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The Logistics of Logistics Podcast

Updated 2 months ago

Rank #35 in Business News category

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The Logistics of Logistics podcast is dedicated to exploring how things get places. Join our host, Joe Lynch, for conversations with the people who get them there. Joe talks with logistics and transportation industry leaders about innovation, technology, trends, and the future of freight.

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The Logistics of Logistics podcast is dedicated to exploring how things get places. Join our host, Joe Lynch, for conversations with the people who get them there. Joe talks with logistics and transportation industry leaders about innovation, technology, trends, and the future of freight.

iTunes Ratings

17 Ratings
Average Ratings
16
1
0
0
0

Informative & Fun

By Jamin Alvidrez - Apr 16 2020
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Recommend this podcast for anyone in logistics. I have learned a ton from each episode and appreciate getting to “meet” great guests in each episode.

Go Joe!

By MattAJ93 - Mar 15 2019
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This is a great podcast with really quality content and insightful guests. If you’re in the logistics industry you should get familiar with Joe’s work and his podcast.

iTunes Ratings

17 Ratings
Average Ratings
16
1
0
0
0

Informative & Fun

By Jamin Alvidrez - Apr 16 2020
Read more
Recommend this podcast for anyone in logistics. I have learned a ton from each episode and appreciate getting to “meet” great guests in each episode.

Go Joe!

By MattAJ93 - Mar 15 2019
Read more
This is a great podcast with really quality content and insightful guests. If you’re in the logistics industry you should get familiar with Joe’s work and his podcast.
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The Logistics of Logistics Podcast

Latest release on Aug 10, 2020

All 75 episodes from oldest to newest

The Customer is the Hero with Tom Augenthaler

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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

Aug 10 2020

36mins

Play

REPOST: A Better Way to Sell Logistics Services with Matt Collins

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Aug 05 2020

29mins

Play

5 Keys to Direct to Consumer (DTC) Success with AJ Khanijow

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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

  1. 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.
  2. 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.
  3. 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.
  4. 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.
  5. 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

Aug 05 2020

35mins

Play

LTL Basics with Doug Sartain

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LTL Basics with Doug Sartain

Doug Sartain and Joe Lynch discuss LTL basics. LTL is short for less-than-truckload. Doug is the Vice President of LTL Services at Redwood Logistics and the perfect guest to explain LTL basics.

About Doug Sartain

Doug Sartain is the Vice President of LTL Services at Redwood Logistics. Doug has worked in transportation and logistics for over 30 years. Doug has significant experience and expertise in over the road transportation especially less-than-truckload. Doug has held various positions of increasing responsibility within the trucking and logistics industries. Doug earned a Bachelor of Science, Pre-law and Labor Relations, from State University of New York at Albany.

About Redwood Logistics

Redwood Logistics is a privately held top 100 provider of a wide range of strategically integrated transportation and logistics services. For more than 15 years, the company has been providing solutions for moving and managing freight and sharing its knowledge across North America. The Redwood family of companies includes Redwood Multimodal, a freight brokerage company; Redwood Supply Chain Solutions, a technology-powered freight management company; Redwood Distribution, a warehousing and freight forwarding company; and Freight Exchange of North America, a Redwood Company, an asset-based full truckload, dry van carrier.

Learn More About LTL Basics

Doug Sartain

Redwood Logistics

White Paper: How to Become a Shipper of Choice

The Logistics of Logistics Podcast

Jul 29 2020

37mins

Play

Dynamic Pricing is Transforming Logistics with Zeke Ziliak

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Dynamic Pricing is Transforming Logistics with Zeke Ziliak 

Zeke Ziliak and Joe Lynch discuss how dynamic pricing is transforming logistics. As Global Vice President, Transportation & Logistics Industries at PROS, Zeke and his team help transportation and logistics companies align supply, demand, and pricing decisions to realize additional revenue and profit. 

About Zeke Ziliak

Zeke Ziliak is the Global Vice President, Transportation & Logistics Industries at PROS. At PROS, Zeke and his team provide science-based pricing strategies to transportation and logistics companies. Since Joining PROS 15 years ago, Zeke has held various positions of increasing responsibility. Positions include Senior Product Manager, Director of Business Development, and Executive Account Manager. Prior to joining PROS, Zeke was a music promoter and talent manager. Zeke began his career in corporate risk mitigation for an energy company. Zeke earned a Bachelor of Science, Biology/Chemistry from the University of Houston. Zeke attended UH as a National Merit Scholar on a full academic scholarship.

