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Malcolm Lui:
Welcome to the High Value Sales Show of Eversprint.com. I'm Malcolm Lui, the Managing Member of Eversprint, and today we're speaking with Stakh Vozniak, the CEO of Cargofy, a platform provider that reduces the time and cost of booking loads for truck drivers. Welcome to the show Stakh.

Stakh Vozniak:
Thanks for having me Malcolm.

Malcolm Lui:
Stakh, you grew your company's revenue from $378,000 in 2014 to $2.7 million in 2017, a 613% increase, and in 2018 you hit around $4.4 million. Before we talk about how you grew your company so fast, can you briefly share what your company does beyond my quick intro, and how your company differs from the competition?

Stakh Vozniak:
Of course. Yeah. So cargo flights is modular apps for independent truck drivers. That mobile apps. Truckers can access high paying loads and receive discounts on factoring too in insurance. So currently we have more than 7000 reduced rate truck drivers who are using that app and I'm originally from Ukraine. They will launch its first version of this product then we scale it our platform to India and United States is our target market. To better understand why why we have created cargo fly we have come back to the ordinary days when we just started in the US. We analyze it 300 percent of the working population in the United States. Truck drivers. And among them huge parts are owner operators truck drivers who own a single truck. But this is more than one point three million of potential customers on the 700 billion dollars market. So their operators business is a one man show because they don't own a famous brand. They use a team of employees or run their business out of a big office so everything they do their entire livelihood comes down to their truck and most of the owner operators depend on an external truck. Dispatchers were able to locate laws for them but the way external trucking station is currently run is so inefficient. It's like using a Stone Age method in a digital world. It's too expensive because it costs about twelve percent commission per load gross revenue.

Stakh Vozniak:
It's doing efficient because the regular truck dispatchers can handle only five trucks per day and it's too slow because everything is done manually. So we're making multiple calls to freight brokers sending dozens of emails and doing paperwork and I clearly understood these problems during my work in traditional trucking company. Both worked in Ukraine and based on that experience. We started cargo fly as a global digital solution for that problem so cargo fly invented the radically different method for the truck drivers have to find loads better faster cheaper than the regular truck dispatcher as much as email is more convenient than the old way to send letters by postman. So how it works. Cargo fly is integrated through its trade brokers like you behind a Traub and some chick you all this private load boards and with gateway services like ports everywhere. This allows us to get more than 50000 loads on the platform every day and use a driver and use an order he places a request using our mobile app car partner and then our algorithm takes into account his location preferable directions to minimum cost per mile and analyzes thousands of nearby load and chooses the most suitable for that driver optimistically and even the driver confirms the order. All of the necessary documents will be generated instantly

Malcolm Lui:
Right.

Stakh Vozniak:
Except more

Malcolm Lui:
Go ahead Go ahead

Stakh Vozniak:
Yeah except loads we put all of the tariffs which drivers need on constant basis. So we have some payments insurance and virtual fuel card. All of his services go with significant discounts from the regular market prices and we charge on the 5 percent commission from Lord gross revenue and drivers pay only if they actually accept it and deliver this load.

Malcolm Lui:
Write

Stakh Vozniak:
In terms of how we the better than other companies I can take the truck and market it's massive and many companies and platforms are trying to solve problems for owner operators. So it's very important to understand who our real competitors. I divided them into two prior CROSSFIRE competitors startups like Uber freight convoy. Trump seeks to use technologies to invent a new way of matching tracks and load and tire to non tech compatible traditional dispatchers and three plow operators companies or individuals who who solve the same problem. But in the old style way based on many phone calls and manual search and uploads on load board the most important conclusion from our competitive analysis is this fact that currently past competitors control less than 5 percent of the market and non tech competitors control everything else. So I think that our real competitors at this stage and in next three five years non tech startups like ours but the regular dispatcher as we assume most drivers work now. And

Malcolm Lui:
Right

Stakh Vozniak:
Based on this our goal is to use part of the market from regular dispatchers or in other words the old way to do it.

Malcolm Lui:
Right now

Stakh Vozniak:
Yeah

Malcolm Lui:
As uber freight doing the same thing as you or they did something different.

Stakh Vozniak:
Zain doing like they're trying to solve the same problem but they focus on different customer segments. They focus on shippers and you focus on owner operators and truck drivers.

Malcolm Lui:
Right okay. Got it.

