In this solo episode, Brian Hastings, co-founder of Veritas Logistics, lays out five tactical principles every freight broker needs to master to win new business—and actually keep it. With 24,000 brokerages competing for attention and trust, Brian shares what separates the amateurs from the professionals: belief, niche expertise, honest communication, a service-first mindset, and genuine relationship-building.

Whether you're just getting started in freight sales or looking to sharpen your client retention game, this episode delivers actionable advice straight from someone who's been in the trenches. Plus, Brian reflects on Veritas’s five-year journey from a basement startup to a growing logistics powerhouse, and the values that fueled their rise.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction & today's focus: client acquisition + retention

(00:45) - The #1 mindset shift: belief in your service

(02:00) - Why you must niche down to speak confidently

(03:15) - Honest communication: why "the harder right" builds trust

(04:00) - You've landed the client—now here’s how to keep them

(04:30) - What a service-first mindset actually looks like

(05:45) - Why short-term thinking kills long-term partnerships

(06:30) - The human advantage in an AI-automated world

(07:45) - Caring about the person behind the PO

(08:30) - How to stand out on high-volume sales calls

(09:45) - A personal reflection: 5 years of Veritas Logistics

(10:30) - Startup in a basement: risks, doubt, and survival

(11:30) - Vision check: What "people first" really means at Veritas

(12:15) - Looking ahead: hiring, growth, and ideal partners

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube

In this high-energy episode of the Logistics & Leadership Podcast, Justin sits down with Yanni Hufnagel, founder and CEO of Lemon Perfect—a $100 million beverage brand built from just lemons and water. Yanni shares the raw truth of leaving a career in Division I college basketball to start over in the world of CPG, navigating rejection, reinvention, and the relentless pursuit of building something extraordinary.

From his early days Googling “how to start a beverage company” to getting Lemon Perfect on shelves at Bristol Farms and earning the backing of investors like Beyoncé and Blake Griffin, Yanni takes us through the wins, the failures, and the identity-shifting moments that shaped his journey. This episode is a masterclass in hustle, vision, and staying resilient when the scoreboard isn’t in your favor.

Whether you’re a founder, athlete, or builder at heart, this conversation will leave you fired up to bet on yourself—again and again.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - From basketball coach to beverage founder

(02:10) - The aha moment with lemon water

(04:30) - Prototyping Lemon Perfect in his kitchen

(06:45) - When coaching doors closed, entrepreneurship opened

(09:00) - The early failures and near-pivot back to basketball

(11:30) - How 12 stores became a launchpad for growth

(14:00) - Building with fractional teams before hiring full-time

(16:15) - Why Yanni never sold the product—only the vision

(18:00) - The power of relationships and his investor network

(20:00) - Translating coaching culture into company culture

(22:30) - Facing adversity: oxidation issues and rebranding

(25:15) - Lemon Perfect 4.0 and rebuilding consumer trust

(28:45) - Fighting back from failure and regaining momentum

(32:00) - Yanni’s vision for Lemon Perfect’s legacy

Connect with Yanni Hufnagel:

LinkedIn: https://www.linkedin.com/in/yhufnagel

Instagram: https://yannihufnagel.com/

Website: https://www.instagram.com/yanni/?hl=en

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube

On today's episode, Supply Chain Leaders Brian Hastings and Justin Maines sit down with Chadd Olesen, CEO and founder of AVRL, to discuss his unconventional entry into the logistics industry and his work with top brokerages. Topics include automation, change management, and strategies for transforming midsize brokerages into industry powerhouses. Chad shares insights on the complexities of spot bidding, the impact of emerging technologies, and the importance of educating brokers. Join us as we explore how AVRL is revolutionizing the transportation sector and what the future holds for brokerage companies.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:31) - Chadd's Journey into Logistics

(00:46) - Early Projects and Key Partnerships

(02:06) - Breaking into Transportation

(05:02) - Automation in Transportation

06:13 Growth and Change Management

(07:31) - Solving Problems for Shippers and 3PLs

(14:34) - Future of Technology in Logistics

(19:33) - Challenges and Opportunities in Automation

(21:13) - Intern's Quick Adaptation to TMS

(22:39) - Building a Unique Culture at AVRL

(25:37) - Challenges in Technology Adoption

(27:27) - The Role of Change Management

(33:49) - Client Expectations and Long-Term Success

(37:07) - Conclusion and Final Thoughts

Connect with Chadd Olesen!

▶️LinkedIn | Website

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube

In this episode, Justin welcomes back transportation attorney Rob Hassman to discuss best practices in transportation law, with a focus on scheduled auto insurance policies. They explore the challenges brokers face when verifying carrier insurance coverage, the risks of leased-on drivers, and the common reasons for insurance claim denials. Rob provides practical strategies for mitigating risks, including proactive insurance verification, compliance monitoring, and leveraging technology to prevent financial losses. As brokers look to strengthen their risk management practices in 2025, this episode delivers essential insights for navigating carrier liability and insurance challenges.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction

(01:00) - Understanding scheduled auto insurance policies

(02:30) - How to verify carrier insurance coverage

(04:00) - Common reasons for insurance claim denials

(06:00) - The impact of non-compliance on financial losses

(08:00) - Final thoughts & where to contact Rob Hassman

If you want to reach out to Rob Hassman:

📞 Phone: 513-321-0900 (Ask for Rob Hassman)