About PROS

PROS (NYSE: PRO) provides AI-based solutions that power commerce in the digital economy. Using artificial intelligence, PROS accelerates customers' ability to embrace digital selling and eCommerce channels. With predictive and prescriptive guidance, companies are enabled to dynamically price, configure and sell their products and services across all channels with speed, precision, and consistency. PROS customers, who are leaders in their markets, benefit from decades of data science expertise infused into our industry solutions.

Key Takeaways - Dynamic Pricing is Transforming Logistics

Dynamic Pricing Basics

  • Dynamic pricing, also referred to as surge pricing, demand pricing, or time-based pricing is a pricing strategy in which businesses set flexible prices for products or services based on current market demands. Businesses are able to change prices based on algorithms that take into account competitor pricing, supply and demand, and other external factors in the market.
  • PROS was founded in 1985 and became a pioneer in revenue management within the airline industry, PROS expanded into price management and price optimization by combining pricing science with software automation designed to help businesses increase revenue and profitability through improved pricing practices.
  • Industries that PROS currently serve include airlines, automotive, consumer goods, distribution, energy & chemicals, food & beverage, manufacturing, medical devices & healthcare, services, technology, and transportation & logistics.
  • Transportation and logistics was a natural fit for PROS because the industry depends on origin and destination data just like PROS original customers, the airlines.
  • PROS B2B commerce platform is powered by artificial intelligence and a highly secured cloud infrastructure. PROS focuses on industry-specific pricing and selling challenges based on that industry’s economy.

Dynamic Pricing in the Transportation and Logistics Industry

  • Pricing fast and smart is crucial to a company's success in the transportation and logistics business.
  • Pricing people in the industry, armed with increasingly better data, have developed very sophisticated pricing models.
  • Even though the pricing people have gotten much better, there are still some challenges including:
    • Data that is lacking, old, or not available.
    • Pricing knowledge is inconsistent and usually in the head of a few smart, experienced indiviudals, not in systems that can be deployed across the organization.
    • The lack of data and pricing systems causes inconsistent results.
    • Even the best pricing people can not match the speed, accurracy, and insights provided by a dynamic pricing system powered by artificial intelligence.
  • PROS dynamic pricing is the secret weapon that many industry leaders use to gain a competitive edge in pricing. Companies using PROS Dynamic Pricing Management Software gain the following advantages:
    • Top line revenue increases of 2-5% and margin increases of 10%.
    • Pricing based on real-time data, using proven scientific pricing models.
    • More accurrate quotes, developed much faster, with less effort.
    • Win rate optimal pricing that ensures that more of your quotes are accepted.
Learn More About Dynamic Pricing is Transforming Logistics

Zeke Ziliak

PROS

Outperform - A Virtual Conference Experience, October 7- 8, 2020

PROS Video – Price Fast and Price Smart

The Logistics of Logistics Podcast

Jul 25 2020

36mins

Play

Freight Moves on Relationships (and Trucks) with Nicole Glenn

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Freight Moves on Relationships (and Trucks) with Nicole Glenn

Nicole Glenn and Joe Lynch discuss the topic, freight moves on relationships and trucks. As the founder and president of a transportation company that specializes in time-sensitive, high-touch shipments, Nicole believes that communication and good relationships drives positive business results.

About Nicole Glenn

Nicole Glenn, Owner and President of Candor Expedite, a critical expedite service provider as well as a white-glove B2B company. Prior to opening and operating Candor, Nicole worked hand in hand with company owners to develop their companies and grow their customer following and elevate their sales and operations teams. From building asset-based fleets to successful brokerages that specialized in expedite and standard truckload Nicole would also focus her efforts on her teams to enhance and lift the individuals that help move the companies forward. Nicole obtained a degree in Business Management and Marketing from Northwood University.

About Candor Expedite

Candor is a woman-owned and operated hotshot ground and white-glove service provider with offices in Illinois and Texas. Candor specializes in hotshot ground, time-sensitive, and white glove delivery services. Because Candor manages so many high-touch, time-sensitive shipments, they have developed a culture of customer service, precision, special handling, and open communication – after all, Candor is the company name. Because shipment and truck visibility is so important on critical shipments, Candor utilizes Trucker Tools to track shipments and provide real-time updates. While no two clients or urgent shipments are the same, Candor has significant experience with customers in manufacturing, trade shows, hotels and hospitality, air-freight, and facility services.

