The Logistics of Logistics
Joe Lynch
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Top 10 The Logistics of Logistics Episodes
Goodpods has curated a list of the 10 best The Logistics of Logistics episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to The Logistics of Logistics for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite The Logistics of Logistics episode by adding your comments to the episode page.
Carrier Insights with Kevin Hill
The Logistics of Logistics
05/23/18 • 26 min
Podcast Summary:
In this episode, Joe interviews Kevin Hill, president and founder of CarrierLists.com. Kevin has an MBA from the University of Oklahoma and was a freight broker. He also worked on Wall Street using business intelligence to inform mergers and acquisitions. Today, Kevin takes us through his journey creating a CarrierList of 22,000 with the goal of building up a carrier network and database ready for shippers, brokers and 3PLs.
Podcast Show Notes:
- 00:25 – Joe introduces Kevin Hill to the show
- 01:32 – Kevin talks about CarrierLists
- The goal to build up a carrier network
- 02:52 – The process in creating the database
- 22,000 carriers are in the list
- 05:17 – Kevin’s insights from the work they did in creating the list
- Calling 30K carriers with uncertainty and dealing with rude individuals
- Getting better at route planning
- 05:43 – MC (Motor Carrier) Numbers
- No exact MC number population
- 275,000 are interstate carriers (90% under 5 trucks, 98% below 20 trucks)
- Bottom estimate of 800K and top estimate of 1.7M trucks
- 08:41 – LTL (less than load) vs Truckload
- The need for carrier backhauls
- Carriers look for better options on broker relationships
- 11:58 – Carrier Attitudes — What Kevin learned from talking to thousands of carriers
- Planning the route
- Effect of The ELD Mandate
- Optimizing the routing system
- 16:00 – The % of trucks moving with brokers vs having direct relationship with the shipper
- 1500 carriers have been surveyed
- 2⁄3 are direct with shippers 1⁄3 with brokers
- Transparency and opaqueness in pricing and rates
- 20:14 – The effect of ELD to both carriers and shipper
- 22:09 – Data Revolution in logistics
- 23:38 – Kevin’s final advice for those in the carrier network
- For more details, check us out at thelogisticsoflogistics.com or follow Joe on LinkedIn
Topic Takeaways:
- Create and nurture relationships with individuals and businesses in your industry.
- The availability of data is starting to revolutionize logistics.
Mentioned Resources:
- CarrierLists.com – Kevin’s company
Recruiting and Retaining Top Performers in Logistics with Charlie Saffro
The Logistics of Logistics
06/10/24 • 40 min
Charlie Saffro and Joe Lynch discuss recruiting and retaining top performers in logistics. Charlie is Founder and CEO of CS Recruiting, a recruitment company that specializes in the logistics, transportation, and supply chain verticals.
About Charlie SaffroCharlie Saffro is a recruiting and retention expert, a female entrepreneur, and a TEDx speaker with a passion for sharing ideas around human leadership, talent acquisition and retention, employee engagement, and company culture. Charlie founded a third party recruiting firm in 2010 with the goal of connecting employers and professionals within the Transportation, Logistics, and Supply Chain industry. Today, as the CEO of CS Recruiting, Charlie leads a thriving organization and a talented team of professional career matchmakers. She is dedicated to helping leaders of all industries prioritize employee-focused cultures. Charlie is an established thought leader and offers personalized coaching, team workshops, and keynotes to share her perspective as both a recruiter and a company leader.
About CS RecruitingCS Recruiting focuses on recruitment and talent advisory within the Logistics, Transportation and Supply chain Industry. We partner with clients across North America to help them identify the most qualified candidates for their niche hiring needs. Our client base consists of 3PLs, Asset Providers, Shippers (Manufacturers/Distributors) and companies that offer a technology platform, equipment solution or consulting services. We pride ourselves on our industry expertise, competitive market knowledge and network of talent to support searches for positions of all levels and functions that influence the Supply Chain. CS Recruiting’s goal is to partner with clients and candidates to develop long lasting relationships and make appropriate and time sensitive career matches.
