Why Commission?

What’s something you’ve always dreamed of owning? Maybe something you’ve never even voiced out loud to anyone else because it’s so far out of your current reach? It could be owning an ocean-front house on the beaches of Barbados or parking a Lamborghini in your garage. It might be throwing a Louis Vuitton bag over your shoulder or having a passport full of stamps from countries all over the world.

Whatever it is that you’ve dreamed of buying that’s a little (or maybe even a lot) outside of your current budget, have you ever thought about how you could actually achieve that goal? Or is it just a far-off dream that you think in the back of your mind will never actually come to reality?

The first step in achieving a far-out goal is to start thinking of it as though it HAS happened. Instead of “I want to own a beach-front property,” think to yourself “I own a beach-front property.” And then start figuring out how to actually achieve that goal. How much money would it cost you to purchase that? How much would you have to set aside from each paycheck, and how long would it take you to have enough saved up? Is it realistic to achieve that goal at your current income level?


If you’re working a typical salary job, that might mean you need to ask for a raise at your next annual review to get you a little closer to your goal, go for a promotion, or apply to a completely different job if the financial growth opportunities are not currently available where you are.

What if you’re working in a commission-based role though?

We hear a lot of concerns from candidates when we start talking about the eventual transition to commission that our sales reps go through. People are concerned about not having a steady income or losing a customer down the line and seeing a significant drop in their paycheck at the end of the week. And yeah, we aren’t going to lie – those situations are possibilities. But why focus on the worst case scenario instead of the best case scenario?

One of the best things about working a commission-based role is that you don’t have to rely on anyone else to give you a raise. You want to take home some additional money at the end of the week? Put in the extra work, and you can immediately see the reward for that financially.

So back to our example of making that far-off dream a reality….it’s honestly a lot easier to break down exactly how much additional work you need to put in to achieve that goal when you’re working on commission. In our world, we can break it down to how many additional customer shipments you need to haul, and suddenly it makes that far-off dream a much more achievable goal.

You want that $200,000 Lamborghini in 5 years? Well when we break that down, it means moving 10 more shipments every week for the next 5 years, and you’ll have the money for that car. Is that going to take a lot of work? Absolutely. But having a clear understanding of what you need to do to meet a financial goal is one of the biggest perks of working on straight commission.

The future is entirely in your hands, and you have yourself to be proud of or disappointed with for meeting or not meeting your goals.

So yes, commission could be a scary thing if you just focus on everything that could go wrong. But why not look at everything that could go right and the endless opportunities you have to increase your income? There aren’t very many roles that give you the opportunity to achieve your far-out financial goals quite like a commission-based sales role does.

By Allison Walke, Talent Acquisition & Onboarding

What is YOUR Passion?

What are you passionate about? What’s something that you absolutely love to do? Why do you love that?

These are questions that we ask every person who comes in for a face-to-face interview with us. Very rarely do we get an answer that’s job-related. And you know what, that’s perfectly okay.

People are passionate about family, community involvement, caring for rescue dogs, or coaching sports teams. Hardly anyone, or maybe even no one, will say that logistics is their main passion. That doesn’t mean that people don’t enjoy working in logistics, but people aren’t usually passionate about coordinating trucks to move 40,000 pounds of egg cartons around the US.

Your job itself doesn’t have to be your main passion. But you do need a job that fuels into your passion and allows you to pursue what you love to do, even if that’s outside of work.

What’s the point of spending all of your time at a job that isn’t your main passion if you then don’t have time to do what you love when you leave the office?

Don’t be afraid to ask in an interview what the company does to fuel into their employees’ passions. If they are taken off-guard by that question, then that should be a red flag to you that they don’t place an emphasis on getting to know their employees on a personal level. Can they tell you what their team members are passionate about and what fuels them?

Personally, I love that I work in an environment at Bridge where my coworkers know what I’m passionate about and that I’m encouraged to pursue that. I love traveling. Getting out of town and exploring new places is my favorite. I’m given flexibility to take half days occasionally for a weekend getaway. Taking PTO time is encouraged, which allows me to go on trips farther away, exploring new states and countries.

