Ryan Petersen

If you want to separate your customs from freight and there are good reasons to do so.

Like,

It's a hub for your compliance data.

You don't want to shop it out, you know, and have all this compliance records living in 10 different freight forwarder systems.

People are much more likely to have a single customs broker and many forwarders that move the freight.

But when we were starting out, like, that wasn't us, so we'd...

And when we only did customs, we were not getting, like, the legitimate companies that we wanted to build a business around.

So that was the first kind of – it's not really a pivot.

We always knew we'd go into freight, but we went there much faster than we wanted to.

And the moment we did that, it was, again, like, back to couldn't keep up with the demand.

And it became a much harder problem.

Like, customs, like, okay, cool.

This is a contained environment here.

I've got to collect the data.

I've got to transmit it to U.S.

Customs.

freight forwarding, all of a sudden I'm like unconstrained.

I'm out here in the freaking wild giant round world.

There were no APIs, still very few APIs.

A lot of manual work, a lot of like, we've built like automation and software interfaces and wherever there are systems, like a lot of integration layers into different IT systems of all the vendors.