Ryan Petersen

But we've already learned, like, man, it's way better if your market's growing and you don't have to fight.

It doesn't have to be such a knife fight for every, you know, incremental customer.

So, yeah, it's bad for business.

We have found ways to stand out.

You know, technology becomes a big piece of this puzzle of, like, our visibility tech has been more important than ever.

for helping people figure out where's my stuff?

When is it going to arrive?

What container ships are having to be rerouted?

Where are these containers getting dropped?

Like some of the core value props that Flexport offers are like actually more valuable and more differentiated in that environment.

Same on the tariff front.

Like we built all this tech

to help companies manage their tariffs and figure out how much do they owe.

Because it used to be simple to calculate, but now you need to know on what date did this container clear customs.

Tariff rate on one day is way different than it was a week earlier or a week later.

And what refund am I going to get?

And how do I help people get refunds from tariffs now that the Supreme Court kind of overturned the tariffs?

So we've seen that we can definitely stand out with tech in this volatility and turn it to our advantage.

That said, like, you know, I'd much rather have a growing market where everything's Goldilocks.

It's very interesting.