Kevin Miles was the first guest ever on The Journey Podcast, and he's back. He's CEO of Eureka BI and spent more than 20 years in supply chain, including time on the shipper side running RFPs. In this episode he and Will Jenkins talk through where the freight market stands, why brokerages feel squeezed from several directions at once, and how leaders should think about growth before the market fully turns.
Policy changes, insurance costs, rising rates, and new technology are all landing on brokers at the same time. Kevin explains how those pressures show up in capacity and pricing, and why shippers are running RFPs more often. More bids mean more work on both sides of the table. His advice on net-new RFP opportunities is to start with the lanes where your network is already strong and pass on the rest of the sheet.
The conversation spends real time on technology. Kevin has watched brokerages buy a TMS or an AI tool to fix a problem they never defined. A great demo and a working product are two different things, and a prototype that looks good in a sales meeting can fall apart once a team depends on it. AI helps teams move faster when it's tied to a clear strategy and a specific business problem.
Kevin and Will also cover hiring and spending discipline. Revenue can climb with the market while load count and customer count stay flat, and that isn't healthy growth. Some brokerages are hiring reactively; the ones that invested early in people, systems, and infrastructure are in a better spot now. If you're planning your next stage of growth, Journey's freight brokerage consulting works on these exact questions, and the AI Sales Coach gives reps a place to practice RFP and pricing conversations.
