Speaker unverified: belief

Transcript context

…That’s the worse case scenario. But even in a good scenario, you’re an individual broker, you are human. You are thinking, “How many trucks do I know? How many shippers do I know?” You’re trying to coordinate those trucks and then you’ve got the payment issue. You’re getting paid by the shippers but you’re not getting that money right away. Then the truck driver, here she is driving the load, and then they’re like, “Well, I just worked. I need my money. I need to get paid,” and the broker is like, “I haven’t gotten paid yet.” Exactly. That also happens. There’s a lot of discrepancies how much you want to pay them. It’s complicated. Basically that’s a situation where the trucker doesn’t always trust the broker. A brand new broker on the scene that says they have this app that’s magically going to give you freight when you open it, is not fully believable by someone who is used to load boards, which are effectively Craigslisted and brokers say, “I have a load.” The broker doesn’t actually have the load. They just post it, so truck drivers will call them and say, “Yeah, I want the load.” “Oh, great. How much are you willing to do it for?” “$800.” “Oh, great. Let me just double check to make sure it’s still available.” “Hey shipper, I can do it for $950.” They don’t have the load yet. They’re playing both sides. This happens, so then truck drivers don’t always assume that when they see a load post on the traditional load boards that it’s a real load. It could be a phantom load. That’s the environment you’re walking into. We’re discovering this. We realize that truck drivers don’t fully trust this notion. We’re brand new. Our MC number, our official motor carrier numbers of brokers a day old. Like, who are you? It was hard to get them on. What happened was nobody would go on and then we said, “Okay, we realized that tactic. The flywheel will not start spinning if we start with supply.” And the orthodox is you’re building marketplace, got to start with supply.…

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