ON THE MOVE: Transportation Sales & Marketing Success Stories

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain welcomes Holly LaBoda, Founder and Chief Growth Officer of Formula L, back to the show for her third appearance. Holly shares what she’s seeing inside sales organizations today, why deals lose momentum, and how salespeople can re-engage buyers without defaulting to more follow-ups, discounts, or pressure.

The conversation also explores the role sales leaders play in creating, or unintentionally slowing, momentum, common sales problems that may actually be rooted in leadership or process, and some conventional sales advice Holly thin...

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Having access to more data doesn’t automatically lead to better sales. In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Matt Nash of SalesIntel about how transportation sales and marketing teams can actually put their data to work. They dig into the hits and misses Matt sees in how companies use database and prospecting tools, why understanding your ideal customer profile still matters, and how teams can turn buyer intent and other signals into meaningful action. Matt also shares what the strongest sales and marketing teams are doing diff...

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Steve Vest, Founder, Owner & President of Nationwide Equipment Transportation, about more than 20 years of building a business and selling freight. Steve shares how his approach to sales has evolved throughout his career, what separates successful salespeople from those who burn out, and why relationships continue to matter in an increasingly digital industry.

The conversation also explores Steve’s approach to social selling and operator visibility, including how he has built an authentic presence online without losing the personal conn...

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Robin Huling about what it really means to take a people-first approach to AI. Ahead of Robin’s session at TMSA’s Marketing Virtual Accelerator, they explore how marketing teams can use AI to create smarter systems, gain bandwidth, and demonstrate greater impact, without losing the creativity, relationships, and human perspective that make great marketing work.

Robin also shares her perspective on leading people through change, building internal buy-in for AI adoption, and separating genuinely useful applications from the la...

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Bob Book, Vice President of Marketing for Road Dog Care Company and Revolution Trucking, about building brands that understand and serve the people behind the wheel. Bob shares what brought him into transportation, how listening to drivers helped shape Road Dog Care, and why meaningful driver appreciation must extend beyond a single week or annual event.

The conversation also highlights TMSA and Road Dog Care’s upcoming Driver Appreciation Week contest, which invites transportation and logistics companies to shar...

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In this episode of On the Move, Jennifer Karpus-Romain welcomes Doug Davila, Vice President of Strategy at Position : Global, for a conversation about one of the most overlooked drivers of marketing success: knowing exactly who your ideal customer is, and who isn't. Drawing from decades of experience in B2B marketing and brand strategy, Doug explains why an ineffective Ideal Customer Profile (ICP) can quietly undermine marketing performance, sales alignment, and business growth. 

The discussion also explores how transportation marketing has evolved over the years, the impact of AI on today's m...

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Ben Adams about his career journey and the critical role customer success and onboarding play in transportation and logistics. Ben shares how companies can create a smoother transition from the sales process into the customer relationship, establish expectations early, and coordinate internal teams around a successful launch. 

The conversation explores why onboarding is about more than completing a checklist, how customer feedback can improve the entire organization, and what it takes to maintain trust when service does not go...

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In this episode of On the Move, Jennifer Karpus-Romain sits down with Will
Jenkins, Founder and CEO of Journey, to discuss why branding has become one of
the most overlooked growth drivers in transportation and logistics. Will shares
the story behind Journey, what he's learned from coaching transportation
companies through changing market conditions, and why trust, visibility, and
customer relationships are more important than ever.

The conversation explores the intersection of marketing and sales, the value of
personal branding, and practical ways organizations can...

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In this episode of On the Move, Jennifer Karpus-Romain sits down with Sarah Ahern of PATH Growth to discuss the value of benchmarking, strategic growth, and the evolving role of sales and marketing in transportation. As TMSA's partner on the 2026 Sales & Marketing Benchmark Study, Sarah shares why industry data matters, what organizations can learn from comparing performance against peers, and the trends shaping the future of transportation marketing and business development. 

The conversation also explores lessons from Sarah's work with executive leadership teams, insights from her ELEVATE company leader session, and p...

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The Supreme Court's ruling in Montgomery v. Caribe Transport II, LLC has put broker liability and carrier selection practices squarely in the spotlight, and the freight industry is still working through what it means.

This is your chance to ask a transportation attorney directly.
In this live episode of On the Move, Matthew Leffler, The Armchair Attorney, joins us to walk through the ruling and answer your questions in real time. What does this mean for how you qualify carriers? How should you be talking to customers right now? What...

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Cargo theft is no longer just a security issue. It’s a business issue that affects customer trust, brand reputation, and long-term growth. In this episode of TMSA’s On the Move, Jennifer Karpus-Romain sits down with Matt Wagner, Chief Sales and Marketing Officer at Jarrett, to discuss how transportation and logistics companies can navigate the growing impact of cargo theft beyond the immediate financial loss.

