income in six months of 2014 ($6.3 million) than in all of 2013. On a wall to the right of
Cushman’s desk in his corner office of PAM Transport is a huge map of Mexico, which has been instrumental to PAM’s growth these past five years he said. “I certainly retooled the out- side sales team. My first hire was a guy that I knew from my past who lived in Monterrey, Mexico, an extraordi- nary individual,” he said. “I worked in Mexico and I feel you have to have a strong presence in Mexico.” While PAM has further grown its
dedicated divisions, such as the auto- motive business, it’s made progress in expedited work, which now comprises 20 percent of the company’s overall revenue, Cushman said. “This division is very diverse and very service sensi- tive,” Cushman said in PAM’s second- quarter statement. “By the nature of the business, we keep drivers moving, and they get the miles they desire. We’ve focused on loading the expedited loads where they land, and as a result, we are experiencing positive trends in reducing deadhead.” “Our Mexico division continues to
grow, and because these lanes generally represent a long length of haul, drivers like it. The ability to successfully man- age this business so that drivers get to and from the border is imperative in order to maintain driver satisfaction.” Cushman said that since late last
year, PAM has been more successful in the diversification of its dedicated customer base. On the other hand, the random fleet side, the one-way business model, is half the size it was two years ago, he said, because of the driver mar- ket. It’s the one area he cites as a struggle amid a wealth of great news at PAM. As a basketball player in college,
Cushman, like most big men, wanted the coach to let him take the outside shots that typically go to the shoot- ing guards, but his role was designed to clean up the garbage inside with rebounds and defense and converting the high-percentage baskets in close. In a way, he had to power inside to get to
ARKANSAS TRUCKING REPORT | Issue 4 2014
DAN CUSHMAN: AT A GLANCE
HOMETOWN: Chicago Heights, Ill. BIRTH DATE: January 27, 1955 FAVORITE BASKETBALL PLAYER: Michael Jordan FAVORITE ITALIAN IN NORTHWEST ARKANSAS: Pesto Café in Fayetteville
DREAM DINNER (ANYONE, LIVING OR NOT): My dad and my mom, for sure, and my son. And you know, I met David Feherty (of Golf Channel fame). He’s unfiltered. I was fortunate to go on an event to Pebble Beach, and I met him there … I saw him again at a retailers conference this spring and, same thing, unfiltered. He’s very open about his troubled past. I’d have him there.
BEST GOLF COURSE YOU’VE PLAYED: When I used to play a lot, I was fortunate to play a lot of great courses: Valhalla [Louisville, Ky.] , where the PGA Championship was just held. TPC Sawgrass [Florida]. Merion [outside Philadelphia]. I played Jack Nicklaus’ course, Muirfield Village [Ohio]. I played Alotian [Little Rock]. It’s amazing, beautiful.
WHERE WOULD YOU PLAY THAT YOU HAVEN’T?: At this stage, I’m not a good golfer. I don’t want to be tortured. In non-tournament conditions, I hear Augusta National is very playable.
FAVORITE MEAL: Fish, as often as I can. Being a single guy in town, I eat a salad every day for lunch. Chicken and rice at home nearly every night. I’m the most boring eater. I don’t cook.
BEST LOCAL RESTAURANT FOR FISH: I usually go to Bonefish Grill or Crabby’s. I’m not a big tilapia guy or want sea bass. I like a little fishiness. I love salmon.
WHAT FOOD DID YOU HAVE IN CHICAGO THAT YOU WISH WAS HERE?: I never get to Chicago, but I would want a shaved beef sausage sandwich with Giardiniera. I even found some Dell Alpe Giardiniera at Walmart. It is hot, man!
WHAT BOOK ARE YOU CURRENTLY READING?: “The Boys in the Boat.” I didn’t think it would be as interesting as it is. Also, have you read “Unbroken”? It’s amazing. I’ve always got something by the night stand. I’ve read a ton about the Civil War. Last year, I went on vacation to the Baltic Sea and spent some time in Berlin, which got me interested in the world wars. That’s new territory for me. I always look for best-selling nonfiction.
IS THERE A BOOK YOU WOULD RECOMMEND FOR THOSE SEEKING ADVICE IN LEADERSHIP SKILLS OR BOOKS THAT HAVE INFLUENCED YOUR STYLE OF LEADERSHIP?: I read a book by Pat Riley that I really enjoyed and books by John Wooden that I really enjoyed. Of course, those are two great basketball coaches. You get little snippets from a lot of different books you read. I remember reading things and thinking about important lessons. John Wooden was extremely leadership-driven, people-driven, doing things the right way.
HAVE ANY OTHER HOBBIES?: Hiking. The last two years I’ve gone on vacations where I hiked. Two years ago, I went to Alaska and walked as much as I could to see as much as I could. Last year, on a Baltic Sea cruise, I got out and hiked it as much as I could.
ANY MUSIC PREFERENCES?: I love music, and I listen to just about everything. Having a 26-year-old and spending a ton of time with him all his life, he’s even forced me through a rap stage. A small percentage was OK. I’ve been to my fair share of concerts. Who I haven’t seen that I’d like to see is Van Morrison. I love his music.
PAM’s core problems and turn the game around. “I would say 50 percent of senior
executive management that was here in 2009 is no longer here, but I haven’t replaced them with outsiders, but rather from within,” he said. The operations room, taking up a
whole floor in the corporate headquar- ters, buzzes again. “I’ve always been a strong believer
that you learn more during the difficult times because you learn what not to do,” he said. “You should pop the champagne when you can, but take notes along the way of what’s working.” Five years ago, not even a bottle of wine was available at Mary Maestri’s upon Cushman’s arrival in Tontitown, but now the celebratory champagne can flow. It’s obvious to everyone that Cushman’s strategy is working.
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