Supply Chain Now
Episode 942

You just see new carriers, it seems like, popping up all the time with all the tech money, and they come up with a new idea. But you're also seeing a lot of retailers do it themselves and figure out ways to say, 'Hey, if they can do it, we can do it.' I think now more than ever, you have a choice. And if you don't execute on that choice, you're missing out.

-Nate Endicott

Episode Summary

Have you added carrier diversification to your freight strategy yet? With so many new players and economic changes on the horizon, it just might be time. To answer all your burning questions about diversifying, Scott and Greg sat down with RateLinx’s Shannon Vaillancourt and Nate Endicott. Tune in to hear their expert take on overcoming common hurdles like data and technology, how to separate truth from myth and what you need to do to get started and keep succeeding in a volatile market.

Episode Transcript

Intro/Outro (00:03):

Welcome to supply chain. Now the voice of global supply chain supply chain now focuses on the best in the business for our worldwide audience, the people, the technologies, the best practices, and today’s critical issues. The challenges and opportunities stay tuned to hear from those making global business happen right here on supply chain now.

Scott Luton (00:33):

Hey, good morning, Scott Luton and Greg White with you here on supply chain. Now. Welcome to today’s live stream Gregory. How we doing?

Greg White (00:41):

I’m doing great. Scott, how are you?

Scott Luton (00:43):

I’m doing wonderful. Did y’all have a big, uh, shin dig for your brother Mitch last night? Did you fly Indianapolis and back really quick?

Greg White (00:50):

<laugh> we had a great big shin dig on Facebook. Happy birthday, little brother. <laugh> right.

Scott Luton (00:57):

Well had a blast yesterday on the buzz really enjoyed, uh, Sylvia, Judy stopping in. We had a great conversation and today’s gonna be a continuation here in this monster week of programming at supply chain. Now, today, Greg, we’re gonna be talking about carrier diversification, the what the, why, the how, and we’re gonna be leaning on the expertise of a couple of repeat guests that we know and love, uh, from rate lengths should be a great conversation, right?

Greg White (01:22):

Yeah. I, it’s funny, you know, we’ve been talking about this topic a lot and just yesterday I posted about Joan stores. They don’t like to be called Joan fabrics anymore. Joanne stores and Abercrombie and Fitch making their own provisions for ocean carriers. Lots of companies are doing it for truckload and LTL. They’re becoming their own carrier. They’re broadening their contract base. Um, yeah, I’m really curious because this is an area where obviously Shannon and Nate, oh, sorry. They can <laugh> everybody knows. We’ve been promoting this. Scott we’ve been promoting it.

Scott Luton (01:55):

That’s true. That’s

Greg White (01:56):

True. But where Shannon and Nate can, you know, can really shine and, and bring a ton of expertise in terms of what’s going on in the marketplace today,

Scott Luton (02:05):

Tons by the truckload. Been there, done that, literally. So, and, and they’re doing it differently than all the other Johnny come Lately’s if that still, is that still a word? Is that still a phrase, Greg?

Greg White (02:17):

You know, it it’s often the phrase I use in regard to Shannon and the rate links team, because it seems like over the last several years, TMSs have been popping up all over the place, right? They’ve been doing it for a long time, have had a, a visionary point of view on the marketplace and it feels like the market is finally ready to adopt and adapt to what, to what rate links has been promoting and really enabling for over a decade. So that’s right.

Scott Luton (02:49):

So you’re gonna have the opportunity to learn from two supply chain OGs here today. TMS OGs here on supply chain. Now stay tuned and folks, Hey, buckle up, get ready. We, you know, bring it today. Cause we wanna hear from you too. You know, we’re, we’re about to bring on Shannon and Nate with rate links and we’ll formally welcome in them in just a second, but Hey, hopefully you packed your voice and a sandwich. And so you can share what’s on your mind of the next hour as we talk about the big topic of carrier diversification. Okay. So Greg let’s say hello to a few folks before we bring in our esteemed guest. Hey, look here, James Malley, uh, with Kar, we were just talking about James yesterday,

Greg White (03:29):

Right? Yeah. <laugh> always consolidating James Malley. Yo right?

Scott Luton (03:33):

Never, never

Greg White (03:36):

Make sure you use just the right size packaging for everything, including words.

Scott Luton (03:41):

Yes. You beat me to it, man. You beat me to it never a wasted syllable with uh, Mr. Malley, but James, great to see you. I think you’re tuned in from, uh, he lives in Brooklyn, right?

Greg White (03:53):

Bronx. Where’s it?

Scott Luton (03:53):


Greg White (03:54):

The Bronx New York. Let’s just say New York. That’s

Scott Luton (03:56):

Right. So James correct us, but great to have you here looking forward to your upcoming show with us here. Todd Burke has tuned in via LinkedIn. Hey Todd, I don’t know if you saw clearly you’ve got a real MBA I was sharing earlier or maybe in the weekend about John wooden and what he referred to when he talked about the NBA. Yeah, that is so coach wooden was about a mop bucket attitude. There was never two TA never any task two, uh, that was beneath any coach, any player, all, whatever it takes to win as a team. So I love that acronym, but Todd, great to have you here and let us know where you’re tuned in from Shahi is tuned in from the UAE Greg via LinkedIn,

Greg White (04:37):

Man. We have a big audience in, uh, the Emirates don’t we? Thanks probably in large part to Kim winner and his team at logistics. That’s right. Executive. Right. But

Scott Luton (04:46):

The one and only Kim winner, uh, Kumar is tune in via LinkedIn Kumar. Let us know where you’re tuned in from. We’d love to connect the dots, Libby. Hello, Libby. Via LinkedIn. Of course we couldn’t. Libby’s a, an outstanding advocate and facilitator, right? Greg?

Greg White (05:01):

Yeah. Yeah, no doubt. She keeps Nate and Shannon on those straight and narrow <laugh>

Scott Luton (05:07):

That’s right, Libby. Great to see you, Catherine. Of course, big. Thanks to Catherine and clay, Amanda and Chantel, all the folks behind the scenes help make, uh, the production happen today. Man, Josh goody is back from Seattle via LinkedIn. Josh has

Greg White (05:22):

Become the weather report today. So it must be back to normal. That’s what I’m guessing. Last couple times it’s been sunny in 70 or something like that. So

Scott Luton (05:30):

It’s too nice. Josh. Just Seattle. Yeah. Don’t paint us Seattle. Yeah. You gotta paint us that rainy picture that we come to know and love, but right. Kidding aside. Keep bringing that POV. Josh, we love your, uh, comments from our conversations, Greg. You’re just talking about just gentlem gentleman here, right?

Greg White (05:46):

Yeah. Yeah. I mean they’re doing great things and it’s interesting that he says from the middle east, because I think he just got back there. If I recall correctly, he was just in Europe. It’s so hard to keep up. Where the heck have you been Kim? Just make a short list just in the last week. Maybe

Scott Luton (06:05):

Carmen San Diego is easier to keep track of than Kim winter. That’s right. Where’s where’s

Greg White (06:09):

Right. That’s

Scott Luton (06:10):

Right. Where’s

Greg White (06:11):

Where’s winter.

Scott Luton (06:13):


Greg White (06:14):

Is coming.

Scott Luton (06:15):

Winter is coming and, and, and just wait, he’ll be in your neck of the woods, Kim. Great to see you appreciate what you do and hope to reconnect with you. Soon. A future buzz episode clay is confirming James Malley. It isn’t in Brooklyn. I thought

Greg White (06:28):

So. Okay.

Scott Luton (06:30):

Uh, I think he’s a Mets fan Greg. And of course Matt’s got one over in the Braves last night, but that’s okay. Game two tonight. And then Todd from Portland, Oregon. So Todd, thank you, uh, west coast.

Greg White (06:41):

So I wonder if the weather’s the same in Portland as it is in Seattle, you know, they kind of compete for just about everything.

Scott Luton (06:49):

Okay. Maybe so we’ll have to check him out Dirk. Let’s see here. Let me make sure. So this is, so this is LinkedIn user. This is Dirk STT. So sometimes folks, if you comment and that you get this LinkedIn user, you just have a security setting on your profile that doesn’t share it with third party applications. So check that out, but Dirk, Hey, big high five, uh, from the Metro Atlanta area and appreciate what you’re doing in Germany. Great to have you here today. Okay. So Greg, are we ready to welcome in our two esteemed guests here today?

