From CIA to Changing the Freight World (Ryan Joyce of GenLogs) | Episode 271

Speaker 1: 0:19

Welcome back. We've got another episode of the Freight 360 podcast here. This is going to be a fun one, ben. I'm looking forward to it. We're going to have Ryan Joyce on with us from Genlogs. We'll get to him in just a second. If you're brand new, make sure to check out all the other content. We're up to episode 271 this week, so that means there's 270 others. Check out the website Freight360.net for those podcasts, as well as all of our other content downloadable stuff for you guys some sample contracts, dispatching checklist. All of our videos from YouTube are embedded in there too, and you'll also find Freight Broker Basics that's our educational course as an option and share us with your friends. We know you guys have been doing that because we've been growing. We're getting lots of questions in People signing up for the newsletter. We appreciate that, ben. What's going on in Florida today, man?

Speaker 2: 1:08

It's funny. I just realized I'm like we've been doing this for over five years. I'm like in my head I always feels like it's like two and a half or like between two and a half and three and a half, and I was like, wait a minute. I'm like, because we do one of these every week, because we do one of these every week, we don't ever do more than one podcast a week and I'm like, wow, I'm like we have been doing this for more than five years now. Yep, anyway, it's supposed to get cold down here this week. In fact, I'm super excited because I grew up up north and the one thing that I miss the most is being able to have a fire, and in our new house we have a fireplace. So they came and cleaned my chimney out this morning, cause it's supposed to drop into like the at least that low fifties, maybe like forties this week, which I know isn't crazy cold for you up there. But I'm like super excited to be able to actually build a fire.

Speaker 1: 1:54

Oh, the the special things in life, right? Small victories, well, good deal. Um, I wanted to give a brief intro to Ryan here. Ryan, with a genlogs, if you don't mind. Just real quick, for any of those out there who are maybe just hearing about Genlogs or you, or maybe have seen you on social media, just a quick rundown on who you are and we'll break down your full history in a little bit here, but just a quick intro.

Speaker 3: 2:17

Yeah, sure. Well, first of all, let me just say it's great to be on here. Guys, I really do credit a lot of those 270 episodes. I think not only I've listened to all of them, but everyone on my team has, mostly because my team does not come out of the freight industry, so I'm kind of always in awe for those who do. The kind of subtitle on Genlogs were Freight Intelligence, and freight is really what we're getting up to speed on. Intelligence is what we have a deep background on. We'll get more into that here in terms of my background coming out of the intelligence community and how we're leveraging a lot of those principles, applications and lessons learned to looking at how freight moves around the US. So I'm thrilled to join you here today and, Nate, I expected you to be beaming a whole lot more man with the Bills win over the weekend.

Speaker 1: 3:00

We're going to talk about that right now. I try to keep my smiles tame and in check, but yeah, so we'll get right to sports here. Uh, big weekend for for ben and myself was. Ben's a pittsburgh steelers fan, I'm a bills fan, so, um, in orchard park at home, the bills had a nice 30 to 21 win over the chiefs. It's a regular season game. The bills have beat them in the regular season before. And I'm trying to treat it that way because at the end of the day, once you get to the postseason, that's what really matters. And we know the Chiefs record against the Bills in the postseason. But feeling pretty good that we were able to go out there and really just have a strong, strong game. And Josh Allen with like a 26-yard fourth down run into the end zone man, it just, it was electric. And Ben, how about Russ Wilson? The Steelers just hanging out on top of the division man.

Speaker 2: 3:52

Thank God for Chris Boswell kicking six field goals. Still haven't really been able to do much in execution in the red zone, but definitely looked good. I mean, was really happy with, obviously, that game and that win. You know what I want to ask you too. I heard in the news this morning they were talking about the Bills Mafia and Kermit the Frog. Was that, or did you hear that?

Speaker 1: 4:12

No, I didn't hear anything about it. It's probably something with the tailgates, though.

Speaker 2: 4:16

Yeah, it was something with the tailgates and a reference to, I think Patrick, to I think Patrick Mahomes and Kermit the Frog.

Speaker 1: 4:22

Oh, yeah, yeah, yeah. Everyone says that Pat Mahomes talks like Kermit the Frog. Yeah, yeah. I didn't bring anything specific beyond that, but I mean he kind of does. If you listen to him in an interview he kind of sounds like Kermit the Frog a little bit, you know.

Speaker 2: 4:34

Yeah.

Speaker 1: 4:49

And I don't know what happened, but they were talking about it on sports radio this morning did at the tailgates, but apparently there were some muppets there and people were very offended at whatever they did with them. Yeah, I saw. I saw plenty of uh, provocative tailgate videos across social media today. So, yeah, ryan, who's your team? Because you're from you're from the dc area.

Speaker 3: 4:55

Right, I ended up in the dc area. I was. I grew up in a navy family, so I was a chargers fan for a little bit. I was a dolphins fan. For a little bit. I was a patriots fan uhgers fan. For a little bit. I was a Dolphins fan. For a little bit I was a Patriots fan admittedly for a little bit, but I know I knew. But now, yeah, a Commanders fan and it's a good season to be a Commanders fan. Some stumbles recently, but still a winning record. Which an actual Washington fan. That's like winning the Super Bowl these days if we just sneak by with a winning record.

Speaker 1: 5:24

Yeah, that's awesome Mike Tyson fight. Did you guys watch that on Saturday or on Friday?

Speaker 2: 5:28

It was travesty. I don't think they ever should have let it happen. To be honest, he had no business being in the ring. He couldn't stand up like. He had a hard time literally standing up for the eight rounds.

Speaker 1: 5:39

The, I think, my favorite part. My wife and I were watching it and and it was so choppy Everyone was talking about buffering and the signal cut out, Literally. It was blurry. And then it comes back on and it's like a picture of Tyson's ass walking through the locker room after his son interviewed him on something that might have been the highlight of the entire thing. Honestly, I thought the better fight that night was the women's right before it where the girl was a killer, like destroyed, like well it was like she definitely lost.

Speaker 1: 6:11

Yeah, I didn't think she should have been called the winner there, but you know what happens, right, that's Serrano girl, amanda Serrano. Like her eye was going to fall out, but she fought like hell, so that was a more entertaining fight in my eyes. Yeah, the fight before that was pretty good fall out, but she fought like hell, so that was a more entertaining fight in my eyes.

