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May 17, 2022

Bringing Humanity to Insurance w/ Cameron Pechia

Bringing Humanity to Insurance w/ Cameron Pechia

If you want to put someone to sleep, tell them you sell insurance.

While that may be a bit of an oversimplification, it does seem like insurance is one of those things that doesn’t get people excited. They’re not buying it because they want it; they’re buying it because they have to have it. It’s a necessary evil.

But just because insurance may not be the most exciting thing on earth doesn’t mean it can’t be interesting.

On this episode of The Road Forward, we sit down with Cameron Pechia. Cameron is the Founder of Valley Trucking Insurance, as well as the host of the Get a Load of This Trucking Podcast. He’s here to discuss:

  • Why insurance rates seem to be soaring
  • How his company is doing insurance differently than most everybody else
  • Where his passion for trucking came from
  • His podcast, Get a Load of This 

To make sure you never miss an episode of The Road Forward podcast, subscribe on Apple Podcasts, Spotify, or our website.

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Transcript
WEBVTT 1 00:00:02.000 --> 00:00:06.919 Welcome to the road forward, a podcast for trucking industry leaders. This is 2 00:00:06.960 --> 00:00:10.640 the show for industry that's like you, hard working, honest leaders who know 3 00:00:10.720 --> 00:00:16.239 there's promise around the next bend, an exciting future for the trucking industry and 4 00:00:16.280 --> 00:00:19.839 a chance for your company to thrive. If you see the opportunity ahead but 5 00:00:19.879 --> 00:00:23.079 don't want to travel the tough road alone, join us, as we talked 6 00:00:23.079 --> 00:00:27.359 with business leaders finding their way forward in a changing industry. Let's get into 7 00:00:27.399 --> 00:00:31.879 the show. Welcome to the road forward. I'm your host, Flynn Hole 8 00:00:31.920 --> 00:00:37.039 Brook, and I am thrilled to have camera and Pishia with me today. 9 00:00:37.119 --> 00:00:39.920 Cam, thanks for joining me. What's up, flint? No worries, 10 00:00:39.920 --> 00:00:42.600 man, it's an honor to be on here. Yeah, so, for 11 00:00:42.600 --> 00:00:45.520 those of you that don't know, which most of you probably don't, Cam 12 00:00:45.560 --> 00:00:49.240 has his own podcast. I was on his podcast what early this year, 13 00:00:49.320 --> 00:00:52.359 right a few months ago, and we had a bunch of fun. I 14 00:00:52.399 --> 00:00:56.280 think it's my my best listen podcast. I bet if I got to look 15 00:00:56.280 --> 00:00:59.000 at the numbers and run the analytics, it's getting up there. Well that 16 00:00:59.000 --> 00:01:02.479 that sure makes me feel good. Cam. That's maybe a little too generous, 17 00:01:02.520 --> 00:01:07.000 but I appreciate it. So, so cam owns valley trucking insurance and 18 00:01:07.159 --> 00:01:11.920 Cam you guys. You guys help carriers go to the insurance market right and 19 00:01:11.959 --> 00:01:15.920 get and get what they need. Liability, cargo, fizz dam. Yeah, 20 00:01:17.040 --> 00:01:19.560 so I own valley trucking insurance. It's part I own all lines, 21 00:01:19.640 --> 00:01:25.239 associates, it's a Master Corporation. Valley trucking insurance as a division within the 22 00:01:25.480 --> 00:01:30.120 corporation that I own, but it's dedicated one hundred percent every single day to 23 00:01:30.239 --> 00:01:34.799 trucking industry professionals. So we deal with carriers, truck brokerages, pretty much 24 00:01:34.799 --> 00:01:40.319 anything surrounding the transportation industry. That's what the soul, dedication and focus and 25 00:01:40.359 --> 00:01:42.640 training of my team has been and it's been an awesome journey. We're growing 26 00:01:42.719 --> 00:01:47.719 and doing a lot of exciting things. We just expanded pretty much on a 27 00:01:47.799 --> 00:01:52.879 national basis. There's a couple states that we left out of our territory intentionally, 28 00:01:52.959 --> 00:01:55.719 but we pretty much reach everywhere. Yeah, that's great. All right. 29 00:01:55.799 --> 00:01:59.879 So insurance is like everybody kind of hates it, right, like it's 30 00:01:59.959 --> 00:02:02.280 this devil if you do, devil if you don't, kind of thing, 31 00:02:02.640 --> 00:02:07.480 like what are you guys seeing a market. Yeah, so people do hate 32 00:02:07.519 --> 00:02:10.080 insurance. So if I'm out at a conference and networking or anywhere, they 33 00:02:10.120 --> 00:02:12.719 ask, you know, what do you do for a living, or what 34 00:02:12.719 --> 00:02:14.639 do you you know, that kind of question, and it's like, Oh, 35 00:02:14.680 --> 00:02:16.000 I do insurance, and then it goes crickets and then they leave me 36 00:02:16.000 --> 00:02:19.360 alone. So if I want peace and quiet, I just tell people I 37 00:02:19.400 --> 00:02:23.080 sell insurance and they kind of scurry pretty quickly and I think it's it's funny 38 00:02:23.120 --> 00:02:27.280 that, you know, there's a commercial right now with progressive. You may 39 00:02:27.360 --> 00:02:30.599 or may not have seen it, but flow gets a call from her sister 40 00:02:30.639 --> 00:02:32.879 that has the baby's like, I want you to come over and talk about 41 00:02:32.919 --> 00:02:37.120 insurance, and she goes no, I want you to talk about insurance, 42 00:02:37.159 --> 00:02:40.000 and then the baby goes to sleep, she shuts the door and because insurances 43 00:02:40.319 --> 00:02:45.199 is genuine generally pretty boring, you know, and it's a necessary evil, 44 00:02:45.240 --> 00:02:50.159 it's starting to gain a rap and be more of a commodity in my eyes, 45 00:02:50.240 --> 00:02:53.280 with the marketing and the way some of these companies per tray, you 46 00:02:53.280 --> 00:02:57.800 know, buy insurance save fifteen percent. You know, people have this thing 47 00:02:57.840 --> 00:03:00.639 about all, I'm going to shop it around and find the cheaper rate and 48 00:03:00.879 --> 00:03:02.680 you know, I might get a rate from one company, talk to a 49 00:03:02.680 --> 00:03:07.319 different person or age and or something and have the same exact company quote it, 50 00:03:07.360 --> 00:03:08.680 but be different rates, and there's a ton of reasons for that. 51 00:03:08.759 --> 00:03:13.120 So in the trucker's mind they're doing their due diligence. They can, I'm 52 00:03:13.120 --> 00:03:15.520 in the shop, get the