Key Takeaways: Freight Moves on Relationships (and Trucks)

Shippers who do not have good relationships with their 3PLs and carriers often suffer with the following problems.

  • Poor service including, but not limited to late shipments, damage, billing problems, paying too much for transportation (measurable stuff)
  • Bad communication, poor attitudes, lack of respect, lack of visibility, lack of transparency, lack of integrity, (stuff that is not measurable)

Some typical advantages that shipper realize when they have good relationships with their 3PLs and carriers.

  • Superior service
  • Good communication
  • Freebies (expedites or cost reductions when there is a problem)
  • Account familiarity
  • A partner (carrier or 3PL) that invests in the relationship. The investment may take many forms including, visits, quarterly business reviews, improvement initiatives, specialized technology or assigning an account manager.
  • The Speed of Trust

To foster solid business relationships with 3PLs and carriers, shippers should do the following:

  • Have regularly scheduled meetings where you review performance, problems, continuous improvement initiatives.
  • Invite senior management to the kick-off meetings to set the tone and show their support. Ideally, the meeting can be aligned with the senior manager's objectives.
  • Informal phone calls outside
  • Have fun events like happy hours, barbeques, parties, dinners, where casual conversations can flourish.
Learn More About Freight Moves on Relationships (and Trucks)

Candor Expedite

Nicole Glenn

Strategic Shippers vs Transactional Shippers

The Logistics of Logistics Podcast

Jul 21 2020

38mins

Play

Frictionless Logistics: It's the Collaboration, Stupid with Ketan Karkanis

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Frictionless Logistics: It’s the Collaboration, Stupid with Ketan Karkhanis

Ketan Karkhanis and Joe Lynch discuss logistics collaboration and the friction that limits productivity for shippers, 3PLs, brokers, and trucking companies.

About Ketan Karkhanis

Ketan Karkhanis is the Chief Product Officer at Turvo, the first real-time collaborative logistics platform that uses artificial intelligence to perfect the science of movement. Prior to joining Turvo, Ketan worked at Salesforce for ten years where he held a series of senior management positions. While at Salesforce, Ketan led the development and launch of analytics and cloud products. Before joining Salesforce, Ketan spent nine years at Cisco in various roles including IT, product management, and consulting. Ketan holds a B.S. in Computer Science from Pune Institute of Computer Technology (India) and an MBA from Leavey School of Business at Santa Clara University.

About Turvo

Turvo is the world’s first multi-enterprise collaborative platform specifically designed for the global supply chain. The Turvo platform connects people and organizations across the supply chain, allowing shippers, logistics providers, and carriers to digitally transform their workflows with cloud-based software and mobile applications. The technology unifies all systems, internal and external, providing one end-to-end system of record set for all operations and analytics while eliminating redundant manual tasks and automating business processes. Turvo is based in the San Francisco Bay Area with offices in Dallas, Texas, and Hyderabad, India.

Key Takeaways - Frictionless Logistics: It’s the Collaboration, Stupid 
  • Ketan and the Turvo team have taken a fresh look at the way freight moves and the people involved in each shipment. Some observations:
    • Logistics is a team sport and the team can't function at a high level without collaboration. Many existing TMS are built with a system view, not a customer view. The system view created point solutions and the need for time-consuming, costly system integrations.
    • Technology stacks, legacy systems and a focus on individual silos result in a poor customer experience
  • The goal of collaboration should be connecting people and systems to move things effectively and efficiently.
  • Turvo has designed their platform to enable shippers, carriers, 3PL, and any other stakeholders to collaborate around one true record.
  • Turvo's goal is to create one seamless experience that includes visibility, collaboration, and execution all in one place. The experience is elegant, intuitive, and in-context to the work that needs to be done.
  • Frictionless logistics means doing the basics incredibly well. To reduce the friction and hassle, Turvo puts the visibility, collaboration, and execution all in one place
  • Turvo's goal is to create an elevated customer experience that includes these key functions in one place:
    • System of records (one truth of the transaction)
    • Systems of engagement (communication and collaboration)
    • System of intelligence (AI, analytics, etc.)
Learn More 

Ketan Karkhanis

@karkhanis

Turvo

Turvo Partners with Ryder for Real-Time Visibility and Collaboration to Enable RyderShare

The Logistics of Logistics Podcast

Jul 17 2020

34mins

Play

REPOST: Buying and Selling Transportation/Logistics Companies with Peter Stefanovich

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Buying and Selling Transportation/Logistics Companies with Peter Stefanovich

Peter Stefanovich and and Joe Lynch discuss buying and selling transportation/logistics companies. Peter is a co-founder of Left Lane Associates, a Canadian mergers and acquisitions firm focused exclusively on the North American supply chain industry.