Stakh Vozniak:
You have to be very very rely on automation so you create the best SoCal software and neural network that can analyze dozens of metrics like supply and demand in every state. Dynamic. The knowledge that there are always conditions etc. and use them to calculate market price instantly. In most cases by better than dispatchers with years of experience.

Malcolm Lui:
Mm hmm. Okay. Now you said before that you have seven thousand drivers in your platform but your potential market is one point three million drivers. Right

Stakh Vozniak:
Yeah. Yeah. The market is extremely big.

Malcolm Lui:
Yeah it's huge. And and these are the drivers that do. And you see these drivers are the one man shops for the most part or that or some of these bigger shops as well.

Stakh Vozniak:
Yeah. So we focus on the owner operators so. We are not working with somebody who have two or more trucks who have fleets who have their own dispatchers because sales cycle is longer and like our product is perfect for this like combo companies who have on the one truck and don't have brand and Don can't receive access to loads from big shippers because they have high requirements the V.A. helps to solve this gap for them.

Malcolm Lui:
Yep.

Stakh Vozniak:
They see the biggest value in our technology

Malcolm Lui:
Now the shippers have a shipment for you to. And you like your your platform to help place it. Now it's not exclusive. All right. Well they put a load available for your platform to place. They might be seeking other channels as well. At the same time as I write

Stakh Vozniak:
Yeah and it's actually how it happened. So when we created our website we created a forum to calculate price on it. But on the people fewer companies use it most of the load came through integration so it can be plague a plug in to cam at distance. It can be API integration. It can be information on our email so we collect all of this information and put it into our database. And after that privacy is almost immediately feels

Malcolm Lui:
Ok and how do you know that load is still available.

Stakh Vozniak:
So we have time to enrich load is accurate. It's usually something around 15 minutes.

Malcolm Lui:
Ok.

Stakh Vozniak:
And even after that we didn't find the truck driver we market this load as not not new

Malcolm Lui:
Okay. So then in that particular case if a driver wants these loads that aren't newly listed then your system should be a bit more checks to make sure that's still available

Stakh Vozniak:
Yet. He also sounds like push notification to truck driver because like Tito reaction is very important at this stage because many other companies also see that this load. And if you react better or you can close the deal driver drivers interested to buy clothes loads faster and we help them to like reduce the lag the best loads like what is the most suitable based on price and their are requirements about where they want to go. Because some drivers want to go on the on e part of you time someone wants to drive in advance someone want to come back to home every week. So there is many requirements which we take to account before sending notification

Malcolm Lui:
Right. And then the you send in location loads available that fits our criteria. Do you want it. Yes or no.

Stakh Vozniak:
Yeah. So it's a model in modular. Truck driver can click confirm or closed the model window and pay why it's given a low price or any other reason why he not try to grow with that load.

Malcolm Lui:
Yep. And what do you penalize truck drivers you keep on saying no to your offers and not offer them opportunities.

Stakh Vozniak:
Yeah. We have a claim system so if truck driver break our rules the ad claim on his profile

Malcolm Lui:
Mm hmm.

Stakh Vozniak:
And if he have more than he or she have more more than three claims for 12 months. V block account and speak with his driver send him materials have to work better or help to provide better customer service

Malcolm Lui:
Right.

Stakh Vozniak:
Because some drivers don't do it properly.

Malcolm Lui:
Yeah. But how about in terms of taking taking the load though right. Like for. My understanding is for example if you're on Uber or Lyft or something like that if you don't take enough rides they just simply won't offer you rides anymore. Right. Because you're not you're slowing down their system. So do you do something similar as well.

Stakh Vozniak:
Yes we don't do it right now but we have plans to integrate more of gamification processes because our goal is that drivers view complete ten twelve deliveries per month and some drivers do like core delivery. So we want to motivate them to accept more deliveries and we are to lower commission with every new load so they will be more motivated to accept more more more load.

Malcolm Lui:
Right.

Stakh Vozniak:
And also maybe we will provide some bonuses s one driver achieved some stage like 10 loads we will pay some bonus for that.

Malcolm Lui:
Right. Right. Got it. Now your business groove pretty rapidly. Now four years ago 2014 your at three hundred seventy eight thousand dollars. And then by the end of 2018 you hit four point four million. Right you. More than 10x your business in four years. What were the biggest drivers behind that growth.

