Standing Out: A Podcast About Sales, Marketing and Leadership
Standing Out is a show created to help individuals and companies improve their sales & marketing outcomes, as well as their leadership development. Each episode we have an expert who has a unique perspective on sales, marketing and/or leadership providing insights from his or her experiences. And we throw in a few laughs from time to time. Be sure to hit Subscribe wherever you listen to our podcasts.
Standing Out: A Podcast About Sales, Marketing and Leadership
Mastering Supply Chain Innovation: AVANZA's Founding Story with Herbert Orellana
Ever wonder how a young entrepreneur can seamlessly hop from the culinary world to dominating the logistics industry? Get ready to be inspired by Herbert Orellana of Avanza, who joins us to share his incredible journey of laying the groundwork in Arizona before skyrocketing his company to success. Discover how a steadfast foundation can turbocharge business expansion and the pivotal role resilience plays when the entrepreneurial spirit is put to the test. Herbert's narrative isn't just about business growth; it's a masterclass in leveraging personal passions like tennis and cooking to fuel professional success.
A word about our sponsors:
Sponsored by SPI Logistics. If you're looking for back-office support such as admin, finance, IT, and sales as a freight broker - reach out to SPI Logistics today! Learn more about becoming an agent here: https://success.spi3pl.com/
Standing Out is a sales, marketing & leadership podcast powered by BETA Consulting Group, created to highlight best practices from industry leaders with incredible experience and insights! The goal is to entertain, educate & inspire individuals & companies to improve their sales, marketing & leadership development outcomes.
What's up everybody. Welcome back to another episode of Standing Out. I'm Trey Griggs, your host. This is a podcast about sales, marketing and leadership, primarily in the transportation space, but not always. We like to have a little fun from time to time and, as you might have noticed from the opener there, it is TIA week. Can't wait to see all of our friends in the freight brokerage industry, as well as tech providers and all those kinds of people as well, in Phoenix for the TIA Capital Ideas Conference starting tomorrow Going to be a great event Playing the golf tournament as well. Can't wait for all that. It's going to be wonderful.
Speaker 1:Before we kick off the show today because I got a good friend coming on the show today who's going to be there as well. We're going to talk about that, but before we bring him on, I want to make sure I thank our sponsor, spi Logistics. Listen, if you're a freight broker and you're tired of just having your MC and having to deal with all the back office stuff, or maybe you're an agent just not quite happy with where you're at right now with your freight broker, make sure you check out the good guys over at SPI Logistics, based out of Vancouver, british Columbia. Been up there. It's beautiful up there. Make sure you check them out, successspi3plcom. They've got the technology, the systems, the back office support and they're just good people. They care about their agents. So check them out at successspi3plcom and make sure you tell them that you heard about it right here.
Speaker 1:On Standing Out. All right Again, it's TIA week. Really looking forward to getting together with everybody tomorrow and Thursday and Friday at the JW Marriott Resort. Also looking forward to the golf tournament tomorrow. I think we may have to bring home some more hardware. I've won that thing twice so far, so maybe we can do it a third time. We'll have to find out. But that's enough about that. Let's bring in our guest today, so excited to have him on the show. I met this guy recently at some events and I had the chance to get to know him a little bit and what they're doing at his company, and so please, welcome to the show from Avanza. You're going to learn about what that word means. Herbert Orezana, orezana, yes, herbert Orezana. Close enough, close enough. What's up, my friend?
Speaker 2:How you doing. Trey, good to be on the show. It was great meeting you at Manifest just a couple months ago and now we're here in your show. Thanks for having me again.
Speaker 1:Was it.
Speaker 2:Yeah, yeah. I think our VP of partnerships has been in contact with you here. You know, for a while now, xenia, and you know finally we got a chance to you know, meet in person, and you know it's been great. Since then We've been enjoying our conversations.
Speaker 1:That's right. Xena reached out on LinkedIn, the power of LinkedIn. It's amazing she reached out.
Speaker 1:I've heard of you guys before, had a chance to connect with her briefly on LinkedIn, got to meet you and your brother at manifest and, uh, just had a really good time getting to know you guys. The energy you bring it's contagious, my friend. I hope you guys never lose that. You're smiling all the time, your energy is high, your entrepreneur is working it out and you're based right here in Phoenix where TIA is going to be, so that's pretty cool.