About Peter Stefanovich

Peter Stefanovich is the Managing Partner at Left Lane Associates, a mergers and acquisition firm representing buyers and sellers in the transportation, logistics, and supply chain industries in North America. Prior to co-founding Left Lane Associates, Peter worked at Radiant Global Logistics (formerly Wheels Group) as a Senior Business Development Manager. Peter’s clients included Sobeys, BestBuy, Steris, and many others. Peter earned a dual major in Business Finance and Political Science at Western University.

About Left Lane Associates

Left Lane Associates is a Canadian mergers and acquisitions advisory firm focused exclusively on the North American supply chain industry. Left Lane helps maximizes enterprise value for shareholders looking to sell their businesses. For companies looking to buy, Left Lane provides strategic thinking and thought leadership that helps their clients find the perfect cultural, geographical, and sector fit.

Key Takeaways - About Buying and Selling Transportation/Logistics Companies
  • Peter shares the insights that he has gained from working with both buyers and sellers in the logistics industry. He tells us such things as why now the best time is to sell a logistics company, things to do when preparing to sell, how long the selling process takes, and why sellers choose to use a broker.
  • Owners of transportation and logistics companies hire Left Lane to sell their business because:
    • Owners in this industry have likely never sold a company before, so they want to trust the process with someone more experienced in the process.
    • You only get one chance to sell your business - once it’s done, you can’t go back
    • Brokers specialize which lets owners focus on their business while preparing to sell.
  • Owners have many reasons for wanting to sell – personal, economy, retirement, industry, change of pace, etc.
  • Owners of transportation and logistics companies often sell because of the four dreaded Ds: divorce, death, delinquent partner, and disease.
  • To receive top dollar for their companies, owners must prepare by taking care of the following:
    • Legal issues must be resolved – internal and external
    • Get authorizations and certifications in order
    • Get rid of underutilized assets
    • Release underperforming employees
    • Lean out the organization
    • Maximize EBITDA (earnings before interest, taxes, depreciation, and amortization)
    • Develop a specialization
    • Technology (CRM, TMS, website, and social media)
    • What people perceive about your company is often based on your web presence.
    • Any dollar you save could be worth 3x-4x more when you sell
Learn More About Buying and Selling Transportation/Logistics Companies

Peter Stefanovich

monetizeyourco

Left Lane Associates

The Logistics of Logistics Podcast

Jul 12 2020

37mins

Play

REPOST: Why Chattanooga is the Silicon Valley of Trucking with Craig Fuller

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Why Chattanooga is the Silicon Valley of Trucking with Craig Fuller

Craig Fuller and Joe Lynch discuss why Chattanooga is the Silicon Valley of trucking. Craig and his company, FreightWaves is one of the reasons, Chattanooga is called the Silicon Valley of Trucking.

About Craig Fuller

Craig Fuller is CEO and Founder of FreightWaves, the only freight-focused organization that delivers a complete and comprehensive view of the freight and logistics market. FreightWaves’ news, content, market data, insights, analytics, innovative engagement, and risk management tools are unprecedented and unmatched in the industry. Prior to founding FreightWaves, Fuller was the founder and CEO of TransCard, a fleet payment processor that was sold to US Bank. He also is a trucking industry veteran, having founded and managed the Xpress Direct division of US Xpress Enterprises, the largest provider of on-demand trucking services in North America. Craig earned a Bachelor of Business Administration/Entrepreneurship from Baylor University.

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.

Interview 

[01:04] Tell us a little bit about you and your company.

  • I am Craig Fuller, founder and CEO of FreightWaves, which is based in Chattanooga, TN. I grew up in a trucking family and worked in my dad’s company.
  • FreightWaves is the leading Freight Intel provider, offering current digital intelligence and context to the freight community on a central platform.

[03:50] Your content at FreightWaves is so insightful. I’ve noticed that to write about logistics, you have to know logistics.

  • We tried to get the traditional trucking press to write about what we were doing, but it was apparent that they didn’t understand the content.
  • Out of frustration, we decided to write our own content.
  • Our writer was on vacation, so I once wrote about a hurricane under his name. That’s when the site exploded.
  • We actually do hire a lot of great writers that don’t have experience in the space and combine them with market experts.

