The Logistics of Logistics

Make Heroes, Make Money with Steve Elwell Joe Lynch and Steve Elwell discuss the concept of "make heroes, make money," which relates to making customers and prospective customers the hero. Many salespeople and companies forget this principle and position themselves as the hero. Customers don't want to be shown up by an outside company saving the day. They would rather be seen as the hero who picked a great partner to assist them in saving the day. About Steve Elwell Steve Elwell is the Founder of iDev Partners, which is a business consultancy focused on turnaround, growth, and Improvement. Steve brings a strategic and practical approach to the challenges of leadership and business profitability. He is an expert in the growth and turnaround of small and medium manufacturing, logistics, and technology businesses. He led the turnaround of 6 troubled companies and started 2 new businesses. He successfully recruited and led 6 sales forces, introduced dozens of new products, and entered 10 new markets. As a retained executive search consultant, he built C-suite leadership teams for clients in a variety of industries. Steve earned a BA in Economics and Management and an MBA. He lives with his family in suburban Detroit. About iDev Partners iDev Partners provides growth and turnaround services to owners and executives of small and medium-sized automotive, industrial, and technology businesses. Areas of focus include new market entry, new product development, sales effectiveness, partnerships and alliances, operational excellence, and financial management. Key Takeaways: Make Heroes, Make Money In the podcast interview, Steve and Joe discuss principles from the book, StoryBrand by Donald Miller. StoryBrand is a fantastic resource for sales and marketing professionals. In the book, Donald Miller explains why marketers and salespeople should position the customer as the hero. Principle 1: The customer is the hero, not your brand. Principle 2: Companies tend to sell solutions to external problems, but customers buy solutions to internal problems. Principle 3: Customers aren't looking for another hero; they're looking for a guide. Principle 4: Customers trust a guide who has a plan. Principle 5: Customers do not take action unless they are challenged to take action. Principle 6: Every human being is trying to avoid a tragic ending. Principle 7: Never Assume People Understand how your brand can change their lives – tell them. Learn More About Make Heroes, Make Money Steve Elwell iDev Partners Avoiding Fear, Uncertainty, and Doubt in Sales with Steve Elwell StoryBrand 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

What's Driving the 3PL Industry Consolidation with Spencer Tenney Joe Lynch and Spencer Tenney discuss what's driving the 3PL industry consolidation. Spencer and his team at Tenney Group are mergers and acquisitions advisors who work with business owners in the 3PL, trucking, and bus industry. About Spencer Tenney Spencer Tenney serves as President & CEO of Tenney Group, where he oversees the firm's day-to-day effectiveness and long-term vision. Spencer is a graduate of the University of Texas at Austin and holds the designation of Certified Merger & Acquisition Advisor through AM&AA. Prior to Tenney Group, Spencer worked as a Director at Merritt Hawkins, a healthcare recruiting firm in Dallas. He also owned a music publishing company. Spencer and his wife, Lauren, reside outside of Nashville in Franklin, Tennessee and have been married for 13 years. He has three amazing kids – 9,6, & 3. He enjoys writing country music, reading presidential biographies, and F3 (Fitness, Fellowship, Faith). He currently serves on the board of Franktown Open Hearts, a faith-based organization dedicated to equipping inner-city kids to free themselves from generational poverty. About Tenney Group Tenney Group are mergers and acquisitions advisors who work with business owners in the 3PL, trucking, and bus industry. These business owners are hardworking individuals or teams who have created and lead companies that are the backbone of America. Unfortunately, pitfalls unique to the transportation industry can threaten an owner's ability to sell their business for what they deserve or even threaten their ability to sell at all. Luckily, Tenney Group has developed an industry specialized process that enables business owners to navigate these pitfalls and maximize their ability to get a deal done. Ultimately, this allows owners to impact their family, employees, and community in profound ways while also giving them peace of mind that they made the best decision. The Tenney Group's unique expertise helps transportation business owners build and protect business value, grow through acquisitions, and optimize the sale of their businesses. The Tenney Group was established in 1973 and has completed over 200 transportation deals. Key Takeaways: What's Driving the 3PL Industry Consolidation In the interview, Spencer explains what's driving the 3PL industry consolidation. The following factors are driving the 3PL industry consolidation: Inexpensive investment dollars are available for funding M&A activity. Large logistics companies acquire businesses for the following reasons: Grow their revenues. Enter new markets. Gain access to talent. Diversify their service offering. Diversify their service area. Owners of logistics and transportation companies are interested in selling their companies for the following reasons: Life changes like retirement, divorce, illness, desire to do something else. Unwilling or unable to invest in the business. Unwilling or unwilling to invest in technology. Diversify their investments. Learn More About What's Driving the 3PL Industry Consolidation Spencer Tenney Tenney Group 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

