FREIGHT AGENTS Q & A – Jason and Randall Wardle
“Rates are important, but building long lasting, loyal shippers requires a willingness to go above your customer’s expectations and do things for them that others have not.”
How did you get your start in the logistics industry?
Jason graduated from Utah State University in 2001 with a degree in Marketing and International Business. In 2002 he began working with a firm selling small package services through Airborne Express, which later became DHL. After DHL left the domestic marketplace in 2009, he began selling LTL freight and focused exclusively on freight side.
Randy received a business degree from Brigham Young University in 2001. He managed the operations for a product manufacturer, with responsibilities for freight shipping among other things.
As brothers, we’ve always talked about building a business together. We finally determined it was time to stop talking about it and do something. The freight and logistics industry made the most sense for us. In June 2014, we left our former employers and started Mile21 Shipping. We looked at several large 3PLs to partner with and selected GlobalTranz because they had the best technology in the industry, very competitive rates, and an attractive agent model. It is obvious that GlobalTranz cares about our success.
What do you find inspiring/motivating?
“Our business provides a great opportunity to take care of our families. Since we have started this business, we enjoy more flexibility to spend time with our children and be involved in their lives in a way that wasn’t possible before. We want to show our children the value of a strong work ethic and the rewards that come from entrepreneurship. We find this very motivating.”
This is a business where everybody wins. When we bring on a new customer, they win because we can reduce their shipping costs. They get a level of support from us that they are not accustomed to having. The freight carrier wins because we give them access to new shippers and they can grow their business. We win and GlobalTranz wins because there is enough margin in between to allow us to build a successful business and accomplish our financial goals.
How many members are on your team?
We’re a team of two brothers.
Do you utilize Customer Service, if so how big is your CSR team?
All of our customer service is handled in house.
Where do you see yourself and your business within the next year?
Our goal is to bring on two outside sales representatives to allow our agency to continue to grow more quickly. We hope to be knocking on the door of the Top 20 in the next couple of years.
What are you currently working on?
We are constantly looking for opportunities to strengthen relationships with existing customers and build a bond that goes deeper than just low shipping rates. We utilize the low rates that GlobalTranz has to offer to get new clients interested, but clients continue shipping over the long run with us because we do everything we can to take care of them and make things easy on them. Rates are important, but building long lasting, loyal shippers requires a willingness to go above your customer’s expectations and do things for them that others have not.
What service do you utilize the most (i.e. LTL, FLT, Expedited, Supply Chain)
The majority of our business is LTL, but we have recently found success in assisting clients with full truckloads and expedited shipments. We have been brokering many truckloads ourselves, but we have been very impressed with the Truckload teams at GTZ and have started using them more frequently with great success.
What obstacles have you overcome to get thus far?
Like most businesses, we started small and had to work very hard to add a base of great customers over the last 18 months. To grow a business like this, you have to talk to a lot of people and be willing to make a lot of phone calls. No matter how good your customer service is, in this industry, there will always be attrition. If you are not adding new customers, you will find your business going in the wrong direction.
What are some words of encouragement you can give to newer agents / agencies just getting started?
“Every customer and prospect is different. Find out what they want and give it to them. Some customers want to spend time chatting and are looking to make friends, others just want to get down to business and are only interested in making their shipping process as simple as possible. Pay attention to subtle cues and match your style to theirs.”
Where are you from?
We are both from the great state of Utah and grew up in the Salt Lake area. As Brigham Young once said, “THIS is the place!”
Where do you like to travel?
We love to go camping and hiking and explore National Parks. We spend as much time in the mountains with our families as we can.
Do you have any hobbies?
We both enjoy playing and watching sports. We also love the opportunity we have to serve in our church and help young men in the Boy Scouts of America.
What do you like to do in your downtime, who do you like to spend it with?
We spend most of our time with our families. Our children are involved in multiple sports, including soccer, baseball, flag-football, cross-country, and dance, to name just a few.
Have you read any motivational/inspiring books lately?
Randy recommends EntreLeadership by Dave Ramsey. Jason hasn’t read any good books since elementary school, but he does recommend watching the movies Rudy and The Three Amigos. Lots of inspiration in those…
Anything else you’d like to share… we’d love to hear it.
We would like to personally thank all of the leadership team at GlobalTranz, especially Andrew Leto and Mike Leto for their efforts to build this business into something that we are all proud to be part of. The risk they took in 2003 to start this company has impacted our lives and thousands of others in such a positive way. We are happy to be a part of this team and are anxious to help take it to new heights. Thank you!!
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