“There’s a lot of employee churn. You know, one of the things over my recent years working with brokerages is I was really surprised to see how many users of our software I encountered, that it was their first job in logistics. And they were responsible for booking freight or selling freight. But the key point there is with that churn, the users often lack the time, the skill, the discipline to take advantage of the information that’s available to them to get the market insights that they need, or even to be able to interpret the market insights, to help them make those smarter decisions.”
– Dawn Salvucci-Fauvier, CEO, Greenscreens AI
Greg welcomes Dawn Salvucci-Favier, Chief Product Officer & Acting CEO of Greenscreens.ai. Dawn shares the dynamics of the Logistics Service Provider (LSP) market and what makes it such a challenge for Brokers, 3PLs to quote shipping lanes & value-added services in this fast-paced industry. Dawn & Greg discuss how companies can overcome inexperience, turnover, & data scarcity with real-time and easily accessible information to improve customer experience, process & profit. Listen UP!
It’s time to wake up to tequila, sunrise, Greg white here. And I have spent my career starting leading, deploying, and investing in supply chain tech. So we take a shot at talk founders, execs investors and companies in this hot industry. If you want a taste of how tech startup growth and investment has done join for enough blinding tequila Sentra.
Greg White (00:00:31):
All right. Let’s bring in our guest, Dawn Salvucci. Did I say that right? I was trying to be too French. Wasn’t that The most interesting title I’ve ever introduced? Chief product officer and acting CEO at green screens AI. So Dawn is a product pro she’s been conscripted. It seems to be the CEO and is bringing green screens to market to help, uh, logistics service providers have some more intelligent solutions for the issues that they face day to day. Dawn, thank you for joining us.
Dawn Salvucci (00:01:08):
Great. Thanks for having me, Greg. I’m happy to be here.
Greg White (00:01:12):
Well, this is your first tequila sunrise, or at least your first one on video, probably.
Dawn Salvucci (00:01:19):
Greg White (00:01:20):
Let’s jump into it. So there, there are a ton of issues, not the least of which is the changing knowledge about supply chain, but also the changing landscape in supply chain. That’s impacting freight brokers, three PLS, all really logistics service providers, and really anyone who’s selling or sourcing or moving products these days. So tell me a little bit about what you see with your eyes on the market. What do you see as the biggest, most painful, compelling issues out there?
Dawn Salvucci (00:01:52):
Yeah, for sure. So look, market volatility has always been a challenge, right? And in supply chain and certainly in transportation for brokerages and whether it’s an up market or a down market there there’s still volatility, but 2020 and the impact of COVID certainly took that to a whole new level from a rate perspective, from a capacity perspective, from a supply chain landscape perspective. So, you know, from a rating perspective, a lot of folks who locked in on their contracts pre COVID are needing to renegotiate those contracts. Now a lot of shippers have delayed their annual bid processes in favor of more short-term bids and waiting to see what’s going to happen. And while we’re starting to see some normal seasonal downward shifts in the market in January, the message is still mixed as to whether we’ve hit the peak on truck load rates. And, and a lot of experts are predicting that truckload rates are going to continue to, to rise another six to 10% this year.
Dawn Salvucci (00:02:52):
You know, I think the sudden shift to more e-commerce has also changed the flows and the patterns and the supply chain as well as density, which is also going to impact capacity and therefore prices. Uh, it’s just really been a crazy year. I was fortunate enough to have attended the BGSA supply chain conference a couple of weeks ago. And it was really interesting to hear from carriers and shippers and 3PLs, all in one forum about how they had to essentially implement their five to 10 year growth plan for e-commerce in a matter of months last year, right. They all knew it was coming. They all had a five to 10 year plan, but it was just, you know, drop of a hat, go implement this plan. So, you know, that that’s the type of price and volatility that I think are, are really hurting the market today or really impacting the market. But, you know, I think in addition to that for brokerage specifically over the past several years, there’s been a number of either very large or well-funded tech led brokerages that have come into the market that have made really big investments in technology and data science, which has made it really tough for the majority of the market to compete against them in a space that already has super thin margins. Right?
Greg White (00:04:11):
Yeah. You know, it’s funny, we all learned many of us learned a new term force majeure during this time, right? I mean, uh, even the largest of carriers, even the parcel carriers, you know, they forced whatever they did, they used force majeure to take their obligation to fulfill off. And as you said, this whole forced shift by the seismic societal disruption to e-commerce because people couldn’t go and shop has dramatically changed the landscape in terms of what shipping, what fulfillment, what trucking even looks like. And then you add onto it, some of the other issues in the market, but the shortage of containers, the shortage of drivers, right. Which was already an issue. And it’s really confused as the market that, you know, is the term that really jumps out at me for the market.
Dawn Salvucci (00:05:06):
I would definitely agree with that.
Greg White (00:05:07):
When you look at the market from that landscape, what do you think is the most proximate pain, the biggest pain that’s the various players in the marketplace are feeling?
Dawn Salvucci (00:05:18):
Yeah. I, I mean, I think you said it right. It’s confusion or uncertainty, right. I think the market conditions are always driving a lot of operational uncertainty and you know, again, brokerage is near and dear to my heart right now I’m, I’m talking to a lot of those people and, and it’s, you know, the uncertainty as to how to price the business low enough to win it profitably. But high enough to make sure you got a carrier who’s reliable enough is actually going to show up under the load and move it right. Particularly in the spot market, because so many of these contract relationships were just integrated or, or, or lessened, you know, I think there’s a lot of available market data sources and have been for a lot of time, but that data has always been more delayed. The market is just changing more rapidly than those market data sources can really keep up with it. And they really don’t provide a lot of insight into an individual company’s buying abilities. It’s really kind of more what’s the market doing right.
Greg White (00:06:16):
Individual companies buying abilities, what do you mean
Dawn Salvucci (00:06:19):
An individual brokerage or, or logistics service provider or even shipper for that matter? Right. What, what is your, if you’re suddenly buying more on the spot market than you than you were, or if you always have your ability to buy in that spot market is, is going to be very different than an expert, right? Me versus you company
Greg White (00:06:40):
Kind of market price.
Dawn Salvucci (00:06:41):
Right? Exactly. Yes, exactly. Exactly, exactly.
Greg White (00:06:45):
And credibility. If you’re a big broker that you can get closer to market price than if you’re a, you know, a one person show of which there are many right now, right? I mean, so many people have been forced. I have never, I’m sort of new to the brokerage market getting really engaged with it. And I’ve never seen so many, one person shops as I have today.
Dawn Salvucci (00:07:10):
It’s hot. It brokerage is a hot space right now. I mean, look, there’s, there’s 17,000 ish broker brokerage, truckload brokerages in the, in the U S and you know, the top hundred and 50 companies make up 50%, 58% of the market, right. It’s an $80 billion market. And, you know, even those, those top hundred and 50, some of the, the lower end of that market that, you know, their revenue is 30 million, 40 million. So you’ve got a whole bunch of, as you said, one man shows out there, right. That are very small operations that, yeah. They don’t have the access to technology or market data, you know, the capital to spend on, on that type of information,
Greg White (00:07:52):
Dawn Salvucci (00:08:06):
Glenn tech lead brokerages. Yes. Yeah.
Greg White (00:08:10):
I think that’s a daunting task to make way in this space, right?
Dawn Salvucci (00:08:15):
It is. And there’s also a lot of churn, even in the big organizations. There’s a lot of employee churn. You know, one of the things over my recent years working with brokerages is I was really surprised to see how many users of our software. I encountered it, that it was their first job in logistics, and they were responsible for booking freight or, or selling freight. But the key point there is, is with that churn, the users often lack the time, the skill, the discipline to operate, you know, take advantage of the information that’s available to them to get the market insights that they need, or even to be able to interpret the market insights, to help them those smarter decisions. Right. And they’re often relying on that 15 to 20 year veteran in the office, you know, yelling out, Hey, Greg, how would you price this lane? And poor Greg probably wants to crawl into his closet at the end of the day with his cell phone. Just so people leave them alone. Right.