3PL Sales Will Never Be the Same with Ryan Mann Joe Lynch and Ryan Mann discuss why 3PL sales will never be the same. 3PL sales are changed forever because of COVID, changing market dynamics, and the introduction of new technologies. About Ryan Mann Ryan Mann is the Director of Marketing at Lean Solutions Group. Ryan studied at Texas Tech University, earning a degree in General Studies, and has 3 minors in Psychology, Sociology, and Human Resources Development. A great strategist and experienced marketer that has worked in agencies, freelance, and business marketing. He is driven by using marketing to connect people with their goals, and helping businesses grow. His biggest motivation is his family and turning amazing ideas into reality for businesses. With passion and hard work has led each member of his team, promoting their best qualities, building team confidence, and amazing team collaboration. Ryan is a fervent writer, he delights in blogs, essays, short stories, songs, and Haiku. About Lean Solutions Group Lean Solutions Group provides operational, sales, marketing, and technology support to over 120 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 a 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: 3PL Sales Will Never Be the Same 3PL sales will never be the same because of the following reasons: Video The growth of video usage among sales and marketing people has truly changed the market. Video content views online are growing fast and businesses are using video to engage with customers on LinkedIn, Facebook, Youtube, Twitter, Tik Tok, Instagram, etc.. Zoom Zoom has enabled salespeople to have face-to-face meetings with their clients and prospects without traveling, which saves valuable time and money. The use of Zoom has exploded during COVID. Zoom can also be used to conduct webinars and create videos. Growth of SDR / BDR SDR is an abbreviation for sales development representative and BDR is an abbreviation for business development representative, but they are the same job – finding new sales leads via phone, email, and social media. A BDR is a dedicated resource for finding new sales opportunities. By having a dedicated person on prospecting, companies can better develop the sales process and limit multi-tasking. Integration of the sales and marketing functions Traditionally, salespeople communicate one-to-one, while the marketing team communicate one-to-many. The lines between sales and marketing have blurred. Salespeople are creating content and utilizing one-to-many technologies like social media and video. Marketing teams are engaging more with sales and operations people to create better content. Remote and Outsourced Headcount Outsourced headcount to nearshore locations like Columbia is making logistics companies more profitable and more competitive. Many logistics companies have outsourced functions like back-office, tracking & tracking, sales, marketing, and technology to outsourcing companies that are able to provide a quality service at a reduced cost. Learn More About 3PL Sales Will Never Be the Same Ryan Mann Lean Solutions Group RPA: The Secret Weapons for Reducing Logistics Costs - Using Robotic Process Automation to Get Faster, Cheaper, and Better 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Developing a Distribution Strategy with Matt McGregor Joe Lynch and Matt McGregor discuss developing a distribution strategy. Distribution strategy is one of the areas of focus for Matt and the Colliers Real Estate team. About Matt McGregor Matt McGregor is a Global Executive Vice President specializing in industrial commercial real estate portfolios for industrial companies. Matt is a supply chain industrial broker focused on representing firms associated with warehousing, fulfillment, manufacturing, logistics, and distribution facilities. Matt's brokerage and consulting services are best in class and consist of real estate negotiations, network optimization, supply chain analytics, relocation analysis and negotiations, lease evaluations, consolidations, portfolio consulting, subleases, acquisitions, dispositions, strategic planning, labor analytics, demographics, site consulting, power studies, comparative financial analysis, construction design consulting, post-occupancy services, and state and local incentives negotiations. Matt has an impeccable resume related to large portfolio partnerships. Matt earned a Bachelor of International Business from the University of Washington and a Master of Science in Supply Chain from Michigan State University. Additionally, Matt has earned a Logistics