Supply Chain Now Radio Episode 228

Episode Summary

“You have to approach [planning] in a way that encompasses the real needs of the marketplace and is both responsive and agile.”

– Glenn Pascrell, Senior Vice President of Merchandise Planning & Market Analytics for Citizen Watch America

 

Glenn Pascrell is the Senior Vice President of Merchandise Planning & Market Analytics for Citizen Watch America. In the 14+ years he has been at the company, more and more scope has been added to his role. He started with responsibility for purchasing and inventory management and over time added demand planning, competitive analysis for product pricing, gross profit management and market analytics. The primary objective of his role is to understand Citizen Watch America’s market share and competitors’ movements in the market.

 

Glenn recently presented at the Institute for Business Forecasting’s Best Practices Conference, talking about the importance of integrated sales and operations planning (S&OP).

 

In this interview, Glenn shares some highlights from his presentation as well as his key takeaways from the other speakers and sessions with Supply Chain Now Radio host Scott Luton:

  • Top down and bottom up forecast reconciliation
  • The limitations of AI and the importance of healthy skepticism
  • Rethinking the role and function of planning, balancing the need to integrate it effectively into other business processes while also allowing it to remain independent

Episode Transcript

[00:00:05] It’s time for Supply Chain Now Radio. Broadcasting live from the Supply chain capital of the country, Atlanta, Georgia. Supply chain. Now radio spotlights the best in all things supply chain the people. The technology’s the best practices and the critical issues of the day. And now here are your hosts.

 

[00:00:29] Hey, good morning. Scott Luton here with you. Lively Supply Chain Now Radio. Welcome to the show. On this episode, we’re going to be speaking with an exceptional supply chain leader in the retail industry to get his key takeaways from a big recent trades show. So stay tuned for that quick programing note. Like all of our series on Supply Chain Now Radio, you can find our replays on a wide variety of channels Apple podcasts, SoundCloud, YouTube, where you get your podcast from. As always, we’d love to have you subscribe. Still missing thing. Let’s think all of our sponsors for allowing us to bring best practices and innovative ideas to you. Our audience. The Effective syndicate Spend Management Experts Supply chain real estate dot com talentstream and many more. You can check out our sponsors on the show notes of this episode. Let’s welcome in our featured guest today, Glenn Pascrell, Senior Vise President, Merchandise Planning and market analytics with Citizen Watch America. Glenn, how are you doing?

 

[00:01:24] Very good, Scott. Hey, don’t it?

 

[00:01:26] It’s great to reconnect with you. We enjoyed meeting in person down in Florida. I think last spring it that the velocity event, which was a home run event, that where you gave a keynote. And it’s great to have you back on the show.

 

[00:01:41] That was a great event. And thank you for having me back.

 

[00:01:44] You bet. That was a great event. Looking forward to Velocity 2020. I think that’ll be down in Florida once more. But for maybe our listeners, that didn’t catch that episode, which, gosh, it seems like six years ago that was only a few months ago, but it still seems like a long time.

 

[00:02:00] I don’t know why.

 

[00:02:02] So let’s let’s get in a little better for anyone that might have missed that show. What? Tell us about yourself where you grew up, Glenn.

 

[00:02:10] Yes, I grew up in Patterson, New Jersey, which is the third largest city in New Jersey. It’s about 20 minutes west of New York City. It’s a big old industrial city. One of the first planned industrial cities. And I guess its claim to fame in addition to being the first planned industrial city in America, because we had the great silk production manufacturing signs that utilized the power of the Great Falls. So there’s a great falls in Paterson that used to generate the Jaccard looms that would make the fabrics in and in it. And we had a sister city, I know, in Leone, France, which did the same thing. A that’s where we kind of inherited the Jaccard new technology. And there’s a great museum in downtown Paterson.

 

[00:03:07] It has the history of the Silk City, as it’s known. This city. Yeah.

 

[00:03:15] You learn something new every day. So. So, Glenn, you are the pride of Paterson, New Jersey, is that what you’re telling me?

 

[00:03:22] Well, maybe my dad is. I mean, he was even the mayor of Patterson elevator. He was the Mayor Patterson for for a couple of terms and then a state assemblyman and now a congressman even into his 80s. Why a U.S. representative from our district, which covers Patterson and other townships. And in Passaic, in Essex. In Bergen County.

 

[00:03:46] Mm hmm. How far do you away? Do you live from Paterson now?

 

[00:03:51] So I lived in Montclair, New Jersey, which is about 20 minutes south of Paterson. Just a straight shot down the great on New Jersey. Garden State Parkway.

 

[00:04:03] Twenty minutes from the Souq City. Good deal. Well, hey, let’s talk a little bit about what you did prior to your current role with Citizen Watch America. In a nutshell, tell us about your professional journey.

 

[00:04:15] Yeah, well, I went to Fordham University, a Jesuit university in the Bronx. Their main campus is called Rosehill and it’s great because it’s right next to the Belmont area awaking and great Italian food and it’s also adjacent to the Botanical Gardens in the Bronx and to the Bronx Zoo itself. So I went there as an undergrad and as a graduate student. I guess that I graduated around 1990, I think, and then and then pursued a master’s degree and a few years later had a masters in economics from there, which I which I drove to when I was an undergrad. I lived on campus. And then it was interesting because I did a variety of things. I was a woodworker for years when I was in school and college, cabinetmaking making. We did kitchen cabinets, displays for the North Children’s Museum, mantel pieces for fireplaces, all sorts of things and got real great experience and made good money too. So it was tough to transition into and to white collar, if you will work. I do like that reference, but you know, so I did. So I did woodworking when I graduated from college. That was about 1990 that we had. I don’t know. If you recall, we had a kind of a mini recession that was the last Gulf War then. And and believe it or not, I was laid off and the gentleman hired me, was so sorry about it, but just didn’t have enough business cards. I said, oh, I guess I got to get a desk job now. Do you still do?

 

[00:06:04] Do you still you know, you spend some time woodworking now. Is that it was a hobby as well?

 

[00:06:11] Yeah, I well I’m not as much as I’d like to. Let me put it that way. But I do I still have a strong interest in it and I’m waiting to unleash that. We’re still in an apartment in Montclair and we’ve been looking for a home for a while. So I can’t wait to get a home to do. But my skills to work again, hopefully they’re not too rusty.

 

[00:06:34] So after you separated earlier in your career from the Woodwork Woodworking organization, what was next for you?

 

[00:06:45] It was a little bit strange. And in an interesting way, the I I was a.

 

[00:06:55] I worked as a fraud investigator for the state of New Jersey, unemployment and disability fraud. And it allowed me great freedom to pursue a master’s degree at the same time. So I did that for maybe two or three years. And then when I completed my masters, I remember almost unanimously in the office, everyone saying, why are you still working here? We don’t have undergraduate degrees, let alone master’s degrees. I think you need to move on and pursue something more challenging.

 

[00:07:30] And and so I. So I did. At the time I applied to the FBI, into the DEA and the DEA, I went through the whole process with them and they wanted to hire me.

 

[00:07:44] And then I changed my mind and then applied to the prosecutor’s office in Persay County. And they also that went through. And then it decided at the end not that they were going to put me up in the white collar crime and government corruption unit. And I said, you know, I kind of changed my mind a little bit. And then someone came to me and said, well, you know, your skills are very translatable to the corporate world. And I then started to interview around. And that’s when my older brother said, you know, I have a friend networks that at the Time Warner Lambert, which became Pfizer, the consumer health care division.

 

[00:08:30] They have an opportunity. So that’s what I I went in for that interview.

 

[00:08:34] I don’t know what the heck I was talking about. I don’t think the rest. I had no corporate experience. I had no idea how my skills in economics and international economics would translate to the business world or if I’d use them at all. But I must have made up a good enough story, Scott, because they hardly unless now maybe 97.