Greg White (07:20):

Yeah, let’s do it

Scott Luton (07:22):

With no further do wanna welcome in Shannon Valon court, president and founder of rate links and Nate inde cot, senior vice president for global sales, marketing and partnerships. Hey, Hey Shannon and Nate, how are we doing today?

Shannon Vaillancourt (07:35):

Good, great. How are you guys doing?

Scott Luton (07:39):

We are doing wonderful. We are doing wonderful. We’ve got the whole gang is with us coast to coast. Doesn’t do it. Justice. We’re going around the world and about a, and not even 180 days, not even 180 minutes over the next 60 minutes or so, but uh, Nate and Shannon. Great to have you back. We’ve enjoyed our previous conversations.

Shannon Vaillancourt (07:58):

That’s two. Thanks for having us on. We really appreciate

Scott Luton (08:00):

It. You bet. And Nate, we can, we’ll have to dive into some baseball analysis. You know, we might not get to it today, but as a former professional baseball player, I gotta get you to weigh in on, on what the Braves are missing to this point in the season. We’ll save that for later in the conversation.

Greg White (08:17):

We’re missing another 15 game winning streak. That’s for sure. Yeah. It comes down to W’s right.

Scott Luton (08:22):

That’s right. Every day. Okay. So speaking of playing to win, let’s talk about as we have a lot nice little forum, warm up conversation before we get to carrier diversification, Greg Shannon, Nate, and really the whole team on the production side, we had some passionate debate in the pre-show about this topic we’re gonna start with today. And that on that was, this is

Greg White (08:44):

Important. Yeah. This is very important.

Scott Luton (08:47):

That’s right. Let me have your undivided attention class as my third grade teacher, Ms. Green would like to say, and I never quite figured out what undivided meant for some reason until at least fifth grade, but Hey, let’s talk about the best fries, French fries ever known to humanity. And so Greg and I, we we’ve shared on previous shows. We’ll rethink, but I wanna start with Shannon. So Shannon way into this fierce debate, where is the best French fries you ever had?

Shannon Vaillancourt (09:17):

So I, you know, grew up in Chicago. So of course McDonald’s was right there, but I’m gonna go a little, little off the beaten path. So what we used to do as a kid growing up in Chicago is every once in a while for a treat, we ride our bikes to the tasty freeze and we would get a bucket, my gosh, a bucket of fries. Yeah. And we would just sit there and it’s like, I can’t even imagine eating that anymore. That was like the treat. We wouldn’t go to McDonald’s for the fries. We would go to tasty freeze.

Scott Luton (09:48):

Oh, Shannon. I think

Shannon Vaillancourt (09:49):

I’m gonna go with that

Scott Luton (09:51):

One. You did a little, I think

Greg White (09:52):

He had faked you in the pre-show

Scott Luton (09:54):

Say that little switcheroo, Shannon little switcheroo, but Hey,

Greg White (09:58):

He had time to think about it. Right? <laugh>

Scott Luton (10:01):

All right. So Tay fries gets Shannon’s vote and folks, whether you’re, uh, NA shot or, uh, SHA, uh, SHA you Josh, Todd, Hey, all y’all let us know where you find the best French fries known to humanity.

Greg White (10:15):

I wonder if they have French fries in the Himalayas

Scott Luton (10:18):

<laugh> Hey, NA shot. Hey, inquiring minds wanna know and that right. That’s not too often. You hear someone that’s dialed into a live stream from the Himalayas in the shot. Welcome.

Greg White (10:28):

Welcome. I didn’t know. You could get <laugh>. I did internet there. I mean you’re higher than anyone else. So I would think you’d be able to catch a signal somewhere. Right? <laugh>

Scott Luton (10:36):

It’s not how it worked. So Nate, best French fries ever your own. The world’s looking at you now,

Nate Endicott (10:44):

Man. I grew up in Southern California, big in and out fan, but I don’t know. I think like Greg, we were talking about, you said a little bit thicker steak fry. I’m gonna have to go a steak and shake.

Greg White (10:59):

Oh <laugh> those are skinny Nate. They

Nate Endicott (11:04):

Have, I mean, how big do you need

Scott Luton (11:06):

’em that’s that’s right.

Greg White (11:08):

Like a steak that’s <laugh>

Scott Luton (11:11):

Nate steak and shake are delicious and they’re stepping. Everybody has direction

Greg White (11:15):

Thought here. I like this. I mean, we’ve put some serious thought into this people. Yeah,

Scott Luton (11:19):

No kidding.

Greg White (11:19):

We’re getting different answers than when we had, as Scott said, a very spirited discussion prior to coming on

Scott Luton (11:25):

The air. Very spirited. Hey, really quick. Before we get Greg to weigh in and, and uh, put a front on my fun. Josh says zips fries are the best. And that’s followed closely by shop in south central Washington called mins. I love that. Todd says he’s going with what? A bigger fries Clay’s pointing out the curve ball that Bo Shannon and Nate just threw at us here better than, uh, what Scher was throwing last night. And Shahi says curly fries from Hardee’s. Now that’s a new interest. Hardee’s to the, the debate.

Greg White (11:57):

So Shahi, that’s clearly from the south of wherever he is from that’s right. He’s a Hardy fan,

Scott Luton (12:02):

Right? Amanda’s after my heart, she’s already got it. But Catherine loves water burger. So Greg way in best fries known demand.

Greg White (12:10):

So in, in a chain restaurant has to be in and out burger. It has to be their fries they’re made right there in the store fresh. You can literally see them slice the potato that your fries are coming from. I really value that, but I am to Nate’s point, I’m a steak fry guy, those thick, you know, fat. Oh man, that when I was a kid, you know, when we would go to bad restaurants and eat terrible steaks, right. That was what they had. Was those kind of

Scott Luton (12:40):


Greg White (12:42):

Well, we, we had local bad steaks by the way, which is ironic growing up in Kansas. Isn’t it? But yes

Scott Luton (12:48):

It is.

Greg White (12:49):

But they always had those, those steak fries, I guess I was just brought up wrong Scott, cuz I know what your answer is gonna be and probably the answer of billion. Billions. Right.

Scott Luton (12:59):

Served. Yes. Go ahead

Greg White (13:01):

Ahead. Tell us Scott.

Scott Luton (13:02):

Yes. So we’re gonna bring an end to the debate and, and throw out there that the answer to this question, the righteous answer to this question is McDonald’s French fries as the world has spoken time and time again. So for the sake of <laugh> for the sake of time, by the way, uh, Monica’s got a great point. Homemade fries, regardless, especially I think in my, uh, my Nan and anyone that’s that’s, you know, putting love into recipe, making those homemade fries. Monica, you got a great point. So great to have you back here today and uh, thanks for that answer. Okay. So for the second time, as much as we could, we could have the French fry hour given all the passion and fervor over the topic, but I would of

Greg White (13:42):

All of that. Yeah.

Scott Luton (13:43):

All of it. You know what? We should have planned better and had French fries here in the home studio, but Hey, another day, another day, Greg, where are we? If, if, since a French fry conversation and debate has been settled, where are we going next with our esteem guest, Shannon and Nate.

Greg White (13:58):

Yeah. I think we ought to take it down a notch from changing your life to just changing your business. Right. Talk about the topic that we’ve promised the audience, which is talking about carrier diversification. I let off talking about some of the, some of the discussions we’ve had. Some of the articles we’ve seen that, you know, in talking about this, it’s a huge topic right now, because even if you’ve got your carriers lined up, you may not have enough carriers lined up or the right carriers lined up or the right lanes covered or whatever. So I’d love to start with you. Shannon kind of get an idea of, I mean, what do you see other than the obvious or maybe including the obvious mm-hmm <affirmative> of having this diversified carrier network for companies,

Shannon Vaillancourt (14:42):

You know, what’s interesting is if you go back to, so I think about when I first started in the industry, way back when we would go install a system and we would put in, uh, ups, FedEx, RPS, airborne, postal and DHL. Hmm Hmm. So it was like, we knew, we kind of knew all that stuff. And then all of a sudden it became two. It was, you know, you’re either primarily one or the other. So, you know, now you look at what’s happening with the regional parcel guys and you know, of course what, what’s the obvious thing what’s carry diversification gonna give you, it’s gonna give you more options with more options. You’re gonna get, you know, potentially better service. You’re gonna get better price. You know, you look at the other modes, we’ve been doing this for, you know, for years on the LTL side, because you’ve got, you know, the top 25 carriers hall over 90% of the LTL rate, you’ve got choices.