Greg White (00:09:12):
Yeah. He’s trying to book his own stuff. Right. Right. Exactly. And as you said, calling it market intelligence is a pretty broad overstatement. I mean, considering that some of these reports are what days? Sometimes days. Okay.
Dawn Salvucci (00:09:28):
Sometimes weeks. Yeah, yeah, exactly.
Greg White (00:09:31):
In a really fast moving market that seems like hamstring some companies.
Dawn Salvucci (00:09:35):
Yeah, no for sure. And the market was moving so quickly last year that we even with a machine learning type engine found that the market was even moving faster than a machine learning engine. You could keep up with it. And we had to very quickly implement some adjustments to our algorithm that would, would allow it to keep up with the changes in the market and how quickly they were happening.
Greg White (00:09:57):
Let’s talk about that a little bit. I mean, I can’t wait to have you talk about green screens because you are both chief product officer, which I presume means you set the strategy and the roadmap for the product and you’re acting CEO, which means you must have some really odd conversations with yourself.
Dawn Salvucci (00:10:17):
Well, I did that before this job anyways. Yeah. Now, now we get something accomplished, right. One side or the other is getting something accomplished. So yeah, no, it works out. So
Greg White (00:10:29):
If you talk to yourself and your answer yourself back, if you’re playing two roles, you’re not necessarily crazy.
Dawn Salvucci (00:10:34):
I’ll go with that. I’ll I’ll, I’ll go with that for sure.
Greg White (00:10:39):
And I presume you attack some of this problem. So tell us a little bit about how a brokerage or, or three PL or whomever might use green screens or, you know, the specific problem that you guys, the specific challenge that you guys attack.
Dawn Salvucci (00:10:53):
Yeah, for sure. So, you know, first I’ll tell you a little bit about the company. So the company was just started about a year ago, February of last year, with the idea of helping logistics companies navigate. Now this was pre COVID, but still with the idea of helping logistics company navigate a lot of that uncertainty and confusion that we were talking about, that that has always existed, particularly in the area of predictive pricing and task automation and connectivity to the shippers, right? So that’s where those, those tech led brokerages, you know, that that’s where they’re really getting the leg up is in the task automation, connectivity, predictive pricing. So, so that was really the idea that, that, that the company was formed under and over the summer, we operated in kind of stealth mode, working with a handful of, of beta customers to kind of validate our hypothesis and build out the technology.
Dawn Salvucci (00:11:46):
Once we had that product validation is when we really started working on our messaging and go to market strategy and, and really more broadly into the, into the market in November. But, you know, we didn’t do that in isolation. We, we spend a tremendous amount of time with our customers, you know, our beta customers and listening to the market and doing a lot of analysis since we launched in November, we’ve, we’ve actually had tremendous reception from the LSP market. And even some shippers are very interested in what we’re bringing to market. So to answer your question about the, the problem we’re solving is, you know, given all the issues that we’ve already talked about, our, our mission is really to help our customers. Uh, our motto is win more business, more profitably, right? To help them quote with more confidence by that is, you know, real time price predictions that isn’t based on non contextual stale data.
Dawn Salvucci (00:12:38):
Um, it’s not just a general market rate prediction. It is. What should you specifically, it’s a personalized rate based on your individual buying power and buying behavior against what the current market conditions are. It’s helping them to improve operational productivity by reducing a lot of the transaction friction and the uncertainty between the buy side and the sell side, right. As we went out and we talked to customers, if you talk to somebody who was a sell side rep, they would say, geez, I don’t think that the carrier sales team is buying aggressively enough when you talk to the carrier sales team. And they said, well, we think the customer sales team is setting the target prices way too aggressively. And there was a lot of tension and friction on both sides of the transaction. So we’ve really focused on also helping to reduce that friction and uncertainty by kind of synchronizing buy and sell pricing together and helping them to really grow and protect their margins with more accuracy, more accurate pricing. I mean, where we’re at today, the prices that we’re predicting for most of our customers are generally within a percentage or two of what they actually end up paying. Okay. Whereas, yeah, it’s been actually really
Greg White (00:13:52):
Incredible accuracy. Yeah,
Dawn Salvucci (00:13:54):
It is. Now our price predictions come with something called the confidence level high, medium, and low. So there are certainly going to be times when we’re not within a percentage or two, but it’s rare that we’re more than 10% off. I mean, honestly the majority of our price predictions are sub 10% margin of error over what the customer ends up pay.
Greg White (00:14:14):
What are they seeing using days, or I can’t believe you said weeks old data, what are they seeing in terms of accuracy before?
Dawn Salvucci (00:14:24):
Well, you know, I think it varies. I think it varies on, you know, a lot of companies have made the investment in some internal BI and tools. A, you know, it averages anywhere from, you know, 10, 15% to over 20% in COVID, it’s, it’s a tough time, right? I mean, 2020 would be a horrible time to be in the general market data world because things were changing so quickly. But I think the accuracy is more reflective of the timeliness of the data. Right. It’s usually self-reported, you know, there’s a time lag related to it and things like that.
Greg White (00:15:01):
Yeah. And, and getting good sources is tough. There are only a handful of sources of data. Anyway, as I understand it in the marketplace, correct. And even fewer that are live and if they are live real-time data, they’re exceedingly expensive.
Dawn Salvucci (00:15:18):
Right. Right. And you know, that that’s really kind of the last problem that we’re attempting to solve is, is really, although it’s a personalized, you know, we have a pretty high touch implementation as we’re onboarding a customer because we want to get to that level of personalization. And I don’t want to, I hesitate to say customization because we don’t do custom software, but personalization of the engine for each customer, you know, having data scrubbing rules in place, data filters in place. But you know, the other key is that we want to make it as easy and as cost-effective as possible for our customers to connect with us and for us to live within their existing technology ecosystem, right. We want to play with within their systems. We don’t want to replace, we, we want to augment. And that’s both from a backend data collection perspective, as well as a front end user experience, because our experience is the way to drive user adoption is to embed yourself in their existing workflow, not to take them to yet another system.
Greg White (00:16:20):
Well, and like you said, I mean, these people, their job is to sell and, and it happens fast. Right? You can win this. This is the one thing I do know really well. You can win, win, or lose an opportunity remarkably fast. And even when you think you’ve won it, you may not have won it. You could get undercut by another broker. You know, you could have the carrier renege on the quote that they gave you all, all sorts of things can happen. Right. So, yep.
Dawn Salvucci (00:16:48):
Yeah. And I think it, going back to those tech led brokerages and part of the leg up they have is, you know, the direct connectivity to the shippers, right? This whole concept of dynamic spot pricing that really didn’t exist a couple of years ago. Right. It was, Hey, I’m going to shoot an email, pick up the phone, send a Slack message to my broker and say, Hey, I need a price on this. And it was totally acceptable for them to say, okay, I’ll get back to you right now. You don’t have that time. You, you could lose that business in seconds. Right. And, and that, that goes to the task automation that I was talking about is highly accurate price predictions allow you to quote with confidence so that you can automate that task and connect directly to your customer. Just like some of these super large well-funded tech led companies, right?
Greg White (00:17:35):
So this is sort of tech brokerage for every man, right. Seminar child
Dawn Salvucci (00:17:41):
Presented, but it’s the
Greg White (00:17:43):
Democratization play, isn’t it, it’s really bringing that level of real authenticated. And even as you said, contextualized, I love that contextualized prediction to any anyone, right. That’s practical for a one person brokerage, my friend, hope white with hope white logistics. Could she afford this?
Dawn Salvucci (00:18:06):
So there, there is certainly benefit to everybody. I would say that, you know, when we talk about the contextualization and the personalization and the accuracy, a lot of that comes from volume of data, right? So if you’re a hundred million, $300 million brokerage, you’ve got enough data on your own to really drive some highly accurate predictions. And, and things like that. Your friend hope white as an individual broker alone probably would not. But one of the other things that we are doing is, is aggregating and anonymizing the data of our customers and working with some of our TMS partners to again, aggregate and anonymize within their network. So that, you know, the, the 1 million, the 3 million that the much smaller brokerages in aggregate, you know, have the, the data of the $300 million brokerage. Right.
