Angie Bretag with Motive

Intro: Broadcasting live from the Business RadioX studios in Nashville, Tennessee. It’s time for Nashville Business Radio. Now, here’s your host.

Stone Payton: Welcome to another exciting and informative edition of Nashville Business Radio. Stone Payton here with you this afternoon. This is going to be a good one. Please join me in welcoming to the broadcast with Motive Angie Bretag. How are you?

Angie Bretag: Doing good. Thanks for having me.

Stone Payton: Well, it is a delight to have you on the broadcast. I got a ton of questions. Angie, I’m sure we won’t get to them all, but I think a good place to start would be if you could share with me in our listeners mission. Purpose? What? What are you and your team really out there trying to do for folks?

Angie Bretag: Motive, we exist to solve the problems and help companies that are in the physical economy. So what that means is we build tools to make companies safer, more productive and more profitable. And I feel like if I was explaining this to my mom and I said physical economy, she would probably ask a question. So I’ll explain that. I think when we say physical economy, what we mean is we are partnering with the companies that build and power our homes. They support our infrastructure, they manage our waste, they grow, deliver our food. It’s like any any company that’s out there moving, delivering, producing a product like Motiv is designed and is built to really support them. You know, that’s what we do.

Stone Payton: What is the backstory? How in the world did you find yourself in this line of work doing this kind of service for folks?

Angie Bretag: Motiv found our way here. Um, over a decade ago. We got into this wild world of transportation initially just to digitize paper logs. And so the transportation industry was still doing everything on paper. And so we saw an opportunity to create a tool to be able to digitize those logs. And that’s how we got started. And, you know, the rest is history. You know, we’ve we’ve definitely expanded into different industries and different products, um, all with one idea in mind. And it’s just really to make the roads that we drive on safer and the companies that we serve more productive and more profitable.

Stone Payton: So have certain industries, sectors sort of gravitated to your work? Are there some that you really align with? Really?

Angie Bretag: Well, yeah. We, uh, we serve tons of different industries. Uh, you know, when we first got started, like I said, we were primarily in the trucking and transportation industry. Uh, but now over half of our business consists of companies that are outside of that industry. So construction, oil and gas, home services, landscaping, you know, anything that is, you know, delivering, producing like driving the physical economy. We can partner with.

Stone Payton: So what drew you to Nashville?

Angie Bretag: Motive. You know, motive saw the opportunity to, you know, create a, you know, an office, a culture and build out our sales team in Nashville. And so, you know, in 2018, we made a huge investment in the Nashville market and built out some incredible office space right up the street from the Ryman. We’re on fourth and church. And yeah, we we’ve got two floors and a building, the L and C building. And, you know, we saw it as a great opportunity to be able to be in the heartland of America that not only will help us serve our customers, but also attract a lot of awesome talent to come work at motive as well.

Stone Payton: So now that you’ve been at this a while and you clearly have, what are you finding the most rewarding? What’s the most fun about it these days for you?

Angie Bretag: Oh, um, yeah, I, I think, you know for me, but I think if you ask anybody at motive, you know, we really are drinking the Kool-Aid in terms of knowing when we sell our product, we make the road safer and we save lives. And so, you know, it’s exciting to sell a product that we know makes a difference and is meaningful. And so I love that. Um, but also the motive team is incredible. And we’ve got a lot of really motivated and excited folks that, you know, work on the sales team, but also an engineering customer support. And I think honestly, all the way up, our executive team, you know, people just really care and really believe that what we do matters and what we sell makes a huge difference in the industry, in the communities that our customers provide services in.

Stone Payton: Okay, so let’s dive into the work a little bit and whatever is is most practical for you. Maybe walk us through a use case. But I’m interested to know like what? What happens throughout the I don’t know, the engagement, the work with a client. Walk us through what that looks like, if you would.

