🎣 MoLo Co-Founder Invests in Shipper CRM

Will Jenkins co-founded MoLo, helping to scale it to $615 million in annual revenue by its fourth year. MoLo was acquired by ArcBest in November of 2021 for $235 million, and the business continued to grow reaching an incredible $1.25 billion post-exit in 2022.

After that success, he launched Journey to bring world-class sales training, recruiting, and consulting services to the freight brokerage space.

Now, Will’s setting his sights on Shipper CRM, a FreightCaviar company that’s redefining how brokers connect with shippers.

Let me tell you the story of how we got here.

TOGETHER WITH TRINITY LOGISTICS

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The Idea Behind Shipper CRM

Shipper CRM’s story began with an idea and a few key connections. My co-founder, Krystian Gebis, was deep in logistics tech, having spent years building Autobon AI, a self-driving trucking company. In August 2022, we connected on Twitter after Krystian liked one of my tweets.

I'd left behind freight brokerage and was getting FreightCaviar going with memes, podcasts, and our newsletter. When I saw Krystian’s background, I thought, “This guy would be a great podcast guest.”

One call led to another, and soon, we were discussing the potential for a new tech platform for FreightCaviar’s audience.

Our initial idea was to continue an automated appointment scheduling system Krystian had been building earlier that year - which was going to be called ZipDocks. But when we pitched it to my mentor Tim Higham, CEO of AscendTMS, he gave us a reality check: “Appointment schedulers are a tough sell for shippers. But you know what every broker needs? A CRM.”

Krystian remembers thinking, “The last thing I wanted to build was a CRM,” but the advice stuck. We bought the domain that day, and Shipper CRM was born.

A Bumpy Start and the Magic Map

Within a week, we realized most of our users had no data to enter into a CRM. The most common question we received from customers was, "How to find shippers?"

Both Krystian and I knew the pain of prospecting for shippers and the hours of research that go into each company. So we started asking the question - "Why is there no central shipper database that everyone in freight can look up shippers in, just like with FMCSA SaferWeb?" Every company was doing the same research anyway - and we believed we could save companies tons of time by doing it for them.

Our first attempt at a launch was at TIA in 2023, and I’ll be honest—it was rough. As Krystian puts it, “The product was half-baked.” We had early customers, but it was clear the platform needed more. We went back into stealth mode and got to work.

That’s when the idea for the Magic Map came along: an easy way to geographically identify potential shipper prospects using a map. For the first time, users could now also view all other discovered company locations and even see who the logistics managers are.

Shipper CRM is a purpose-built platform to cut research time down from hours to seconds, giving brokers the data they need on over 51,000 researched shippers.

TOGETHER WITH OTR SOLUTIONS

Brokers can utilize customizable working capital solutions from OTR Solutions to bridge the gap between carrier and customer pay dates. Beyond the cash flow advantages, utilizing working capital solutions also drives increased revenue due to Quick Pay adoption – as high as 12% when combined with Epay Manager.

OTR Solutions is a trucking technology and freight factoring company that was founded in 2011. In 2024, OTR acquired Epay Manager, a back-office automation and carrier payments platform that is revolutionizing broker back-offices with its proactive invoicing workflow.

Will Jenkins: The Perfect Partner

After MoLo, Will founded Journey, focusing on sales training, recruiting, and consulting for freight brokers. His goal? To create structured, impactful sales training—a major gap in the industry. "I knew I wanted to build another business," he says. "I’m super ambitious, willing to do the work, and I felt really good about what we’d done with MoLo. But this time, I wanted to help others grow sustainably.”

Will knew there was a missing link in training standards for freight brokerages. “Most companies just sit new hires next to someone and say, ‘Good luck.’ It’s a mixed bag of results,” he says. By late 2023, Journey had a solid client base and momentum.

So when he heard about Shipper CRM from me and Krystian, the timing couldn’t have been better. Will recalls his first thoughts: “I wonder if these guys need more investors. This just makes so much sense.” The more we talked, the more it became clear that Shipper CRM and Journey could be a powerhouse together.

By the time he’d seen the improvements we’d made over the summer, he was all in. “The product has absolutely advanced in the last few months,” he said, adding, “For me, it’s about helping freight sales teams get a tool they ‘have to have.’”

The decision solidified for him when he met Tim Higham. “I hadn’t gotten a chance to really get to know Tim,” Will said. “But seeing how invested he is in Shipper CRM’s success… it made me feel more comfortable wanting to invest.”

What This Partnership Means for Shipper CRM Users

With Will’s investment, Shipper CRM isn’t just a CRM anymore—it’s a full-on freight sales powerhouse. Through our partnership with Journey, every Shipper CRM Pro user now gets access to Will’s high-impact sales training, covering essentials like cold calling, emailing, and managing a pipeline.

As Will puts it, “The best tools in the world mean nothing if you don’t know how to use them to get shippers to say yes.”

If you’re ready to experience the difference a purpose-built CRM can make—complete with training and support to accelerate your sales journey—check out ShipperCRM.com and see what this partnership can do for your team.

Plus, hear more from Krystian and Will in the latest episode of Journey's Choppin' It Up Podcast.

🎣 THE FREIGHT CAVIAR CORNER

• Conferences: F3 Future of Freight Festival, November 19-21 in Chattanooga. Get $1395 off with our special link. In February, join us at Manifest Vegas 2025. Register with our link and save $200.

• Freight Jobs: Find the latest freight job listings here.

• Podcast: In this week’s episode of The FreightCaviar Podcast, we sit down with Thomas Mella, President at Sightline Freight Partners, a transportation software consulting company. Watch here.