Greg White (00:19:04):
That is brilliant. That truly is democratization. I mean, it’s funny, because as I was asking the question, I was formulating, I realized I put you on the spot there, but actually that is the kind of insight that a product person like yourself would think of as opposed to just a general corporate visionary, by the way. So for all of you listening there, that’s the value of someone who really gets product design and who really gets solving the problem. Right? Because look, Don, I don’t know how much tech you’ve done. I’ve done a ton. And what I’ve seen is so often companies, they go down this presumed path of what the solution will look like, and they leave out some very fundamental things and that causes them to pivot. And when you’re in the investment world, pivot just means wasted capital often, right now, of course, every company does some version of a pivot, but if you have to iterate because you don’t understand dynamics like that, or you don’t understand enough about product strategy to, to think about questions and issues, underlying issues like that, that is, that can be expensive, but man, that is a fantastic insight.
Greg White (00:20:15):
So for whatever it’s worth. Great idea. Congratulations. Good thoughts.
Dawn Salvucci (00:20:20):
Thank you. I, I wish I could take full credit for the idea I can not, but thank you. Yeah, no, we think it’s really powerful. And look, when, when I first came on board with the company, I truly thought that our target audience was going to be SMB right. Small to medium businesses. And they are right, as you said, the democratization aspect of it. But you know, one of the biggest happy surprises that I’m seeing in all of this is that there are some actually very large, more traditional brokerages with well-established that are also really interested in what we’re bringing to the market, because either a they’ve tried it themselves and they know how hard it is or B, they just don’t have the capital to invest in, in developing it on their own.
Greg White (00:21:02):
Yeah. That, and I think you’ll, you will likely find that some of these who have even built their own system, unless they get to just mammoth size, they’ll realize that they need to focus on what their business is. I think more and more companies are beginning to come to that realization that they need to focus on brokerage as their business, not building technology is their business. Right? When Masayoshi son was thrown around $400 million, like it was Skittles, it was a different world. If you called yourself a tech brokerage, he might write you a check, but now even he’s not foolish enough to believe that a huge brokerage with a dashboard is really a tech company. So I think that could swing the market, maybe your direction, but certainly certainly an objective service, not a service that has to be attached to broker J or brokerage C. Right. Certainly an objective service is going to be valuable. So that that’ll be an interesting dynamic to see as you navigate the market.
Dawn Salvucci (00:22:03):
I agree, but you know, on your last statement, a totally different conversation for another day, I think that we’ve also seen a lot of these tech led brokerages getting valuations as a software company, as a SAS software company, because of some of the technology that lives within those. So different conversation for a different day, though. Yeah.
Greg White (00:22:23):
I will say, well, I can say this, you probably don’t want to, but I will say that I believe that that ship has sailed and that everybody, many of the big investors have realized the folly of that because there is, you know, the, the reason you get big multiples is repeatable revenue and repeatable revenue is not 400 people on the shop floor, grinding out phone calls all day long, right. The margins are not the same. And I think it a truly technology organization serving brokerages has the ability to justify those, those kinds of multiples. But yeah, sorry, you didn’t want to go there, but I, yeah. So give me an insight that people would be surprised I’m surprised about in this industry or maybe a complexity that’s misunderstood or somehow hidden or, or, you know, some sort of unique or unknown or not, not commonly known factor in, in the LSP industry.
Dawn Salvucci (00:23:24):
Yeah. You know, we’ve actually already touched on some of it a little bit, you know, until I came to green screens, this is something that, you know, that the 20, 25 year brokerage veteran probably got, but I didn’t, um, until I came to green screens, is it didn’t really occur to me that, you know, one company’s buying power in the spot market could be so significantly different than another’s right. I really was a believer that the market rate is the market rate. And, and while some people might be able to negotiate a little bit better than others, I thought it was a fairly level playing field in the spot market. But w you know, what I’ve learned is that the price swings in the spot market from one company to the next can actually be quite dramatic. And when you’re in a business with already thin margins, that’s super important.
Dawn Salvucci (00:24:10):
I mean, we’ve done testing where we’ve taken the same lane, same equipment type, same commodity, and run it through the different models for different customers. And just the difference in price that we’re see coming back, you know, based on who the customer is is, is crazy. So, so that was one kind of, it was unknown to me. So that’s why I find what we’re doing so interesting right. In that it’s, it’s not just a market rate, it’s that personalized projection of what it is, what it is. And, and, you know, another thing is someone who’s been in this industry for 28 years, I’ll be, you know, only eight or nine of that was as an operator. It’s surprising that we do a lot of lab testing of hypothesis as, as you would imagine on the predictive nature of different attributes of freight and what the impact of those things are.
Dawn Salvucci (00:24:59):
I could geek out on this all day and how that impacts the accuracy of the rate predictions and how different things should be weighted by the engine. And it’s just really been very interesting to me to start getting a sense of how much or sometimes how little different attributes will really impact price, nothing that I ever would have imagined. But what’s been really interesting is through that analysis, how we’ve been able to come up with really novel ways to fill in gaps in data density. So it goes back to your friend hope, right? That small brokerage, that doesn’t have a lot of data and why we’re still able to predict a price for a smaller company with a high degree of accuracy. And confidence is the way that we’ve been kind of able to leverage some of that to fill in gaps in the data density, by understanding how different attributes behave differently. And similarly, and, and, you know, this region behaves like this regions, uh, we can, you know, apply things like that. So it it’s been really interesting.
Greg White (00:25:56):
Yeah. Fascinating. I think, I think about swings in the market. You, we didn’t go into this, but we talked about this pre-show you worked at staples so big time retailer. And imagine the scenario that you could sell to Billy Bob’s office supply, or you could sell the staples, you know, that that’s, that, you know, that it’s a lot more likely, that’s a long-term repeatable relationship where you’re going to get volumes and generate economies of scale at staples than you are with Billy Bob’s office supplies. And I know because I know Billy Bob and he needs some help, but I could see where that would create similar, similar distinctions in the freight markets. Right. Right. So regardless what their level of data is that they can get the, they can get the kind of value out of this that’s. Um, I, I got to loop back to that. That’s really impressive to have included that aggregation of data to, to provide that value. That’s, uh, again, a master stroke. So, so tell me about, uh, when you think about your position in the marketplace. I got it. Okay. Wait, before I ask that, I’m sorry. I have to ask you green screens. Really? Why
Dawn Salvucci (00:27:13):
I inherited the name? I don’t dislike the name. I’m just saying I didn’t name it, but know that there is a story behind it. And, and, uh, it’s, it’s kind of a fun little story. I mean, if you think back to the early days of transportation technology, it was a S 400 based systems, green screens, certainly nothing web based connectivity. What the hell is that market data? What is that? But what we, what we really had back then was smart people who knew the market, right? So the green screens.ai name of the company is really just making that connection between really smart people who knew the market and artificial intelligence and bringing the old and the new together. And so that’s, that’s the, the story behind the name
Greg White (00:27:58):
Nod to the irony. Isn’t it? I mean, it really, yeah. I love that. So tell me about, you know, what you see in terms of your role or the potential for this in the marketplace and what you all hope to achieve for the market.
Dawn Salvucci (00:28:13):
Sure. You know, so we’ve talked a lot about volatility and uncertainty, and as I said, I’ve been in, in transportation, whether it’s on the operation side or on the technology side for 28 years. And we’ve seen a lot of these cycles of capacity supply and demand in balance that drives rate volatility. I think I’ve personally witnessed the perfect storm in transportation at least four or five times, right. It’s not a perfect storm, it’s a cycle. And I’ve been saying that for a long time, it’s, it’s like this, isn’t an anomaly. This happens every few years, whether it’s driven by something like COVID or by a recession or whatever that this, this happens. This is a regular thing. And I don’t expect that’s going to change anytime soon. Right? So that being said, I think in the short term, I hope the green screens can really help our customers maneuver through this current cycle that we’re in and future cycles by, by giving them the business intelligence and decision support that they need to price freight more accurately and, and improve their productivity.
