Oren Zislansky

Now, to be fair, that trucking company is not charging you $1 per pallet.

They're charging you $26.

Whether you put one pallet on board or 26 pallets on board, you're going to pay $26.

You're a smart guy.

You want to get the truck full.

You want to get your lowest possible unit economics.

You put 26 pallets on board.

You have in your head $1 a pallet.

Conversely, now you're a small shipper or you have a small order.

It could be a big shipper, but you have a small order.

You just have one pallet to ship.

That's it.

It doesn't make sense to buy the whole truck for $26, right?

So instead you go to the LTL industry, these hub and spoke operators, the UPS FedEx without the truck, without the aircraft, they charge you $2 to move that one pallet.

That's what we do.

That's what our financial model is, is that instead of charging $2 and paying almost $2, we can charge $2 and pay $1 because we're buying.

It's like we're syndicating that entire truck.

We're taking all the risk and telling the customer, don't worry about it.

I'll find the other 25 pallets to go with your one pallet.

It'll never move through a terminal.