Speaker 2: 6:24

Yeah, the fight before that was pretty good too. Barrio the bigger guy. I think it was a draw right. Mine went out right at the decision and I read and I couldn't but like that was a very good fight. The other thing too, like the commentary again like I thought was terrible, like only thing I remembered sticking out my mind. They're like she's Katie Taylor, the undisputed champion in a disputed decision. I'm like what I'm like it just I don't the whole thing, I think was actually pretty poor outside of that fight.

Speaker 1: 6:57

Yeah, it didn't look like it was. Like I feel like Jake Paul could have went to town on Tyson and didn't. Like I feel like Jake Paul could have went to town on Tyson and didn't. I will say the one thing I the ending little little glimmer of hope, or I guess silver lining, is like the last five seconds. Jake Paul backs up kind of like bows to the champ, like hey, you're the goat. Little sign of respect there. But you know, whatever, it seems like it was more of a publicity stunt than an actual boxing match, even though it was legit. So it's going to go down in the books.

Speaker 2: 7:29

Yeah, I can't believe that's on his record. I can't believe it was sanctioned anyway. Yeah.

Speaker 1: 7:36

All right News. If you guys aren't subscribed to the newsletter, please do so. It comes out every Tuesday and Thursday. One of the big things we'll just hit on this real quick this Uber freight broker access thing. You see that.

Speaker 2: 7:49

Oh yes.

Speaker 1: 7:50

Yeah, you could use our capacity as a service now Like Uber is a broker.

Speaker 2: 7:54

We have a name for that.

Speaker 1: 7:55

They have their carrier network and you can access Uber Freight's carrier network. So it's like, hey, they're literally advertising double brokering without like at least address the elephant in the room, say like this is a co-brokerage agreement where you can lean on our capacity, and somebody in their marketing department just isn't thinking to like talk about that, because now everyone's like beating them up on social. Like these guys are literally advertising double brokering. And, ben, you and I have talked about it before. There are legitimate, smart ways to share capacity with other brokers, as long as you do it legitimately, transparently and under contract. And none of that seemed to be part of their message that went out. So, which I'm sure that's their intention, but you know in an era of ridiculous amount of fraud.

Speaker 1: 8:39

You'd probably want to be top of mind with that.

Speaker 2: 8:42

And I also don't think it's really in the best interest of any freight brokerages out there to assist Uber and growing. I mean like, yeah, yep, that's just me though.

Speaker 1: 8:55

All right. Well, let's talk gen logs. Ryan, I'm excited to get you on here. Ben and I have known you for quite some time now. Take us through. I want to start with your background because that's when you, when you guys first reached out to us a couple of years ago, I was like, did this dude just say he was in the CIA? And obviously that kind of like piques your interest. But talk, take us through kind of your background and how you got to the place where you are now, as far as the company gen logs, what you guys are doing with it. But just give us a quick, quick background.

Speaker 3: 9:30

Yeah, I mean, if we back up all the way and I say all the way to really Tuesday September 11th 2001,. I was a senior in high school at the time and we were living in the Washington DC area. My dad was. He used to be a fly F-14s, the, you know, top gun fighter jet yeah.

Speaker 3: 9:47

Tomcats yeah, tomcats. There's a cool story that goes into his background there. I'll tell it another time. But the bottom line is he was at the Pentagon. I was in class and saw the plane hit the World Trade Center, then the second tower, and then all of a sudden the camera panned over to the Pentagon, where there was now just a gaping hole. And I had just visited my dad's office a few weeks prior. It had just recently been re-renovated. He was in there, he showed us around, gave a tour of the family, and now I'm looking at a gaping hole where I knew that my dad was working and thank God he narrowly escaped with his life that day.

Speaker 3: 10:23

But for me, I woke up that day and I really only cared about two things, and that was playing basketball after school and probably flirting with some girls. And I went to bed that night absolutely determined to do everything that I could to learn about the history, culture, language, religion of the people. Would do that and then do everything I could to make sure that would never happen again. It just completely changed the course of my life. For sure, and fast forward. The next year I'm off at university. I roll in a night class to learn the Arabic alphabet, start studying, study abroad in the Middle East and Egypt, and then, a few years later, I ended up getting recruited by the CIA to join and start to focus on doing counterterrorism operations throughout the globe, and I spent a lot of my time in the Middle East worked there.

Speaker 3: 11:07

My job was to recruit foreigners, specifically those that were, I guess, al-qaeda operatives, to provide us information about what the plans and intentions of that group was. And then, really, that's just where it started. At that point we then had to validate that information, make sure it was legitimate, make sure they weren't trying to set us up for any double agent operations. So we would validate that information with a whole lot of different sources whether it was data coming from sensors, satellites and other disparate sources in order to make sure that they were telling the truth, and then use that data to look at what were the trends, what are some of the anomalies in the data of what was going on in foreign countries that we could actually see the terrorist activity and stop it before it occurred.

Speaker 3: 11:49

And that's the background that I had. I mean, my job, day in and day out, was to go and recruit these folks to give us information to keep America safe. And I did that all the way up until a few years ago, when I really had this entrepreneurial itch that I knew I wanted to do something else, and that's when I started looking. But yeah, that's the background in terms of, uh, when I reached out, it was probably soon after I had left, was really interested in this freight space and but I didn't know a thing about it.

Speaker 3: 12:17

And the first place I went to was actually reading media articles and then listening to podcasts, and Freight360 was the first podcast that I double clicked on, downloaded every episode and just started listening, because what I saw was two trends that were going on.

Speaker 3: 12:32

I mean, it's always had high fragmentation in the market, but you guys started talking about fraud. We just talked about double brokering a few seconds ago and was just listening to how much was going on there and it almost like sparked that same, like almost righteous vengeance that I had 20 years ago after 9-11, where I was like how dare someone defraud, someone, steal something, and all this for people that are just trying to do good work out there day in and day out? And I knew that I had a special set of skills and a team that we could bring to bear to, knew that I had a special set of skills and a team that we could bring to bear to actually start to take a chunk out of this. I don't think I truly realized at the time just how much more we could do with the approach that we were about to take. But yeah, that's the background on me coming out of the CIA.

Speaker 1: 14:28

That's awesome man, really cool story, and I'm glad there's folks like you that have the passion to fix the problems that exist and at least go down a path that'll help address them. And we're going to dig into GenLogs and how it works and some exciting news from you guys. Ben, you got anything else you want to add in.