Dawn Salvucci (00:29:16):
And that’s kind of where we’re focused today. Now we do have a really strong roadmap to grow beyond the just chocolate and spot market price predictions into, you know, what I would call an AI based freight procurement platform across multiple modes, you know, getting into more of the demand supply, you know, planning I’d like to call it CPFR for, for transportation capacity right into for that, but a blast from the past. Right. Exactly. Yes. My, my, uh, my supply chain geek is, is showing, but, you know, really getting into that. So for the longterm, as we, I guess, you know, the term that I’ve heard perfectly, Chris capitalist recently called it, you know, transportation portfolio management, which again, isn’t an, isn’t a new term, but that’s kind of my vision. And as we grow and expand our offering, I hope the green screens will really become known as a, you know, an industry leading neutral platform for market data, aggregation, market intelligence, you know, dynamic pricing and capacity, and really that collaboration platform between shippers carriers and LSPs, and really kind of being the engine. That’s powering a lot of these other networks and platforms that already exist out there.
Greg White (00:30:31):
We definitely need an objective platform out there, right. And something that’s that uses intellect and something that is real time. For sure. And, and I know you don’t call it customization. I usually call it configuration, but the personalization to a particular entity that allows them to know based on where they stand in the marketplace, what they can expect. That’s, that’s so useful. Look, I talked to companies like yours, meaning relative startups or early stage companies trying to make changes in the marketplace. And that personalization is a really powerful aspect of what you’re doing. So you’ve got some real, you’ve got some real interesting approaches that should help separate you from, you know, from the pack and, and help you deliver on the vision that you, you hope to you hope to get to. So I’m still fascinated by the fact that you’re a product person, you’re chief product officer and acting CEO. You’re a hell of an actor by the way, because you act a lot like a CEO, but let’s go to your product because clearly there’s some brilliance in this product, and I know you can’t claim all credit for it, but ultimately you’re responsible for it. So let’s talk about how you implement a strong product strategy and how do you tackle that to build effective solutions in a, in a scenario like this, I’d love for some folks to have a takeaway here that says, Hey, do this, don’t do that.
Dawn Salvucci (00:31:58):
Right? Yeah. So there’s, there’s several different things I could say on that. I mean, first and foremost, I’ll, I’ll say that I I’ve been a long time believer and practitioner of the pragmatic marketing framework. I think it’s, it’s served me well over the past 20 years of working in product strategy. It’s always been kind of my North star, right. Whenever I get lost in a vision or a pivot or whatever, I always kind of come back to it. I think
Greg White (00:32:24):
With folks, just high level, just kind of the principles of that, just so they understand what you’re
Dawn Salvucci (00:32:29):
Yeah. Pride, the pragmatic marketing framework is, uh, you know, look it up. It’s pragmatic Institute. Uh, it’s a great framework that lays out you a really solid framework for all of the different parts and pieces that are involved in bringing great products to market Mark, you know, creating and selling and marketing great technology products. And it starts from building a business case through to, you know, sales, training, sales, and customer training, right. And, and all of the different steps in between. And, you know, I was fortunate enough that I worked for a company back, uh, back in the day called Manugistics, who made the investment and, and made sure that we all had that training and we were certified and I’ve since been recertified. And, and it’s just really proven to be really powerful in, in my particular role, not only as a product strategist, but as you said, as an acting CEO, and I also had a previous position as COO, uh, of a, of a small tech company. And there’s just so much that I learned through pragmatic marketing, around business planning and marketing and things like that. So the last thing I’ll say on pragmatic marketing specifically is, is that look, supply chain has changed a ton in 20 years. Technology has changed a ton in 20 years, but the framework has mostly stayed in tact. I mean, there’s been some adjustments for big data and IOT and machine learning and agile development methodologies over the years. But, but the framework itself has really stood the test of time. Um, and it’s served me well,
Greg White (00:34:03):
It’s really the polar opposite of iterative. Isn’t it? I mean, it’s, it’s a much more, I’m not going to say waterfall. It’s not exactly a waterfall methodology, but it is much more structured. It’s very structured, right. So
Dawn Salvucci (00:34:19):
Is very structured, well structured, but flexible because I will say that, you know, for example, here at green screens, there are parts of, of the pragmatic marketing framework that would be complete overkill for us as, as a startup company. I’ve worked, as I said, you know, for larger organizations like, like Manugistics or JDA now, blue yonder where, you know, every piece of that framework is practice. Right. But yeah, so it is very structured, but it’s also very flexible because you can take the parts and pieces that make the most sense for you where you’re at in your evolution as a company. So, you know, most of what I learned, it’s not because I’m brilliant. It’s because I was taught well, right through, through a really solid framework. But, you know, I, I think it, it starts with a well-defined target audience knowing, knowing that audience and understanding what the most compelling challenges they face are.
Dawn Salvucci (00:35:11):
And we talked a lot about a lot about those today. What’s going to drive the most value out of the solution you intend to create. And then from there you can divine your vision and the journey that you’re going to take to get there. But, you know, again, it has to be flexible enough to allow for, there’s always going to be deviations, right? A lot of people talk about two to three year product roadmaps. I’m not a believer, um, in two to three year product roadmaps, I think anything more than 12 to 18 months is crap. To be honest with you, right? Because so much is going to change. I mean, you have to have a vision, but to have a product roadmap that’s more than 12 to 18 months. So, you know, I think focus and prioritization are huge, right? Being able to identify what’s table stakes versus want versus need versus the items that are going to drive the biggest value proposition for your customers and prioritizing those accordingly.
Dawn Salvucci (00:36:04):
And that comes back to staying connected to your customers, you know, understanding the voice of the customer, understanding the market competition, listening to them collectively, not just one it’s it’s, it’s really easy to, you know, get caught up in that one big customer who may be paying the bills right now and what their wants and needs are. But at the end of the day, right, you have to serve a market, not a customer and keeping track of that. You know, I think when it comes to being a good product strategists, a lot of it has be never assuming you’re the smartest person in the room. I tell people all the time, my job is just to listen. That’s my job is to listen. You know, I, I actually like to refer to lyrics from an old grateful dead song, actually, you know, once in a while you get shown the light in the strangest of places, if you look at it. Right, right. So, and that, that’s kind of another thing it’s like, you always have to be listening to what the customer is doing and saying, so, and that’s why green screens, we spent months with, with our beta customers, engaging down to the end user level and, and listening to them and watching them and really got some great insight from that.
Greg White (00:37:08):
That is a really important takeaway if there’s anything that I see consistently in talking to companies that are trying to break through, trying to make their way in an industry like you are, it is they come to it with too many presumptions and too little research. And again, another, that is another instigator of the dreaded pivot is they use their bias, not only in coming to the market and creating a product, but they actually, they actually instill their bias in their research process. They don’t just listen. They ask not open-ended questions, but framed questions based on their bias when coming to the customer. So you have to be very, very open. I just, in fact, just the other day, I was just talking to a company who they went to, the marketplace asked really open questions. And even, I mean, they’re still in stealth mode, but even before they came out of stealth mode, completely pivoted the company to something they didn’t think was nearly as exciting, but importantly, people would buy and wanted to buy and wanted a solution for now.
Greg White (00:38:14):
And they continue to do their research and find that that is the big opportunity. But it also is an entree, a gateway drug, as I like to say to the next level of solution that they’d like to provide. So the power is there. And I say that because we’ll have a lot, Don we’ll have a lot of founders, a lot of investors, and a lot of, of clients, potential clients of companies, you know, in the early stages, listening to this. So I want to make sure that they, they, we really drive that point home as a takeaway. So if you think about that, look, you’ve come up through staples, man, you JDA blue yonder at all, and now it can’t have been all roses and daffodils. So is there anything, any particular challenge or anything you wish you had known before that you’d like you think would be a valuable lesson for, for our community?