Stakh Vozniak:
I think three most important growth factors are health one community building. So we how will we walk in on community building. We organized a yearly festival for truck drivers be towards the bed truck driver with driver of the year award at the festival. We build community events more than 10000 drivers on Facebook telegram and what's up. We constantly ask the drivers what are you current biggest problems. And based on their feedback we improve our product. Also we target our ads on local communities. For example we have ads for Russian speaking drivers in the US Spanish speaking drivers for every group. We have a unique message which helps to convey our values to them. Also a second factor is search engine optimization. So initially at this stage we paid a small amount of mining for Google ads. We've watched the conversion rate of every group of cable routes and even that conversion was good. Then we invested in search engine optimization so it allowed us to lower our customer acquisition costs in the longer term and don't spend a lot of money on excessive optimization of cable that do not bring us new customers. Essentially Klausner adds a cable and created similar landing pages for every group adapted for specific plays type of track or our services such as the like a straight track delivery in San Francisco

Malcolm Lui:
You're right

Stakh Vozniak:
Examiner truck delivery in Miami. Construction goods delivery in Chicago for every patient have an average small town organic visitors per month from storage. But as we generate at more than 100 thousand of them totally we have about one million visitors from our organic storage month

Malcolm Lui:
Okay.

Stakh Vozniak:
And

Malcolm Lui:
Now before you get into that how do you find the key words that can read again.

Stakh Vozniak:
We. Use the crash in car market. But I think we use Ukrainian terrorist issue help to collaborate with Cavour. They created a company called next week. Oh this service helped us to create groups of different cable based on our potential clients request in Google

Malcolm Lui:
Yet

Stakh Vozniak:
And then we create a similar template but with different content and this content was dynamic. So

Malcolm Lui:
Mike

Stakh Vozniak:
We spend a lot of time on that. I didn't leave this part of work but I know that it provided very good results.

Malcolm Lui:
Like

Stakh Vozniak:
And

Malcolm Lui:
You have it before you. We switch gears a little bit because I fired up my tools to check out your SDL presence and according to my tool which I'll say right at the very beginning isn't always 100 percent accurate. It showed not a real really strong NCO presence at least for the keywords it ranks for. It didn't see a lot of value in those keywords and this and I use your website cargo Buy.com to check it out.

Stakh Vozniak:
Yeah.

Malcolm Lui:
And

Stakh Vozniak:
So

Malcolm Lui:
Maybe

Stakh Vozniak:
It's

Malcolm Lui:
I'm checking

Stakh Vozniak:
Like

Malcolm Lui:
Out the wrong Web site as well.

Stakh Vozniak:
Yeah because we don't do that on our main website

Malcolm Lui:
Okay.

Stakh Vozniak:
Because it's too risky. Then Google can ban us at some stage though like cars pie it's more like more like for presenting our brands. We have different

Malcolm Lui:
Okay.

Stakh Vozniak:
Websites that generate leads and these all leads going into one system and we handle them off of that. So if you want I can share later with you our landing pages maybe use this technology but

Malcolm Lui:
Okay.

Stakh Vozniak:
It works very efficiently right now

Malcolm Lui:
Okay. That

Stakh Vozniak:
At

Malcolm Lui:
Explains why I see you in a very low FCO presence on your site and because they're sitting at your traffic is going to other sites are coming through. Okay. Makes sense. All right. So first driver is a building a community. And from that you were able to get ideas as to how you can help drivers. At the same time you can do very targeted at the messaging or the can for the communities languages. For example the second line was your search. Search Engine Optimization it's working generating a million visitors visitors per month to your site. Is there a third driver

Stakh Vozniak:
Yeah 13 I think it's new region. So our product was global from 2008. So we integrated multi language multi currency and did launch of cargo apply in three different on three different continents and zero to Asia and North America. So our goal was to understand which country will perform better. And now from three countries about the blogs the United States its most promising and biggest market these the same efforts we can generate much more revenue here. So continues conclusion is that you don't need to focus on one market and don't put all your eggs in one basket. So we have plans to expand in five or seven countries more but then we achieve high results. On the US market we want to see United States with our and anchor market driving generate enough revenue to launch new regions and expand to Nigeria to Argentina maybe. So we have some countries which means we're taking