But I also really appreciate that my job gives me the opportunity to go out of town and explore other places that I wouldn’t otherwise get a chance to see. While visiting college campuses in Ohio and Kentucky isn’t exactly the same as hopping a flight to Paris for a week, it still fuels into what I’m really passionate about, which is getting to see and experience a new place while meeting new people.

Figure out what fuels you and how your job can help build into that. Your daily job responsibilities may not be constantly fueling that passion, but you should be in a position that allows you to pursue it more often than not. If your job leaves you with no time to do what you love, then it’s probably not the right one for you.

Everyone’s passions are different, but make sure at the end of the day, you’re working at a company that is going to support whatever it is you love to do. There are companies out there that care about you as an individual, and you deserve to work for one.

By Allison Walke, Talent Acquisition & Onboarding

Overcoming Objections & Rejections

You interview for your dream job, only to hear back that the company has decided to go in a different direction. You find an ideal prospect, only to come in above their budget and lose the sale. You go on a great date, only to have your follow up texts go unanswered. You put in a bid on a house, only to have a counter-offer come back too high.

Objections and rejections are a part of life. We all experience them – in both our personal and professional lives – so why do we try and hide them? Why do we not want anyone else to hear our stories of being rejected? And how do we overcome that rejection, take it in stride, and stay motivated to keep working towards our goal?

Obviously, no one likes failing, and rejection feels an awful lot like failure. Failure is really a part of success. You can learn from your mistakes and make better decisions in the future. But while this is all true, cliche statements about how failure can open new and better doors are probably not really going to help pull you out of a slump when you’ve been cold calling all day and have yet another prospect hang up on you.

So how can you stay motivated to apply for another job, contact another prospect, go on yet another date, or walk through one more house?

The key is knowing what motivates you. Your motivation to achieve that end goal has to be stronger than your fear of being rejected, or else you’re never going to try again. If you don’t really care about that end goal, then going through any setback or disappointment – no matter how small – is going to end with you handing in the towel.

If a setback doesn’t motivate you to try even harder next time, then you really need to take a step back and reflect on your motivation. Really think about why you aren’t motivated to keep going. Don’t be afraid to be honest with yourself. Wanting to abandon a goal because it seems “too hard” isn’t the real root of your problem. There’s a deeper reason why you aren’t willing to put in the work. Because if you really cared about something, you’d be willing to put in whatever you had to do to make it happen.

You may need to force yourself to think not about the possible consequences of trying and failing, but instead the possible consequences of never even trying in the first place. What could happen if you never made the leap to try again? Well, you might be stuck in the same dead end job the rest of your life. You might never make another sale or go on another date. You’ll stay living in the same too-small house. Sure, you could avoid all possibility of rejection by never stepping out of your comfort zone, but doing that also avoids all possibility of success. And are you really willing to throw success away just because there’s a chance you’ll face an objection along the way?

So the next time you reach a point where you’re not sure you have it in you to try even one more time, think instead about what motivates you and what might your life look like a year down the road if you didn’t try at all. Are you okay with being in the same spot you are today in another 365 days? Or should you face that objection again because of the possibility of achieving something better?

By Allison Walke, Talent Acquisition & Onboarding

Why Use a Broker?

Just about every product made these days is at some point being transported on a truck. But shippers and manufacturers have a lot of options when it comes to determining who is going to be responsible for moving all that stuff around.

They can choose to do all transportation themselves – purchasing trucks, hiring drivers, and managing logistics internally.

They can choose to contract out to an asset-based company – a separate company that owns their own trucks to handle the logistics externally.

Or they can choose to contract out to a third-party logistics company, or broker – someone who doesn’t own any of their own equipment but will take on the responsibility of moving the product by contracting with trucking companies.