best price. I'm going to I'm doing the 53 00:03:15.599 --> 00:03:17.159 right thing, right because I own a business. I want to get, 54 00:03:17.159 --> 00:03:21.240 you know, put more money back in my pocket. What typically ends up 55 00:03:21.280 --> 00:03:24.439 happening, from what we've seen anyway, just because we all have designations, 56 00:03:24.439 --> 00:03:29.680 we're all highly trained, this is all we do. They either talk to 57 00:03:29.719 --> 00:03:32.599 somebody that isn't as educated in the topic of trucking, because there's a lot 58 00:03:32.599 --> 00:03:37.199 of complexities. As simple as trucking is, from you know, take a 59 00:03:37.199 --> 00:03:39.560 commodity from point a to point B, there's a lot of things along the 60 00:03:39.560 --> 00:03:43.639 way. There's a lot of contracts that these carriers get involved in. There's 61 00:03:43.680 --> 00:03:46.759 things with you I. A and all these different level of complex items that, 62 00:03:46.800 --> 00:03:51.719 if you're not covered properly or you don't know or whoever you're working with, 63 00:03:51.759 --> 00:03:53.319 you don't they don't have a clue what you're doing. Come claim time, 64 00:03:53.360 --> 00:03:57.919 guess who stuck holding the bag for the cash that the attorneys want, 65 00:03:58.039 --> 00:04:00.319 right, and there's a lot of things to be on the lookout for, 66 00:04:00.400 --> 00:04:02.439 and so I think it just leaves an opportunity open for, you know, 67 00:04:02.520 --> 00:04:08.039 agency either undercut or not be educated in area. Leaf coverages out not rate 68 00:04:08.120 --> 00:04:11.360 properly, and so this company or carrier that thinks they were doing the right 69 00:04:11.400 --> 00:04:15.840 thing gets a quote. It's five thousand less or tenzero less than whoever else 70 00:04:15.879 --> 00:04:17.480 they talked to. They're going with it, great, all is happy, 71 00:04:17.519 --> 00:04:20.959 and then next thing you know you hear these horror stories of Hey, I'd 72 00:04:21.480 --> 00:04:25.480 damaged it, can going into the ports or whatever the case may be. 73 00:04:25.920 --> 00:04:29.439 I had end up paying for this out of pocket fortyzero because I didn't have 74 00:04:29.480 --> 00:04:30.399 the right cover. Rich, you know. And then they end up in 75 00:04:30.480 --> 00:04:34.600 my lap as a referral because luckily we got an amazing client base that most 76 00:04:34.639 --> 00:04:39.920 of our business is driven off referrals and you know, we really pride ourselves 77 00:04:39.959 --> 00:04:44.439 and shooting straight and reviewing it and giving our honest feedback. In opinion, 78 00:04:44.519 --> 00:04:47.199 I'm not in it to just come in undercut price to earn your business. 79 00:04:47.279 --> 00:04:50.959 Just for the reasons that I kind of outline just just a few seconds ago. 80 00:04:51.000 --> 00:04:55.600 I want to actually give the power to the client, educate them, 81 00:04:55.639 --> 00:04:59.079 review their situation. Let's go over their goals, let's talk about what they 82 00:04:59.120 --> 00:05:01.680 want to achieve an accomplish and then like what things are important as far as 83 00:05:01.720 --> 00:05:05.079 that and review all the contracts that they got right and let's make sure that 84 00:05:05.120 --> 00:05:09.279 they're covered. So, you know, that's just a couple small things into 85 00:05:09.319 --> 00:05:12.480 that. I just like there's just so much there that I want to die 86 00:05:12.600 --> 00:05:16.720 into camp. So all right, first, like valley trucking Insurance Society, 87 00:05:16.720 --> 00:05:20.439 because I want to circle back to how you do things different in a moment. 88 00:05:20.680 --> 00:05:24.519 But I want to understand, like what is your view on the overall 89 00:05:24.560 --> 00:05:27.720 insurance market? I just hear from carriers all the time. Oh, I've 90 00:05:27.720 --> 00:05:30.920 got my renewal coming up, my rates are going to go up by twenty 91 00:05:30.000 --> 00:05:34.680 five percent. Like, give us the thirtyzero foot view of what's going on 92 00:05:34.839 --> 00:05:39.319 right now. Yeah, for sure. I think the headlines that you would 93 00:05:39.319 --> 00:05:43.560 see in the news are a few different things. Right now you've got a 94 00:05:44.040 --> 00:05:46.959 it's almost going to be more of like a pandemic with distracted driving right and 95 00:05:47.000 --> 00:05:49.879 this isn't just from the trucker standpoint. This is for wheelers, this is 96 00:05:49.920 --> 00:05:55.439 everybody on the road. Now that Covid is released a little bit, the 97 00:05:55.480 --> 00:05:58.680 traffic is back to normal. So there's a lot more people traveling on the 98 00:05:58.680 --> 00:06:01.600 interstate and in the he's and kind of everywhere. And and I know Flint, 99 00:06:01.600 --> 00:06:03.839 when you're driving to work, if you look you stopped at a light, 100 00:06:03.920 --> 00:06:06.680 you look left, how many people are on their phone, sitting at 101 00:06:06.720 --> 00:06:11.600 that light or driving into the light on their phone? I mean every time 102 00:06:11.639 --> 00:06:15.240 I drive I see that. So distracted driving is huge. There's a lot 103 00:06:15.279 --> 00:06:18.360 of accidents that are coming from that, and so that's a little bit of 104 00:06:18.439 --> 00:06:23.920 the plague there. The other thing is cost of repairs and the availability of 105 00:06:23.920 --> 00:06:28.279 parts and equipment. The used market and the equipment prices, you know, 106 00:06:28.439 --> 00:06:30.240 have gone through the roof. So I think there's a lot of people that 107 00:06:30.319 --> 00:06:33.639 are not adequately protected at the moment. They're going to have a huge surprise 108 00:06:33.720 --> 00:06:38.399 come claim time their truck that they bought, you know, however long ago, 109 00:06:38.439 --> 00:06:43.360 but let's just say they hypothetically have it valued at fortyzero. It's probably 110 00:06:43.360 --> 00:06:46.920 actually worth seventy five thousand or something at the moment. In the current market 111 00:06:46.920 --> 00:06:49.160 and all sudden, boom, they don't they can't get another truck to replace 112 00:06:49.160 --> 00:06:54.560 where. They don't replace it. No or worse, I've got folks that 113 00:06:54.680 --> 00:06:58.279 don't have either down time or rental coverage involved. You know, there's a 114 00:06:58.319 --> 00:07:01.720 lot of these people that throw these generic packages together because their renewals going up 115 00:07:01.720 --> 00:07:04.920 twenty five percent. So they trimmed down coverages or they shot. They get 116 00:07:04.959 --> 00:07:09.279 a stripped down version and what they actually need. That is cheaper. But 117 00:07:09.319 --> 00:07:12.160 then come claim time they can't get back on the road because there's no parts 118 00:07:12.199 --> 00:07:15.720 or availability. They don't have rental coverage, they don't even have towing coverage. 