Shannon Vaillancourt (15:42):

Well, right. And now we’re coming out of that phase with parcel where you really only had two choices. And you know, when DHL went out of business here in the United States, they stopped calling domestically. That was the last big challenge and the last big opportunity for diversification. And now at the regional players, it’s, it’s real. And it’s gonna allow companies to really pinpoint the areas that they want to have a different type of service. And because of the competition, uh, they’re gonna be able to get it at a good price, which is gonna make sense for both them and the carrier. And I think that’s, that’s what we finally have shifted back. So what’s, what’s new was old, what’s old is new again is kind of where we’re at today is how I feel.

Greg White (16:31):

Mm. There are a ton of niche players. And as you said, Shannon, regional players, people who carry larger, smaller, or more hyper local, or, you know, only in a, only in a specific region, only for specific industries, you know, I, we see it every day, right. So I think that’s, it’s really interesting. And I think we can address this maybe later, but I think that the large carriers have they’ve really done it to themselves because, you know, part, uh, part, one of the options now is Amazon, right? Amazon has parcel because the largest carriers failed them back in 2014 and 2017. And they just felt obligated to build their own network. And I think as prices and, and selective customer engagement to put it politely is, you know, has come to ups and some of these other carriers it’s really opened the door for a lot of these regionals. Nate, what do you, what are you thinking?

Nate Endicott (17:28):

Yeah. I mean, to echo what you guys are saying. I mean, I think the biggest thing we see across, you know, potentials or customers is just the customer experience. Like how do you go deliver that experience to your customer and then deliver on performance and cost. And I think the, even whether it’s new e-commerce carriers, you know, whether it’s same day, you know, on demand careers, whether it’s the big bulky guys that are trying to take some of that stuff away from the big two. I mean, you just see, you know, new carriers, it seems like popping up all the time with all the tech money and they come up with a new idea. Um, but you’re also seeing a lot of retailers, not guys do it themselves and figure out ways to, Hey, if you know, they can do it, we can do it.

Nate Endicott (18:11):

But I, I think it’s, you know, now more than ever, you have a choice mm-hmm <affirmative> and if you don’t execute on that choice, you know, missing out, I mean, those that have just kind of, you know, later fallen with, Hey, we’re just primarily FedEx or we’re primarily ups, you’re single source. So you might have one or two or there’s all these myths or, um, I guess call ’em excuses of why they haven’t done it yet. But, uh, customer experience is huge right now, especially, you know, with volumes as high as they’re they got last year right now, post pandemic, right? Like, holy cow, where are they going? So mm-hmm <affirmative> they can’t take it. What are you gonna do? And how you gonna do it?

Scott Luton (18:54):

Yep. Hey really quick, Greg, before we get into some of the hurdles that, that, uh, Shannon and Nate are seeing one quick point and a couple comments, it’d be interesting to see what the new FedEx leadership does. There’s there’s already been some, some takes out there. So that’ll be really interesting in the weeks and months to come. And then of course, back to the important stuff Lamont says, don’t forget about five guys.

Greg White (19:14):

Excellent point,

Scott Luton (19:15):

Excellent point. Right now, Sean says they do have French fries near the, near the Himalayas. He prefers McDonald’s thumbs up there and he says, Hey, I’m not exactly sitting at Mount Everest, but quite near to him, Emily in range <laugh> and then finally Josh says, you’re entitled to your wrong opinion, Scott, thank you for that, Josh. And by the way, Lamont’s back with us from of course, San Diego, California. So Lamont can have you back.

Greg White (19:41):

So it’s July. So there’s a new we’re back to the usual weather reports in San Diego, right? That’s sunny, right? No, should be no Marine inversions after June. So I’m curious if that’s actually the case.

Scott Luton (19:53):

Sunny cool and classy in San Diego. Hey,

Greg White (19:56):

You know, something, something you both said made me harken back to this article. Walmart just jacked up the stock price of a company called canoe by 80% today by ordering 4,500 of their bots, for lack of a better term. Right. And getting it first option on 10,000 more for direct to home delivery. Right? And these are specialty talk about specialty. These are specially built for, you know, multi-stop and that sort of thing. So a really interesting development that, uh, you know, care, you know, whether it’s your own carrier or whether it’s somebody else’s carrier, but we’re really rethinking how things are being done, including drones or ground drones to air drones. Right. They’re talking about how to get over the fence if somebody’s got a fence. So, so air drone and picks it up off the ground drone and takes it to your front door.

Greg White (20:50):

I mean, there’s just a thousand ways to get there. The big carriers, there are some big carriers getting into delivery. I just got a delivery from a company called am trucking because it was a kind of a refrigerator size thing. So there’s just all kinds of, of options out there. So, but there are all kinds of hindrances and hurdles, you know, for shippers and for carriers. So what do you guys see in, in terms of the hurdles that a lot of these companies are facing and, and how they’re overcoming them, Nate? You wanna tackle that or,

Nate Endicott (21:27):

Yeah, I think I don’t, whether it’s

Greg White (21:29):

They swing at it, you should take a swing at it cuz you’re a baseball player.

Nate Endicott (21:32):

Right. I mean, whether it’s, you know, the hurdles are always they’re opportunities too. Like how do you overcome it? How do you give wins? How do you deliver on initiatives? I mean data and technology, I think are the two, you know, things either lack the data and the insights of, Hey, where can we go optimize and get better? Hey, we don’t know about these other guys, you know? Right. So how do you go get your arms around data, become data driven or you lack technology, you know, or just the buy-in internally with the culture, um, where you feel like you can’t add anymore carriers, but mostly it’s either data or technology. I feel like are the biggest hurdles that we run into and it’s something you absolutely can overcome and it’s not really difficult to go integrate to these carriers. So I think those are the two biggest ones, but I think, you know, hurdles of getting, you know, you know, getting, uh, away from being naive thinking, you know, you got the best rate or maybe, uh, the, the fear of, you know, Hey, they tell me I have the best rate or the fear of, I, I don’t, you know, what if I move away from these guys that have been around for years, right?

Nate Endicott (22:40):

And we trust these other guys to deliver on performance and cost for us. But I would say data and technology, I think is what we run into the biggest for hurdles.

Greg White (22:50):

Yeah. That’s a good point. It’s, it’s difficult to shift the switching cost is potentially high to a new carrier. Isn’t it? I mean, cuz the risk is frankly, the unknown can, can they literally deliver Shannon? What are you seeing?

Shannon Vaillancourt (23:05):

I think it’s everything that we see. I mean, yeah, you’ve got technology, all that good stuff, but really it’s the fear of change is what I, I think it is. It’s the, you know, a lot of people are okay with the devil, you know, don’t really, you know, it’s like, boy, I don’t know what happens, you know, what will happen? It’s it is the fear of the unknown because we’ve been through, you know, all these companies and all these folks in charge out there have made change. They’ve done it. They’ve made technology changes. They’ve put the business cases together to show that this is the right thing to do. Uh, and usually what they’re doing is something that they’ve done before because it’s a known entity. And I think that’s where with all these new, what look like new carriers, even though a lot of these carriers are not new, uh, it’s that fear of the unknown.

Shannon Vaillancourt (23:56):

And then, you know, it’s just, you know, how do I, how do I measure that? How do I monitor that? What do I do? You know, if it doesn’t work out, you know, everybody’s pretty fearless when there’s a net. So how do they, how do they move forward with this? And that’s where I think the technology comes into play, you know, and it’s the speed to change. You know, what, if it doesn’t work, can I quickly switch back? So I think that’s really what we’re seeing and the more that it gets adopted, I think it’s gonna get overcome here pretty quickly.

