“Why would you want to move the wrong amount of inventory around more efficiently?”
– Mike Mills, Director of Business Consulting at Blue Ridge
ERP systems and warehouse management systems (WMS) are commonly found in large scale enterprises. Unfortunately, they are just as commonly expected to address challenges and solve problems they were not designed for. This leads to a serious misalignment between expectations and solutions.
These systems are not silver bullets. In fact, the best solutions often come from targeted technology that is selected specifically because it is able to address the unique circumstances in play in a given company or warehouse.
If the supply chain is to consistently support overarching business challenges, one of the primary factors to focus on is the customer experience. Minimizing disruption for customers is often associated with a higher cost to do business, and so companies have to carefully weigh the strengths and weaknesses of any approach they plan to take, optimizing for both cost and customer satisfaction.
In this interview, Mike discusses the following realities with Supply Chain Now Co-hosts Greg White and Scott Luton:
· The difference between functional supply chain planning and a profit-oriented approach that drives corporate objectives
· Fully understanding how min/max and safety stock factors affect inventory management, materials planning, and overhead costs
· How (and why) to avoid the “oversimplification trap” when it comes to supply chain technology and processes
[00:00:05] It’s time for Supply Chain Now Radio Broadcasting Life Supply chain capital of the country, Atlanta, Georgia. Supply Chain Now Radio spotlights the best in all things supply chain the people, the technology, 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, Liveline Supply chain. Now welcome back to the show. On this episode today, we’re talking shop with a Supply chain technology leader that’s helping companies look around the corner and plan much more successfully. You know, as we’ve been talking, people think W mess or ERP systems can handle supply chain planning. But from what I’ve learned, they can’t. And we’re gonna talk about why. So stay tuned for what promises to increase your Supply chain Accu. One quick programing note before we get started. You can find splotchy now wherever you get your podcast from, including YouTube, Apple, podcasts, Spotify, you name it. We’d love to have you subscribe so you don’t miss a thing. OK, so let’s welcome in my esteemed and fearless co-host on today’s show, Greg White 0, Supply chain tech entrepreneur, trusted advisor. And I got to say it again to undisputed northwest Atlanta tennis champion. We’re talking about tennis coming to the show. So, Greg, how are you doing?
[00:01:24] I’m doing great. Thank you. Not yet undisputed. Still disputed. Legit. We could say legit. You know, I prefer a legit outlet. I just. Though it didn’t get to react. I know. We’ll know in a week or so.
[00:01:39] Yes, we will. We will. So we’ve got a great guest today. And I’ve enjoyed some of the prep conversations that would do with all of our podcast. I’ve learned a ton. I think my IQ is finding a way to kind of increase a little bit here. So let’s welcome in our special guest for today’s show, Mike Mills, director of business consulting in Blue Ridge. Mike, how you doing? Doing well, Scott. Great to have you here. Yeah. You calm your ears must have been on fire because we’ve heard a ton about you and your background and what you’re doing. And I’m looking forward over the next hour to learn a lot more and talk shop. So, Mike, before we start talking shop, before we start talking Supply chain leadership, best practices, certainly supply chain planning best practices. Let’s get know Mike Mills. Yeah. So you started a band, R.E.M. and them. I’m kidding. We were we were talking before it. Yeah, legit stuff. We were talking before we kicked off. Just how often Mike gets those bad jokes, just like the one I’ve added to that thousands of Bauder, you know. Tell us where you grew up. Give us an anecdote or two of your upbringing. It really, you know, when you think of your your your form of formative, formative years. Are you good, grandma?
[00:02:52] Yes. What sticks out? Yeah. So I’m an island boy. I was born in some islands called the Turks and Caicos Islands not too long ago. You would somebody would ask Miura is from, I’d say the Turks and Caicos. And they go, huh? Where’s that? Now everybody wanted to be there. Yeah. Yeah. Yeah. So born in the Turks and Caicos, but grew up in NASA, Bahamas and ended up going to school in Chattanooga, Tennessee. OK.
[00:03:22] Talk about culture shock from the islands to Chattanooga, Tennessee, with a small Christian school up in Chattanooga, Tennessee, called Tennessee Temple University. OK. And born to my father was a is a preacher. You’re a bad guy. Yeah, I think that’s where I get my fire from.
[00:03:45] Yes. And said and you’re exceptional and order skill. Well, your ability to convert your prospects. And that’s all about origin Miura. It feels like it.
[00:03:54] You know, a body out make it in these meetings day after day after they sign and baptized mother.
[00:04:02] My mother was is a schoolteacher. So that’s that’s, you know, a little bit of background. Think about myself.
[00:04:12] So if I can. So you’re your father. Preacher. Your mother, a school teacher. That’s part of the fabric of the country.
[00:04:20] What’s one thing that sticks with you today that that they imparted upon you? And there’s probably a there. But what’s one thing that really sticks out? It’s thousands. You know, one thing that sticks out is treat people with respect and always treat people with respect. And that is a lesson that I carry throughout my life. It’s it’s truly been helped me to be successful in in and put me where I am today. Yeah.
[00:04:49] Awesome. OK, so let’s switch gears. Let’s talk more about kind of your professional background. So what kind of preceded your current role here? Lu Rich.
[00:04:58] Yeah. So like. Hold the role of director of business consulting here at Blue Ridge, been with Blue Ridge for about 14 years since it became Blue Ridge.
