The Logistics of Logistics Podcast
The Logistics of Logistics podcast is dedicated to exploring how things get places. Join our host, Joe Lynch, for conversations with the people who get them there. Joe talks with logistics and transportation industry leaders about innovation, technology, trends, and the future of freight.
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Why Great Prospects Don’t Become Customers with Zach Ramirez
10/28/2020
Why Great Prospects Don’t Become Customers with Zach Ramirez
Why Great Prospects Don’t Become Customers with Zach Ramirez and discuss why great prospects don’t become customers. As the director of sales and marketing at a leading logistics provider, Zach has learned the things in the sales and marketing process that scare off great prospects. About Zach Ramirez is the Director of Sales and Marketing at . With a background in video advertising and a successful corporate consulting track record, Zach is passionate about educating the logistics industry on the power of marketing and clean processes. Zach is a believer in playing to people's strengths and bringing out the best in the teams he has the privilege of working alongside. Zach believes that: intentional listening leads to healthy communication and that healthy communication is the foundation for lasting relationships. About Ally Logistics is a full-service brokerage servicing the U.S. and Canada. Ally operates at the intersection of cutting-edge technology and trustworthy relationships. Using these tools is what allows Ally to deliver maximum value, and an exceptional customer experience – every time. Founded in 2012 by and , Ally has seen continual growth throughout the years. Utilizing and building an environment where each rep thrives is the cornerstone of Ally's success. Key Takeaways: Why Great Prospects Don’t Become Customers 4 reasons that great prospects don’t become customers. Not Following Through on Your Brand Promises is a trust killer. Example: Saying “We service the hell out of our freight” then falling flat after 3 months and leaving the shipper hanging. Buy-in doesn’t exist from top brass to the individual contributors. RadioShack Example: RadioShack: You’ve Got Questions..We’ve Got Answers. Have you been inside a Radioshack Store? Very often questions aren't answered. Expertise isn't always felt when shopping in the stores. Apple Example: “Think Different” They’ve been pushing innovations for years in turn fulfilling their brand promise. Whether or not you are “bought-in” to their brand style or characteristics, if you own a smartphone you more than likely are holding on to a piece of tech influenced by Apple. No Separation Between You and a Competitor - You'll be reduced to price quickly! Do you have Brand Pillars? Promises? Cornerstone Values? The price will be a part of the customer conversation one way or another. Are you prepared to explain why your price is fair, higher? worth it? What differences are you bringing to the table and how are you elevating/amplifying those to the customer? These aren’t just marketing phrases to take for granted or get tangled in. These are values that both internal employees and external customers can unite around and find common ground. This also plays heavily into your hiring strategy and the type of candidates you’ll gain Siloed Marketing and Sales Teams - No bridges, No collaboration, No refinement = No (calculated) growth. I’ve seen many teams where there isn’t collaboration between “the creatives” and the “boots on the ground”...this is a huge pitfall When a sales team faces challenges in the sales cycle that should be the first place that marketing teams step in to receive feedback and listen to those challenges. This is one of the first places where creative problem solving can take place and link our sales teams with our marketing teams Calculated Pivots can’t be driven without Intentional Feedback Don’t get me wrong...feeling is a big part of what we as salespeople engage in. Although putting resources and spend behind “a feeling I have” isn’t going to get you far, especially in years like 2020 where unexpected variables are introduced at a rapid pace. Customer Onboarding is not tailored to the customer's needs. Do you know your customer profiles well enough to tailor their onboarding experience? A mom and pop shop is likely not going to respond well to a 12 step onboarding process, although major manufacture may need exactly this to feel secure in the buying cycle. The customer onboarding experience can play into the intended “tone” throughout the customer experience, but this expectation must be followed thru on. Learn More: Why Great Prospects Don’t Become Customers The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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3PL Basics: An Introduction to 3rd Party Logistics with Roberto Cadena
10/23/2020
3PL Basics: An Introduction to 3rd Party Logistics with Roberto Cadena
3PL Basics: An Introduction to 3rd Party Logistics with Roberto Cadena and provide an introduction to 3rd party logistics. 3rd party logistics services include 5 major categories: 1.) Transportation 2.) Warehousing 3.) Logistics 4.) Technology and 5.) Special Services. Robert is the Co-Founder and CEO of a company that provides operational, sales, marketing, and technology support to over 100 3PLs, so he has a very thorough understanding of the business. About Robert Cadena is the Co-Founder and CEO of Lean Staffing Solutions, which provides operational, marketing, sales, and technology services to the logistics and transportation industry. Prior to the founding of Lean, Robert was the Founder and CEO of Chain Express, Corp, a full-service transportation brokerage specializing in LTL, volume, and truckload transportation. Robert's experience and expertise in transportation, logistics, technology, and executive leadership make him uniquely qualified to run one of . Robert earned a Bachelor's degree in Economics from Florida International University. About Lean Staffing Solutions provides operational, sales, marketing, and technology support to over 100 leading 3PLs. To succeed in the transportation and logistics business, 3PLs need to be able to hire and retain the very best talent, while keeping a lid on costs. Since the competition for the best talent is fierce companies need an edge that will help them win. Lean Staffing Solutions is that edge. Lean provides a turnkey solution to staffing challenges using a proven process that will improve profits while reducing employee costs. Lean can deliver on this promise because they are the pioneers in helping U.S. based companies set up satellite offices in Colombia. Since 2014, Lean has worked with over 100 satisfied U.S. based transportation and logistics providers. Lean ensures that your satellite office in Colombia is staffed with highly educated, English speaking professionals trained in your company's processes and systems. The Lean approach is low cost, low risk, low hassle, and they manage the entire process with their account managers. Lean Staffing Solutions offers a suite of product offerings from traditional staffing to technology, sales, and marketing services. Key Takeaways: An Introduction to 3rd Party Logistics According to , a Third-Party Logistics Provider (3PL) is a company that provides multiple logistics services for use by customers. Preferably, these services are integrated, or "bundled" together by the provider. These firms facilitate the movement of parts and materials from suppliers to manufacturers and finished products from manufacturers to distributors and retailers. Sometimes 3rd party logistics companies are described as: Asset-based – companies that own actual assets like trucks, boats, planes, warehouses Non-asset based – companies that don’t own assets like brokerages, service providers, etc.. these companies tend to invest in technology Asset light – companies with assets and brokerage capabilities The definitions are confusing because the space is so dynamic and ever-changing. The easiest way to look at 3rd party logistics is by the service they provide, which fall into 5 buckets: 1.) Transportation 2.) Logistics 3.) Warehousing 4.) Technology 5.) Special Services Transportation Services Small Package Air Cargo Less Than Truckload (LTL) Truckload Intermodal Ocean Rail Bulk Dedicated Contract Carriage Field Acquisition Equipment / Drivers Final Mile Warehousing Services Pick and Pack, Sub-assembly Cross-docking Distribution Center Management Site Location Transloading Vendor Managed Inventory Fulfillment Logistics Services LLP/4th Party Logistics Integrated Logistics Just-in-Time (JIT) Global Trade Svcs Inbound Logistics Logistics Process Reengineering Payment Auditing / Processing Inventory Management Vendor Management Shared Services Technology Services Customer / Supplier Management EDI Enterprise Resource Planning (ERP) Freight Payment / Claims Auditing Global Trade Management (GTM) Optimization Predictive Analytics SC Design Sustainability Transportation Management System (TMS) Visibility Warehouse Management System (WMS) Special Services Direct to Store Direct to Home Foreign Trade Zone Import / Export / Customs Reverse Logistics / Product Lifecycle Management Marketing / Customer Service Global Expansion Supply Chain Security Analysis Contingency / Crisis Planning Logistics/Transportation Consulting Labor Management Sustainability and Green Logistics Learn More: An Introduction to 3rd Party Logistics The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Launching a Successful 3PL in the Age of Tech with Nicholas Reasoner and Jeff Dangelo
10/20/2020
Launching a Successful 3PL in the Age of Tech with Nicholas Reasoner and Jeff Dangelo
Launching a Successful 3PL in the Age of Tech with Nicholas Reasoner and Jeff Dangelo , , and discuss launching a successful 3PL in the age of tech. Nick is the founder and CEO of a 3PL that uses technology to deliver a superior customer experience and gain a competitive advantage. Jeff is the co-founder of a technology company that developed the collaborative logistics platform used by Nick's company. About Nicholas Reasoner, Founder & CEO of Transloop is the founder and CEO of , a digital freight network revolutionizing logistics for shippers and carriers. Nick has significant experience and expertise in transportation and logistics especially truckload shipping. Nick began his career at Total Quality Logistics, the second-largest freight brokerage firm in the nation. While at TQL, Nick held various positions of increasing responsibility within sales, logistics, and operations. Nick left TQL to join FourKites, a real-time visibility platform for supply chain logistics companies. Nick earned a Bachelor of Arts in Communication & Public Relations, from the University of Cincinnati. About Transloop is a digital freight network revolutionizing logistics for shippers and carriers. Transloop brings cutting-edge technology together with white-glove service to deliver unprecedented transparency, industry-leading reliability, constant innovation, and real-time collaboration with every shipment. Transloop's mission is to be a true partner for the road ahead, and their battle-tested team has experience working with companies of all sizes, from small shippers moving one load a day to Fortune 500 brands shipping thousands. Transloop has locations in Chicago, IL, and Nashville, TN. About Jeff Dangelo, Co-Founder of Turvo is a Co-founder of leading the enterprise sales organization. Before founding Turvo, Jeff spent 13 years in the logistics and transportation space. Jeff was the Vice President of Sales at a third-party logistics start-up. As the first employee, he was tasked with building and growing the sales organization. He was instrumental in its growth to $150m in sales in less than 5 years. Prior to joining the 3PL start-up, Jeff was a Senior Sales Executive at TQL, a $4 billion third-party logistics company, where he helped grow revenue from $20m to over $500m in sales. Jeff is a graduate of Miami University (Oxford, OH), with a degree in Marketing and Operations. About Turvo is the world’s first multi-enterprise collaborative platform specifically designed for the global supply chain. The Turvo platform connects people and organizations across the supply chain, allowing shippers, logistics providers, and carriers to digitally transform their workflows with cloud-based software and mobile applications. The technology unifies all systems, internal and external, providing one end-to-end system of record set for all operations and analytics while eliminating redundant manual tasks and automating business processes. Turvo is based in the San Francisco Bay Area with offices in Dallas, Texas, and Hyderabad, India. Key Takeaways: Launching a Successful 3PL in the Age of Tech The transportation and logistics space is becoming increasingly competitive. To survive and thrive 3PLs and brokers will need to up their game. The following problems are still common in the industry: Inefficient manual processes that drive extra headcount to make follow up phone calls. Outdated, legacy systems that do not enable companies to automate processes. Poor customer experience - too many touchpoints, poor interface, clunky technology, no system integration. No real-time visibility. Poor hiring practices and bad culture leading to high employee turnover (resulting in inconsistent customer service). Bad relationships with carriers. Launching a successful 3PL in the age of tech requires business leaders to take a fresh new approach that should include the following: A superior customer experience from beginning to end. To accomplish this transportation companies must understand customer needs. A tech-centric approach that delivers easy-to-use interfaces, automated processes, real-time visibility - a system that customers will want to use. A collaborative logistics platform that is built not just for the 3PL, but for the shipper, suppliers, carriers, and any other organization within the digital ecosystem. Eliminating manual processes with digital automation. Contract or strategic customers who want their 3PL to become an extension of their suppply chain group. A culture that emphasizes ethical values and win-win relationships with both customers and carriers. Hiring, training, and retaining the best people – people who believe in the company and culture. A partnership with technology providers who can provide a collaborative logistics platform that will give your company a competitive edge. 