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
Building Resilience and Stronger Business Relationships with Eric Krueger from Navix
Eric Kruger, CEO and co-founder of Navix, shares his inspiring journey from the world of logistics to leading a company that revolutionizes cash flow management in the freight brokerage industry. Discover how timely cash collection and payments not only maintain but strengthen relationships with carriers and clients, especially during challenging market conditions. Eric introduces us to the innovative ways Navix uses AI and automation to streamline processes and make a significant impact on logistics service providers, shippers, and carriers.
The Word on the Street powered by BETA Consulting Group is a weekly transportation show with industry professionals known as the #StreetCrew and one special guest. We chop it up about supply chain issues, sports, politics, religion and whatever else comes up. Come hang out with us.
Thank you to our sponsors Greenscreens.ai and Highway for their support and helping us make this show possible!
#transportation #supplychain #logistics #freightbrokers #truckloadcarriers #wordonthestreet #podcasting
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 is up? Everybody, as you can tell, I am Trey Griggs, who is normally your host. No, I'm just kidding. I'm obviously not Trey Griggs, who is normally a host of Standing Out. It is your boy, coleman Ruffin, the VP of Operations here at Beta Consulting Group. I'm holding down the fort for this specific episode of Standing Out and, honestly, because I requested to, because I wanted to speak with this guest, I mean, he's been doing some great things. I'm really excited for the show, but before we actually hop into it, we do need to give a quick shout out to our sponsor, sales-crm.
Speaker 1:Now, not all CRMs are created equal, especially when most CRMs are not built with freight brokerages in mind. Sales-crm is built by freight brokers, exclusively for freight brokers. So be sure to visit betaconsultinggroupcom backslash standing hyphen out that's betaconsultinggroupcom backslash standing hyphen out to request a demo. Scroll to the bottom of that page. Once you get there, learn more and have a CRM specialist reach out to demo the platform for your team. All right, everybody, as I was alluding to here a little bit ago, I would put in special requests to make sure that I could host this, because I've spoken with this gentleman a couple times and absolutely love his personality, everything he's bringing to the table and to the industry as a whole. So please, everybody help. Warm welcome for eric kruger, up with a great song too. Oh yeah, I love, I love it Can't go wrong, oh yeah.
Speaker 1:I'm going to just get it down a little bit. We're going to keep it going a little bit in the background as we're getting into things here, just so people can make sure to hear it. Eric, how are you, my friend? How's everything going?
Speaker 2:Hey, I'm great. It's been a busy, busy week, be busy start to the year and things are going really well. So how about you?
Speaker 1:That's what I like to hear. Busy starts the year is exactly how we want to hear it, especially with some of the lulls that we've been hearing. This space. I'm doing very well. I'm located out here in Denver. It's a bright, sunny day. We're looking at some 65 degree weather this weekend.
Speaker 2:It's like, oh man, I might have to try and play some golf. You know what? I'm in Minnesota, of all places, and today it's supposed to be 50 degrees and it is a bright day and it's a little odd because you know you think cold but it's actually nice out.
Speaker 1:But there we go, okay, so we're getting a little bit of a warm shoulder.
Speaker 2:I like it For late January to be 50 degrees.
Speaker 1:Yeah, we'll take it. We'll take it. So I know you very well and a lot of people out there know you very well, but for those that don't know, you give us a little intro about yourself. You know where you're coming from and avix a little bit of that kind of high level spiel yeah, absolutely so.
Speaker 2:I'm the ceo and co-founder of navix.
Speaker 2:It's a company that's been around for about four years.
Speaker 2:I, luckily, was kind of brought into this idea and solving this problem and challenged by some, some friends that were in the industry that knew this space needed some optimization and some improvement, and luckily I had the opportunity to have a seat at the table when it was really kind of getting the thought process and the ideation was getting started and really from there it's taken off and we've stayed very strong to our niche of what we're solving for and we've we've really hit a very important component within the supply chain tied to Navix, which is really cashflow right.
Speaker 2:So when the market was really in a little bit of a world of hurt there, it was important to find ways to collect cash faster, process more efficiently, leverage AI and other automation tools together to drive, you know, further scale for these businesses, and so it's been an awesome time and we've, you know, continued to work primarily with LSPs and brokerages, but are, you know, having the opportunities as well to work with shippers and even some carriers, for that matter, that are looking to find ways to improve efficiency and, you know, collect cash faster. So excited to be here.