[00:05:08] Right. You’re a founder. Yeah. 2007. Time flies when you’re having fun. Yes.
[00:05:15] But prior to that was with E-3 Corporation for a number of years and then moved on to JDA software. During the after the acquisition of E-3 by JDA back in 2000. Both organizations I was involved in the as a consultant in the educational side of things. And that role has allowed me to work with thousands of buyers all over the world. And I’ve been able to to see and understand the challenges that these organizations are feeling today of different industries, different buyers, different countries. And you get a firsthand understanding of of the challenges as well as the opportunities. Right. That these guys are facing today. Another firsthand view of this was prior to jumping into the software side of things was, oh, working with a large furniture organization right out of college and also working with a sporting goods retailer. So have firsthand knowledge of of all of these types of challenges that companies are facing today.
[00:06:25] Mm hmm. Yeah. I mean, you were a practitioner. Yeah. Right. I mean, you’re. So while you’re involved in technology, you’re really practitioner first. That’s exactly. And and use that expertise to shape and and deploy technology.
[00:06:39] So when I’m talking to buyers and talking to these different organizations, you’re not talking to someone that came out of banking world and somebody taught them how to say this.
[00:06:48] Right. Right. It’s first team lived it and lived it. Yeah. So now we’re going to bring you on the planning side at Sports Authority. On the planning side, they’re also spent some. You did both side. That’s right. Planning and forecasting and replenishment.
[00:07:03] Yeah. Mm hmm. I can imagine how impactful that is in the conversations because you’ve been there and done that. Yeah. Rather than coming straight strictly from technology. Nothing wrong with that. But you have different experience. That’s exactly right. So you can really relate to the lot of folks here. We are collaborate and working with. So as I was trying to take notes fast and furiously on the pre-show conversation we were having, one of the things that you are talking about is this when it comes to supply chain retail or a real supply chain sorry I added a T there real supply chain planning solutions. This notion of a functional approach versus a profit oriented approach. Tell us what the heck we are talking about.
[00:07:43] Yeah. You know, when I think of Supply chain planning solutions, I think exactly that. Right. There’s a functional approach, meaning, you know, completing the process as efficiently with the given time and the tools that are available to you. And also the ability to be able to react to exceptional demand to avoid kind of out of stocks and avoid excess inventory. That’s that’s on the functional side. But there’s also a profit oriented approach to supply chain planning as well. And that is having the tools to drive towards those corporate objectives. Yeah. We’ll talk more about that as we start to move this discussion. Right.
[00:08:28] What’s good, I think. I think as you as you think about it from that perspective, yeah. Functional is a lot about fundamentals and responding. That’s right. And the approach you’re talking about, that you advocate the profit oriented approach, it’s more about preempting and financially optimized. Right. Right. And, you know, in the past, technology was really only able to respond. I mean, anyone out there who’s done planning or if you’ve got your if you’ve got your note taking device. Right. Think Min Max, you’ve probably heard the term Min Max, right? You’ve probably heard the term safety stock. You’ve got to consider things that that can impact your ability to to keep goods in stock and functional approach is really just very basic and most often responsive to the speak and keeping basic.
[00:09:21] Let’s establish some fundamentals. Yeah. For our listeners that may not have the wealth of experience you’ll have here around the table. Min Max and safety stock. So. Yes, yes. No you go ahead. Yes.
[00:09:33] The whole point of safety stock is just in case inventory. Right. We hear a lot about just in time inventory and all these things. Just in case inventory is what if a delivery is late or what if we get a sales spike or, you know, something like that occurs? What if. What if Corona virus hits the ability to deliver? Right. Things like that. So it’s inventory you keep just in case you need it. That’s safety stuff. Yeah. And then the min max is really it’s hey, it’s really this fundamental. It’s a number you very often put on paper or in a spreadsheet that says when I get to this amount them in by up to this amount the max. So it could be 1 and 3 when I get to one by till I get to 3. And there are many, many companies out there whose process of managing their inventory is that basic.
[00:10:26] And there’s no sign there’s no real science that goes yet to that. Min Max kind’s a lot of guys feel they’re at a gut feel. You know, as far as the safety side is concerned, a lot of the companies that we’re working with today, they kind of use this linear approach to safety stock. Right. So we keep X amount of days of supply or. Yes. All times. Right. Ryder. They break it up by ABC ABC item. Yeah. The A’s get this much and the bees get that much less and CS get that much. And it’s just woefully inadequate as far as we’re concerned.
[00:10:58] And as it relates to safety, stock safety or quick. Yes, safety, stock view a little bit differently than it was viewed, say, 10 years ago. They could put it if it’s mismanaged. Right. You’re not making any money on what you’re keeping in safety stock.
[00:11:14] Well, that’s really I mean, that goes to the approach that Mike is talking about.
[00:11:18] This profit is profit oriented and writes is a perfect segue way back in that question. Right. And then, you know, profit oriented approach is also kind of leveraging these predictive predictive technology that’s out of date.
[00:11:32] Right. Right. Right. And it’s solely meant to kind of avoid customer disruptions and overuse of safety stock. That’s right. That’s exactly right.
[00:11:42] It is really driving you towards that fine line of how much risk do I want to take? Because if you you know, if you want your customer experience to be that we want to have the goods 100 percent of the time. Most companies can’t afford to keep that level of inventory because demand fluctuates. Right. And and if you want to keep if you want to keep in stock 100 percent of the time, if you’ve ever sold 100 hundred units in a day, you have to keep one hundred units of saison stock that, you know, the coronavirus is is a touchy situation.