Scott Luton (24:30):

Well said, well said I’m gonna share a couple of quick comments here. Todd says, going back to what we’re talking about, uh, the major carriers, uh, duopoly is never good. Todd says service, declines and pricing increases in, uh, perpetuity innovation as hard and costly as it is, is necessary. Amazon continues to say with their infrastructure and capital will continue to take market share excellent point there. Todd gets to good stuff there and Shahi says price. War is a huge concern as the services decline. And especially with old pricing going higher and higher Shahi says delivery performance will receive the dent any, before we get shift gears into myths that Nate alluded to earlier. Any comments there on both Todd and SHA were talking about the service declines, right? Shannon, Nate, any, any comments in terms of how you may have seen that play out, out in the market?

Shannon Vaillancourt (25:26):

Well, I mean, I think the service decline is just based on the fact that it’s just too much volume. You know, it’s not necessarily that it’s a duopoly. If the duopoly could handle the volume, we’d be fine. I mean, that’s ultimately what caused the service issues that everybody’s experience is volumes went to, to uh, 10 X. Yep. It wasn’t like, it’s just, uh, the carriers have decided, you know what, I’m just not gonna do it anymore. You know, it’s, that was an old, old one that I used to hear back in the day when companies would be like, yeah, but I don’t want the carrier to handle my freight differently. And it’s like, look, they’re handling billions of packages a year. They’re not gonna see yours on the convey. They don’t even know it’s yours. Right. Hey, not that one off because they’re not paying us enough. That’s not the case. I mean, and that’s where I think the duopoly is fed into just over capacity. Mm that’s what I think it boils down to plain and simple,

Scott Luton (26:24):

Well said, Nate, anything to add before we talk about myths?

Nate Endicott (26:27):

No, I think, I mean, yeah. I mean, volumes were astronomically, you know, just through the roof, you know? Yeah. It’s just insane when you see volumes and even with our current customers in the volume, you know, you wake up one night and you kind of look at what’s going on. You’re like, holy crap. <laugh> their volumes are high

Shannon Vaillancourt (26:49):

<laugh>. Mm. Well, let me put it in context for you guys real quick. So we had a customer who showed us their graph of volume and they, and in a two week period they went, so this was for COVID, you know, when COVID hit and everything in a two week period, they went from their normal levels to above their peak volumes. And they said normally an increase like that. We would have 18 months to plan for. We had two weeks.

Greg White (27:20):

Dang. Yeah.

Shannon Vaillancourt (27:21):

So now put yourself in the shoes of the carriers experiencing all that. It’s just, it’s not

Greg White (27:29):

Wow. Blindsided basically. Yeah.

Scott Luton (27:32):

18 months to two weeks of time to put a plan together. Okay. So I’ll shift gears here for a minute. I appreciate the perspective y’all sharing and the freight perspective y’all are sharing. It’s such a fascinating time to be in supply chain, but certainly the freight side, right? The core of what supply chain does is, is it’s it’s intriguing. So the pride of Brooklyn, New York is beyond James Malley is also Barbara Streisand and Barbara ststan had this quote, she said, myths are waste of time. They prevent progression in quote. So with that in mind, with that segue in mind, Shannon, I wanna ask you, what’s the biggest myth related to carrier diversification?

Shannon Vaillancourt (28:13):

Boy, that’s a good question. I would say, you know, here’s the obvious stuff, of course, that, you know, the carriers can’t, these carriers don’t have the sophistication. They don’t have the technology, all that stuff. But I would say, I don’t know if it’s necessarily myth, but an unknown is if you think, if you don’t think that you have lanes that are subsidizing other lanes of your own freight, you are not thinking about this correctly. So by putting all of your freight, you know, cuz volume, that’s how you used to buy rates is I have all this volume I’m gonna go to market with, well, there’s a pocket of that volume that is expensive to the carrier and they have to recoup their cost on the pocket of the freight. That’s not expensive to them. And that’s why you’re, you’re subsidizing your own lanes. And to think that you’re not, you’re either a fool or you’re not paying attention, <laugh> one or the other. So,

Greg White (29:19):

So what can you do about that, Shannon? I mean, do you think that this I’m curious, do you think that this new broader spectrum of carriers, does it allow you to pigeonhole some of that more costly freight?

Shannon Vaillancourt (29:33):

Absolutely. And I we’ve, you know, and this is what I’ve seen on the LTL side, the LTL side was the same thing. Customers would have huge volumes of freight with a carrier and they’re like, Hey, our ORs are upside down and it’s like, yeah, you’re using ’em wrong. Uh, and you know, you go back to, you know, I don’t really wanna name the parcel carrier, but you know, when they increased residential delivery, they said, look, we don’t want it, but if you’re gonna have us do it, you’re gonna pay for it and we’re gonna make money off it. Mm-hmm <affirmative> so there you go. It’s like, that’s a great example of where, you know, not every lane is a good lane, not every type of shipment. And you think about parcel. What makes them very unique is that, you know, where you live, Greg, your zone, two, one pound package costs the same amount undiscounted as where I live my zone, two, one pound package.

Shannon Vaillancourt (30:29):

Hmm. But you know, they’re not the same. I’ve got different volumes going here. I’ different freight densities than you do. So to think that I’m not subsidizing my own freight, if I have a DC in your area, that zone two cost is being subsidized, maybe by my zone, two cost here in my Phoenix location. And it’s like, so that’s where a regional guy would maybe make more sense because maybe in your footprint they’re incredibly optimal and it’s like that to me. It’s so I dunno if you wanna call that a myth, um, and unknown, whatever you want to call that. Yep.

Scott Luton (31:11):

Hey really quick. And then we’ll get you to

Greg White (31:13):

Take’s. Yeah. I think that’s a really good, that’s a really good exposure because I think people forget that suppliers, vendors of any kind, they’re gonna get their money out of you one way or the other. Right. And that they have to have a viable business as well. It’s only fair. Right?

Shannon Vaillancourt (31:31):

Right. One, one of the big two carriers. I remember going on a tour this was years ago when they had, they have 13 PhD mathematicians on staff. Wow. And I’ll give you a hint. It’s not to help you.

Greg White (31:45):

<laugh> yeah. Right,

Scott Luton (31:48):

Man. That’s gotta be,

Greg White (31:49):

Let me make a note of that. Shannon.

Shannon Vaillancourt (31:52):

Talk to a PhD mathematician. I’ve had the good fortune of talking to one once and whoa

Scott Luton (31:58):


Greg White (31:59):

Just couple way confused.

Scott Luton (32:01):

Those were the

Shannon Vaillancourt (32:01):

Folks I thought I knew something.

Greg White (32:04):


Scott Luton (32:04):

Those are the folks that are working on the James web, uh, telescope, which those images have started to come in since yesterday. I don’t know if y’all have seen that, but man, out of your league, Shannon, that’s interesting to know kind of what you’re up against there. Uh, and by the way, and they’re coming to you next, but by the way, Todd, and Shahi big fans of what the points you’re making there. Todd talks about this golden package when he was at FedEx, he says, my package is the only package kind like golden package thinking. Uh, your point is valid. Shannon volume has outpaced capacity. Great point. Okay. So Nate we’re talking myths, right? Myths. And, and also maybe beyond myths, I’ve got a tough time saying that word for whatever reason. It’s almost like a three syllable word, but myths anyway, maybe head trash for keeping you from making some changes. Right. And, and actually facing these assumptions that, that probably a lot of folks, you know, they set it and forget it and put their, put their head in their bandwidth on other parts of business. But what else out there you wanna call attention to as myths when it comes to carrier diversification?

Nate Endicott (33:04):

Yeah. I mean, I think with all the new carriers that are popping up, I mean, you still hear it is these regional guys. They just can’t, you know, take this for me because we’re not in there, you know, area it’s like this national carrier. But I mean, if you think about again, if you have data and you have technology that you can plug and play, um, you can absolutely get creative and these carriers will get creative. And I think we’re seeing this now, you know, more than ever with, you know, recent acquisitions of even some of the regional guys, you absolutely can do it differently, but the, you know, the, the still we still hear it all the time is I have the best, you know, I have great rate. It’s like, you’re single source with one of the big two, you know, and you’re a $20 million small parcel shipper. You know, you don’t have,

Greg White (33:50):

You don’t have a great rate. Is that what you’re saying, Nate? <laugh>

Nate Endicott (33:52):

Yeah. I mean, I, we’ve got, you know, some of the calls we’ve gotten to sit on where it’s like, Hey, unless you spend 700 million in small par you know, in parcel spend, you know, you might start getting a good rate, but like let’s face it. You know? So I don’t know. There’s, there’s so many, I think, you know, that we hear that we come across. Um, and I, again, it comes down to the fear of the unknown and fear of change and, you know, Hey, what if I bring in new carrier? Is it gonna totally mess up my pricing with this one? Am I gonna get in trouble? And it’s like, Hey, there’s definitely someone today that can haul your package and do it probably at, you know, hit service and cost for you if you need it.