Speaker 2:Actually, is this your first TIA that you've been to? Yes, it's ironic because Arizona is where I started my career in logistics back in the days of global trends. But since then, our main focus has been at our offices in Honduras and really our work has been putting together our company, building that foundation. That's really important when you are ready to scale up and grow. So right now we're ready to go up there, we're ready to talk, meet new people, meet new prospects, and this is what we're doing. That's why we hit manifest first, and now we're in town. So TIA is the next stop.
Speaker 1:It's a home event. You get to sleep in your own bed. I'm jealous. That's going to be awesome for you guys. Well, before we talk about what you're doing now and about your journey to betting on yourselves, which I absolutely love, we have to say thank you for being on the show, man, so we appreciate you being on the show. Do you want a coffee mug or a water bottle? What do you prefer? Here, we're going to send you some show swag.
Speaker 2:I'll prefer the water bottle.
Speaker 1:That guy, yeah, we'll get that over with you. I'm a water bottle and these are great water bottles too. I'm definitely into a good water bottle, so we'll send this over to you and we appreciate you being on the show today. Fun fact about you I didn't know this you enjoy cooking coffee, which most people do and you play tennis, is that right?
Speaker 2:Yep, all three of those are truth and I think. So a little story of myself. So back in college, in my senior year, a really good friend and I, we, uh, started a restaurant together and um, so that's, you know, the early stage of entrepreneurial science in myself. So, uh, you know it went well. Obviously it's not a franchise, but uh, but you know that's also. Is it in franchise? But that's also-.
Speaker 1:Is it still running today, the business?
Speaker 2:No, no, it's not, but it really. I grabbed very valuable lessons from that experience and besides that, it confirmed that I love cooking too, so it was a big part for a lot of things in my life.
Speaker 1:Yeah, that's really cool, man. You know, sometimes you have to take a bet on yourself and learn, and whether it works out or it doesn't work out, it's the process, and what you learn and who you become as a result is what's so valuable from that. That helps you on the next time. Very rarely does an entrepreneur get it right the first time, so you're in good company. Yeah, I had it. I had a business remodeling homes. That was fun. I did it for about a year and a half, just couldn't quite figure out how to make it work. So you know we let it go and moved on to other things. But it was. It was just one of those steps in the journey to where we are exactly exactly did you play tennis in high school college?
Speaker 2:so, no, actually my brother and I who who's also a co founder of Avanza we both played soccer since we were very young. We were both at a soccer academy and and we actually played for the you know under 17, for national teams, and then played college and then, out of you know, once we graduated, I actually tried to play semi-pro soccer here in the united states, in the pda, in the pdl league and um. So you know, just another experience that we both, uh, you know we we actually lived that experience very close to each other. You know we used to travel to soccer tournaments, uh, abroad and nationally with my brother a lot. So you know he I'm only like a year and a half older than him, so a lot of things in common, a lot of things that we have been doing together and so, yeah, you know, we have that, you know that competitive mentality.
Speaker 2:I think that's part of the energy that we bring out of us. It comes a lot from sports and we still take it seriously. I'll say that in another life, if I can, I would like to be a professional athlete. So, outside of work, that's what we do. We train hard for tennis, we train hard for tennis, we train hard for the tournaments. We like to, you know, stay competitive. Um, here in phoenix, we actually we uh go um and train with the swift juniors, which is a tennis academy here in north phoenix. Wow, so, yeah, so, so, for for us to be able to train with them, we have to keep it up. You know, because these guys are 16, 17 years old and you know they're strong, they have a lot of energy and you know, it's just great to be outside with the youngsters, but you know, you also need to be able to provide some kind of learning experience to them. You know, I mean, you don't want them to just kick around and and just not learn anything from hitting with you.
Speaker 1:So, um, yeah, so let's go play some tennis when I'm in town. But maybe I don't want to do that. I don't want to get beat too bad well, you know what?
Speaker 2:tennis is a great networking sport. Um, it's great for chatting. Um, not necessarily you need to play it like you're sweating out there, but just have fun. You can sit down, relax and talk. It's been a great tool for networking as well. I can say that.
Speaker 1:One of these days we're going to have to get on the court and play some tennis. Because I grew up playing tennis, I would play on. Friday nights until the lights went off at the local park. We didn't have a team at my high school, but that's literally what we would do on Friday nights, my buddies and I. We'd go play tennis. You do it long enough. You get a little bit better.