[00:12:19] And we’ve got to keep in mind the families. And so my folks have been disrupted. However, just taking a business example out of that, we’ve averaged at least about some stores that did not have enough masks on hand for this huge spike.
[00:12:33] Yeah, that’s going to be every store. Me that Qantas. Yeah. Got you. Like that. It’s literally impossible to predict something like corona virus. Right. Because first of all, that the spread of Corona virus is not as big as the perceived impact of Corona virus. And people, for instance, are buying masks for the wrong reason. They’re trying to buy masks to keep themselves from getting the virus. And actually, those masks don’t do that at all. The masks only help if you have the virus so that you don’t, you know, reject it. So, I mean, think about that. There isn’t enough artificial intelligence or actual intelligence or human intelligence yet yet to predict something like that. Right. I mean, that that is literally an unpredictable situation. But there are situations that are just below that level of impact.
[00:13:25] No one can predict on a much less serious note, chicken for Super Bowl or even playoffs. Chicken Wings. I’m sorry. Yes. You know, having been in the food business, we had to make sure the stores, the restaurants had plenty of chicken wings on hand, more so during that two week stretch than the time a year. So that’s much more predictable and ended up that way.
[00:13:47] But it is a significant spike and a lot depends on the popularity of the teams in the soup. That’s right. Like was one of them not in the Super Bowl for, say, 50 years. And people wanted to see them win.
[00:13:59] I don’t know who that go, chiefs. All right. Q So getting back to the discussion at hand, Gregan, I know you’re also talking about why Dubie Mass or ERP doesn’t work, right?
[00:14:11] Well, yeah. So, I mean, this hasn’t been a discussion that Mike and I have had as supply chain professionals for, let’s just say, more than two decades.
[00:14:20] What you say. Right. Let’s agree to not say anymore. Yeah.
[00:14:23] Leave a little more than two decades in. And it’s because as practitioners, both of us fell into this trap of of thinking that had a warehouse management system, AWP Mass or enterprise resource planning system ERP, which is a fancy way of saying your accounting and finance system, thinking that those solutions can really solve those problems. And there’s two foundational problems there. One is. An ERP is more of a manufacturing or finance type solution, and, you know, the business problems the Blue Ridge solves are for distributors and retailers. And and while a lot of people try to say, hey, it’s good enough for manufacturing, it’ll work downstream, the dynamics of the supply chain are so different downstream that that it doesn’t work. And then the W-M s is really just a solution that tracks and moves and positions. You’re in inventory inside the four walls of a warehouse. Once it’s arrived. Now there are some other capabilities that allow you to position it in the right warehouse, but usually doesn’t also translate this. It doesn’t also translate into the right amount in the right way warehouse. So but anyway, there those are the probably the two biggest issues in in addressing Supply chain planning with W-M s and ERP. I mean, I don’t know. What do you.
[00:15:47] Yeah. You know, this this topic within itself is an interesting topic. You know, when Andrew first came to me with this, like, wow, this is perfect. Right. And the reason why I say that is because our sales guys today at Blue Ridge are being asked this question constantly. And in their ass, they’re being ask another question on top of that and that question is, all right. Should I install a new WOMEX system first? Oh, boy. Or should I install an ERP first before I do supply chain planning? Right. Yeah. And that’s an age old quiz. It’s an age old question, but it’s an age old question. But we’re still being faced with that decision today. Yeah. And Greg, you’re right. Right. When you start to break it down and you start to think of what a WME system does and what an ERP system does, then the answer is pretty simple. Right. They’re they’re more geared for manufacturing, like you pointed out. But if you start to think about the complexities of of what a retail and distributor facing today like hub and spoke management. Right. Where you dealing with these multiple echelons? How do you manage that?
[00:17:07] Right. So you might want to explain that to folks. This whole multi-national.
[00:17:10] Yeah, multi, multi echelon inventory optimization by Blue Ridge is a solution that helps us to manage the demand signal from the lower echelon, be it a branch or a store fulfillment center, co-development center backup to an upper echelon, which could be a regional DC ascensions central distribution center and backup to the supplier.
[00:17:33] And when you’re starting to think about the limitations and the capabilities of of an ERP system, what they’re basically doing in an ERP system today, Scott is just rolling up forecasts from that lower echelon and using that forecast as the ordering signal backup to supply chain once again.
[00:17:55] So if you sold 5 or 5, is that what you’re slaughterer 5? OK.
[00:17:59] Right. And you know how inadequate that is. Right. It needs to understand a lot more than just, hey, I’m selling 5 down at my lower echelons of order. 5. Back up. Yeah, because it’s not as simple as that. Right. Because it comes in a box at twelve box of twelve. Right. Right. And not only am I ordering that item right. I’m ordering other items along with that item. And it needs to understand that when I do place an order back up the supply that I have to buy truckloads or container loads. Right. So it’s a lot more complex. An ERP system and it’s systems at its core cannot handle that.
[00:18:39] So that goes back to the question you were asking about safety stock, because we just outlined a scenario where you really need five. But you have to buy 12. So you just bought seven pieces of safety stock. That’s right. So your solution needs to figure that you’re going to buy into safety stock when it’s calculating how much safety stock you need to meet the customer experience you want to have. So you can see I bet eyes are glazing over all over the world right now. You can see how quickly it gets that complex. And you know, one way that I simplify it is what you sold has almost nothing to do with what you’re going to order from your supplier. That’s exactly right. Because of these supply chain constraints and the translation of that demand as you go upstream. All right.