Key Takeaways: Recruiting and Retaining Top Performers in Logistics- Gain insights into recruiting and retaining top talent in the logistics, transportation, and supply chain industries.
- Learn about the importance of company culture and empowering employees to drive business success.
- Discover how showing vulnerability and humanizing the recruiting process can resonate with clients and team members.
- Understand the challenges job seekers face in the current employer's market and how to overcome them.
- Explore how career setbacks and failures can lead to finding the right fit and achieving success.
- Receive advice on applying for jobs, understanding market demands, and building relationships through networking.
(00:00:00) Recruiting and Retaining Top Performers in Logistics
(00:01:05) Navigating Logistics Recruitment with Expert Insights
(00:03:44) Empowering Employees Leads to Business Success
(00:08:56) Vulnerability in Leadership and Recruiting
(00:11:22) Navigating a Challenging Job Market
(00:14:06) Overcoming Career Setbacks and Finding Success
(00:16:55) Seeking Jobs: Advice for Challenging Times
(00:18:13) Navigating the Current Job Market Challenges
(00:21:27) Sales Roles in High Demand
(00:23:10) Outsourcing: Pros, Cons, and Effective Strategies
(00:28:42) Cultivating Culture in Challenging Times
(00:35:59) Changing Work Culture and Priorities
(00:36:38) Recruiting and Retaining Top Logistics Talent
(00:37:31) Treating Employees Like Humans
(00:38:38) Navigating Conferences and Recruitment Strategies
Learn More About Recruiting and Retaining Top Performers in Logistics Episode Sponsor: Revenova
Channel Free Logistics with Bill Thayer
The Logistics of Logistics
02/14/24 • 44 min
Bill Thayer and Joe Lynch discuss channel free logistics. Bill is the Founder and CEO, of Fillogic a logistics-as-a-service platform for retail that converts underutilized space at retail centers into tech-enabled, micro distribution hubs.
About Bill ThayerBill Thayer is the Founder and CEO, of Fillogic a logistics-as-a-service platform for retail that converts underutilized space at retail centers into tech-enabled, micro distribution hubs. Bill has over 30 years of experience in retail logistics, ecommerce, technology, store operations, and consulting. Bill started his career in the Buyer Training Program at Macy's, moved to Loehmann's (a $500M retailer) where he ran the Company as COO / CIO. Bill worked again with Macy's to help design and set-up the Macy's Backstage logistics network. Through 2020, Bill was the CLO of Century 21 Stores (an $800M retailer). He has worked with companies like Barneys, the Hearst Corporation, and SDI Systems, a logistics automation manufacturer. During these 30 years, Bill noticed a major gap in the logistics capabilities supporting physical retail locations. He identified a need for a local market logistics network, converting underutilized space in shopping malls into micro-logistics capacity in the middle and final mile. Using these locations as logistics nodes, the Fillogic team has developed proprietary technology and solutions that create a circular, sustainable, and efficient B2B logistics network.
About FillogicThe leading platform for local market logistics. Fillogic converts under-utilized space in retail centers - shopping malls - by deploying the technology and operations to create local logistics hubs. They provide retailers a more efficient, cost-effective and sustainable channel-free model that enables their partners to optimize their existing assets; their stores, people and inventory. The Fillogic network unlocks savings and efficiencies in the middle mile, where customers live, shop and interact.
Key Takeaways: Channel Free Logistics- Fillogic transforms retail ecosystems by creating a well-oiled machine that streamlines middle- and final-mile logistics, making them efficient, sustainable, and cost-effective.
- Micro-fulfillment platform: Converts underutilized retail space into local logistics hubs, closer to consumers.
- Reduced costs & time: Saves retailers 65% in time & money compared to traditional fulfillment.
- Faster delivery: Enables same-day or next-day delivery for 98% of the mainland US.
- Sustainable solution: Utilizes existing infrastructure, reducing carbon footprint and warehouse construction.
- Full suite of services: Provides picking, packing, shipping, returns management, & more.
- Technology-driven: Connects retail systems to hubs and delivery network for efficiency.
- Reusable packaging: Utilizes 100% recyclable and reusable packaging for shipments.
