in Vegas. 740 00:39:50,248 --> 00:39:53,534 So you've got kind of the two entertainment capitals two of 741 00:39:53,554 --> 00:39:56,057 the three maybe, or I guess I don't know how many there are if 742 00:39:56,057 --> 00:39:58,766 you throw in Nashville, new York and Vegas. 743 00:39:58,766 --> 00:40:03,257 But what have you been doing in Vegas lately and what excites 744 00:40:03,297 --> 00:40:04,407 you about the future of Yolk? 745 00:40:05,088 --> 00:40:05,389 Josh Klebanoff: Yeah. 746 00:40:05,469 --> 00:40:09,818 So I think I'll start with Vegas and then go to the future. 747 00:40:09,818 --> 00:40:12,956 So in Vegas, we just closed on a building. 748 00:40:12,956 --> 00:40:16,650 It's 15 minutes south of the strip, so we're in an awesome 749 00:40:16,670 --> 00:40:17,172 location. 750 00:40:17,172 --> 00:40:22,469 It's 10 acres, we have 150 trailer parking spots, all paved 751 00:40:22,469 --> 00:40:26,719 , gated, secured, and almost 40,000 square feet of warehouse. 752 00:40:26,719 --> 00:40:33,489 So, as we talked about right before this, like the puppet 753 00:40:33,509 --> 00:40:36,650 master skills, got to a place where, like people were, people 754 00:40:36,710 --> 00:40:38,692 knew what they were doing within our four walls. 755 00:40:38,692 --> 00:40:43,335 So Rory and I my partner we're just like, okay, what, what's 756 00:40:43,396 --> 00:40:43,735 next? 757 00:40:43,735 --> 00:40:44,076 Right? 758 00:40:44,076 --> 00:40:46,018 Like how can we keep this going ? 759 00:40:46,018 --> 00:40:50,840 Because our day to day needs are not as high as they used to 760 00:40:50,900 --> 00:40:52,882 be to run the transport side of things. 761 00:41:00,664 --> 00:41:02,048 So we invested in this building and the sole purpose is to. 762 00:41:02,048 --> 00:41:03,172 It's called show services and storage. 763 00:41:03,172 --> 00:41:06,440 The sole purpose is to provide services to shows within the 764 00:41:06,480 --> 00:41:07,983 storage space, right? 765 00:41:07,983 --> 00:41:14,641 So for so long, we found a void on the West coast for trailer 766 00:41:14,661 --> 00:41:16,344 parking and short-term storage. 767 00:41:16,344 --> 00:41:20,976 And and if a band is in the in between a tour and they ignore 768 00:41:20,996 --> 00:41:23,791 to stash their gear, they would send it all the way back to the 769 00:41:23,811 --> 00:41:25,867 East coast, to where they know, and then all the way back to the 770 00:41:25,867 --> 00:41:27,673 West coast and spending all this money on trucking. 771 00:41:27,673 --> 00:41:33,634 So there's a ton of opportunity there um to define what the 772 00:41:33,693 --> 00:41:37,260 future of entertainment logistics looks like. 773 00:41:37,260 --> 00:41:40,831 We did the same thing in Nashville, on a much, much, much 774 00:41:40,831 --> 00:41:44,237 smaller scale, and found success in that, and our 775 00:41:44,257 --> 00:41:44,938 building is full. 776 00:41:44,938 --> 00:41:52,257 Not only does it help artists and customers with a direct need 777 00:41:52,257 --> 00:41:56,905 in terms of storage, but it builds a much stickier 778 00:41:57,025 --> 00:42:01,213 relationship between us and them in terms of long-term transport 779 00:42:01,213 --> 00:42:01,213 . 780 00:42:01,534 --> 00:42:04,005 So that's what's going on in Vegas. 781 00:42:04,005 --> 00:42:11,476 We'll also have plans to have a small like onsite mechanic shop 782 00:42:11,476 --> 00:42:11,476 . 783 00:42:11,476 --> 00:42:16,773 Any tour or any really anyone that operates in logistics knows 784 00:42:16,773 --> 00:42:20,268 that equipment goes bad and equipment needs help, whether 785 00:42:20,309 --> 00:42:25,472 it's the tractor, it's the trailer, it's a pallet that fell 786 00:42:25,472 --> 00:42:26,556 apart, whatever it is. 787 00:42:26,556 --> 00:42:32,657 So we're working to outsource an onsite mobile mechanic so he 788 00:42:32,677 --> 00:42:35,335 can service everyone in the yard . 789 00:42:35,335 --> 00:42:39,028 So it's a completely vertically integrated location. 