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The New Reality of Amazon FBA with Ephraim Ausch
10/20/2020
The New Reality of Amazon FBA with Ephraim Ausch
The New Reality of Amazon FBA with Ephraim Ausch and discuss the new reality of Amazon FBA, also known as Fulfillment by Amazon. Ephraim is an expert in Amazon FBA and he works closely with Amazon sellers. About Ephraim Ausch is the Chief Logistics Officer at Tactical Logistics, an end-to-end provider of supply chain logistics services. Ephram is a trusted advisor to retailers, ecommerce companies, and Amazon sellers. Ephram is an expert in Fulfillment by Amazon (FBA). Ephraim started his career at a bulk candy company that had retail locations in New York. Ephraim was given to opportunity to relaunch candy sales on Amazon and grew sales to over $1,000,000 per year. After his success with selling candy on Amazon, Ephraim launched a gift basket company and became a successful Amazon seller. Ephraim started and developed Tactical's Amazon FBA business into one of Tactical's biggest customer segments. About Tactical Logistic Solutions Tactical is an end-to-end provider of supply chain logistics that specializes in freight forwarding, warehousing, distribution, and domestic transportation. Tactical boasts end-to-end logistics designed for maximum flexibility and cost efficiency, allowing clients to outsource all or specific parts of their supply chain requirements. Tactical has a highly experienced management team with decades of collective experience in the logistics industry, and the latest technology necessary to streamline the process. Tactical has warehouses in both Chino, California, and Elizabeth, New Jersey. Key Takeaways: The New Reality of Amazon FBA The COVID 19 pandemic resulted in a huge sales surge at Amazon. The sales increase pushed Amazon's operational capacity and capability. To manage the increased volumes, Amazon has implemented higher standards for Amazon sellers. The new reality of Amazon FBA: Carriers picking up and delivering to Amazon locations will now be measured on a carrier performance scorecard. The new performance metrics were a result of carriers arriving late and or missing appointments. If carriers fail to meet Amazon standards, they will be unable to schedule appointments with Amazon facilities. The , (IPI) is a score Amazon assesses to determine how well sellers are managing their inventory. Sellers can score between 0 and 1000 on the IPI. If sellers fall below 500 (previously 350) on the IPI, they will have unit restrictions imposed on them. Amazon raised the bar and the IPI because their warehouses are overflowing with goods. There are four factors that affect a sellers IPI: Reducing excess inventory to increase profitability Increasing sell-through to balance your inventory weeks of cover Ensuring inventory is buyable by fixing listings that are stranded Increasing sales by keeping popular items in stock Amazon is limiting the amount of inventory that sellers can send to Amazon warehouses. The unit restrictions on sellers are in response to Amazon's warehouses having too much inventory. Learn More About The New Reality of Amazon FBA The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Becoming More Confident on the Phone with Chris Jolly
10/13/2020
Becoming More Confident on the Phone with Chris Jolly
Becoming More Confident on the Phone with Chris Jolly and discuss what it takes to become more confident on the phone. Chris is an experienced freight sales coach and consultant who helps transportation and logistics professionals grow their sales. About Chris Jolly is the founder of CJolly Freight Consulting and the host of podcast. Chris has over 14 years of experience in transportation with the bulk of his experience in freight brokerage. His experience within freight brokerage includes operations, sales, and leadership ranging from start-ups to one of the largest brokerages in the transportation industry. His passion is training and development of sales and operations professionals in the brokerage business. Chris earned his Bachelor's degree in Management from the University of Wisconsin- Stout located in Menomonie, WI and holds an associate in Management from Chippewa Valley Technical College in Eau Claire, WI. About the Freight Coach (CJolly Freight Consulting) CJolly Freight Consulting partners with growth stage transportation companies ranging from traditional freight brokerages, asset-based trucking companies looking to expand into brokerage, as well as technology companies looking to implement their product into the industry. Our main objective is to utilize niche specific transportation training methods to improve efficiencies within the sales process and use our experience to enhance your operations team to execute your freight mix at a higher level. The Freight Coach provides one on one training with leadership as well as carrier and customer sales representatives to ensure that they overcome the barriers they are facing now to pave the way for greater success. Key Takeaways: Becoming More Confident on the Phone To become more confident on the phone, follow these tips from Chris: Be yourself, the best version of you, engaged, positive, authentic, and interesting. Don't be salesy and don't use your sales voice - it's a turn-off. Skip the canned sales script that makes you sound fake. Reading a canned speech makes you sound inauthentic and inexperienced. Whatever you say, own every word. Be passionate about what you are selling. Pick a niche, specialize in a particular area of the business. Become a little famous by blogging, vlogging, podcasts, and or social media. Being a recognized expert in the industry will help you grow your sales. Learn More About Becoming More Confident on the Phone The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Eliminating Detention and Delighting Drivers with Erik Malin
10/13/2020
Eliminating Detention and Delighting Drivers with Erik Malin
Eliminating Detention and Delighting Drivers with Erik Malin and discuss eliminating detention and delighting drivers. Detention and dwell time is upsetting and expensive. As driver satisfaction and hours of service (HOS) become increasingly important to the industry, detention and dwell time must be addressed. Baton has developed an innovative solution to eliminate detention and dwell time. About Erik Malin is the Head of Operations and a member of the founding team at Baton, a freight tech startup focused on eliminating dwell and waste in truckload transportation. In his current position, he is responsible for ensuring promises to customers are kept and scaling Baton’s operations. Erik Malin was the Vice President of Operations strategy at Loadsmart, a digital freight technology company. In this position, he was responsible for leading strategy development and strategic initiatives focused on enabling growth and operational scale. Previously, Malin hailed from AFN, a truckload broker, where he served as Director of Corporate Strategy and was responsible for strategy development and change management initiatives. In a previous role, he was the Executive Vice President of a boutique strategy consultancy, CarrierDirect where he advised publicly-traded and hyper-growth private logistics companies like Werner, Worldwide Express and BlueGrace Logistics on growth opportunities and related change management initiatives. Malin earned his Bachelor of Arts in Finance from Michigan State University. About Baton Baton's motto is "no wasted hours in trucking." Baton is a technology platform that eliminates detention and dwell for truck drivers. Baton's goal is to divide long haul routes into two segments - an urban “final mile” segment and a highway-only segment. Local drivers in the final mile will have the flexibility to deliver off-peak when there is less traffic and lower wait times at warehouses. Long-haul drivers will spend more time on highways allowing them to earn more money with greater predictability on working hours. This all leads to improved profitability for carriers and a decrease in the cost of goods for all of us. Baton is based in San Francisco, CA. Key Takeaways: Eliminating Detention and Delighting Drivers A detention fee is assessed when the truck is held at the pickup or delivery location longer than the allotted “free time.” Now, the “free time,” varies depending on the carrier. Generally, it’s two hours at pickup and two hours at delivery. Usually, detention charges are only applied in truckload shipping. Though it is possible to get these fees in LTL, they are rare. Detention and dwell time is a big problem for everyone involved in shipping: For carriers and drivers, detention and dwell time reduces their opportunity to drive and earn. Since detention and dwell time is hard to predict, drivers and carriers struggle to plan around it. With hours of services (HOS) and driver satisfaction becoming more important to the industry, limiting and or eliminating dwell time is very important. For shippers, detention results in additional costs in the form of detention charges. Additionally, carriers and drivers will be less likely to work with shippers who make them wait to load and unload. Carriers and drivers will eventually charge shippers with long dwell time higher rates. Baton eliminates detention and dwell time, which will reduce detention costs and help carriers and drivers to better plan their time and log more miles. Baton is a logistics service that eliminates waste (wait time, traffic, empty miles) for carriers (trucking companies) in the final mile of long-haul trucking through a nationwide network of drop zones positions just outside major metro areas. Carriers drop off and pick up loads at these drop zones, and then Baton local drivers handle the final mile of delivery so long-haul drivers don’t have to waste hours in detention or traffic. Baton’s software infrastructure coordinates the operation between carriers, drop zones, warehouses, and local drivers, and uses convex optimization to optimize our network and minimize cost. Learn More About Eliminating Detention and Delighting Drivers The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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What is SONAR with Adam Robinson
10/08/2020
What is SONAR with Adam Robinson