- Growing network: Has hubs in multiple US locations with continued expansion.
The Biopharma Supply Chain with Joel Wayment
The Logistics of Logistics
01/17/24 • 42 min
Joel Wayment and Joe Lynch discuss the biopharma supply chain. Joel is the Vice President of Operations at Cardinal Health Third Party Logistics, a leader in healthcare logistics for over four decades and a 3PL pioneer since 1995, streamlines pharmaceutical delivery, mitigating risk and fostering seamless patient journeys.
About Joel WaymentJoel Wayment is Vice President of Operations at Cardinal Health Specialty Solution’s 3PL business. Under his leadership, Cardinal Health 3PL (Third Party Logistics Services) has grown become an industry leader in third-party logistics, providing warehousing, distribution, and order-to-cash services with products across a wide range of therapeutic categories including unrivaled experience bringing cell and gene therapies to market.
About Cardinal Health 3PLCardinal Health, a leader in healthcare logistics for over four decades and a 3PL pioneer since 1995, streamlines pharmaceutical delivery, mitigating risk and fostering seamless patient journeys. Its custom-built systems and extensive network ensure swift and accurate coast-to-coast delivery of pharmaceuticals and medical devices. Cardinal Health shoulders the complexities of distribution, allowing clients to focus on their core business. They tailor solutions for speed, efficiency, and superior quality assurance, leveraging strong carrier relationships to handle even the most delicate pharmaceutical products with meticulous care. Clients benefit from dedicated service with a single point of contact, ensuring personalized attention from program design to final delivery. Trust Cardinal Health to get your products where they need to be, precisely when they need to be there. Explore their expertise in warehouse and transportation management, including specialized solutions for temperature-sensitive cold chain products. With Cardinal Health at the helm, your supply chain runs like clockwork, connecting patients to vital treatments faster and more efficiently.
Key Takeaways: The BioPharma Supply Chain- Pharma 3PL Distribution Services with Cardinal Health provides the following advantages:
- Unmatched Expertise: 40+ years in healthcare and 25+ years as a 3PL leader, ensuring deep understanding of product handling and a vast network for fast, accurate coast-to-coast delivery.
- Streamlined Distribution: We handle the complexities so you don't have to. Custom solutions prioritize speed, efficiency, and meticulous quality assurance, thanks to strong carrier relationships.
- High-Touch Service: Dedicated point of contact delivers personalized service and attention to detail, from program design to final delivery.
- Scalable Solutions: We adapt to your unique needs, guaranteeing your products reach the right place at the right time.
- Best-in-Class Warehousing: Cardinal Health warehouses ensure reliable nationwide delivery, especially for specialty drugs.
- Innovative Transportation: Leverage our expertise and relationships for efficient, value-driven transportation solutions tailored to pharma needs.
- Cold Chain Specialists: As cold chain products rise, trust our experience to develop effective launch strategies for temperature-sensitive items.
- Choose Cardinal Health Pharma 3PL and experience a seamless, worry-free supply chain that connects patients to vital treatments faster.
Vendorflow: Better Communications for Trucking Teams with Eric Rodriguez
The Logistics of Logistics
01/28/25 • 40 min
Eric Rodriguez and Joe Lynch discuss Vendorflow: better communications for trucking teams. Eric is the CEO and Co-Founder of Vendorflow, a unified communications solution for trucking fleets and freight brokers.
About Eric RodriguezEric Rodriguez is the CEO and Co-Founder of Vendorflow and has spent the last twelve years in venture-backed technology startups in product and sales management roles. Eric got his start in trucking technology in 2018 at NEXT Trucking in Los Angeles, CA, where he met technical Co-Founder Greg Bujak. Eric holds degrees in Economics and Business Administration from UC Berkeley.
About VendorflowVendorflow is a unified communications solution for trucking fleets and freight brokers. Vendorflow unifies voice, SMS, WhatsApp, ELD messaging, and more into one hub that integrates with TMS and ELD. The solution embraces the Shared Inbox model so the entire dispatch & operations team can all collaborate on driver conversations in one place.