790 00:42:39,028 --> 00:42:43,318 So when there's a trailer in the yard and a driver comes to 791 00:42:43,338 --> 00:42:48,556 hook it up, to bring it to a stadium in LA and says, oh no, 792 00:42:48,617 --> 00:42:52,327 there's a tire that's blown on this trailer because the last 793 00:42:52,367 --> 00:42:54,333 driver just didn't want to deal with it and dropped it and 794 00:42:54,373 --> 00:42:58,045 didn't tell anybody, we can get it fixed on site instead of 795 00:42:58,085 --> 00:43:01,902 having to call around, wait five hours for somebody to show up 796 00:43:01,963 --> 00:43:03,427 and then all of a sudden that trailer's late. 797 00:43:03,427 --> 00:43:05,530 So that's what's going on in Vegas. 798 00:43:07,092 --> 00:43:12,929 As far as the future of Yoke Transport goes, for a long time 799 00:43:13,070 --> 00:43:15,036 we've been on a brokerage only model. 800 00:43:15,036 --> 00:43:19,353 In the last 18 months we've started investing into assets, 801 00:43:19,454 --> 00:43:21,318 both on tractors and in trailers . 802 00:43:21,318 --> 00:43:25,356 We have more trailers right now than we have tractors, but the 803 00:43:25,436 --> 00:43:29,768 idea around that is to build our brand and to do more tours. 804 00:43:29,768 --> 00:43:34,516 We're really successful in what we call the spot freight market 805 00:43:34,516 --> 00:43:34,516 . 806 00:43:34,516 --> 00:43:39,173 Uh, so we do a ton for heavy infrastructure, for events. 807 00:43:39,173 --> 00:43:40,416 That's kind of our sweet spot. 808 00:43:40,416 --> 00:43:46,635 Um, we've done a lot of touring , but with our own assets and 809 00:43:46,695 --> 00:43:49,467 with our own trailers will really help us break more and 810 00:43:49,507 --> 00:43:53,795 more and more into the touring market, um, to win more of those 811 00:43:53,795 --> 00:43:54,177 bids. 812 00:43:54,177 --> 00:43:58,572 So that's that's sort of where we're going next with with our 813 00:43:58,773 --> 00:44:01,398 growth plans on the transportation side. 814 00:44:02,166 --> 00:44:03,750 Nate Shutes: That is all very exciting stuff. 815 00:44:03,750 --> 00:44:08,530 I mean, you, you're on your own rise to fame in this, in this 816 00:44:08,630 --> 00:44:11,277 industry and in this journey, is it's just you know? 817 00:44:11,824 --> 00:44:12,947 Josh Klebanoff: I don't know about that, but we're certainly 818 00:44:12,967 --> 00:44:16,414 trying to make a name for ourselves, um, and, and we've 819 00:44:16,434 --> 00:44:17,677 done that, we've totally done that. 820 00:44:18,585 --> 00:44:19,327 Nate Shutes: What does yoke mean ? 821 00:44:19,327 --> 00:44:19,768 By the way? 822 00:44:20,670 --> 00:44:22,733 Josh Klebanoff: So yoke is um. 823 00:44:22,733 --> 00:44:25,806 It's like a wooden plank between two ox that's carrying. 824 00:44:25,826 --> 00:44:26,547 Nate Shutes: Yeah. 825 00:44:26,788 --> 00:44:29,514 Josh Klebanoff: So we in our office in Nashville we have we 826 00:44:29,554 --> 00:44:37,507 have a giant yoke above the door and when we started the company 827 00:44:37,507 --> 00:44:38,849 in 16, we're like spitballing a million names and a million 828 00:44:38,869 --> 00:44:42,498 logos, and this is where we landed and we liked it because 829 00:44:43,467 --> 00:44:47,356 the two ox are connected and they're carrying something right 830 00:44:47,356 --> 00:44:47,356 . 831 00:44:47,356 --> 00:44:49,626 So, like yoke, what do we do? 832 00:44:49,626 --> 00:44:53,737 We connect people, we connect shippers with carriers, we 833 00:44:53,856 --> 00:44:56,030 connect tours with warehouse space. 834 00:44:56,030 --> 00:44:59,746 So I mean, all we're doing all day is connecting people and 835 00:44:59,947 --> 00:45:00,889 we're hauling stuff. 836 00:45:00,889 --> 00:45:04,655 So we thought that the word yoke was a really good fit. 837 00:45:05,416 --> 00:45:07,139 Nate Shutes: And brings it all together Exactly. 838 00:45:07,139 --> 00:45:10,534 It's also a pretty heavy burden that you have to carry too. 839 00:45:12,284 --> 00:45:15,092 Josh Klebanoff: Thanks for that you're welcome. 840 00:45:15,893 --> 00:45:18,528 Nate Shutes: Um, I'd love the chance to meet your co-founder 841 00:45:18,690 --> 00:45:19,373 at some point. 842 00:45:19,373 --> 00:45:24,190 Uh, the the other half of the, the two horsepower yeah, a lot 843 00:45:24,210 --> 00:45:25,514 of people call us burton, ernie. 