and Transportation certificate from Georgia Tech. About Colliers Colliers (NASDAQ, TSX: CIGI) is a leading diversified professional services and investment management company. With operations in 67 countries, our more than 15,000 enterprising professionals work collaboratively to provide expert advice to real estate occupiers, owners, and investors. For more than 25 years, our experienced leadership with significant insider ownership has delivered compound annual investment returns of almost 20% for shareholders. With annualized revenues of $3.0 billion ($3.3 billion including affiliates) and $40 billion of assets under management, we maximize the potential of the property and accelerate the success of our clients and our people. Key Takeaways: Developing a Distribution Strategy In the interview, Matt explains the importance of developing a comprehensive distribution strategy before buying a property. To have a successful distribution strategy, partner with a real estate broker who specializes in logistics and supply chain real estate. A real estate broker who specializes in logistics and supply chain will ensure that you select a distribution center location and building that enables a successful distribution strategy. When selecting a location consider the rent, utility costs, access to expressways, labor availability, labor costs, labor demographics, infrastructure, public safety, building layout including docks, and warehouse vs office space. Elements of a successful distribution strategy Customer locations and shipment frequency Supplier locations and shipment frequency Access to trucking company terminals, ports, railroads, expressways, airports, etc. Learn More About Developing a Distribution Strategy Matt McGregor LinkedIn Matt McGregor at Colliers Logistics and Supply Chain Real Estate Advisors Covid Impacts on Supply Chain with Dan Sheridan How to Hire a Real Estate Broker 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Hurdles to 3PL Growth with Trey Griggs and Isaac Moreno Joe Lynch discusses hurdles to 3PL growth with Trey Griggs and Isaac Moreno. Trey and Isaac work at Lean Solutions Group, where they work with 3PLs to solve a variety of sales and marketing problems. About Trey Griggs Trey Griggs is the Vice President of Sales at Lean Solutions Group. After graduating from William Jewell College in Liberty, Missouri, Trey began his career as a high school physics teacher and coach. In 2010, he transitioned to a career in sales, cutting his teeth in door-to-door office supply sales for 15 months before accepting an opportunity with a leading technology and data provider in the transportation industry. During the past nine years Trey has gained experience in several sectors within technology, including load boards, rate analytics, TMS systems, visibility solutions, digital freight-matching platforms, and Robotic Process Automation (RPA). Trey enjoys coaching teams to be great, as well as speaking on sales and marketing strategies, leadership, organizational structure, and technology. When he is not building world-class sales organizations, you can find Trey spending time with his family, traveling, renovating his home, playing golf, working out, reading & playing music. About Isaac Moreno Isaac Moreno is the Director of Carrier Sales for Lean Solutions Group, currently working out of the Barranquilla, Colombia office. He graduated from the University of Tampa in 2011 and has worked in the freight brokerage industry for over 8 years. He has worn many hats in the industry, but primarily has extensive experience in the Carrier Sales role. His main duty is to help grow the carrier sales division by providing exceptional training and expertise in providing quality carrier sales candidates to logistics companies in the United States. Isaac earned a Bachelor of Arts at the University of Tampa. About Lean Solutions Group Lean Solutions Group provides operational, sales, marketing, and technology support to over 120 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 a 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: Hurdles to 3PL Growth According to Trey and Isaac, the hurdles to growth in the 3PL business are typically: Developing good sales leads – lack of lead generation and sales muscle. Recruiting the right people, especially drivers. Creating a connected, capable, carrier network that reduces the need for load boards (carriers sales). Some Logistics companies struggle to grow their sales because they don't put the proper focus on the sales function – they don't recruit, train, and retain the right people for the job. They also don't develop the proper structure, process, and systems to support the sales group. Lean Solutions Group helps 3PLs grow their sales by managing the recruiting, hiring, training, and placement of sales professionals that will make a positive impact. Many 3PLs are suffering to find the right carriers to move their freight. When 3PLs lack the right carrier relationships, they become transactional and develop an over-reliance on load boards. One of Lean's specialties is carrier sales – they are the matchmaker who will will help their client connect with top quality carriers who are a great fit. Recruiting is a big problem in the logistics business. 