How Knichel Logistics Scaled from $2M to $100M in Freight Revenue

There's a version of freight brokerage success that involves finding a niche, getting very good at it, and scaling intentionally. Kristy Knichel has lived that version. In this episode of The Journey Podcast, Will Jenkins sits down with Kristy — President and CEO of Knichel Logistics — to talk about how she scaled the company from a $2 million business to a $100 million freight brokerage and what that journey actually required from her as a leader.

Kristy talks about the importance of niche in freight brokerage — why being genuinely excellent at a few modes and commodities consistently outperforms trying to be everything to everyone, and how that focus creates the kind of expertise that builds lasting customer relationships. She's direct about the role of the owner and executive team in the sales process — not just as figureheads, but as active participants who know the business well enough to close accounts that matter.

The conversation covers leadership confidence specifically — what it looked like to step into an executive role early, before she felt fully ready, and how she built the confidence required to make high-stakes decisions while also learning from them in real time. Kristy also shares what she learned from knowing every aspect of the business before she was responsible for all of it, and why that floor-level understanding still shapes how she leads today.

This episode is for freight brokerage owners, executives, and operators who are building something and want a clear-eyed look at what scaling actually demands.

Explore Journey's freight brokerage consulting or learn about executive search for logistics companies.