Dawn Salvucci (00:39:13):
Yeah. I, I mean, what, what I wish I had known before, it’s really more, uh, you know, I’m learning a lot since coming to green screens. Like I said, I’ve been doing technology solutions for transportation for 20 years and eight years in operations. And through that whole time, I’ve spent a lot of time dealing with algorithms and optimization, mostly around route optimization and things like that, but I’m kind of O G and a relative newbie to the world of AI and machine learning. And as I was courting the idea of joining the team, um, and certainly since I’ve come on board, I was intrigued and excited by the fact that this was a great use case of applying cool, modern, advanced technology, but in a novel and practical way for transportation, because I’ve been hearing people talking about AI and machine learning for years, and it’s just like, yeah, that’s for robots and Androids. And, but it’s been really fascinating to me understanding about the practical applications for something like transportation that you don’t get much more nuts and bolts in that. So I wish I had realized, or maybe more so been more open-minded and given more credence to a how hard it is not only to do, but to explain and be the Epic applicability in the power of some of these modern technologies to something like transportation and logistics. Right.
Greg White (00:40:40):
All right. Anything, any kind of final takeaways you’d like for our community to know or anything that, you know, anything that ha is sort of top of mind for you right now, either or both of those things.
Dawn Salvucci (00:40:54):
Sure. Yeah. And we’ll talk, I’ll take the top of mine for question first. Eh, you know, I’ve been spending, spending a lot of time recently thinking about what is the post COVID supply chain and logistics industry really look like? You know, when are, are we going to see some return to normalcy, whatever that is in this crazy industry who knows what normal really is, or as much as I hate the term is this our new normal, you know, what of the adaptations that we’ve made will stay, what’s going to go away? You know, even from just the whole work from home thing, are we ever going back to offices? And if so, why? Right. Because I think people are more efficient working from home, but that’s just me. I don’t have any little kids running around behind me. So me other people might disagree with me, but, but, but from all of that, you know, how might we need to look at the business problems differently or create new solutions to new or oral problems, but just looking at them differently.
Dawn Salvucci (00:41:52):
And I think you said it at the beginning, it’s an equally confusing, but yet really exciting time to be in this industry right now. So, so that’s kind of, what’s got my mind share is, is, you know, what, what does this look like two years from now three years from now, even the rest of 2021, right. You know, as far as a final message that I want listeners to hear, it’s really, again, speaking to our potential customer base around AI and machine learning. And I think there’s, there’s a fear that, you know, machines are gonna play replace humans, right? And you know, I, I’m here to tell you that machines are never going to replace humans ever, never, ever, ever. I think there’s certainly many things that humans do that computers can’t. I mean, I think the best example is, is building relationships, right with customers and carriers and understanding emotion and sentiment, but computers are better at and faster at seeing patterns in large volumes of data than humans are.
Dawn Salvucci (00:42:53):
And that’s where we should really focus on leveraging machine model. Right. It can be trained to automatically figure out an algorithm to do something that would take you or me days or weeks to figure out. Right. Recently speaking to a colleague in the industry, he’s like, you know, look, I think there’s a big play and disruption capability in the market for AI to be leveraged, to eliminate the tasks that suck right, is really what it is. The ones that are resource intensive, slow productivity, suckers, right? So AI can get you to a higher degree of accuracy and automation, and then allow you to focus your human capital on the items that require it. Right. And, and that’s why, you know, our play here at green screens, isn’t just on the power and the accuracy of our algorithms. But coupling that with a really intuitive decision support tools that are going to help the humans make better decisions faster when they need to. Right. That’s critical. So my message is I’m not here to eliminate humans or jobs. I’m, I’m here to make the human capital more, more effective, right?
Greg White (00:44:03):
Yeah. And I sense that you’re probably a younger, but gen X person. So we used to have to have that discussion a lot. We used to have to make people feel non threatened by technology. But I think the truth is that the incoming generations, millennials and gen Z, they get it, they get that. I mean, they’ve been living with technology, they get that. It’s not going to take their job. It’s going to enhance their job or enhance their life or do what sucks. I like that let computers what sucks. Right. And I mean, you know, the reality of it is I I’ve, I think of, uh, and have explained AI to people as it’s not, it’s not a computer overlord. It’s more like a child to which you instill your knowledge and it then uses that knowledge and never forgets to use it and uses it much, much faster and never instills emotion in its process. So it does those things that you can do three out of 10 times because on the fourth and fifth time, you’re two PO to do it. And on the sixth through 10th time, you forget some aspect of that and don’t do it. Right.
Dawn Salvucci (00:45:08):
So I think
Greg White (00:45:10):
That’s the beauty of it. So yeah. And I really appreciate your perspective there. So I have a feeling you might get a call or email or LinkedIn requests. So finally, how can our community, how can they touch base with you or connect with you
Dawn Salvucci (00:45:25):
So you can, uh, certainly visit our firstname.lastname@example.org. And definitely don’t forget the AI part cause otherwise you may be sent to a video production company or a marijuana dispensary. So don’t forget the.ai part. You can follow us on LinkedIn or you can reach me email@example.com.
Greg White (00:45:46):
Brilliant. Thank you very much. I really appreciate you joining us.
Dawn Salvucci (00:45:51):
Thanks for having me Dawn.
Greg White (00:45:53):
Yeah, my pleasure. Dawn Salvucci Favi air. Got it right that time. Chief product officer and acting CEO at green screens. AI again, thanks for joining us and look forward to seeing how you guys progress. Thanks Greg. Appreciate it. Alright. Take care.
Greg White (00:46:17):
Tequila, sunrise. As part of the supply chain now network the voice of supply chain featuring the people technologies best practices, key issues in the industry. And Hey, listen up to build your supply chain knowledge. Listen to get this supply chain is boring or Chris bonds connection to the who’s, who that got supply chain, where we are point as to where we’re going and take us to the next level or check out this week in business history with supply chain. Now his own Scott Luton to learn more about everyday things you may take for granted and pick up quick insights you can use as inspiration and conversation starters. I logistics with purpose series puts a spotlight on inspiring and successful organizations that give first and give forward as their business model. If you’re interested in transportation, freight and logistics, have a listen to the logistics and beyond series with the adapt and thrive mindset, Sherpa, Jaymin Alvidrez, and also check out tech talk hosted by industry bet and Atlanta zone Kerryn bursa supply chain pro to no of 2020, where Korean discusses the people processes technology of digital supply chain for sponsorship information on tequila, sunrise, or any supply chain.
Greg White (00:47:35):
Now show DME on Twitter or firstname.lastname@example.org. Thanks again for spending your time with me and remember acknowledge reality, but never be bound by it.
Dawn Salvucci-Favier brings more than 28 years of transportation management industry leadership to Greenscreens.ai. She has spent the past 20 years leading Global Product Strategy & Management at major Transportation Management System (TMS) providers including Manugistics, JDA Software, Shippers Commonwealth, RedPrairie (all now Blue Yonder) and most recently 3Gtms, Inc. In each of these roles Dawn was able to develop and execute a vision and strategy for delivering industry-leading technology solutions to the Logistics market.
During her time at Shippers Commonwealth, Dawn was President & Chief Operating Officer where she had full P&L management responsibilities for the $6 million, value-added service provider of logistics solutions and continued in a leadership role of SVP & General Manager for the RedPrairie On-Demand TMS business unit that resulted from the sale of the company to RedPrairie.
She also brings extensive 3PL & Shipper Logistics operations experience having also spent time as Director of Logistics Services for NFI Interactive Logistics and starting her career in the inbound transportation management function at Staples, Inc and The TJX Companies.
Host, Logistics with Purpose
Adrian Purtill serves as Business Development Manager at Vector Global Logistics, where he consults with importers and exporters in various industries to match their specific shipping requirements with the most effective supply chain solutions. Vector Global Logistics is an asset-free, multi-modal logistics company that provides exceptional sea freight, air freight, truck, rail, general logistic services and consulting for our clients. Our highly trained and professional team is committed to providing creative and effective solutions, always exceeding our customer’s expectations and fostering long-term relationships. With more than 20+ years of experience in both strategy consulting and logistics, Vector Global Logistics is your best choice to proactively minimize costs while having an exceptional service level.