 

[00:08:57] I want to say my. Yes. Yeah.

 

[00:09:01] So kind of your first foray into the End to end supply chain was as a forecast. Analysts often fall and you’re right.

 

[00:09:09] It’s all right. That’s right. And they and their consumer health care division. Now, how long were you in that role? I’d just a year I stayed with the company. I was in dad three different teams. I was in the upper respiratory.

 

[00:09:24] I manage the upper respiratory business. So I was my first time we used MRI data, which was that syndicated sell through data because, you know, drugstores, supermarkets, Daryl, their data’s all open. You know, you just have to buy it. And it’s a lot different in the in the watch and jewelry business. But it’s always very open. And we had big customers like Wal-Mart and Kmart, which were which were becoming huge at the time. And they had score cards and we were like category captains. And it was a really good initial place to to get my feet wet and cut my teeth on that. What it means to be a forecast analyst and what it means to use data outside data, because we used allergy seasonal allergy data. And it was it was a good learning experience.

 

[00:10:22] Well, let’s fast forward to your current role. When did you when did you join Citizen Watch America?

 

[00:10:29] My joints Dickerson watch at the end of 2005. OK. And so I’ve been here about 14, just over 14 years now. OK. So, yeah. So Senior Vise President, merchandise planning and market analytics. Where do you spend most your time, Glenn?

 

[00:10:45] So I’m wearing physically in New York City in the Empire State Building. And we my my when I was hired as a director of planning in 2005, they had a small department.

 

[00:11:02] And basically, the demand planning function didn’t report into me. So at that point, I was just responsible for purchasing and inventory management. GROSS profit calculations. I know we did a lot of gross profit calculations in Excel. So many years ago. And and that I really worked for the gentleman that was doing the new product development for the company. So I was right there at the cutting edge of what was being developed in new watches, the new technology. It was pretty exciting. And his name was Store Zuckerman. He was the first gentleman that hired me. And then over the years, my role has expanded to include the demand planning function as well as to purchasing an inventory piece. Pricing became a responsibility pricing line. So doing competitive analysis for that and also and managing the gross profit and negotiating the costing with the with our parent company in Tokyo and then very involved in the product development team. I was the main person on the team with regard to planning. And we traveled to Tokyo and Hong Kong and that was a lot of funding and a big adventure. And just more recently have had responsibilities for market analytics, which is the newest piece really working with our syndicated data company, NPD Group, as well as other data sources and trying to understand our market share and the competitive movements in the market.

 

[00:12:55] Well, the value of everyone has heard of Sesson watch. But tell us more about your organization, what the sis and watch America do.

 

[00:13:03] Yeah. So that’s a great question because it’s a bit more complicated today and it’s a bigger group. So Citizen Watch America comprises the U.S., Canada, Mexico and the U.K. today. So all those markets fall under citizen watch America. And we sometimes refer to ourselves as citizen watch group, because not long after I started in 0 5 Day Citizen a Tokyo a Japanese brand and company, which is, you know, traded on that exchange. And then Nikkei is bought an American watch company called Bolívar Buffers. For many years we were kept as separate companies, managed separately and didn’t communicate with each other directly about a development, market position, positioning, etc.. So that’s all changed in the last few years. We’ve we have an integrated company with Bolívar and also with a bunch of Swiss watch brands that we purchased and are trying to expand our PE now. Frederick const&, Arnold and Son. There’s a whole bunch from there, a fairly small in the US market, so you probably haven’t heard of them, but the idea is to try to expand that vision. And and so the company. Citizen itself, the eponymous brand expanded into, you know, we had this alliance with Disney, so we do Marvel Star Wars. Princess is everything you can imagine. But we also have an integrated Disney so that they their creative department can do any creative we want for our advertising and where we have all the clocks in the Disney World and Disneyland. We have we sponsor a lot of events with them on the bulk of a. They have Caravelle, which now or Accutron, a whole bunch of private label brands, Harley Davidson, Frank Lloyd Wright. And they have big connections with the Latin Grammys and Universal Music. So there’s a lot going on. And then on the European side, as I mentioned, we have a quite a few Swiss watch brands. So it’s a much different company today because we’re a portfolio of brands and we have to consider the brand positioning and where everybody sits. So we’re complementary to each other.

 

[00:15:45] Really important. All right. So before we get some your insights on this big IBF event that you’re at and spoke at, I got to ask, what what floor is your office on in the Empire State Building?

 

[00:15:59] So we are on the twenty ninth floor. OK, what’s the view from your office look like?

 

[00:16:08] I guess I look I guess I look uptown towards our old office, which is the Grand Central Station.

 

[00:16:24] The Chrysler Building. Grace Plaza. Bank of America. I’m looking uptown. So we’re on Sixth Avenue. Up Fifth Avenue. I’m sorry. And I’m looking up to sixt and looking up Sixth Avenue uptown.

 

[00:16:42] So but there’s some great people watching throughout the day, watching, looking out the window.

 

[00:16:51] Yeah. Yes.

 

[00:16:51] Actually, I had an opportunity to go to I went to an IBF sponsored event at I believe it was Laurie Yel. Mm hmm.

 

[00:17:01] And they have an office on the west side. Which is beautiful modern building. And. And it was in their cafeteria. They called it. But that incredible view of the East River on the Hudson River, rather. So I was pretty impressed with that. We don’t have that view here, but you see a lot.

 

[00:17:24] All right. So speaking of IBF list, first off, if you can, with our listeners and I’m sure plenty of our listeners will will know what IBF is, the Institute for Business Forecasting. But tell us about where this event was when it took place. The general theme of this event we’re getting more into.

 

[00:17:44] Yeah, well, the Institute of Business Forecasting and Planning was created by a man by name Adoctor Jane, and he really was the inspiration for developing a business organization around planning, if you will. And a some of his research he had done in his own p_h_d_ was about this. The event that they have every year is called Jenny Business Planning, Forecasting and as a._p Best Practices Conference.

 

[00:18:19] And it’s an it was in Orlando, Florida, between the 20th and 23rd of October.

 

[00:18:28] And they had a leadership forum, different day. And then the second two days, they had a whole bunch of breakout presentations.

 

[00:18:39] Was this a national event for the IPF organization?

 

[00:18:43] Right. It was a national ban and they have an international ban coming on. I believe it’s in Amsterdam. And they have quite a few. During the course of the year. But this is the big US one, if you will.

 

[00:18:55] Gotcha. OK. All right. So let’s talk more about your key takeaways. I know you spoke at the conference and in our pre-show warm up conversation. I know that you also really enjoyed the sidebar conversations and some of the other presentations. Let’s let’s dove into some of your key takeaways from this event, Glenn.

 

[00:19:15] Yeah, well, I have to say, I guess I have to start with Gary Ridge is the CEO of WD 40.

 

[00:19:23] He gave the keynote address. The first day, and which would have been, I guess, Tuesday, the first full day, and it was just incredible.

 

[00:19:38] He’s a very inspiring leader. He he grew up in Australia. He was promoted to president and CEO of WD 40 when he was a fairly young person.

 

[00:19:51] And he was always interested his whole life in leadership, developing his own leadership skills and culture within the organisation. And so he talked a lot. He didn’t talk about WD 40 as an oil and lubrication company. And, you know, because I thought it was a little bit odd that that that company would present at IDF Sheer. I was completely mistaken because he actually has a very cutting edge company and has built a culture, what he calls a tribe culture. And he even lived with the Aboriginals in Hawaii. Yeah. Sara and you hear every day. No, no. And it was it was odd to hear it, too. I mean, you know, sitting there in the audience and explaining to us how the chiefs in the Aboriginal tribes would go hunting with the boomerangs they use and how they would teach the younger men how to use the boomerang to hunt and how.