[00:19:27] So you have to be aware of those complexities and manage those your kind of speaking to a trap of incorrect thinking and planning. Right. Oversimplification. Yes, yes. Yes, yes. Yes. So how do you avoid it? Well, first off, how do you fall into the trap?
[00:19:46] What what does that trap exist? Yeah. You know, a lot of times when we’re in these sales cycles, you know, we find we quickly find out that there is a mandate from upper management that says go look for a system. Right. And and the lack of proper vetting isn’t there. Right. No, they don’t. They don’t properly vet the solution to find out a couple of things. The capabilities and the limitations. It doesn’t really fit their business. Right.
[00:20:19] I think a lot of people in business struggle to understand those relatively basic complexities that we’ve just discussed. Yes. It’s so easy to say ERP is where you need to go. And that mandate from on high comes down and people go. OK. OK.
[00:20:36] You can look for one, especially in this environment. Where were executives and the folks on high? They’re looking to put invest in the latest Technical Rod technology platforms. That’s that can present to be the magic wand to the business. I mean, there is that there’s a reason why these technology firms are growing left and right.
[00:20:55] Well, there’s only one word I would extract from that. And that’s the latest. They are not looking to X to to invest in the latest. They’re looking to invest in the simplest. What you see so often is I want one solution that does everything, everything. And what you’ve got with ERP is it’s a mile wide and it’s an inch deep. It’s very deep in terms of finance. It’s very deep, in fact. And in terms of manufacturing planning. Yeah, but it’s almost nonexistent. In fact, a lot of times what they do is they apply manufacturing, planning to distribution and retail. And we’ve already talked about the fallacies there.
[00:21:31] So because those the solutions have no concept of basic things to your point. Great. Like supply constraints. Right. Yeah. Building to truck loads. It has no concept of kind of this auto cycle optimization. In other words, do I have enough inventory to last me until the next time I need to buy well or join the ordering or drawn ordering.
[00:21:56] Right. Because it’s a lot of times in manufacturing if you need this one part to conduct production, even though you buy five or 10 parts from a supplier, you buy that one part because you’re not you’re building to a production schedule as a manufacturer, not responding to demand. And as a retailer, you might buy five hundred or a thousand items. And it makes sense if you’re gonna fill a truck or a pallet or whatever to buy as many of those items as you can from that particular supplier.
[00:22:27] So in the pre-show, we’re talking about from a cost perspective, the danger of moving around the wrong inventory. Yeah, right. Whether it’s a wrong product or a wrong amount. Yeah, yeah, yeah. Yeah. We’ll talk about that. And also because Greg, I know your background. I know both of you all have practicioner. You were. Yeah. In merchandising and in supply drives. You can both pass speak to this first hand. But but tell us more Waddy. The obvious question is why is that the wrong thing to do? Yeah. Any examples you might have? Yeah, sure.
[00:23:00] You want to? Yeah. You know, we always, you know, wrvs. Right? And we always laugh. Get a chuckle out of this. Why do you want to move the wrong amount of inventory around? More efficient.
[00:23:17] Yeah, right. Well, that’s the answer to the question.
[00:23:20] Why? Why would you not do w mass before takes. I’m sure you’re planning. Right. Right. Because chances are good. Almost 100 percent of the time that you have the wrong level levels of inventory. And then then you go an engineer physically, physically engineer a warehouse based on the presumptions and the information that you’ve got from those levels of inventory. And then you go and right size your inventory and you’ve got to re-engineer, physically re-engineer the warehouse or build new warehouses and then you’re installing w w a mess again.
[00:23:55] Right. Yeah. And then as far as an ERP is concerned, what you find out, you install the ERP and then six months later you realize you know better off than you were before. Service is still in the tank. Access is higher than ever. Right. Right. And you have no visibility into why it’s like. Yeah, that’s exactly right. Because like you pointed out, it’s a mile wide and an inch deep. Yeah. Versus Supply chain, which I kind of think of it. You know, it’s a foot wide and three miles down. Yeah. Yeah.
[00:24:27] So let me ask you about this, because what you have referred to a couple of times is, is ERP is not a one size fits all. It’s not going to magically make your problem disappear. What I’m hearing you’ll speak to the value of is customized solutions that could either bolt on to current earpiece or what we’ll just that cut customization about the power customization.
[00:24:56] I would say targeted. I would say targeted because customization. This is just my personal preference, Mike. I believe this to customization is a dirty word. And it comes because people think immediately money. Well. And and also customization means my technology is distinctly different from Mike’s technology, even though we have very similar problem. OK, so think of it as targeted. So let’s just take two examples. If you’re talking about ERP, ERP typically is not very deep. It historically has not been very deep in warehouse management or in retail and distribution planning. And those are two areas where it pays to go very deep. And that’s why companies like Blue Ridge, like Manhattan, like other companies that have products in those verticals exist is because there’s not enough depth there. So they’re targeted in those areas. And and they do things like on the WME size, they optimize labor, minimize labor, optimize efficiencies within the four walls or in supply chain planning, which Blue Ridge does, they optimize the economics and the execution. And the planning of of inventories and supplies and demand in in distribution and retail. So I like targeted. Yeah, because. Because a customized solution. I mean, and that’s the problem with a lot of ERP is they are heavily customized. They’re difficult to impossible to sustain because you’ve got this one piece of code that is really core to your business that no one else has. And the person who wrote it is long since gone from whatever consulting firm built it to the next consulting firm.
