In the latest episode of Trucking Tomorrow, we sat down with Tom Herlache, the Owner and President of Herlache Truck Lines, a successful small carrier based in Oshkosh, Wisconsin. Tom shared the story of his company's growth, from humble beginnings sweeping trailers to becoming a leading regional carrier with a reputation for reliability, strong customer relationships, and high service standards.
Tom’s journey into trucking wasn’t planned. Fresh out of college, he had no idea the industry existed until his uncle started a trucking company, and Tom began helping by sweeping trailers. Soon after, he moved into dispatch, learning the ropes through trial and error, as well as valuable feedback from drivers. This hands-on experience shaped his understanding of the operational side of trucking and laid the foundation for Herlache Truck Lines.
“I learned some lessons the hard way... Listening to the drivers, keeping the revenue per mile high—that’s what keeps the business going.” - Tom Herlache
Tom emphasized the importance of learning from mistakes early on. He encountered challenges like dealing with notorious grocery warehouse deliveries and inefficient dispatch routes. However, by taking feedback from drivers seriously, he was able to refine operations and increase efficiency.
One of Tom’s key insights was understanding the value of communication. His experience at Coyote Logistics instilled a "no excuses" mentality that he carried into his own business. For Tom, strong customer relationships and clear, proactive communication are essential, even in a competitive landscape dominated by mega carriers like Schneider.
A key factor in Herlache Truck Lines’ success has been building a strong team of drivers and fostering a culture of transparency. Tom highlights the importance of setting clear expectations and making sure everyone understands the metrics that matter, such as gross revenue and rate per mile.
For example, one of his drivers grossed $341,000 in 2023 at a rate of $2.71 per mile, metrics that Tom strives for as a small carrier. This focus on key performance indicators helps keep the company competitive and profitable, even against much larger carriers.
"Our highest-grossing driver in 2023 was at $341,000 gross and $2.71 per mile. Those are the numbers I’m shooting for as a small carrier." - Tom Herlache
In addition to focusing on relationships and operational efficiency, Tom leverages technology to stay ahead. Trucking is evolving, and Tom understands the importance of staying on the cutting edge, whether it’s through new dispatch systems or tracking tools.
Looking forward, Tom's goal is to continue scaling Herlache Truck Lines while maintaining the personal touch that has been central to the company’s growth. As he puts it, "doing the right thing every single time that you have a bridge to cross makes all the difference in the world."
For those looking to build a successful trucking business, Tom's advice is clear: focus on the relationships, communicate proactively, and always keep an eye on the numbers that matter. His story serves as an inspiring blueprint for small carriers looking to grow in an increasingly competitive market.
Listen to the full episode on Spotify or Apple Podcasts to hear more of Tom’s insights.
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