[08:54] Why and when did you start FreightWaves?

  • The business started in 2016, but we didn’t get our first venture funding until 2017.
  • I didn’t want to go back to work in the family business. I wanted to do something on my own.
  • My brother is the CEO of that business now, but my father is still active in it.
  • I’m sure that my brother faces difficulties because the vision was created for him.
  • We have to report to our board, but they’re very supportive which gives us room to do things how we want.

[15:05] Steve Case has a venture fund and tour called The Rise of the Rest. Tell us about it and why he named Chattanooga the Silicon Valley of trucking.

  • His theory was that he could go find startups in smaller cities to pitch to touring venture capitalists.
  • FreightWaves won the tour’s stop in Chattanooga.
  • This city has more people connected to logistics per capita than any other city in America, so it was only natural that Chattanooga  become the Silicon Valley of Trucking
  • Steve wrote a book called The Third Wave which deals with a deep understanding of how industries work.
  • At FreightWaves, we’ve combined our tribal knowledge with influencers who are connected throughout the industry.
  • Creating credibility has been the key to our success.

[21:27] We’re educating kids to leave our cities to go be successful in Silicon Valley. A lot of venture capitalists promote staying in your own city now.

  • Money goes a lot further in places like Chattanooga rather than Silicon Valley.
  • I think the next generation of venture capital will be in places like Detroit, Des Moines, Houston, Cleveland, etc.
  • Investors are shocked that we pay our employees about the same as companies in Silicon Valley. It helps us attract and retain talent.
  • We don’t have to worry as much about an employee leaving us in a few months to work for another company down the road.

[27:48] For many generations, kids have gone to school in places like Chattanooga and then left to work elsewhere. Now, they don’t have to.

  • 45 out of our 130 employees in Chattanooga have moved here from other cities.
  • It’s great to have a combination of homegrown employees and ones that were willing to relocate.

[30:00] You mentioned tribal knowledge, so expand on how it helped make Chattanooga the Silicon Valley of trucking.

  • The machine that produces carpet was invented in Chattanooga and Dalton, Georgia (just south of here), and that carpet needed to be hauled.
  • Those businesses created a lot of organic knowledge in Chattanooga, but they didn’t recycle capital.
  • In the early 2000s, a guy at C.H. Robinson decided to build a brokerage business inside a brick business owned by the father of his frat brother. They founded Access America, and it grew to about $600 million in revenue in 2014.
  • It merged with Coyote, and Coyote was acquired by UPS.
  • A lot of the talent ended up leaving, but they were young. They started tech businesses and made investments. This created a lot of trucking companies.

[35:41] Are there companies that are moving to Chattanooga because that’s where the logistics community is?

  • FreightWaves started in Fort Worth, Texas, but we moved here.
  • Others include WorkHound, Reliance Insurance, and Bellhops.
  • There’s a ton of industry energy around the space that’s being guided by people who have a deep understanding of how the market works.

[36:58] Is Tennessee a business-friendly state?

  • It is. There’s no state income tax and the capital gains tax is being phased out.
  • There are very low real estate taxes. I pay about one sixth of what I paid in Texas.
  • The more money you can get into your employees’ hands, the better quality of life they’ll have.

[38:44] In Michigan, we used to look down on The South because so many people moved away from it to work in Detroit.

  • During the 1930s, people didn’t have electricity and plumbing until FDR created a new deal. That spurred the initial stages of economic development.
  • The South and Canada have a lot in common; effectively the same population and economic size. That’s pretty astounding.

[41:21] This has been great. Why don’t you give us a little summary?

  • I love talking about these trends. Not because I think Chattanooga is the best city in the world, but there are things that have made us successful that can be applied in other places.
  • We’ve got FreightWaves Live in Chicago in November. It will be a vibrant event with lots of really good speakers.
  • We’re launching FreightWaves TV soon.
  • Our spirit at FreightWaves is that if we do something, we do it well.

[45:09] Tell us a little bit about your SONAR project.

  • People call it the Bloomberg of freight.
  • It is the leading freight market dashboard, aggregating billions of data points from hundreds of sources to provide the fastest data in the transportation and logistics sector.

[47:10] Let’s say I’m a little trucking company or freight broker. What problem do you solve for me?