[00:26:41] So targeting and do you say economically optimizing?
[00:26:45] Yes. Mandoline, all kinds of jargon. Celan, technologist, Lu.
[00:26:50] Well, I mean, that’s that’s the that’s the difference between that functional net profit oriented approach that once you reach a level of maturity of having solved the functional issues, which, you know, Mike and I and and lots of folks in in the Supply chain planning industry did decades ago. Yeah. Then you start working on economic jerai economically optimizing and so many people and you know, we see this every day. Scott, so many people are still trying to solve the functional issue that they aren’t even thinking yet about. The profit profit oriented. Yeah. And the economic optimization.
[00:27:25] So so in all of this, let’s talk about the customer experience because we’ve really kind of talked mostly about kind of within the four walls or within the business, you know, getting getting planning much more accurate, economically, optimizing it. Let’s talk about that customer experience. Where does that fall when companies embrace the right planning solutions?
[00:27:46] Consumer customer. Yes. Yes, sorry. Yeah. Yeah. I mean, you know, it it goes to that goal oriented aspect of the solution of saying this is what we can afford to fulfill on the first pass to our customers and then working back from those goals into how the system operates to do that.
[00:28:06] So, yeah. And that you know, when you start to talk about the customer experience, then you’ve got to pull in the conversation back to safety stock, right? Yeah. Having the right amount of safety stock to meet the goals that’s going to allow you to have a good customer experience. Right. You’ve got to involve that in e-commerce.
[00:28:23] Yeah, exactly. And you know, if your solution is advanced enough, you set those goals and let them work with and against one another. Yes, we can afford this much inventory, but we also want this customer experience for those of you who are just listening. I’m holding my hands in the air. But, you know, we want we want a certain level of customer experience. But we can only afford a certain level of of inventory. And then you let the solution. And again, this is where that economic and profit optimization comes in. Yeah. Let the solution solve for that and then works backwards in how to how to, you know, what what you can afford, how you build and then how you execute that plan as well because. Yeah, that’s an important part of it is Muj.
[00:29:08] But what you need tools that kind of supports that whole customer experience, right. You need tools to be able to set the level of customer experience that you desire. Yes. But then on the other hand, you want to be able to understand, can you afford that level? Yeah, right. So you need a tool that says here’s the customer experience goals that I desire. Here’s what’s here’s what it’s going to cost me. And then I’d like to know something else I’d like to understand if I have the inventory more available to meet those goals. Yes. What’s the additional sales that I tend to become?
[00:29:48] Yeah. Right. Good point, isn’t it? Is it worth it. And is it worth it. Yeah. Right. So I did not think this is the first of out of almost 300 episodes. We’re gonna reference Edgar Allan Poe. Right. Tell-Tale Heart. Remember that in grade school. Yeah. So you know what he said. Yes, sir. It’s where I remember the raven. It’s where their murder. It just might take you back. The murderer has killed. I think his significant other and has buried her under the planks of his flooring. And the heart is still beating. And the whole thing is about how the heart drives this guy crazy or in a way. So Edgar Allan Poe works his way into Supply chain. Oh, wow. Only you could do it as a resident. Well, this is where this why that’s relevant. You know, we like asking. We like having our guests put on the Antar consultant hat. Right. There’s some we already reference that there’s technology. It is the technology golden era right now for platforms for you name it, Bolt owns it. There’s so much money going into the space, so many companies looking to better compete in the e-commerce era. So what are the telltale signs? Michael, why have you put your antique insulted head on? But I help a lot of our listeners that maybe looking to invest or do the telltale signs that a solution that you’re looking at is not right.
[00:31:06] Yeah. Good questions, guy. That is. Yeah. And in my experience, what I’ve seen is most make the mistake of selecting a solution, that is to what we’ve been talking about, more manufacturing oriented. Right. And going with a solution provider that through acquisition has acquired different software companies, have cobbled some solution together in a truly when you start to peel back the onion, it doesn’t really fit their business. All right. So if you are a retailer or a distributor of finished goods. All right. You need a solution that’s heavy in demand planning. Demand forecasting, supply planning. All right. And as far as you know, on this topic of forecasting, you really need a solution that is able to accurately forecast the customer and. Right. Forecast the customer. What you mean by that? Here’s what I mean. Being able to segment demand what’s real from what’s not, what’s causal demand that came from some type of demand shaping activity, a promotion organization or an event. Yeah. And and separate that from the stochastic forecast. What what? What was that. Yeah.
[00:32:27] You got a stochastic. I love that word on my fate. What does that mean. Or the slug jerai. Yeah, that’s the testicle forecast. That’s demand. You really can’t can’t predict because there’s not enough data around it. That’s exactly. And you just kind of throw it in this bucket and go average it. That’s it. Stochastic for you. OK. Let’s stochastic essentially means random. OK. Nice. But what you need is it sounds much cooler than random. Does that sound smarter than I really? Stochastic Lee referencing authors primary literature. OK. Right. You’ll never have to use the word random every day.
