The Logistics of Logistics

Eliminating Detention and Delighting Drivers with Erik Malin Erik Malin and Joe Lynch 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 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 Erik Malin Baton 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

What is SONAR with Adam Robinson Adam Robinson and Joe Lynch answer the question, what is SONAR. As the Vice President, Product Marketing SONAR at FreightWaves, Adam is the perfect person to explain SONAR. About Adam Robinson Adam Robinson is the Vice President, Product Marketing of SONAR at FreightWaves. Prior to joining FreightWaves, Adam had a brief stint at Turvo 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 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 Adam Robinson FreightWaves SONAR SONAR: Forecasting Benchmark Spot Rates Gaining Favorable Attention with Adam Robinson 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

3PL Basics: The 11 Transportation Services with Jeremy Thone Joe Lynch and Jeremy Thone discuss the 3PL basics: the 11 transportation services provided by 3rd party logistics providers. About Jeremy Thone 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 Jeremy Thone 3PL Systems 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

How Nuclear Verdicts are Killing the Trucking Business with Quinn Damon Joe Lynch and Quinn Damon 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 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 About How Nuclear Verdicts are Killing the Trucking Business Lockton Quinn Damon 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

Digital Sales Strategy: Overcoming the Barriers to Growth with Tony Verre Joe Lynch and Tony Verre 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 Tony Verre is the Vice President, Ecommerce at The Integer Group. 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 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 Integer Group Tony Verre 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

Why Integrated Supply Chains are More Durable with John Tillison John Tillison and Joe Lynch 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 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 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 John Tillison A. Duie Pyle 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

Every Salesperson's Secret Weapon with Jamin Alvidrez Jamin Alvidrez and Joe Lynch discuss every salesperson's secret weapon. Jamin is an accomplished 3rd party logistics sales leader and coach. About Jamin Alvidrez 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 Freight Tribe and the host of the podcast "Logistics & Beyond!" on the Supply Chain Now 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: Jamin Alvidrez Supply Chain Now Freight Tribe 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

Winning Strategic Accounts with Mike Neme Michael Neme and Joe Lynch 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 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 Michael Neme Globaltranz 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

Supply Chain Basics with Jason Miller Jason Miller and Joe Lynch 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. Click here to see Jason's profile on MSU's website 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. MSU's Department of Supply Chain Management 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 Jason Miller MSU Supply Chain Management Program 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

The Logistics of Logistics Podcast with Joe Lynch Steve Elwell and Joe Lynch 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 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 The Logistics of Logistics 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, Joe Lynch 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 The Logistics of Logistics Joe Lynch 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