 

[00:21:04] The more.

 

[00:21:06] Teaching they could do. He called them teaching and learning moments. He has a new book that’s just out and what it would produce more, obviously. Game 4 for consumption. And so he was big on teaching moments because and learning moments as a leader, obviously. But you know them. Your main role is to teach the organization.

 

[00:21:32] And he he took that away from his. His time with the. In Australia and then moved to. California to run the company, and so that was a big transition for him. But so I have to start there because he was very impressive. His name is Gary Ray J. I highly recommend you read him. He has a new book out. We can eat Scott. We can provide that information later.

 

[00:22:04] Absolutely. And toward a quick note to our audience, I’m sure most folks listening to this podcast have a can of WD 40 somewhere in their garage. You know, it’s been around for more than 50 years. You know, if you’ve got a piece of machinery that isn’t running smooth, WD 40, Horsfall is what is one of the go tos. And when you share with me the impact of Gary’s presentation, I had to go look up the company a little bit. I’ve never really thought of the company beyond the product, but they are based in San Diego, California.

 

[00:22:38] And to your San Diego.

 

[00:22:40] Yeah, beautiful San Diego. And Gary Ridge has been CEO now since 1997. So time and.

 

[00:22:46] Yeah. Yeah. He really talks about people back. And I think as a result, he has been able to just in the last few years, Dell like quadruple the earnings, they’ve created all a bunch of different products based on feedback from their own employees that have done really well. They talk about creating moments, using their products. It’s more of an emotional connection with the brand than it is a utilitarian one. And so it’s very inspiring.

 

[00:23:25] And the book that Glen is referencing is Helping People Win at Work. It’s co-written by Ken Blanchard and Gary Ridge. And it must be popular. There’s only one left in stock on Amazon as that right this second. So we’ll provide a direct link to our listeners in the show notes. So clearly, Glen Gary was a great presenter at the IBF event. What else really stood out to you about the event?

 

[00:23:53] Yeah. We knew there was a. We always have a presentation by Puma. And that was very interesting. That had to do with the top down and bottom up gentleman by the name of Joseph. Ask him Brenner, who I’ve met at these events and does a great job of that. In this case, explaining.

 

[00:24:22] How you top down and bottom up in terms of forecast reconciliation are really critical pieces of an a._p process, monthy process. There were so many good presentations. There was a woman. Laury Answer from Cardinal Health.

 

[00:24:43] There’s a gentleman.

 

[00:24:46] I think his name is Eric Wilson, who is from Escalate Sports. Eric Wilson. He talked about a I and we had a good breakout conversation about artificial intelligence, its limitations, but also where or how it might develop in the future.

 

[00:25:06] You know, we talked a bit about the difficulty in specifying the right answer for the algorithm to answer the right question for the algorithm to answer.

 

[00:25:21] And it’s tough because there’s a lot of correlation, but there isn’t.

 

[00:25:26] It’s not clear what the causation is in many of these models. So sometimes it ends up giving you and I think that’s what they’re finding out with self-driving cars, is that there are situations in which the this complex set of algorithms that that the computer goes through instantaneously almost can, can, can be wrong.

 

[00:25:52] And so a bit of the conversations with regard to a AI or machine learning was about, you know, why it’s gonna be critical that the forecast plan or the future has a more strategic role in the organization and can make decisions and have good judgment to to manage the models, but also the kind of healthy skepticism about some of the results that you might get.

 

[00:26:31] I also talked about that in my presentation.

 

[00:26:34] What I mean, speak to that a little bit more. Glen Yeah. It’s important to have a healthy dose of skeptic skepticism in the room as we’re we’re planning and evaluating the demand, right?

 

[00:26:49] Yeah, absolutely. The.

 

[00:26:53] I think my presentation was on, you know, an integrated business planning model in which it kind of culminated into. But how planning should really be at a hub department with really mitigating managing the conversations between the sales group and the financial group or leadership. The merchandise saying or product development group and the sales group, because there are such competing interests that require really data driven decisions. So, for example. A CFO in a company who’s responsible for controlling the resources and the investments, as well as the overall inventory levels, etc., when capital investments become obsolete and slow the business down. But it’s not going to be able to. He may be able to take to cut the purchases, but he won’t be able to tell you how to do it. And that’s where you really need a planning department that can create to manage those. The direction when cuts have to be made or for that matter, when there’s more investment required because there’s business opportunity that you want to chase. And so to understand the value of that. Of course, the sales organization and leadership is trying to communicate that every day to finance. But there should be a leader in the in merchandise planning to to also make those arguments and to mitigate the risk and to make the changes necessary.

 

[00:28:56] So in another way, there’s also competing interests between the stakeholders, the product development people, and because they may be getting information that it can only develop a certain number of SKUs or being pushed by sales to say we need more, more and more newness and we have more segmentation than ever before today.

 

[00:29:19] And so somebody has got to arbitrate those conversations so that you end up in a good place and not over skewed or underdeveloped. In terms of not having enough segmentation to to manage through this new omni channel world.

 

[00:29:42] If that makes sense. So I really pushed for forecast planners, directors, v.p.’s leaders and the audience and the audience to think about their role a lot differently than they might have historically. Dr. Jain was saying that over 50 percent of. Of demand planners and planning people report to the supply chain. Still such an archaic business model. In my opinion. But I think my opinion is pretty informed. But where should they report to? If they report to sales, you know, you want them to be embedded with the sales group. So they’re following your assumptions and they can make judgments about whether or not those assumptions make any sense. Right. Track against them, you know, and their costs are always changing, especially in today’s disruptive market.

 

[00:30:39] But.

 

[00:30:41] I think you know what I mean.

 

[00:30:42] Yeah, you have to approach it in a way that encompasses the real need of the marketplace and be responsive and agile. You can’t you can’t do that if you’re if your organization if you’re just thinking about your role as well. I’m just a forecast guy. I just create the most accurate forecast for the product line. And then I hand it off to somebody else, whether it be manufacturing or, you know, rolled up to sales or to, you know, to finance. Absolutely not.

 

[00:31:21] You know, you have to really become very closely aligned with the sales initiatives in your organization to be able to manage forecasts from a macro and a bottom up approach.

 

[00:31:37] It really requires a new way of thinking, right? It’s not. It can’t. Successfully applied nineteen eighty two approaches to planning and demand planning. To your point in this in this highly disruptive market, right, we’ve got to go. Think about differently and structure a lot differently, right?

 

[00:32:00] Yes.

 

[00:32:02] You a AI and machine learning is going to help us with pattern recognition. It’s going to help us do repetitive tasks much better than we can. We talk about A-B-C analysis, focusing on the most important use that give us the biggest return or the biggest gross profit.

 

[00:32:23] But.

 

[00:32:26] It’s going to help us do that. Well, what it’s not going to do is is tell you how to manage the whole thing. Right.

 

[00:32:34] So a big part of what I presented had to do with you were in a very disruptive market with watches. We have smart watches. We have Apple Watch, we have Fitbit and even other traditional watch companies that are, you know, that are all in on the on tracking and in smart like fossile.

 

[00:33:01] In addition, we have the jewelry and watch market is down, you know, especially in the 50 to fifteen hundred dollar MSR P price range that we play. You know, it’s significantly down year over year.

 

[00:33:21] The true the true value is coming from the increases are coming from Smar and coming from watches that are above five thousand dollars. Really? So yeah, in the luxury market.