Malcolm Lui:
Now why didn't you just start with the US to begin with. If you if you had asked me which country should I serve first in Romania India or the US with my product and then share with me your idea for your product and service I would've said go for us. It's a big market. It's established the technology is already there and available there are payment systems in place that truck drivers are familiar with already. So what's the thinking behind going into Romania India and the US at the same time as opposed to just doing us only

Stakh Vozniak:
The not not Romania Ukraine so Ukraine

Malcolm Lui:
Sorry

Stakh Vozniak:
Is

Malcolm Lui:
Ukraine

Stakh Vozniak:
My home country. So like I initially was in Ukraine and far from united states so we decided to tag this product in Ukraine as we already have a customer database. We already have experience team. So we launched it in Ukraine right now mostly at our playground so they country help us to check new hypotheses and if they work we launch them worldwide.

Malcolm Lui:
Yep.

Stakh Vozniak:
In India at this stage I hear that the US is a very competitive market entry barrier is very high. And I do believe that we will be able to have any success on the US market. But it's why we go to India. If it's a less competitive market and India have good results but we understood that India and Ukraine are emerging markets as they grow but average order value is still low. So we decided to try ourselves on the US market and to have had have these results we share your goals are there. So I'd still like very small numbers in terms of total. Available market.

Malcolm Lui:
Yeah

Stakh Vozniak:
It's like we have a lot of things to improve but I see huge potential in this technology and in the U.S. market

Malcolm Lui:
Right.

Stakh Vozniak:
Our long term goal is to have at least 11000 active truck drivers by eleven because they will be equal to 100 million dollars annual revenue. And after that we want to focus more on often the most trucks. And try to find partners. This movie will experiment on this pilot because I believe in like 10 20 years this market will change. And if we don't want to and like Nokia so we have to adopt and start using self-driving trucks at some stage.

Malcolm Lui:
Yep. Now when you said before there were one point three million truck drivers I was worldwide that you're referring to

Stakh Vozniak:
I know that along the up

Malcolm Lui:
In us. OK. That seems like a huge number one point three million

Stakh Vozniak:
Yeah dropped an industry in average it from six to 10 percent of GDP in every country. So it's

Malcolm Lui:
Yeah.

Stakh Vozniak:
Very big amount of people who are involved in this industry.

Malcolm Lui:
Right now the meter my trucks. How big a truck are you talking about

Stakh Vozniak:
So we brought in this drivers who own the cargo vans from cargo vans to keep this report. Big trucks

Malcolm Lui:
Okay.

Stakh Vozniak:
And tractor trailers

Malcolm Lui:
Right. Okay I'm thinking actually in my tracks I see about the big huge semi semi traitors right up when you mean you also lump in the smaller ones like the cargo van. I can tell you see how that could be one point three million owner operators

Stakh Vozniak:
Yeah.

Malcolm Lui:
Of such services out there. Okay got it. So for the sales growth that you achieve right. Big bump. He almost doubled your business again from 2017 2018. What do you do in particular to drive that growth.

Stakh Vozniak:
As of right now we in terms of our customer acquisition that we mostly use in us. We mostly use Facebook and this focus on a local community. So our customer position thought it's very low. It's less than dollar for per driver because like we use for Reagan for Reagan language is now at third. I think our big advantage because as an English language is much more expensive but the United States is a country of immigrants and there is many possibilities to profit from some specific groups of people who speak two or three languages. And we also have like scalability issues. So our current bottlenecks are a lack of people to support operations because we can generate a lot of truck drivers but we don't have enough people who to handle some unpredicted situations during delivery delays detentions and other problems. So we recycle cans up to make that stick and these still have problems with optimization the small start up and even having these use of neural nets for prior preparation and all other things. We know how to make it better. So our goal right now is to understand how to hire really a lot of people who will work remotely as contractors and also pop to on the board drivers. Last in manual work so they will be able to form below generate agreement. Everything happens totally automatically. So if people goes out to be real be able to grow all my spots they're like 10 20 times per year. Right now our biggest issues in terms of scalability on that s

Malcolm Lui:
So how much did the. Not having enough operations to hold you back.

Stakh Vozniak:
It's like key problems right now because like every will right now a billion special interface for people who have experience in tracking and tape you'll be able to use our brand and use our driver and make money working from home in time. Reach back to them. So it's like Amazon doing and for example very good example land star. They totally like all the company calls. More than three billion dollars. And like 99 percent of their operations are independent engines.

