Embracing Carrier Relationships and Leadership Growth in Freight with Drew Herpich, CCO of NTG

Freight Nation: A Trucking Podcast

In this episode of Freight Nation: A Trucking Podcast, host Brent Hutto is joined by Drew Herpich, Chief Commercial Officer at Nolan Transportation Group (NTG) & Transportation Insight (TI).

Join them as they explore:

• Drew’s unconventional start in freight, from truck stops to leadership roles
• How understanding carrier needs transforms brokerage success
• Lessons learned during Coyote Logistics’ rapid growth phase
• Transitioning from cradle-to-grave to buy-sell models in brokerage
• Managing through freight market cycles with consistency and strategy
• Navigating mergers and acquisitions to sustain company culture
• Leadership insights on building resilient and adaptable teams

Drew Herpich shapes the strategic vision for the combined organization of NTG and Transportation Insight. Since joining NTG in 2020 as EVP, Enterprise Strategy, Drew has transformed carrier operations, enhancing services like drayage, LTL, final mile, and warehousing to better serve customers. With over 14 years at Coyote Logistics prior to NTG, Drew’s expertise in fostering carrier relationships has redefined value propositions for freight brokerage. He is a graduate of Western Michigan University with a background in sales and business marketing.

Episode Highlights:

[10:15 - 15:45] During his time at Coyote Logistics, Drew emphasizes the transformative power of embracing a learning mindset and staying coachable in a competitive environment. He shares how his early days were shaped by direct mentorship from industry veterans like Jeff Silver, who instilled the importance of understanding the business from both a strategic and operational standpoint. Drew recounts the challenging yet rewarding experience of working in a rapidly growing company, where every interaction was an opportunity to learn and refine his skills. His ability to absorb lessons from both successes and failures allowed him to adapt quickly to industry demands and consistently deliver value. These formative years laid the foundation for his eventual rise to leadership and his holistic approach to freight brokerage today.

[18:30 - 22:00] Drew describes his transition into leadership and the critical lessons he learned about managing diverse teams. He highlights the importance of understanding individual motivators, whether financial, career advancement or work-life balance and tailoring management approaches to address these. Drew recounts early missteps, such as promoting top salespeople into management roles without recognizing the distinct skillsets required for leadership. Through these experiences, he discovered that effective leaders foster collaboration, respect individual strengths, and create environments where employees feel valued and empowered. This understanding became a cornerstone of his leadership style as he scaled teams and drove results.

[25:00 - 30:15] Navigating NTG’s shift from a cradle-to-grave brokerage model to a buy-sell model posed unique challenges and opportunities. Drew shares how the transition required rethinking internal processes and redefining how carrier relationships were managed. By prioritizing clear communication and leveraging NTG’s extensive network, the team successfully enhanced operational efficiency. Drew also focused on building trust with carriers, ensuring they viewed NTG as a reliable partner rather than a transactional intermediary. This strategic shift positioned NTG to scale more effectively while offering tailored solutions to customers' unique transportation needs.

[35:00 - 39:45] Drew provides insights into NTG’s growth strategy, emphasizing the importance of cultural preservation during mergers and acquisitions. He discusses how the integration of acquired companies can only succeed by understanding and respecting the original culture that made them successful. Listening to the founders and their teams was pivotal in identifying synergies while ensuring a smooth transition. Drew explains how this approach allowed NTG to leverage the strengths of acquired companies without losing the elements that made them valuable. The result was a cohesive organization poised for sustained growth and innovation.

[41:00 - 45:00] In navigating freight market cycles, Drew stresses the importance of consistency and long-term strategic focus. He cautions against overreacting to short-term market fluctuations by questioning proven processes or chasing trendy opportunities. Instead, Drew advocates for a steady approach rooted in resilience and adaptability, drawing on his experience during volatile periods like the Great Recession and recent freight recessions. By focusing on the core principles that drive value for both carriers and customers, he ensures NTG remains agile yet stable in a dynamic market. This philosophy has been key to maintaining success through the industry's ups and downs.

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