844 00:45:26,115 --> 00:45:28,463 Josh Klebanoff: Um, okay, tbd, which one's burton, which one's 845 00:45:28,543 --> 00:45:31,150 ernie, but um, we get, we get that a lot. 846 00:45:31,150 --> 00:45:36,083 So rory is kind of like we're both very personal outgoing 847 00:45:36,123 --> 00:45:40,318 bubbly people but rory's the one who like very much, holds a lot 848 00:45:40,318 --> 00:45:44,188 of like the strong customer relationships and really focuses 849 00:45:44,188 --> 00:45:48,056 on revenue driving stuff um, and I'm the one that kind of 850 00:45:48,077 --> 00:45:51,831 keeps the shop together and moving in the right direction. 851 00:45:52,030 --> 00:45:57,708 Nate Shutes: So hiring numbers forecasts administration, all 852 00:45:57,728 --> 00:46:00,096 the fun, all the non fun stuff for most people. 853 00:46:00,244 --> 00:46:03,612 Josh Klebanoff: Yeah, all the boring stuff, but in a weird way 854 00:46:03,612 --> 00:46:04,092 I like it. 855 00:46:04,092 --> 00:46:07,927 Maybe that's like the original push to like try to force myself 856 00:46:07,927 --> 00:46:11,976 into a finance box, but now I got a little bit of the best of 857 00:46:12,016 --> 00:46:12,498 both worlds. 858 00:46:12,498 --> 00:46:16,449 Finance box, but now I got a little bit of the best of both 859 00:46:16,489 --> 00:46:16,630 worlds. 860 00:46:16,630 --> 00:46:17,952 So I definitely wear a lot of different hats but as we 861 00:46:17,972 --> 00:46:20,701 continue to scale and grow and passing the wand of those hats 862 00:46:20,760 --> 00:46:24,072 to others which is really hard to do, but I'm getting better. 863 00:46:24,974 --> 00:46:25,717 Nate Shutes: Well, this has been . 864 00:46:25,717 --> 00:46:29,994 I knew it was going to be interesting just based on the 865 00:46:30,054 --> 00:46:31,436 subject matter of what you do. 866 00:46:31,436 --> 00:46:35,369 Going to be interesting just based on the subject matter of 867 00:46:35,389 --> 00:46:35,731 what you do. 868 00:46:35,731 --> 00:46:37,054 But you are also very interesting, josh. 869 00:46:37,054 --> 00:46:40,322 You have a neat way of articulating um kind of how you 870 00:46:40,362 --> 00:46:40,963 see the world. 871 00:46:40,963 --> 00:46:44,913 In my opinion, and you recognize, I mean logistics is a 872 00:46:44,913 --> 00:46:48,461 support function in any or. 873 00:46:48,461 --> 00:46:50,606 It's not the main thing, unless it's a freight brokerage or a 874 00:46:50,626 --> 00:46:53,952 trucking company than it is, but other than that, it is there to 875 00:46:53,952 --> 00:46:57,237 to be the plate upon which the entree is served. 876 00:46:57,237 --> 00:47:01,449 And so, on behalf of the concert attending public, I'd 877 00:47:01,469 --> 00:47:05,117 like to say thank you, and on behalf of our listeners and the 878 00:47:05,197 --> 00:47:09,653 other founders that I know um aspiring and active and former 879 00:47:10,375 --> 00:47:10,534 um. 880 00:47:10,534 --> 00:47:12,606 So thank you very much for sharing your story. 881 00:47:12,606 --> 00:47:15,949 This, this is helpful to many, and I just want to let you know 882 00:47:15,989 --> 00:47:17,775 that, like always, we're all rooting for you. 883 00:47:18,405 --> 00:47:18,485 Josh Klebanoff: Cool. 884 00:47:18,485 --> 00:47:19,427 Well, I appreciate it, Nate. 885 00:47:19,427 --> 00:47:21,853 Thank you so much for having me on the show. 886 00:47:21,853 --> 00:47:23,277 This is cool. 887 00:47:23,277 --> 00:47:25,028 This is a great experience. 888 00:47:25,028 --> 00:47:28,396 I appreciate it and looking forward to connecting more. 889 00:47:29,244 --> 00:47:29,507 Nate Shutes: Right on. 890 00:47:29,507 --> 00:47:30,411 Thank you, josh, take care. 891 00:47:30,672 --> 00:47:31,295 Josh Klebanoff: You got it, talk to you. 892 00:47:34,085 --> 00:47:36,010 Nate Shutes: Thanks for listening to another episode of 893 00:47:36,050 --> 00:47:38,967 the Bootstrapper's Guide to Logistics, and a special thank 894 00:47:38,987 --> 00:47:41,775 you to our sponsors and the team behind the scenes who make it 895 00:47:41,815 --> 00:47:42,376 all possible. 896 00:47:42,376 --> 00:47:45,873 Be sure to like, follow or subscribe to the podcast to get 897 00:47:45,893 --> 00:47:46,675 the latest updates. 898 00:47:46,675 --> 00:47:49,733 To learn more about the show and connect with the growing 899 00:47:49,773 --> 00:47:52,851 community of entrepreneurs, visit logisticsfounderscom. 900 00:47:52,851 --> 00:47:57,030 And, of course, thank you to all the founders who trust us to 901 00:47:57,030 --> 00:47:57,733 share their stories.