119 00:07:15.720 --> 00:07:18.439 I mean there's a lot of things that just people just simply don't include 120 00:07:18.560 --> 00:07:23.040 or look at and and in their eyes they're doing themselves a service because they 121 00:07:23.040 --> 00:07:26.319 save money. But come claim time, you know, you don't want to 122 00:07:26.319 --> 00:07:30.639 find out there's a I've never one time talked to a client that when they 123 00:07:30.680 --> 00:07:31.959 actually have a claim, they're like, man, I'm got I'm glad I 124 00:07:31.959 --> 00:07:35.439 bought that cheapest insurance I can find. You know what I mean? They 125 00:07:35.480 --> 00:07:39.160 want to know they're covering. That's what they wanted. Yeah, right, 126 00:07:39.319 --> 00:07:44.120 right, okay, so what is driving insurt to go up by such extreme 127 00:07:44.600 --> 00:07:47.720 measures right it? I know you mentioned a tracted driving. Is that leading 128 00:07:47.800 --> 00:07:51.480 to these nuclear settlements? Are we seeing those a lot more often with highers? 129 00:07:51.639 --> 00:07:57.439 You know, intensity that is causing big losses. Is that the reason? 130 00:07:57.600 --> 00:08:00.639 So we're getting a little bit deeper in the weeds, I think, 131 00:08:00.720 --> 00:08:03.560 than some of the folks would want to care to dive. But yeah, 132 00:08:03.600 --> 00:08:07.000 so there's going to be a frequency issue and depending on the venue, and 133 00:08:07.000 --> 00:08:09.439 by venue I mean what state, what area, what region, you end 134 00:08:09.480 --> 00:08:13.120 up getting in an accident, and some are a lot more favorable to the 135 00:08:13.160 --> 00:08:18.519 public or two attorneys to then go after insurance companies. And so what happens 136 00:08:18.639 --> 00:08:22.240 is, if you're with a company that doesn't perform well and they don't run 137 00:08:22.279 --> 00:08:24.800 at a profitable level, how do they recoup those funds? Because they are 138 00:08:24.839 --> 00:08:28.519 a business and they have to have enough money to cover all the claims. 139 00:08:28.519 --> 00:08:31.680 They basically say I've got a million dollars on this truck and every truck that 140 00:08:31.680 --> 00:08:35.799 you have once you have a filing. So as those claims increase, as 141 00:08:35.840 --> 00:08:39.559 the cost repairs increase, as downtime increases, all these things that pay out, 142 00:08:39.600 --> 00:08:43.120 they have to recoup it somehow. It's a bucket that empties, it 143 00:08:43.159 --> 00:08:46.600 has to be refilled, and so a lot of times you'll see these companies, 144 00:08:46.720 --> 00:08:48.960 and I'm not going to name names, but all of a sudden you 145 00:08:48.960 --> 00:08:50.320 just kind of hear all these people, Hey, my rate went up, 146 00:08:50.320 --> 00:08:52.879 my rate went up, my rate went up, all these states, all 147 00:08:52.919 --> 00:08:56.279 these different regions, and it's like, because the company was getting their asses 148 00:08:56.399 --> 00:09:01.039 kicked, come claim time they have to get those that money back. And 149 00:09:01.240 --> 00:09:05.720 there are regions and venues you know, you can probably name them off as 150 00:09:05.799 --> 00:09:09.080 California and Texas and Florida and Nevada, and some of these that were the 151 00:09:09.159 --> 00:09:13.879 attorneys have it in a way that you mentioned newcular verdicts. That's what's happening 152 00:09:13.960 --> 00:09:18.759 right now some of these claims where you know when a semi rex you know 153 00:09:18.919 --> 00:09:22.879 what the outcome is. Typically what ends up happening is is these attorneys are 154 00:09:22.960 --> 00:09:28.759 using a bunch of different chameleon methods and all these different things that basically pull 155 00:09:28.840 --> 00:09:31.600 at the strings of the jury and all the people that are going to be 156 00:09:31.639 --> 00:09:35.200 doing the trial that put themselves in the shoes of the public and the victim 157 00:09:35.200 --> 00:09:39.120 and the big bad trucking company should pay for this. They didn't do what 158 00:09:39.159 --> 00:09:43.399 they were supposed to. There's a lot of things that lead up to this 159 00:09:43.440 --> 00:09:46.000 that we actually you want to talk about how we separate ourselves. We emphasize 160 00:09:46.039 --> 00:09:50.600 on so we dive into hiring practices, what your management structure looks like, 161 00:09:50.639 --> 00:09:54.919 what your maintenance structure looks like. We do quarterly meetings. We deep dive, 162 00:09:56.039 --> 00:10:00.480 like safety and fleet analysis reports and stuff that we can predict things. 163 00:10:00.480 --> 00:10:03.879 But better, more important than that, we help you try to build a 164 00:10:03.919 --> 00:10:07.200 sound game plan and system leading up to so you're not just meeting fmcs, 165 00:10:07.200 --> 00:10:11.080 a minimum standards of a good company. We want to far exceed those. 166 00:10:11.200 --> 00:10:15.919 So in attorney gets ahold of your case, every driver file is you know, 167 00:10:15.960 --> 00:10:18.000 every t's crossed, every eye is dotted. You guys are going to 168 00:10:18.039 --> 00:10:22.039 be stellar from the stance of a defense standpoint to actually be better defendable. 