Speaker 1:Cash is king, right, you got to keep the cash flow going within the industry, otherwise it is not going to be very successful as a freight brokerage.
Speaker 2:I mean really you know it's your bank and the faster you can collect your cash and then also the faster you can pay your carriers and or pay your carriers on term. That's important right. It builds relationships and it's also you don't have to pull off of anything else or even operate even off of your own cash reserves, for that matter.
Speaker 1:Yeah, very much so, and I was an ignorant young freight broker when I first started in the space because I had the opportunity to work at a fortune 250 company. So the cashflow right, everybody's still aware of it. But we were very much so operating as a bank and it was never one of those things where it's like oh yeah, we're not we're. We're like freaking out if a customer doesn't pay us for this and we need to float money to carry whatever it is. But, especially since moving on from that role and being in this industry for so long, I've talked with so many brokerages that are out there and so many people that have gone through issues like that, so could not agree anymore.
Speaker 1:That is a huge problem within our industry and thank you and the team for solving that. And I do want to learn a little bit more specifically about Navix and get some of your experience there. But we do always like to start off the show with a fun fact that a lot of people probably don't know about yourself. You broke your legs in back-to-back years playing football. What the heck happened?
Speaker 2:Yeah, so it's a fun fact. I was a young little whippersnapper in middle school and I played football and played safety corner and sometimes defensive end. And seventh grade I was actually after after practice, playing backyard football with a friend and broke away for a touchdown, was running down the yard as fast as I could and I got tackled from behind and you know my ankle kind of caught and that you know. The gentleman landed on my heel and then it ultimately broke my fibula and my right leg.
Speaker 2:So then you know I get casted, get casted up, go through crutches. I'm at school, I get all prepped and I would run track in the spring. I was able to do that every single year or that year. And then, yeah, again eighth grade, I'm in practice. Actually, this time around I'm playing defensive end and I got a little bit of kind of a chop block and then I landed on the the turf and I had an individual actually accidentally stepped on my left leg, uh, my tibia, uh near my knee.
Speaker 2:so, voila, I ended up oh my gosh cast and uh for the second year in a row and was in school with crutches and everyone's like what the yeah.
Speaker 1:Didn't you just heal from this, Like what is going on? Yeah.
Speaker 2:So went through the same recovery process. I obviously built some awesome crutching muscles in my arms from that process, but healed up in time to run track in spring and I was back at it Wow.
Speaker 1:I cannot imagine Now. So I I've done. I've played a lot of forces growing up. I've done a lot of like kind of extreme sports and all that stuff. I've been very fortunate enough to never break a bone in my body, which is absolutely crazy, knock on wood, I mean. Granted, we're kids, right, we're a little bit more resilient, but breaking your fibula and tibia, like that, has to be one of the most painful things in the world. Is that something that just like sticks in your head all the time?
Speaker 2:Well, I would say, my tolerance for pain has significantly shifted since those two instances.
Speaker 1:You go to a doctor, hey, are you going to pain 1 to 10? It's like 10 being when you broke your fibula.
Speaker 2:Yeah, I mean anyone being when you broke your feet, yeah, I mean anyone that's gone through a severe injury like that. It's, it's, it shifts your pain tolerance, uh, you know, and I I would say that it doesn't make it go away, uh, but it definitely hurt, uh. Yeah, those, those are definitely painful experiences. I think the worst part was that, along with breaking my leg, especially my right one, I also, because they landed on my heel, created a ton of sprain around my ankle as well, and so, therefore, it was swelled up, you know, and that was, I'd say, maybe the most painful part. Luckily, I didn't have to have surgery for either, uh, which was good, and that ended up having to sit, you know, in a recliner, on a couch with a pillow, you know keeping my leg elevated, you know up so it wasn't slowing up too much, but yeah, no no, no, it's quite a experience.
Speaker 1:Yeah, hey, that's, that's a box that I hopefully never check in my lifetime, but I'm glad that you did, because we get to have a fun little story about that too.
Speaker 2:The worst part the worst part besides the pain was, you know, football seasons in the fall. And then here in minnesota, born and raised, uh, you, you know, you hit the winter months and what happens? Snow and ice. And can you imagine trying to crutch around through snow and ice and, uh, not wipe out right?