3PLs are always looking for good people, but they don't always excel at recruiting. Today, one of the hardest segments to recruit is drivers. Among drivers, the turnover is very high, and a good driver has her pick of top carriers and lanes. Lean Solutions Group assists many of their clients on recruiting. With their roots in the staffing business, Lean has deep expertise and experience in recruiting for the 3PL space. Learn More About Hurdles to 3PL Growth Trey Griggs Isaac Moreno Lean Solutions Group 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Matt Vogrich and the MoLo Story Ryan Schreiber hosts a podcast about Matt Vogrich and the MoLo story. Matt is the President & COO of MoLo Solutions, a 3PL with a mission to deliver the best experience in transportation. About Matt Vogrich Matt Vogrich is the President and COO of MoLo Solutions, a 3PL based in Chicago, IL. Prior to founding MoLo, Matt sold supply chain services in IBM's distribution vertical. While working at IBM, Matt learned that many customers were frustrated with their logistics and transportation options, so he started MoLo with the goal of delivering the best experience in transportation. Matt earned a Bachelor of Business Administration from the University of Michigan. While at U of M, Matt was a scholarship athlete who played on the basketball team and earned Academic All Big Ten Honors. About MoLo Solutions MoLo—short for Modern Logistics—is a 3PL with a mission to deliver the best experience in transportation. The company help connect companies that ship goods and the truck drivers that have capacity to haul those goods. Food, beverages, plastics, paper, metals, and more - you name it, MoLo will ship it. Three things have shaped the company's vision – respect for drivers, long-term partnerships, and people. Drivers deserve to have a champion who looks out for them. MoLo believes in shipper relationships that transcend short term gains. MoLo also wants to be the best place to work and in 2021 they were recognized by Forbes as one of America's Best Startup Employers for the second year in a row. Learn More About Matt Vogrich and the MoLo Story Matt Vogrich MoLo Solutions Other Inside the Founders Studio Interviews Charlie Saffro and the CS Recruiting Story Will Chu and the Vector Story Nicole Glenn and the Candor Expedite Story Jason Traff and the Shipwell Story Greg Price and the Shipwell Story Kevin Nolan and the Nolan Transportation Group Story 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Hospital in the Home with Ben Fornell Joe Lynch and Ben Fornell discuss hospital in the home (HITH) and the logistics required to make it successful. Healthcare traditionally delivered at hospitals is increasingly happening at the home of the patient and the trend is sometimes called "hospital in the home" or "hospital at home." About Ben Fornell Ben Fornell is the Founder and CEO of Shurpa Health, the first logistics platform built for home healthcare. From its roots in the final mile parcel logistics business, the company has grown into a leading SaaS platform for managing hospital-at-home and in-home healthcare. Prior to taking the leap into entrepreneurship, Ben was a newspaper reporter with bylines in such publications as The Cedar Rapids Gazette, The New York Daily News, and The Des Moines Register. His former editors would be mortified to read his daily emails. Ben earned a Bachelor of Arts in Journalism from the University of Iowa. About Shurpa Shurpa is the first SaaS platform built from the ground-up to manage compliance, scheduling, and logistics for the hospital-at-home and home healthcare markets. Shurpa leverage patented artificial intelligence (AI) to take the guesswork out of managing mandatory recurring appointments while driving maximum efficiency from clinician workforces in the field. Shurpa is currently working with major national payers and providers, supporting a variety of healthcare use cases within the home. Shurpa can connect to a variety of leading electronic health records systems and work with healthcare providers to to tailor a workflow to their unique organizational needs. Connect with the Shurpa team online at www.shurpa.com or email ben@shurpa.com for more information. Key Takeaways: Hospital in the Home Hospital in the home (HITH) or hospital at home (HAH) refers to hospital-level care provided in the home environment. HITH will continue to grow because it is less expensive and often provides the same or even better healthcare outcomes for the patient. One of the challenges in HITH is logistics – getting the right people (nurses, doctors, techs) and equipment to the right place, the patient's home. When healthcare professionals are stuck in traffic, lost, or taking the long way to the patient's home, you get burn-out and a lot of extra costs. Shurpa is bringing home healthcare into the digital era. They equip healthcare companies professionals with the tools they need to optimize routes and appointments and reduce windshield time for healthcare professionals. Shurpa's routing and optimization software enable healthcare professionals to keep their time commitments, reduce drive