What is SONAR with Adam Robinson and answer the question, what is . As the Vice President, Product Marketing SONAR at , Adam is the perfect person to explain SONAR. About Adam Robinson is the Vice President, Product Marketing of at FreightWaves. Prior to joining FreightWaves, Adam had a brief stint at where he was Director of Product Marketing. Adam's first foray into logistics was as the Marketing Manager at Ceresis, where he oversaw marketing strategy including website development, social media and content marketing, trade show marketing, email campaigns, and webinar marketing. At Ceresis, Adam established himself as one of the top marketers in the logistics space. In addition to his corporate success, Adam built a social media start-up into a multi-million dollar agency. Adam attended the University of Texas at Austin where he earned a Bachelor of Science in government and business with a minor in marketing. About FreightWaves is the leading freight intelligence provider, offering current digital intelligence and context to the freight community on a central platform. FreightWaves’ SaaS product, SONAR, is the leading freight market analytics tool and dashboard, aggregating billions of data points from hundreds of sources to provide the fastest data in the transportation and logistics sector. FreightWaves.com, the company’s news site, is the leading provider of news and commentary for the transportation and logistics space. FreightWaves also hosts conferences under Transparency and MarketWaves branding and is a co-developer of the first futures contracts dedicated to trucking spot rates. Key Takeaways: What is SONAR FreightWaves is the leading FreightIntel provider, offering current digital intelligence and context to the freight community on a central platform. FreightWaves' SaaS product, SONAR, is the leading freight market analytics tool and dashboard, aggregating billions of data points from hundreds of sources to provide the fastest data in the transportation and logistics sector. The FreightWaves platform is mode agnostic and has time-series and geo-based data from all modes of freight, including truck, rail, ocean, air, and warehouse. FreightWaves.com, the company's news site, is the leading provider of news and commentary for the industry, serving up over 2.5M page views a month and over 1.5B monthly impressions. FreightWaves also hosts conferences under Transparency and MarketWaves branding and is a co-developer of the first futures contracts dedicated to trucking spot rates. Learn More About SONAR The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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3PL Basics: The 11 Transportation Services with Jeremy Thone
09/30/2020
3PL Basics: The 11 Transportation Services with Jeremy Thone
3PL Basics: The 11 Transportation Services with Jeremy Thone and discuss the 3PL basics: the 11 transportation services provided by 3rd party logistics providers. About Jeremy Thone is the Marketing Director at 3PL Systems, which is a transportation management system software company based in Signal Hill, California. Jeremy grew up in the 3PL business because his father is the co-founder of Diversified Transportation based in Torrance, CA. Jeremy worked in 3PL sales with Diversified and then left joined a number of high-tech start-ups prior to joining 3PL Systems. Jeremy earned a Bachelor of Science, Marketing from the University of Southern California. About 3PL Systems 3PL Systems, Inc. provides transportation management system software to help make freight brokers more profitable - both by helping them bring in more revenue and helping them to operate more efficiently. 3PL Systems' BrokerWare is used to manage all shipping and transportation activities from one place, including dispatch, operations, routing, carrier selection, tracing, accounting, billing, collections, and much more. BrokerWare is a transportation management system (TMS) for Non-Asset Based Freight Brokers. Our freight broker software package has built-in support for many types of shipments including less-than-truckload (LTL), truckload (TL), expedited, rail, and any type of specialized equipment. Key Takeaways – 3PL Basics: The 11 Transportation Services Transportation Service #1 – Small Package Package delivery or parcel delivery is the shipping of packages (parcels) or high-value mail as single shipments. While the service is provided by most postal systems, private package delivery services have also existed in competition with and in place of public postal services. Package delivery or parcel delivery is the shipping of packages (parcels) or high-value mail as single shipments. While the service is provided by most postal systems, private package delivery services have also existed in competition with and in place of public postal services. Transportation Service #2 – Air Cargo Air transportation is used to transport air cargo by plane. Air cargo or air transport is a vital component of many international logistics networks. Air transport is a vital part of international commerce. Air transport involves the integration of information, transportation, inventory, warehousing, material handling, and packaging. Transporting goods to and from the airport is also an essential part of the process. Transportation Service #3 – Ocean Ocean transport is used to move goods across the ocean or larger lakes. There are many different types of cargo that are moved in various types of ships. The ship types include bulk carriers, container ships, tankers, refrigerated ships, and roll-on / roll-off ships. Bulk carriers are cargo ships used to move bulk cargo like coal, ore, grains, and liquids. Bulk cargo is commodity cargo that is transported unpackaged in large quantities. It refers to material in either liquid or granular, particulate form, as a mass of relatively small solids, such as petroleum, grain, coal, or gravel. This cargo is usually dropped or poured, with a spout or shovel bucket, into a bulk carrier ship's hold, railroad car, or tanker truck/trailer/semi-trailer body. Container ships are cargo ships that carry their entire load in truck-size containers, in a technique called containerization. They form a common means of commercial intermodal freight transport. Informally known as "box boats," they carry the majority of the world's dry cargo. Tankers are cargo ships for the transport of fluids, such as crude oil, petroleum products, liquefied petroleum gas, liquefied natural gas and chemicals, also vegetable oils, wine, and other food. Refrigerated ships (reefers) are cargo ships used to transport temperature-controlled transportation, mostly fruits, meat, fish, vegetables, dairy products, and other foodstuffs. Roll-on/roll-off ships are cargo ships designed to carry wheeled cargo such as automobiles, trailers, or railway carriages. RORO (or ro/ro) vessels have built-in ramps which allow the cargo to be efficiently "rolled on" and "rolled off" the vessel when in port. A Multi-purpose ship (sometimes called a general cargo ship) is used to transport a variety of goods from bulk commodities to breakbulk and heavy cargoes. To provide maximum trading flexibility they are usually geared and modern examples are fitted for the carriage of containers and grains. Breakbulk cargo or general cargo is a term that covers a great variety of goods that must be loaded individually, and not in intermodal containers nor in bulk as with oil or grain. Breakbulk cargo is transported in bags, boxes, crates, drums, or barrels. Unit loads of items secured to a pallet or skid are also used. Transportation Service #4 – Less Than Truckload Less Than Truckload (LTL) is a shipment that does not require a full 48 or 53-foot trailer. There are many carriers that specialize or offer this service and like full truckload carriers, the LTL carriers themselves specialize in different services such as lift gate and residential pick-ups and deliveries, guaranteed services, temperature control, transit, and bottom-line cost to name a few. Within a local area, the LTL freight operator has a number of vehicles that collect shipments from their customers. After finishing the daily collection, the shipments are taken to a terminal where the vehicles are unloaded. Each shipment is weighed and rated which allows customer bills to be processed. The individual shipment is loaded onto an outbound vehicle which contains shipments from other customers bound for the same geographic area. The outbound shipments are trucked to appropriate regional terminals, where they are unloaded. The shipments are sorted and placed on local vehicles for delivery. Each individual shipment is handled a number of times from the time it is picked up from the customer until it reaches its final delivery location. Transportation Service #5 – Truckload Truckload shipping is the movement of large amounts of similar freight, usually the amount necessary to fill an entire semi-trailer or intermodal container. A truckload carrier is a trucking company that generally contracts an entire trailer-load to a single customer. Full truckload carriers normally pick up and deliver dedicated shipments. Typically, shipments are picked up at the shipper and delivered directly to the consignee. Truckload shipments are generally handled less, cost less per unit shipped, and have less freight damage. Transportation Service #6 – Dedicated Contract Carriage Dedicated contract carriage is a third-party service that provides dedicated equipment (vehicles) and drivers to a single customer for its exclusive use on a contractual basis. DCC is a flexible service that offers all the service advantages of a private fleet and the convenience of a for-hire carrier. DCC in a sense outsources many of the challenging functions associated with managing a fleet. Functions including, but not limited to ongoing operations management, technology, drivers, vehicles, vehicle maintenance, safety, regulatory compliance, risk management, and pickup and delivery instructions. Transportation Service #7 – Intermodal Intermodal refers to transportation by more than one means of transport such as a ship, truck, and rail. The intermodal containerization of cargo has revolutionized the supply chain logistics industry. The reduced handling results in increased efficiency, which has lowered shipping costs substantially. Transportation Service #8 – Final Mile Final mile (last mile) describes the movement of goods from a transport hub to a final destination. Transporting goods via freight rail networks and container ships is often the most efficient and cost-effective manner of shipping. However, when goods arrive at a high-capacity freight station or port, they must then be transported to their final destination. The last mile problem can also include the challenge of making deliveries in urban areas where retail stores, restaurants, and other merchants in a central business district often contribute to congestion and safety problems. Transportation Service #9 – Rail Rail transport utilizes freight trains to haul cargo. Oftentimes, the freight cars are customized for a specific type of freight. Freight trains are very efficient, with economies of scale and good energy efficiency. However, pick-up and delivery to the railhead are costly and inconvenient. Container trains have become the dominant type in the US for non-bulk haulage. Containers can easily be moved to other modes of transportation like ships and trucks. Rail is the most efficient mode for transporting bulk shipments like coal, ore, grains, and liquids. Bulk is transported in open-topped cars, hopper cars, and tank cars. Transportation Service #10 – Fleet Acquisition Fleet acquisition services help companies acquire trucks. Fleet acquisition companies conduct an analysis of the client’s needs so they can acquire the right truck(s) for their clients. To specify the truck fleet, the following information is considered: customization, driver requirements, market information, maintenance costs, financing options, taxes, etc. Other functions include project management, inspection, and delivery. Generally, fleet acquisition services will help their clients save money through market intelligence, volume pricing, and close relationships with the OEMs. Transportation Service #11 – Equipment / Drivers There are logistics companies that sell or lease transportation equipment to their clients. Transportation equipment is used to move material from one location to another, like between a loading dock and a storage area, etc...) within a facility or at a site. Typical equipment includes conveyors, cranes, industrial trucks. There are also logistics companies that provide temporary and/or fully-outsourced driver leasing services. These companies manage the driver workforce, enabling their clients to focus on their business. Driver leasing companies specialize in hiring, training, driver management, employee retention, and benefits management. Learn More About 3PL Basics: The 11 Transportation Services The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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How Nuclear Verdicts are Killing the Trucking Business with Quinn Damon
09/30/2020
How Nuclear Verdicts are Killing the Trucking Business with Quinn Damon