Key Takeaways: Vendorflow: Better Communications for Trucking Teams- Eric Rodriguez and Joe Lynch discuss Vendorflow: better communications for trucking teams.
- Eric is the CEO and Co-Founder of Vendorflow, a unified communications solution for trucking fleets and freight brokers.
- Cloud-based Communication Platform: Vendorflow is a digital communications company that provides a cloud-based platform, designed to streamline and optimize vendor management and communication processes.
- Integration with Other Tools: The platform integrates seamlessly with other business tools and software (like CRMs and project management platforms), enabling a more cohesive operation.
- Security and Compliance: Vendorflow places a strong emphasis on data security and compliance, ensuring that all vendor data is handled securely and meets industry standards.
- Combat Distracted Driving: Venderflow centralizes communication for trucking teams, minimizing the need for drivers to handle multiple devices or answer calls while on the road. This helps reduce distractions and improve focus on safe driving.
- Respect Driver Rest: Venderflow's communication platform prevents unnecessary interruptions to driver rest periods. By consolidating messages and allowing for scheduled notifications, it ensures drivers can get the sleep they need for safety and well-being.
- Promote Safe Communication Habits: Venderflow emphasizes safety-first communication by facilitating a "shared inbox" where all team messages are accessible. This encourages safer messaging practices and promotes a culture of compliance and productivity within the trucking organization.
Freight Brokerage Tech Trends with Kevin Hill
The Logistics of Logistics
01/30/25 • 63 min
Kevin Hill and Joe Lynch disucss freight brokerage tech trends. Kevin is the Owner of Brush Pass Research, a sales and marketing research firm that helps companies sell to freight brokerages across North America.
About Kevin Hill Kevin Hill is the Owner of Brush Pass Research, a sales and marketing research firm that helps companies sell to freight brokerages across North America. Kevin has more than 10 years of experience in the freight industry, both as a sales executive and a media producer; his mission is to help freight sales professionals grow their business and reach their goals. Previously, Kevin founded CarrierLists, a carrier sourcing platform that was acquired by Highway in 2022. About Brush Pass ResearchProspecting is about getting in front of as many potential buyers as quickly as possible. Determining which 3PLs you should be contacting and which ones aren’t worth your time is a difficult process though. That’s where Brush Pass Research steps in to help you out with your prospecting game. Our company tech intel on the largest 1,000 freight brokerages along with contact details for the decision makers is designed specifically to light the fire powering your growth engine.
Key Takeaways: Freight Brokerage Tech Trends- Kevin Hill and Joe Lynch disucss freight brokerage tech trends.
- Kevin is the Owner of Brush Pass Research, a sales and marketing research firm that helps companies sell to freight brokerages across North America.
- Specialized in Market Research: Brush Pass Research provides in-depth market research and analysis for various sectors, helping clients make informed decisions in their business strategies.
- Government and Defense Focus: The company has significant expertise in conducting research for government and defense agencies, particularly in areas related to national security and defense technologies.
- Custom Research Solutions: Brush Pass offers tailored research services, creating custom methodologies to meet the specific needs of each client, whether in public policy, private sector, or governmental studies.
- Expert Analysts: The company employs a team of experienced analysts, many of whom have backgrounds in intelligence, military operations, and specialized fields of research.
- Innovative Data Collection: Brush Pass Research uses advanced techniques for data collection and analysis, ensuring high-quality, actionable insights across a variety of sectors.
- Consulting Services: In addition to research, the company offers consulting services to help organizations interpret data, integrate findings, and develop effective strategies based on research outcomes.
- Security-Focused: With a strong emphasis on confidentiality and security, Brush Pass Research is committed to maintaining privacy and safeguarding sensitive information, particularly in its work with government and defense entities.
Brush Pass Research | Linkedin
The Freight Brokerage Market with Kevin Hill | The Logistics of Logistics
4 Trends in Freight Brokerage with Kevin Hill | The Logistics of Logistics
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Brokers are Drowning in Accounting Work: How Denim Simplifies It with Sean Smith
The Logistics of Logistics
03/13/25 • 47 min
Sean Smith and Joe Lynch discuss why brokers are drowning in accounting work: how Denim simplifies it. Sean is VP of Product at Denim, a trusted freight factoring partner on a mission to advance the supply chain by accelerating the movement of money and data.