[00:33:04] You need a solution that gives you that ability and you need a forecasting system that has the ability to analyze each customer transaction. There are solutions out there like Blewitt’s that does that as the ability that’s heavy. It’s huge because if you think about all of the goodness that you can pull from each customer transaction. Yeah. Then you start to not only understand how much, but why and when other items bought with certain items.
[00:33:37] Right. What influences that purchase? I mean we wouldn’t think so much about it. We use that term influencer. Yeah. In so many ways today. I mean, you could see where the weather or corona virus has clearly influenced. There’s no. Yeah, that’s a really good point cause there’s really no history of people buying the amount of masks. So stochastic averaging man doesn’t work. That’s right. But the ability to identify an event and identify the kind of impact that it has and then use that for future reference. That’s that’s the causal that’s as causal aspect.
[00:34:15] And then the lost sales aspect. Right. A good forecasting system that’s worth its salt needs to understand what I would have sold if I had the product. And include that in the forecast as well.
[00:34:29] I was talking to a company that does something very similar to what Blue Ridge does. And they hadn’t thought of that. Yeah, they hadn’t. And I mean, they and they use A.I. and everything, but they had not thought of, you know, how often you have this discussion where it’s kind of a self-fulfilling prophecy. Yeah. Retailer orders 100. The distributor or the manufacturer supplies 70 then, you know. And their forecast goes down. Yeah. And then they are only able to supply 70. Right. So that is a really important aspect of it. What would I have sold or what would customers have bought if the product.
[00:35:09] If we’d had it. Exactly right. Right. Because to your point, Greg, you need a system that isn’t going to ratchet your forecast down in protests. Ryder tax, you stabilizes the forecast. Right. So when you’re starting to think of of solutions that meet your business, got to have those core things like we just mentioned.
[00:35:29] So can I go back to that? Yeah. Customer transaction. Yeah. So I think.
[00:35:35] What’s interesting about that is that an ERP, because it’s manufacturing oriented, isn’t really tuned into that at all, because the manufacturers don’t get the customer transaction at any right unless they’re doing D to see when in that case they’re really a retailer. That’s right. But so that is a really unique segment of demand for distributors and retailers. And that is super powerful because I think about the creepy ways that we can be tracked as consumers these days. You know, a retailer can know where you came from, literally your IP sometimes jerai direct your address. You know what you passed on your way there. So even if wearables even if it was even if it was virtual, you know, the ads you passed, you know, what search terms you used, what was on the page when you bought, they could have influenced all of that. Yeah. That those that can become really strong indicators of what makes a person buy. Right. Justin Bieber tweeted about it.
[00:36:34] Twelve year old girls want to buy a dress. All right. All right.
[00:36:37] So let’s let’s as we start to wrap up today’s interview with Mike Mills of Blue Ridge, one of the one of the ways we love to finish these conversations kind of go broader. Right. Think about the wide world of supply chain or really the global business air that would that we live in. What are some of the developments or trends or topics that are really on your radar more than others in the global business world right now?
[00:37:02] Yeah. You know, in. In all my ventures around these different companies, what you just got back in town yesterday?
[00:37:12] Yeah, yeah, I was up in Toronto for a couple. Nice. Yeah. Nice.
[00:37:19] Nice from the Bahamas. He thinks it’s cold here.
[00:37:22] I know when the fan blows, but this whole topic of of of sales and operations planning. Right. Yeah. More and more we’re seeing there’s a need for a tool that helps them to manage that process. A lot of P S a._p. Yeah. You know, s an open you know, a lot of it has been done through kind of water cooler conversations or was working with a company late last week. And this company has built a massive spreadsheet with tons of formulas to help to manage this whole process. And I always, you know, sitting there listening and watching them gloat over his work. And I’m thinking he wrote the formulas. He’s maintaining the spreadsheet. He better not win the lottery. Steve, Right. Right. Because no one else knows how to use this. Exactly. It’s not. It’s not systematize. Right.
[00:38:25] You’re speaking kind of. It’s informal S&P. Exactly. Get to folks at the WaterCooler. They happen to be in two different silos and they happen to talk about what’s going on in their respective business environments. That type of if we call it S&P, that’s pretty prevalent. Yeah. And across industry and even in this day and age. Right now, it’s amazing. More and more of it. Right. Really?
[00:38:47] I had a conversation with this guy on the merchandising side, on the planning side. And we told him that there is a promotion that we’re going to run. We told him about it, but he forgot it. Right. Just because. Because his word of mouth. So we need it. We needed to have seen companies are needing more and more need tools that help the men in that process, because we all know that supply chains are becoming more and more complex. And the need to have a collaborative forecast as well as capacity plans is more and more necessary.
[00:39:21] But not only that. Right. You need to be able to have a tool that can help you collaborate on and forecast, but then kind of match that up against the annual operating brand of the business as well. Right. Are we trending as much as we know about the forecast? Is it trending towards the company’s overall goals and objectives? Yeah. So there’s a need for that. And then the other thing that I’ve, you know, is reading the other day was the whole Amazon effect. Right. Amazon is now starting to private label items and it’s just causing chaos. So imagine this. You’ve got a retailing distributor and you sell products on Amazon. And now Amazon is actually offering the same types of products back to your customers on their label. On their label. Yeah. Right. And they have all the data to help them to understand what your customers need. Yeah. Right. And it is wreaking havoc on the bottom lines of these organizations. Politicians is now starting to take note, isn’t become involved in this. But that’s one of the things that I’ve seen that I think is is is kind of scary.