Scott Luton (34:37):


Greg White (34:37):

How do you verify that service? I’m curious. I mean, that fear both of you. I think we all acknowledge it, but both of you have mentioned it. So how do you, how do you believe that it’s okay to use deliver or part runner or whoever else is out there? There’s hundreds, maybe thousands of them out there now, how do you verify that it’s safe to switch to one of those

Shannon Vaillancourt (34:59):

<laugh> what’s your definition of safe?

Greg White (35:03):

Well, okay. So, I mean, is there any, any indication I guess that should give us or is there any, anything that should give us an indication of whatever the someone’s definition of safety is? I mean, I, I think about it this way too. And I think this talk about a myth. The myth is you’re getting the best service you could from your carrier. We’ve just talked about that this entire time that you’re not right, because even they are over capacity. So, you know, I think about it as what have we got to lose. We’re paying too much in, in many cases and getting subpar service. So what do we really have to lose? Unless they just absolutely can’t deliver. So to me it feels like the devil, you know, maybe more dangerous than the devil you don’t

Shannon Vaillancourt (35:51):

Well, and I always laugh when, you know, the reason why I ask what’s your definition is safe. Is if I, if we’re talking about truckload, let’s say this is a truckload move. So it’s a full truck. Mm-hmm <affirmative> of stuff. Most truckload carriers are owner operators. They own what less than, you know, two to three on 90%

Greg White (36:10):

Are, are fewer than six vehicles. Yeah.

Shannon Vaillancourt (36:12):

How do you know that’s safe? Why are you okay with that? You have a full truck.

Shannon Vaillancourt (36:19):

Yeah. Isn’t that riskier, help me understand your question a little bit better. Why there’s one little package going with this carrier with thousands of other packages? Isn’t it safety in numbers up to a point, right? As we’ve said with capacity, but that’s why I’m like, you know, how do you, you know, you know, these guys, these carriers all have the latest technology and these, you know, with, with cloud, um, and all that computing that’s lowered the, the cost barrier to have technology, first of all. And they all use the same basic backbone anyways, for technology, you know, unless you’re, you’re one of the big two where you have your own, you know, unique device or Amazon with their own unique devices and even Amazon, they’re using a backbone, that’s a basic, uh, you know, smartphone app and stuff like that. So that’s why to me now today, things have changed drastically because the technology barrier’s gone just doesn’t exist anymore. But yet think about that truckload carrier, no technology, no visibility. I’m giving him a full 53 feet trailer full of stuff. Right. I’m okay with that.

Scott Luton (37:39):

So if I can, I wanna add this, this comment, great comment in from John, John, thank you. And, and folks we’d invite, everybody’s take on our observations much like John’s sharing here, especially as it relates to, uh, what we’ve seen evolve and play out in recent years, John says we track on time performance for all the regional and national carriers on our network, as well as claims and other service metrics. He finds that some regionals perform very well in relation to the national carriers. Thank you, uh, for that, John. All right. So I wanna switch over to, uh, and Greg, I, I love your follow up question there in terms of, you know, defining safe and, and chaning your follow up comments there, cuz it’s all about context, right? One person’s safe. Shipping is the next person’s nightmare. Uh, I may, I’m being a little bit dramatic, but you know, we all have our different definitions and different risk appetites and, and different operations. But I wanna start with getting a better sense of outcomes, outcomes with y’all speaking from personal experience like Shannon, you’ve already shared a couple Nate, when you look at some, some successful carrier diversification programs, what comes to mind as really, you know, folks that were just over the moon with, with where it has landed their organization.

Nate Endicott (38:50):

Yeah. And I could think of a recent one, you know, retailer, you know, you call it dinosaur or prehistoric and technology, you know, and I think that single sourced, you know, with one of the big two and trying to become, you know, data driven, um, and how do you to leverage this, you know, technology to go out and, you know, have a shot to, to play at a carrier diversification strategy? Um, I mean they, they had it constraints. We had to move pretty quick to help them to be able to hit, you know, some stuff with peak. Uh, but I want to say that I think it was, you know, within 60 days, some of it was up in 30 to 45, but 60 days were able to quickly deploy a strategy where they had not just the data, helping them, but also technology to be able to have a, you know, a carry diversification strategy in place where they can finally go out and swing the bat and have a conversation with the big two to say, Hey, look, now that we have this technology in place, we can use anybody.

Nate Endicott (40:00):

So that gives ’em a win, but now they can figure out, okay, Hey, how are we gonna do this differently when you have technology that can go do it. So I wanna say, I think just doing that with a 22% savings and again for them that that’s a huge win. Yes, wow. That doesn’t account for, you know, it and having to maintain stuff or all the data time trying to figure this stuff out and Excel and Hey, how are we gonna go have solid conversations and win sitting at the table with the big two. Yeah. Um, but I mean that, those are kind of the conversations we have daily, but that’s, you know, a recent one, I would say that, that we could speak to that, you know, is a, a pretty big deal.

Scott Luton (40:44):

Yeah. Agreed. And, and beyond the savings, I wonder how you could quantify that incredible flexibility that you referenced on the front end to the operation. That that’s, that’s huge. Right. It’s huge. And, and, and what that flexibility means moving forward. Yeah. Right. Speaking about, you know, going back to Shannon’s point, Shannon, I’d love to know kinda a good case that it comes to your mind, going back to Shannon’s earlier point of how sometimes we put our own constraints on, on, on, on options and possibilities. Yeah. In just from a comfort standpoint, maybe, but Shannon, speak to, um, speak to what you’ve seen in terms of really successful case studies.

Shannon Vaillancourt (41:22):

Well, I mean, you know, we’ve had, you know, lots of customers where, you know, carriers been coming in to give ’em a big price increase. And by having the data, we were able to find, you know, the right opportunities to plug that gap carriers still got volume that they wanted. Again, this is the subsidizing of the lanes. That’s why they were coming in with a big price increase, cuz it just didn’t fit. You know, they were, they were heavy in a certain area that the carrier was just very expensive in and that’s where they were able to bring in other carriers to haul that freight, that fit them better. And really what happens is yes, you get a great year one on it, but then year 2, 3, 4, 5, and beyond what happens is the carrier now realizes and your carriers realize that you’re taking this more, uh, quantitative approach.

Shannon Vaillancourt (42:18):

So when you tell them that this is what you’re going to get, they actually get it. And this is not what you’re gonna get. They actually don’t get it. Um, that really gives you credibility. So then when you’re sitting down with the carrier, just completely changes the conversation. Uh, you know, we actually had a carrier go up on the whiteboard with one of our customers and they just explained, you know, why it’s like, look, here’s why that freight is expensive to us. Mm-hmm <affirmative> and they drew a little picture of their truck and they’re like, cuz here’s everything on the truck and here’s, and that’s all yours. And it’s just really bulky and what we want <laugh> but now if you had freight in this other area, right, that would be better. So that’s ultimately what we end up seeing from a, from a result.

Scott Luton (43:11):

So I wanna pick on something that Shannon just shared there, Greg, and get your take because big part of the advantage, big part of the power and, and diverse and, and being able to diversify your carrier network is being able to change the conversations. If you walk into a room and you got 13 PhDs, which already gives me a heart attack, Shannon, and to begin with what you were saying earlier, goodness knows you better have the data and, and, and have a lot more answers than they think you have. As you try to negotiate those conversations, the conversation’s gotta be different. But Greg, your take on the, on the examples that Nate and Shannon, uh, spoke to there.

Greg White (43:46):

Yeah. Some of it is not really negotiation is that it’s just, it’s not a fit for their business and they don’t have any choice. They’re gonna be inefficient because they’re not built to carry that kind of, of freight. And they have to charge more because of that inefficiency. So if you can find someone like Nate and Shannon are talking about that is efficient at delivering overrun, one roadway to an island or delivering, you know, delivering a certain kind of product, they can build economies of scale that allow them to charge you less. And you have to think about it from that perspective. And I think the risk is much less. If you’ve got a specialty carrier that specializes in an area and can build economies of scale there or specializes in a type of freight or whatever, and can build economies of scale and trying to jam it all into ups or FedEx or the postal service. Yep. Right. So I, I, I think if you think about it from that perspective, then you realize you’re likely, it seems like you’re likely to get more effective and timely and cost effective service from, from a niche carrier. If you’ve got really oddball or, you know, large or whatever, regionally specific, uh, deliveries. Yes.