Angie Bretag: Yeah. So a good example would be we are reaching out to these companies that are, you know, in their in various industries, but we’re trying to get in touch with whoever’s managing safety or spend or, you know, any like anything that would kind of fall into the bucket of profitability, productivity or even safety. And so, you know, depending on kind of where we, you know, start the conversation or, you know, how we kind of get a seat at the table, you know, we’ll kind of take it from there.

Stone Payton: Like, what is the customer pain point like and what’s the what’s the relief. Say a little bit more about the specific service and and what they’re getting from you guys.

Angie Bretag: Yeah I think when we speak safety, we’re talking about, um, one of our kind of key products that’s changing the way that we do safety is dash cameras. You know, we give companies visibility into what’s happening behind the wheels. They’re behind the wheel. And then also, you helping use our AI technology to identify unsafe driving behaviors and help coach drivers to make them safer at what they do. So Dash cameras is a great example of how we’re able to make some real, tangible impact on the roads.

Stone Payton: So I wasn’t anticipating that. I say more about how you’re utilizing AI to to bring this to bear.

Angie Bretag: I mean, what company isn’t talking isn’t slang in AI these days, right? You know, I think everybody really says that. But at the end of the day, you know, we are using AI computer vision to help companies be able to understand what’s happening behind the wheel. So, you know, our AI models are helping companies understand things like drowsiness, people not wearing their seatbelt, cell phone usage, um, unsafe lane changes. And so our technology can see both in the cab what’s happening in there, but then also what’s happening on the roads around them to provide coaching. But also, you know, alert drivers when necessary to put the phone down and to get their eyes back on the road.

Stone Payton: What a marvelous application for AI. So you can your sensors your technology can pick up that these things are happening. And then you’re also able to to provide some support system and some some ideas to help them mitigate it or prevent it in the future, it sounds like.

Angie Bretag: Exactly. Um, you know, and when I talked about, you know, we we really believe that we make the road safer. You know, we hear that from customers all the time, that they have it in their own vehicles. And they themselves are better drivers because, you know, they have the motive technology in their cabs. Um, but yeah, I mean, we were able to detect it and kind of curb it on the spot, but then also go back and help drivers, you know, replay, you know, pull the tape and, you know, see what’s happening. And it allows them to provide coaching to their drivers and help. You know, make some real, meaningful changes.

Stone Payton: So I’m interested to know how the whole sales and marketing thing works in your industry. And then I guess, in particular, I’m interested to know when you first started bringing this to the market, I mean, did people jump all over it or was there a little. Did they bristle with it a little bit at first?

Angie Bretag: Yeah. When I think for cameras specifically, um, kind of the safety, the safety product, I think, you know, the drivers that are good at what they do are really proud of, you know, their safety scores and being able to, you know, really prove that what they do behind the wheel is safe and great. And I think, you know, some of the other drivers maybe aren’t as excited initially, but they definitely get on board. And I think it’s because this isn’t, you know, this isn’t a punish, but it’s to coach and to curb and to improve. And so, yeah, I mean, I think if anyone you know, is used to doing, um, you know, used to doing what they do without it and then they, you know, have something in there that’s kind of reminding them that, yeah, it could, it could be a little bit like it’s not even I wouldn’t say startling, but it could definitely be a change. So I don’t think they’re necessarily enthusiastic enthusiastic about it initially, but they really see the benefit. Um, and it helps their drivers and themselves get home safe at night. And at the end of the day, at the end of the day, that’s what matters most.

Stone Payton: Uh, earlier in the conversation, did you say 2018 is when you began to make an investment in the in the Nashville area?

Angie Bretag: Yes, sir. 2018. So, um, a couple years before, um, Nashville, I think, really took off. And everybody, you know, everybody decided to pack up and move here.

Stone Payton: And the team’s growing continues to grow. What are some some near mid-term plans in that regard. You just you’re going to keep going down that path.

Angie Bretag: Yeah. Nashville is such an awesome market for us. Um, we primarily in the Nashville office. We have a lot of sales folks. Um, and then the majority of our business development team is also here, too. So that’s usually, you know, more, you know, junior a little bit earlier on in their sales career, folks that, um, are, you know, just starting off. And so we see a lot of value in, um, you know, recruiting in this market and, you know, getting people that ended up here after college or, you know, moving to Nashville. Um, and our, you know, jumping on the bandwagon.