Speaker 2:I'm not great, but I do enjoy it. I do enjoy it a lot. Well, you let me know, man, if you're here in town for TIA for an extra few days, I'll go pick you up. I have enough rackets. We can go hit the club and we'll just hit some balls.
Speaker 1:Yeah, we're going to definitely have to do that. That's going to be a lot of fun because, again, I miss that and you know your brother plays tennis as well. I'm sure that growing up being so close in age you kind of had a built-in best friend off the field. But did you guys get any fights on the field? You were being so competitive. Were there any fights that went on?
Speaker 2:So when we were little, we actually used to fight quite often Nothing like crazy, where we will punch each other. But no, you know what, we never did that. We had some slightly, you know fights that maybe escalated a little bit, but outside of that everything was just the just arguments and you know what he wanted to do and what I wanted to do and I think, right around you know, when we were about 19, 20, when we were both already, you know, a little bit older, we were both in the same teams and everything. Then the relationship changed pretty quick and we become really good friends. And you know, from then you know, we've been playing together in all the, you know, like recreational teams. We play tennis together a lot. Actually, in Honduras we are neighbors, so we have a really close relationship and it's not taking all of this to our business that we started 10 years ago. So it's been a good relationship with him so far.
Speaker 1:Well, I think that sibling rivalries are often, um, you know, kind of tempered by the oldest child, so, like, if the oldest child starts to really fight, then it becomes contentious. If the oldest child had, maybe has a little more, uh, reservation or or a little more of a peacemaker, maybe it's not so bad. So kudos to you for keeping it, uh, you know, on the up and up, but at the same time, sometimes those fight stories are pretty, pretty hilarious. Let's talk about what you guys are building together now. So so now you guys are at Avanza your own company.
Speaker 1:It's kind of a family run company and the word. Avanza. I didn't know this, but the word Avanza in English means to move forward or to progress. So talk about this idea. Where did this idea come from? And the name for Avanzo. Talk a little bit about how you guys got started.
Speaker 2:Yeah, for sure. So, like I said before, we both started our careers in logistics here at Global Trends.
Speaker 1:Were you both at Global Trends at the same time.
Speaker 2:Yes, yes, we both were at Global Trends, so I started first. So this is how it go, or how it went. So I started at Global Trans first and I was a carousel at their Midwest Flatbed Division and in the meantime my brother was in tryouts for the professional soccer team here in Arizona and he was doing really good. Unfortunately, in the last stage of filters he was not selected to keep going. So I told him about global trends and we both like logistics, we both like supply chain. It comes, it runs in our blood from since we were little.
Speaker 2:My dad used to export sesame seeds to the United, the united states and germany. So so we we already had a background in transportation in and logistics. So so he's like you know what, ask if there's no problems if brothers work there and all that. So I did I, I did my research, I did my, my homework and, you know, soon after that, memo was in the West Coast driving division of Global Trends as well.
Speaker 2:So you know, we worked there for a year and a half and then we were talking one day and we were exploring and how we can provide additional back office support to a company like Global Trends, and a lot of the reasoning behind was the fact that there was a lot of Spanish speaker drivers and dispatchers and even some people at the loading or unloading docks and myself myself, I knew how valuable was that and how was we able to build relationships with carers and with shippers just because I could speak Spanish with them.
Speaker 2:So that's, yeah, you know like people would, would make fun and jokes a global trans floor and say Herbert can get that care like $150 or less just because he's gonna say something Spanish or something like that. So, and then it was nice helping other team members of the company because they were having an issue with a carer or with a driver. Maybe you know that person didn't speak really well English, so you know that where's herbert, where's herbert? And and be like hey, man, I need your help here. So you know we, we saw there was a lot of value in um in that besides that, uh, we knew the, the, the talent that is available in latin america, and we knew that there was a lot of stuff that we could.
Speaker 2:You know that you could be done down there. So so we started our journey. We started with with ten agents, mainly customer service, and we started yes, so the pause for saying why Honduras?
Speaker 1:what was the?
Speaker 2:So I think there are a couple of connections there. First, my brother is married to a Honduran girl and you know she also went to college with us. So you know we all knew her very well and she's like hey, I think this fits really well in Honduras, and one of the reasons was that there is no BPO company doing this in the logistics industry down there, and that's a big plus because we're going to be pioneers in there. And second, Honduras has a neutral spanish accent, so when people talk in english they don't bring any accent either. So it's very neutral, and you know that that was a value, another value like for us. So, um, for that and a few other reasons, you know we're like okay, we're going to pick Honduras as the headquarters of Avanza and that's what we did so you kind of had a connection through her.