What’s the benefit of using the last option? Hiring a middleman to coordinate shipments could get complicated with them not having direct control over the trucks, right?

The third-party logistics industry is actually a $185.7 billion industry that is continuing to grow. As a 3PL ourselves, we actually have a lot more flexibility when it comes to handling logistics externally for shippers and manufacturers. We aren’t limited to a certain number of trucks – we can contract loads out to any available carrier that fits our criteria. We ultimately have complete control over which companies we choose to do business with, and we won’t work with carriers who have a history of being unsafe.

Not only are we not limited to a certain number of trucks, we’re also not limited to a certain mode of transportation. Sometimes it might be more efficient to transport product by multiple modes of transportation, and we have the ability to form relationships with many types of transportation companies.

If a customer needs one shipment expedited, a different one shipped via normal truckload, and yet another one shipped less-than-truckload, that’s not a problem because we can contract each of those loads out to different carriers.

Having access to so many different transportation options also allows 3PLs to become experts in figuring out which transportation solution is going to be the best for that particular shipment based on transit times, shipment size, location, and budget.

You hear about middlemen being cut out in certain industries, but 3PLs are such a big part of the industry that they are here to stay. Just like you could theoretically choose to buy a house without a real estate agent, a shipper could arrange their transportation by themselves. But brokers in any industry add value by having in-depth knowledge – saving you the time from figuring it all out yourself.

As a broker, we love operating within such a large and dynamic industry. Logistics is fast-paced, and we pride ourselves on keeping up on the latest trends to provide our customers with solutions tailored specifically to their freight.

By Allison Walke, Talent Acquisition & Onboarding

Is Networking Overrated?

Networking is a huge buzzword in business. According to Merriam-Webster, networking is “the exchange of information or services among individuals, groups, or institutions; the cultivation of productive relationships for employment or business”.

When you think of a networking event, what do you think of? You’re probably walking into a room in a killer suit, and even though you don’t know anyone, you’ll have a deep conversation with someone that is going to change how you view business forever. You’ll exchange business cards, add each other on LinkedIn, and stay in touch for years to come. You’ll sip coffee and discuss ROIs and KPIs and SOPs.

Just kidding.

If you’re really going to a stereotypical networking event where you don’t know anyone, none of those things are probably going to happen. Well, most likely you’ll walk away with a few new LinkedIn connections, but a year down the road you’ll probably forget where you met them to be completely honest.


It’s no wonder that networking can carry such negative connotations with it. Going into a room of people who you’re supposed to talk to can be downright intimidating. And like any time you meet someone new, a lot of the conversation is probably going to be surface-level small talk since you typically don’t jump into deep conversations with someone who was a complete stranger 5 minutes ago.

So is networking overrated?

Networking, as in standing around a room with people you don’t know attempting to just make connections, might be a little overrated, but networking as a whole definitely is not.

One thing that people don’t always talk about is the importance of networking within your company though. Building relationships with influential people in your office is a way better use of your time than trying to make a bunch of surface-level connections with strangers.

The people in your company are the ones who are going to make decisions about who gets promoted, who gets flexible work hours, who has to be let go during layoffs, etc. If you impress the right people, it can mean a lot more open doors for you down the line.

Networking is really all about building relationships, which is vital in business, so of course networking is important and not overrated. Just think about how you’re approaching networking and if you’re investing your time in valuable networking opportunities or not.

By Allison Walke, Talent Acquisition & Onboarding

Professional Ghosting

Ghosting is becoming increasingly prevalent in our society. But what started off as a way to turn down a date in the hopes they “got the hint” that you were no longer interested has since transferred to the professional world as well.

Right now, it’s a candidate’s market – there are more jobs out there than there are unemployed individuals, so simple supply and demand tells us that a candidate has quite a few job options to choose from. But what do they do with all the other offers that they ultimately decide are not for them? Some candidates will cease all communication with the other companies, never to return the recruiters emails or phone calls.