How Nuclear Verdicts are Killing the Trucking Business with Quinn Damon and discuss how nuclear verdicts are killing the trucking business. As a vice president of an insurance company that insures trucking companies, Quinn is very knowledgeable of nuclear verdicts and the underlying causes. About Quinn Damon is a Vice President and Risk Management Consultant with Lockton. He currently leads the property/casualty practice for Lockton Michigan and works with transportation, construction/real estate, and manufacturing companies for risk management and insurance. He works with firms all across the country. Originally from Kansas City, Quinn is a graduate of the University of Missouri where he studied finance. His entire career has been with Lockton starting at the global headquarters in Kansas City and now in Detroit. Quinn earned a Bachelor of Science, Finance from the University of Missouri. About Lockton Lockton is the largest independently owned insurance brokerage in the world. Ranked #9 globally, they have all of the resources available to global players but with a family-owned atmosphere. The Lockton Transportation & Logistics Practice consists of 30+ individuals under one roof solely dedicated to the industry. They work with 18 of the top 50 private carriers and 6 of the top 50 for-hire carriers. In total, they oversee the insurance for over 150,000 power units. Despite working with some of the nation’s largest carriers, they also work heavily with the middle-market space. Key Takeaways – How Nuclear Verdicts are Killing the Trucking Business A nuclear verdict is defined as a jury award in which the penalty exceeds $10 million. Other sources consider any jury award over $5 million as a nuclear verdict. Nuclear verdict awards are growing rapidly in the trucking business and the resulting insurance rate increases are killing trucking companies. The nuclear verdicts are increasing for the following reasons: Distracted driving has grown with the use of mobile phones and other personal electronic devices. More drivers on the road, as the economy grew and the population grew, there are more cars and drivers, which leads to more accidents. As the public and lawyers became aware of the nuclear verdicts, it fueled the growth further. Sophisticated advertising campaigns for personal injury lawyers have also fueled public awareness and growth in lawsuits. In some cases, investors are backing the lawsuits, which means lawyers are more likely to pursue a jury trial rather than settle the case. Juries are now more willing to award nuclear verdicts perhaps because the millennial generation, which is now larger than the baby boomers, have different attitudes about trust in businesses and corporate responsibility. To avoid nuclear verdicts trucking companies should do the following: Install inward and outward-facing cameras to record accidents so they are better able to defend against suits where the trucking company was wrongfully accused. Implement best in class driver and fleet safety programs to prevent accidents and to avoid a gross negligence suit, which is more likely to become a nuclear verdict. Implement best in class vehicle maintenance programs to avoid a gross negligence suit, which is more likely to become a nuclear verdict. The increased number of nuclear verdicts has caused some insurers to leave the trucking business. Trucking companies faced with higher insurance premiums (sometimes as much double) are closing their operations. The industry, in general, will need higher rates and margins to cover the increased insurance costs. Learn More The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Digital Sales Strategy: Overcoming the Barriers to Growth with Tony Verre
09/26/2020
Digital Sales Strategy: Overcoming the Barriers to Growth with Tony Verre
Digital Sales Strategy: Overcoming the Barriers to Growth with Tony Verre and discuss the importance of having a digital sales strategy. As an SEO expert and ecommerce strategist, Tony has significant experience working with clients who are growing their online sales. About Tony Verre is the Vice President, Ecommerce at . With over 11 years of SEO, ecommerce, and multi-discipline digital marketing experience (paid search, social, analytics, and UX) under his belt, Tony is helping to pave the future of ecommerce and digital at Integer. He is currently building and executing strategies to connect, parallel, and intersect the consumer journey at multiple touchpoints to accelerate commerce. His passion, knowledge and relentless quest for “better” in digital marketing and ecommerce are the driving forces behind the work. He spent his career bridging and blending the gap between the art and science of digital marketing. Tony is a US Army veteran who was deployed as part of Operation Iraqi Freedom. Tony earned a BA, Comparative Literature from the University of Wisconsin-La Crosse, and an MA, Creative Writing from the University of Wisconsin-Milwaukee. About The Integer Group is one of the world's leading commerce agency, relentlessly focused on delivering Great Work That Works. The Integer team believes in creativity that is fueled by data, informed by culture, and delivered to the touchpoints that create connections and ultimately drive a transaction. The firm focuses on retail marketing, ecommerce, brand communications, media & connections, and data & analytics, that accelerate conversion and build a brand's lifetime bond with its consumers. A key member of Omnicom Group Inc., The Integer Group has more than 1,100 associates in 25 offices across the globe, including locations in Africa, Asia, Australia, Europe, the Middle East, and North and South America. The Integer Group’s clients include AT&T, FedEx, Mars/Wrigley, Michelin, Nestlé, P&G, PepsiCo, Starbucks, and more. Key Takeaways - Digital Sales Strategy: Overcoming the Barriers to Growth When it comes to digital sales strategy, the common barriers to growth are as follows: A solid website is the foundation of a digital sales strategy, but many firms launch sites that do not represent their company well and are not easily found by potential customers. A company's website should be constructed on one of the top platforms (WordPress, Drupal, Joomla, etc.) and meet all development best practices. The website should also be SEO optimized and updated on a regular basis. Lastly, the website should contain reasons to believe (RTB) in the company's brand. Prior to any website development, the company leadership should develop a solid brand that sets it apart from the competition. The second barrier to growth is not developing great content for the website on an ongoing basis. To be successful, companies must continue to create great content that will attract customers. The third barrier is not adopting a growth mindset. Companies treat their digital strategy as a cost rather than as an investment in their sales growth. Creating great content (websites, podcasts, videos, articles, social media, etc.) costs money, but not creating that content will result in lost opportunities. The last barrier to growth is becoming overwhelmed by the omnichannel content strategies. Omnichannel refers to cross-channel content strategy that organizations use to improve their user experience and drive better relationships with their audience. Many companies are intimidated by the omnichannel options and the associated investment. One strategy to avoid the overwhelm and investment is to employ very targeted campaigns that reach your prospective customers where they are. In other words, if your customers attend specific conferences and or websites, focus your marketing investment there rather than spreading your marketing investment across all the marketing channels. Learn More The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Why Integrated Supply Chains are More Durable with John Tillison
09/24/2020
Why Integrated Supply Chains are More Durable with John Tillison
Why Integrated Supply Chains are More Durable with John Tillison and discuss why integrated supply chains are more durable. John is the SVP in charge of sales and marketing at A. Duie Pyle, a company that specializes in integrated transportation and warehousing solutions. About John Tillison began his logistics career as a management trainee at Roadway Express. John rose through the ranks at Roadway/YRC, eventually being named Group Vice-President. John chose to leave Roadway/YRC in 2010 to join Pitt Ohio Express. John headed up Pitt Ohio’s enterprise solutions group. In 2019, John was recruited to A. Duie Pyle to become SVP, Sales & Marketing. John graduated from Penn State University with a Bachelor of Science in Management & Marketing About A. Duie Pyle is the Northeast’s premier transportation and logistics provider. A. Duie Pyle provides less than truckload, truckload, custom dedicated, brokerage, and warehousing & distribution. A. Duie Pyle provides a range of integrated transportation and distribution services supported by 24 LTL service centers and 11 warehouse facilities comprised of over 2.7 million square feet of space. As an asset-based transportation and warehousing company, A. Duie Pyle is able to offer shippers an integrated solution that reduces risk, transit time, and costs. Many of ADP’s truck terminals also have full-service warehousing facilities. Key Takeaways - Why Integrated Supply Chains are More Durable An integrated supply chain attempts to minimize the handling, touches, distance, movement, and opportunity for problems from order to delivery. When supply chains are not integrated, there is a potential risk to on-time delivery, accuracy, and service performance. Additional supply chain partners can drive risk (cost, delays, errors) into the supply chain. Each additional company can add risk because they are separated by distance, systems, corporate walls, and motives. Most 3PLs don't have capabilities in trucks, warehouses, technology, people, and know-how to manage large supply chains so they partner with other providers. It all works on a good day, but they aren’t all good days. The advantages of an integrated supply chain include: Distance is eliminated or greatly reduced because the warehouse is attached to the terminal. Communication is faster, better, cheaper – everybody works at the same company, one organization, one management team, easier to get everyone on the same page. Everybody is using the same systems, no system integrations required, which saves money and time. A. Duie Pyle is a true supply chain partner who has the warehousing, trucks, people, expertise, and experience to deliver a fully integrated supply chain solution. Learn More The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Every Salesperson's Secret Weapon with Jamin Alvidrez
09/17/2020
Every Salesperson's Secret Weapon with Jamin Alvidrez
Every Salesperson’s Secret Weapon with Jamin Alvidrez and discuss every salesperson’s secret weapon. Jamin is an accomplished 3rd party logistics sales leader and coach. About Jamin Alvidrez has worked in logistics and transportation for the past 16+ years. Jamin’s supply chain and tech adventure has seen him have success at a wide range of roles at companies of differing size from CH Robinson to several start-ups and now his own venture. His experience combined with his charismatic positivity allows Jamin to uniquely engage with his network which covers all corners of the supply chain industry. About Freight Tribe Jamin is the founder of and the host of the podcast "Logistics & Beyond!" on the platform where he highlights the personalities and mindsets of the best in logistics, transportation, and freight tech. He also is a regular co-host on various "Live" industry shows. In addition to his podcast work, he works with logistics and transportation companies to promote their brand and increase their sales. Key Takeaways – Every Salesperson’s Secret Weapon According to Jamin, every salesperson regardless of their experience or skill level has a secret weapon – optimism! Optimism differs based on the situation and the person. Optimism is very easy when things are going well. Optimism is obviously harder when you are having a bad day, on those days you must develop the right perspective and embrace the suck. Being optimistic does not mean being unrealistic. To be successful, you must pair your optimism with realism and hard work. Not every salesperson exhibits optimism in the same way. Jamin has observed salespeople who seem negative, yet their actions show a belief in a positive outcome. Good sales managers are optimistic and lift their sales team. Learn More: The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Winning Strategic Accounts with Michael Neme
09/14/2020
Winning Strategic Accounts with Michael Neme