Speaker 1:But still a little bit of a risk, yeah.
Speaker 2:Oh, yes, yes, I mean, you know we were thinking of this as we're going to make it work, it doesn't matter how, but you know we're going to put the time, we're going to put the resources and the hard work, but we knew that there was a chance that this was not going to, you know, come through in a year, two years, after trying. So you know, we always had the idea that sometime we might, you know, have to. You know, just go back and, you know, get a job in logistics and everything. But thankfully, we, you know we did our job.
Speaker 2:You know, at the very beginning, you know, we just used to wear different hats. You know, I used to be a trainer, I used to be a manager, I used to be a team lead, um, and you know saying, my brother saying, uh, his wife, who is also co-founder of avanza, and, and you know she used to be like hr and admin and op support and and memo the same, you know, team leads and and and ops and sales. So so we were just, uh, you know, wearing different hats and trying to make this work. Um, I think we did a pretty good job. I think after, um, a couple of years, we were able to delegate some of these responsibilities, uh, but there was still, you know, a a really, really, really long road ahead of us.
Speaker 1:Yeah, and you know, I think it's good to acknowledge, like what you just said is that you knew going into it, that there's a chance this won't work and you may have to go back and get a job. I think sometimes people don't acknowledge that the worst case, the worst case scenario is you go back and get another job. That's the worst case, right, and some people will walk themselves out of trying. I mean, you probably had a little bit of doubt and fear, but it sounds like you guys kind of pushed past that, like you know what. This may not work, but let's try it anyways. What was your mentality, and where do you think that mentality came from, of let's just try this, let's just see if this will work.
Speaker 2:So in my family there's a lot of entrepreneurs, including my dad and my mom, so I think that was a big part of it. Yeah, yeah, so that was a big part of it, and I saw them having a growth path in their life, but eventually they will find a way to make it through. So I think we were never afraid of failing and recovering. Second and I'm going to go back to the sports, I think having that high competitive mentality in sports it gives you an additional layer of mental strength. I agree with you, you know. So that was a big part of it. You know, like, the level of focus that you can have in a goal, and I think our only goal was to make Alonzo work. You know, despite of up and downs, no plan B here there's no plan B.
Speaker 1:Yes, that's it, that's it.
Speaker 2:That's it. And another thing is that, coming from the industry, you know I used to book loads for a lot of independent agents, for independent agencies that worked at Global Trends back in the days, and I was like you. You know what we can really help. You know this portion of the industry. You know we can really support their industries and we can really help them take their operations to the next level.
Speaker 2:So there was a commitment, uh, because we were in a niche that we used to be sitting and making a hundred calls a day trying to book freight, you know, and you were tracking loads and we were trying to book that last super crucial, sensitive load that needed to be covered to serve a customer or, you know, to keep a good relationship with the agent that you were working with. And I think that commitment, you know, knowing that there was people relying on us, we know how sensitive it was that gives us an extra push to get things right. And I'll say the passion or the desire to succeed, you know, because we knew how we could positive impact companies.
Speaker 1:Yeah, yeah. I love the fact that your initial thought was we can help people. I think every company should have that approach, like how can we actually help somebody out? I think that's so positive. And then I definitely appreciate what you say about the burden We'll call it a burden of the responsibility of taking care of other people. You know, I think about that with our company. When I was an employee at other places, I was responsible for feeding my wife and my kids, and myself I was responsible for feeding my wife and my kids and myself.
Speaker 1:Now that I'm the owner of Beta Consulting Group, I really feel the responsibility of my entire team. You know like they're expecting me to come through so that we can all feed our families and do the things we want to do, and so it does give you that extra layer of kind of motivation like this has to work. We have to make this work. Yes, how to make it work?
Speaker 2:Yes, and you know that comes the same with our employees. You know we, you know we started with with ten people and you know it was really easy for them to just have special like motivational for us, because you know, now we have them, they're part of this thing that we're trying to build and we don't want to fail them either. You know we don't want to tell them in six months, hey guys, you know like we tried. You know, good job, we tried, but you know we're not gonna keep going. You know we also felt like we have a responsibility towards them and that's just part of the human touch, you know, that's just part of having sympathy as well.