169 00:10:22.080 --> 00:10:26.240 So when our attorney step in and when, you know, my program start 170 00:10:26.279 --> 00:10:28.200 to get to work there on your side and they can actually defend you and 171 00:10:28.240 --> 00:10:33.399 reduce the co to the claims therefore not have such significant impacts or, worst, 172 00:10:33.440 --> 00:10:37.639 get canceled from insurance like that's that's the worst thing that happens. Got 173 00:10:37.639 --> 00:10:39.720 It? Okay, that's yeah, that's that's a that's a really interesting thought 174 00:10:39.759 --> 00:10:43.320 came. So you guys are actually doing a whole lot more than it sounds 175 00:10:43.360 --> 00:10:48.200 like, than just let me get you a quote and let's, you know, 176 00:10:48.399 --> 00:10:50.840 let's like to keep the insurance policy right. So when I go buy 177 00:10:50.840 --> 00:10:54.480 my homeowner's insurance, I just here's how any square feet, send me to 178 00:10:54.480 --> 00:11:00.000 paperwork outside and pay it right. But we you're approaching this much different for 179 00:11:00.080 --> 00:11:03.000 the trucking company. How has that worked? I mean, like, I 180 00:11:03.000 --> 00:11:07.600 guess what? We through the process and then maybe some results. Yeah, 181 00:11:07.639 --> 00:11:11.480 man, for sure. So I'll give Thirtyzero footbew will kind of skim through 182 00:11:11.480 --> 00:11:13.960 because there's a lot of details of a take a ton of time. But 183 00:11:13.200 --> 00:11:16.960 so when we come in we do an initial discovery, which, you know, 184 00:11:18.000 --> 00:11:20.480 any good person should be doing, is listening to what your goals are, 185 00:11:20.480 --> 00:11:24.759 listening to what's got you to this point. How come you decided to 186 00:11:24.759 --> 00:11:26.960 start a trucking company? You know, walk me through where you're at from 187 00:11:28.000 --> 00:11:31.240 a business standpoint, your goals, business planning, three year, five year, 188 00:11:31.320 --> 00:11:35.320 you know, what can I help you accomplish? Right, we don't 189 00:11:35.399 --> 00:11:37.120 ask, obviously we have to get the trucks in, the drivers. You 190 00:11:37.120 --> 00:11:41.159 know, a typical when you start calling around and getting quotes. Hey, 191 00:11:41.200 --> 00:11:43.080 give me your list of you know, I need your dealt I need your 192 00:11:43.080 --> 00:11:46.440 trucks, I need your drivers. They're going to turn around the spit out 193 00:11:46.440 --> 00:11:50.000 a quote right, and that's where the shopping and their mind or the carriers 194 00:11:50.039 --> 00:11:52.399 mine the truck company's mind. They think they're doing the right thing because they're 195 00:11:52.399 --> 00:11:56.240 getting different prices and hey, I'm going to get a competitive price here. 196 00:11:56.399 --> 00:11:58.480 Yeah, but it all goes back to the same insurance carrier. A lot 197 00:11:58.519 --> 00:12:03.840 of times it is now. And to get into like percentages, you know 198 00:12:03.879 --> 00:12:07.120 there's like fifty percent of the market controlled by only a few insurance companies, 199 00:12:07.159 --> 00:12:11.080 and some are better than others. There's some that you have to qualify for 200 00:12:11.159 --> 00:12:13.799 something that'll take anybody. And so what we try to do is we uncover 201 00:12:15.200 --> 00:12:18.720 all those different things. Your hiring practice, as I try to dive into, 202 00:12:18.759 --> 00:12:20.720 you know, what your management structure looks like, what the ownership structure 203 00:12:20.759 --> 00:12:24.600 looks like. What's the intent with the ownership? Do you want to acquire, 204 00:12:24.720 --> 00:12:28.480 cell grow, shrink, whatever the plans are. These all dictate what 205 00:12:28.519 --> 00:12:31.879 I want to do for game planning. We then come in and will underwrite 206 00:12:31.960 --> 00:12:35.320 the carrier. If you're big enough or if you're a fleet, we do 207 00:12:35.399 --> 00:12:37.679 come on site. We bring safety and compliance on site. It's there for 208 00:12:37.759 --> 00:12:41.480 a benefit. It's not like a to turn or a negative if we find 209 00:12:41.559 --> 00:12:43.919 things that need work, we point those out and we talk about how we're 210 00:12:43.919 --> 00:12:48.360 going to address and fix those things. So when we start diving into that, 211 00:12:48.480 --> 00:12:52.440 it takes the conversation away from the price. Right. Obviously we want 212 00:12:52.480 --> 00:12:56.279 to be priced conscious. It's a part of your business. Plants a part 213 00:12:56.279 --> 00:12:58.120 of your pan now it's part of your strategy, or it should be, 214 00:12:58.240 --> 00:13:03.759 to keep your wheels turning, because if you have a catastrophic claim and you 215 00:13:03.799 --> 00:13:05.519 get canceled or insurance and you went from, let's just I'm just going to 216 00:13:05.559 --> 00:13:09.519 throw out a hypothetical twelve thousand per unit or truck and all of a sudden 217 00:13:09.519 --> 00:13:15.279 you can't get insurance except for Thirtyzero or Fortyzero a truck, that's a significant 218 00:13:15.360 --> 00:13:18.919 change in percentages on your operation, right for budget wise, and you know, 219 00:13:18.960 --> 00:13:22.919 if you can't, if you're not with a reputable company that can get 220 00:13:22.960 --> 00:13:26.279 your trucks back on the road or have these preferred vendors for, you know, 221 00:13:26.399 --> 00:13:30.320 packer and whoever that can get the trucks back and expedited quickly. The 222 00:13:30.360 --> 00:13:33.120 more time your truck stays in the shop, the less time it's making money. 223 00:13:33.159 --> 00:13:37.039 So there's a lot more that goes into it than that. Then we 224 00:13:37.080 --> 00:13:39.639 will go through the underwriting process, we go through the proposal process, we 225 00:13:39.679 --> 00:13:43.200 review everything. We want to make sure that we look at your contracts, 226 00:13:43.279 --> 00:13:48.320 look at the specific requirements. You might have unique coverages that you may or 227 00:13:48.360 --> 00:13:50.960 may not have, or unique exposures that you didn't even know you had, 228 00:13:50.960 --> 00:13:54.200 because this is what we train and do and like we have. You know, 229 00:13:54.240 --> 00:13:58.080 there's a lot of resources that back me. When we come in, 230 00:13:58.159 --> 00:14:00.840 I can educate you. I'm not going to tell you to buy it or 231 00:14:00.879 --> 00:14:01.679 not buy it, but I'm going to educate you, can give you the 232 00:14:01.720 --> 00:14:05.399 option and if you choose to not buy it, you're going to be educated 233 00:14:05.480 --> 00:14:09.080 on what is going to happen if there is a claim, and I'm going 234 00:14:09.080 --> 00:14:11.159 to remind you that come claim time if that happens. So that where you 235 00:14:11.159 --> 00:14:13.879 can't get mad at me. Right. Yeah, there you go. Sorry. 