[00:40:27] And brands are flooding away from Amazon because of that. I mean, we talk a lot about this, the rise of this. I won’t go into detail here, but we talk a lot about the rise of this. Anyone but Amazon, class of ABH. Right. To combat FBA Ryder fulfilled by Amazon because companies don’t feel safe on Amazon anymore. And it’s there’s a potential for this to be the race, a race to the bottom where Amazon is just a private label, marketplace. marketplace. Right. I mean, I think they’re big enough. They’ll see that and catch it. But they’re headed that way. And interesting that you mentioned manual or spreadsheet planning. And then Amazon, because this is not a luxury anymore. If you if you don’t have a sustainable and and a and a scalable solution, if you’re using spreadsheets, you are going to get crushed. That’s exactly where I quote the great philosopher Big Tom Callahan from Tommy Boy. You’re either growing, right, Chris Farley movie or you’re either growing or you’re dying. There ain’t no third direction, no stand and still. Yeah, right. Yeah. You know, moving forward. Are you moving back? Yeah. And Amazon is coming for everyone. And now it’s not just Amazon, Shopify and and Alibaba and other companies are gearing up to enable this kind of commerce as well. And you can’t afford to be proud of your spreadsheet while you sit in your dark corner and figure out how can I add 50 cells to this thing so no one else can do it. Exactly. You have to enable with people and processes and technology technology. Absolutely right. People want stuff when they want it. Right. Yeah. You know, nobody’s willing to wait anymore. Right. You can’t afford to forget. That’s a scary scenario. Yeah, that was a stark realization right there. Yeah. You can’t afford to forget it.
[00:42:12] So one more fact. This is this one was we can talk about all that. We all feed off this stuff. I love this stuff. But but I was at a supply chain conference late last year and I heard this this that this fact. It’s predicted that in 2020, there’s going to be a shortfall of truck drivers, upwards of 160000 this year. This year alone.
[00:42:41] Right. Last year didn’t help with a bunch of a bunch of trucking companies going out of business. Right.
[00:42:45] And so imagine what that’s going to do to the Supply chain. Yeah, right. So. Kind of given a Blue Ridge plug here, right? You need a system like Blue Ridge that can predict those lead times and forecast those lead times along with forecasting or calculating, rather, the variability of those lead. Yes. Back to this old safety stock. How reliable is your vendor? How reliable is the vendor going to? You don’t want to miss a window of opportunity? No.
[00:43:17] I need the safety stock to be able to manage my lead times and have the product there to protect the customer experience. So that was an interesting fact that I heard 160000 truck drivers and they went on to say that, you know, truck drivers are starting to get paid more than pilots, which there is also a shortage of that.
[00:43:38] Yeah. The pilots are. Exactly. And that impacts supply chain just as much, you know as well. One hundred six thousand. Wow. Well, you know, as we always talk about in the automation, you know, where there’s money, there’s a way. Yeah. Yeah. And as valuable and we’re talking in a show way back during Trucker Truck Drivers Appreciation Week, remember. Yeah. We talked about how truck drivers are now technologists. Right. They’re problem solvers. Now, while there’s certain elements and they’re currently being going on right now as we speak. Right, Elaine Halls, where automation, there might be someone in the cab. But you have machines driving trucks that all the other nuances and all of the problems at these at these truck drivers or these technologies are solving. We haven’t we can’t replace that yet. Right. All right. So we’ll see where that goes from here, Betty. All right. So let’s make sure that folks know how to connect with you, Mike, and learn more about Blue Ridge because you’ve got some really neat guns yet. Blueprint coming up. Big annual conference, right? Yeah. You got thought leaders supply chain. practicioners, super users. Lots of good informations is exchanged each year blueprint. But how can folks connect with you and learn more about Blue Ridge? Get through LinkedIn.
[00:44:54] It’s probably the best way, but if you want to learn about Blueprint, Blue Ridge, WW Dot, Blue Ridge Global dot com is our Web site. Lots of good information on that Web site. Encourage folks got kind of take a look at it.
[00:45:10] Tree up at a lot of research and data and in thought leadership pretty regularly. We certainly do. Yeah. Yeah. I follow you on Twitter, Flourish. All right. So. So, Greg, let’s see here. What a great. I want to bolt on like one more hour to Mike. Clearly beyond having been there and done it. But what he all the stops he makes and what he observes. This is this is compelling, I think.
[00:45:41] Well, he sees what’s happening out there in real life. I mean, it’s a little bit stunning, this description you gave of this huge spreadsheet, even though we just talked about how people’s understanding is much more simple. Yeah, we think it is. It’s still a little bit stunning when you hear stories like that, people forgetting about a promotion and these giant spreadsheets. And these are companies that are, you know, trying to compete in, you know, the day of digital transformation. Yeah. Look, it’s an m it’s an imperative. It’s not an alternative these days. You have to Dan Solla like you said earlier, or you have to be able to compete. And I’m I’m truly worried for companies that don’t get that. The stakes are too great. They are, Sarah. They aren’t now. I mean, there will be a place for those companies. Not all of them will get. But crushed. Someone will get acquired. Yes.
[00:46:36] Let’s not it’s such a it is such a. We’re to look back. OK. Let’s to go there now. Well, no, it’s just real quick. It’s it’s going to be a it’s going to be a a business case. This studied not just from a kind of planning and execution and a day to day leadership standpoint, but also this the story that Wall Street Journal report and other outlets of what’s taking place in the boardroom at Sears and what was allowed to take place. You know, I think we’re setting that that case study for years and years to come.