🌐 Website: Burns Hassman Law

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube

In this episode, Justin welcomes back transportation attorney Rob Hassman, marking his return to the show. The discussion centers on a unique legal case involving a truck accident in Northern California, initially covered in Episode 41. The conversation unpacks the complexities of lease agreements in trucking, the legal distinction between valid and non-binding leases, and how these agreements impact liability and insurance claims. Rob explains the Carmack Amendment’s role in cargo claims and shares best practices for mitigating risks, including the strategic use of Freight Guard reports. The episode provides essential insights for brokers, carriers, and logistics professionals navigating disputes and insurance challenges in the industry.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction & guest reintroduction

(02:00) - Recap of the truck accident case

(05:30) - Legal definitions of carrier lease agreements

(09:15) - Insurance coverage issues in leased carrier scenarios

(13:00) - The Carmack Amendment and cargo claim limitations

(16:45) - The challenges of pursuing claims against carriers

(20:30) - Using Freight Guard reports to pressure carriers

(23:15) - Best practices for posting Freight Guard reports

(26:00) - Final thoughts and where to contact Rob Hassman

If you want to reach out to Rob Hassman:

📞 Phone: 513-321-0900 (Ask for Rob Hassman)

🌐 Website: Burns Hassman Law

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube

In this episode, Brian and Justin explore the role of competition in both individual and team success. Brian reflects on his background as a collegiate baseball player, emphasizing the importance of competing and the camaraderie that comes with it. Justin shares his personal experiences with competition, from dominating beer pong in college to thriving in a highly competitive sales environment.

They discuss how workplace competition fosters growth, why transparency is essential in sales teams, and how leaders can balance their own drive with the responsibility of motivating others. The conversation also covers hiring for competitiveness, avoiding toxic work cultures, and strategies for setting clear, goal-driven expectations. Whether listeners are looking to sharpen their competitive edge or build a high-performance team, this episode provides valuable insights and practical takeaways.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction

(00:23) - The competitive mindset in sports & logistics

(01:52) - Individual vs. team competition in the workplace

(03:48) - Transparency & motivation in sales teams

(05:00) - Balancing personal competition with leadership

(07:03) - The impact of trash talk & competitive culture

(09:23) - Measuring competition & setting goals in sales

(10:50) - Creating a results-driven culture

(12:32) - Hiring competitive people & asking the right questions

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube

In this episode, Justin and Brian dive into why so many people fail in the logistics industry. With sales turnover rates as high as 80-90%, they explore the key reasons behind these struggles, from lack of work ethic and fear of failure to difficulty handling tough conversations. They share personal experiences from their early days at TQL, discuss the importance of resilience, and highlight how mental toughness plays a huge role in success. The conversation also touches on hiring practices—how identifying candidates with a strong history of overcoming adversity can make all the difference. If you're looking to succeed in logistics, this episode is a must-listen!

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction: Why people fail in logistics

(00:27) - High turnover rates and early career struggles

(01:32) - Work ethic vs. other success attributes

(02:31) - The importance of expectations and resilience

(03:44) - Fear and avoiding tough conversations

(05:58) - Letting go of control in logistics

(07:06) - The impact of attitude and effort

(08:23) - How hiring for resilience makes a difference

(09:53) - Key traits of successful logistics professionals

(10:57) - Consistency, discipline, and momentum

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube

In this episode, Brian and Justin dive deep into the evolution of a successful sales rep, tackling the all-too-familiar “Sunday Scaries” in logistics sales. They share insights on building a book of business from scratch, the hustle mentality required in the early years, and how to create consistency in revenue.

The conversation highlights the importance of availability, responsiveness, and continuous prospecting—even for veteran sales reps. They discuss industry-specific challenges like market fluctuations, the role of seasonality in pricing, and the necessity of a strong sales pipeline.

Throughout the episode, they reference past experiences, lessons from top performers, and valuable sales training resources, including Fanatical Prospecting by Jeb Blount. Whether you're just starting or a seasoned logistics professional, this episode is packed with actionable insights.

The Logistics & Leadership Podcast, powered by Veritas Logistics, redefines logistics and personal growth. Hosted by industry veterans and supply chain leaders Brian Hastings and Justin Maines, it shares their journey from humble beginnings to a $50 million company. Discover invaluable lessons in logistics, mental toughness, and embracing the entrepreneurial spirit. The show delves into personal and professional development, routine, and the power of betting on oneself. From inspiring stories to practical insights, this podcast is a must for aspiring entrepreneurs, logistics professionals, and anyone seeking to push limits and achieve success.

Timestamps:

(00:00) - Introduction

(00:24) - Overcoming the "Sunday Scaries"

(01:00) - The evolution of a logistics sales rep

(01:30) - Building a book of business from zero

(02:56) - Creating consistency in revenue

(04:48) - The hustle mentality: Availability and effort

(07:08) - Work-life balance in sales

(08:36) - Staying competitive in different life phases

(11:04) - The importance of maintaining a sales pipeline

(12:24) - Continuous prospecting and top-performer habits

(14:02) - Key sales strategies from Fanatical Prospecting

(16:23) - Understanding seasonality and market shifts

(17:06) - Final thoughts & episode recommendations

Connect with us!

▶️ Website | LinkedIn | Brian’s LinkedIn | Justin’s LinkedIn

▶️ Get our newsletter for more logistics insights

▶️ Send us your questions!! ask@go-veritas.com

Watch the pod on: YouTube