Speaker 1:that was, I would say the biggest, the got, the, the ones that did it to you. They owed it to you to put you on a sled, and then they just get to. You know, carry around.
Speaker 2:That's's what shit, we didn't have those neat little carts. You see people with back in the day I was your crutches.
Speaker 1:So, hey, it made you who you are today and we appreciate that. We appreciate it. But getting back into the serious side of the conversation, or really again learning a little bit more about you and the Navix team, so you gave us some context of why Navix started and kind of how, with a company from the ground up, it's hard right, leading a startup is tough Talk through some of the biggest challenges that you have faced as a leader. And then what were some things that you and the team did to overcome those?
Speaker 2:Yeah, no. So I'd say some of the biggest challenges. It's an ever-changing environment and in a startup I would say it's even more accentuated in the sense that every day could be good, bad ugly, like the roller coaster you're on is you experience some of the highs to the highs and some of the lows to the lows, right, and they happen rapidly and so you know, I think that's been just kind of I've. This is now my second startup that I've been a part of. You know one that now that I've you know I'm leading startup that I've been a part of. You know one that, now that I've you know I'm leading.
Speaker 2:But I would say that that's that's hard to teach people and tell people that that's kind of natural and what you should be experiencing throughout this type of environment. But no, I'd say like a big challenge is just, you know, finding people that are willing to kind of go through that on a day, toto-day basis. Right, you know, someone coming from a like you said, coleman, like coming from a Fortune 250 and then moving into startup, that's a lot of shock. And so, keeping someone engaged and understanding that, you know everyone wears multiple hats, everyone picks up stuff that doesn't fall within their job description. Keeping everyone motivated, even when you have maybe a tough day or a bad day, or something did happen. Coming back and being able to take those blows and pick yourself back up, dust yourself off and dive back in with energy and passion.
Speaker 2:I would say that's one of the biggest challenges. I would say that's one of the biggest challenges, but it's been. You know you have to have a leadership team and a team as a whole that completely believes in the product, sees the vision, knows the strategy and is willing to go out of their way right and pick up things where they just know something might need eyes on it and or some assistance right. And so finding a culture that has that and building a culture that has that is, I'd say, of utmost importance.
Speaker 1:So yeah, and I would like to echo some of that too. So, having recruited for a number of startups, at least throughout my career, I feel like that's been a very similar thing. Right, you can find somebody that's come from a very well-structured environment and then can succeed in a space like that. I would say, more often than not, to your point. You kind of have to have some sort of experience of knowing what you're getting into a little bit like. Okay, I have this background in this huge company. I know all the structures and systems in place. I have a little bit of experience whether it went well or poorly at another startup, but I understand kind of what the grit. I guess that's going to be needed to go into it and then being able to translate that. And again, I'm sure maybe I'm making an assumption here, but I would guess that this time going through the whole startup and leading that obviously is going a little bit smoother than probably the first time that you went through it.
Speaker 2:Yeah, I would say that the fact that I got to experience it in the first one allowed me let's call it the resiliency yeah, it's called the resiliency and it's called experience just to know what to expect or know that this wasn't that. You know, it's called the craziness. Isn't that far out of the realm of other startups and have the appreciation, knowing that it's what a lot of companies go through. Right, it's not all rosy red glasses as you drive through this, no matter how successful, right Like. Yeah, there are. It's called growing pains, whether it's you're actually growing as an individual, like a person or a company, right Like, even when you're growing, there's even more, I would say, challenges at times, just to ensure everyone's keeping up too right.
Speaker 1:Yeah, exactly, and I love the fact about yourself and some other startup leaders within our industry. I feel like they've been very open with how the journey's gone right. Anybody that says we're crushing it, every day is the best day in the world from a startup perspective, they're probably lying to you right To your point. You're going to see some of those ups and downs, but I think it's important to be real in the market.
Speaker 2:Yeah, yeah, I'd say it's important because otherwise that's where you could experience high churn from an employee perspective.