It’s not just candidates though who do this – it’s companies too. It happens on both sides. What do companies do with the candidates they take through their interview process but don’t end up hiring? Some of them will also cease all communication, never telling the candidate that they decided to go in a different direction.

But professional ghosting is also still not specific to the recruiting and hiring process. Prospects will ghost you. Sales representatives will sound interested in your business only to never follow back up.

At the end of the day, professional ghosting is a problem across the board in the business world, pointing to a deeper problem that is at the root of all this ghosting.

We don’t want to put ourselves in an awkward situation of turning someone down. People will say that ghosting happens because you don’t want to hurt someone else’s feelings, but is that really true? It’s more that we don’t like the feeling we have while we’re turning someone down rather than being sensitive to someone else’s feelings. It sounds harsh, but it’s true.

Is telling someone you’re no longer interested the best conversation you’re going to have that day? Absolutely not. In fact, it’s straight up awkward and uncomfortable. But isn’t it better to give clarity that you’re not moving forward than to leave the other person wondering for awhile until they realize they’ve just been ghosted? We want people to be honest with us, and receiving a no can actually be a good thing. You know that door is closed and you don’t have to put any more valuable time and energy into it. You can focus your attention on what is going to propel you forward.

So the next time you’re not interested in something or someone – whether it’s in your professional or personal life – instead of just ignoring it and waiting for it to go away, ask yourself if that’s the most mature way to handle the situation. Instead face the slightly uncomfortable moment, politely decline, and move on.

By Allison Walke, Talent Acquisition & Onboarding

“It’s the People.”

Being involved in all of our face-to-face interviews, one of the most common questions I get asked is “what is your favorite part about working at Bridge?”

And that might just be the easiest question I ever have to answer in my job because I always answer it the same way: it’s the people.

Growing up, I thought that work was a necessary evil, and if you’re lucky you’ll like your job and tolerate the people you work with. You’ll see them every day during work hours, but then you have a completely separate personal life outside of work.

I worked in an office environment during my first few years of college where I passed people’s desks every single day, but I never knew some of their names. People didn’t go out of their way to get to know you, and most people listened to music through headphones at their desk – closing themselves off from the possibility of any conversations. I started to assume that all work environments would be like that.

So I was shocked to find that I was completely wrong when I started working at Bridge. Granted, we’re a small company with around 50 employees, but I know everyone on a personal level. Everyone gets thrilled every time our summer volleyball league rolls around and we get to spend a couple extra hours together after work every week – even though we never win a game.

I’ve made some really close friends here – some of whom don’t even work here anymore. I think it says a lot about our company and culture that it is so common for people to form close relationships that often span moving on to different companies and opportunities. And it says a lot to work with people for 40 hours and then want to spend time with them outside of work on the weekends as well.

I know we’re not the only company with so many of our teammates being friends outside of work, but I also know that not everywhere has that type of environment. I’ve had friends who work for other companies tell me that they wish they worked at a company where everyone was so close like we are at Bridge.

The people we have working at Bridge are supportive. They tell you you’re doing a great job even when you’ve had a rough day and feel like you aren’t. They send emails out congratulating team members for hitting goals. They push you out of your comfort zone when they know it’s going to be a good learning opportunity for you. But maybe most importantly? The people I work with every day are hysterical.

I’m a big believer that it’s important to like your job and what you’re doing, but I think it’s just as important to like the people you work with. Thankful that I get to have that at Bridge.

By Allison Walke, Talent Acquisition & Onboarding

It All Comes Down to Relationships

Right now, we’re in the middle of a tight truck market. It’s getting harder and harder to find people who want to drive trucks, so we’re seeing fewer trucks on the road. This, coinciding with an increase in the economy and manufacturing leading to more shipments, means that there just are not enough trucks for all the available loads out there.

Being in the middle of both the manufacturers and carriers (or trucking companies), how do we get a carrier to take our load over another broker’s? How do we get a manufacturer to trust us with getting their shipments moved?

It all comes down to relationships.