Matt shares insights from his nearly two decades in logistics leadership, including how customer expectations have evolved, why communication during disruptions matters more than ever...

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In this special live episode of TMSA’s On the Move, Jennifer Karpus-Romain previews this year’s ELEVATE Conference, coming up quickly June 7–9 in Denver, Colorado. Don't miss out on your chance to attend, there’s still time to register. 

Joined by special guests and industry voices, Jennifer explores what attendees can expect from one of transportation and logistics’ most anticipated events, from networking opportunities and breakout conversations to emerging trends shaping sales, marketing, and business development across the industry. 

The episode also shares practical advice on how to engage more...

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain talks with Clara Flaherty about her career journey, the evolving role of marketing in transportation, and the work being done at CarrierSource to strengthen relationships between carriers and the companies they work with. Clara shares insights into brand trust, reputation, and visibility in the logistics space, along with how authentic community involvement can create unexpected professional growth opportunities. The conversation also explores Clara’s journey from past ELEVATE breakout speaker to this year’s mainstage lineup and what she’s most excited to bring...

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In this episode of TMSA’s On the Move, Jennifer Karpus-Romain sits down with Lorieanne Rinehart, newly promoted Marketing Manager at Revenova, to talk about professional growth, industry engagement, and why community matters in transportation and logistics. Lorieanne shares her journey from supporting TMSA as a volunteer in a previous role to finally attending ELEVATE last year, and how that experience strengthened both her personal connection to the industry and Revenova’s continued investment in the TMSA community. The conversation explores evolving marketing trends, the value of relationship-driven networking, and what companies gain by s...

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In this episode of On the Move, Jen sits down with Laura Cyrus, Senior Director of Industry Training & Outreach at Truckers Against Trafficking (TAT) to discuss the critical role the transportation industry plays in combating human trafficking.

Recorded just after Sexual Assault Awareness Month, this conversation reflects on the momentum built across April and how awareness efforts are translating into real-world action. Laura shares how TAT is equipping drivers, carriers, and industry partners with the tools to recognize and report trafficking, and the tangible impact those efforts are having on victims...

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In this episode of On the Move, Jen sits down with Carly Gunby, Vice President of Revenue at Transfix and a finalist in TMSA’s AI & Technology Showdown at ELEVATE. 

With more than a decade of experience in transportation and logistics, Carly offers a preview of how privacy-preserving, custom AI cost models are helping freight brokerages price more accurately and operate more efficiently. Rather than relying on aggregated market data, her approach focuses on validating and training models using each broker’s own shipment history to address common distortions like seasonal bias...

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On the second anniversary of TMSA’s On the Move podcast, we welcome back a familiar voice, Beth Malik, TMSA President and VP at SMC3, who also happened to be the very first guest when the show launched two years ago.

In this milestone episode, Beth reflects on how both the industry and TMSA have evolved, what feels most important right now from a leadership perspective, and why the shift to role-based education Tracks marks a meaningful step forward for members.

As she prepares to transition from President to Ch...

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Most logistics companies aren’t struggling to create marketing activity, They’re struggling to be understood when it matters most. As AI reshapes how buyers search, evaluate, and choose partners, the rules around visibility are changing.

In this episode, Kameel Gaines, Founder of Atlas AI Growth & Marketing Agency and a finalist for TMSA’s AI & Technology Showdown keynote, shares how her perspective has evolved from traditional marketing execution to building true authority in the AI era. We explore what’s shifting beneath the surface, where companies may be misaligned, and how lead...

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Jen sits down with Bryan Ossa, Co-Founder and COO of Cartographer Consulting, and one of the four finalists selected for the AI & Tech Showdown opening keynote at TMSA ELEVATE.

Bryan shares the story behind a CRM transformation for a transportation brokerage managing more than 1,000 shipments per month. Faced with notification overload, duplicate records, and conflicting automation, the company was struggling to keep track of customer requests and was close to abandoning its CRM altogether.

In this episode, Jen and Bryan explore the operational realities behind CRM success, why over-engineering...

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Jen sits down with Brian Ceraolo, a long-time supporter of TMSA and a President & CEO at Peerless Media, to discuss insights from Peerless Media’s Annual B2B Marketing Trends Study. The research provides practical benchmarks for marketing teams across supply chain, logistics, material handling, robotics, and engineering to compare their strategies with industry peers.

The conversation also explores findings from Peerless’ recent Buyer’s Journey study, which revealed a significant generational shift in how B2B buyers research, evaluate, and make purchasing decisions.

Jen and Brian discuss what the da...

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Jen sits down with Jeff Price, Marketing Director at Jacksonville Port Authority (JAXPORT) and one of the four finalists selected for the AI & Tech Showdown opening keynote at TMSA ELEVATE.