Malcolm Lui:
He

Stakh Vozniak:
So it's what we want to build to. Because the very astute to both follow model goals of all the technology providers if we want to create technology which will be used by different people and create value for all of people.

Malcolm Lui:
Yep. Now correct me if I misheard you. I thought you mentioned that part of your bottleneck to your growth was having tough operations people to help

Stakh Vozniak:
Yeah

Malcolm Lui:
Resolve any issues that come up. Right. So did that hold you back. You have grown. Did that hold you back even though you grew fantastically in one year from two point seven million to four point four million. Was it you could you have grown a lot more if you just had more people onboard

Stakh Vozniak:
Yeah. It's the biggest load factor at this stage and

Malcolm Lui:
E

Stakh Vozniak:
It will be over. Do you have idea how to solve that as I told. We will create a special program for engine because of envy place job ads on job boards. People tend to view doors but they leave in different parts of the U.S.. And we don't want to open office in every state but we want to create systems when people will be able to work remotely and we can hire hundreds of people every year and we will create our watch volunteer founders like how do they have to walk on a script. How do they have to speak how they have to answer on some unpredicted situation. And after that we will be able to grow much much quicker

Malcolm Lui:
Right. Okay got it. Now when you grew your business from 27 million to four point four million how much of that resulted is from getting more drivers on your platform. How many drivers do you have in 2017 and how many did you have in 2018

Stakh Vozniak:
So we almost doubled doubled in terms of amount of registrations. But right now I don't feel the driver is a real problem. Problem is how to handle them on high quality level because right now the onboard not so many drivers per day because we focus on operational part. We already have enough drivers but our utilization rate is still low. We in average drivers complete four loads more per month what they can do twelve. So it's our right now. Our biggest goal is how to improve this amount of load the drivers will be able to be more efficient and work without full time.

Malcolm Lui:
Okay.

Stakh Vozniak:
So we focus

Malcolm Lui:
Now

Stakh Vozniak:
On that

Malcolm Lui:
Are they doing loads with someone else they do for loads

Stakh Vozniak:
I

Malcolm Lui:
With you and eight loads of

Stakh Vozniak:
Yeah

Malcolm Lui:
Someone else.

Stakh Vozniak:
Yeah because before they work with traditional dispatchers and they already build connections with this people like they did a barbecue or something like that and together and right now you have to break their habit and like prove to them that we can just kind of fly it's much more efficient and cheaper. So and like there is also some other problems like gamification as we spoke before we have to integrate algorithms how drivers will be motivated to do more in our app. I hope of Envy Lounge that you will be able to increase utilization rate

Malcolm Lui:
Now that ease of use and the higher gross revenue or higher net revenue in their pockets not enough for them to use cargo by more than the traditional channels

Stakh Vozniak:
For some peoples to Greg's their habits so difficult and adoption rate on these markets is very slow. If you look on other companies like even Uber afraid that they can grow old with the same speeds that they are taxing business you earlier because this market is more slower. So we really try trying to understand the whole issue of drivers and why some of them work with us part time. Maybe it feels like not perfect product. We have to improve a lot of things to be able to handle all requests of drivers. So we we're still working on that. We found the marketing. We understood that this product is valuable for truck drivers. And right now we want to achieve the maximum efficiency of operation

Malcolm Lui:
Right. Got it. Now before you mentioned that to get to 100 million annual revenue you can get eleven thousand drivers you're at seven thousand right now. How long do you think it's gonna take for you to get from 7000 drivers to 11000 drivers.

Stakh Vozniak:
Yeah. But a very different matter. We have seven thousand registered truck drivers but we need the eleven thousand active truck drivers who will do 10 deliveries per month.

Malcolm Lui:
Okay

Stakh Vozniak:
It's not the same drivers based on our calculations. We need about three or four a year to achieve that number. But take into account that we will the race see funding later this year and we will be able to build stronger local team in U.S. and loans. This engine program so if we will do all of that we will be able to grow. Not not like like now but maybe 10 20 30 times a year. Much much quicker.

Malcolm Lui:
Okay can can you recap again. You said you have 7000 registered users now. How many of them are active

Stakh Vozniak:
So it's Honduras and we're speaking about that because seven thousand. It probably reduced to a number in the Ukraine India and the US.