Speaker 1:Yeah, yeah, I love that man. Well, let's take a brief moment and talk about what you're doing. And then, of course, we got to play a game. We have a lot of fun on the show here, so let's talk about what you're doing. First of all, you You're doing near shore staffing through Honduras, a similar model to what we've seen other companies in the industry do.
Speaker 2:What positions.
Speaker 1:Specifically are you focusing on, and which companies are you guys serving the best, or which ones are, like, the best potential customers for you guys?
Speaker 2:So I think 3PLs and traditional freight brokerages have been always our let's say, our favorite company to work with. But it's been now five years that we have started working with freight tech companies and you know, as logistics professionals, that my brother and I are um. You know, every day we wake up and we stay updated of what's going on in the industry. You know, like, what's happening, what's the new product, what's the new company, who's buying, who's selling, and you know you got to keep yourself updated with everything that's going on. You know the new technology is how AI is evolving the industry. So you know it's been a good five years now that we've been working with a lot of freight techs and we're doing a great job for them.
Speaker 2:You know a lot of back office support but in the very beginning, you know, coming from the operational side of a big brokerages, that was our main focus. You know we don't really focus only in a few job roles. We like to say that we can handle complex logistic job roles like sales, like sdrs, um, carousels agent, just because we have a really good experience. We have a struck, a strong background background in that and that's where we leverage our experience and our background. We transmit it into our operations and that we have a really easy communication channel with all of our employees. Despite that, we are COO and CEO. All of our agents have a really easy way to get in touch with us and that's just through Hangouts. We keep advising, we keep teaching our employees how to do better and how to become better logistics agents.
Speaker 1:Sales is challenging from a nearshoring perspective. Are you, are you guys seeing success with that? Is that? Is that going well?
Speaker 2:Yeah, actually, uh, sales is becoming our new star credit, um, and it's going pretty well for both freight techs and freight brokerages.
Speaker 2:You know what we do and and here's the thing, trey um, you know it's put real expectations out there.
Speaker 2:So being a closer from being someone good who can prospect and follow up with potential clients are two different things.
Speaker 2:You know, if you can close a deal, that takes a different level or a different skill set in a person, correct. So we tell our clients that we will handle their cold outreach process, so the cold calling, the cold emails, the prospect and the follow ups, and then we will bring in front of them qualified prospects who are interested in their services. And these agents are 100% dedicated agents of our clients. So they are coming on behalf of their, of our clients, offering their logistic services or their products. If it's a freight tech, and what we do is that we will schedule the meetings, schedule demo calls, you know, in case of freight techs, and if it's, you know, 3pls or freight brokerages, what we'll do is try to get a meeting scheduled for them, try to get a quote, request for a lane, an invitation to an RFP, get an Excel sheet with lanes and being added to a distribution email. So that's what we call a qualified prospect, when that shipper or manufacturer or distribution center is ready to close the deal with our client.
Speaker 1:So it's kind of close the deal with our client. So it's kind of top and middle of the funnel is more of what you're focused on from a sales perspective than closing at the very end, correct.
Speaker 2:Once we have this prospect, then their account executives or their salespeople will finish the job and close the deal.
Speaker 1:Yeah, very good, so kind of sales assistant, bdr, sdr, whatever you want to call that role. That's really where you guys are selling. That's cool. It's a tough I mean it's a tough role and there's no doubt about it but I'm glad you guys have kind of cracked the nut on that and figured out how to do that, because that's a real difficult one. All right, we got TIA this week, this week. Well, I think we may have lost your audio, or maybe you lost mine. Did I freeze? You never know with these things.
Speaker 2:Yeah, there you go.
Speaker 1:Yep, there we go.
Speaker 2:Let me just ask that question yeah, I can hear you. Well, we got.
Speaker 1:TIA this week. What are you most excited about for the event?
Speaker 2:So first is just seeing everybody who wasn't able to go to Manifest, who are from Arizona. You know, I want to see a lot of my old friends who are still in the industry. I want to talk to them, I want to see you know what's going on with them and just get you know, catch up with them. Second, I would really like to connect with new logistics. People you know, and it doesn't necessarily need to be talking about how Alonso can help them, but just learn about what they're doing, you know what's their input in the industry and how they're doing things in their companies. And then, if there's a chance, then hopefully you know, talk about how we can, you know, support their operations, how we can help them if they, if they have, you know, uh sort of needs in their companies. But I think it's just networking, you know, just talking to people, just uh, seeing what everyone is doing, you know, and, um, sit down, have a nice, a nice chat, um, I think that's pretty much it.
Speaker 1:Yeah, well, make sure you come to our session on Thursday morning. Going to be talking about sales and how to accelerate sales and use marketing to do that. So make sure you come to my session on Thursday. I appreciate that. Are you playing in the golf tournament tomorrow? On Wednesday, Are you playing in the golf tournament?
Speaker 2:So I'm not and I'm not a good golfer. I I've tried in the past we can change that, you can.
Speaker 1:You can give me some tennis lessons. I'll change those for golf lessons. Man, we'll, we'll have to just swap. Uh, you know, swap our skills and help out with.
Speaker 2:There you go, broker life right here man.
Speaker 1:I mean a lot of brokers play golf, so something you should pick up, and the golf course in arizona are some of the best in the world. So you may not pick up the game man for sure.
Speaker 2:Yeah, but unfortunately I'm not playing it. But you know, hopefully I can still meet with people 100%.
Speaker 1:Oh yeah, you won't miss out too much. I mean, it's going to be fun, but it's a small part of the overall event. Speaking of games, we've got to play a quick game on the show. We like to have a little fun, herbert, so we're going to play a game today called Hot Takes. All right, herbert, here's how the game works. Our producer is going to put up a banner up on the show or up on the screen here of a controversial statement, or at least something maybe she thinks is controversial, and we have to debate it a little bit. We have to give our take. Like, what's our take? Do we agree with it? Do we disagree with it? Here we go. The first hot take today is if your coffee order is more than four words, then you're ordering a milkshake what do you?
Speaker 1:think about that. You agree with. Agree with that. Do you disagree with that?
Speaker 2:Is it a milkshake? When you get to more than four ingredients in your coffee? It's a tough one. I disagree and I agree, I 100% agree.
Speaker 1:I mean, it's no longer coffee. If you're putting that much in your coffee, it's a shake, especially if they put ice in it. If they put ice and mix it up, it's definitely. Yeah, that's what I was going to say.
Speaker 2:You know it's not a coffee anymore, it's just not coffee. But I don't know about milkshake. I think it will take some other ingredients and yeah look in there.
Speaker 1:They mix it up. It's kind of like a melted milkshake. I'm kind of for it. I'm saying yes, all right. Next hot take. The best part about being an adult is canceling plans, not making them. I think it depends on your age. I bet if you're young you don't cancel any plans. But I'm of the age now where canceling plans actually feels good.
Speaker 2:I agree. I agree. I don't think it doesn't matter. I just think when you're an adult and people understand if you're canceling plans.
Speaker 1:I'm not going to go, I'm not going to do it.
Speaker 2:I'm not going to. Yeah, and people are less resentful as well.
Speaker 1:I will say this I do like to make a lot of plans, so making plans is a lot of fun, but canceling them is sometimes just like nah, we're not going to, we're not going to do it. Okay, Next hot take, here we go. Spicy food challenges are not about taste. They're a test of your will to live. Have you seen, have you seen, the uh, the, the podcast? Hot the hot wings or hot takes with the wings? Have you seen that?
Speaker 2:I think I've seen a few yeah.
Speaker 1:Yeah, they really hot wings. I mean the people are dying. They are dying as they're eating these wings. I've done some spicy food challenges before.
Speaker 2:Wow, really, and I can't agree.
Speaker 1:It's not about taste at all. You can't even taste it Like your mouth is so on fire. There's no taste at that point. You're just trying to survive.
Speaker 2:I agree, that's what it is. What's the hottest thing you've ever consumed? Hottest food on the ocean stream probably it's a hot wing too. You know, I think um, my friends and I ordered it this, the spices thing we found on the wing menu. And yeah, yeah, yeah, that was pretty wild.
Speaker 1:It was bad. I had a. I had a certain kind of jalapeno. Once I like jalapenos. I had one, I'm telling you, for a couple days my mouth just tingled. It was rough. I can't remember the name of it. There's somebody out there watching this who knows the name of it. What type of jalapenos are the spiciest? But man, that was brutal.
Speaker 2:I'll never forget that, did you have to have some milk right after that?
Speaker 1:Anything I could. I mean I was having milk, I was having water, I mean chips, anything, just to try to calm the thing down. It was unbelievable.
Speaker 2:Wow, sounds pretty bad, yeah All right.
Speaker 1:Next hot take we have is if you think about it, a kangaroo is just a T-Rex deer. Do you agree or disagree with that?
Speaker 2:deer, do you agree or disagree with that? I have to agree in this context.
Speaker 1:Definitely not as ferocious. The teeth are probably not the same, but I bet kangaroo have some sharp teeth. I mean, they're a wild animal. They probably have some sharp teeth as well.
Speaker 2:Yeah, but if you draw the silhouette of the kangaroo and no color, no details it, it has. You know the shape of the t-rex I agree with that.
Speaker 1:The shadow. The shadows would be maybe some humps or some some, something like that. Yeah, we're gonna go with that one, all right. Next hot take we got this is the last one is we say we miss the good old days, but forget about the lack of wi-fi. Uh, yeah, it would be. I'm gonna say this, I'm gonna, I'm gonna answer first ever. If I went back to my childhood days, it'd be rough. No internet, no wi-fi, you know.
Speaker 1:No, no streaming on demand yeah, I mean I have a music store, just buying one cd and that's what you listen to, because you can only get one.
Speaker 2:I agree I agree, um you know, I I grew up with internet but the online streamer and all that kind of stuff. We didn't have it yet, so I'll you know. You have to download the music from napster, I think, and uh oh my gosh yeah yeah, you know, so napster was like we're like free music.
Speaker 1:Are you kidding me? I mean you know, that was pretty amazing I had. That was pretty amazing probably mid to late 20s, right like when did you graduate high school? You're probably a young guy, you're like 27 I'm 35.
Speaker 2:I'm 35 right now.
Speaker 1:Oh yeah, yeah okay, okay, yeah, well, back in like 08 or something.
Speaker 2:No, no yeah, yep, yeah, I was uh 16. You know my birthday is in august, though in bilingual schools in in Central America you know that finish, you know, the around May. Then when I graduated, I was still 16, so I graduated really young from high school.
Speaker 1:Yeah, yeah, yeah, yeah all right, that makes sense. All right, very fair enough. All right, you're a little older than I thought. All good stuff, because Napster man, you definitely remember Napster. The Napster was the bomb.
Speaker 2:It was. I love that thing.
Speaker 1:Love that Absolutely Well. Hey, herbert, it's been great to have you on the show. Wonderful conversation. Can't wait to spend some time with you this week at CIA. And you know, good luck out there. Keep that smile on your face, man. The energy is just so positive, man. I love it.
Speaker 2:It was great to be in the show and looking forward to see you in TIA All right, sounds good, man.
Speaker 1:We'll talk to you real soon, buddy.
Speaker 1:All right, all right, everybody, make sure you come back every Tuesday for a new episode of Standing Out with great guests like Herbert. If you're at TIA this week, make sure you come up and say hi. I might be wearing a jersey. I'll probably have my backpack on with Beta Consulting Group logo on there. So make sure you come up and say hi and, again, make sure you join us every Tuesday for an episode of Standing Out. Also, if you like to listen to us on radio, check us out at wreathsacrossamericaorg. We're on their radio station as a syndicate on Tuesday nights on their Tuesday Trucker lineup. So appreciate them and the partnership that we have with them.
Speaker 1:Finally, let me just say this it's not too late to sign up for Broker Carrier Summit. It's coming up April 22 through 24 in Kansas City. It's going to be a phenomenal event. If you're a carrier out there, listen, this is a chance to meet brokers who truly want to help you grow in the lanes that you are wanting to run. So make sure you come to that. Sit across the table, have a meal, shake hands, shake hands, get to know brokers brokers out there, listen. This is a great time to find carriers who are trying to do the right thing. So we're going to communicate well, provide you updates in a timely manner, deliver the load safely.
Speaker 1:So we'll see you guys in Kansas City for that. Go to brokercarriersummitcom to sign up for that. Use the coupon code BETA to get 10% off your registration. And also don't forget to sign up for Elevate, which is TMa's annual conference. It's in june, going to be in new orleans this year, and the beta team is going to be down there in full effect emceeing the event. So look forward to seeing you there. Go to eventstmsatodayorg to sign up for that and, uh, from that point on, just remember one thing folks stop standing, still. Start standing out. We'll see you real soon, take care.