236 00:14:13.879 --> 00:14:16.720 So Cam this, I mean all this homework that you're doing when you 237 00:14:16.759 --> 00:14:22.399 go to underwriting. I've got to think that you're building a really compelling story 238 00:14:22.480 --> 00:14:26.919 for the Insurance Company right as to how they should rate this risk. A 239 00:14:26.039 --> 00:14:30.320 hundred percent. And a lot of that goes into, you know, wild 240 00:14:30.360 --> 00:14:35.559 pole with the technology and the reports and everything available with FMCSA that's brought to 241 00:14:35.720 --> 00:14:37.639 light. We can run the cab reports, I can run a deep dive 242 00:14:37.720 --> 00:14:43.480 fleet analysis report that can just narrow down trucks, problem areas, problem states. 243 00:14:43.720 --> 00:14:46.200 Then you can define what the problem drivers are. I can look at 244 00:14:46.240 --> 00:14:50.559 what your safety scores are and how the industry views you, from brokers, 245 00:14:50.559 --> 00:14:54.720 from FMCSA, from the insurance company. That's what we attack and game plan 246 00:14:54.799 --> 00:14:56.600 and try to help you get better at. So like we try to align 247 00:14:56.720 --> 00:15:00.840 as a partner with you. Bring all the res Horses, you know, 248 00:15:00.879 --> 00:15:03.039 such as yourself. I work with John over at synergy solutions. There's a 249 00:15:03.039 --> 00:15:07.279 bunch of folks that I bring the light for these guys and it's like, 250 00:15:07.320 --> 00:15:09.360 Hey, I know you need help here. You're wearing a lot of hats. 251 00:15:09.360 --> 00:15:13.759 Your most valuable assets your time, but your time should be spent doing 252 00:15:13.799 --> 00:15:16.799 these things, not doing this stuff, and you're not even doing it that 253 00:15:16.840 --> 00:15:20.320 efficiently. So let's fix that right and let's get you in a position to 254 00:15:20.320 --> 00:15:24.039 wear instead of paying fifteen thousand a truck, we start dropping the seven and 255 00:15:24.120 --> 00:15:28.559 eight thousand a truck and your coverage superior, your everything's going to be far 256 00:15:28.600 --> 00:15:31.919 better in the long run. My job is to create a long term relationship 257 00:15:31.960 --> 00:15:35.039 and a standing relationship. I don't make money your one. We do. 258 00:15:35.120 --> 00:15:39.120 I obviously we make money off commissions and stuff like that. We don't charge 259 00:15:39.120 --> 00:15:41.559 broker fees or anything, but I really value like the long term relationship. 260 00:15:41.600 --> 00:15:46.600 We've had clients since the N S and so we just really work on building 261 00:15:46.600 --> 00:15:50.360 that when most of our referrals or most of our business comes referrals from referrals. 262 00:15:50.480 --> 00:15:52.679 I take pride in that. Our team takes pride in that, like 263 00:15:52.720 --> 00:15:56.679 we really try to step up and deliver on the expect on the experience part 264 00:15:56.799 --> 00:16:00.320 set the expectations, exceed those and then there's a lot of self service capabilities. 265 00:16:00.320 --> 00:16:03.799 There's a coaching calls, training, a lot of things that go into 266 00:16:03.840 --> 00:16:07.759 when you're saying, Hey, sell a story to the underwriter. That's a 267 00:16:07.840 --> 00:16:11.360 huge part of it because when I can say hey, I've gone through this 268 00:16:11.399 --> 00:16:14.600 gone through this, gone through this. I've got the whole narrative laid out. 269 00:16:14.679 --> 00:16:17.840 Yes, they had problems, yes, there was a trend of negative 270 00:16:17.879 --> 00:16:19.679 out of service. Yes, there were these things that happen. Here's what 271 00:16:19.799 --> 00:16:22.960 they did to address it. Here's the actual proof that they addressed and here's 272 00:16:23.000 --> 00:16:26.279 what happened on the trendline. I come to them and talk to them about 273 00:16:26.320 --> 00:16:30.200 what we're doing. Guess what we're maybe another their person didn't take the time 274 00:16:30.240 --> 00:16:33.399 to do that. They don't get a number of the number they do get 275 00:16:33.399 --> 00:16:36.480 placed is very high. Are is going to be a lot more favorable because 276 00:16:36.519 --> 00:16:40.000 we're showing ways that we're going to help reduce the cost and risk. That's 277 00:16:40.080 --> 00:16:45.639 really interesting and I've got to think that that's a huge differentiator cam for your 278 00:16:45.679 --> 00:16:48.440 company in the market. Right I'm sure that there are other insurance agents that 279 00:16:48.519 --> 00:16:52.519 do similar stuff, but I've got to also think that the majority of the 280 00:16:52.559 --> 00:16:56.879 markets not. Who knows? I don't pay attention to them. Don't you 281 00:16:56.000 --> 00:17:00.000 just stay in your lane and do a good job? You know, there's 282 00:17:00.039 --> 00:17:03.480 a picture of flowing around from the Olympics way back when Michael Phelps is in 283 00:17:03.559 --> 00:17:07.160 first place, in the second place person's looking at them as he's going right. 284 00:17:07.480 --> 00:17:11.119 I just we put blinders on and all I can control is what I 285 00:17:11.160 --> 00:17:14.279 can control. I try to take feedback, I try to take a ton 286 00:17:14.279 --> 00:17:17.920 of criticism as best I can, from like my inner circle and from clients, 287 00:17:17.960 --> 00:17:18.920 and I asked, you know, I don't want to be in an 288 00:17:18.920 --> 00:17:22.880 echo chamber of like hey, you're just doing everything great. I want to 289 00:17:22.960 --> 00:17:26.680 I want to fail on something so we can improve, because without failure there's 290 00:17:26.680 --> 00:17:29.960 no improvement. So we do? We build the foundation, get the building 291 00:17:30.000 --> 00:17:32.799 blocks, improve on those, try to do a high level of that and 292 00:17:32.839 --> 00:17:36.240 then keep going and keep growing, keep building, keep expanding. Yeah, 293 00:17:36.279 --> 00:17:38.039 it's been awesome, man. It's a great it's a great journey and I 294 00:17:38.039 --> 00:17:42.640 love dealing with, you know, just truck companies in the industry, professionals, 295 00:17:42.640 --> 00:17:45.240 and they're so down to Earth. Everyone's so amazing to work with, 296 00:17:45.319 --> 00:17:48.279 like they're my people and I don't you know, I don't come in with 297 00:17:48.319 --> 00:17:52.039 a suit and tie and I'm not kissing ass and I'm not trying to like 298 00:17:52.079 --> 00:17:53.920 suck up, because a lot of people, unfortunately, and this is going 299 00:17:53.960 --> 00:17:57.960 to be some of the experience folks deal