It’s an old saying: people do business with people they like, but honestly it’s true.

We try to build relationships with both carriers and manufacturers. On the customer end, we strive to have personal connections. Some manufacturers choose to move their shipments by “list freight”. This means that they have a list of brokers they send their shipments to, and they give the shipment to the broker with the lowest quote. There isn’t much of a personal interaction or relationship there. We much prefer to do business with companies that we can build a relationship with based on trust, rather than getting the business just because we’re the lowest price. Business relationships built on mutual respect are the ones that are going to last. We’re going to be willing to do everything it takes to service that customer if we know they trust us in return.

On the carrier end, relationships are more important now than ever. If we have carriers who we know will do a good job for us, we want to constantly reload them on our shipments. It makes it easier for both us and them to do repeat lanes. We know that we can rely on them to get the job done, and they know what to expect when they show up at our shippers and receivers. When trucks are tight, carriers have plenty of loads to choose from, and lots of different brokers they can take them from. So when they’re deciding which loads to take, the carrier is going to be more likely to take our loads if they know we’re going to treat them right.

However, Rome wasn’t built in a day, and neither is any type of relationship – especially business relationships. You generally don’t meet someone and have them become your best friend in a matter of 5 minutes. Business relationships are the same way, but sometimes it’s easy forget that. We contact someone and want them to give us their freight right away, but relationships take time. You have to establish trust, and that doesn’t just happen over night. Instead, we take our time getting to know the prospects and carriers – building that trust one shipment at a time.

In the end, the logistics industry is very much a relationship business. If you can’t form relationships with other people – sometimes people you’ll never even meet in person – you won’t be able to thrive in this industry, especially with manufacturing increasing and available trucks decreasing. It’s important now, more than ever, that we strive to build relationships with both our customers and carriers, and we’ll keep working towards that goal every day.

By Allison Walke, Talent Acquisition & Onboarding

The Dos and Don’ts of Interviewing

Going on an interview is probably always going to be at least a little nerve wracking. That’s totally normal! However, there are a few simple things you can do – and a few you should avoid – to have a better chance of making a good impression and landing the job.

DO: Prepare before the interview.

You should definitely go into the interview having some general knowledge of the company and the role that you’re interviewing for. What does the position all entail? How does the company make a profit? How big or small is the company? Do you fit all of the qualifications? What do the employees have to say about the company on social media sites? If you don’t even remember applying for the role, that’s a red flag to the interviewer showing that you aren’t really that interested in the opportunity. If you don’t care about the role or company enough to do some basic research, you shouldn’t even waste your time going through an interview.

DON’T: Sound too scripted.

While it’s important to prepare beforehand, at the same time, you don’t want to sound too scripted. If it sounds like you’re just reiterating sentences you read on the company’s website, it can come off as insincere. You want to be yourself in the interview as much as possible. At the end of the day, an interview is just a conversation with another person, so it should sound natural and genuine.

DO: Answer all the questions.

One of the worst things you can do in an interview is not answer a question. Now granted, some questions are meant to throw you off. If you don’t have an answer right away, ask for a few seconds to think of something. But honestly, a poor response to a question is still better than not being able to come up with anything at all. Saying you don’t know makes things awkward and shows that you can’t think on your feet. So make sure you answer everything, even if you don’t have an amazing answer.

DON’T: Get emotional.

Interviews can get really personal. You’re talking about your past experiences and the things that have led you to this point – sometimes that can be hard to talk about. However, you never want your emotions to get the best of you. If you can’t tell a part of your past without getting emotional, then skip over that part. It’s a much better idea to stay professional the entire time than to get angry, upset, or stressed about something. If you’re asked about a time in your life that’s hard to talk about, keep your answer short and simple and move on.

DO: Send a follow-up email.