Speaker 2:Right, if you're painting a picture that isn't actually accurate one, you just have a poor employee experience as well. As it's just, it's just not the truth, right? Yeah, I mean example I was, you know, out visiting a customer just this week on Tuesday, coming out of that, you know, with a very happy, awesome, you know customer and they're, they're super satisfied, coming out yesterday, flying home, right, and you know, then there's some one thing that bubbled up this morning that it's just, you know it kind of turned into a little bit of a mini fire drill, not with that customer, but with another customer. Well, and guess what? That's kind of like the highs, you know you're, you're super high one day, like everything's going really well, and then boom, all of a sudden you wake up one morning and you're like, oh, I have a, I have this like fire drill I gotta go put out right. Right, and it's just. If you're not okay with that and are willing to know that that's the kind of norm you know there's.
Speaker 1:I would say it's startup life, so a little bit different than most others Very much so, and I'm glad that you brought up the the whole concept and idea between or behind happy customers, because one of the things that we are very big proponents of here on our team is customer advocacy programs right, making sure that your customers are happy and then having them kind of help be another cog in your sales engine, if you will. Now I have to give you and the Navix team a special shout out, because the other day on LinkedIn I saw that you took some customers slash prospects to a Blackhawks game, which looked like a blast, and I'm like everybody should be doing it, like whoever is not doing this, like have your customers, your happy customers, help kind of get prospects across the finish line. And then also you've got to treat your customers well, but show prospects a good time too, right, like, show them like what this culture is all about. How has doing things like that helped just from a strategy perspective or really just helped you and your sales initiatives?
Speaker 2:Yeah, I'd say one of the biggest things with customer advocacy and why it's so important is the number one. I'd say concern from a buyer's perspective of moving forward with a startup is credibility, and I want to know you could always go down the tried and true route with a solution that's been in the market for 20 years, but if you're trying to pick something that for a solution that's been in the market for 20 years, but if you're trying to pick something that for a solution that's been in the market for three or four years that's up and coming, the number one concern is you know, credibility, like can you do this and can you deliver?
Speaker 2:And what's the experience like working with you all? And does the platform actually work? And you know when you think about it. Everyone asks for references, like immediately they're like hey let me talk to one of your other customers, because you know that that's the first question out of their mouth. When you're a startup, they're one. It's price, and you know, obviously, that it's like tell me and or show me someone else that you're doing this way Exactly Can you deliver it?
Speaker 2:Yep, Correct. And so I would say that we, from the start, have always, you know, we put our customers first. We make sure that they're successful, we make sure that they're happy. We go above and beyond right Like white glove experience, Make sure that we're doing everything we possibly can for these customers. But then, in turn, hey, it's you know, they want us to also win and they want us to perform well. It's, you know, they want us to also win and they want us to perform well. And this industry, as you know, is interconnected and with one stone right, Rather than you know, hey, you know, customer A, I have three reference calls I need to send you over the next two weeks. We have a conversation, but at the same time, it's rewarding them with the exactly to say we're going to do something fun, something cool. We're also listening to you and we are also advocating for you know, if you're comfortable with it, to also speak to some of these other folks that are exploring partnering with Navix, right?
Speaker 1:So, that's.
Speaker 2:I'd say that's kind of the root and the methodology there is. It's. It's really that opportunity to build credibility as well as thank and support the existing customers that we have.
Speaker 1:I love that it is. It blows my mind how many companies aren't doing something like that and, to your point, it's two birds with one stone. Right, like you are showing your customers that you appreciate them, right, they feel more entwined with what you are doing as a company, as opposed to just like, oh, we're giving this company X amount of dollars every month, whatever it is they're actually wanting to utilize us this. They want to take us out to games, show us a good time while helping them grow right, which is just going to make the service overall a better time. And it going back to it, companies that aren't doing it.
Speaker 1:I feel like it falls almost the in between a lot of teams where customer success tends to really focus on hey, just grow wallet share with your current customers. Sales is net, new business like get the new logos in here, and there's like that happy medium where this kind of ties everything together. So again, I saw it on LinkedIn and I had to give you a shout out because this is what I'm just like beat my chest out there Like everybody do this, do this, do this, like we help companies organize it. And I was just. I was glad to see somebody like yourself doing it. And again I'm sure it's long run it's going to pay dividends. And again I'm sure it's long run it's gonna pay dividends.