with, is their viewed as like 300 00:17:59.000 --> 00:18:02.119 a paycheck right their views, this big commission because, let's face it, 301 00:18:02.200 --> 00:18:06.359 trucking companies pay a shit ton of premium a lot of money going insurance, 302 00:18:06.559 --> 00:18:08.559 and so there's I don't blame them for wanting to get better rates. I 303 00:18:08.640 --> 00:18:12.200 really don't, because if I was paying a hundred two, hundred, five, 304 00:18:12.240 --> 00:18:15.640 hundred, six hundred thousand or Tenzero as an owner opera, whatever, 305 00:18:15.759 --> 00:18:19.319 it's all significant in the budget. It's all going to be there, but 306 00:18:19.559 --> 00:18:22.960 let's make sure you're getting the value along with it. Let's make sure we 307 00:18:22.000 --> 00:18:25.440 have a game plan, let's make sure we have a road map of where 308 00:18:25.480 --> 00:18:27.119 to go. You know, there's a lot of other like resources that we 309 00:18:27.160 --> 00:18:32.599 bring to the table, with driver trainings and self service portal and issuing certificates 310 00:18:32.599 --> 00:18:36.039 so folks never have to wait on certain like just little things. I hear 311 00:18:36.079 --> 00:18:37.319 about and I'm like, like all these things surprise me. I'm like, 312 00:18:37.319 --> 00:18:41.160 you're dealing with that? That's why hold to be like I don't. But 313 00:18:41.359 --> 00:18:44.880 anyways, you know, I don't. It doesn't get into that conversation until 314 00:18:45.000 --> 00:18:48.960 we've had a really good conversation up front. You like me, I like 315 00:18:48.119 --> 00:18:52.480 you. You trust that we're going to come in and do a good job. 316 00:18:52.519 --> 00:18:55.960 They almost buy themselves before we go through the quoting process. Obviously the 317 00:18:56.039 --> 00:19:00.119 quotus and component, but I really want them to align as far as values 318 00:19:00.119 --> 00:19:03.519 and like that they actually trust we can deliver on what we promise and then 319 00:19:03.599 --> 00:19:06.720 let's move forward. Right, I didn't even give you a quote, but 320 00:19:06.839 --> 00:19:08.279 a lot of times, like they've already said, yes, we're working with 321 00:19:08.319 --> 00:19:11.480 you, like let's let well, that's a formality piece. Everything else you're 322 00:19:11.519 --> 00:19:15.279 doing awesome. I love this. We're going to do that. We're going 323 00:19:15.319 --> 00:19:18.400 to improve this. We didn't even talk about insurance, like that's what we're 324 00:19:18.440 --> 00:19:21.559 good at. Let us deal with a why are you calling? You know, 325 00:19:21.559 --> 00:19:22.839 why are you calling all these places getting a bunch of quotes? How 326 00:19:22.920 --> 00:19:26.640 much time do you have? Like that's, you know, that's wild to 327 00:19:26.680 --> 00:19:29.240 me. So, yeah, that's for our came I can tell me. 328 00:19:29.279 --> 00:19:32.920 You've just got to a passion for this industry. Where did that passion come 329 00:19:32.960 --> 00:19:34.400 from? You know, I think as a kid. So my aunt and 330 00:19:34.480 --> 00:19:37.799 uncle team drove as a kid, and so when I'd go, you know, 331 00:19:38.119 --> 00:19:41.920 be with my dad, we'd be out in the garage and the shop 332 00:19:41.920 --> 00:19:44.359 and the you know, the big rigs there. They just work on that 333 00:19:44.400 --> 00:19:47.119 thing and rout in the shop tinker and all the time. And you know, 334 00:19:47.160 --> 00:19:48.880 I saw them, you know, working hard. They were gone a 335 00:19:48.880 --> 00:19:52.039 lot, but then when they got back, you know, they enjoyed their 336 00:19:52.079 --> 00:19:55.079 time and they valued family time and like it was kind of like it was 337 00:19:55.119 --> 00:19:57.400 a it was an eyeopen or at an early age to kind of what that 338 00:19:57.440 --> 00:20:02.119 lifestyle is and like. And then I think as you start to grow up 339 00:20:02.119 --> 00:20:07.440 and become more aware, you realize how valuable that industry is and other industries 340 00:20:07.480 --> 00:20:10.759 alike. But you know, we couldn't be doing this podcast without a truck, 341 00:20:10.839 --> 00:20:12.799 right, I wouldn't have any clothes on, you wouldn't we wouldn't have 342 00:20:12.839 --> 00:20:15.799 microphones and all this kind of stuff, you know. So I don't know. 343 00:20:15.839 --> 00:20:18.640 It just from an early age was kind of intrigued and then, like 344 00:20:18.759 --> 00:20:22.200 I said, I feel like it's my people, right, I'm not in 345 00:20:22.240 --> 00:20:25.799 an ivory tower. I'm not up here like a suit trying to just come 346 00:20:25.839 --> 00:20:29.119 collect money or be a cash register for you or anything like that. And 347 00:20:29.119 --> 00:20:32.359 that's why we started the podcast. Right, get a load of this podcast 348 00:20:32.480 --> 00:20:36.640 was really a passion project, which I don't talk about insurance because I just 349 00:20:36.640 --> 00:20:40.160 really think most people wouldn't care. Might maybe we'll do an episode or something, 350 00:20:40.200 --> 00:20:42.000 but it's like how can? That's how I found you, right. 351 00:20:42.000 --> 00:20:45.920 How can I find people that are making change and that are passionate about the 352 00:20:45.960 --> 00:20:49.319 industry, about progression, about maybe things that these guys just don't understand or 353 00:20:49.319 --> 00:20:52.680 even thought about or even heard about, and now I can bring a resource 354 00:20:52.720 --> 00:20:56.319 and a tool to them. What better way than do a little bit of 355 00:20:56.359 --> 00:21:00.079 PR with a podcast? Yeah, yeah, absolutely all right. So and 356 00:21:00.079 --> 00:21:03.559 and get a load of this. I was obviously a guest, but our 357 00:21:03.599 --> 00:21:07.359 listeners probably know nothing about your podcast. Tell us a little bit about it. 358 00:21:07.400 --> 00:21:10.839 How we find it online? Yeah, man, so, spotify, 359 00:21:10.880 --> 00:21:12.920 apple, I heart pretty much all the major one. So get a load 360 00:21:12.920 --> 00:21:17.279 of this trucking podcast. In it, I promise. It's not about insurance, 361 00:21:17.400 --> 00:21:19.039 like. It hasn't like. It doesn't even like. I don't even 362 00:21:19.079 --> 00:21:22.640 think there's a topic unless one of the guests bring it up. I'm they're 363 00:21:22.720 --> 00:21:26.160 just to find other people that are passionate