time, and realize efficiency gains of 30% or more. Learn More Ben Fornell Shurpa Healthcare 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Understanding the Rise and Fall of Truckload Rates with Chris Pickett Joe Lynch and Chris Pickett discuss the rise and fall of truckload rates. In the podcast interview, Chris explains the predictable patterns and causes behind the rise and fall of truckload rates. About Chris Pickett Bio Chris Pickett is the Lead Market Analyst and Founder of Pickett Research, LLC – an independent market research firm focused exclusively on the dynamics that drive US truckload freight rates. From 2006 to 2020, Chris played key leadership roles (including Chief Strategy Officer from 2010-2020) at Coyote Logistics (a UPS Company), a leading provider of non-asset based 3PL solutions across North America and Europe. Over various periods along the way, he held operational responsibility for all activities related to North American Sales, Marketing, Operations, Supply Chain Engineering, and Pricing Strategy. Chris' passion for understanding US Truckload Freight Market dynamics and predicting the direction of spot and contract rates stems from his work at Coyote over this period where long-term contract commitments were often made based on an expected long-term cost of capacity in the spot market. It has since become a borderline obsession, where his fascination in these market phenomena continues to drive the evolution of the market cycle framework and the predictive value it delivers. Before joining Coyote in 2006, Chris spent his early career in supply chain software development, network design, and consulting. He earned a B.S. in Industrial & Systems Engineering from Virginia Tech, an M.Eng. in Logistics from MIT, and an MBA from Georgia Tech. About Pickett Research Pickett Research (PR) was established in 2020 to fill a void in the US Truckload Freight Marketplace for analysis, forecasting, and market guidance that is both objective and credible. The mission at Pickett Research is to fill that void by leveraging a unique market philosophy, framework, and forecasting methodology that was developed and refined over more than a decade of commercial market experience scaling one of the largest and fastest-growing truckload freight brokers and 3PLs in North America from scratch. PR's flagship research product, The Pickett Line, launched January 2021 as a monthly publication available via paid annual subscription, provides an overview of current and expected future market conditions and a rolling forecast for national spot and contract truckload linehaul rates on a quarterly year-over-year basis for up to five years out. To learn more or to subscribe to the 2021-22 series, visit www.pickettresearch.com or connect via email at chris@pickettresearch.com. Key Takeaways: Understanding the Rise and Fall of Truckload Rates Chris's website shares his philosophy about the rise and fall of truckload rates. The next 3 bullet points are cut and pasted from the Picket Research website While it remains exceedingly difficult to predict the behavior of any individual buyer or seller in the US Truckload Freight Market, the behavior of the herd has proven to be quite consistent over the past 15 years – through recessions, energy crises, natural disasters, and even a global pandemic. When demand exceeds supply, rates move higher. As rates move higher, net Class 8 tractor orders spike, and incremental capacity enters. And in a market governed by human beings making financial decisions, we always overshoot. We always overdo it. Too much capacity enters relative to demand, rates hit a peak then collapse – along with Class 8 tractor orders – towards a deflationary trough. From there, the cycle reverses, unprofitable capacity exits, everyone forgets about the last cycle, and history repeats itself. And as long as the market remains structured in the same way, with fragmented supply making decisions in silos based on individual best interests, the cycle is doomed to repeat itself in perpetuity. While each cycle unfolds a little bit differently than the last as influenced by the nuances of the times, the pattern remains the same. Learn more about the rise and fall of truckload rates here: The Pickett Line Learn More About Understanding the Rise and Fall of Truckload Rates Chris Pickett Pickett Research 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Why Cold Callers Fail with Chris Jolly Joe Lynch and Chris Jolly discuss why cold callers fail. In the discussion, Chris shares the most common reasons cold callers fail and some tips for making the cold calling process more effective. About Chris Jolly Chris Jolly is the founder of The Freight Coach and the host of Coffee w/#TheFreightCoach 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 the 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 The Freight Coach 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: Why Cold Callers Fail In the podcast interview, Chris reviews the reasons why cold callers fail: A lack of substance, poor messaging. To be successful, cold callers need to have something interesting to say. No specialization or niche. When cold callers develop a specialization, they