 

[00:33:32] So you you have to be so savvy and smar to manage your way through these big disruptions in the market as the consumer, the consumer’s tastes change, but also where they shop changes as as we know what the eCom Pure plays like Amazon, it’s you and me, it’s everybody. We’re shopping on Amazon and part of the time. Think about that. It’s just over 10 percent of total retail sales in the United States. They project that project. Going to be over 25 percent in a few years, which it sounds like while that’s still seems so low because I’m doing so much for my shopping online. But. In reality, it’s huge when you think about the footprint of brick and mortar retail.

 

[00:34:26] Yeah, absolutely. You know, we’ve been rate reading a little bit about Singles Day here, which took place here recently. And it is amazing how much traffic and how much it takes place in a 24 hour period. In fact, if you look at 2018 figures and I’ll have the final twenty nineteen singles there figures, but Singles Day in China with Ali Baba, just one company more than doubles all the U.S. e-commerce sales combined between Black Friday and Cyber Monday. That is that is is incredible. Incredible.

 

[00:35:05] And you can see that, too. I mean it here. If here a.

 

[00:35:10] A partner with Amazon. You sell your products on Amazon. You can see that when you do a W W a wow or a deal of the day or certainly when you do some promotion around Thanksgiving and holiday, you get huge lifts that it’s you just can’t get anywhere else. You know, it’s weird because now there are a lot of companies that started off as e-com companies like a Warby Parker, for example, with eyeglasses.

 

[00:35:44] And so it’s coming full circle. Those companies, as well as Amazon, by the way, who was opened up their second bookstore, I think there’s companies now just aiding those companies, like there’s a company called Brand Box. There’s a company called Made by Way, which is part of that. We work a company. There’s a company called Show Show Fields. What what they do is they say, oh, we’ll get you set up in a brick and mortar retail. We assume the long term lease obligations and we can get you we can help you sort your product, price your product. So they could do that, curating, if you will, and set up your space and you don’t have that long term lease obligation. Now, what you’re doing is growing your physical space organically because you don’t have a big, you know, 10 year lease to cover. That’s a complete 180, right from because we know that there are still brick and mortar stores closing and thousands and thousands of them will close again in the next five years, both in malls and in strips.

 

[00:36:59] Or what? So as we start to wind down the interview here, what is one more key take away from your time spent at the IBF event, but whether your own presentation. I bet you had some interesting Q&A to some of the networking, to some of the other other keynotes down there. What what else really stood out, Glenn?

 

[00:37:22] Yeah.

 

[00:37:24] I tip two things, one is that as as important as technology is, process and organizational structure are are even more critical because many of these people that are presenting and there were so many different. There was a medical sports sports where health care watch is Owens Corning.

 

[00:37:53] There were so many different companies that presented BASF, you know, chemical company. There was a Catalan.

 

[00:38:06] There are so many Leopold and Stevens and other Logitech customer that what you find out is that they’re the main hurdle and and change management in their organizations was aligning with the leadership, getting a buy in from the stakeholders to support a process, because you really need everyone in the organization to have input into the planning process because it’s usually mostly it’s the company’s biggest investment. Right. In their own inventory and their own plan. There’s really no other bigger budget. Marketing pales in comparison to what you will have to buy or manufacture that you ultimately sell. So you really need this all then approach. And so that emotional televisions and figuring out how to get it done is somewhat unique in every organization, but requires a lot of collaboration and finding the right partners to do that. In my case, it’s with the chief technology officer who has helped me a lot in making the case to do upgrades to our system in expansions of the solution to two other divisions, as well as the financial. You know, our CFO, who’s very much interested obviously in controlling what is happening and managing through what is a very difficult and disruptive time period in a market for for, you know, for any brand. So in addition to all the fun stuff about what a guy is helping us with, we have the same old task. But now it’s even more important, which is is enjoining others to our cause. And so many people spoke about, you know, planning being its own independent department because there’s it’s fraught with difficulties when it reports directly to sales or finance or it really needs to be quite an independent.

 

[00:40:25] Yes. Above the fray and and out of the riffraff. Right. Right. It really. But to your point, it needs to take in all the factors. Not one department and put in factors, right?

 

[00:40:40] That’s right. It’s so critical because you have to be aligned. We’re very embedded, our group with the sales organization. As difficult as that is sometimes because. Yeah, I mean, it really is. It’s challenging because every day the sales narrative I like to call it can change. So you have to be on your toes to make sure that you understand. That’s why we have a really close relationship with our sales group and our national accounts team. They’re they’re driving the business or mitigating that risk. And so if you’re not there at the table early enough, you can’t make the appropriate pivot in that plan. I also encourage people to be more financial in their thinking. You’re not just forecasting units. You’re forecasting an investment. Right. Forecasts what’s being used to buy, to purchase product, to resell, to sell to your consumer.

 

[00:41:46] So it’s it’s a critical financial, a huge financial obligation for the company to have this open a by budget. So you want to. You want to make sure you understand what the dollars are.

 

[00:42:00] You know, a lot of what that law, what you’re describing from all the different characteristics and traits that that make up really successful supply chain practitioners, you know, in 2019. It really reminds me of the evolving talent market is coming into the industry. You know, folks that are that can use data analytics and and more so than ever before, folks have a sense of the financial side of things. Big picture thinkers, you know, folks that can understand across and then supply chain how one decision made upstream can really bullwhip out downstream and then understand how things are interconnected there. These are really not that none of those traits have existed in previous generations and supply chain. But more so than ever before, those traits and others are really in demand, no pun intended in supply chain these days, right?

 

[00:43:05] Glen Yeah. I mean, I have to agree that that’s a good observation. Scott got the that the new crop. First of all, I went to the Gartner conference. There’s so much focus now in this area of the organization and there’s so much new smart young talent coming in. This is not the analysts of 20 years ago. And this is these are certainly not back-room people. These are people at the cutting edge, two of their organizations. And mainly that’s being driven by, as I said, technology. And and this this is just the amount of money involved it requires that you get that is part of the organization be very well developed. We listened to a gentleman from premier, one of the biggest retailers, Target. It’s just phenomenal what Target has done in three years. And some other organizations are doing catch up. You know, Kohl’s and Target have done a lot to improve their supply chains to to re act, to become very omni channel, meaning, you know, I could pick it up anywhere, return in anywhere. I can pick it up in store. I could order it online. It’s it’s creating this frictionless environment that the consumer is demanding that if the retailers, the retailers that are getting that right are really going to benefit from it. I know, I know. Target is sure down the line. And it’s just the same case for brands. I mean, you think about her. When I told the people at the conference that we had five, six monthly times, every eyebrow was raised like, well, how do you manage that? You know, it’s such a frozen period.

 

[00:45:11] How do you manage? I say what you have to. You have to be. It’s not easy, A, but B, you have to be very tuned in with sales trends. Mm hmm. Crust a leading indicator of new models is often going to be the only thing you have to make a decision as to whether or not to to make a bigger investment in that model before you have all of the supporting details.

 

[00:45:36] Mm hmm. Great point. Excellent point. Well, Glenn, I want to make sure that our listeners know how they can learn more about Citizens Watch of America and or get in touch with you.

 

[00:45:50] Yeah, absolutely. I know. I love to mentor in my. I have a LinkedIn profile, so just look me up on LinkedIn. Yeah. Glenn Pascrell P.A.s C R E L. Our first name has two ends. You can I also have a G-mail. They can they can always write my G-mail. It’s PHC R E L G at G-mail dot com. So is my last L is left off. Replace my first initial. Mm hmm.

 

[00:46:21] And those are probably the best ways to reach out to me or if they had the good fortune of catching when you’re keynotes at an upcoming event. As much as we’ve enjoyed that. So really appreciate you carving out some time to join us again here. Glenn Pascrell, Senior Vise President, Merchandise Planning and Market Analytics, Citizen Watch America. Glenn, hope to reconnect here, wrote a general soon.

 

[00:46:48] Thank you. Scott was great talking to you again.