Malcolm Lui:
Okay.

Stakh Vozniak:
So in terms of the US we have about 800 reduced to a trunk and hundreds of them. We're doing like full time job.

Malcolm Lui:
Hundreds are active doing 10 loads today

Stakh Vozniak:
Yeah around that

Malcolm Lui:
Okay. And you want to get to eleven thousand active. We're doing 10 loads today.

Stakh Vozniak:
Yeah even in the US dollar gold plus at market

Malcolm Lui:
So the US your biggest mark around the total revenue

Stakh Vozniak:
In terms of revenue yet in terms of operations. Ukraine is the biggest but the EU Ukraine. Average order value in Ukraine is around 200 dollars in comparison with thirteen hundred in the US. So in Ukraine we do more deliveries and we have more active drivers but our revenue in Ukraine is lower than in

Malcolm Lui:
Okay. And this is the commission you're charging to 500 dollar 5 percent commission

Stakh Vozniak:
Yeah. So if you add in average around twenty five dollars per week

Malcolm Lui:
Okay. So we see thirteen hundred dollar value added that referred to.

Stakh Vozniak:
Its average larger are rally includes cost of delivery which cheaper or broken paid to the carrier. So from

Malcolm Lui:
Okay

Stakh Vozniak:
That demand to be charged 5%.

Malcolm Lui:
Okay so your fee is seventy five dollars for this. On average for this. Okay so to get to get to your the revenue you did last year which you share the four point four million. That's a lot of orders.

Stakh Vozniak:
Yes that's right now we be doing a lot of filing. Sign up bonuses. And so our actual profit. We are profitable at this stage but we like reinvest everything in growth so our actual profit is not so high. We want. So right now it's a four point two percent of GMV. So it's our actual like gross net profit

Malcolm Lui:
Right. So good. Now I'm just gonna try

Stakh Vozniak:
By

Malcolm Lui:
And get

Stakh Vozniak:
The.

Malcolm Lui:
A get an idea of the scale of your business. I mean if if say for example you're getting seventy five dollars per commission per order I know it's a bit high because that's the US number but you're looking at doing 160 orders on average every single day of the year.

Stakh Vozniak:
Yeah. But you have to take to account for these four point four million italic GMV. The cost of all deliveries. It's not our

Malcolm Lui:
Okay

Stakh Vozniak:
Clear commission

Malcolm Lui:
Icg

Stakh Vozniak:
Saves. Yeah. But to calculate the amount of loads we have to divide it by an average order value. So it will be something like 35 100 loads per year.

Malcolm Lui:
Right. Okay. Got it. All right so four point four million is the costs of the total delivery. It's like the all in costs. Right. And then when you're in your commission is your commission is essentially your profit your gross profit

Stakh Vozniak:
Yeah.

Malcolm Lui:
Driven off that.

Stakh Vozniak:
Yeah.

Malcolm Lui:
Okay

Stakh Vozniak:
It's important that we charge 5 percent but as you have mentioned your drivers who come in we provide them clean up bonds to try our app so they don't pay some short period of time and it's in part so

Malcolm Lui:
Yep

Stakh Vozniak:
It's why we have right now four point two percent average t per year.

Malcolm Lui:
Right. Got

Stakh Vozniak:
We also

Malcolm Lui:
It

Stakh Vozniak:
Like we're working on improving that number by providing additional services and receiving cash back from them. Like in some payment Q and insurance. So

Malcolm Lui:
Right

Stakh Vozniak:
These all of that services we will be able to charge maybe around 15 percent but the drivers of your pay on the 5 percent will come from a lead generation for other.

Malcolm Lui:
Right. Got it. Now what do you see would be unfolding you said things are gonna be changing in the next 10 to 20 years the driverless trucks is one of what other things. DC will be changing in the industry that you need to adjust for

Stakh Vozniak:
So I think the biggest like most fundamental change is the people start using it on the most trucks. So it depends on that. All processes will change and it will be less people in that operation. So. So I feel that there will be a few big companies like right now manufacturers of smartphones. So it will be two big companies will operate self-driving trucks and companies will be able to leave his trucks from two operators. So it's hard to predict because to replace all the existing trucks on the earth people need something like 25 30 years. It's still very long term process. But I feel that like not only trucking but many other industries will be transformed dramatically after more wider use of A.I.. And I've done what strikes on most cars o v trying to keep our hands on food to don't means the time when we really can start using these technologies in our business. But right now we like totally focus on current problems and trying to solve current issues of truck drivers and make money on that

Malcolm Lui:
Right. Are there other markets you think that your technology can be applied in

Stakh Vozniak:
Yes we analyze briefly Nigeria.