Shannon Vaillancourt (45:03):

Yeah. It’s usually more geography related is what I’ve seen. Cause you know, we’ve got another customer that ships right in the sweet spot of a carrier and it’s like, yeah, it doesn’t make any sense, no

Scott Luton (45:15):


Shannon Vaillancourt (45:16):

To diversify, but again, you gotta have the information, gotta have the data to make a real informed decision. That’s what it really boils down to

Scott Luton (45:23):

That’s right. Okay. I’m gonna put, we’re gonna talk about the next steps for any of our listeners that wanna maybe, you know, uh, lean into the expertise that Nate and Shannon offer an easy way to do that. But first Dan, good afternoon. I’m gonna pose this question and we could always take this offline, but uh, Dan ask a good question here, cuz uh, does the group have a perspective on a best practice cost of parcel shipments as a percentage of cost of good sold Shannon may any commentary there to Dan’s question

Shannon Vaillancourt (45:54):

That’s a loaded one. <laugh> uh, is yeah. Well possible obviously.

Greg White (45:59):

Yeah. And usually parcel, usually shipping would be below the line. It wouldn’t be part of cost of goods sold, but if you’re thinking of, if you’re, if you wanna roll it together to compare it to retail, I can tell you this a, a, an in store on premise retailer needs to make 26% gross margin just to break even so, and that’s arguably the delivered cost. So you need to have at least 26% gross margin left over once you’ve paid for shipping. I would think exactly maybe a little bit less if you don’t own your own facilities or whatnot. Shannon.

Shannon Vaillancourt (46:36):

Cause I think back back in the old days, we used to look at, uh, companies, revenue and look at their freight costs as about 10% ish of top line revenue was like a rule of thumb that we used to use. I don’t know how, I dunno how that still applies today

Greg White (46:52):

With that was all inbound though. Wasn’t it then? Or what it include outbound.

Shannon Vaillancourt (46:57):

It was usually so, you know, when we were going to like a, a billion dollar year company, we were looking at a hundred million dollar, usually outbound spend.

Greg White (47:07):

Oh, okay.

Shannon Vaillancourt (47:08):

We would be doing our rules of thumb, usually back in the olden days.

Scott Luton (47:12):

<laugh> reminiscing our next podcast series,

Greg White (47:16):


Scott Luton (47:17):

Remini rules of thumb with Shannon ball court.

Greg White (47:20):

We’re evolving past thumbs now.

Scott Luton (47:21):

Yes, that’s right. Well Dan, thanks for tuned in and thanks for that question. Uh, Shannon, uh, Greg, thanks for taking a stab at it, but Nate, I wanna talk, you know, we really enjoyed multiple conversations. One of the easiest ways that folks, I know y’all encouraged them to kick the tires on trying something new you to, to steal one of my favorite Nate Indico isms is you gotta get outta that Lazyboy quitting donuts and do something, man. I love what Nate shared that a couple live streams back, but Nate, just how easy is it, you know, to join you and maybe the rate links team, do a demo, see if it’s a good fit for what these business leaders are trying to do. And, and especially if some of what y’all have shared here today, appeals to them, Nate, how, how can folks do that?

Nate Endicott (48:05):

Yeah, no, absolutely. They can go to sales, send us an email at sales, And um, you can start there. We’d love to have a conversation. Um, you know, a lot of people have been, you know, calling in, checking in lately and trying to figure out, Hey, peaks around the corner. So how do we, how do we do this? You know, a lot of times you can’t pull out the technology, um, you just don’t have time to maybe do that. Maybe you do, but how do you from a data side gather all your insights, um, so that you can go and do this better and be more prepared to deliver on your initiatives. But uh, yeah. Sales rate and we are very responsive and we will get back to you.

Scott Luton (48:49):

It’s just, just that easy. And I promise you folks, uh, beyond talking all things freighted and some Nate can share, you can compare notes from a baseball perspective. I love Nate’s, uh, experiences playing minor league ball. And while we may Nate, who’s your favorite major league team? I don’t know if I’ve we’ve ever talked about this.

Nate Endicott (49:08):

You I’m a coast fan Cubs

Scott Luton (49:10):

Cubs fan that’s right. Well, the Cubs are kind of rebuilding a little bit <laugh> but Hey, they broke through finally a couple years back, right? Yeah. I think all of us, everybody was pulling for the Cubs, uh, back then. Well, Nate whole world. So the whole world that’s right. Folks, check out sales rate The book that, that demo you’ll enjoy the time spent. It’ll be, it’ll be Frank feedback. Who knows. Maybe you can take advantage of some of what Shannon and Nate have shared here today, Greg, before we, uh, round it out and make sure folks know how to connect with Shannon and Nate, LinkedIn, and elsewhere, your thoughts, especially as it relates to, you know, kind of one of those undertones as part of this conversation, you can’t keep doing things the way we’ve always been doing things based on all the market changes that everyone here has been speaking to. You know, you gotta confront that fear of, of change, right? To, to better the operation.

Greg White (50:04):

Well, you have to embrace it. You absolutely have to embrace it now because the, the disruptions that we’ve had in the past are about to be inverted. And just about the time, talk about a bull whip effect just about the time you’re ready to handle greater volume than your capacity can handle the curve is gonna invert. And, and you’re gonna have a downturn in sales. Recession is coming, right. Sounds like game of Thrones. Doesn’t it? <laugh> recession is coming arguably or inarguably. It is, it is technically here, right? We’ve had two quarters of down GDP. So it, technically we are in recession. Now we’re talking about global recessions and things like that. So you can’t, you can’t keep up with these kind of disruptions without technology and Shannon built this technology. We’ve long vetch over this particular thing. Both of us idiotically started companies in, in recessions, somehow built a company that was resilient enough to survive those recessions technology companies, which in the old days when Shannon and I started companies, companies usually went away from technology, right? As, as business went down. Now that now many of the highest performing companies have, have realized that, that this is a way to eliminate fragility in your company, by having technology that allows you to predict, allows you to respond rapidly, right. And enables your people to deal with things in nonlinear fashion. Right. Right. Because what was the truth yesterday may not be the truth tomorrow and technology can see through that and, and help you understand how to navigate the truth of today.

Scott Luton (51:49):

Well said that was a Hollywood script. You just shared this, Greg, I would just add, it would equip you to go into battle with against those 13 data scientists that we’ve had so much fun with over the last hour and when, and when really quick, we, we know that Shannon’s had some big fans throughout the conversation. Todd, get this. Todd says Nate’s a beast, good stuff today. Gent. So Nate, you’ve got a big fan there. Uh, and Todd Burke, Todd, thank you. Thanks for sharing throughout the conversation here today. Shahi also adds great topic, guys, more relevant to the current disruptions and, and yeah, absolutely agree there. Okay. Shannon, let’s start with you. How can folks connect with the one only Shannon Valin court and learn more?

Shannon Vaillancourt (52:34):

Probably just hit me up on LinkedIn. It’s probably the best way to get ahold of me or, you know, if you reach out, it’ll get back to me eventually. <laugh> I’m connected on all that stuff. Anyhow.

Scott Luton (52:45):

That’s right. That is right. The finger on the pulse. Uh, Shannon, always a pleasure. Thanks so much for your time today. And Nate, the beast Indico Hey, really have enjoyed as always your, your contributions here and all that you do out there in industry. How can folks connect with you, Nate?

Nate Endicott (53:02):

LinkedIn? You can message me there. I think if you click on my contact details on LinkedIn, it’s all there. So

Scott Luton (53:09):

It’s all there

Nate Endicott (53:10):

Without giving away phone numbers and social security numbers here. Yeah.