 

[00:46:49] You bet. Hope you have a wonderful into the years. Hard to believer in mid-November. almo- almost turkey day. Glenn Oh, my. All right. So to our audience, as we wrap up this episode, we want to mention a couple things to you. First off, come check out in person. We love to connect with our listeners. We’re going to a wide variety of events over the next four, five, six months or so, beginning with the CSC MP Atlanta roundtable in January. They’re welcoming a NASCAR track staff member to Atlanta to talk about some of the regulations in the world of transportation and what it means for you. You can learn more at Atlanta, CSC MP dot org. Next up, in February, we’re gonna be joining the reverse Logistics Association for their conference next boat out in Las Vegas in February 2020. Great event. Outstanding event, really in a ever in an aspect of supply chain that’s growing hourly. And it’s important you can learn more about that organization and their big event at R L A dot org for reverse Logistics. SCAC. And then one final note. mutex. Twenty twenty one. The largest supply chain trade shows in all of North America coming back to Atlanta in March, the week of March 9th and we’ll be broadcasting throughout four days of this show and to our audience.

 

[00:48:12] It’s free to attend. You can go to Moad X show dot com to sign up for this this huge event. And secondly, about mutex 2020. They have graciously agreed to host our 2020 Atlanta Supply chain Awards, which will be year 2 for that program. We’re going to be featuring Christian Fisher, president and CEO Georgia-Pacific as our keynote. More about it. We’re excited about that. Glenn, if you can’t tell Nomination’s registrations and sponsorships are all open for Vetlanta Supply chain Awards, you can learn more at Atlanta Supply chain Awards com. Big thanks to our featured guest today here on Supply Chain Now Radio. A repeat guest no less. Glenn Pascrell, Senior Vise President, Merchandise Planning and Market Analytics with Citizen Watch America. Also that the pride of Patterson, New Jersey. Maybe Glynn’s family is proud of Patterson, New Jersey. But Glenn, always a pleasure. To our audience, be sure to check out other upcoming events, replays over interviews, other resources at Supply Chain Now Radio dot com. Find us wherever you get your podcast from. Subscribe so you aren’t missing thing on behalf of the entire Supply Chain Now Radio team. This is Scott Luton. Wish you a wonderful week ahead and we’ll see you next time. Owen Supply Chain Now Radio thanks everybody.

Featured Guests

Glenn Pascrell is the Senior Vice President of Merchandise Planning and Market Analytics at CITIZEN WATCH AMERICA.  He is responsible for merchandise planning, inventory management, purchasing, and product pricing for the US market.  Competitive market research and analytics is his newest area of responsibility. Glenn has been with CITIZEN WATCH AMERICA since 2005.  Prior to CITIZEN, Glenn contributed in key merchandising and planning positions with Pfizer, VF Corporation and Cambridge Information Group. Celebrating 100 years, CITIZEN, a pioneer in watchmaking and innovative technology, promotes excellence and creativity with a deep-rooted respect for craftsmanship. For over 40 years, CITIZEN’s Eco-Drive technology has served as the prime example of how the brand is dedicated to making the world and its environment a better place. CITIZEN WATCH AMERICA is a subsidiary of CITIZEN WATCH GROUP, encompassing four major brands: the eponymous CITIZEN brand, the number one mid-market watch Brand in America; Bulova, Frederique Constant, and Alpina; and four major markets: US, UK, Canada and Mexico. Connect with Glenn Pascrell on LinkedIn and learn more about Citizen Watch America here: https://www.citizenwatch.com/

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Scott W. Luton

Founder, CEO, & Host

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Adrian Purtill

Host, Logistics with Purpose

Adrian Purtill serves as Business Development Manager at Vector Global Logistics, where he consults with importers and exporters in various industries to match their specific shipping requirements with the most effective supply chain solutions. Vector Global Logistics is an asset-free, multi-modal logistics company that provides exceptional sea freight, air freight, truck, rail, general logistic services and consulting for our clients. Our highly trained and professional team is committed to providing creative and effective solutions, always exceeding our customer’s expectations and fostering long-term relationships. With more than 20+ years of experience in both strategy consulting and logistics, Vector Global Logistics is your best choice to proactively minimize costs while having an exceptional service level.

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Joshua Miranda

Marketing Specialist

Joshua is a student from Institute of Technology and Higher Education of Monterrey Campus Guadalajara in Communication and Digital Media. His experience ranges from Plug and Play México, DearDoc, and Nissan México creating unique social media marketing campaigns and graphics design. Joshua helps to amplify the voice of supply chain here at Supply Chain Now by assisting in graphic design, content creation, asset logistics, and more.  In his free time he likes to read and write short stories as well as watch movies and television series.

Donna Krache

Director of Communications and Executive Producer

Donna Krache is a former CNN executive producer who has won several awards in journalism and communication, including three Peabodys.  She has 30 years’ experience in broadcast and digital journalism. She led the first production team at CNN to convert its show to a digital platform. She has authored many articles for CNN and other media outlets. She taught digital journalism at Georgia State University and Arizona State University. Krache holds a bachelor’s degree in government from the College of William and Mary and a master’s degree in curriculum and instruction from the University of New Orleans. She is a serious sports fan who loves the Braves. She is president of the Dave Krache Foundation. Named in honor of her late husband, this non-profit pays fees for kids who want to play sports but whose parents are facing economic challenges.

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Vicki White

Controller

Vicki has a long history of rising to challenges and keeping things up and running. First, she supported her family’s multi-million dollar business as controller for 12 years, beginning at the age of 17. Then, she worked as an office manager and controller for a wholesale food broker. But her biggest feat? Serving as the chief executive officer of her household, while her entrepreneur husband travelled the world extensively. She fed, nurtured, chaperoned, and chauffeured three daughters all while running a newsletter publishing business and remaining active in her community as a Stephen’s Minister, Sunday school teacher, school volunteer, licensed realtor and POA Board president (a title she holds to this day). A force to be reckoned with in the office, you might think twice before you meet Vicki on the tennis court! When she’s not keeping the books balanced at Supply Chain Now or playing tennis matches, you can find Vicki spending time with her husband Greg, her 4 fur babies, gardening, cleaning (yes, she loves to clean!) and learning new things.

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Scott W. Luton

Founder, CEO, & Host

As the founder and CEO of Supply Chain Now, you might say Scott is the voice of supply chain – but he’s too much of a team player to ever claim such a title. One thing’s for sure: he’s a tried and true supply chain expert. With over 15 years of experience in the end-to-end supply chain, Scott’s insights have appeared in major publications including The Wall Street Journal, USA Today, and CNN. He has also been named a top industry influencer by Thinkers360, ISCEA and more.

From 2009-2011, Scott was president of APICS Atlanta, and he continues to lead initiatives that support both the local business community and global industry. A United States Air Force Veteran, Scott has also regularly led efforts to give back to his fellow veteran community since his departure from active duty in 2002.

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Allison Giddens

Host, Logistics with Purpose

Allison Krache Giddens has been with Win-Tech, a veteran-owned small business and aerospace precision machine shop, for 15 years, recently buying the company from her mentor and Win-Tech’s Founder, Dennis Winslow. She and her business partner, John Hudson now serve as Co-Presidents, leading the 33-year old company through the pandemic.

She holds undergraduate degrees in psychology and criminal justice from the University of Georgia, a Masters in Conflict Management from Kennesaw State University, a Masters in Manufacturing from Georgia Institute of Technology, and a Certificate of Finance from the University of Georgia. She also holds certificates in Google Analytics, event planning, and Cybersecurity Risk Management from Harvard online. Allison founded the Georgia Chapter of Women in Manufacturing and currently serves as Treasurer. She serves on the Chattahoochee Technical College Foundation Board as its Secretary, the liveSAFE Resources Board of Directors as Resource Development Co-Chair, and on the Leadership Cobb Alumni Association Board as Membership Chair and is also a member of Cobb Executive Women. She is on the Board for the Cobb Chamber of Commerce’s Northwest Area Councils. Allison runs The Dave Krache Foundation, a non-profit that helps pay sports fees for local kids in need.