About Sean SmithSean Smith, VP of Product and Client Services at Denim, has spent 10 years building and scaling products in the financial services and logistics industries. While leading Product at Denim, he has pioneered new capabilities for the factoring space including risk automation and pricing. Sean has also led work on our client dashboard, job management and collaboration that have revolutionized the process and workflow for broker clients looking to save time on back office operations. He excels at combining his passion for technology with the ability to drive impact on a balance sheet.
About DenimDenim is a trusted freight factoring partner dedicated to advancing the supply chain by accelerating the flow of money and data. Denim provides quick access to working capital, along with flexible factoring solutions to easily manage financing options and automate back-office operations. Acting as a true partner and an extension of your team, Denim saves you time and money while providing the opportunity to focus on retaining and attracting new customers.
Key Takeaways: Brokers are Drowning in Accounting Work: How Denim Simplifies It- Flexible Freight Factoring: Denim provides adaptable freight factoring services, allowing businesses to choose which invoices to factor and when to accelerate payments, thereby improving cash flow management.
- Back-Office Automation: The company offers tools to automate back-office operations, reducing manual tasks by up to 75% and streamlining administrative processes.
- Comprehensive Financial Services: Denim's suite of services includes factoring, payments and collections, back-office operations, and a fuel card program, all designed to simplify financial management for freight businesses.
- Rapid Payment Processing: With Denim, businesses can receive payments within one to two business days, ensuring quick access to working capital.
- Extensive Network: Denim has processed over $2 billion in payments and serves a network of more than 120,000 companies, demonstrating its significant presence in the freight industry.
- User Satisfaction: The company maintains a TrustPilot rating of 4.4 out of 5 stars, based on over 100 reviews, reflecting high customer satisfaction with its services.
- Dedicated Support: Denim assigns a dedicated account manager to each client, offering personalized support to help navigate financial challenges and optimize business operations.
Mastering Freight Broker Accounting with Batch Entry
5 Signs Your Freight Invoice Bookkeeping Practices are Holding You Back
Resource Collection on All things Freight Accounting
The Denim Story with Shawn Vo | The Logistics of Logistics
Financial Predator vs Partner with Bharath Krisnamoorthy | The Logistics of Logistics
Scaling Your SMB Freight Brokerage with Sean Smith | The Logistics of Logistics
The Logistics of Logistics Podcast- If you enjoy the podcast, please leave a positive revi...
The Brand-Centric 3PL with Kate Klemmer Terry
The Logistics of Logistics
02/16/24 • 44 min
Kate Klemmer Terry and Joe Lynch discuss the brand-centric 3PL, Outerspace. Kate is the Chief Commercial Officer at Outerspace, a 3PL made for brands, by brands.
About Kate Klemmer TerryKate Klemmer Terry is the Chief Commercial Officer at Outerspace where she leads a cross-functional team that oversees all marketing, sales, and existing customer commercial relationships. Before joining Outerspace, Terry was the Chief Revenue Officer of Quiet Logistics starting in 2019. Prior to Quiet Logistics, she was the founder of Dash Group NY, a consulting firm helping fashion brands scale their digital success, with clients such as Michael Kors, TUMI, Oscar de la Renta, and J. Crew. Prior to that, she served in senior leadership roles at companies such as Polo Ralph Lauren, Banana Republic, Kate Spade, Coach, and Tommy Hilfiger. Kate received an MBA from UC Berkeley, Haas School of Business.
About OuterspaceFounded in 2019, Outerspace partners with leading omni-channel consumer brands, revolutionizing ecommerce fulfillment. Specializing in enhancing post-purchase experiences, the Outerspace team crafts tailored solutions that transcend the one-size-fits-all approach, driving brands toward exceptional growth. Serving as a strategic brand partner, Outerspace delivers a top-notch operations solution, seamlessly integrating frictionless order fulfillment, skilled client service teams, and proprietary software.