Greg White (53:17):

And if you send the sales at rate links, it definitely goes to Nate before Shannon

Scott Luton (53:22):

<laugh> well, Hey folks, y’all check it out. Make sure you at a minimum, you connect with Shannon and Nate check out that demo. It’ll be worth awhile. At least explore something new right change that is perhaps best good thing for your organization. So big, thanks to Shannon ballon court and Nate in the cot, both with rate links. We’ll see y’all guys again very soon.

Greg White (53:43):

Thanks guys. Appreciate it. Thanks Carlos. Appreciate it.

Scott Luton (53:47):

All right. Whoa. Hey, the, uh, the swoosh sometimes does wait for some folks. How about that, Greg? Uh, love, you know, I let, just to know nonsense both Shannon and Nate taking these conversations.

Greg White (54:00):

You’ve got tiny inkling of nonsense from Shannon today, right? I mean, you know, he’s, it’s clear he has experienced this for a long time and feels really strongly about it. And I think, you know, I can definitely relate with where these folks are. They have been promoting, advancing and using technology to solve these problems and to not just solve them, but prevent these problems for decades. And, you know, I’m sure there’s, you know, there’s certain aspect of this that’s old hat, particularly for Shannon. And he sees it as a really simple, a really simple solution. And because they have, and I’ve, I’ve looked into what they’ve built because they have such a robust and mature technology. I can verify that, that it is that. Yeah. Right. So that’s right clay zero days since our last nonsense sense.

Scott Luton (54:57):

<laugh> I love that diesel zero days since our last nonsense. Hey, as we all know, the power of a sense of humor has been something that we’ve all needed to cling to over the last couple years is so important. But clay, I love that. Uh, I appreciate this. This might be Dirk perhaps, uh, a great session today with valuable insights. Thank you for that. Hey, Joe Boyle. I appreciate your comment here as well. Super info. Yeah. I agree with folks that have been there and done that. Okay. Well, uh, as we’ve suggested, Hey, check out. Hey, take action. Uh, check out, uh, sales, great Check out that demo. See if it’s a good fit for your organization, but whatever you do, right whatever you do stealing the Nam. We identified earlier, you gotta do something right. You can’t sit there and, and wallow in the current state man. Cause the market is changing. Whether you like it or not. And whether you acknowledge it or not. Right Greg,

Greg White (55:52):

Big time,

Scott Luton (55:53):

Kim winter. Appreciate ya. Top show. Always. Yes. Keep ’em coming. We’re we’re cranking. ’em out like donuts around here, Kim, but Hey with great guests, right. You know, great guests equal great content and Shannon and Nate are two of our FAS okay. Folks big. Thanks for production team for knocking it out again today. Big, thanks to our guests from rate link, Shannon and Nate. Big. Thanks to Greg white. Who puts it out there as eloquently as it can be told. Greg, I’ll tell you, I think you got a Hollywood script writer in that poem studio of yours there.

Greg White (56:24):

Well, I gotta tell you, I feel thank you. By the way, I feel a lot of affinity for what particularly Shannon has done with rate lengths because he has done it the right way. I mean, he built a long lasting company and as you said, uh, you can’t rest on your laurels. You can’t rest on been there, done that either. It’s, it’s a unique, it’s a unique culture. When a comp, when a, a group of professionals have been there and done that, and yet they are able to flex and change with evolving and, and innovative times. So that’s right. That’s a very rare combination. And those are always special companies when, when, when people can do that,

Scott Luton (57:05):

Agreed. And there’s lots of reindeer games out in the space and, and you know, we’ve, we’ve known rub Del Bowes with rate links for quite some time. And, and there’s no replacement for folks that do things the right way. So no doubt. Hey, thanks for joining us, everybody. Thanks for all the comments from Todd to Shahi to, uh, all the, the, the French rock, uh, votes and opinions that came in earlier. Hopefully now

Greg White (57:26):

I know where to get French fries in the Himalayas. That’s good

Scott Luton (57:28):

News. That is right. But whatever you do, folks. Yeah. Take a page from, uh, Shannon and Nate and your rate links and all the comments here. Hey, do good give forward and be the change that’s needed on that note. Next time, right back here on supply chain now. Thanks everybody.

Intro/Outro (57:47):

Thanks for being a part of our supply chain. Now, community check out all of our and make sure you subscribe to supply chain. Now anywhere you listen to podcasts and follow us on Facebook, LinkedIn, Twitter, and Instagram. See you next time on supply chain. Now.

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Featured Guests

Shannon Vaillancourt is the President and Founder of RateLinx. He started the company in 2002 with the idea that there was a better way to give companies complete visibility to their supply chain. Since then, RateLinx has become a leading supply chain software and data services company that gives retailers, manufacturers, and distributors the ability to ship, track, and pay for their freight. Before founding RateLinx, Shannon held several leadership and technical roles in software engineering, solutions, and services. He graduated with a bachelor’s degree in Electrical Engineering from the University of Wisconsin-Platteville. Connect with Shannon on LinkedIn.

Nate Endicott With a passion to help companies harness the opportunity of big data to substantially improve their supply chain and logistics visibility and performance, Nate Endicott joined RateLinx in 2014 as Senior Vice President, Global Sales and Alliances. Endicott is an expert at accurately diagnosing underlying problems and recommending custom RateLinx software and data service solutions. Endicott’s keen understanding of the RateLinx proprietary predictive modeling engine allows him to help businesses of all sizes to optimize their freight operations.  Connect with Nate on LinkedIn.


Scott W. Luton

Founder, CEO, & Host

Greg White

Principal & Host

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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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Katherine Hintz

Creative Director, Producer, Host

Katherine Hintz, MBA is a marketing professional 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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Kim Reuter


From humble beginnings working the import docks, representing Fortune 500 giants, Ford, Michelin Tire, and Black & Decker; to Amazon technology patent holder and Nordstrom Change Leader, Kimberly Reuter has designed, implemented, and optimized best-in-class, highly scalable global logistics and retail operations all over the world. Kimberly’s ability to set strategic vision supported by bomb-proof processes, built on decades of hands-on experience, has elevated her to legendary status. Sought after by her peers and executives for her intellectual capital and keen insights, Kimberly is a thought leader in the retail logistics industry.

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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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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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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., 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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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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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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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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Vicki White


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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Allison Giddens


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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Billy Taylor


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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Tandreia Bellamy


Tandreia Bellamy retired as the Vice President of Industrial Engineering for UPS Supply Chain Solutions which included the Global Logistics, Global Freight Forwarding and UPS Freight business units. She was responsible for operations strategy and planning, asset management, forecasting, and technology tool development to optimize sustainable efficiency while driving world class service.

Tandreia held similar positions at the business unit level for Global Logistics and Global Freight forwarding. As the leader of the Global Logistics engineering function, she directed all industrial engineering activies related to distribution, service parts logistics (post-sales support), and mail innovations (low cost, light weight shipping partnership with the USPS). Between these roles Tandreia helped to establish the Advanced Technology Group which was formed to research and develop cutting edge solutions focused on reducing reliance on manual labor.

Tandreia began her career in 1986 as a part-time hourly manual package handling employee. She spent the great majority of her career in the small package business unit which is responsible for the pick-up, sort, transport and delivery of packages domestically. She held various positions in Industrial Engineering, Marketing, Inside and On-road operations in Central Florida before transferring to Atlanta for a position in Corporate Product Development and Corporate Industrial Engineering. Tandreia later held IE leadership roles in Nebraska, Minnesota and Chicago. In her final role in small package she was an IE VP responsible for all aspects of IE, technology support and quality for the 25 states on the western half of the country.
Tandreia is currently a Director for the University of Central Florida (UCF) Foundation Board and also serves on their Dean’s Advisory Board for the College of Engineering and Computer Science. Previously Tandreia served on the Executive Advisory Board for Virginia Tech’s IE Department and the Association for Supply Chain Management. She served on the Board of Trustees for ChildServ (a Chicago child and family services non-profit) and also served on the Texas A&M and Tuskegee Engineering Advisory Boards. In 2006 she was named Business Advisor of the Year by INROADS, in 2009 she was recognized as a Technology All-Star at the Women of Color in STEM conference and in 2019 she honored as a UCF Distinguished Aluma by the Department of Industrial Engineering and Management Systems.

Tandreia holds a bachelor’s degree in Industrial Engineering from Stanford University and a master’s degree in Industrial Engineering and Management Systems from UCF. Her greatest accomplishment, however, is being the proud mother of two college students, Ruby (24) and Anthony (22).

