Episode 3 Recap: Capacity Conversations with Milen Penchev

In this episode of Capacity Conversations, Jesse Taylor welcomed Milen Penchev, a member of the Client Solutions team at Beemac Logistics, to discuss strategies for overcoming common challenges in the logistics industry. Milen shared his experiences, insights, and actionable advice for freight brokers navigating a rapidly changing market.

Who is Milen Penchev?

Milen started in freight at CH Robinson and has continued to expand his wealth of experience in his current role at Beemac Logistics. Today, he focuses on building meaningful relationships with carriers and customers. His approach emphasizes the importance of adaptability, empathy, and innovation.

Key Takeaways from the Episode

1. Building Resilient Carrier Relationships

Milen underscored the importance of trust in building long-term relationships with carriers. “At the end of the day, it’s all about consistency,” he said. “When carriers know they can count on you, even in tough markets, they’ll prioritize working with you.” He also emphasized empathy and listening as a cornerstone of these relationships, noting that taking the time to hear to carriers’ concerns fosters mutual respect and reliability.

2. Adapting to Market Fluctuations

“The market’s always changing, and you can’t control it,” Milen explained. “But what you can control is how you respond to it.” He recommends leveraging data to stay ahead of trends and making flexibility a priority. Whether it’s shifting capacity to different lanes or reevaluating pricing strategies, brokers who adapt quickly are better positioned to thrive.

3. Technology as an Enabler, Not a Barrier

Addressing skepticism about technology, Milen reframed tools like Parade as a way to enhance, not replace, brokers’ roles. “Technology isn’t here to take your job; it’s here to make your job easier,” he said. By automating time-consuming tasks like sourcing quotes, brokers can focus on higher-value activities, such as strengthening customer relationships or negotiating better deals.

4. Customer-Centric Solutions

Milen champions a customer-first approach, advocating for tailored solutions to address unique challenges. “If you want to keep a customer long-term, you need to show them you understand their pain points—and that you’re actively working to solve them,” he explained. This mindset not only drives loyalty but also sets brokers apart in a competitive landscape.

Why This Matters

Milen’s insights are particularly timely as brokerage continues to face disruption and uncertainty. His approach aligns closely with Parade’s mission to empower brokers through innovative technology and customer-centric strategies.

Tune in to the Full Episode

For a deeper dive into Milen’s journey and expert advice, listen to the full episode of Capacity Conversations. You’ll leave with practical tips to elevate your brokerage business and stay ahead in a competitive market.

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