Joshua is a student from Institute of Technology and Higher Education of Monterrey Campus Guadalajara in Communication and Digital Media. His experience ranges from Plug and Play México, DearDoc, and Nissan México creating unique social media marketing campaigns and graphics design. Joshua helps to amplify the voice of supply chain here at Supply Chain Now by assisting in graphic design, content creation, asset logistics, and more. In his free time he likes to read and write short stories as well as watch movies and television series.
Data Analytics and Metrics Intern
Patch is a fourth-year Management Information Systems and Marketing major at the University of Georgia. He is working with Supply Chain Now in data analysis, finding insights and best practices to increase company efficiency. Patch previously worked as an intern at AnswerRocket, a data analytics company where he gained invaluable knowledge about analytics, webpage SEO and B2B marketing best practices. In his free time, he enjoys playing tennis, going to concerts, and watching movies.
Vicki has a long history of rising to challenges and keeping things up and running. First, she supported her family’s multi-million dollar business as controller for 12 years, beginning at the age of 17. Then, she worked as an office manager and controller for a wholesale food broker. But her biggest feat? Serving as the chief executive officer of her household, while her entrepreneur husband travelled the world extensively. She fed, nurtured, chaperoned, and chauffeured three daughters all while running a newsletter publishing business and remaining active in her community as a Stephen’s Minister, Sunday school teacher, school volunteer, licensed realtor and POA Board president (a title she holds to this day). A force to be reckoned with in the office, you might think twice before you meet Vicki on the tennis court! When she’s not keeping the books balanced at Supply Chain Now or playing tennis matches, you can find Vicki spending time with her husband Greg, her 4 fur babies, gardening, cleaning (yes, she loves to clean!) and learning new things.
Founder, CEO, & Host
Host, Logistics with Purpose
Allison Krache Giddens has been with Win-Tech, a veteran-owned small business and aerospace precision machine shop, for 15 years, recently buying the company from her mentor and Win-Tech’s Founder, Dennis Winslow. She and her business partner, John Hudson now serve as Co-Presidents, leading the 33-year old company through the pandemic.
She holds undergraduate degrees in psychology and criminal justice from the University of Georgia, a Masters in Conflict Management from Kennesaw State University, a Masters in Manufacturing from Georgia Institute of Technology, and a Certificate of Finance from the University of Georgia. She also holds certificates in Google Analytics, event planning, and Cybersecurity Risk Management from Harvard online. Allison founded the Georgia Chapter of Women in Manufacturing and currently serves as Treasurer. She serves on the Chattahoochee Technical College Foundation Board as its Secretary, the liveSAFE Resources Board of Directors as Resource Development Co-Chair, and on the Leadership Cobb Alumni Association Board as Membership Chair and is also a member of Cobb Executive Women. She is on the Board for the Cobb Chamber of Commerce’s Northwest Area Councils. Allison runs The Dave Krache Foundation, a non-profit that helps pay sports fees for local kids in need.
Principal, Supply Chain Now
Host of Supply Chain Now and TECHquila Sunrise
When rapid-growth technology companies, venture capital and private equity firms are looking for advisory, they call Greg – a founder, board director, advisor and catalyst of disruptive B2B technology and supply chain. An insightful visionary, Greg guides founders, investors and leadership teams in creating breakthroughs to gain market exposure and momentum – increasing overall company esteem and valuation.
Greg is a founder himself, creating Blue Ridge Solutions, a Gartner Magic Quadrant Leader in cloud-native supply chain applications, and bringing to market Curo, a field service management solution. He has also held leadership roles with Servigistics (PTC) and E3 Corporation (JDA/Blue Yonder). As a principal and host at Supply Chain Now, Greg helps guide the company’s strategic direction, hosts industry leader discussions, community livestreams, and all in addition to executive producing and hosting his original YouTube channel and podcast, TEChquila Sunrise.
Principal, Supply Chain Now
Host of Supply Chain is Boring
Talk about world-class: Chris is one of the few professionals in the world to hold CPIM-F, CLTD-F and CSCP-F designations from ASCM/APICS. He’s also the APICS coach – and our resident Supply Chain Doctor. When he’s not hosting programs with Supply Chain Now, he’s sharing supply chain knowledge on the APICS Coach Youtube channel or serving as a professional education instructor for the Georgia Tech Supply Chain & Logistic Institute’s Supply Chain Management (SCM) program and University of Tennessee-Chattanooga Center for Professional Education courses.
Chris earned a BS in Industrial Engineering from Bradley University, an MBA with emphasis in Industrial Psychology from the University of West Florida, and is a Doctoral in Supply Chain Management candidate.
Host of TEKTOK
If there’s one Supply Chain ‘Pro to Know,’ it’s Karin. She’s earned the title for three years and counting – culminating in her designation as the “2020 Supply Chain Pro to Know of the Year.” Karin is also an award-winning digital supply chain, business strategy and technology marketing executive. A sought-after speaker at industry conferences, you will find her quoted in a variety of supply chain publications – and active in forums like ASCM/APICS and CSCMP.
With more than 25 years of supply chain experience, Karin spearheaded strategy and marketing for Gartner Magic Quadrant Leader and IDC MarketScape Leader, Logility. Karin has the heart of a teacher and has helped nearly 1,000 customers transform their businesses and tell their success stories. Today, she is a sought-after advisor helping high-growth B2B technology companies with everything from defining their unique value propositions to introducing new products and capturing customer success. No matter their goals, she makes sure her clients have actionable marketing strategies that help grow global revenue, market share and profitability.
Host of Digital Transformers
Kevin L. Jackson is a globally recognized Thought Leader, Industry Influencer and Founder/Author of the award winning “Cloud Musings” blog. He has also been recognized as a “Top 5G Influencer” (Onalytica 2019, Radar 2020), a “Top 50 Global Digital Transformation Thought Leader” (Thinkers 360 2019) and provides strategic consulting and integrated social media services to AT&T, Intel, Broadcom, Ericsson and other leading companies. Mr. Jackson’s commercial experience includes Vice President J.P. Morgan Chase, Worldwide Sales Executive for IBM and SAIC (Engility) Director Cloud Solutions. He has served on teams that have supported digital transformation projects for the North Atlantic Treaty Organization (NATO) and the US Intelligence Community. Kevin’s formal education includes a MS Computer Engineering from Naval Postgraduate School; MA National Security & Strategic Studies from Naval War College; and a BS Aerospace Engineering from the United States Naval Academy. Internationally recognizable firms that have sponsored articles authored by him include Cisco, Microsoft, Citrix and IBM. Books include “Click to Transform” (Leaders Press, 2020), “Architecting Cloud Computing Solutions” (Packt, 2018), and “Practical Cloud Security: A Cross Industry View” (Taylor & Francis, 2016). He also delivers online training through Tulane University, O’Reilly Media, LinkedIn Learning, and Pluralsight. Mr. Jackson retired from the U.S. Navy in 1994, earning specialties in Space Systems Engineering, Carrier Onboard Delivery Logistics and carrier-based Airborne Early Warning and Control. While active, he also served with the National Reconnaissance Office, Operational Support Office, providing tactical support to Navy and Marine Corps forces worldwide.
Host of Logistics with Purpose and Supply Chain Now en Español
Enrique serves as Managing Director at Vector Global Logistics and believes we all have a personal responsibility to change the world. He is hard working, relationship minded and pro-active. Enrique trusts that the key to logistics is having a good and responsible team that truly partners with the clients and does whatever is necessary to see them succeed. He is a proud sponsor of Vector’s unique results-based work environment and before venturing into logistics he worked for the Boston Consulting Group (BCG). During his time at BCG, he worked in different industries such as Telecommunications, Energy, Industrial Goods, Building Materials, and Private Banking. His main focus was always on the operations, sales, and supply chain processes, with case focus on, logistics, growth strategy, and cost reduction. Prior to joining BCG, Enrique worked for Grupo Vitro, a Mexican glass manufacturer, for five years holding different positions from sales and logistics manager to supply chain project leader in charge of five warehouses in Colombia.
