The Logistics of Logistics

The Ecommerce Lifecycle with AJ Khanijow AJ Khanijow and Joe Lynch 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 AJ Khanijow is the founder of Fulfyld, 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 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 SKUs - 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 AJ Khanijow Fulfyld Selecting an E-commerce Fulfillment Partner with AJ Khanijow 5 Keys to Direct to Consumer (DTC) Success with AJ Khanijow 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 Building a Brand with Chip Humitz Joe Lynch and Chip Humitz 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 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 Chip Humitz Ludwig+ 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

ALS Sucks with Larry Cepuran Larry Cepuran and Joe Lynch 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. Donate to ALS TDI 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. Donate to ALS TDI 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. Donate to ALS TDI Learn More About ALS Sucks Larry Cepuran Donate to ALS TDI 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

Developing Grit with Ann Holm Ann Holm and Joe Lynch 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 Ann C. Holm, MS, PCC, 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 https://www.positiveintelligence.com/assessments/ Ann will help you understand your results with a complimentary consultation at the following link: https://go.oncehub.com/MentalFitnessConsultAnnholmnet Ann Holm AnnHolm.net Related Topics: Emotional Intelligence in Sales with Ann Holm Understanding Your Sales Personality with Ryan Schreiber and Ann Holm 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

Transforming the Shipper, Freight Forwarder Relationship with Sarah Barnes-Humphrey Sarah Barnes-Humphrey and Joe Lynch 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 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 Shipz, 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 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. Shipz 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 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 Sarah Barnes-Humphrey Let's Talk Supply Chain Shipz 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 Customer is the Hero with Tom Augenthaler Joe Lynch and Tom Augenthaler 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 The Influence Marketer. 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 Talking Influence. 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 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, Coupa 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 Tom Augenthaler Linkedin The Influence Marketer Tom Augenthaler Twitter A Better Way to Reach Your Target Market with Tom Augenthaler 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

5 Keys to Direct to Consumer (DTC) Success with AJ Khanijow AJ Khanijow and Joe Lynch 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 AJ Khanijow is the founder of Fulfyld, 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 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 AJ Khanijow Fulfyld Selecting an E-commerce Fulfillment Partner with AJ Khanijow 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