Speaker 2:Yeah, and actually I mean, one thing we did, even this fall, is we're a remote company and usually we do these twice a year retreats, full company retreats, where we take everyone and go to a location and spend a couple of days working together in person and mostly just team building and hanging out, For sure. And this fall we actually wanted to switch it up a little bit. And so what in, you know, let's say into groups of like four or five and let's send them out to meet with customers Love that Cause they wanted to see. You know, we had engineers that were, you know, like they're not familiar with freight brokerage and they wanted to see. Hey, maybe what does this really look like?
Speaker 2:Right, and or what helped me hear from the horse's mouth why the product's working, what may be enhancements that they're asking for? What things could we be doing better? What things are we doing? Great, all of the above. And so we did that. And guess what? That's again killing multiple birds with one stone. Because we do have that opportunity to have an onsite meet with customers, meet with our stakeholders and users and ensure that they're 10 out of 10 or 12 out of 10 as far as satisfaction, but at the same time, it allows for our own team to have that opportunity to experience and holistically, across the entire company, to understand where all of our customers are coming from.
Speaker 1:Yep, exactly, that goes back to one of the philosophies that I had, at least when I was in training and development in the brokerage side of things too. I can't tell you how many companies like, oh, we're hiring a customer salesperson or carrier salesperson, train them on that and then go. I was always in a frame of mind they have to understand the entire cycle, like if you kind of can put yourself in somebody else's shoes and understand like, oh, my job affects this team this way and like that stuff, stuff is absolutely huge. So I love to hear, I love it. I wish I could try and tell you no, you're like 10 steps ahead of me at this point. So another shout out that I have to give you that I saw at least on LinkedIn the other day and probably another initiative that y'all have is some of the partnerships right, I saw you announced a partnership with Axel and several others over the last couple of months that I've seen what's been going on in the partnership space for y'all.
Speaker 2:Yeah, so no, I'd say. With some of the market shifting, as well as even just our continued momentum and satisfaction across our customer base, we're seeing a significant movement of more and more customers and or prospects moving towards Navix, which is outstanding. In addition to that, yeah, folks like Axel we've been working with them actually quite a while and it's fun to see that that go out, because we've had a massive success across our team and there's going to be some more to come, with some very specific statistics tied to the success that they've seen in our partnership and they've been highly collaborative and awesome to work with. So massive shout out to them over there. And they're on a tear as well. Right, I think a lot of people are like, wait, who's Axel Logistics? And then you saw Sean post. It was just at the tail end of the year that they eclipsed a billion dollars in annual revenue right.
Speaker 2:So that's no small fry. They're doing great over there and you know they're a big customer that has been advocating also for us right, In the sense that they've been very satisfied with their experience. But then, yeah, we're seeing increased momentum, we're selling more deals and having more opportunities than we've ever had before and that's a massive testament towards, you know, I'd say, the real results that folks are seeing in the marketplace.
Speaker 1:So yeah, and it's very refreshing to hear, right Like. I mean, you've heard over the last couple years so many different types of companies you know struggling, brokerages, going out of business, whatever it might be. So hearing that people are winning again is like, oh, let's go, we're turning the corner on things.
Speaker 2:Hearing that people are winning again is like oh, let's go, we're turning the corner on things.
Speaker 1:Yeah, exactly yeah. And that leads into kind of something that I always love asking somebody in your seat, you know, if we're looking at the transportation and logistics industry from like a macro lens, like the high level, what?
Speaker 2:are you?
Speaker 1:most excited about in our industry, like what's going on.
Speaker 2:You're like oh man, this is some really cool stuff. I'll give a massive shout out to all these AI agents. I mean that stuff's wild.
Speaker 2:Yeah, oh yeah, right, and we have applicability of that within our application because, you know, usually in audit disputes it's not usually someone picking up the phone and having a conversation, it's generated via email, and so ours is a little bit different than the actual voice uh component, and so that's a little wild to me because it's, you know, we have the, the prompted and or generated messages from a, an email or a text, right, yeah, as going out to a carrier or a dispatcher, uh, and that's. I thought that that was uh-changing and a mind shift for a lot of folks. And then now seeing stuff like these AI bots, slash agents, it's wild in the sense that I think the industry is going to have a foundational shift towards that. But I think, ultimately at the root, you know, customer experience, relationships and everything are still going to be obviously the number one taker and I think, I think we're going to see a quite a rebound here in 25, um, as far as kind of the market as a whole. So I love that.