Key Takeaways: The Brand-Centric 3PL- Outerspace was founded by ecommerce veterans, Outerspace aims to be a brand-centric alternative to traditional 3PLs, focusing on high-growth consumer brands.
- Customer-Obsessed: They prioritize premium fulfillment services and a proprietary "Ops Stack" to help brands deliver exceptional customer experiences.
- Technology-Driven: Built for omnichannel fulfillment, Outerspace utilizes dedicated floor teams, proactive communication, and strategic carrier partnerships to optimize operations.
- Scalable Solutions: They handle order volumes ranging from 20,000 to 300,000+ per month, offering same-day processing, fast receiving, and efficient shipping.
- Data-Driven Insights: Their technology platform provides real-time visibility and analytics to empower brands with data-backed decisions.
- Strategic Partnerships: Outerspace collaborates with leading technology and service providers to offer a comprehensive logistics ecosystem.
The Transformative Power of Mapping with Rishi Mehra
The Logistics of Logistics
10/09/24 • 38 min
Rishi Mehra and Joe Lynch discuss the transformative power of mapping. Rishi is Sector VP & General Manager of Trimble's Maps, there, he is responsible for its growth by delivering the locations services, routing, optimization and navigation solutions while building out Trimble's vision of the Trimble Transportation Cloud.
About Rishi MehraWith over 25 years of experience in the transportation and mapping industry, Rishi Mehra has a proven track-record of managing global clients, product strategy and innovation, and driving strategic initiatives that deliver sustained revenue and value. He has successfully executed new business models, designed framework for long-term strategic partnerships, and led cross-functional teams across engineering, sales, and operations. He is passionate about solving complex problems, building products that make a difference, and empowering my team to achieve excellence.
About Trimble TransportationTrimble Transportation provides fleets with solutions to create a fully integrated supply chain. With an intelligent ecosystem of products and services, Trimble Transportation enables customers to embrace the rapid technological evolution of the industry and connect all aspects of transportation and logistics — trucks, drivers, back office, freight and assets. Trimble Transportation delivers an open, scalable platform to help customers make more informed decisions and maximize performance, visibility and safety.
Key Takeaways: The Transformative Power of Mapping- Rishi Mehra and Joe Lynch discuss the transformative power of mapping and the advantages that Trimble customers gain from using Trimble Transportation Mapping Technology:
- Enhanced Safety: Trimble's mapping technology helps identify safe parking areas, especially for women truck drivers, reducing their risk of exposure to unsafe situations.
- Improved Driver Well-being: By providing safe and comfortable sleep environments, Trimble's mapping technology contributes to the overall well-being and safety of truck drivers.
- Increased Efficiency: Through features like predicting turnaround times, avoiding detention, and reducing deadhead miles, Trimble's mapping technology helps carriers optimize their operations and improve efficiency.
- Fair Driver Pay: PcMiler, a component of Trimble's solutions, provides industry-standard mileage calculations, ensuring fair compensation for drivers.
- Optimized Routes: Trimble's mapping technology integrates with navigation solutions, helping drivers plan efficient and compliant routes.
- Fraud Prevention: Trimble's connected ecosystem helps prevent freight fraud, protecting carriers from financial losses.
- Enhanced Cybersecurity: Trimble offers cybersecurity solutions to help carriers protect their systems from threats like ransomware, ensuring the security of their data and operations.
(00:00:02) The Transformative Power of Mapping
(00:01:11) Conference Theme
(00:03:52) Partnership with Parade
(00:05:30) Trimble's Business
(00:08:27) Acquisition Culture
(00:09:46) The Future of Mobility
(00:10:40) Driver's Life
(00:16:00) Transformative Power of Mapping
(00:19:37) Women in the Business
(00:21:16) Importance of Mapping
(00:22:17) Mapping Technology Benefits
(00:24:03) Real-time Mapping
(00:31:05) Cybersecurity Upgrade
(00:33:27) Growth, Compliance, Efficiency, Safety
Learn More About The Transformative Power of MappingTrimble Transportation | Linkedin
Revolutionizing the Road: Trimble's Tech Solutions with Kelly Williams | The Logistics of Logistics
Technology that Matters with Michael Kornhauser | The Logistics of Logistics
The Logistics of Logistics Podcast- <...