Winning Strategic Accounts with Mike Neme and discuss winning strategic accounts, understanding buyer behavior and aligning sales efforts to the customer’s buying behaviors. In the podcast interview, Mike shares his approach to strategic account sales, which has enabled him to consistently win enterprise logistics accounts. About Michael Neme Michael Neme is a rising young Supply Chain Consultant with GlobalTranz, who has proven over the last 7-years of his career that in an industry that is such a commodity, it pays to be different. Mike started his career with Worldwide Express back in 2014 where from the beginning he realized providing solutions to increase an organization's profitability and enhance efficiencies was more impactful vs trying to win a few loads or be added to a rate list. About Globaltranz is a technology-driven freight brokerage company specializing in LTL, full truckload, expedited, and managed transportation solutions. GlobalTranz is leading the market in innovative logistics technology that optimizes the efficiency of freight movement and matches shipper demand and carrier capacity in near real-time. Leveraging its extensive freight agent network, GlobalTranz has emerged as a fast-growing market leader with a customer base of over 25,000 shippers. GlobalTranz was recently recognized as the 8th largest Brokerage Company in Transport Topics' Top Freight Brokerage Firms of 2019. Key Takeaways - Winning Strategic Accounts Strategic accounts, sometimes called enterprise accounts, refer to an organization’s most important customers. In the logistics and transportation business, strategic accounts typically mean a given shipper has contracted all of their shipments to the 3PL. The account executive develops a strategic plan to maximize sales opportunities while protecting loyalty by ensuring the highest levels of customer satisfaction. To win strategic accounts: Recognize that the sales cycle is longer for strategic accounts. While a transactional business can be booked in days or weeks, strategic accounts may take 3 to 6 months. Given the longer sales cycle, the company leadership must be supportive of the additional time required to win strategic accounts. The company must be organized to support strategic accounts, which may mean the cradle to grave sales model is not appropriate. People, resources, and technology must be aligned to support the strategic account model. Technology investment and integration is typically a requirement for strategic accounts. Companies and salespeople who want to win strategic accounts must understand how their prospective customers make their buying decisions. Successful strategic account salespeople have a different mindset. Mike describes his attitude towards accounts as "all or nothing," meaning that he won't pursue accounts unless they agree to send all their business to him. Learn More About Winning Strategic Accounts The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Supply Chain Basics with Jason Miller
09/11/2020
Supply Chain Basics with Jason Miller
Supply Chain Basics with Jason Miller and discuss supply chain basics. Jason is a professor of supply chain at Michigan State University, which is ranked as one of the top supply chain schools in the world. About Jason Miller Jason Miller (PhD The Ohio State University) is a tenured Associate Professor of Logistics and the John D. and Dortha J. Withrow Endowed Emerging Scholar at Michigan State University's Eli Broad College of Business. His primary research stream examines firms' logistics operations, with an emphasis on studying motor carrier safety, productivity, pricing dynamics, and driver turnover. Jason has been recognized with multiple awards for research and teaching. He was recognized as the undergraduate faculty member who had the greatest impact on students based on the 2017 graduating senior survey. The website Poets & Quants has recognized him as one of the top 40 undergraduate professors. About Michigan State University, Department of Supply Chain Management Michigan State University is a public research university in East Lansing, Michigan. MSU was founded in 1855. Today, MSU is one of the largest universities in the United States and has approximately 634,300 living alumni worldwide. is the consistently ranked as the top supply chain management school in the country. The department educates students to succeed in careers such as procurement, manufacturing, inventory management, warehousing, transportation, and customer service. Students graduate with foundational knowledge across all areas of SCM, positioning them to work in multiple capacities for the top global companies. The business world views Broad’s graduates and faculty as the voice of the SCM field. Key Takeaways – Supply Chain Basics Supply Chain Definition A supply chain is a system of organizations, people, activities, information, and resources involved in supplying a product or service to a consumer. Supply chain activities involve the transformation of natural resources, raw materials, and components into a finished product that is delivered to the end customer. The Three Main Supply Chain Functions Sourcing and Procurement Supplier development Supplier selection Supplier relationships Scorecards Negotiations Commodities Operations Manufacturing strategies New product development Quality Project management Forecasting Production scheduling Service design Voice of the customer Logistics Transportation Carrier management Distribution design Channel selection Warehousing Inventory management Technology Learn More About Supply Chain Basics The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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The Logistics of Logistics Podcast with Joe Lynch
09/06/2020
The Logistics of Logistics Podcast with Joe Lynch
The Logistics of Logistics Podcast with Joe Lynch and discuss The Logistics of Logistics podcast including its founding, evolution and future. Joe Lynch is the host of The Logistics of Logistics podcast. About Joe Lynch is the host of The Logistics of Logistics podcast, where he interviews logistics and supply chain leaders. In addition to the podcast, Joe also works closely with supply chain companies (shippers) and 3PLs. He advises shippers on selecting and managing their logistics partners. Joe also helps logistics providers grow their sales. Prior to founding The Logistics of Logistics, Joe served as GM and COO for a non-asset based 3PL. Joe also led a supply chain consultancy, focused on the automotive sector. Joe began his career as an automotive design engineer and eventually was promoted to program launch manager for Jeeps built in Thailand and China. Joe earned a Bachelor of Business Administration and from Cleary University and a Master of Arts in Education from the University of Michigan. About The Logistics of Logistics Podcast podcast is consistently one of the top-ranked logistics podcasts. The podcast is dedicated to exploring how things get places and the people who get them there. The host, talks with logistics, transportation, and supply chain industry leaders about innovation, technology, trends, and the future of freight. Learn More The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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The Ecommerce Lifecycle with AJ Khanijow
08/28/2020
The Ecommerce Lifecycle with AJ Khanijow
The Ecommerce Lifecycle with AJ Khanijow and discuss the the ecommerce lifecycle. As the founder of an ecommerce fulfillment company, AJ works closely with ecommerce companies and is an expert in ecommerce fulfillment. About AJ Khanijow is the founder of , a warehousing and fulfillment company based in Huntsville, Alabama. AJ and his team at Fulfyld specialize in e-commerce fulfillment. Prior to founding Fulfyld, AJ held business development and leadership positions in the manufacturing, technology, packaging, and consulting industries. AJ earned an industrial engineering degree from Auburn University. About Fulfyld is an e-commerce fulfillment and warehousing company based in Huntsville, Alabama. Fulfyld’s unique service offering includes the technology and customer service required by direct to consumer brands along with deep expertise in value-added services, product sourcing, and packaging that enables them to become an extension of their customer’s supply chain. Customers range from local to global companies, each with unique e-commerce fulfillment needs. Fulfyld integrates directly with e-commerce marketplaces and shopping carts to simplify your shipping process. Fulfyld ships same-day, every day, for one flat-rate. Key Takeaways: The Ecommerce Lifecycle The Ecommerce Lifecycle The prospective customer comes to the website, usually using a computer or tablet, but increasing via phones. Prior to the visit, lots of things happened, website development, SEO, messaging, branding, etc.. The prospective customer becomes a customer by adding something to their cart, buying something. The transaction begins. The customer’s transaction is processed via sales channels or online commerce platform that ecommerce companies use to run their business. For ecommerce, the sales channels include marketplaces like Amazon, eBay, Jett, or Walmart. The customer’s transaction is converted into an order so that it can be provided to the fulfillment center for picking, packing, and shipping. Fulfillment centers typically used a warehouse management system (WMS) to manage orders. The fulfillment center associate receives the order via a printed sheet or handheld scanner. Next, the associate scans the product and adds it to a tote. The tote, which contains one product is taken to the packing area. Once the tote arrives in the packing area, the products within the tote are scanned again to ensure the right products got picked. The products are packed according to the size of the order and predefined packaging and packing guidelines. Lastly, the barcode scanner prints out the shipping label, and the shipping team associate adds the label to the package. In the background, the tracking information is communicated to the customer. The package is picked up, usually by USPS, FedEx, or UPS. Returns process The consumer initiates a return online. Once the return is approved, a shipping label is generated by the WMS or sales channel. The shipping label is emailed to the consumer. The consumer repacks the product, adds the shipping label, and gives it to the small parcel provider. The returned product is received and scanned into by the return center (often the same fulfillment center that shipped it). The returned product is added back to inventory, discarded, or repaired. Once the product is received and scanned, the inventory count is updated and the sales channel initiates a refund or exchange transaction. Common problems in the Ecommerce Lifecycle Ecommerce sellers don't watch or monitor their orders closely enough which is an issue because sometimes there are glitches in systems and orders don’t move through the order process. Managing barcodes and SKUs (duplicates) – details matter Lack of inventory planning If you run out of inventory, the marketplaces like Amazon penalize ecommerce sellers who run out of inventory. If your product isn't available, your company will move lower on Amazon page rankings Customer expectations have risen in regards to online buying and they expect the product they purchase to be available To avoid problems ecommerce sellers must manage their - incorrect, duplicate, or too many SKUs can drive errors and additional costs. Selecting the wrong fulfillment partner is another common mistake in the ecommerce business. Managing ecommerce fulfillment can be challenging and not every warehousing company is capable. There are a lot of new fulfillment centers that are new and lack the proper experience. Many of the older warehousing companies specialize in other industries and are not used to the high volume of ecommerce shipments or home deliveries. If your warehousing company specializes in automotive OEM, they might not be good for your Etsy customers. Learn More About the 5 Keys to Direct to Consumer (DTC) Success The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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The Logistics of Building a Brand with Chip Humitz
08/27/2020
The Logistics of Building a Brand with Chip Humitz