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Greg White

Principal, Supply Chain Now
Host of Supply Chain Now and TECHquila Sunrise

When rapid-growth technology companies, venture capital and private equity firms are looking for advisory, they call Greg – a founder, board director, advisor and catalyst of disruptive B2B technology and supply chain. An insightful visionary, Greg guides founders, investors and leadership teams in creating breakthroughs to gain market exposure and momentum – increasing overall company esteem and valuation.

Greg is a founder himself, creating Blue Ridge Solutions, a Gartner Magic Quadrant Leader in cloud-native supply chain applications, and bringing to market Curo, a field service management solution. He has also held leadership roles with Servigistics (PTC) and E3 Corporation (JDA/Blue Yonder). As a principal and host at Supply Chain Now, Greg helps guide the company’s strategic direction, hosts industry leader discussions, community livestreams, and all in addition to executive producing and hosting his original YouTube channel and podcast, TEChquila Sunrise.

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Chris Barnes

Principal, Supply Chain Now
Host of Supply Chain is Boring

Talk about world-class: Chris is one of the few professionals in the world to hold CPIM-F, CLTD-F and CSCP-F designations from ASCM/APICS. He’s also the APICS coach – and our resident Supply Chain Doctor. When he’s not hosting programs with Supply Chain Now, he’s sharing supply chain knowledge on the APICS Coach Youtube channel or serving as a professional education instructor for the Georgia Tech Supply Chain & Logistic Institute’s Supply Chain Management (SCM) program and University of Tennessee-Chattanooga Center for Professional Education courses.

Chris earned a BS in Industrial Engineering from Bradley University, an MBA with emphasis in Industrial Psychology from the University of West Florida, and is a Doctoral in Supply Chain Management candidate.

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Karin Bursa

Host of TEKTOK

If there’s one Supply Chain ‘Pro to Know,’ it’s Karin. She’s earned the title for three years and counting – culminating in her designation as the “2020 Supply Chain Pro to Know of the Year.” Karin is also an award-winning digital supply chain, business strategy and technology marketing executive. A sought-after speaker at industry conferences, you will find her quoted in a variety of supply chain publications – and active in forums like ASCM/APICS and CSCMP.

With more than 25 years of supply chain experience, Karin spearheaded strategy and marketing for Gartner Magic Quadrant Leader and IDC MarketScape Leader, Logility. Karin has the heart of a teacher and has helped nearly 1,000 customers transform their businesses and tell their success stories. Today, she is a sought-after advisor helping high-growth B2B technology companies with everything from defining their unique value propositions to introducing new products and capturing customer success. No matter their goals, she makes sure her clients have actionable marketing strategies that help grow global revenue, market share and profitability.

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Kevin L. Jackson

Host of Digital Transformers

Kevin L. Jackson is a globally recognized Thought Leader, Industry Influencer and Founder/Author of the award winning “Cloud Musings” blog.  He has also been recognized as a “Top 5G Influencer” (Onalytica 2019, Radar 2020), a “Top 50 Global Digital Transformation Thought Leader” (Thinkers 360 2019) and provides strategic consulting and integrated social media services to AT&T, Intel, Broadcom, Ericsson and other leading companies. Mr. Jackson’s commercial experience includes Vice President J.P. Morgan Chase, Worldwide Sales Executive for IBM and SAIC (Engility) Director Cloud Solutions. He has served on teams that have supported digital transformation projects for the North Atlantic Treaty Organization (NATO) and the US Intelligence Community.  Kevin’s formal education includes a MS Computer Engineering from Naval Postgraduate School; MA National Security & Strategic Studies from Naval War College; and a BS Aerospace Engineering from the United States Naval Academy. Internationally recognizable firms that have sponsored articles authored by him include CiscoMicrosoft, Citrix and IBM.  Books include “Click to Transform” (Leaders Press, 2020), “Architecting Cloud Computing Solutions” (Packt, 2018), and “Practical Cloud Security: A Cross Industry View” (Taylor & Francis, 2016). He also delivers online training through Tulane UniversityO’Reilly MediaLinkedIn Learning, and Pluralsight.  Mr. Jackson retired from the U.S. Navy in 1994, earning specialties in Space Systems EngineeringCarrier Onboard Delivery Logistics and carrier-based Airborne Early Warning and Control. While active, he also served with the National Reconnaissance Office, Operational Support Office, providing tactical support to Navy and Marine Corps forces worldwide.

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Enrique Alvarez

Host of Logistics with Purpose and Supply Chain Now en Español

Enrique serves as Managing Director at Vector Global Logistics and believes we all have a personal responsibility to change the world. He is hard working, relationship minded and pro-active. Enrique trusts that the key to logistics is having a good and responsible team that truly partners with the clients and does whatever is necessary to see them succeed. He is a proud sponsor of Vector’s unique results-based work environment and before venturing into logistics he worked for the Boston Consulting Group (BCG). During his time at BCG, he worked in different industries such as Telecommunications, Energy, Industrial Goods, Building Materials, and Private Banking. His main focus was always on the operations, sales, and supply chain processes, with case focus on, logistics, growth strategy, and cost reduction. Prior to joining BCG, Enrique worked for Grupo Vitro, a Mexican glass manufacturer, for five years holding different positions from sales and logistics manager to supply chain project leader in charge of five warehouses in Colombia.

He has an MBA from The Wharton School of Business and a BS, in Mechanical Engineer from the Technologico de Monterrey in Mexico. Enrique’s passions are soccer and the ocean, and he also enjoys traveling, getting to know new people, and spending time with his wife and two kids, Emma and Enrique.

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Kelly Barner

Host of Dial P for Procurement

Kelly is the Owner and Managing Director of Buyers Meeting Point and MyPurchasingCenter. She has been in procurement since 2003, starting as a practitioner and then as the Associate Director of Consulting at Emptoris. She has covered procurement news, events, publications, solutions, trends, and relevant economics at Buyers Meeting Point since 2009. Kelly is also the General Manager at Art of Procurement and Business Survey Chair for the ISM-New York Report on Business. Kelly has her MBA from Babson College as well as an MS in Library and Information Science from Simmons College and she has co-authored three books: ‘Supply Market Intelligence for Procurement Professionals’, ‘Procurement at a Crossroads’, and ‘Finance Unleashed’.

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Mary Kate Soliva

Host, Veteran Voices

Mary Kate Soliva is transitioning from active duty in the US Army. She is currently in the Doctor of Criminal Justice program at Saint Leo University. She is passionate about combating human trafficking and has spent the last decade conducting training for military personnel and the local community.

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Jeff Miller

Host

Jeff Miller is the host of Supply Chain Now’s Supply Chain is the Business.  Jeff is a digital business transformation and supply chain advisor with deep expertise in Industry 4.0, ERP, PLM, SCM, IoT, AR and related technologies. Through more than 25 years of industry and consulting experience, he has worked with many of the world’s leading product and service companies to achieve their strategic business and supply chain goals, creating durable business value for organizations at the forefront of technology and business practices. Jeff is the managing director for North America at Transition Technologies PSC, a global solution integrator, and the founder and managing principal of BTV Advisors, a firm that helps companies secure business transformation value from digital supply chain technologies and their breakthrough capabilities.

