Talent shortages and inflation
About 20 to 25 percent of U.S. businesses provide training to their employees. This management commitment cuts across all types of businesses of all sizes. Here are some notable examples: Large Airbus Amazon American Airlines Boeing CVS KitchenAid Lowe’s Marriott United Airlines Medium Abt (IL) Bell & Howell Birmingham Water Works Board (AL) CCA Global Partners Cracker Barrel Intermedia Seattle Genetics (WA) Small LaSalle Network (IL) O’Shea Builders (IL) Pierce Manufacturing (WI) Pulse Technology (IL) Staub Manufacturing Solutions (OH) Among the talent measures used by these companies is investing in entry-level job training often through partnering with local technical or community colleges. They also offer continuous employee development to increase productivity and profit, attract and retain talent, and raise employee commitment and satisfaction. In the short term, training creates a pipeline to fill vacant jobs. In the long term it helps to nurture talent for the innovation and leadership needed for success in the future. The Perils of Short-Termism At the start of the 1990s about 40 percent of businesses offered employee training. This began to slip during the mid-1990s when many companies cut training as the trend in management strategy became maximizing short-term profit by cutting costs in areas deemed non-essential to the core function of a business. The idea was to cut your way to greatness. Wall Street rewarded those businesses that kept profits up quarter after quarter. A big reality check began in 2019. The cumulative effect of global crises (i.e., COVID-19, the Ukraine War, rising inflation, demographic change) has intensified the need to rebuild U.S. talent resilience. Yet this is fundamental socio-economic issue that is largely being ignored. Despite the changed skill demands of the Fourth Industrial Revolution, many still cling to the 20th-century perspective that only one-third of the labor force needs a better education and specialized career training. Technology has advanced; social perspectives remain largely unchanged. At the same time. the U.S. labor force is undergoing a profound generational change. The 76.4 million baby boomers born between 1946 and 1964 have caused big problems coming in and going out. They overwhelmed educational facilities and then flooded the job market causing over one percent annual growth in the labor force. Now they are retiring at an unprecedented rate. Between 2010 and 2020 over 28 million boomers retired; the remaining cohort will leave the workforce by 2030. Currently about one in four U.S. workers are boomers. This massive wave of retirements is generating a huge demand for workers to replace them. Rising skills requirements are making this process more difficult. Today the official U.S. unemployment rate is very low, but the labor participation rate is more than one percent less than at the start of the pandemic. In my over 30 years as a workforce consultant, I have never seen so much skilled talent sitting on the sidelines. Perhaps as many as 20 million workers have the skills-base needed by many businesses and organizations. Yet these employers are not investing in training to give these workers the skills they may lack to obtain a precise fit for open positions. Central banks around the world are raising interest rates to control inflation. Demographics and acute skill shortages are among the factors stoking inflation as employers struggling to fill positions raise wage offers. Companies are likely to pass rising labor bills along to consumers in the form of higher prices. In the long-term, term how much will this continue to fuel inflation? The United States is imperiling its future by ignoring education deficits in schools and training needs in workplaces. Short-term fixes including raising interest rates will not solve our nation’s long-term need to better prepare our citizens for the education and skill demands of advanced technologies. About the Author: Edward Gordon is available to provide customized presentations on talent and the current and future U.S. and global labor market. Please visit our website www.imperialcorp.com for more information or contact us by email at imperialcorp@juno.com or by calling 312.664.5196.