  • If you’re a freight broker, it’s about price and capacity discovery. Also, identifying volatile markets.
  • Most of the data that has been available to freight brokers is weeks old. We’re speeding that up.
  • For trucking companies, it can let you know which markets to move trucks to.
  • It’s bad to make decisions with data that is so old, and we fix that problem.
Learn More About Why Chattanooga is the Silicon Valley of Trucking

Craig Fuller LinkedIn Profile

FreightWaves

FreightWaves SONAR

The Third Wave by Steve Case

Chattanooga is the Silicon Valley of Trucking 

The Logistics of Logistics Podcast

Jul 12 2020

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Selecting an E-commerce Fulfillment Partner with AJ Khanijow

AJ Khanijow and Joe Lynch discuss selecting an e-commerce fulfillment partner. For e-commerce companies the difference between success and failure is fulfillment. As the founder of an fulfillment company that specializing in e-commerce, AJ knows what companies should look for in an e-commerce fulfillment partner.

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

Based in Huntsville, Alabama, Fulfyld has offered e-commerce fulfillment services for every step of the supply chain since 2016. Our 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. We ship same-day, every day, for one flat-rate.

Key Takeaways - Selecting an E-commerce Fulfillment Partner
  • First e-commerce companies should conduct a thorough internal assessment of their company to determine what they want from an e-commerce fulfillment partner. Companies should understand all the moving parts internally and what exactly your partner is going to be doing vs what will be managed in-house.
  • Next, determine suitable locations for e-commerce fulfillment. Fulfillment locations should be close to carrier transportation hubs, ports, customers, and suppliers.
  • Decide if you would like to fulfill externally or internally. Figure out how your ERP and e-commerce platform will integrate with your e-commerce fulfillment partner.
  • Cultural Fit: How does your business fit within the culture of your fulfillment partner? I always look to see if I can hang out with potential partners, that way you knows if it will be a good fit.
  • Range of Services: Ensure they offer all the services necessary for your supply chain to succeed. If your partner makes a critical mistake, it could be detrimental to your business.
  • Third-Party Logistics: Will they be able to accommodate all of your SKUs?
  • Technology Integration: Many traditional 3PLs specialize in TL and LTL shipping so their systems may not be suitable for managing small parcel shipments. Booking a dozen TL shipments is very different from processing thousands of small parcel shipments. To manage that volume of customer orders, you must have the right systems (technology) for the job.
  • Location: Your partner needs to be in close proximity to the carrier terminals. For instance, Huntsville is great for us because it is close to three of the biggest hubs (terminals) for small parcel carriers: Louisville, Memphis, and Atlanta.  Make sure you are in a state that is low cost and good for business. The labor rate in L.A. is almost double what it is in Alabama.
  • Dedicated Customer Service: The ability to pick up the phone and talk to someone who is dedicated to your account is something I highly recommend. Essentially, your e-commerce fulfillment partner is running your supply chain so communication is critical. Problems must be identified and solved quickly, which means you can't be directed to a call center - you need an account manager who knows your business.
  • E-commerce Experience: Having experience in the e-commerce business is a requirement.  E-commerce companies are usually young companies, so they need to select an e-commerce fulfillment partner who is experienced in e-commerce fulfillment, small parcel and B2C shipping. There are large, established 3PLs who have great capabilities but know very little about e-commerce fulfillment.
  • Operational Excellence: To be successful, your fulfillment partner must have great operations. Ask questions about how they manage orders. Do they have defined processes? Does their technology and order management system allow you to view things in real time? Do they have relationships with the small parcel carriers?
  • Reputation and References: Ask your prospective partner for references and talk to some of their current customers. Check out their LinkedIn company page and look at LinkedIn profiles for some of their employees. LinkedIn can tell you quite a bit about the size and capability of a company.
  • Contract: Review their contract and determine if it is fair. Is the contract biased and filled with unnecessary legal jargon? Are you being charged ridiculous fees? If you are picking a strategic partner, the contract shouldn't be transactional. Make sure the contract is transparent and your interests are aligned.
  • Engage the Cross-functional Team: Perhaps the most important thing you can do when selecting an e-commerce fulfillment partner is to engage the cross-functional team (accounting, sales, engineering, operations, etc..) in the process. An e-commerce fulfillment partner is an extension of your company and it touches virtually every function, so get input from each functional area. Your e-commerce fulfillment partner is the beating heart of the business because they are ones who convert an order into delivery and hopefully a satisfied customer.
Learn more About Selecting an E-commerce Fulfillment Partner

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