Malcolm Lui:
No

Stakh Vozniak:
It's

Malcolm Lui:
I mean

Stakh Vozniak:
Like

Malcolm Lui:
Not

Stakh Vozniak:
Mohsen

Malcolm Lui:
Countries but I mean industries right. Could you could you be. Did you go to a motorcycle delivery could you go into couriers can you going to marine Marine Logistics

Stakh Vozniak:
Yeah.

Malcolm Lui:
Maybe throwing some ideas out there.

Stakh Vozniak:
We constantly receive the request from different companies of one of them was in construction industry and they wanted to adopt our product to dump trucks. But I think at this stage we have a lot of work in our direction and only like very small amount of their operators use our app in terms of total available market. So we don't want to lose focus and good work on that model without launching additional party calls but at

Malcolm Lui:
Right.

Stakh Vozniak:
Least now maybe it at a later stage and we will have more resources more people. And we will see reason to go to additional vertical.

Malcolm Lui:
Mm hmm.

Stakh Vozniak:
We will do that. But in next few years we then have plans like that. We want

Malcolm Lui:
Yeah

Stakh Vozniak:
To grow in our vertical

Malcolm Lui:
Yeah yeah markets each. Now is your app available on the ITN store. Like I. Can I grab it now if I wanted to.

Stakh Vozniak:
Yeah. So you can download but we have two versions one for android and one for Apple horns.

Malcolm Lui:
Nah

Stakh Vozniak:
So Apple Apple version is less developed because in Ukraine and India 99 percent of drivers use Android phones. And you ask a cross country event we paid that significant part of the driver to use Apple.

Malcolm Lui:
Yet

Stakh Vozniak:
So we started developing a rat's version of that topic. You can download the app and the update meet every two weeks so soon it will be good. We'll have much more control now. It seemed don't have the inside material. Car insurance additional services which we have in the Android version

Malcolm Lui:
Right. And for a driver to start using your app right away can a can they sign up entirely via the app and snap a photo of the driver's license and other licenses and be ready to go. Or so not more involved than that

Stakh Vozniak:
Yes there is two ways. One is to go on our website sign up and go through onboarding care in the web browser and another way you download the app and sign up into app. So after that we will send email these additional instructions what to do next. And we to speak with average driver to be sure that we have fees Because our culture with our understanding of QR that they are terrorists we should be the drivers for. But in future we want to create totally like up to on them what's the process when truck drivers will sign up and they are ready to accept loads even without we resources and going through deep verification. But at every stage we're going to have to put this

Malcolm Lui:
Yeah. How long does it take for a driver to get onboard and then get their first load.

Stakh Vozniak:
Usually eight hours after submitting a full application like this information about driver about track about company information about their team number even they have everything. Like if they fulfill all our requirements we are ready to continue accounting in ours

Malcolm Lui:
Cool. Sign any documents that you need to snap a photo and send it to you as easy as that.

Stakh Vozniak:
Yeah yeah. So we actually need obviously a documented insurance and copy of I.D. to identify this person

Malcolm Lui:
Very cool. That sounds pretty easy.

Stakh Vozniak:
I especially like average age of drivers thinking they're on 60 years they'll be trying to simplify at as much as possible that all drivers will be able to use it without they struggle.

Malcolm Lui:
Yeah it's still amazing stuff how some app designers or companies just don't get it. Oh I can make it so hard. You sign up for something and then they send you a SNF with a 10 digit code to verify and then you have to remember somehow remember those 10 digit numbers and type in to verify that you are who you are. They make it. Why do I need to type and then that just make it easy

Stakh Vozniak:
Yeah I agree but alas this version of Android and Apple they optimistically insert this code it will be easier for those of the new models to phone up a lot of experimental Ira and Android operational system

Malcolm Lui:
Yeah. I'm looking forward to that. It's just crazy them innocent people don't put thought into it. It's like why do I need to remember a real long string of numbers. Why not just give me a five digit number. Simple things like that.