Does sending a follow-up email mean you’re automatically going to get the job? Honestly, no. But it is something that can set you apart from the competition because not that many candidates send a follow-up email. Even just sending a quick email with a few sentences reiterating your favorite part of the conversation and how you feel like you’d be an asset to the company is better than nothing. It definitely can’t hurt your chances of landing the job, but it’s shocking how many candidates don’t take the extra time to put themselves back in the mind of the recruiter.

DON’T: Ghost the employer.

If you’ve gone through the process of a face-to-face interview and realize that the opportunity isn’t the right fit for you, be honest with the recruiter. Just because you don’t want to accept an offer doesn’t mean that you shouldn’t let them know. Recruiters would much rather you be honest about not wanting an opportunity than you just not returning any of their calls. And you never know when that recruiter might be able to make a connection for you down the road, so ending things on a positive note is always the way to go.

DO: Treat everyone with respect.

Most of the time when you show up for an interview, you’ll probably be waiting in an area by the reception desk. You should act like you’re in the interview from the moment you walk in the door to the moment you leave. Don’t just sit in the reception area on your phone, ignoring the receptionist – engage in conversation! Ask them about how long they’ve work there and what they like about their role and the company. The way you treat the receptionist – and everyone in the office – can be taken into consideration when making the decision to hire you or not, so you want to make a good impression on everyone.

There’s no magic formula for getting rids of nerves during an interview, but by following a few simple dos and don’ts, you can at least increase your chances of landing that job.

By Allison Walke, Talent Acquisition & Onboarding

4 Benefits of Working for a Small Company

There are pros and cons to working at both big and small companies. A lot of people are attracted to the brand recognition element of working for a large company. Working for a company that most people are familiar with definitely has its perks and can sound really impressive. But being a small company ourselves, we think there’s a lot to be said about working for a lesser-known company.

98% of companies in the US have less than 100 employees, according to Business Insider. Considering we fall into that 98% category, we’re a bit partial to the small company.

Here’s just 4 reasons why we think working for a small company is the way to go.

You’re given more responsibility and a broader job description.

With less people on the team and a tighter budget than a Fortune 500 company, you’re often wearing multiple hats when you work for a small company. You may be given responsibility across multiple departments. Or you could be the only person in your department, leaving all the important decisions up to you. Regardless, you get exposure to all areas of the business that would be much harder to get in a big company.

You don’t have to go through a lot of hierarchy to make big changes happen.

Most small companies aren’t going to have that traditional hierarchical corporate structure with layers and layers of people reporting to each other. There’s simply not enough people in a small company for that to even be possible. Instead, they often have a more flat organizational structure, with just a few different levels.

The benefit of this is that you don’t have to get approval from a ton of people for a new idea or initiative to be put in place. If there’s only one or two levels in the company, that means you don’t have to wait forever to get feedback on something, and the ultimate decision makers are either yourself or the people you sit next to at work on a daily basis.

The impact you make to the organization is extremely visible and is felt across the company.

When you have a lot of responsibility in a company, it’s easy to see how you’re making a contribution. Our teammates have an impact on our bottom line the first week that they start with us. They can very quickly see how their job is important and how it helps the company be successful.

If you work for a large company, you may be isolated in one department where your work is passed on to someone else, and you never see how it contributes to the greater good of the organization. In a small company, it’s impossible to get isolated in your own department.

Everybody knows your name.

So this isn’t Cheers, but everybody still knows your name. You’re not “just a number” if you work for a small company. You get to know everyone from the CEO to the newest of hire on a personal basis. The people you work with are oftentimes the people you see and interact with the most. We’ve heard people come in for interviews who tell us that they work in an environment where they see the same people everyday, but they never speak to them or even know their name. That environment couldn’t be further from our reality and the reality of most small companies. You start to feel more like a family than a group of people that just work together when you’re in a small team environment.

Overall, there are definitely benefits and drawbacks to any work environment. But the responsibility, opportunity for growth, and impact you can make in a small organization, even just starting out in an entry-level position is tremendous. And while we may be a bit biased, we think everyone should work for a small company at some point in their career.

By Allison Walke, Talent Acquisition & Onboarding