How a $50M Logistics Company Was Built… Then Lost

Amanda Factor is a third-generation logistics leader, sales expert, and now VP of Sales & Business Development at Hackbarth Delivery Systems. In this episode of the Last2First Podcast, she breaks down what it really takes to grow, price, and scale a last mile business in today’s market.

From growing up in the Chicago Messenger legacy to helping scale a $50M operation, Amanda shares real-world lessons on sales, operations, pricing strategy, and navigating industry disruption.

This episode dives deep into:

✅Building a logistics company from the ground up
✅Why most salespeople fail in last mile
✅The reality of razor-thin margins
✅Family business vs PE-backed companies
✅What it takes to scale across markets
✅And how to actually win in logistics sales
✅If you're in the final mile, delivery, or logistics operations this is a must-watch.

⏱️ Timestamps
00:00 – Introduction to Amanda Factor02:15 – The Chicago Messenger legacy (family business origins)
05:30 – Growing up in logistics & leadership lessons
09:10 – Learning the business from the ground up
13:45 – What actually makes a great salesperson
17:30 – Pricing strategy: “Know your numbers”
22:10 – Scaling refrigerated & specialty logistics
26:40 – Selling the family business (Needed Now deal)
32:15 – Transition to Geodis & culture shifts
38:20 – Running a 400-driver operation
44:10 – Why a profitable business was shut down
49:30 – Moving to Florida & starting over
 53:20 – Building a sales strategy from scratch
 58:10 – How to scale across 45 markets
 1:02:30 – Why diversification is critical in logistics
 1:07:00 – Margin pressure & industry challenges
 1:12:15 – Gig economy vs traditional delivery
 1:17:40 – Women in logistics: then vs now
 1:21:30 – Reputation, leadership & long-term success
 1:25:10 – Amanda’s “Last2First” moment

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What is Last2First Podcast?

Welcome to Last 2 First, the podcast dedicated to exploring the final mile in logistics and the unique challenges faced by business owners in this vital industry. Each episode features insightful conversations with industry experts, entrepreneurs, and thought leaders who share their experiences, strategies, and innovations shaping the future of final mile delivery.

Join us as we dive into topics like optimizing delivery routes, enhancing customer satisfaction, navigating regulatory hurdles, and leveraging technology for efficiency. Whether you're a seasoned logistics professional or a business owner looking to improve your operations, Last 2 First offers valuable insights and actionable advice to help you lead your business to success.

Tune in and discover how to turn the last mile into your first priority!