He has an MBA from The Wharton School of Business and a BS, in Mechanical Engineer from the Technologico de Monterrey in Mexico. Enrique’s passions are soccer and the ocean, and he also enjoys traveling, getting to know new people, and spending time with his wife and two kids, Emma and Enrique.
Host of Dial P for Procurement
Kelly is the Owner and Managing Director of Buyers Meeting Point and MyPurchasingCenter. She has been in procurement since 2003, starting as a practitioner and then as the Associate Director of Consulting at Emptoris. She has covered procurement news, events, publications, solutions, trends, and relevant economics at Buyers Meeting Point since 2009. Kelly is also the General Manager at Art of Procurement and Business Survey Chair for the ISM-New York Report on Business. Kelly has her MBA from Babson College as well as an MS in Library and Information Science from Simmons College and she has co-authored three books: ‘Supply Market Intelligence for Procurement Professionals’, ‘Procurement at a Crossroads’, and ‘Finance Unleashed’.
Founder & CEO, Supply Chain Now
Host of Supply Chain Now, Veteran Voices, This Week in Business History
Jeff Miller is the host of Supply Chain Now’s Supply Chain is the Business. Jeff is a digital business transformation and supply chain advisor with deep expertise in Industry 4.0, ERP, PLM, SCM, IoT, AR and related technologies. Through more than 25 years of industry and consulting experience, he has worked with many of the world’s leading product and service companies to achieve their strategic business and supply chain goals, creating durable business value for organizations at the forefront of technology and business practices. Jeff is the managing director for North America at Transition Technologies PSC, a global solution integrator, and the founder and managing principal of BTV Advisors, a firm that helps companies secure business transformation value from digital supply chain technologies and their breakthrough capabilities.
Chief Marketing Officer
Amanda is a marketing veteran and entrepreneur with over 15 years of experience across a variety of industries and organizations including Von Maur, Anthropologie, AmericasMart Atlanta, and Children’s Healthcare of Atlanta. In 2016, Amanda founded and grew the Magnolia Marketing Group into a successful digital media firm, and now she develops modern marketing strategies, social campaigns, innovative operational processes, and implements creative content initiatives for Supply Chain Now. But that’s just the beginning of her supply chain impact. Amanda also served as the VP of Information Systems and Webmaster on the Board of Directors for APICS Savannah for several years, and is the face behind the scenes welcoming you to every Supply Chain Now livestream! She was also recently selected as one of the Top 100 Women in Supply Chain by Supply Chain Digest and IBM. When she’s not leading the Supply Chain Now marketing team, you can find Amanda with her and her husband Scott’s three kids, in the kitchen cooking, or singing second soprano in the Grayson United Methodist Church choir.
Business Development Manager
Clay is passionate about two things: supply chain and the marketing that goes into it. Recently graduated with a degree in marketing at the University of Georgia, Clay got his start as a journalism major and inaugural member of the Owl’s football team at Kennesaw State University – but quickly saw tremendous opportunity in the Terry College of Business. He’s already putting his education to great use at Supply Chain Now, assisting with everything from sales and brand strategy to media production. Clay has contributed to initiatives such as our leap into video production, the guest blog series, and boosting social media presence, and after nearly two years in Supply Chain Now’s Marketing Department, Clay now heads up partnership and sales initiatives with the help of the rest of the Supply Chain Now sales team.
Trisha is new to the supply chain industry – but not to podcasting. She’s an experienced podcast manager and virtual assistant who also happens to have 20 years of experience as an elementary school teacher. It’s safe to say, she’s passionate about helping people, and she lives out that passion every day with the Supply Chain Now team, contributing to scheduling and podcast production.
Host of Dial P for Procurement
Billy Taylor is a Proven Business Excellence Practitioner and Leadership Guru with over 25 years leading operations for a Fortune 500 company, Goodyear. He is also the CEO of LinkedXL (Excellence), a Business Operating Systems Architecting Firm dedicated to implementing sustainable operating systems that drive sustainable results. Taylor’s achievements in the industry have made him a Next Generational Lean pacesetter with significant contributions.
An American business executive, Taylor has made a name for himself as an innovative and energetic industry professional with an indispensable passion for his craft of operational excellence. His journey started many years ago and has worked with renowned corporations such as The Goodyear Tire & Rubber Co. (GT) leading multi-site operations. With over 3 decades of service leading North America operations, he is experienced in a deeply rooted process driven approach in customer service, process integrity for sustainability.
A disciple of continuous improvement, Taylor’s love for people inspires commitment to helping others achieve their full potential. He is a dynamic speaker and hosts "The Winning Link," a popular podcast centered on business and leadership excellence with the #1 rated Supply Chain Now Network. As a leadership guru, Taylor has earned several invitations to universities, international conferences, global publications, and the U.S. Army to demonstrate how to achieve and sustain effective results through cultural acceptance and employee ownership. Leveraging the wisdom of his business acumen, strong influence as a speaker and podcaster Taylor is set to release "The Winning Link" book under McGraw Hill publishing in 2022. The book is a how-to manual to help readers understand the management of business interactions while teaching them how to Deine, Align, and Execute Winning in Business.
A servant leader, Taylor, was named by The National Diversity Council as one of the Top 100 Diversity Officers in the country in 2021. He features among Oklahoma's Most Admired CEOs and maintains key leadership roles with the Executive Advisory Board for The Shingo Institute "The Nobel Prize of Operations" and The Association of Manufacturing Excellence (AME); two world-leading organizations for operational excellence, business development, and cultural learning. He is also an Independent Director for the M-D Building Products Board, a proud American manufacturer of quality products since 1920.
Allie is currently completing a degree in marketing with a certificate in entrepreneurship at the University of Georgia. She got her social media start through an internship with Shred, a personal training app, and she’s been hooked ever since. She works to optimize our following base while assisting the team with content creation, influencer outreach and other marketing endeavors. Allie can’t wait to keep growing alongside Supply Chain Now.
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.
Jada is a recent graduate of Old Dominion University, having earned her Bachelor of Science degree in Communications with a media studies concentration and marketing minor. Jada got her start producing content at 16 years old, while attending a radio and broadcasting journalism program in high school, and hasn't looked back! She is an asset to the Supply Chain Now team as a media specialist, podcast and media producer, and production coordinator. Outside of Supply Chain Now, Jada is a big Lakers fan, and also a music journalist and enthusiast.
Ben Harris is the Director of Supply Chain Ecosystem Expansion for the Metro Atlanta Chamber. Ben comes to the Metro Atlanta Chamber after serving as Senior Manager, Market Development for Manhattan Associates. There, Ben was responsible for developing Manhattan’s sales pipeline and overall Americas supply chain marketing strategy. Ben oversaw market positioning, messaging and campaign execution to build awareness and drive new pipeline growth. Prior to joining Manhattan, Ben spent four years with the Georgia Department of Economic Development’s Center of Innovation for Logistics where he played a key role in establishing the Center as a go-to industry resource for information, support, partnership building, and investment development. Additionally, he became a key SME for all logistics and supply chain-focused projects. Ben began his career at Page International, Inc. where he drove continuous improvement in complex global supply chain operations for a wide variety of businesses and Fortune 500 companies. An APICS Certified Supply Chain Professional (CSCP), Ben holds an Executive Master’s degree in Business Administration (EMBA) and bachelor’s degree in International Business (BBA) from the Terry College at the University of Georgia.