other things, O other folks that 364 00:21:26.200 --> 00:21:30.359 are doing awesome things, that are being innovative, that are being creative, 365 00:21:30.480 --> 00:21:33.519 that are progressing. I feel like you're progressing the industry forward or some of 366 00:21:33.559 --> 00:21:37.240 the associations. Right we've had women and trucking association coming on. They're going 367 00:21:37.279 --> 00:21:41.640 to be dropping pretty quick. We've had some State Association guests on and then 368 00:21:41.680 --> 00:21:45.119 we've had folks from Kenworth and you know just all the different places that you 369 00:21:45.160 --> 00:21:48.640 and I would kind of see and run in the similar circles, and I 370 00:21:48.680 --> 00:21:52.240 feel like they all have good things to say. I feel like there's a 371 00:21:52.279 --> 00:21:55.400 lot of really exciting things happening and I think it could. You know, 372 00:21:55.440 --> 00:21:57.440 a lot of the conversation easily can turn to doom and gloom and a lot 373 00:21:57.519 --> 00:22:02.599 of people just kind of glean towards like negativity, unfortunately, like you can 374 00:22:02.640 --> 00:22:06.039 talk about a negative topic a long time, but a positive thing it's like 375 00:22:06.079 --> 00:22:10.240 a thirty second conversation. It's like congratulations and that's it. But can we 376 00:22:10.279 --> 00:22:11.960 shed light on those things? And that's all that was driven for it, 377 00:22:12.000 --> 00:22:15.200 one hundred percent, just out of our time, like let's just give back. 378 00:22:15.240 --> 00:22:18.759 How can we do it? It kind of evolved from, you know, 379 00:22:18.839 --> 00:22:22.079 a weekly like let's send out a weekly update or a topic to that. 380 00:22:22.359 --> 00:22:26.319 So, you know, so much just a it's a passion project for 381 00:22:26.359 --> 00:22:29.720 that, you know, the insurance is obviously the main driver for what you 382 00:22:29.759 --> 00:22:33.799 know we do and we just launched on the national program one thing I would 383 00:22:33.799 --> 00:22:37.440 say, just because this has been a huge like every client we've talked, 384 00:22:37.559 --> 00:22:42.640 we've been proactive and like reviewing equipment values and vehicle values is like I'm telling 385 00:22:42.680 --> 00:22:47.039 you, most these people they're not ensured correctly on their equipment for values, 386 00:22:47.119 --> 00:22:49.319 especially with the market. Do Your due diligence. Call Your agents. They 387 00:22:49.319 --> 00:22:53.599 should be calling you, but call your agent and like adjust your values, 388 00:22:53.640 --> 00:22:56.240 go on truck papers or do whatever you have to do to figure out is 389 00:22:56.279 --> 00:23:00.079 my truck like up to date on values or my equipment up to date? 390 00:23:00.200 --> 00:23:03.079 You tell me where you can go get trailers and trucks right now. I 391 00:23:03.200 --> 00:23:07.480 mean you're a year and a half hour. You can buy your slips and 392 00:23:07.519 --> 00:23:11.759 maybe reserve twenty depending on your relationships. But if you're not that guy or 393 00:23:11.759 --> 00:23:14.640 you're a small guy, good luck. You know what I mean. It's 394 00:23:14.720 --> 00:23:18.119 tough. So do what you can now. Be Proactive. So can if 395 00:23:18.160 --> 00:23:19.799 guests want to get a hold of you, it's the best way. So 396 00:23:19.960 --> 00:23:26.960 linkedin is good. So you know Cameron, PCC am heron and then Pecchia 397 00:23:26.519 --> 00:23:30.640 valley trucking insurancecom is a great way. You can find my email. Reach 398 00:23:30.680 --> 00:23:34.559 out there. I'm on Facebook, you know, kind of all the normal 399 00:23:34.599 --> 00:23:37.039 platforms. I try not to spend a ton of time on there, but 400 00:23:37.119 --> 00:23:41.640 I will get back. I get messages and stuff like that, you know 401 00:23:41.680 --> 00:23:45.039 I will get back or emails a good way. So if somebody like was 402 00:23:45.039 --> 00:23:48.319 actually interested in just like sitting down and chatting, like I said, it's 403 00:23:48.359 --> 00:23:49.240 not you're not going to send me a deck page, I'm going to spit 404 00:23:49.279 --> 00:23:52.799 out a quote. It would be more of a sit down, consultation less 405 00:23:52.839 --> 00:23:55.160 figure out if we're a good fit, because I don't want to waste your 406 00:23:55.200 --> 00:23:57.400 time. More poling. I don't waste my time either, so I try 407 00:23:57.440 --> 00:24:03.279 to try to be sensitive of that up front. But Cameron at Valley trucking 408 00:24:03.319 --> 00:24:07.400 insurancecom is a good one. So emails great. Yea Cool. All right. 409 00:24:07.440 --> 00:24:10.799 So, since this is since this is the room forward, Cam what 410 00:24:11.119 --> 00:24:15.119 is on your mind for you or your company's Road forward over the next twelve 411 00:24:15.119 --> 00:24:18.440 months? Yeah, man, I'm excited about the future. I think you 412 00:24:18.480 --> 00:24:22.440 always have to be as a business leader or leader in general. So we're 413 00:24:22.519 --> 00:24:26.200 looking at doing some big things potential partnerships that are going to bring like impact 414 00:24:26.279 --> 00:24:32.000 like the small trucking professionals in a great way and kind of help them bring 415 00:24:32.039 --> 00:24:34.559 resources that otherwise wouldn't to be available. But we're still kind of in early 416 00:24:34.599 --> 00:24:38.640 stages of that. We're rolling out fleet programs and other states. So as 417 00:24:38.680 --> 00:24:44.920 we expand footprint on certain regions, we get some exciting opportunities to make good 418 00:24:44.920 --> 00:24:48.200 connections and, you know, get involved with that. The podcast obviously still 419 00:24:48.359 --> 00:24:52.759 rock and strong. We've are expanding our, you know, service footprint and 420 00:24:52.799 --> 00:24:56.839 sales footprint. You know, we got folks in Dallas, up in Vancouver, 421 00:24:56.960 --> 00:25:00.759 Canada, Ohio like. So we're starting to get people expanded across the 422 00:25:00.799 --> 00:25:03.319 country on that. In fact, we've got folks in Puerto Rico, so 423 00:25:03.359 --> 00:25:07.559 you start to go across waters on certain things there. And Yeah, there's 424 00:25:07.599 --> 00:25:12.720 a couple exciting things for coop opportunities. The big thing I like to do 425 00:25:12.960 --> 00:25:15.960 is, you know, if you start