Speaker 2: 14:49

Ben, you got anything else you want to add in? Not really. I remember when he first reached out. I remember calling Nate and where I was staying because I'm like we have people and companies constantly that reach out and that, like you know, want to talk to us or want to promote it, and I was like this was the thing I was more excited about than anything I could even remember. I remember telling Nate I'm like, nate, how they're even outlining it, and I'm like you also get kind of a feel, like you said, like for how people are, kind of their abilities to do things, even if it's in a brief time, and I'm like not only do I think this is going to work, but like I think they can actually pull off what they want to do.

Speaker 2: 15:24

And I remember just being super excited that day when I was talking to Nate about it, cause I'm like this could absolutely fit I hesitate to use the word fix right, but could absolutely impact right this giant issue that nobody seems to be doing anything about. It's like plaguing the entire industry and no one's coming to save us. We've talked about this, ryan. I've worked a lot over the few years. Like no one's coming along. There is nobody you can call. You can't call your local police like there isn't any place that is coming to save the industry or to do anything about this.

Speaker 1: 15:58

Totally so. Let's kind of get into Genlogs. Ben, you got a nice little hat on there. I didn't think to put is Genlogs? I mean, obviously, ben, and I know and I've been starting to see way more traffic about you guys on LinkedIn and Twitter and whatnot, or X lately. Love to see what's going on, but get everyone up to speed on what Genlogs is, how you guys are addressing these issues. I think it's really cool and you guys have come so far in such a small amount of time if you look at it. But take us through that.

Speaker 3: 16:36

Yeah, I'll kind of give you the wave tops then we can dive a little bit deeper. So, just from a general perspective, what Genlogs is doing is we are actually deploying ourselves these sensors all along major interstates and highways. So we're building a nationwide network of these roadside sensors that each one of these have three cameras that allow us to collect on the front side and rear of every passing truck and equipment pairing. And then we use AI in real time to extract everything, every data and shredded data that you can about what you're seeing Like. I always like to explain it. If you, as an experienced, you know someone that's worked in freight for a while can pull out little details. We can train a computer vision model to do so. So from the get-go we started training on pulling out like make model, usdot, mc numbers, cab numbers, vins if they're available. But then we've started getting into a whole lot of niche equipment types. So breaking that down, just going beyond, just hey, is it a drive-in reefer? But getting into like, what type of RGN is it? You know, if you're looking for a 13 axle extendable low boy, whatever it might be, we are then training models on that. We're getting the logos, the equipment numbers as well. We extract all of that out and then we essentially just build out a big tapestry for how truck patterns move around the United States in a way that is like hundreds and thousands of times more data than FMCSA is able to deliver with inspections.

Speaker 3: 18:00

In fact, just this morning my team pulled some updated facts and figures. Over the last month we've seen 4,000 unique carriers on the roads and we've seen them multiple times. These are 4,000 carriers that have never had an FMCSA inspection and so they're out there day in and day out running certain lanes, trying to build book of business as well as build credibility of running lanes, and they've never been inspected. And I think I've either heard it in your show and others. I've certainly talked to owner and operators that express some frustration in terms of like, hey, I just got my authority, I'm now running there and brokers won't work with me unless I have X number of inspections or a year of my authority in certain inspections. And we're seeing these carriers a lot of untapped dark capacity in the roads every single day.

Speaker 3: 18:50

Well, the other thing we're seeing or maybe it's the lack of what we're seeing is the double brokers that actually don't have assets on the roads that you know maybe bought an MC. They're bidding on load boards or reaching out about certain loads, but when it comes to they're actually seeing their assets on the roads, we're not seeing that, and so we're kind of playing two ways. We're playing offense and defense with the sensor network in order to see who's out there, that no one knows that they're out there, but then who's not out there that's claiming that they are, and it's two sides of the same coin. There's a whole lot more that we're able to do. Once we start to track these trucks over time and then fuse together their locations with other data sets, you get a really rich tapestry of OD pairings and we get to then extrapolate what shipper lanes are from that. So for those that are maybe you're listening to the podcast here you just got your brokerage authority just trying to figure out and build your book of business. But you're wondering like, literally, where do I go to make that first cold call to a shipper and how can I understand more about them, to understand what their needs are?

Speaker 3: 19:55

Well, genlogs on our freight intelligence platform, has also the lane data for about a quarter of a million shippers across the United States. What are their inbound and outbound lanes, volumes and needs there, and so it's a great starting place. That primarily 3PLs these brokers is who we built this platform for. It helps them with customers, carriers and then compliance as well, because, god forbid, anything ever does go wrong. Uh, you, you, you. You got caught with a double broker.

Speaker 3: 20:25

And then now that that trailer loaded with valuable uh cargo is now somewhere in the roads and you're like desperately looking for it, trying to figure out who stole it, who took it, well, we have the ability to go ahead and set a real-time alert and search historically through all of the trucks and the equipment that we've ever seen on the roads but then set an alert going forward that as soon as that asset is seen, then it triggers an alert to us.

Speaker 3: 20:50

We can share it with the customer or your customer of Genlogs. You can do it directly and then find who is pulling that equipment. So there's just a lot that this unlocks. Now, it's not easy. We've gone through a lot of iterations of getting this sensor network out there. We've also spent millions of dollars to do it, but it's really important in order to get a full pulse of what carriers are out there, what are they doing, in a way that you've never been able to have before, and it completely opens up the, especially as capacity hopefully starts to constrict here pretty soon, because that means the market's starting to shift back in the right direction. Well, now you have at your fingertips hundreds of thousands of carriers and data on what, the lanes they run, the equipment. They have all of that right at your fingertip thanks to this nationwide network of sensors.

Speaker 1: 21:41

Yeah, let me ask you a couple of questions on, like the stats around this. So you mentioned the sensors. How many sensors do you guys have up around the US? How many trucks are you actually pulling a day? Just talk through a little bit of that, because I think it's pretty fascinating with the reach that you guys truly have already.

Speaker 3: 22:01

Sure, on the number of sensors and locations. I always kind of explain it. I love my mom to death and I would literally take a bullet for her, but I will never tell her two things the names of my assets that I was running at the CIA and the locations and the number of sensors that we have out there and that's really to protect our network, is that? You know, we don't want the bad actors to know, hey, we only have to get this many of them. And then all of a sudden we take out the Genlogs network because we are stopping bad actors every single day and keep letting the good guys flourish. The other thing about that is you know, if you don't know where they are, how many there are, you have to assume they're everywhere. And all of a sudden you now have to decide are you going to take a risk to steal that trailer that's unattended at the you know this lot, or out at a truck stop and try to make it down the road and I will tell you, like I've told some of our investors who live by some of our sensors, exactly the stretch of highway they're on and they will drive down looking for them and they will not see them because we've built these to blend in with the environment, and we built them to, though, to see what's what is actually happening on the roads. What I will say is that, uh, we are.