Jeff shares how his team is using AI to turn complex maritime trade data into actionable sales intelligence and how a newly developed “digital worker” is helping their marketing team accelerate research, reporting, and content creation without increasing headcount. With more than 20 years of maritime industry experience combined with hands-on AI development, Jeff offers a practical look at how emerging technology can...

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Jen sits down with Lindsey Trent, Co-Founder and President of Next Generation in Trucking, to talk about building the future workforce of the supply chain. Lindsey shares her own path into the industry, the mission behind Next Gen, and why creating clear entry points for students and early-career professionals is more important than ever.

The conversation also highlights the growing partnership between TMSA and Next Generation in Trucking through the Future Forward Volunteer Program at TMSA ELEVATE, an initiative designed to bring supply chain students into the...

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Jen sits down with Briana Irwin, Marketing Manager at TCW, to talk about building a career in logistics while staying grounded in community. From her day-to-day role in transportation marketing to her involvement with TMSA’s CSR subcommittee, Briana shares how getting involved early has shaped her growth. She also reflects on her 11-year commitment to delivering Christmas gifts to children in remote villages in Guatemala, and how both her personal experiences and TCW’s culture of giving back influence the way she shows up professionally. It’s a conversation about growth, involvement, and fi...

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Coleman Ruffin is back on On the Move as he re-engages with the TMSA community in a visible way this year as MC.

In this episode, we spend time on the people side of leadership, what it looks like to hire, retain, and support teams when the market remains unpredictable and the expectations on leaders haven’t eased. Coleman shares what he’s hearing in real conversations with company leaders right now, including where tension is showing up inside organizations and where assumptions about employees may be outdated.

We also...

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Seven thousand people, endless noise, and a brand reveal...without the press release. We sit down with Whitney Cowell, Revenue Marketing Manager at Knight-Swift Supply Chain, to unpack how a soft launch at Manifest turned a crowded floor into a focused pipeline moment. Instead of chasing flash, Whitney shares how her team shifted the story from warehousing to end-to-end supply chain, refreshed the visual identity with intent, and set up simple systems to make every conversation count.

We dig into the mechanics that matter: aligning with seasoned sales pros, treating the...

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Want professional growth that actually sticks? We walk through how TMSA is replacing generic programming with focused tracks for company leaders, sales leaders, marketing leaders, sales practitioners, and marketing practitioners, so every session maps to real work and real outcomes. Don Friddell, TMSA’s president-elect, joins Jennifer Karpus-Romain to unpack why agility beats tradition in a market shaped by AI, rate swings, nearshoring, and lean teams.

You’ll hear how we’re turning long, hard-to-rewatch recordings into crisp, role-specific takeaways with optional full sessions, plus how cohort-based conference paths make it easier...

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Growth shouldn’t feel like getting dragged behind the wagon. We sat down with Holly LaBoda, Chief Growth Officer and Founder of Formula L, to unpack why logistics sales so often stall despite high effort and how to make results feel smoother, faster, and far more predictable. Holly has spent decades building sales strategies and leader capabilities across transportation and logistics, and she shares a clear blueprint for turning alignment into momentum.

We start by exposing the subtle frictions that sabotage execution: proposal tools that encourage commodity pricing when leaders want co...

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Want sellers to chase profit instead of empty volume? We sat down with Beth Carroll, CEO of Prosperio Group, to unpack how compensation design can sharpen focus, strengthen culture, and keep teams motivated through freight cycles. We walk through the foundations - target total compensation, target incentive, and the mechanics that fit each role -then dig into the real differentiator: role-based pay mix. Hunters who ask for the signature thrive on higher risk and upside; account managers who protect and expand existing business need stability to think long term. Get the mixes right...

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In this kickoff-to-trade-show-season episode, host Jen Karpus-Romain sits down with Ash Thoms, Senior Trade Show & Events Manager at ITS Logistics, to talk about what’s shaping logistics trade show season in 2026. From emerging trends at major conferences to how logistics professionals prepare for the whirlwind of events ahead, Ash breaks down what matters most to her, and what listeners should be thinking about as the industry’s calendar fills up. 

We’ll also cover the TMSA Awards program (with nominations due by March 6, 2026) and TMSA’s own networking event at Manifest in the IT...

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In this special end-of-year edition of On the Move, Jen brings the TMSA HQ team together, with potentially a few surprise guests, for a candid, behind-the-scenes conversation about the moments that defined 2025. From community wins to standout programs to the stories that made us laugh (or sweat), the team reflects on what made this year unforgettable for TMSA and its members.

But this episode isn’t just about looking back. We also pull back the curtain on what’s ahead in 2026, offering listeners early hints about new tracks, upgraded programs, and...