Stone Payton: So recruiting and development, uh, I’ll confess, and my listeners know that I’ve had my struggles with that over the, over the years, but I’d love for you to speak to your experience in, in recruitment development retention. I don’t know culture, any counsel you have in that regard and maybe share some of your experience over the years. I know it would be helpful to me and probably for our listeners.

Angie Bretag: Yeah, I my background before motive was, um, in the recruiting technology space. So I worked for many years at Glassdoor. And so I, you know, I think something I’ll always say when you’re looking to recruit and, um, you know, build a culture and, you know, really expand your talent is listen to what people are telling you that work there. You know, look at you know, look at your look at the reviews and kind of read it and, um, address it. So yeah, I think, you know, that’s always a little piece of advice. I always say, you know, pay attention to what’s being said out there. You know, there’s usually a little bit of merit. Um, but when it comes to recruiting, I think, you know, we luckily have an amazing brand, both in our industry but also in just the technology world in general. Like people, you know, come to motive. They’re excited to be a part of, um, you know, to be a part of the team. But, you know, some of the things that we’re really looking for. And I’ll speak to the sales side. Um, you know, as someone that does a lot of recruiting here in this market, uh, for salespeople is, you know, we’re looking for the ideal team player.

Angie Bretag: That’s like a recruiting methodology. You know, we’ve read a long time ago, but the idea is, you know, we’re looking for three things in our candidates. We’re looking for folks that are humble. You know, they don’t have a huge ego. They really want to, like, learn and grow. And they know that they don’t know things. And so they’re hungry to develop. Um, so humble, hungry. You know, they want to work really hard and they’re willing to, you know, put the work in to get the results that’s necessary. So humble, humble, hungry. And then the last one is just smart. Like they’re firing on all cylinders. Um, they’re able to, you know, understand complex ideas and be able to break into new industries and be curious and so humble hungry and smart is really what we look for on the sales side to identify talent. And then I think, where do we find it? We look across all industries. You know, you don’t have to come from one of our competitors necessarily to really be able to connect with the transportation and kind of physical economy industries that we serve.

Stone Payton: I think you make an excellent point, because I do think, you know, if you’re coming into a software firm and you’re coming from a surfboard manufacturer, you’ve got some perspective, some insight, some objective lens on some things that could really bring tremendous value to the software firm. Right.

Angie Bretag: Oh, yeah. Um, it’s always fun when we, you know, we bring someone in from a completely different industry and they kind of look at what we do, and they’re like, why don’t you why don’t you do it this way? And they think about the problem or the opportunity just slightly different. And it really changes the way that we operate So yeah. Absolutely. People diversity of thought and backgrounds makes a huge difference when you’re building out a team.

Stone Payton: Well, and that’s another interesting topic that you’re bringing up. I’ll call it innovation or creativity, because I think most of us who lead organizations large and small want to have an innovative creative culture. And at the same time, it’s not like you can jump on every cool idea that gets mentioned. Do you guys have any kind of like, rigor, disciplined, structured process for having that feedback loop and a way for people to contribute ideas and then treat it with some due diligence and, and then also so that the person that submits an idea and you don’t adopt it, they don’t feel beat up. Have you lived through any of that?

Angie Bretag: Oh, yeah. We always say like, you know like you’re like, you’re going to do something wrong. You know, the sooner that you can, you know, mess something up, the sooner you can figure out how to do it the right way. And so I think that’s one thing that we do really well, is create the space for people to learn and to grow. And, you know, we don’t expect perfection. We expect effort and we expect results. Um, and, you know, we we aren’t we aren’t perfect. We have really good, awesome ideas to go out and engage with prospects. And then we have kind of crappy ones, too. You know, it takes a couple of crappy ones to find the really good ones too. And if you don’t make people feel safe enough to come with all their ideas, then you’ll miss out on the really good ones.

