How Flock Freight Uses AI and Shared Truckload to Solve Freight Differentiation

Most freight technology companies talk about innovation. Flock Freight built it. In this episode, Will Jenkins sits down with Kevin McMaster, SVP of Sales and Operations at Flock Freight, to break down how shared truckload actually works, why the timing is right for this model to scale, and what it means for brokers, shippers, and carriers trying to compete in a market where differentiation is harder than ever.

Flock Freight's shared truckload model combines multiple shipments into optimized full truckloads using AI-powered routing technology. The result is a model that reduces costs for shippers, improves rates for carriers, and moves freight without it ever touching a dock. Kevin explains the combinatorial optimization problem at the core of the model and how Flock's proprietary algorithm processes trillions of route permutations to find the most efficient match. This is not pooling freight. It is a fundamentally different approach to how freight moves.

The conversation digs into what it actually takes to sell a model that most shippers have never heard of. Kevin walks through why consultative selling is the only approach that works when your product requires education before it can be evaluated. Shippers need to understand the model before they can trust it, which means the sales process is longer and the rep has to be comfortable leading with questions instead of pitching features. Kevin connects this directly to why building trust and delivering on promises consistently matters more in a differentiated model than in a commoditized one. For any freight broker wondering how to stand out in a crowded market, this episode is a practical framework for what real differentiation requires. Learn more about freight sales strategy at The Freight Academy or practice your consultative approach with the AI Sales Coach.

Kevin also shares why Flock made the deliberate decision to stay focused exclusively on shared truckload rather than expanding into other service lines. In a market where most brokers try to be everything to everyone, Flock went the opposite direction. That focus is what allowed them to build the technology, the carrier relationships, and the operational expertise that the model requires. Kevin talks about how data and flexibility work together to drive operational excellence, and why companies that try to solve too many problems at once often solve none of them well. If you are thinking about building or restructuring your brokerage around a core specialty, this conversation gives you the strategic case for why focus wins.

The episode closes on the future of shared truckload and what Kevin sees coming for freight optimization over the next several years. AI adoption in freight is accelerating, and the companies that have invested in the underlying technology and carrier trust now are the ones that will be positioned to scale as the market catches up. Kevin's perspective on leading teams through constant change, keeping people energized rather than exhausted by evolution, and building a culture that sees innovation as an opportunity rather than a threat is one of the more practical leadership frameworks on the show to date. Whether you are in brokerage, building freight tech, or leading a sales team through a market shift, this episode delivers. Check out more episodes of The Journey Podcast or get in touch with Journey to talk about your team.