When you win that first trial load with a mid-market shipper (8–12 loads/week, Midwest), what are your first 14 days of touches to pivot from rate talk to reliability so it sticks? I’m running a cadence of day-2 check-in, day-7 dock walk, and a day-14 mini QBR with OTP/OTIF and dwell pulled from project44 — seeing promise, but I’d love to hear what gets you the second lane without undercutting margin.