What’s the best compliment you’ve ever received in business?
The best compliment I’ve ever received was something that occurred recently actually. I was talking with our ownership team, and it was mentioned that several of our employees had mentioned how awesome it is to work for Aloha Freight.
The reason why I think this is such a great compliment is because you basically need to be doing everything right for an employee to have that viewpoint. It goes without saying you first must be profitable as a company. Without being profitable, you can’t afford to have the right equipment, supplies, facilities, pay, and perks. Assuming, of course, the company has ownership willing to invest in all those things.
Secondly, you must have a positive company culture. At Aloha Freight, we work hard on making our company an enjoyable place to work. To clarify, that doesn’t mean we are simply just nice people. We have a culture of productivity. With that mindset, the people who are high producers will stay and the others will leave. The happiest places to work are places where people are held accountable, but at the same time also want to be held accountable.
The last reason why I think this was such a great compliment is it means we are doing something different than our competition. The employees who made these remarks all came from our competitors, which is why I was so happy to hear this. Our company is built off of our employees’ hard work, so it means the world to me that they love working hard for Aloha Freight.
What’s one decision that completely changed the course of your career?
In 2013, I made the decision to start Landmark Logistics with my now business partner Corey Corea. Looking back, it was the stupidest but also best business decision of my life. I’m glad at the time I made this decision. I was young and naïve enough to make that decision because it was one rough ride in the beginning. Super long and stressful hours for two to three years straight while we built a business from nothing.
I don’t think I could do it now, especially with a family. But we were young enough and didn’t have much to lose. We knew we could always figure out something else in a worst-case scenario situation. I remember vividly the many talks about pulling the plug because it didn’t seem like we would make it those few times when things got really tough. But in the end, through a lot of hard work and a boat load of luck, we managed to pull through and ultimately land the deal of our lifetime, which was to partner with Tradewind Capital to purchase our competitor Aloha Freight. I would put the decision to partner with Tradewind Capital in very close second place because that decision changed my life the most. But the decision to start Landmark Logistics is still number one because without that, nothing else would have been possible.
What’s one thing you think every man should know how to do?
Sell. I got lucky with a business partner who can sell anything in a way that transcends just the sale. I’ve learned that a great salesperson doesn’t just sell ice to Eskimos. That’s cool and all but isn’t sustainable as a reputation, which is the most important thing for sustained success as a salesperson.
Great salespeople really care about what they are doing and have the ability to critically think about ways to improve their clients’ businesses. They care about how and why their product can help the client’s business and add value to their company. It truly takes a person who not just understands their product but also their client’s business. I’ve sat in many meetings where we have changed the way our clients do business because we came up with creative, cost-saving ideas, which also usually results in them being more efficient.
By taking this approach, you will not just save customers money that almost any competitor can do, but rather you will have a relationship that will be hard to break. Lastly, a great salesperson will have a high level of trust with their client—the ultimate goal. This skill takes time and effort to develop as it’s far more than just having the “gift of gab”. In my opinion, it’s one of the greatest skills to possess for long-term success but, most importantly, success that comes with a positive reputation.
What does leaving a legacy mean to you?
I suppose you can have a legacy that is positive or negative but I only think it counts if it’s positive. What it means to me is you have left a positive impression in people’s mind about you and what you meant to them. To me, a real legacy is more of a feeling than anything else.
Who’s a local role model that helped shape your mindset?
He’s no longer here, but I would have to say my dad. He helped me in so many ways that I only now realize. I’d give anything to be able to tell him how grateful and thankful I am for everything he taught me growing up and in my early business career. I wouldn’t be here today if not for his guidance and support. He was my biggest fan and I can say I am now his. I just wish he knew that while he was still here.