[00:47:07] I will only say this real briefly.
[00:47:09] This is a company that used to be able to ship you a house by mail order. They should have seen this. I mean, what is so what is electronic commerce but a catalog online or on your mobile device? How did they not see it coming with you?
[00:47:25] It’s because they were they were too invested in their current infrastructure. And this is what companies have to do to survive, not succeed to survive. They have to look at themselves. Like of everyone else looks at the tradeoffs they have to. I mean, at Blue Ridge, we had to make the decision in 2011 to go to a cloud declaration. And it was, I guess, internal and external battle challenge. But but you know it. That is what broke loose this company and its ability to get to be able to process so much data to do these transactions. And it’s similar with any other company you have to look at yourself from without as well as within move at the speed of your customer. I have to. Yes. Got to take more companies to do that.
[00:48:10] Ok. So we’ve been talking with Mike Mills, director business consultant with Blue Ridge. Fascinating conversation. Mike, want to give you back, get you back on and bring the rest of your world. Travis, I really enjoyed it. And when you’re not making music with you or with your band traveling the world, you have to spend time out here in our studio. I think I’m a better dancer, Sarah. I’ve been said if you’re a to watch or you want to. We made you know, I don’t know. But but really great to finally meet you in and hear a lot more about your supply chain perspective. Okay. To our listeners, you can learn more about Blue Ridge at Blue Ridge Global dot com. We’ll include that link in our show notes Greg. The hits keep coming. I really enjoyed this episode. Really enjoyed. We had a couple episodes yesterday. Yeah. That we’re looking forward to releasing as well. One in particular on mentoring best practices, which really is a universal. Yeah. So to our listeners, stay tuned for that.
[00:49:07] Can’t wait one quick time. We talked to Mike Griswald about S&P sales and operations planning and sales and operations execution. That’s something you want to listen to. And I think maybe we can certainly we can put that in the show notes those, too, so they can reference this one and that one so they can reference one another, because I think they’re both really, really valuable.
[00:49:28] Greene. We’ll be releasing that. I think our third installment in a recent series with Mike. Mike Griswald of Gartner. So more to come on that and to our audience. Check out our events and webinar tabs at Supply Chain Now Radio dot com variety of in-person and virtual events coming up, including our our global interactive forum that is entitled Stand Up and Soundoff. Right. Yeah. We haven’t formed an acronym for that yet. Graystone. Oh, that’s not the only one. We’ve got events with E.M.T. Rorters Events, the Automotive Industry Action Group, the Georgia Logistics Summit, Resilience 360 Mode X, which is just largest supply chain trade show in all of the Western Hemisphere. And Erlend Supply chain words coming out of which Blue Ridge was nominated. Congratulations. Well, richly deserved. But if you can’t find some something on our Web site at Supply Chain Now Radio dot com, shoot us a note r CMO her email us at mandar at Supply Chain Now Radio. RT.com. Her inbox is overloaded and folks are doing exactly that. You suggest something. Don’t be surprised people are gonna do it right now. Maybe we’ve made it too hard to back it up or hit us up on Twitter or Twitter. There’s a lot of fascinating say all the conversations that meaningful conversations that that take place in 140 characters or less. So anything we miss before we we wrap up here. Greg, give us. Come on. Go down the gantlet challenge once more that companies have got to they’ve got to look.
[00:50:59] I mean, digital transformation. And what Mike is talking about is an absolute imperative for companies. They have to do it. If they don’t, somebody somebody will do it. Yeah. And somebody is. I mean, the truth is, somebody is and you know, I am just a year or so ago, I was at a conference heating and air conditioner. ATDC Hardy. Trident. Yeah. Yeah. And I heard a guy say, I can’t envision a world where Amazon can do what y I’m inserting my 50 million dollar HGC distributorship can do. I can’t envision a world where that where that could happen. And I had to go on stage after that. And I felt compelled. And I did say the entire problem is that you can’t envision a world where Amazon can do that. Because Amazon can literally do anything. And people have to think about. That’s right. There is not there is no defense against it. Forget Amazon against the momentum in this marketplace now driven. Thanks, thanks to Amazon opening our eyes, but now driven by consumers. There is no defense against the march towards digital transformation. We’ll put it on that note.
[00:52:15] Big thanks to Mike Mills with Flourish today. What a great idolization look for to have you back to our audience. Be sure to check out upcoming events. Replays were interviews, you name it, Supply Chain Now Radio RT.com. Find us and subscribe where we get your podcast from, including YouTube on behalf of Greg White. The entire team here. Scott Luton here wishing you a wonderful week ahead and we will see you next time on supply chain EFT thinks about.
Mike Mills is a subject matter expert with 20+ years of supply chain experience, Mike adds value to Blue Ridge by providing expertise throughout the sales process. Mike treats each sale as an opportunity to challenge the status quo and show retailers and distributors how to use Blue Ridge solutions to make a demonstrable impact to the bottom line of their organizations.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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 Cisco, Microsoft, 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 University, O’Reilly Media, LinkedIn Learning, and Pluralsight. Mr. Jackson retired from the U.S. Navy in 1994, earning specialties in Space Systems Engineering, Carrier 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.
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.
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’.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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).
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.
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.
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.
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.
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.
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).
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.
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.