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Amanda Luton

Chief Marketing Officer

Amanda is a marketing veteran and entrepreneur with over 15 years of experience across a variety of industries and organizations including Von Maur, Anthropologie, AmericasMart Atlanta, and Children’s Healthcare of Atlanta. In 2016, Amanda founded and grew the Magnolia Marketing Group into a successful digital media firm, and now she develops modern marketing strategies, social campaigns, innovative operational processes, and implements creative content initiatives for Supply Chain Now. But that’s just the beginning of her supply chain impact. Amanda also served as the VP of Information Systems and Webmaster on the Board of Directors for APICS Savannah for several years, and is the face behind the scenes welcoming you to every Supply Chain Now livestream! She was also recently selected as one of the Top 100 Women in Supply Chain by Supply Chain Digest and IBM.  When she’s not leading the Supply Chain Now marketing team, you can find Amanda with her and her husband Scott’s three kids, in the kitchen cooking, or reading.

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Clay Phillips

Business Development Manager

Clay is passionate about two things: supply chain and the marketing that goes into it. Recently graduated with a degree in marketing at the University of Georgia, Clay got his start as a journalism major and inaugural member of the Owl’s football team at Kennesaw State University – but quickly saw tremendous opportunity in the Terry College of Business. He’s already putting his education to great use at Supply Chain Now, assisting with everything from sales and brand strategy to media production. Clay has contributed to initiatives such as our leap into video production, the guest blog series, and boosting social media presence, and after nearly two years in Supply Chain Now’s Marketing Department, Clay now heads up partnership and sales initiatives with the help of the rest of the Supply Chain Now sales team.

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Trisha Cordes

Administrative Assistant

Trisha is new to the supply chain industry – but not to podcasting. She’s an experienced podcast manager and virtual assistant who also happens to have 20 years of experience as an elementary school teacher. It’s safe to say, she’s passionate about helping people, and she lives out that passion every day with the Supply Chain Now team, contributing to scheduling and podcast production.

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Billy Taylor

Host of Dial P for Procurement

Billy Taylor is a Proven Business Excellence Practitioner and Leadership Guru with over 25 years leading operations for a Fortune 500 company, Goodyear. He is also the CEO of LinkedXL (Excellence), a Business Operating Systems Architecting Firm dedicated to implementing sustainable operating systems that drive sustainable results. Taylor’s achievements in the industry have made him a Next Generational Lean pacesetter with significant contributions.

An American business executive, Taylor has made a name for himself as an innovative and energetic industry professional with an indispensable passion for his craft of operational excellence. His journey started many years ago and has worked with renowned corporations such as The Goodyear Tire & Rubber Co. (GT) leading multi-site operations. With over 3 decades of service leading North America operations, he is experienced in a deeply rooted process driven approach in customer service, process integrity for sustainability.

A disciple of continuous improvement, Taylor’s love for people inspires commitment to helping others achieve their full potential. He is a dynamic speaker and hosts "The Winning Link," a popular podcast centered on business and leadership excellence with the #1 rated Supply Chain Now Network. As a leadership guru, Taylor has earned several invitations to universities, international conferences, global publications, and the U.S. Army to demonstrate how to achieve and sustain effective results through cultural acceptance and employee ownership. Leveraging the wisdom of his business acumen, strong influence as a speaker and podcaster Taylor is set to release "The Winning Link" book under McGraw Hill publishing in 2022. The book is a how-to manual to help readers understand the management of business interactions while teaching them how to Deine, Align, and Execute Winning in Business.

A servant leader, Taylor, was named by The National Diversity Council as one of the Top 100 Diversity Officers in the country in 2021. He features among Oklahoma's Most Admired CEOs and maintains key leadership roles with the Executive Advisory Board for The Shingo Institute "The Nobel Prize of Operations" and The Association of Manufacturing Excellence (AME); two world-leading organizations for operational excellence, business development, and cultural learning.  He is also an Independent Director for the M-D Building Products Board, a proud American manufacturer of quality products since 1920.

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Chantel King

Social Media Manager

My name is Chantel King and I am the Social Media Specialist at Supply Chain Now. My job is to make sure our audience is engaged and educated on the abundant amount of information the supply chain industry has to offer.

Social Media and Communications has been my niche ever since I graduated from college at The Academy of Art University in San Francisco. No, I am not a West Coast girl. I was born and raised in New Jersey, but my travel experience goes way beyond the garden state. My true passion is in creating editorial and graphic content that influences others to be great in whatever industry they are in. I’ve done this by working with lifestyle, financial, and editorial companies by providing resources to enhance their businesses.

Another passion of mine is trying new things. Whether it’s food, an activity, or a sport. I would like to say that I am an adventurous Taurus that never shies away from a new quest or challenge.

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Lori Sofian

Marketing Coordinator

Lori is currently completing a degree in marketing with an emphasis in digital marketing at the University of Georgia. When she’s not supporting the marketing efforts at Supply Chain Now, you can find her at music festivals – or working toward her dream goal of a fashion career. Lori is involved in many extracurricular activities and appreciates all the learning experiences UGA has brought her.

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Katherine Hintz

Sales and Marketing Coordinator

Katherine is a marketing professional and MBA candidate who strives to unite her love of people with a passion for positive experiences. Having a diverse background, which includes nonprofit work with digital marketing and start-ups, she serves as a leader who helps people live their most creative lives by cultivating community, order, collaboration, and respect. With equal parts creativity and analytics, she brings a unique skill set which fosters refining, problem solving, and connecting organizations with their true vision. In her free time, you can usually find her looking for her cup of coffee, playing with her puppy Charlie, and dreaming of her next road trip.

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Ben Harris

Host

Ben Harris is the Director of Supply Chain Ecosystem Expansion for the Metro Atlanta Chamber. Ben comes to the Metro Atlanta Chamber after serving as Senior Manager, Market Development for Manhattan Associates. There, Ben was responsible for developing Manhattan’s sales pipeline and overall Americas supply chain marketing strategy. Ben oversaw market positioning, messaging and campaign execution to build awareness and drive new pipeline growth. Prior to joining Manhattan, Ben spent four years with the Georgia Department of Economic Development’s Center of Innovation for Logistics where he played a key role in establishing the Center as a go-to industry resource for information, support, partnership building, and investment development. Additionally, he became a key SME for all logistics and supply chain-focused projects. Ben began his career at Page International, Inc. where he drove continuous improvement in complex global supply chain operations for a wide variety of businesses and Fortune 500 companies. An APICS Certified Supply Chain Professional (CSCP), Ben holds an Executive Master’s degree in Business Administration (EMBA) and bachelor’s degree in International Business (BBA) from the Terry College at the University of Georgia.