Host, The Freight Insider
Prior to joining TeamOne Logistics, Page Siplon served as the Executive Director of the Georgia Center of Innovation for Logistics, the State’s leading consulting resource for fueling logistics industry growth and global competitiveness. For over a decade, he directly assisted hundreds of companies to overcome challenges and capitalize on opportunities related to the movement of freight. During this time, Siplon was also appointed to concurrently serve the State of Georgia as Director of the larger Centers of Innovation Program, in which he provided executive leadership and vision for all six strategic industry-focused Centers. As a frequently requested keynote speaker, Siplon is called upon to address a range of audiences on unique aspects of technology, workforce, and logistics. This often includes topics of global and domestic logistics trends, supply chain visibility, collaboration, and strategic planning. He has also been quoted as an industry expert in publications such as Forbes, Journal of Commerce, Fortune, NPR, Wall Street Journal, Reuters, American Express, DC Velocity, Area Development Magazine, Site Selection Magazine, Inbound Logistics, Modern Material Handling, and is frequently a live special guest on SiriusXM’s Road Dog Radio Show. Siplon is an active industry participant, recognized by DC Velocity Magazine as a “2012 Logistics Rainmaker” which annually identifies the top-ten logistics professionals in the Nation; and named a “Pro to Know” by Supply & Demand Executive Magazine in 2014. Siplon was also selected by Georgia Trend Magazine as one of the “Top 100 Most Influential Georgians” for 2013, 2014, and 2015. He also serves various industry leadership roles at both the State and Federal level. Governor Nathan Deal nominated Siplon to represent Georgia on a National Supply Chain Competitiveness Advisory Committee, where he was appointed to a two-year term by the U.S. Secretary of Commerce and was then appointed to serve as its vice-chairman. At the State level, he was selected by then-Governor Sonny Perdue to serve as lead consultant on the Commission for New Georgia’s Freight and Logistics Task Force. In this effort, Siplon led a Private Sector Advisory Committee with invited executives from a range of private sector stakeholders including UPS, Coca-Cola, The Home Depot, Delta Airlines, Georgia Pacific, CSX, and Norfolk Southern. Siplon honorably served a combined 12 years in the United States Marine Corps and the United States Air Force. During this time, he led the integration of encryption techniques and deployed cryptographic devices for tactically secure voice and data platforms in critical ground-to-air communication systems. This service included support for all branches of the Department of Defense, multiple federal security agencies, and aiding NASA with multiple Space Shuttle launches. Originally from New York, Siplon received both a bachelor’s and master’s degree in electrical and computer engineering with a focus on digital signal processing from the Georgia Institute of Technology. He earned an associate’s degree in advanced electronic systems from the Air Force College and completed multiple military leadership academies in both the Marines and Air Force. Siplon currently lives in Cumming, Georgia (north of Atlanta), with his wife Jan, and two children Thomas (19) and Lily (15).
Host, Logistics with Purpose
Kristi Porter is VP of Sales and Marketing at Vector Global Logistics, a company that is changing the world through supply chain. In her role, she oversees all marketing efforts and supports the sales team in doing what they do best. In addition to this role, she is the Chief Do-Gooder at Signify, which assists nonprofits and social impact companies through copywriting and marketing strategy consulting. She has almost 20 years of professional experience, and loves every opportunity to help people do more good.
Host, Logistics with Purpose
Kevin Brown is the Director of Business Development for Vector Global Logistics. He has a dedicated interest in Major Account Management, Enterprise Sales, and Corporate Leadership. He offers 25 years of exceptional experience and superior performance in the sales of Logistics, Supply Chain, and Transportation Management. Kevin is a dynamic, high-impact, sales executive and corporate leader who has consistently exceeded corporate goals. He effectively coordinates multiple resources to solution sell large complex opportunities while focusing on corporate level contacts across the enterprise. His specialties include targeting and securing key accounts by analyzing customer’s current business processes and developing solutions to meet their corporate goals. Connect with Kevin on LinkedIn.
Host, Supply Chain Now en Espanol
Sofia Rivas Herrera is a Mexican Industrial Engineer from Tecnologico de Monterrey class 2019. Upon graduation, she earned a scholarship to study MIT’s Graduate Certificate in Logistics and Supply Chain Management and graduated as one of the Top 3 performers of her class in 2020. She also has a multicultural background due to her international academic experiences at Singapore Management University and Kühne Logistics University in Hamburg. Sofia self-identifies as a Supply Chain enthusiast & ambassador sharing her passion for the field in her daily life.
Host, Logistics with Purpose
Jose Manuel Irarrazaval es parte del equipo de Vector Global Logistics Chile. José Manuel es un gerente experimentado con experiencia en finanzas corporativas, fusiones y adquisiciones, financiamiento y reestructuración, inversión directa y financiera, tanto en Chile como en el exterior. José Manuel tiene su MBA de la Universidad de Pennsylvania- The Wharton School. Conéctese con Jose Manuel en LinkedIn.
Host, Supply Chain Now en Espanol
Demo Perez started his career in 1997 in the industry by chance when a relative asked him for help for two just weeks putting together an operation for FedEx Express at the Colon Free Zone, an area where he was never been but accepted the challenge. Worked in all roles possible from a truck driver to currier to a sales representative, helped the brand introduction, market share growth and recognition in the Colon Free Zone, at the end of 1999 had the chance to meet and have a chat with Fred Smith ( FedEx CEO), joined another company in 2018 who took over the FedEx operations as Operations and sales manager, in 2004 accepted the challenge from his company to leave the FedEx operations and business to take over the operation and business of DHL Express, his major competitor and rival so couldn’t say no, by changing completely its operation model in the Free Zone. In 2005 started his first entrepreneurial journey by quitting his job and joining two friends to start a Freight Forwarding company. After 8 months was recruited back by his company LSP with the General Manager role with the challenge of growing the company and make it fully capable warehousing 3PL. By 2009 joined CSCMP and WERC and started his journey of learning and growing his international network and high-level learning. In 2012 for the first time joined a local association ( the Panama Maritime Chamber) and worked in the country’s first Logistics Strategy plan, joined and lead other associations ending as president of the Panama Logistics Council in 2017. By finishing his professional mission at LSP with a company that was 8 times the size it was when accepted the role as GM with so many jobs generated and several young professionals coached, having great financial results, took the decision to move forward and start his own business from scratch by the end of 2019. with a friend and colleague co-founded IPL Group a company that started as a boutique 3PL and now is gearing up for the post-Covid era by moving to the big leagues.
Host, Supply Chain Now
The founder of Logistics Executive Group, Kim Winter delivers 40 years of executive leadership experience spanning Executive Search & Recruitment, Leadership Development, Executive Coaching, Corporate Advisory, Motivational Speaking, Trade Facilitation and across the Supply Chain, Logistics, 3PL, E-commerce, Life Science, Cold Chain, FMCG, Retail, Maritime, Defence, Aviation, Resources, and Industrial sectors. Operating from the company’s global offices, he is a regular contributor of thought leadership to industry and media, is a professional Master of Ceremonies, and is frequently invited to chair international events.
He is a Board member of over a dozen companies throughout APAC, India, and the Middle East, a New Zealand citizen, he holds formal resident status in Australia and the UAE, and is the Australia & New Zealand representative for the UAE Government-owned Jebel Ali Free Zone (JAFZA), the Middle East’s largest Economic Free Zone.
A triathlete and ex-professional rugby player, Kim is a qualified (IECL Sydney) executive coach and the Founder / Chairman of the successful not for profit humanitarian organization, Oasis Africa (www. oasisafrica.org.au), which has provided freedom from poverty through education to over 8000 mainly orphaned children in East Africa’s slums. Kim holds an MBA and BA from Massey & Victoria Universities (NZ).
Host, Logistics with Purpose
Nick Roemer has had a very diverse and extensive career within design and sales over the last 15 years stretching from China, Dubai, Germany, Holland, UK, and the USA. In the last 5 years, Nick has developed a hawk's eye for sustainable tech and the human-centric marketing and sales procedures that come with it. With his far-reaching and strong network within the logistics industry, Nick has been able to open new avenues and routes to market within major industries in the USA and the UAE. Nick lives by the ethos, “Give more than you take." His professional mission is to make the logistics industry leaner, cleaner and greener.
Sales Support Intern
Alex is pursuing a Marketing degree and a Certificate in Legal Studies at the University of Georgia. As a dual citizen of both the US and UK; Alex has studied abroad at University College London and is passionate about travel and international business. Through her coursework at the Terry College of Business, Alex has gained valuable skills in digital marketing, analytics, and professional selling. She joined Supply Chain Now as a Sales Support Intern where she assists the team by prospecting and qualifying new business partners.