Speaker 3: 24:27

We're infusing a whole lot more capital before putting more sensors out there over this next calendar year. By the about this time next year, we will have a seat. We will see on a daily basis 90% or more of the trucks on the road daily, and we'll see them two or more times. And when you look at a map of the United States from Texas up to Wisconsin, to the East Coast we have really heavy coverage over there, and then, starting now on the West Coast and kind of working to meet in the middle, we have some heavy coverage there as well. Some of the mountain regions. We're still filling in some of the gaps there, but, for the most part, it is really rare that you would search for either a specific asset or a carrier and not see a whole ton of data about that in our platform thus far.

Speaker 1: 25:16

Hey, I can respect that response. Right, you got to make sure that your I guess your secrets are held close to the chest. Ben, you got anything you want to add in?

Speaker 2: 25:28

The two things. The one is, you know he was mentioning before about, you know, basically carriers being held at some disadvantage over something they cannot control, right? So what used to be the only metric for whether or not a carrier could be a bad actor or legitimate, as he pointed out, were like inspections. It's not because they were a good indicator, it's because they were the only indicator available, right. And the thing that I found comical we've all talked about this is like clients that I work with that have trucking companies that are like we are trying to get inspections. We've literally called the FMCSA and said can you send someone to inspect us? And this is what at least three of my clients have been told the exact same thing. Three of my clients have been told the exact same thing. If you're calling, we know you don't need inspected and we have limited resources so we can't send anybody. And they're like but we can't get any more business because everyone holds it against us, because you haven't inspected us. And they're like sorry, we just don't have enough people to do this. So the fact that you're asking it is an indicator that you don't need it and we're not going to send anybody. So they're at this huge disadvantage.

Speaker 2: 26:37

Everybody's using a metric that isn't really applicable, because they're random and based on where these trucks run like they just might not run into inspections that often over a given year, Right.

Speaker 2: 26:47

And then, on the other side, right like that's lost capacity for brokers, Right?

Speaker 2: 26:53

Not only is it that we're not utilizing them, but I want to be like real specific, because it's not just that like you can't find another truck in this current market to pick up that load, but the thing that you don't get to do that I've been able to do since the product's been built because I've been able to work with you guys on it is that like I can go and find carriers that are running lanes that are like in very obscure areas where it's really hard to get a truck, and here's what that actually means to a brokerage, right.

Speaker 2: 27:21

So, yes, I can still get a truck to pick that load up for my customer. But guess what that means If I use a traditional source like a load board or even just a carrier sourcing tool like RMIS or even Highway, for example, they all just pull off of inspection data. Some have a little bit of ELDs and you get some better information, but most of the time when you're covering a load in a very rural area that doesn't have a lot of capacity density, because there's not a lot of freight coming out of there, you're deadheading a driver there as your first option, so you're paying more money to get a guy to go there first to pick up the load.

Speaker 2: 27:54

So you're already inefficient, both to your shipper and to the carrier and to the broker, meaning you make less money. The carrier isn't a good fit for it anyways, they don't really want it, but you got to pay them to do it. And then the shipper oftentimes has to wait for the delay to get the guy into that town. The thing that happens when you find the carriers that are already there and that's what we've seen, like being able to see the back end of how many carriers are in these places. I was shocked at how many of them, because like you can't see them, like you can't see them in any other tool out there. And then when we're pulling this stuff out of Genlogs and looking at them, like there's a thousand carriers that have run this lane and then you start talking to them like, yeah, I'm there every week. I got three guys there One Tuesday, thursday and Friday every week.

Speaker 2: 28:36

When's your load picking up? And the reality is, I think in the face it just seems like oh well, then they're cheaper and you make more money. But it's not just that, and that is one for sure benefit, because when you have the right fit to the right carrier, they're literally delivering and sometimes picking up their backhaul across the street or down the road in the same zip code, which is better for the carrier, right, it saves money for the shipper. And then, like, the third benefit is they're much more likely to be like hey, can I run that load? Every week Now I'm going back to my customer going, hey, this really worked very well for ABC transport. They're literally delivering in your backyard these three days of the week.

Speaker 1: 29:12

What other?

Speaker 2: 29:13

days. Do you need to move this? Oh, we move it two days a week. Great, can we get them set up with us and you guys so that we can run this every week? Now that shipper also isn't sending that load out to get recovered by a different carrier, which has risk, which costs more money, which takes everybody more time, and the carrier wins because the carrier's not bouncing out of the load board, grabbing a random load 300 miles away just to not drive empty. It's like a win across the industry. It's creating efficiency less miles driven for the carriers. I mean, we've talked about this too. I mean, eventually, if you keep finding efficiencies, that's, less miles driven by trucks, which is less carbon going into the ozone, like when you're making the entire supply chain more efficient everybody wins.

Speaker 1: 29:59

So I remember a few years ago I had a conversation with someone and they're like you know what would be the optimal way to optimize freight brokerage and tendering of loads to trucks to reduce empty miles? And I was like, well, you need to know where every single truck is on the road at any given point in time. That'll never happen. And then I see gen logs and I'm like, wait a second. It's pretty damn close to what I was joking about a few years ago, but it is very impressive because it's it's real-time data. And, ryan, you told us a story. I don't know, it was within the last year. I think it was like a, maybe it was like pe, like Pepsi or Coke, that was missing a trailer or something and you were able to find it. Can you tell us a story for our audience that just kind of describes real world example, the power of gen logs and what it can do in real time to help locate the location of an asset?

Speaker 3: 30:51

Sure, yeah, I was attending the Manifest conference back in February in Vegas and we were standing outside the exhibit hall and I look over and I see there's a Fortune 50 shipper there and I was like you know, let me go and talk. I was still new to the industry here and still had enough humility to be like I certainly do not know it all, so I'm learning from everyone at that point in time. So I go over and start striking up a conversation and I could just see their eyes light up when I'm telling them what we're doing. At that time we really only had a handful of sensors on the roads, but I'm walking them through like, yeah, our technology does this. We're able to catalog every single truck and equipment pairing as it comes by for immediate recall. Well, we exchange cards, bid farewell and go into the conference. And what you expect at these conferences, especially if you're a vendor, is you're never going to hear from a potential customer at that point in time. But I got home and lo and behold, the day after the conference I get an email into my inbox from this Fortune 50 shipper saying hey, we're kind of like skeptical that you can actually do this. We want to put it to the test. Here are 10 trailers that are missing, high priority. These are leased trailers for the shipper. Can you go ahead and see what you can track down?