Stone Payton: So I’m almost certain the answer to this is yes, but I’m going to ask anyway and maybe you can expand on it if that is the case. But I’m interested to know, have you had the benefit of one or more mentors along the way to help you navigate the terrain, like from transitioning from recruiting to this arena? And then as you continue to grow and things change, have you have you had a mentor or two?

Angie Bretag: Oh, yeah. I’ve had a ton of mentors. Um, you know, people I still keep in touch with from, you know, other organizations that I was lucky enough to work at and then internally at motive. Um, there are just so many people that are invested in want to support. Support you. You know, I feel like I, you know, have had the opportunity to work for some really great leaders. Um, and specifically at motive, you know, I shout out Ben Nott-bower. Um, you know, I have like a full, like a folder on my computer that’s just like my one liners of, you know, little tidbits or things that I’ve learned from him, from him throughout the years, um, that now, you know, I’m passing on to the managers that report to me and, you know, they’re passing on to their ease.

Stone Payton: So I don’t know when or where you would find the time, but, uh, interests, passions, hobbies, pursuits outside the scope of your of your work. My listeners know that I like to hunt fish and travel. Anything you have a tendency to nerd out about that’s not transportation and AI?

Angie Bretag: Oh yeah, I’ve got I’ve got toddlers and so, um, yeah, I mean, we they keep us busy, you know, we’re toting them to baseball right now and dance and gymnastics. Um, but yeah, we I mean, I think our toddlers keep us really busy. And then, you know, I am a huge football person. I grew up with brothers that played collegiate football. My, you know, every man in my family is a football coach. They all coach for the high school team back home. So yeah, I feel like, you know, we are officially, um, you know, in football season. And so that is something that I nerd out on, you know, I will nerd out on for the next six months.

Stone Payton: So we touched on sales and marketing a little earlier in the conversation, but I understand that you guys are going to be at an upcoming conference. Is that accurate?

Angie Bretag: Absolutely, yes. We’re going to be at MCE here in a few weeks in October. We’re really, really excited about it.

Stone Payton: And if you would share with us what MCE is and kind of your your strategy, like what will you try to accomplish? I mean, do you have you probably do have some sort of strategy or set of objectives that things that you want to get accomplished while you’re there? Yeah.

Angie Bretag: Yeah, absolutely. We are lucky enough to be one of the premier safety performance partners. Um, you know, it’s a really important industry event for us. You know, it brings together a bunch of different trucking industry leaders, CEOs, executives, um, and they all kind of nerd out over new things that are happening in the industry. And we are so excited to, you know, sponsor that and be a part of the conversation and just have the opportunity to really sit with, you know, folks that are already partnered with motive, but also that are curious about what we do and how we help companies like theirs. So yeah, I mean, I think best case scenario, we have some awesome conversations and learn things we don’t even know yet about our industry and identify, you know, problems that we can continue to solve for, you know, the companies that we serve. Yeah, we’re really excited about it.

Stone Payton: And where is it going to be.

Angie Bretag: Here in Nashville?

Stone Payton: Oh, right in Nashville. That’s fantastic. Well, I’ll tell you, my experience has been, as you might imagine, we do a lot of conference and trade show work where we are doing live radio, either on behalf of the conference organizers or an individual vendor. Exhibitor will hire us to do radio in their booth. And I have observed that particularly those firms that really do approach it with some real intent and objectives. I mean, you can get so much accomplished in terms of genuine relationship building in the space of a 2 or 3 days that that, you know, has an impact for for months and years, can’t you?

Angie Bretag: Oh, yeah. And especially this industry like we you know they are you know they’re they love the idea of getting to meet with people face to face and building those relationships. And, you know, the value and problems that we solve are so real. Um, and, you know, I think having the opportunity to really connect with them and, you know, spend some time with them in person makes a huge difference in, um, you know, being able to build opportunities across the spectrum.

Stone Payton: Well, I would say good luck at the conference, but I don’t think you need it. It sounds to me like you’re approaching it with the right mindset and a plan, and I am interested to to hear how it goes. So maybe you’ll swing back around and and tell me about the the experience before we wrap, I would love to leave our listeners with, I don’t know, a couple of lessons learned, maybe some pro tips. And it doesn’t have to be confined to the transportation industry, although that might be a perfectly appropriate point of focus for this. But just, you know, just running a business and scaling a business and recruiting, let’s leave them with a couple of quick pro tips or lessons learned, if we could.

Angie Bretag: Yeah. Um, yeah, I think a couple a couple pro tips or just things I’ve learned throughout the years that I think has that matter are, um, you know, the first one is it’s really it’s at the end of the day, it’s more important to be interested than interesting. You know, I think focus more on your customers and, you know, be obsessed with ways that you can serve them, um, and design your product and your company around being able to really solve their problems and, um, be more focused on them than focused on yourself. So I think you know, it’s more important to be interested than interesting. Um, I think that applies to any industry, transportation or not. Um, you know, that’s going to, at the end of the day, make you stand out and make your make your company successful. Um, and then I guess on a personal one, you know, I think one way I pursue life and business and, you know, you can start to see people that kind of view it in a similar way to, you know, there’s going to be a bunch of stuff that you have to do. You know, you have to, you know, in the sales space, you have to make cold calls, you have to, you know, send emails and kind of do some stuff that maybe isn’t as fun as, um, you know, getting to like, sell.

Angie Bretag: But, you know, those are the things you have to do. And I think the people that view it, the task view, the tasks that feel less exciting or less fun is kind of get to’s. Um, as you know, I get to make calls like, I get to go out and talk about motive. I get to, um, you know, I get to do these things because I have an awesome job. Those are the people that are long term, really successful. And, you know, that’s in business, but that’s in life too. You know, the people that, um, you know, I get with, especially with my toddler, you know, I get to read the 10th book tonight before bedtime versus I have to, I think, you know, viewing life and the the get twos versus the half twos really will change your perspective and how you approach work in life. And I, I think that’s been some of the best advice that, you know, I’ve received over the years.

Stone Payton: Well, I am so glad that I asked. I think both points are marvelous. Counsel. I am probably going to borrow slash steal. Interested? Over. Interesting. I’ll try to remember to credit you at least the first few times I say it.

Speaker4: Deal?

Angie Bretag: Deal. Well, thank you so much. This was exciting. I hope, I hope we shared some stuff with the listeners that they get some value from.

Stone Payton: Oh, without a doubt. All right. What’s the best way for our listeners to learn more about motive, tap into your work. Uh, you know, maybe learn about, you know, the where you’re headed. Maybe someone’s interested in a career with motive. Let’s leave them with some coordinates. You know, a website or whatever you feel like is appropriate.

Angie Bretag: Yeah. I mean, if you’re in the Nashville area looking for a sales gig, absolutely. Check out our careers page at Go motive.com. We’re on all the socials. Um, you know, if you want to learn a little bit more about life at motive, um, you can see some of our cheesy, cheesy posts about what it’s like to actually work here and learn a little bit more about the culture. Uh, we’re on LinkedIn. You know, those are great places to go. Check us out and then, you know, if you are going to be at MCE, um, in October and you know, you’re going to be lucky enough to be a part of that, stop by, talk to our team. You know, we’re really excited to talk about some of our new product releases and spend some time with the folks in the industry. So if you’re at MCE, check us out at our booth. Um, we cannot wait to meet with you. So yeah.

Stone Payton: Angie, it has been an absolute delight having you on the show. Thank you for your insight, your perspective, your enthusiasm. And I gotta say, your your wisdom. You, you and your team really are doing important work and we sure appreciate you.

Angie Bretag: Oh, thank you so much. We we love what we do. And, you know, we feel lucky enough to be able to work for an awesome company that makes a difference.

Stone Payton: I believe it. All right, until next time. This is Stone Payton for our guest today, Angie Bretag with motive and everyone here at the Business RadioX family saying we’ll see you again on Nashville Business Radio.