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Page Siplon

Host, The Freight Insider

Prior to joining TeamOne Logistics, Page Siplon served as the Executive Director of the Georgia Center of Innovation for Logistics, the State’s leading consulting resource for fueling logistics industry growth and global competitiveness. For over a decade, he directly assisted hundreds of companies to overcome challenges and capitalize on opportunities related to the movement of freight. During this time, Siplon was also appointed to concurrently serve the State of Georgia as Director of the larger Centers of Innovation Program, in which he provided executive leadership and vision for all six strategic industry-focused Centers. As a frequently requested keynote speaker, Siplon is called upon to address a range of audiences on unique aspects of technology, workforce, and logistics. This often includes topics of global and domestic logistics trends, supply chain visibility, collaboration, and strategic planning. He has also been quoted as an industry expert in publications such as Forbes, Journal of Commerce, Fortune, NPR, Wall Street Journal, Reuters, American Express, DC Velocity, Area Development Magazine, Site Selection Magazine, Inbound Logistics, Modern Material Handling, and is frequently a live special guest on SiriusXM’s Road Dog Radio Show. Siplon is an active industry participant, recognized by DC Velocity Magazine as a “2012 Logistics Rainmaker” which annually identifies the top-ten logistics professionals in the Nation; and named a “Pro to Know” by Supply & Demand Executive Magazine in 2014. Siplon was also selected by Georgia Trend Magazine as one of the “Top 100 Most Influential Georgians” for 2013, 2014, and 2015. He also serves various industry leadership roles at both the State and Federal level. Governor Nathan Deal nominated Siplon to represent Georgia on a National Supply Chain Competitiveness Advisory Committee, where he was appointed to a two-year term by the U.S. Secretary of Commerce and was then appointed to serve as its vice-chairman. At the State level, he was selected by then-Governor Sonny Perdue to serve as lead consultant on the Commission for New Georgia’s Freight and Logistics Task Force. In this effort, Siplon led a Private Sector Advisory Committee with invited executives from a range of private sector stakeholders including UPS, Coca-Cola, The Home Depot, Delta Airlines, Georgia Pacific, CSX, and Norfolk Southern. Siplon honorably served a combined 12 years in the United States Marine Corps and the United States Air Force. During this time, he led the integration of encryption techniques and deployed cryptographic devices for tactically secure voice and data platforms in critical ground-to-air communication systems. This service included support for all branches of the Department of Defense, multiple federal security agencies, and aiding NASA with multiple Space Shuttle launches. Originally from New York, Siplon received both a bachelor’s and master’s degree in electrical and computer engineering with a focus on digital signal processing from the Georgia Institute of Technology. He earned an associate’s degree in advanced electronic systems from the Air Force College and completed multiple military leadership academies in both the Marines and Air Force. Siplon currently lives in Cumming, Georgia (north of Atlanta), with his wife Jan, and two children Thomas (19) and Lily (15).

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Kristi Porter

Host, Logistics with Purpose

Kristi Porter is VP of Sales and Marketing at Vector Global Logistics, a company that is changing the world through supply chain. In her role, she oversees all marketing efforts and supports the sales team in doing what they do best. In addition to this role, she is the Chief Do-Gooder at Signify, which assists nonprofits and social impact companies through copywriting and marketing strategy consulting. She has almost 20 years of professional experience, and loves every opportunity to help people do more good.

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Kevin Brown

Host, Logistics with Purpose

Kevin Brown is the Director of Business Development for Vector Global Logistics.  He has a dedicated interest in Major Account Management, Enterprise Sales, and Corporate Leadership. He offers 25 years of exceptional experience and superior performance in the sales of Logistics, Supply Chain, and Transportation Management. Kevin is a dynamic, high-impact, sales executive and corporate leader who has consistently exceeded corporate goals. He effectively coordinates multiple resources to solution sell large complex opportunities while focusing on corporate level contacts across the enterprise. His specialties include targeting and securing key accounts by analyzing customer’s current business processes and developing solutions to meet their corporate goals. Connect with Kevin on LinkedIn.

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Sofia Rivas Herrera

Host, Supply Chain Now en Espanol

Sofia Rivas Herrera is a Mexican Industrial Engineer from Tecnologico de Monterrey class 2019. Upon graduation, she earned a scholarship to study MIT’s Graduate Certificate in Logistics and Supply Chain Management and graduated as one of the Top 3 performers of her class in 2020. She also has a multicultural background due to her international academic experiences at Singapore Management University and Kühne Logistics University in Hamburg. Sofia self-identifies as a Supply Chain enthusiast & ambassador sharing her passion for the field in her daily life.

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Jose Miguel Irarrazaval

Host, Logistics with Purpose

Jose Manuel Irarrazaval es parte del equipo de Vector Global Logistics Chile. José Manuel es un gerente experimentado con experiencia en finanzas corporativas, fusiones y adquisiciones, financiamiento y reestructuración, inversión directa y financiera, tanto en Chile como en el exterior. José Manuel tiene su MBA de la Universidad de Pennsylvania- The Wharton School. Conéctese con Jose Manuel en LinkedIn.

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Demo Perez

Host, Supply Chain Now en Espanol

Demo Perez started his career in 1997 in the industry by chance when a relative asked him for help for two just weeks putting together an operation for FedEx Express at the Colon Free Zone, an area where he was never been but accepted the challenge. Worked in all roles possible from a truck driver to currier to a sales representative, helped the brand introduction, market share growth and recognition in the Colon Free Zone, at the end of 1999 had the chance to meet and have a chat with Fred Smith ( FedEx CEO), joined another company in 2018 who took over the FedEx operations as Operations and sales manager, in 2004 accepted the challenge from his company to leave the FedEx operations and business to take over the operation and business of DHL Express, his major competitor and rival so couldn’t say no, by changing completely its operation model in the Free Zone. In 2005 started his first entrepreneurial journey by quitting his job and joining two friends to start a Freight Forwarding company. After 8 months was recruited back by his company LSP with the General Manager role with the challenge of growing the company and make it fully capable warehousing 3PL. By 2009 joined CSCMP and WERC and started his journey of learning and growing his international network and high-level learning. In 2012 for the first time joined a local association ( the Panama Maritime Chamber) and worked in the country’s first Logistics Strategy plan, joined and lead other associations ending as president of the Panama Logistics Council in 2017. By finishing his professional mission at LSP with a company that was 8 times the size it was when accepted the role as GM with so many jobs generated and several young professionals coached, having great financial results, took the decision to move forward and start his own business from scratch by the end of 2019. with a friend and colleague co-founded IPL Group a company that started as a boutique 3PL and now is gearing up for the post-Covid era by moving to the big leagues.

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Kim Winter

Host, Supply Chain Now

The founder of Logistics Executive Group, Kim Winter delivers 40 years of executive leadership experience spanning Executive Search & Recruitment, Leadership Development, Executive Coaching, Corporate Advisory, Motivational Speaking, Trade Facilitation and across the Supply Chain, Logistics, 3PL, E-commerce, Life Science, Cold Chain, FMCG, Retail, Maritime, Defence, Aviation, Resources, and Industrial sectors. Operating from the company’s global offices, he is a regular contributor of thought leadership to industry and media, is a professional Master of Ceremonies, and is frequently invited to chair international events.

He is a Board member of over a dozen companies throughout APAC, India, and the Middle East, a New Zealand citizen, he holds formal resident status in Australia and the UAE, and is the Australia & New Zealand representative for the UAE Government-owned Jebel Ali Free Zone (JAFZA), the Middle East’s largest Economic Free Zone.

A triathlete and ex-professional rugby player, Kim is a qualified (IECL Sydney) executive coach and the Founder / Chairman of the successful not for profit humanitarian organization, Oasis Africa (www. oasisafrica.org.au), which has provided freedom from poverty through education to over 8000 mainly orphaned children in East Africa’s slums. Kim holds an MBA and BA from Massey & Victoria Universities (NZ).

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Nick Roemer

Host, Logistics with Purpose

Nick Roemer has had a very diverse and extensive career within design and sales over the last 15 years stretching from China, Dubai, Germany, Holland, UK, and the USA. In the last 5 years, Nick has developed a hawk's eye for sustainable tech and the human-centric marketing and sales procedures that come with it. With his far-reaching and strong network within the logistics industry, Nick has been able to open new avenues and routes to market within major industries in the USA and the UAE. Nick lives by the ethos, “Give more than you take." His professional mission is to make the logistics industry leaner, cleaner and greener.

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Alex Bramley

Sales Support Intern

Alex is pursuing a Marketing degree and a Certificate in Legal Studies at the University of Georgia. As a dual citizen of both the US and UK; Alex has studied abroad at University College London and is passionate about travel and international business. Through her coursework at the Terry College of Business, Alex has gained valuable skills in digital marketing, analytics, and professional selling. She joined Supply Chain Now as a Sales Support Intern where she assists the team by prospecting and qualifying new business partners.

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