The Logistics of Building a Brand with Chip Humitz and discuss the logistics of brand building. As a top marketing and branding strategist, Chip explains the key elements of brand building and how it relates to the transportation and logistics space. About Chip Humitz is the Marketing and Strategy Director at LUDWIG+, a full-service marketing consultancy. Chip has worked in marketing and brand strategy for over 25 years. Chip has significant experience and expertise on both the client and agency side of the business. Chip has held various positions of increasing responsibility with top marketing, advertising, and branding agencies. Chip's experience on the client-side includes stints at top consumer brands including Heinz, Domino's Pizza, and Mahindra Automotive. Chip earned a Bachelor's and Master's degrees in Advertising and Marketing from Michigan State University. LUDWIG+ LUDWIG+ is a full-service, women-owned marketing consultancy based in Bingham Farms, MI. LUDWIG+ excels in mind-blowing digital technology, infectious social media, brilliant strategic planning, laser-focused media planning, efficient media buying, insightful analytics, and a wicked creative powerhouse. Key Takeaways: The Logistics of Building a Brand Brand and Brand Positioning Defined A brand is much more than just a logo or tagline. A brand should create value in the mind of your audience or customer. A brand is a set of expectations, memories, stories, and relationships that, taken together, account for a consumer’s decision to choose one product or service over another. Your company's brand is an image or idea that lives in the mind of your customer. Chip shared the following quote about branding, “A brand is a living entity – and it is enriched or undermined cumulatively over time, the product of a thousand small gestures” - Michael Eisner, CEO Disney. Brand Positioning can be defined as the positioning strategy of the brand with the goal to create a unique impression in the minds of the customers and in the marketplace. Positioning refers to the place a brand resides in the mind of customers. That brand can be a company’s products and services, or the company itself. It defines the sales and marketing approach used with customers and can even affect the content of business proposals. Brand positioning is typically built around one of the following attributes: price, experience, access, product, or service. A brand value proposition and branding position is developed based on three factors: 1.) what you do as a company, 2.) audience (customer) wants and needs, and 3.) competitive environment. The brand is the salesman that is there when the salesman isn’t there. The Logistics of Building a Brand Discovery Phase During the discovery phase, the brand strategists will work with your team and customers to deep dive the 1.) audience, 2.) brand, and 3.) competitive environment. Talk with customers to fully understand how your company is perceived Determine what makes your company special – customer’s perspective Customer perspective of your company – what are you know for What does your ideal customer expect? Want? Be completely honest in this assessment Develop a vision of what you want your company to be The vision usually becomes evident during the discovery phase. The branding process articulates and amplifies the positive things that were already happening at the company Pick a niche and then fully invest to own that niche Know everything your ideal customer wants Get the internal team aligned to the vision Make sure the employees understand the vision and why it is important Align the sales and marketing messaging to the vision Update marketing materials, websites, and social media to reflect the new brand Learn More About the Logistics of Building a Brand The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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ALS Sucks with Larry Cepuran
08/24/2020
ALS Sucks with Larry Cepuran
ALS Sucks with Larry Cepuran and talk about how ALS sucks and there is still no cure and few treatments for this awful disease. Larry Cepuran is a friend of Joe's who has been diagnosed with ALS, which is sometimes referred to as Lou Gehrig's disease. ALS stands for Amyotrophic lateral sclerosis. About ALS TDI The ALS Therapy Development Institute (ALS TDI) is the world's foremost drug discovery lab focused solely on ALS. As a nonprofit biotech we operate without regard to profit or politics. Led by drug development experts and people with ALS, our Cambridge, Massachusetts based lab is funded by a global network of supporters unified to end ALS. Our mission is to discover and develop effective treatments for ALS. ALS (Amyotrophic lateral sclerosis) Sucks There are currently no known effective cures or treatments to stop disease progression of ALS. ALS is a complex disease that varies from person to person and far more research is necessary to discover effective treatments for each person living with ALS. Amyotrophic lateral sclerosis (ALS), also known as motor neuron disease or Lou Gehrig's disease, is a disease that causes the death of neurons controlling voluntary muscles. Some also use the term motor neuron disease for a group of conditions of which ALS is the most common. ALS is characterized by stiff muscles, muscle twitching, and gradually worsening weakness due to muscles decreasing in size. It may begin with weakness in the arms or legs, or with difficulty speaking or swallowing. About half of the people affected develop at least mild difficulties with thinking and behavior and most people experience pain. Most eventually lose the ability to walk, use their hands, speak, swallow, and breathe. The cause is not known in 90% to 95% of cases, but is believed to involve both genetic and environmental factors. The remaining 5–10% of cases are inherited from a person's parents. About half of these genetic cases are due to one of two specific genes. The underlying mechanism involves damage to both upper and lower motor neurons. The diagnosis is based on a person's signs and symptoms, with testing done to rule out other potential causes. Learn More About ALS Sucks The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Developing Grit with Ann Holm
08/16/2020
Developing Grit with Ann Holm
and discuss developing grit, which is having perseverance and passion for long-term goals. Grit is often recognized as one of the keys to success. About Ann Holm , is a Professional Certified Coach specializing in executive, career, and sales coaching. In addition to being a certified Master practitioner of the Myers-Briggs Type Indicator, she offers the Type Coach online assessment, with a focus on personality as it relates to the process of generating leads, closing, and maintaining sales accounts. She also has 25 years of experience in applied brain science, using her hands-on experiences to help her coaching clients understand how to stay focused, be engaged, and energized given the demands of the 21st-century workplace. Ann has both a BA and an MS from the University of Michigan which focuses on psychology, brain science, and language. About Ann Holm’s Coaching Practice Ann helps individuals position themselves for success by increasing their self-awareness, which is a must-have skill in the 21st century. Through coaching and proven assessment tools, Ann helps people become aware of their personality, emotional intelligence, and how they manage their brain energy. She also helps her client to better understand their value proposition or personal brand. Areas of expertise include: personal self-awareness, sales coaching for logistics professionals, emotional intelligence, communication and influence, team building, MBTI Master Practitioner, extensive experience with the MBTI Step III, 360 Reach/Personal Branding, and applied brain science. Key Takeaways: Developing Grit According to Ann, you can develop grit by doing the following: Have a growth mindset that recognizes that you can continuously improve your attitude, skills, and knowledge. Treat setbacks as an opportunity to grow and improve. Know your why, which will remind you to focus your efforts on what matters most, compelling you to do the work, take risks, and push forward regardless of how hard the path becomes. Identify a movie character or scene that moves you to keep going and bring that extra effort. Listen to a song or songs that inspire you to push forward regardless of the odds or obstacles. Avoid negative media that can sap your energy and demotivate you. Think of a relative like a parent or a grandparent who embodies grit in your mind. Avoid the "what the hell" effect which is the feeling you get when you’ve already failed so you decide you might as well fail spectacularly. To keep the progress going, manage your slips. Learn More About Developing Grit Listeners can take the free saboteurs assessment to see how they get in their own way at this link Ann will help you understand your results with a complimentary consultation at the following link: Related Topics: The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Transforming the Shipper, Freight Forwarder Relationship with Sarah Barnes-Humphrey
08/16/2020
Transforming the Shipper, Freight Forwarder Relationship with Sarah Barnes-Humphrey
Transforming the Shipper, Freight Forwarder Relationship with Sarah Barnes-Humphrey and discuss transforming the shipper, freight forwarder relationship. As the founder of a company designed to connect shippers and freight forwarders, Sarah understands the dynamics of the shipper, freight forwarder relationship. About Sarah Barnes-Humphrey is a logistician turned supply chain marketer, passionate about bringing stories to life in an industry that has traditionally been about stats and numbers. As the host of the popular Let’s Talk Supply Chain Podcast (LTSC) blog and The SC, Supply Chain TV on YouTube, Barnes-Humphrey helps tell the stories and bring awareness to brands and hot topics in the industry, which includes her infamous Women in Supply Chain series. Recently named Top 100 most influential women leaders in Supply Chain (global) and Top 100 most influential Women in Canadian Supply Chain, Barnes-Humphrey has spent the past 20 years in logistics and supply chain and has now co-founded , a new technology platform encompassing all of her experience and knowledge in the supply chain bringing innovative, collaboration to the shipper and forwarder experience. Shipz is an online transportation booking platform for international freight movements and a supply chain ecosystem. Shipz helps importers and exporters move their products easily and more efficiently to grow their business outside their borders. Many mid-sized companies do import and export, and want to work with forwarders, but they are limited by the current process. Meanwhile, forwarders are equally strained by the amount of “free” work they do, and by being treated like a bank. is a neutral bid-and-ship platform for mid-market shippers, providing forwarders with a safe space to stay in the ring. Let’s Talk Supply Chain is one of the Top supply chain podcasts and blogs on the market, In both, the podcast and the blog, you will learn about best practices, changes in the industry, and “hot topics” surrounding Supply Chain. Listeners have will hear from amazing thought leaders, women in supply chain, and disruptors in the industry. Key Takeaways: Transforming the Shipper, Freight Forwarder Relationship Small and Mid-Market Shippers and Freight Forwarders Struggle with the Quoting Process The relationship between small and mid-market shippers and freight forwarders is often strained. Small and mid-market shippers who are importing and exporting goods typically don't have the resources, volumes, and expertise of larger shippers so they require extra support from freight forwarders. Freight forwarders often find themselves spending additional time on smaller accounts and making less money. Small and mid-market shippers often need a freight quote as part of their sales quote to their customers. Freight forwarders are wary of working hard on quotes that they may never move. Small and mid-market shippers can also be wary and untrusting of freight forwarders because getting a quote is complicated and the quotes contain lots of line items and potential penalties. Additional resentment from freight forwarders occurs when they find themselves submitting a lot of quotes and not winning very much business. An Online Transportation Platform Specifically Designed for Freight Forwarders and Small to Mid-Market Companies Streamlines the Process and Eases the Tension Shipz offers an online transportation platform that streamlines the quoting, booking, and payment processes while removing many of the factors that were aggravating for shippers and freight forwarders. Shipz provides shippers a benchmarking tool (business intelligence) for estimating shipment pricing based on average cost for that origin/destination. With solid business intelligence at their disposal, shippers have confidence when working with freight forwarders, plus they don't have to pester freight forwarders for estimated pricing. Shippers can also get a quote from multiple freight forwarders quickly and easily. The Shipz system compares the quotes "apples to apples" which saves time and money for both freight forwarders and Shippers. Freight forwarders using Shipz gain access to serious shippers who don't neccessarily needs lots of quotes for their sales process because they have access to business intelligence pricing tools (price benchmarking based on average priced paid). Freight forwarders using Shipz quote on more business and win more business because the system provides competitive feedback in a way that doesn't violate anybody's confidential pricing. Lastly, freight forwarders using Shipz get paid fast, because no freight forwarders wants to be a bank. Learn More About Transforming the Shipper, Freight Forwarder Relationship The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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The Customer is the Hero with Tom Augenthaler