Speaker 3: 32:02

Well, I was on the midst of a Zoom call. As soon as I got off, I took that first trailer, dropped it in our data and, boom, we had a hit right away and I was, like you know, so giddy. I went ahead and pulled all the images, shot it back and it was about five minutes from when that shipper had asked for us to search these carriers. So when I shot them back, like hey, it was just seen yesterday on I-81 southbound in Pennsylvania here are the images associated with it and they were like shocked, blown away.

Speaker 3: 32:33

This is a especially because this is a trailer that they had been leasing, that had been missing for 36 months, three years, and they'd been paying on it because they couldn't like track it down and hoping that it would just surface. And then we were able to find it. They were able to then work to recover it and stop paying that lease. And that has happened now weekly. It's a story every week, in fact. Right now, we're helping recover about 25 trailers or pieces of equipment every single week is what we're on an average now across our customer base and, by the way, that is not even the core of what we're doing, which is why we've been pretty excited to share the news this week with the industry about what now GemLlogs is going to offer to everyone.

Speaker 1: 33:19

Yeah, so let's get right into that then. So you're going to the F3 concert or concert wow conference this week. This will be released on Friday. So this, probably people have seen the news, but talk us through. What's the big, latest and greatest with Genlogs? What are you guys doing?

Speaker 3: 33:36

The big announcement here is that we've decided at Genlogs that we're going to make a lot of money helping brokers and others down the road with regards to capacity, shippers and all that. What we don't need to make money on is helping clean up the fraud and theft in the industry, and so effective immediately, genlogs will help investigate and help recover all stolen or missing equipment or assets for the entire industry for free. And when I say that, we mean it, as we have a full-time team now. Our investigations team is standing by that. The moment you realize that a truck, trailer, anything is stolen I don't care if you're a shipper, you're a 3PL broker, you're a carrier is stolen. I don't care if you're a shipper, you're a 3PL broker, you're a carrier.

Speaker 3: 34:19

You can reach out to us through our website, genlogsio, or shoot us an email at investigations at genlogsio, g-e-n-l-o-g-s, and we will immediately start to track that down for you. We'll do a search historically When's the last time we've seen it? If we haven't seen it since it was stolen, then we'll put an alert on it for you and we're going to find it. We're going to track it down. We're going to give you the data on it. We'll even try to connect you with law enforcement to then recover it, and we're not going to send you a bill is the bottom line. We're not going to ask for a red cent from you, especially because, when we actually think about it, like my heart are with the owner operators out there that maybe have put like all of their life savings into grabbing that, like one reefer trailer, one, you know, drive-in, flatbed, whatever it might be and if that is stolen, that is, they're at their lowest low and, like you, don't kick a man when they're down.

Speaker 3: 35:12

In fact, you extend a helping hand and that's what we've decided at Gemlogs. We want to be a force for good for the industry. Our mission is to remove the bad actors, that the good guys can flourish and, at the end of the day, this is a really easy way for us. We put the millions of dollars out there to build this infrastructure. We have the platform free intelligence platform that there's a ton of customers love it and people will continue to get on that and we'll be just fine. What we can do right now is to offer to anyone if something goes wrong. You have free Overwatch coming from Genlogs and we're not going to send you an invoice, we're just going to help you.

Speaker 1: 35:46

Man, that's awesome. I think about like two real, real world situations that most brokers, myself included, have dealt with and probably will continue to owner operator into delivering a shipment to a warehouse when it's actually supposed to go somewhere else, and then it gets stolen and sold in a black market or exported. And then there's the hostage loads where trucks going down the road and you're debating with them on detention or some kind of accessorial pay and they're like I'm not going to deliver this until you pay me an extra, whatever, right. So this is, this is the kind of stuff that the bigger the company, the more often you're going to deal with it and you know there hasn't been a centralized place to go Like we've. We've talked with other experts in the past on their best practices, how to handle this stuff, but you know a full service at no cost to help the industry for good. I mean, that's unprecedented. We've had nothing like that or even close to that in history. So we appreciate that.

Speaker 2: 37:03

Yeah, and what did the FMCSA say in the fall?

Speaker 1: 37:08

Like call your local police, basically Right, and it's like it's funny because the this was at the policy forum in DC that the TIA held and someone asked a question like hey, if we run into like a stolen load or a hostage load, what's like, what advice do you give us? And it was a panel from the FMCSA and their literal response was you know, we really encourage you to have a good relationship with your local law enforcement and you know, you know, when they come to do an annual inspection with the fire marshal or whatnot, you know, get to know them and be kind of buddy, but that way, when you need a, you know you need a hand. They know who you are and it's not the first time that they're talking with you. And I'm sorry, but that's, that is not. That's you're not giving any real guidance there, fmcsa. But and the thing is like at the end of the day.

Speaker 3: 37:54

I know law enforcement wants to do something about it. They just don't have the resources nor the evidence like to to actually pin something on someone and track it down. And now we do. And I'll give you like a great anecdote the other day we had a very large 3PL reach out to us with another leased trailer that they suspected had been stolen. They were just wondering if we could help them track it down, so I threw it in our asset locator tool. Immediately we saw that it had been in the hands of two different carriers over the last few weeks, and I actually reached out to Benjamin about this one, because what was interesting about this? It was two separate carriers, separated by a few weeks. When I looked at the carriers, they were both domiciled within about 20 minutes of each other in Southern California. And then, furthermore, I was looking at the license plates on these trucks and they were. They must've been issued literally within minutes or days of each other. They were almost sequential, uh, and there was really nothing like it just kind of seemed strange until we looked back in time and saw that both of them had shared a phone number at one point in time. So now you have like two different carriers very close to each other sharing a phone number on a presumed stolen trailer out there on the roads. And you know, even then we weren't like we were just kind of watching what was happening. But literally, as more sensors are seeing this trailer transit, we see it with a third carrier out there and and then there was some also some suspicious activity regarding these carriers. What it really seemed to be was a small network of carriers that were pulling these stolen or misused at least trailers out there and that 3PL would have no recourse. Before. Who are you going to talk to when it comes to law enforcement? What's law enforcement going to do? But I actually did reach out to law enforcement in this case because it was in LA County, and said, hey, here's the evidence, here you have visual evidence of these carriers hauling this and now you can get down to the bottom of it. And the other thing that Benjamin said earlier that I did want to circle back on is like, again, my heart is with the owner operators out there, those that are really putting their life on the line here, like at least providing for their family by being out there every day.