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Marty Parker


Marty Parker serves as both the CEO & Founder of Adæpt Advising and an award-winning Senior Lecturer (Teaching Professor) in Supply Chain and Operations Management at the University of Georgia. He has 30 years of experience as a COO, CMO, CSO (Chief Strategy Officer), VP of Operations, VP of Marketing and Process Engineer. He founded and leads UGA’s Supply Chain Advisory Board, serves as the Academic Director of UGA’s Leaders Academy, and serves on multiple company advisory boards including the Trucking Profitability Strategies Conference, Zion Solutions Group and Carlton Creative Company.

Marty enjoys helping people and companies be successful. Through UGA, Marty is passionate about his students, helping them network and find internships and jobs. He does this through several hundred one-on-one zoom meetings each year with his students and former students. Through Adæpt Advising, Marty has organized an excellent team of affiliates that he works with to help companies grow and succeed. He does this by helping c-suite executives improve their skills, develop better leaders, engage their workforce, improve processes, and develop strategic plans with detailed action steps and financial targets. Marty believes that excellence in supply chain management comes from the understanding the intersection of leadership, culture, and technology, working across all parts of the organization to meet customer needs, maximize profit and minimize costs.

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Laura Lopez

Marketing Coordinator

Laura Lopez serves as our Supply Chain Now Marketing Coordinator. She graduated from Instituto Tecnológico y de Estudios Superiores de Occidente in Mexico with a degree in marketing. Laura loves everything digital because she sees the potential it holds for companies in the marketing industry. Her passion for creativity and thinking outside the box led her to pursue a career in marketing. With experience in fields like accounting, digital marketing, and restaurants, she clearly enjoys taking on challenges. Laura lives the best of both worlds - you'll either catch her hanging out with her friends soaking up the sun in Mexico or flying out to visit her family in California!

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Jake Barr


An acknowledged industry leader, Jake Barr now serves as CEO for BlueWorld Supply Chain Consulting, providing support to a cross section of Fortune 500 companies such as Cargill, Caterpillar, Colgate, Dow/Dupont, Firmenich, 3M, Merck, Bayer/Monsanto, Newell Brands, Kimberly Clark, Nestle, PepsiCo, Pfizer, Sanofi, Estee Lauder and Coty among others. He's also devoted time to engagements in public health sector work with the Bill & Melinda Gates Foundation. At P&G, he managed the breakthrough delivery of an E2E (End to End) Planning Transformation effort, creating control towers which now manage the daily business globally. He is recognized as the architect for P&G’s demand driven supply chain strategy – referenced as a “Consumer Driven Supply Chain” transformation. Jake began his career with P&G in Finance in Risk Analysis and then moved into Operations. He has experience in building supply network capability globally through leadership assignments in Asia, Latin America, North America and the Middle East. He currently serves as a Research Associate for MIT; a member of Supply Chain Industry Advisory Council; Member of Gartner’s Supply Chain Think Tank; Consumer Goods “League of Leaders“; and a recipient of the 2015 - 2021 Supply Chain “Pro’s to Know” Award. He has been recognized as a University of Kentucky Fellow.

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Marcia Williams


Marcia Williams, Managing Partner of USM Supply Chain, has 18 years of experience in Supply Chain, with expertise in optimizing Supply Chain-Finance Planning (S&OP/ IBP) at Large Fast-Growing CPGs for greater profitability and improved cash flows. Marcia has helped mid-sized and large companies including Lindt Chocolates, Hershey, and Coty. She holds an MBA from Michigan State University and a degree in Accounting from Universidad de la Republica, Uruguay (South America). Marcia is also a Forbes Council Contributor based out of New York, and author of the book series Supply Chains with Maria in storytelling style. A recent speaker’s engagement is Marcia TEDx Talk: TEDxMSU - How Supply Chain Impacts You: A Transformational Journey.

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Luisa Garcia

Host, Logistics with Purpose

Luisa Garcia is a passionate Marketer from Lagos de Moreno based in Aguascalientes. She holds a Bachelor’s Degree in Marketing from Universidad Autonoma de Aguascalientes, Mexico. She specializes in brand development at any stage, believing that a brand is more than just a name or image—it’s an unforgettable experience. Her expertise helps brands achieve their dreams and aspirations, making a lasting impact. Currently working at Vector Global Logistics in the Marketing team and as podcast coordinator of Logistics With Purpose®. Luisa believes that purpose-driven decisions will impact results that make a difference in the world.

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Astrid Aubert

Host, Logistics with Purpose

Astrid Aubert was born in Guadalajara, she is 39 years old and has had the opportunity to live in many places. She studied communication and her professional career has been in Trade Marketing for global companies such as Pepsico and Mars. She currently works as Marketing Director Mexico for Vector Global Logistics. She is responsible for internal communications and marketing strategy development for the logistics industry. She is a mother of two girls, married and lives in Monterrey. She defines herself as a creative and innovative person, and enjoys traveling and cooking a lot.

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Constantine Limberakis


Constantine Limberakis is a thought leader in the area of procurement and supply management. He has over 20 years of international experience, playing strategic roles in a wide spectrum of organizations related to analyst advisory, consulting, product marketing, product development, and market research.Throughout his career, he's been passionate about engaging global business leaders and the broader analyst and technology community with strategic content, speaking engagements, podcasts, research, webinars, and industry articles.Constantine holds a BA in History from the University of Illinois at Urbana-Champaign, and an MBA in Finance & Marketing / Masters in Public & International Affairs from the University of Pittsburgh.

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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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Greg White

Principal & Host

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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Tyler Ward

Director of Sales

Tyler Ward serves as Supply Chain Now's Director of Sales. Born and raised in Mid-Atlantic, Tyler is a proud graduate of Shippensburg University where he earned his degree in Communications. After college, he made his way to the beautiful state of Oregon, where he now lives with his wife and daughter.

With over a decade of experience in sales, Tyler has a proven track record of exceeding targets and leading high-performing teams. He credits his success to his ability to communicate effectively with customers and team members alike, as well as his strategic thinking and problem-solving skills.

When he's not closing deals, you can find Tyler on the links or cheering on his favorite football and basketball teams. He also enjoys spending time with his family, playing pick-up basketball, and traveling back to Ocean City, Maryland, his favorite place!

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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 a veteran of the US Army and cofounder of the Guam Human Rights Initiative. 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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Amanda Luton

Vice President, Production

Amanda is a production and marketing veteran and entrepreneur with over 20 years of experience across a variety of industries and organizations including Von Maur, Anthropologie, AmericasMart Atlanta, and Children’s Healthcare of Atlanta. Amanda currently manages, produces, and develops modern digital content for Supply Chain Now and their clients. Amanda has previously served as the VP of Information Systems and Webmaster on the Board of Directors for APICS Savannah, and founded and managed her own successful digital marketing firm, Magnolia Marketing Group. When she’s not leading the Supply Chain Now production team, you can find Amanda in the kitchen, reading, listening to podcasts, or enjoying time with family.

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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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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

Director, Customer Experience

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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Mary Kate Love

Chief of Staff & Host

Mary Kate Love is currently the VP of marketing at Supply Chain Now focused on brand strategy and audience + revenue growth. Mary Kate’s career is a testament to her versatility and innovative spirit: she has experience in start-ups, venture capital, and building innovation initiatives from the ground up: she previously helped lead the build-out of the Supply Chain Innovation Center at Georgia-Pacific and before that, MxD (Manufacturing times Digital): the Department of Defense’s digital manufacturing innovation center. Mary Kate has a passion for taking complicated ideas and turning them into reality: she was one of the first team members at MxD and the first team member at the Supply Chain Innovation Center at Georgia-Pacific.

Mary Kate dedicates her extra time to education and mentorship: she was one of the founding Board Members for Women Influence Chicago and led an initiative for a city-wide job shadow day for young women across Chicago tech companies and was previously on the Board of Directors at St. Laurence High School in Chicago, Young Irish Fellowship Board and the UN Committee for Women. Mary Kate is the founder of National Supply Chain Day and enjoys co-hosting podcasts at Supply Chain Now. Mary Kate is from the south side of Chicago, a mom of two baby boys, and an avid 16-inch softball player. She holds a BS in Political Science from the University of Illinois at Urbana-Champaign.

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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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