Speaker 2:At least what we're seeing across our customer base.
Speaker 1:Love the option and that that's that's if we're going to clip one thing from this episode. It's like everything is going to be all right, people and okay. So last question then we we like to always end the show as we're getting near towards the end here with some fun things and little games and stuff like that. But the last question I've got for you is you know, if you're open and willing to share with some people and give a peek behind the curtain?
Speaker 2:what are some exciting initiatives or developments or anything fun for uh to come for navix?
Speaker 2:Yeah, so I would say the thing that we're going to stay core to our vision, which is how do we help our customers accelerate their cash conversion cycle right as fast as possible and do it as efficiently and and automated with ai ml as as much as they can and ultimately utilize the root cause to reduce exceptions and have some more stuff flow through automatically as a whole, I would say, any extension of that ability for us to allow our customers to collect their cash faster and or get through that process faster are things that we have rolling out here in 25, right, so think about other ways in which we can impact that cash conversion cycle to other than I'll say this with a caveat other than the one thing that we will not do, at least here in 25, is enter into the actual transfer of funds of you know, like payments or that matter, but that's going to be a core initiative for us and then utilizing those insights to also help start making recommendations for our customers tied to hey, this was accepted the last 10 times on this specific load for this specific location, for this type of exception.
Speaker 2:Do you want to continue to review these going forward or not? Fun things that will continue to eliminate the touches that our customers are taking as well as accelerate that cash conversion cycle even faster. So that's amazing.
Speaker 1:Yeah, that's always something exciting to look forward to the cash conversion going faster like let's go. That's awesome.
Speaker 2:Yeah, 100%.
Speaker 1:Yeah, okay. So, as we are nearing the end, we always like to play a game, and then we end with a random question, which we'll get into in a second. But we are going to play a game, and today we're going to play a game called this or that. So this game is very simple. What's going to happen is that Morgan, our producer, is going to throw up a banner on the screen and it's going to give you two options, and all you got to do is decide between the two. Maybe I'll convince you right or wrong on this one, but it should be very straightforward. So there's going to be five rounds, and we'll go ahead and start with this first one here.
Speaker 2:Oh, milk chocolate all the way.
Speaker 1:You say milk chocolate.
Speaker 2:Oh yeah, all the way Okay.
Speaker 1:I was going to say, if you were gonna say dark chocolate, I was gonna tell you why you're wrong, but I'm 100 chocolate all the way to that's gonna be the easiest one that we probably have this whole time. Driver easy. Oh, okay, we. We might just be on the same wavelength here, because I'm the exact same way. I a I get car sick. But I also don't trust some other people driving and I'm like, oh man, I would much rather be behind the wheel.
Speaker 2:Yeah, I would say that's part of my uh, I call it running career coming out of me. Is, you know, I like I'm a call it a slightly aggressive driver, uh, in the sense that I like to know everything that's going on. And so I'm thinking you know what's that car doing? Why are they moving there? What are they doing here? Who's coming up on my, in my rear view, like, yeah, you know, I'm quite alert.
Speaker 1:Uh, as a driver, I'm the exact. I'm literally the exact same thing. When I'm driving, I'm literally looking in my mirrors all the time like oh, somebody just speeding up, like do I need to watch out for this person? Is this person gonna try and get in my lane?
Speaker 2:yeah, I'm not the person in the left lane that's sitting there. I'm the guy that is looking in my rear view mirror like every like five seconds and say that car's getting closer, that car's getting closer, that car's getting closer, yeah.
Speaker 1:Probably should get out of the way. Yeah, I love it. Okay, both on the driver's side. Let's just see if we can just be on the same side for all this. What do we got next, morgan, soft taco or hard taco? You said what'd you say? Hard taco? Oh no, I'm a soft taco guy.
Speaker 2:Which is basically just a burrito.
Speaker 1:But like for me the hard taco, it just it gets messy and I don't like being a dirty eater. Personally, maybe I just haven't mastered the hard taco way, but I'm actually everybody that I've ever talked to. I'm on the outside looking in on that one, I think most people would agree with you.
Speaker 2:I would say I don't know many people that like the soft taco.