Speaker 3: 40:09

A few months ago we had another incident where a broker reaches out to us kind of, hey, we just had this load stolen. And it's really odd because it seems to have been stolen by someone that's been in our carrier network, highly vetted, never had an issue with before. So I was like, well, let's take a look. So I threw their DOT MC in our asset locator tool, pulled up all of the trucks that we had seen associated with that DOT MC over the last few months, and I think we had at that point six of them, and it was like a white Freightliner, a blue Peterbilt or whatever, which kind of went down the line. And so I gave that list to the broker.

Speaker 3: 40:44

The broker called the carrier and was like, hey, you're telling me you didn't steal our load and I tend to believe you, I've worked with you long enough. But let's just go over the latest state of your power unit center on the road. They started going down the line. They got to the sixth one and he said well, what about a blue Volvo? What about your blue Volvo? And the carrier's like we do not have a blue Volvo. He's like you sure, because there's a blue Volvo with your DOT MC running around.

Speaker 3: 41:11

That's the one that ended up stealing this load and the carrier was like that is not us.

Speaker 3: 41:15

And sure enough, some fraudulent thief carrier was out there that had just put that MC placard on the side of someone else and they were stealing loads all around the East Coast. Well, those freight guard and TIA watchdog reports are being now filed against a carrier that has no idea that someone is fraudulently representing them on the roads and stealing these loads, and we now had visual evidence to show that a power unit that was not owned by this carrier was now stealing these loads and helped resolve some of those freight guard reports that really would have tarnished his reputation and absolutely crushed his livelihood. And so I think that's what I'm most proud of. The team and the outcropping of what we built here is an actual capability to keep the bad actors out but actually exonerate the good actors that are getting up, like they're getting mixed up a lot in uh, in some of these tools that are out there that are, you know, evaluating carriers on the identity theft thing is huge Like it literally like it.

Speaker 1: 42:19

You're punishing someone who doesn't the victim. Yeah, yeah.

Speaker 2: 42:24

It's. It's the thing that, honestly, like, I'm probably more excited about than anything is like. Well, we work with lots of trucking companies too, obviously, and, just like Nate said, it's like they're a victim of identity theft, right, because they got phished. Somebody in their company made a hit of phishing email, somehow they get hacked, right. And then now not only do they have to deal with that, but on top of that, now they got a report which is basically a flag above their business that says Now they got a report which is basically a flag above their business that says, hey, warning. So then every broker then tries to find a different carrier because they can't necessarily vet it, right, and it's all just what you said at the very beginning.

Speaker 2: 43:00

The whole industry is opaque. There's a lack of transparency into what is actually happening, and it's not that I think those products or tools or reports had any bad intentions, right. They're just unintended consequences of the best thing that they had. And they're subjective, right, they're people's opinions of situations. Sometimes it might just be a disgruntled broker, sometimes it is legitimate, sometimes it is a crime, but there's almost no way to tell what actually occurred. And again, it's not that law enforcement doesn't want to do these things. They don't have enough resources to go. The FBI can't go and investigate every $5,000 instance of fraud, or even $20,000, right. So there's just not enough information or the ability to do anything about this. And everybody hurts, right, and I don't care who you are, everybody's paying this cost, right? Shippers are paying for it, brokers pay for it and carriers pay for it.

Speaker 2: 43:52

And the friction in the business. To me, it reminds me very much of like when I would see movies and documentaries of like why the FBI started in the first place related to, like, wire fraud and the mob. They would just literally go across state line and they couldn't get chased. Right, and they realized, oh, the criminals have gotten ahead of where we're able to actually chase them to. And to me, our industry has been like the Wild West in a sense, where it's like, I mean, there's literally nothing, nobody's coming after them, nobody can find them and nobody knew that it happened. All you have are the victims at the end of the day going. Well, there was another 20 grand we lost. Oh, that shipment apparently got stolen by maybe this company. Oh, it wasn't really that company. We still don't know who actually stole it, but it went through this company, so let's put a report on them. And now they're being punished and it's just a very ineffective way of addressing what is systemic and hundreds of millions of dollars a year and losses.

Speaker 1: 44:49

Yeah, I want to. I want to ask a couple more questions on the, the freight intelligence platforms. I know we just talked about you know how to solve the fraud problem a little bit here, but I have played around. I got up on my other screen here too just to kind of refresh myself, but I played around on there and it's, it's amazing, like the user interface you could, you know, search for carriers based on a lane, search for shippers based off a certain lane.

Speaker 1: 45:11

Can you talk a little bit, obviously not revealing any of your, your secrets, like I asked you how many sensors you had and I clearly pressed the wrong button there but, um, can you talk a little bit through the process of how you guys are able to take the data you have and analyze it to recommend a carrier, uh, based on a lane or a shipper? Right, if I'm, maybe I'm trying to find a backhaul for one of my drivers. How is this all coming together to help give us the, the output of hey, check out these carriers, here's how we're going to rank them. And check out these shippers, here's how we rank them.

Speaker 3: 45:43

Yeah, sure. So what I? What I can say, without getting too much into kind of the how the sausage is made, is we go back to my days at the intelligence community, where really the reason the US intelligence community just kicked butt more than any other country in the world is we've really figured out how to take an all-source intelligence perspective, that we will take data coming from human sources that's human. We'll take data coming from geospatial sources, satellites, above that's geo-int. Then we'll take like signals, intelligence, sigint and bring all of this together to really look at from every single angle what's happening. And that's how you kind of get a.

Speaker 3: 46:22

You kind of think about like two-factor authentication, like there is no doubt that this thing or person was at a time and place because all of the signals point to that being the case. Well, we take the similar approach by using our sensor network solely as the foundational freight data layer that we then fuse with a lot of other data sets that we are pulling in. So every week we are finding new sources of novel data, and a lot of this data is anonymized. It's messy, it really like for the average person to go in and take a look at it. It would be like this doesn't make sense to me. And also it's going to have like your Tesla data in there and your Volvo data and Toyotas and all of this and it's going to be really messy anonymized data sets and then reattach those data to the actual physical trucks or trailers on the roads and that allows us to then track from origin to destination and you do that at scale. You kind of aggregate that up. It gets you a really, really rich insight into what's happening at every shipper and every lane across the United States.