are more valuable, useful, and therefore interesting to prospects. Remember, The Niches have Riches. Inward looking – they talk about their product rather than the prospect's business or problem. Good cold callers focus on the customer's problems. Lack of confidence, which may be caused by lack of success and or not engaging properly. Lack of follow-up. Chris encourages cold callers to be persistent when pursuing prospects and to always keep calling until they reach the prospect. Over-reliance on one method for connecting with prospects. In addition to cold calling, Chris recommends using emails, text messages, LinkedIn, webinars, podcasts – any way to gain favorable attention with the prospect. Learn More About Why Cold Callers Fail Chris Jolly The Freight Coach Coffee with The Freight Coach Podcast (Chris Jolly) Becoming More Confident on the Phone with Chris Jolly 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Sourcing Strategy: Effective vs Efficient with Ron Crabtree Joe Lynch and Ron Crabtree discuss sourcing strategy: effective vs efficient. When developing a sourcing strategy, the focus can be effectiveness (gaining desired results) or on efficiency (reducing cost, labor, and resources used). About Ron Crabtree Ron Crabtree, CPIM, CIRM, CSCP, MLSSBB, SCOR-P is the founder and CEO (2002) of MetaOps™, Inc. he is an internationally recognized expert in leading-edge business process improvement methodologies. Mr. Crabtree is a Master Lean Six Sigma Black Belt, a Certified Supply Chain Transformation Architect and an expert in effective change management, facilitation, and communications. He has spent more than 20,000 hours providing consulting, training, and facilitation for large and small groups for hundreds of organizations internationally on a wide range of topics. He draws on more than 30 years' experience in implementing Lean, Six Sigma, Supply Chain and other "best practice" methodologies as both an insider and as a consultant in many international industries including insurance & financial services, state/local government, medical/healthcare, automotive assembly plants, complex manufacturing, process manufacturing, repair operations, printing, injection molding, consumer goods, distribution/retailing, and software and more. Ron is the author and architect of the TOP Facilitator© Program that provides the skills needed for change agents and leaders charged with facilitating organizational transformation. About MetaOps and MetaExperts MetaExperts™ are talent operational excellence (OpEx) hands-on-deck, training, and get-it-done partners. MetaExperts™ is not a consulting company, but a global network of OpEx deployment experts and resources for flexible, on-demand short-term contract, or contract-to-hire needs. MetaExperts™ align with your industry and OpEx initiatives (i.e., successes in Lean, business process improvement, change management, etc.) and are vetted through our unique 300+ Screening and Evaluation Process that thoroughly vets each contender's skill set, toolkits, and experience. Based in Mattawan, MI, the company was founded in 2002. Key Takeaways - Sourcing Strategy: Effective vs Efficient In the podcast interview, Ron explains the difference between sourcing strategies that focus on effectiveness and those that focus on efficiency. Effective refers to "producing a desired or intended result." Efficiency refers to "achieving maximum productivity with minimum wasted effort or expense." Attributes of sourcing strategies with an over-emphasis on efficiency: Off-shoring to low wage countries or sourcing near the raw material supply points Single sourcing to drive price and increase influence (to a point) Low bidder mentality Focus on price vs. fully understanding the total cost of ownership and factoring in the cost of major disruption risks. Just-in-time inventory policies, driving suppliers to carry all the burden of just-in-case inventory. Since the suppliers are likely making a low margin, there is less of a relationship and probably little or no loyalty. The upshot of all this is the result of now we very brittle supply chains, now inherently susceptible to massive disruption – even by a single event – such as the tsunami event in Japan. Attributes of sourcing strategies that focus effectiveness: High Adaptability High Responsiveness Up-side and down-side flexibility of 25% or more Response to node failures is robust. Perfect fulfillment capable Getting into buying consortiums to increase influence and minimize service disruptions. Sourcing strategies that focus on effectiveness can withstand disruptions. A sourcing strategy's focus on effectiveness or efficiency is determined on the company's unique needs. Example: A surgery center or aviation company will focus more on effectiveness, while a company selling high-volume novelty items will focus on efficiency. Learn More About Sourcing Strategy: Effective vs Efficient Ron Crabtree Metaops Top Tier Interim OpEx Talent "Where" and "When" Needed Previous Interview with Ron Crabtree The Hidden Solution to Most Supply Chain Problems with Ron Crabtree 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: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube