{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Freight Show","title":"Ken Adamo (EASE Logistics) on Why You Can't Price Like a Coward","html":"","width":"100%","height":180,"duration":3394,"description":"The Friday before the Fourth of July this year, nobody could find a truck. By Monday there were trucks everywhere and no loads, and spot conversion at EASE Logistics fell by more than half overnight. What Ken Adamo's pricing team did over the following week says a lot about how a modern brokerage finds the market when it moves out from under them.\nKen spent seven years at DAT talking about the freight market from the stage before joining EASE, and now he lives with his own predictions every day. In this conversation he explains why API and bot pricing now show you a competitor's move the same morning instead of a month later, why a \"no\" teaches a pricing model far less than a \"yes,\" and why he'd rather start a lane low and work up than start high and work down. He also gets into how EASE treats conversion, margin, and model accuracy as one triangle, and why, at a lot of brokerages, bots convert three to four times better than human reps.\nOn the market side, Ken breaks down why this cycle is supply-driven rather than demand-driven, what Delilah's Law and the Montgomery decision could mean for small carriers and offshore dispatch, and why he thinks big asset carriers with brokerage arms come out ahead.\nWhat you'll learn:\nHow to price your way out of a cliff: what happened to conversion, margin, and model accuracy at EASE the Monday after the Fourth, and how chasing the market down led to seven straight days of spot records\nWhy you start low and work up: loads bunch between $0 and about $2 a mile with a long tail out to $7 or $8, so pricing high first can leave you losing for days before you find the market\nWhy a \"no\" is a weak signal: brokers don't know their cost when they sell, and only a win tells you what the load actually cost to buy\nThe pricing triangle: how conversion, margin, and model accuracy fit together, and why rate tools get you in the zone but can't land you inside a 3-5% margin business\nWhy bots out-convert humans: people are good at avoiding losers...","thumbnail_url":"https://img.transistorcdn.com/f0lw4441guZC8PqbG1LeEKiz-6dFl98YZjNUQNRMTjU/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS80M2Vl/NThjZmRkZTYyNWU2/YzkyNGYyZmNiZjU2/ZWIyOC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}