08/10/2020
The Customer is the Hero with Tom Augenthaler
The Customer is the Hero with Tom Augenthaler and discuss why the customer is the hero. As the founder of an influencer marketing company, Tom helps companies tell stories that make the customer the hero. Having customers and influencers talk positively about your company is one of the best ways to attract and win new business. About Tom Augenthaler Tom Augenthaler is the Founder and CEO of . On the website, Tom shares his ideas and knowledge of influencer marketing with others looking to learn about this powerful strategy. Tom is a pioneer in the space and has been working with influencers since 2007 while with Hewlett Packard, and as a consultant helping corporate clients since 2009. He is an international speaker, corporate trainer, and recognized as one of the Top 50 experts in the field by . Tom writes for several media outlets including Social Media Examiner and Social Media Today. Tom earned a Bachelor of Arts in History from Gettysburg College and a Master of Liberal Arts in English and American Lit from Harvard University. About 551 Media and The Influence Marketer is the best place to learn about B2B influencer marketing. Tom Augenthaler has been helping top brands utilize B2B influencer marketing since 2007, he is a true pioneer in the space. The Influencer Marketer provides lots of free content on influencer marketing and is the place to go for any company looking to start or improve their use of influencer marketing. Tom offers full team training on the many different aspects of the process, one on one mentoring, or strategy calls. He consults digitally and in-person to help B2B businesses build a marketing strategy that is right for them. Key Takeaways: The Customer is the Hero When a company or salesperson talks too much about themselves or their company, they are not treating the customer as the hero. In business, the most compelling story is a customer (or sometimes an influencer) talking about their positive experience with a product or service. Successful marketers are using the success stories of their customers to attract and win new customers. The heroic customer journey can be viewed as a transformation from their previous state (stuck, unsuccessful, unhappy) to their new desired state. In the journey, the customer is positioned as the hero and the brand is the guide helping the customer overcome their challenges and accomplishing their goals. Sales and marketing people need to better understand the problems and challenges faced by their prospective customers. Customers and prospects are busy, and they do not always share their reasons for buying. As marketers, we must dig deeper, beyond the superficial to get a true understanding of the customer's challenges and motivations for buying. In the podcast interview, Tom said the company, does a great job positioning its customers as heroes. On their website and at their conferences they let their successful customers share their stories of successful transformation. Learn More The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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REPOST: Cold Calling on Steroids with Brad Seaman
08/05/2020
REPOST: Cold Calling on Steroids with Brad Seaman
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REPOST: A Better Way to Sell Logistics Services with Matt Collins
08/05/2020
REPOST: A Better Way to Sell Logistics Services with Matt Collins
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REPOST: The Number One Reason Why People Buy with Steve Elwell
08/05/2020
REPOST: The Number One Reason Why People Buy with Steve Elwell
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5 Keys to Direct to Consumer (DTC) Success with AJ Khanijow
08/05/2020
5 Keys to Direct to Consumer (DTC) Success with AJ Khanijow
5 Keys to Direct to Consumer (DTC) Success with AJ Khanijow and discuss the 5 keys to direct to consumer success. As the founder of an e-commerce fulfillment company, AJ works closely with direct to consumer companies and he has helped his clients avoid the many pitfalls. About AJ Khanijow is the founder of , a warehousing and fulfillment company based in Huntsville, Alabama. AJ and his team at Fulfyld specialize in e-commerce fulfillment. Prior to founding Fulfyld, AJ held business development and leadership positions in the manufacturing, technology, packaging, and consulting industries. AJ earned an industrial engineering degree from Auburn University. About Fulfyld is an e-commerce fulfillment and warehousing company based in Huntsville, Alabama. Fulfyld’s unique service offering includes the technology and customer service required by direct to consumer brands along with deep expertise in value-added services, product sourcing, and packaging that enables them to become an extension of their customer's supply chain. Customers range from local to global companies, each with unique e-commerce fulfillment needs. Fulfyld integrates directly with e-commerce marketplaces and shopping carts to simplify your shipping process. Fulfyld ships same-day, every day, for one flat-rate. Key Takeaways: 5 Keys to Direct to Consumer (DTC) Success Direct to Consumer (DTC) Success Background Most DTC brands included above have a few things in common: They sell mainly physical goods as opposed to services like home cleaning or music streaming. They are mostly vertical brands, meaning they produce and distribute their own physical goods, rather than acting as marketplaces that sell many brands. Many DTC firms have backed by venture capital at some stage(s). They have smaller product catalogs than traditional retailers. They avoid mainstream manufacturing. They appeal to younger generations by evidencing their ethical supply chains and using their brand’s story to connect with their audience. The DTC e-commerce revolution is still pretty new, with e-commerce still only representing about 10% of retail sales in the U.S., according to the U.S. Department of Commerce. During the pandemic, e-commerce sales surged, and it may result in permanently higher sales for the e-commerce sector. The ten top DTC advertisers: SmileDirectClub, DoorDash, 23andMe, Poshmark, UNTUCKit, Touch of Modern, Hims, Casper Sleep, Stitch Fix, ThirdLove, AJ Khanijow’s 5 Keys to Direct to Consumer (DTC) Success Develop a Great Brand. A company’s brand is it’s promise to its customers. The brand tells them what they can expect from the company’s products and services, and it differentiates the company from its competitors'. While some DTC companies skimp on branding in the start-up phase, the best DTC companies develop strong brands. Create a Memorable Customer Experience. Whether they are buying online or retail, customers increasingly expect a great experience. The best DTC businesses have learned to create a great consumer experience. DTC brands can most effectively build relationships with consistent yet personalized communications, delivered throughout the customer’s lifecycle. Data, Data, Data. Every DTC firm recognizes the value of customer and marketing data. In AJ’s experience, many DTC firms struggle to develop good supply chain analytics. As a result, some DTC brands struggle with sales forecasting and product shortages. Prepare to Sell on Every Channel. Many of the successful direct to consumer businesses have begun selling in traditional retail stores. While this may seem counter-intuitive, the businesses are responding to the needs of the consumer. Conversely, older brands (pre-DTC) are beginning to adopt DTC offerings. The bottom line, companies need to offer their products on the channels where consumers want to buy. Select the Right Fulfillment Partner. Hiring the right e-commerce fulfillment company is key because that fulfillment partner could be the difference between success and failure. The fulfillment partner can greatly impact customer satisfaction because they own the order fulfillment process (order processing, pick and pack, shipping, documentation, delivery, and if necessary, returns). Fulfillment is just the starting point. DTC brands often need expertise and service beyond warehousing, fulfillment, and distribution. The right fulfillment partner should be capable of providing whatever value-added service is needed for the brand to succeed and grow. Look for a company that can assist with the following services: procurement, sourcing, manufacturing, and fabrication, assembly, and packaging. Learn More About the 5 Keys to Direct to Consumer (DTC) Success The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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LTL Basics with Doug Sartain
07/29/2020
LTL Basics with Doug Sartain
LTL Basics with Doug Sartain and discuss LTL basics. LTL is short for less-than-truckload. Doug is the Vice President of LTL Services at Redwood Logistics and the perfect guest to explain LTL basics. About Doug Sartain is the Vice President of LTL Services at Redwood Logistics. Doug has worked in transportation and logistics for over 30 years. Doug has significant experience and expertise in over the road transportation especially less-than-truckload. Doug has held various positions of increasing responsibility within the trucking and logistics industries. Doug earned a Bachelor of Science, Pre-law and Labor Relations, from State University of New York at Albany. About Redwood Logistics is a privately held top 100 provider of a wide range of strategically integrated transportation and logistics services. For more than 15 years, the company has been providing solutions for moving and managing freight and sharing its knowledge across North America. The Redwood family of companies includes Redwood Multimodal, a freight brokerage company; Redwood Supply Chain Solutions, a technology-powered freight management company; Redwood Distribution, a warehousing and freight forwarding company; and Freight Exchange of North America, a Redwood Company, an asset-based full truckload, dry van carrier. Learn More About LTL Basics The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Dynamic Pricing is Transforming Logistics with Zeke Ziliak
07/25/2020
Dynamic Pricing is Transforming Logistics with Zeke Ziliak