Speaker 3: 47:27

And I think some of my favorite times at Genlogs showcasing the freight intelligence platform will be when I am talking to a shipper about it and they will say like, well, let's pull up this specific location. And I'll pull up the location, you double click on it and boom, it shows them their lanes, both like where their suppliers are coming from and also where their outbound lanes are to their customers and to a T. Every time we've shown that, a shipper will look at it and he'll nod and be like, yeah, you nailed it, and that's just like a really cool experience. And the interesting thing has been you kind of wonder like are shippers going to be kind of riled by this, the fact that we are now unveiling all of the data about their lanes there. It's actually been the exact opposite. What we've seen is our customers 3PLs and brokers who are on the freight intelligence platform will literally walk into their prospective customer to the shipper and sit down and they'll pull up the freight intelligence platform. We're totally fine if they want to do that, because what they're doing is dispelling the myth that all brokers do is post on load boards. They're showing how they have these unique, creative ways to now prospect carriers and not just to find a new carrier. That's the start of it.

Speaker 3: 48:38

But then the carrier utilization piece is. What we're really excited about is when, all of a sudden, you have your Rolodex of carriers. You can have them uploaded in gem logs and you can literally say I have a spot load right now that I need to get something from Harrisburg, pennsylvania, down to Nashville, tennessee. We will tell you all of the carriers within your network that are within two hours of Harrisburg right now, that have the right equipment type right now that matches whatever load you need to move and that likely have a backhaul need down to Nashville, based on all of the past data that we bring in. So we bring all of that in. And then this also allows you, when it comes to talking with prospects on the customer side, with shippers, to show them like hey, you just told me that you have these lanes that you need to cover. Let me show you the backhauls on those lanes of other shippers out there that I'm going to be able to now cover freight on those backhauls for you and ultimately drop your overall costs if you go with me as the broker.

Speaker 3: 49:43

So it's really like the broker empowered by Genlogs is really what is kind of the superpower. In fact, we had a One I won't name him, but he's been in this industry for about 20 years and he pulled me aside of a conference just the other week and he said, ryan, I've been telling everyone, five years from now there's going to be two types of brokers those that are Genlock's customers and those that went out of business. And he is that convinced that it's going to be that much of a game changer, which is really humbling for someone that came out from the side of the industry. And I've really like we've gotten to this point only because we've had the humility and empathy to just sit down and ask questions about what's it like for you guys on an everyday basis to do your work, and I've invited both Nate and Benjamin in to literally sit with our product teams and go through like. This is what life is like and, in fact, a huge plug for the course that you guys offer. We now put our employees at Gemlogs through the Freight 360 course for brokers to really understand what the day in the life of a broker is, because I know like your audience kind of skews towards maybe those that are just getting started and I think what the most significant happenings that occurred over the last few months is.

Speaker 3: 51:02

When we launched our product in August, we chose one of the largest freight brokerages in the US top five freight brokerage to get onto the platform and then we went and found a two-person brokerage that was just hoping to hit $5 million of top-line revenue in the next year or two and really the question was did we have enough data that the fifth or sixth largest freight brokerage in the US would say this is something we need? And the answer to that was yes. They converted to become a customer. We've actually just gotten a thousand more of their users on the last week. We wanted to make sure we had enough data to then also that the now five person or the two person freight brokerage now literally has data parity with the fifth or sixth largest freight brokers in the US, able to find hundreds of thousands of carriers, hundreds of thousands of shippers, and now has the same parity. That's what we've really developed as a tool that kind of levels the playing field. So even the underdogs, who I always root for, they can now have that parity.

Speaker 1: 52:01

That's what I love too, and, ben, we've talked about it before where you have the ability, as a one or two person operation, to compete with the biggest companies in the industry, and absolutely with a tool like Genlogs, it does level the playing field, and who's going to come out on top in that situation? It's going to come down to the interpersonal tact. Who can relate to and communicate better All the non-data related things?

Speaker 2: 52:29

that we talk about right.

Speaker 1: 52:30

We're leveling the playing field, so now it's like go do your thing, and whichever one of you is going to be better at building relationships and rapport and trust with this prospective customer, that's who's going to get the business, because all the tools and all the roadblocks in the way have now been just snow plowed out been able to have both of those seats right that Brian just said.

Speaker 2: 52:55

Like I started a company with 6,000 brokers and had probably as much lane history and carrier base as any other brokerage in the country real close like number two maybe at the time. And I've done this with one person and I've done this with two or three people, right. And the biggest disadvantage when you have a small team, say it's just one person, right, when I was at like TQL, if I've got a new lane from a customer and they go I need help with this lane, doesn't matter what it is, especially if because where do they always need help? It's always the areas where there's not a lot of trucks, right, so it's a rural town in Arkansas to Sparks, nevada or whatever it's got to pick up in three hours. Well, if I'm at TQL or Echo or CH, it's really likely when I look at our lane history that someone has run that lane, maybe not recently, but at some point. So the biggest advantage of the big company is I can at least call those carriers and have a chance that one of those trucks might be there. But it is no guarantee or even likelihood they're there that day or today, right, but that is your biggest advantage.

Speaker 2: 53:56

And in a small company, right, you don't have the lane history. You haven't ran that many loads yet. Or if you're new, right, like you just don't have that history in your TMS, but in Genlogs I don't care where you give me a load at, I can find the carriers that I know are there and were just there, right, and I've been using it since it's come out. So, like I can tell you for sure I've got these lanes with new brokers prospecting new customers that are like I have the hardest time covering that load. We'll pull lists, send emails and make phone calls and we'll have four carriers that are delivering there right now and they're like, yeah, we were there every week. Yeah, and also again I talked about this earlier you aren't paying a premium. It doesn't mean you're beating the truck up and paying them less, it's just you don't pay them deadhead money. So even though in the one lane I had was, I remember, because it was like Aurora, california going down to Dallas, and in the summer all the trucks are in Denver, so you got to pay deadhead money to get the guy from Denver down to Aurora, well, in this market, that extra $200 to spend on that truck meant I'm now too expensive for my customer and they don't want to pay it. But using Genlogs we found four carriers that were running that every day and they gave us the actual rate per mile to run from Aurora to Dallas because that's where they were actually delivering. Not a lot of carriers are there every day or every week, but that's why this tool is such an advantage.

Speaker 2: 55:15

And then you layer on the next piece, which is oh, all these other lanes we're delivering to in disparate places. I'm immediately in shipper insights and looking for the other side of that lane and then calling those shippers. So you know, in the past brokers would just make this stuff up and be like, oh yeah, I got a backhaul driver there and the next week they give you a load and you can't cover it. Right Now we're like actually able to execute on that and say, no, listen, like these are the days of the weeks we're up there, we're already delivering for this other customer. Would this work for you? They're like, yeah, we'd love to be able to work you into our network. That is real value, right. Like that is real value again to your customer, to the brokerage and to the carrier, and it saves time and it saves everybody money and you do that little by little right.