Speaker 1:Damn. Okay, all right. Well, let's see if we can do the next thing. All right, what do we got next? Mark, science, science. I would 100% agree. I think history is interesting, I think it's important to know, but I'm definitely more of a science guy.
Speaker 2:I would say yeah, I agree History is fun and it's really cool, but I would say science just continually blows my mind and that's the part that I think is just there. There's so much to be, uh, to learn there and and evolve there. Right, like for sure it's history and so like that's the only thing I would. I mean, it's super important and obviously, yeah, really cool, but it's it's history exactly, I get where you're coming from.
Speaker 1:Until science eventually has a time machine, then we'll see. Then, still, science trumps that one. Let's say um, all right, last one, what do we got for our final this or that? Wow, I'm a mountains guy, I mean, I am, I like. So I'm born and raised california, moved out here to denver and it's like I we're so close to the mountains I absolutely love everything it has to offer. So I'm right there with you. Now I have to ask, ask. There's a lot of lakes up in Minnesota. Would you put lakes like lake life over all of these?
Speaker 2:No, I'd still say mountains, just due to, I think, the amount of activities that you can do. I would say like I would maybe put mountains and lakes pretty equal, but I would, I'm a, I just love mountains.
Speaker 2:That's the thing and beaches like okay One, I don't like being like super hot, like that's, that's just kind of annoying. And then at the same time, you know you sit there and you're there for like a day and I get bored. I'm like all right, like what, what else can we do here Sitting on the beach? Right, you know it'm like all right, like what else can we do here Sitting on the beach? Right, you know it's like a beach vacation. Yeah, I can do maybe a day or two on the beach. And then I'm like all right, I got to go do stuff. What's next?
Speaker 1:Yeah, I 100% agree. So that was our game that we're wrapping up with here this or that. Now we do have a random question of the day. Now this question. We have like a running bank that all of us just throw questions in and then we just completely randomize it. So it could be something serious, it could be something funny, it could be a joke, whatever it is. So, morgan, what do we have for our random question of the day? Oh, this is my favorite. I actually came up with this one and of course, this is when you brought up football earlier. So, any team that you want, any QB, you're guaranteed five targets every game. A regular NFL season, could you get a hundred receiving yards over the course?
Speaker 2:of a season In the season, in the season, oh yeah, whatever team you? Oh, I thought it was a hundred yards in a game and I was like heck, no, no.
Speaker 1:So I am a 100% on the same page with you, and some people are like there's no chance, now I get it. You might have the first couple games where they may lock you down.
Speaker 2:You're like okay, whatever you get lucky you might hit a 20-yarder, because they're like this guy is terrible, we don't have to cover him. And then all of a sudden you run a 20-yarder and they're like oh crap.
Speaker 1:That is literally my argument every time I've ever gone. And then if you break it down, it breaks down to like I don't know, like 6.3 yards or whatever. It is a game and I'm like, okay, I think I could average that I might not get a catch for the first two or three. But then, to your point, soft coverage. We don't need to worry about this person, we need to worry about, like, aj Brown DeV.
Speaker 2:Yeah, I'm like the lineman that they call eligible when they go in and then they catch a touchdown right.
Speaker 1:So exactly, yeah, I love that you and I even though we had a couple that we differentiated on on this, and that I feel like we were on the same page with a lot of this stuff, so I love that. Well, that officially does wrap up the show Now, before we go, any last words anything exciting going on in your world. Anything else you want to add?
Speaker 2:No, I just say thank you so much for the opportunity Always good catching up and we'll see you at Manifest. I'll be out there next. Well, technically, it's two weeks out. See you out at Manifest and anyone else see you out there, and looking forward to this year, as we're already off to a hot start. So awesome.
Speaker 1:I love it. I love it. Well, thank you again, eric, for joining us on the show. We're going to go ahead and kick you out of here. I got a couple of things I just need to touch on here, but thank you again Everybody. If you have not had a chance to look at or check out Navix orin, again, they've got a phenomenal product, great team over there. Um for us, that that's what we got. We got a shout out. Our sponsors again. Thank you so much. Sales dash crm, the vcr excuse me, lose my words now the serum built for freight brokers by freight brokers. Make sure to check us out next week. We've got another phenomenal show. We've got kara brown smith that is going to be on Standing Out and with that, everybody. Have a great rest of your Tuesday. We'll see you next week.
