{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Freight Show","title":"Why Most Brokers Get Freight Pricing Wrong (And How to Fix It)","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/c569b6d9\"></iframe>","width":"100%","height":180,"duration":2875,"description":"Freight analyst ≠ data analyst. In this deep dive, Chadd Olesen, co-founder & CEO of AVRL, explains why averages lie, how “composition scoring” beats lane-by-lane thinking, and what it really takes to make automated spot bidding profitable at scale. We get tactical on separating cost from margin, building region-first strategies, measuring MAPE, and why speed to quote (sub-second!) wins planners’ attention. We also talk participation rules, when not to bid, and how to use routing-guide gaps to win awards.Brought to you byVOOMA — back-office automation for freight brokerages & 3PLs (AI document handling, workflow automation). Learn more: https://www.vooma.com/What you’ll learnWhy averages are inflated (incumbents & core lanes) and how to price below “market” without racing to the bottom.Region > lane: composition scoring by market area, factoring deadhead, facility effects, and lead time.Cost vs. margin separation: modeling projected carrier cost at pick time, then layering margin—no black boxes.Automation that actually makes money: who should own it (pricing, not ops), and the cultural buy-in required.Speed as strategy: getting under 1s end-to-end to rank first in planners’ queues (Blue Yonder/API timeout realities).Participation rules: how 70–80% “respond/decide” mandates change bidding strategy—and when to opt out.Turning data into awards: using routing-guide gap analytics to win net-new freight.Time-stamped highlights00:01:02 — Chadd’s path from speaking at Walmart events to early enterprise 3PL customers; AVRL’s pivot to pricing.00:06:09 — Elizabeth, NJ → Chicago vs. nearby Freehold: why two “identical” rates behave differently.00:11:03 — How AVRL models probability of coverage by region and separates projected cost from margin.00:17:06 — Who should own automated spot bidding (hint: your pricing org), and why MAPE matters.00:20:00 — Market Intelligence Team: rebuilding rating engines, parallelizing data pulls, and getting sub-second.00:24:45 — The real...","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}