Speaker 2: 55:59

Economies of scale outside of that example are no advantage in this industry. That's why you don't see one trucking company becoming the Microsoft or Apple. You don't see one freight broker becoming the Microsoft or the Apple. Even though we all look at these huge companies, they have like 2%, 3 percent of the market. When you add them all up, all of the huge companies, the whole industry runs basically on small businesses. And to me, like that's the thing that I love about the industry, why I think, like we all enjoy being a part of it is because you can work with family owned businesses. One person, somebody that just wants to work harder Like to me, like that's the opportunity why people came to America for hundreds of years is to be able to go and compete and make a name and create a business for yourself. This is one of the few industries I think left where anybody can literally do this. If you're willing to work hard enough and put the time in, it's literally sky's the limit.

Speaker 1: 56:50

The one thing I wanted to add in on the sales side is imagine and Ryan, you did a great job explaining real world situations how people are using it. But imagine being able to start a conversation with a prospective shipper, already knowing the answer to the majority of questions that you typically have to ask them Like, oh, what's your frequency of shipments? What you know what, where are you guys shipping to? You can literally see that in the free intelligence platform and, to your point, you know if a shipper wants to challenge you on it. You, the data speaks for itself, right, um, that's a huge. And same thing with you know, carrier sourcing as well.

Speaker 1: 57:24

Um, just to echo your point, ben, it because I'm paying somebody less doesn't mean I'm I'm jipping them out. I might be paying a higher dollar amount per mile in an overall lesser rate, because we're avoiding the inefficiency of the deadhead, which is good for everybody, right, it's wear and tear on the vehicle that the driver doesn't otherwise need to do. It's empty hauling that could have been used in time, used more efficiently. So, yeah, this is a win all around. So I hope things do go in that direction for you guys. Ryan, we're getting up towards the tail end here. What's the future, both near and far range, looking like for you guys? I know the big announcement today was obviously being able to help for free, at no cost, identify these stolen loads and stolen equipment. But what else is on the horizon?

Speaker 3: 58:12

Yeah, well, one thing is we're adding about a dozen of these sensors every single week now and we're hiring more teams to do so. We're actually closing another investment round that should be announced this week or next. That's going to absolutely allow us to flood more of these sensors out there. So part of it is just more sensors equal better data for our customers, no doubt, but the more data we collect, the more we can drill down into that. So some things that I'm looking forward to I know we have scheduled for later this year, early next, is doing some more on the advanced shipper insights. So imagine being able to see what the average dwell time is for every shipper in the US, as well as what days of the week they are shipping, so that you can know hey, they're shipping Tuesdays, thursdays. These other guys on the back calls Wednesday, fridays, like whatnot. So we're getting like days of the week, dwell times, getting different types of volumes and then starting to associate the equipment types to the shippers as well. So you know like, hey, is this? What type of like Conestoga do I need for this shipper ahead of time, literally to have all that your fingertips? Some of this is going to take a little time. That's absolutely where we're going.

Speaker 3: 59:20

Uh, on the carrier side, it's just literally understanding, like, how they are operating and, frankly, allowing you to find them a whole lot more efficiently than if you guys are like two ships in the night trying to post on load boards and then both of you like just worried about, like am I going to be defrauded here? Uh, you know, ideally we like to talk about it as, like the old way is a spray and pray, that you're like I'm just putting it out there and hoping that someone that's not going to steal my freight is responding. And now we're almost like putting a sniper rifle in your hand and saying, like find the the exact right carrier at the right time, right place, right equipment needs right backhaul. All of that and that's what we want to put in your hands. And I think like one of the most flattering comments that almost everyone that when they actually touch the system says is it's like brokering freight in cheat mode, kind of going back to like the old days when we used to grow up playing video games.

Speaker 3: 1:00:14

And we've tried to make this UI in a way that, yeah, exactly, up down, up down, left right. You know, there you go, b-a-m-b-a. You got it, but that's what we want it to ultimately feel like. We want it to. You know you still have to like. The end of the day, we're not removing humans from this on either side. I think that's a critical piece is we're a human first AI company. At the end of the day, we're going to help you find who you need to call, but you still need to call. You still need to form those relationships with shippers. You still need to form those deep personal relationships with the carriers. We're just going to help to get there a whole lot quicker, and that's really the background. My time in the intelligence community was to deliver data and insights to make decisions a whole lot quicker and make better decisions, and that's what we want to put in everyone's hand.

Speaker 1: 1:01:03

Love it. Well, that's awesome. We appreciate you being on here, so best way for folks to get a hold of you if they want to check out Genlogs.

Speaker 3: 1:01:14

Yeah, go to our website, genlogsio G-E-N-L-O-G-Sio Literally. You can book a demo right on the website. We will show you a full 30-minute in-depth experience there, and we offer at least for the foreseeable future a risk-free trial option so you can get on the platform. You can use it for 30 days, you can see exactly what it can do for you and then make a decision about whether you want to stay with it long-term. I will note this and I hate to.

Speaker 3: 1:01:42

What we want to always make sure is that we're giving very high caliber of service ourselves as a company. So we are limiting to only 200 customers total on this platform for the end of 2025. And those slots are really accelerating in terms of picking up. Once we reach 200, that is it. So there will only be 200 brokers out there that have this superpower, and so it's more so that we want to make sure we can scale efficiently and we do a white glove onboarding for every single customer to make sure they understand the full capabilities there. And so once you get on, you are one of 200 that'll have this and no one else will, which also gives you an advantage over everyone else in the market.

Speaker 1: 1:02:25

Totally Love it. I'm super excited to see how you guys progress in the coming years and to walk alongside you guys through that. So we'll definitely have you back on in the future talk about how things are going and I'm curious to see the real impact that we that we'll have from you guys offering that service to the community with the stolen assets and whatnot. So, but Ryan Joyce from Genlogs, thanks for being with us today. Enjoy your. Enjoy yourself at the conference this week. I heard it's supposed to be a good one. But anything else, before we wrap this up, that you want to share, Go Bills. I love it. Ben, what do you got?

Speaker 2: 1:03:04

Whether you believe you can or believe you can't, you're right.

Speaker 1: 1:03:09

And until next time, like Ryan said, go Bills.