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In this episode of On the Move, Jen sits down with Gary Cornelius, VP of Business Development at TCW, Inc. and longtime board member of the Transportation Marketing & Sales Association (TMSA). With more than 35 years in the freight industry and a distinguished tenure on TMSA’s board and committees, Gary reflects on his professional journey, the evolution of sales and marketing in transportation, and the role industry associations play in shaping individual careers and the broader ecosystem. Together, they explore what’s next for commercial teams, how to drive meaningful connection and growth in l...

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TMSA’s On the Move Podcast – Dean Croke

In this economic-update episode of On the Move, Jen sits down with freight-market authority Dean Croke of DAT to break down what’s really happening in the transportation economy, and what’s coming next. Dean shares the key data points that matter most right now, the early signals pointing to the next market turn.
But most importantly for our audience, Dean translates the state of freight into practical guidance for sales and marketing professionals.

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In this special episode of On the Move, we sit down with Denny Grim, a TMSA member for more than 50 years, to reflect on the history, evolution, and future of transportation sales and marketing through the eyes of someone who has lived it, shaped it, and stayed committed to this community for half a century.

Support the show

Check out the Transportation Sales and Marketing Association (TMSA) website or engage with us on LinkedIn.

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TMSA’s On the Move Podcast – JCI Marketing

In this episode of On the Move, we’re joined by Jason Jimenez-Vanover, Owner of JCI Marketing, and Kevin Jessop, Director of Marketing & COO, to dig into what’s working in B2B digital marketing for transportation and logistics, and what needs to change going into 2025. Jason and Kevin break down the biggest mistakes they see companies make, how sales and marketing can finally work together instead of against each other, and why the brands winning right now aren...

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TMSA’s On the Move Podcast – Feat. Shan Wu, Co-Founder & CEO at breadd.ai

In this episode, Shan Wu, Co-Founder & CEO of breadd.ai, shares why he believes freight is one of the hardest and most misunderstood sales industries, and what needs to change for teams to succeed. Shan breaks down the biggest mistakes he sees in freight sales today, the real role AI should play, and what he learned after attending his first TMSA Executive Summit. A tactical and honest conversation for anyone trying to sell smarter in logistics.

Su...

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In this special episode of On the Move, we sit down with the 2025 Sales Mountain Mover—a leader whose career shows what’s possible when sales strategy meets true industry expertise. From building lasting customer relationships to tackling some of the most complex challenges in transportation and logistics, this year’s honoree shares lessons any sales professional or executive can apply. We’ll explore the pivotal moments that shaped their approach, the trends they’re watching in today’s market, and the leadership insights behind an award that celebrates moving mountains—literally and figuratively—i...

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Before Mike Marut arrived at Revenova, marketing meant trade shows and referrals. In just a few years, he’s built a data-driven engine that fuels 70% of the sales pipeline each quarter and helped drive 25% new-business growth.
From a 1000% surge in social engagement to award-winning product recognition, Mike’s strategy proves how modern marketing can transform a logistics technology brand.
In this episode, we talk about the campaigns, cross-team partnerships, and creative mindset behind Revenova’s marketing turnaround—and what other logistics marketers can borrow from his play...

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TMSA’s On the Move Podcast – Featuring Manoj Ramnani

Manoj Ramnani, Founder & CEO of SalesIntel.io, joins us to talk about how high-quality, human-verified data and modern buyer intelligence are reshaping sales and marketing in transportation and logistics.
We’ll explore the larger technology trends—like AI-driven targeting and real-time intent signals—that are changing how logistics companies build pipeline, reduce wasted outreach, and create more meaningful customer connections.
Whether you’re leading a sales team, shaping marketing strategy, or simply curious about the future of data-driven growth in logistics, t...

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TMSA's On The Move Podcast - Featuring Kelly Usher

In this episode of On the Move, we’re joined by Kelly Usher, Executive Director of the Traffic Club of Chicago, who brings years of leadership, operations, and community-building experience to one of the most established networking organizations in transportation.
Kelly shares her career journey—from her roots in recruiting and association management to leading one of the most active professional clubs in logistics. We’ll talk about how organizations like TCC continue to evolve to meet modern member needs, and what c...

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TMSA’s On the Move Podcast – Featuring Anthony Pagnotto

In this episode, we sit down with Anthony Pagnotto, VP of Global Sales & Marketing at Mohawk Global, to get his take on what’s going on in today’s trade landscape. From supply chain disruptions to shifting tariff regimes, Anthony will share the strategies Mohawk is using to flourish in a volatile environment.
He’ll also give us a preview of his upcoming session at the TMSA Executive Summit, “Thriving in a New Era of Global Trade”, where he’ll outline what companies n...