getting into a company that's big enough, 426 00:25:15.960 --> 00:25:19.480 you start seeing folks that start self insuring. We're start getting in programs 427 00:25:19.519 --> 00:25:23.359 where they can actually share in the cost and the profit of insurance. So 428 00:25:23.599 --> 00:25:27.920 if you have a fleet that feels like hey, we operate really well. 429 00:25:29.039 --> 00:25:32.039 We don't have claims that we have a minimum amount of claims in relation to 430 00:25:32.079 --> 00:25:34.440 what we do. Why are we paying the same amount of coverage right as 431 00:25:34.640 --> 00:25:38.599 a guy that is having claims or whatever? So we got some exciting programs 432 00:25:38.599 --> 00:25:41.920 where we can create programs, captive programs actually is what they're going to be 433 00:25:42.000 --> 00:25:45.599 referred to, for fleets. That's exciting. So we got some roadmap stuff 434 00:25:45.680 --> 00:25:49.519 for that. So I would say anyone with fifty trucks or more would be 435 00:25:49.599 --> 00:25:52.559 probably in that category. And then we rolled out in some awesome work comp 436 00:25:52.599 --> 00:25:57.559 products as well. So we're expanding work camp in the western region specifically. 437 00:25:57.559 --> 00:26:02.519 There's some states there that traditionally you've kind of been at the mercy of a 438 00:26:02.559 --> 00:26:06.240 couple companies or the state funds that like, let's you know, let's be 439 00:26:06.279 --> 00:26:07.799 honest, they're not the most competitive and, like, you pay a lot 440 00:26:07.799 --> 00:26:11.119 of money in work camp. So there's there's a lot of opportunities coming up 441 00:26:11.160 --> 00:26:15.519 that I'm super excited about. Man, you got a lot going on over 442 00:26:15.559 --> 00:26:18.200 the next twelve months camp. Oh, we're doing I think that's my first 443 00:26:18.279 --> 00:26:22.960 quarter. So No, I'm I'm trying to be like your plant I look 444 00:26:23.000 --> 00:26:26.799 to you and I'm like, I know what you are going on. Let's 445 00:26:26.799 --> 00:26:27.960 not move out as now. Yeah, all right, all right, yeah, 446 00:26:29.200 --> 00:26:32.200 we're all in the same but we're doing a lot of stuff in a 447 00:26:32.240 --> 00:26:34.400 big industry. Yeah, that's that's the tree came look, this is this 448 00:26:34.440 --> 00:26:37.119 has been so much fun. Thanks for thanks for joining me. Thanks for 449 00:26:37.160 --> 00:26:41.799 talking a little bit about the boring topic of insurance. We haven't headed on 450 00:26:41.880 --> 00:26:44.119 the show. I think. I think people are going to like it. 451 00:26:44.200 --> 00:26:45.759 I appreciate it. Thank you for your time. I'm just grateful and I 452 00:26:45.799 --> 00:26:48.319 love what you guys are doing on the road ahead, man, keep moving. 453 00:26:48.839 --> 00:26:52.680 Yeah, I appreciate it. So, for those of you listening, 454 00:26:52.720 --> 00:26:55.480 Cam is going to stick around after the episode. We're going to do the 455 00:26:55.519 --> 00:26:57.599 fast five. So the guys don't know about the fast five, this is 456 00:26:57.640 --> 00:27:02.519 five rapid fire question is that we ask every guest and then we email out 457 00:27:02.559 --> 00:27:04.680 their answers after the show. So if you want to get our email list, 458 00:27:04.799 --> 00:27:08.240 now is the time to get Cam's answers to the fast five. Go 459 00:27:08.359 --> 00:27:17.039 to the road forward podcastcom. That's the road forward podcastcom. And Look, 460 00:27:17.079 --> 00:27:21.359 if like we love reviews, I'm sure CAM loves reviews. On his show. 461 00:27:21.440 --> 00:27:23.640 If you've enjoyed this episode like go ahead, just take a second. 462 00:27:23.640 --> 00:27:27.079 Give us a couple of stars, whatever you think is appropriate. It's much 463 00:27:27.119 --> 00:27:30.039 appreciate it. It gets our team really fired up. If you do so, 464 00:27:30.119 --> 00:27:33.240 shoot me a text message. Eight two or six, six, four 465 00:27:33.279 --> 00:27:36.640 two, five, three zero. Send Me Your address. I got a 466 00:27:36.680 --> 00:27:38.480 little gift I'm going to send you just for being a listener, just for 467 00:27:38.559 --> 00:27:41.839 leaving us a review, because it's something fun that fortunately, we get to 468 00:27:41.839 --> 00:27:45.440 do. So look, we really appreciate you being on the show Cam. 469 00:27:45.440 --> 00:27:49.839 We appreciate the listeners out there. If you're listening to this, you got 470 00:27:49.839 --> 00:27:55.480 to remember that this industry is changing really rapidly and if you haven't done so, 471 00:27:55.599 --> 00:28:00.319 sit back. Thank strategically about you and your company's road forward. So 472 00:28:00.440 --> 00:28:07.160 thank you. Thanks. Plain if you manage a truck feet, you go 473 00:28:07.200 --> 00:28:11.279 to bed every night driving that three am phone call, because that call is 474 00:28:11.319 --> 00:28:15.440 never a good one. Either your drivers tell you they have a flat tire 475 00:28:15.480 --> 00:28:18.400 and the shipment's delayed, or they were shut down and take it at the 476 00:28:18.400 --> 00:28:21.400 way station. If the thought of those middle of the night calls keeps you 477 00:28:21.519 --> 00:28:26.160 up at all hours, truck spy can help truck spy gives managers total visibility 478 00:28:26.200 --> 00:28:30.000 into what's happening on the road. Companies use our hardware to make sure they're 479 00:28:30.000 --> 00:28:33.599 our fleets are productive and safe, so that managers like you can see in 480 00:28:33.640 --> 00:28:37.519 real time where their trucks are and what they're doing. More trucks make it 481 00:28:37.599 --> 00:28:41.160 on time and without issues or losses, helping you rest easy. Learn more 482 00:28:41.200 --> 00:28:45.880 at trucks by DOT IO. You've been listening to the road forward, the 483 00:28:45.920 --> 00:28:51.400 show for trucking industry that's like you. If you want to hear from other 484 00:28:51.440 --> 00:28:55.799 business owners who've seen trends come and go, all the while building lasting businesses 485 00:28:55.799 --> 00:28:59.720 that keep America running, make sure you're subscribed to catch more episodes. To 486 00:28:59.759 --> 00:29:02.920 easily find the show on your favorite podcast player, go to the road forward 487 00:29:03.000 --> 00:29:07.160 podcastcom. Until next time, keep your eyes on the road forward.