Dynamic Pricing is Transforming Logistics with Zeke Ziliak and discuss how dynamic pricing is transforming logistics. As Global Vice President, Transportation & Logistics Industries at PROS, Zeke and his team help transportation and logistics companies align supply, demand, and pricing decisions to realize additional revenue and profit. About Zeke Ziliak is the Global Vice President, Transportation & Logistics Industries at PROS. At PROS, Zeke and his team provide science-based pricing strategies to transportation and logistics companies. Since Joining PROS 15 years ago, Zeke has held various positions of increasing responsibility. Positions include Senior Product Manager, Director of Business Development, and Executive Account Manager. Prior to joining PROS, Zeke was a music promoter and talent manager. Zeke began his career in corporate risk mitigation for an energy company. Zeke earned a Bachelor of Science, Biology/Chemistry from the University of Houston. Zeke attended UH as a National Merit Scholar on a full academic scholarship. About PROS (NYSE: PRO) provides AI-based solutions that power commerce in the digital economy. Using artificial intelligence, PROS accelerates customers' ability to embrace digital selling and eCommerce channels. With predictive and prescriptive guidance, companies are enabled to dynamically price, configure and sell their products and services across all channels with speed, precision, and consistency. PROS customers, who are leaders in their markets, benefit from decades of data science expertise infused into our industry solutions. Key Takeaways - Dynamic Pricing is Transforming Logistics Dynamic Pricing Basics Dynamic pricing, also referred to as surge pricing, demand pricing, or time-based pricing is a pricing strategy in which businesses set flexible prices for products or services based on current market demands. Businesses are able to change prices based on algorithms that take into account competitor pricing, supply and demand, and other external factors in the market. PROS was founded in 1985 and became a pioneer in revenue management within the airline industry, PROS expanded into price management and price optimization by combining pricing science with software automation designed to help businesses increase revenue and profitability through improved pricing practices. Industries that PROS currently serve include airlines, automotive, consumer goods, distribution, energy & chemicals, food & beverage, manufacturing, medical devices & healthcare, services, technology, and transportation & logistics. Transportation and logistics was a natural fit for PROS because the industry depends on origin and destination data just like PROS original customers, the airlines. PROS B2B commerce platform is powered by and a highly secured cloud infrastructure. PROS focuses on industry-specific pricing and selling challenges based on that industry’s economy. Dynamic Pricing in the Transportation and Logistics Industry is crucial to a company's success in the transportation and logistics business. Pricing people in the industry, armed with increasingly better data, have developed very sophisticated pricing models. Even though the pricing people have gotten much better, there are still some challenges including: Data that is lacking, old, or not available. Pricing knowledge is inconsistent and usually in the head of a few smart, experienced indiviudals, not in systems that can be deployed across the organization. The lack of data and pricing systems causes inconsistent results. Even the best pricing people can not match the speed, accurracy, and insights provided by a dynamic pricing system powered by artificial intelligence. PROS dynamic pricing is the secret weapon that many industry leaders use to gain a competitive edge in pricing. Companies using PROS Dynamic Pricing Management Software gain the following advantages: Top line revenue increases of 2-5% and margin increases of 10%. Pricing based on real-time data, using proven scientific pricing models. More accurrate quotes, developed much faster, with less effort. Win rate optimal pricing that ensures that more of your quotes are accepted. Learn More About Dynamic Pricing is Transforming Logistics The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Freight Moves on Relationships (and Trucks) with Nicole Glenn
07/21/2020
Freight Moves on Relationships (and Trucks) with Nicole Glenn
Freight Moves on Relationships (and Trucks) with Nicole Glenn and Joe Lynch discuss the topic, freight moves on relationships and trucks. As the founder and president of a transportation company that specializes in time-sensitive, high-touch shipments, Nicole believes that communication and good relationships drives positive business results. About Nicole Glenn , Owner and President of Candor Expedite, a critical expedite service provider as well as a white-glove B2B company. Prior to opening and operating Candor, Nicole worked hand in hand with company owners to develop their companies and grow their customer following and elevate their sales and operations teams. From building asset-based fleets to successful brokerages that specialized in expedite and standard truckload Nicole would also focus her efforts on her teams to enhance and lift the individuals that help move the companies forward. Nicole obtained a degree in Business Management and Marketing from Northwood University. About Candor Expedite Candor is a woman-owned and operated hotshot ground and white-glove service provider with offices in Illinois and Texas. Candor specializes in hotshot ground, time-sensitive, and white glove delivery services. Because Candor manages so many high-touch, time-sensitive shipments, they have developed a culture of customer service, precision, special handling, and open communication – after all, Candor is the company name. Because shipment and truck visibility is so important on critical shipments, Candor utilizes Trucker Tools to track shipments and provide real-time updates. While no two clients or urgent shipments are the same, Candor has significant experience with customers in manufacturing, trade shows, hotels and hospitality, air-freight, and facility services. Key Takeaways: Freight Moves on Relationships (and Trucks) Shippers who do not have good relationships with their 3PLs and carriers often suffer with the following problems. Poor service including, but not limited to late shipments, damage, billing problems, paying too much for transportation (measurable stuff) Bad communication, poor attitudes, lack of respect, lack of visibility, lack of transparency, lack of integrity, (stuff that is not measurable) Some typical advantages that shipper realize when they have good relationships with their 3PLs and carriers. Superior service Good communication Freebies (expedites or cost reductions when there is a problem) Account familiarity A partner (carrier or 3PL) that invests in the relationship. The investment may take many forms including, visits, quarterly business reviews, improvement initiatives, specialized technology or assigning an account manager. To foster solid business relationships with 3PLs and carriers, shippers should do the following: Have regularly scheduled meetings where you review performance, problems, continuous improvement initiatives. Invite senior management to the kick-off meetings to set the tone and show their support. Ideally, the meeting can be aligned with the senior manager's objectives. Informal phone calls outside Have fun events like happy hours, barbeques, parties, dinners, where casual conversations can flourish. Learn More About Freight Moves on Relationships (and Trucks) The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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Frictionless Logistics: It's the Collaboration, Stupid with Ketan Karkanis
07/17/2020
Frictionless Logistics: It's the Collaboration, Stupid with Ketan Karkanis
Frictionless Logistics: It’s the Collaboration, Stupid with Ketan Karkhanis and discuss logistics collaboration and the friction that limits productivity for shippers, 3PLs, brokers, and trucking companies. About Ketan Karkhanis is the Chief Product Officer at Turvo, the first real-time collaborative logistics platform that uses artificial intelligence to perfect the science of movement. Prior to joining Turvo, Ketan worked at Salesforce for ten years where he held a series of senior management positions. While at Salesforce, Ketan led the development and launch of analytics and cloud products. Before joining Salesforce, Ketan spent nine years at Cisco in various roles including IT, product management, and consulting. Ketan holds a B.S. in Computer Science from Pune Institute of Computer Technology (India) and an MBA from Leavey School of Business at Santa Clara University. About Turvo Turvo is the world’s first multi-enterprise collaborative platform specifically designed for the global supply chain. The Turvo platform connects people and organizations across the supply chain, allowing shippers, logistics providers, and carriers to digitally transform their workflows with cloud-based software and mobile applications. The technology unifies all systems, internal and external, providing one end-to-end system of record set for all operations and analytics while eliminating redundant manual tasks and automating business processes. Turvo is based in the San Francisco Bay Area with offices in Dallas, Texas, and Hyderabad, India. Key Takeaways - Frictionless Logistics: It’s the Collaboration, Stupid Ketan and the Turvo team have taken a fresh look at the way freight moves and the people involved in each shipment. Some observations: Logistics is a team sport and the team can't function at a high level without collaboration. Many existing TMS are built with a system view, not a customer view. The system view created and the need for time-consuming, costly system integrations. Technology stacks, legacy systems and a focus on individual silos result in a poor customer experience The goal of collaboration should be connecting people and systems to move things effectively and efficiently. Turvo has designed their platform to enable shippers, carriers, 3PL, and any other stakeholders to collaborate around one true record. Turvo's goal is to create one seamless experience that includes visibility, collaboration, and execution all in one place. The experience is elegant, intuitive, and in-context to the work that needs to be done. Frictionless logistics means doing the basics incredibly well. To reduce the friction and hassle, Turvo puts the visibility, collaboration, and execution all in one place Turvo's goal is to create an elevated customer experience that includes these key functions in one place: System of records (one truth of the transaction) Systems of engagement (communication and collaboration) System of intelligence (AI, analytics, etc.) Learn More The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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REPOST: Buying and Selling Transportation/Logistics Companies with Peter Stefanovich
07/12/2020
REPOST: Buying and Selling Transportation/Logistics Companies with Peter Stefanovich
Buying and Selling Transportation/Logistics Companies with Peter Stefanovich and and discuss buying and selling transportation/logistics companies. Peter is a co-founder of Left Lane Associates, a Canadian mergers and acquisitions firm focused exclusively on the North American supply chain industry. About Peter Stefanovich is the Managing Partner at Left Lane Associates, a mergers and acquisition firm representing buyers and sellers in the transportation, logistics, and supply chain industries in North America. Prior to co-founding Left Lane Associates, Peter worked at Radiant Global Logistics (formerly Wheels Group) as a Senior Business Development Manager. Peter’s clients included Sobeys, BestBuy, Steris, and many others. Peter earned a dual major in Business Finance and Political Science at Western University. About Left Lane Associates is a Canadian mergers and acquisitions advisory firm focused exclusively on the North American supply chain industry. Left Lane helps maximizes enterprise value for shareholders looking to sell their businesses. For companies looking to buy, Left Lane provides strategic thinking and thought leadership that helps their clients find the perfect cultural, geographical, and sector fit. Key Takeaways - About Buying and Selling Transportation/Logistics Companies Peter shares the insights that he has gained from working with both buyers and sellers in the logistics industry. He tells us such things as why now the best time is to sell a logistics company, things to do when preparing to sell, how long the selling process takes, and why sellers choose to use a broker. Owners of transportation and logistics companies hire Left Lane to sell their business because: Owners in this industry have likely never sold a company before, so they want to trust the process with someone more experienced in the process. You only get one chance to sell your business - once it’s done, you can’t go back Brokers specialize which lets owners focus on their business while preparing to sell. Owners have many reasons for wanting to sell – personal, economy, retirement, industry, change of pace, etc. Owners of transportation and logistics companies often sell because of the four dreaded Ds: divorce, death, delinquent partner, and disease. To receive top dollar for their companies, owners must prepare by taking care of the following: Legal issues must be resolved – internal and external Get authorizations and certifications in order Get rid of underutilized assets Release underperforming employees Lean out the organization Maximize EBITDA (earnings before interest, taxes, depreciation, and amortization) Develop a specialization Technology (CRM, TMS, website, and social media) What people perceive about your company is often based on your web presence. Any dollar you save could be worth 3x-4x more when you sell Learn More About Buying and Selling Transportation/Logistics Companies The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: , , , , , , , , , ,
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