5 Ways 3PL Sales Has Changed and What You Can Do About It with Ann Holm
The Logistics of Logistics
09/25/18 • 45 min
Podcast Summary:
Joe is joined by Ann Holm who, in addition to being a good friend of Joe’s, is an executive coach who often works with people in the logistics field. The two inform the audience of 5 ways 3PL (third-party logistics) sales have changed, along with plenty of advice on how to deal with these changes. We also learn about a sales improvement course specifically for people in the logistics industry that Joe and Ann are co-facilitating.
Podcast Show Notes:
- 00:21 – Joe welcomes Ann Holm to the show
- 01:13 – An introduction of today’s topic: 5 Ways 3PL Sales Have Changed and What You Can Do About it with Ann Holm
- 5 ways 3PL sales have changed
- 02:38 – #1: Internet has given buyers unprecedented access to product and industry information
- More control for the buyer
- Buying processed controlled by buyer
- Industry research / lists available
- Experts available
- 05:51 – #2: Purchasing professional’s involvement
- Transportation and logistics has become strategic – many more groups involved including operations, logistics, IT, finance, senior management,
- Process defined by customer
- Worldview of customer is often shaped by purchasing process
- 08:05 – #3: Distracted customers
- Online and in-person, people are distracted
- Day-to-day overload / overwhelm
- Electronic gizmos
- Multi-tasking
- 12:17 – #4: More competition and more sophisticated competition
- 3PL industry consolidation
- VC and PE investment money
- Marketing money and clout
- 14:47 – #5: The buying process begins online
- When shippers are selecting transportation and logistics providers, they are beginning with online research
- If your selling process begins with a cold call, you may be late to the game
- ..What you can do about it
- 19:07 – Defining your personal brand
- Looking at competence and the emotional connection
- 360-degree process for personal brand development
- Personal brand should be authentic and include how others see you
- 24:30 – Developing a specialization
- Be an inch wide and a mile deep – not a mile wide and an inch deep
- Specialization doesn’t limit new opportunities, it expands them
- Mistakes that Ann made early in her coaching career
- 32:35 – LinkedIn and social media
- Capturing attention with just a picture and headline
- LinkedIn best practices
- Choosing the right social media platform
- 38:23 – Engagement
- Connecting with customers in a meaningful way
- Speaking their language – being on their wave length
- Interpersonal – read their type, body language, connection beyond business, trust, rapport, relationship
- Business - Understanding their needs – walk a thousand miles in their shoes
- Understanding your type and their type
- Buyers will zone out – daydream if you can’t engage them
- For more details, check us out at LogisticsofLogisticscom or follow Joe on LinkedIn
Topic Takeaways:
- 3PL sales has changed and to stay competitive, sale professionals must adapt to the changing market and adopt new approaches
Mentioned Resources:
21st Century Sales Skills for Transportation and Logistics Professionals (Podcast)
Sales Personality Types with Ann Holm (Podcast)
Joe Lynch (LinkedIn)
Ann Holm (LinkedIn)
Training: 21st Century Sales Skills for Transportation and Logistics Professionals (Information and Registration)
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FAQ
How many episodes does The Logistics of Logistics have?
The Logistics of Logistics currently has 705 episodes available.
What topics does The Logistics of Logistics cover?
The podcast is about News, Business News, Tech News, Podcasts, Technology and Logistics.
What is the most popular episode on The Logistics of Logistics?
The episode title 'Transportation M&A with Spencer Tenney' is the most popular.
What is the average episode length on The Logistics of Logistics?
The average episode length on The Logistics of Logistics is 47 minutes.
How often are episodes of The Logistics of Logistics released?
Episodes of The Logistics of Logistics are typically released every 2 days, 2 hours.
When was the first episode of The Logistics of Logistics?
The first episode of The Logistics of Logistics was released on May 14, 2018.
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