Stakh Vozniak:
Yeah. I agree it would be one of our biggest concerns it's go to uni that we're trying to spend more time that we want and sometimes have delay this to launch a new version. But we are very focused on design and complexity of apps.

Malcolm Lui:
Right.

Stakh Vozniak:
I hope you like it. It's never be perfect but it's always based to improve.

Malcolm Lui:
Yep definitely a three final questions for you. If cargo fire were to have a billboard somewhere for your truck drivers perhaps to see what would be the message on that billboard in Most truck drivers or do zipping around at 70 miles per hour or so. You only have about six seconds to share your message.

Stakh Vozniak:
Ok. Maybe I would actually test two different messages to something like you. Drives a truck. We do the rest and maybe there's a dispatcher in your pocket and he reads provide better conversion rates for truck drivers

Malcolm Lui:
Okay. I like the first one you drive. We do the rest.

Stakh Vozniak:
So how will get loads in one tab in your smartphone.

Malcolm Lui:
Get what you get.

Stakh Vozniak:
Yeah. We always like experiment because all people can be wrong. You have to tell a different person to understand what supports war better and constant possible

Malcolm Lui:
Yeah. Makes sense to do that. Am I to ask questions for you. Who are your ideal customers and what's the best way for them to get in touch with you.

Stakh Vozniak:
Ok so our typical customer is a man. So it's like more than 90 percent of our customers men follow freedom because they are dependent on their operator they from 25 to 60 years old. They owned his own truck and had break in authority and they earn from 70 to one hundred eighty thousand per year. And they has a smartphone. If terrorism fit into these parameters it's more likely this person can be happy with our salaries and usually driver accepts an average 10 loads per month and pay two of only seven hundred dollars people for all of this load. So even if there is some drivers solution and and they tires of the gas stations who want to receive a profitable load too much people with one tap on a smartphone. So very easy to sign up. You can visit cargo by dot com or download the app directly from Google Play or app store

Malcolm Lui:
And happened on the load side. I'm going to get into this too much but who are your ideal load providers and how can they get in touch with you to get onto your platform.

Stakh Vozniak:
So this can be done work with small and medium businesses to live or work on Libya's huge enterprises. So that companies who need backup for their delivery. So they for example they have artisan delivery and they don't have time to find carrier so they can integrate with us and they can tend to data and their all their loads will be in our systems and drivers can see and accept them.

Malcolm Lui:
Okay

Stakh Vozniak:
So companies who who have more than 100 loads per week they are welcome to connect the and we can integrate them quickly and all our drivers to have their load.

Malcolm Lui:
Okay now and now one for companies that do more than one hundred loads per week hub hub typically how big are these companies.

Stakh Vozniak:
So it can be big trade brokers. It can be aggregators. So there is also some companies who aggregate loads from small and medium business and provide access to this world. So we also want to have companies like that but we don't have enough time to work with companies who have on the fuel load per week because it's very time consuming. Thirty two states we focus on big players to connect all of them. And after that we will go to a smaller company.

Malcolm Lui:
Okay makes sense. So like would it make sense. Like say I was wholesale flower business I distribute flowers to the florist within the area and I could I. Does it make sense for them to use a service if their delivery trucks for whatever reason can't handle the load that's

Stakh Vozniak:
So

Malcolm Lui:
Too small

Stakh Vozniak:
Could

Malcolm Lui:
For

Stakh Vozniak:
That

Malcolm Lui:
You.

Stakh Vozniak:
Put that put yes potentially yes but we are not focused on that segment so we are not limited to this local delivery. But we are focused on long trips.

Malcolm Lui:
Like.

Stakh Vozniak:
So

Malcolm Lui:
Okay

Stakh Vozniak:
Like deliveries from 300 miles. It's perfect for us because we or order rally higher and we have time to plan next trip. Those areas like our focus on this

Malcolm Lui:
Right. Your system is set up for that

Stakh Vozniak:
Know

Malcolm Lui:
Right. All right. Got it. Stakh. It's been awesome having you on my show today. I really enjoyed hearing how you grew your company so fast.

Stakh Vozniak:
Central you Malcolm made it look nice for frequency to.

Malcolm Lui:
We've been speaking with Stakh Vozniak, the CEO of Cargofy, about his company's rapid growth. For interviews with other fast growing, high value sales companies, or to learn how we can accelerate your firm's high value sales through automation, visit Eversprint.com.

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