Majority of rail labor unions ratify negotiated contracts
Rail labor unions have concluded voting on the proposed bargaining agreements with the nation’s freight railroads. BLET, which represents the nation’s engineers and trainmen, has successfully ratified its agreement, while SMART-TD, which represents conductors and other rail employees, failed to do so. “Today, the BLET joined the majority of our unions in approving the largest wage increases in nearly five decades and also paved a path toward greater scheduling predictability for its members,” said AAR President and CEO Ian Jefferies. “Railroads stand ready to reach new deals based upon the PEB framework with our remaining unions, but the window continues to narrow as deadlines rapidly approach. Let’s be clear, if the remaining unions do not accept an agreement, Congress should be prepared to act and avoid a disastrous $2 billion a day hit to our economy.” Membership voting results at SMART-TD, which holds two separate contracts, were split. The first agreement, which represents the conductor, brakemen, engine service, and yardmen groups, was not ratified. The second SMART-TD agreement, which covers approximately 1,300 yardmasters, was successfully ratified. Eight of the 12 labor unions plus a portion of SMART-TD’s membership have now fully agreed to contracts that provide employees with a 24 percent wage increase over the five-year period from 2020 to 2024 and preserve employees’ best-in-class healthcare coverage. For BLET, its agreement also paves the way to address important issues related to schedule predictability and job assignments on a railroad-by-railroad basis for engineers whose work assignments, similar to conductors, can be dependent upon train schedules that vary. In rejecting its agreement, SMART-TD also rejected the pathway for further scheduling negotiations. Four unions – BMWED, BRS, and IBB, in addition to SMART-TD – remain without agreements in place, and the end of their cooling-off periods is rapidly approaching a strike by BRS, which is possible as soon as December 5th. A work stoppage would have disastrous impacts on the economy, rail customers, and the American people, with a projected impact of $2 billion per day. While railroads remain committed to reaching agreements with these remaining unions, the timeline for those to occur is short. Congress has historically intervened to prevent rail system disruptions. In the event that the four unions remain unwilling to enter agreements within the bounds of the PEB’s framework, Congress must be prepared to act and institute the terms supported by the majority of the unions, guaranteeing certainty for rail customers and the broader economy.
Equipment Finance Industry confidence eases further in November
The Equipment Leasing & Finance Foundation (the Foundation) releases the November 2022 Monthly Confidence Index for the Equipment Finance Industry (MCI-EFI). The index reports a qualitative assessment of both the prevailing business conditions and expectations for the future as reported by key executives from the $1 trillion equipment finance sector. Overall, confidence in the equipment finance market is 43.7, a decrease from the October index of 45. When asked about the outlook for the future, MCI-EFI survey respondent Aylin Cankardes, President, Rockwell Financial Group, said, “There continues to be uncertainty in the markets as a result of inflationary pressures, rising rates, and the unknown impact of mid-term elections. Due to ongoing challenges from supply chain delays, we are seeing increased demand for used equipment. Overall, our customers have been very resilient and underlying growth has been robust so we anticipate a strong finish to 2022, particularly in the energy transition and sustainability finance sector.” November 2022 Survey Results: The overall MCI-EFI is 43.7, a decrease from the October index of 45. When asked to assess their business conditions over the next four months, none of the executives responding said they believe business conditions will improve over the next four months, unchanged from October. 46.4% believe business conditions will remain the same over the next four months, down from 62.5% the previous month. 53.6% believe business conditions will worsen, an increase from 37.5% in October. 10.7% of the survey respondents believe demand for leases and loans to fund capital expenditures (capex) will increase over the next four months, an increase from 8.3% in October. 67.9% believe demand will “remain the same” during the same four-month time period, an increase from 66.7% the previous month. 21.4% believe demand will decline, down from 25% in October. 14.3% of the respondents expect more access to capital to fund equipment acquisitions over the next four months, up from 4.2% in October. 64.3% of executives indicate they expect the “same” access to capital to fund business, a decrease from 87.5% last month. 21.4% expect “less” access to capital, up from 8.3% the previous month. When asked, 32.1% of the executives report they expect to hire more employees over the next four months, up from 29.2% in October. 64.3% expect no change in headcount over the next four months, a decrease from 66.7% last month. 3.6% expect to hire fewer employees, down from 4.2% in October. 3.6% of the leadership evaluate the current U.S. economy as “excellent,” a decrease from 8.3% the previous month. 75% of the leadership evaluate the current U.S. economy as “fair,” up from 66.7% in October. 21.4% evaluate it as “poor,” a decrease from 25% last month. None of the survey respondents believe that U.S. economic conditions will get “better” over the next six months, unchanged from October. 28.6% indicate they believe the U.S. economy will “stay the same” over the next six months, a decrease from 41.7% last month. 71.4% believe economic conditions in the U.S. will worsen over the next six months, an increase from 58.3% the previous month. In November 28.6% of respondents indicate they believe their company will increase spending on business development activities during the next six months, up from 25% the previous month. 64.3% believe there will be “no change” in business development spending, down from 70.8% in October. 7.1% believe there will be a decrease in spending, an increase from 4.2% last month. November 2022 MCI-EFI Survey Comments from Industry Executive Leadership: Independent, Small Ticket “Despite the economic headwinds and rising interest rates, there will still be decent demand as equipment that has aged due to supply chain constraints will need to be replaced. We are concerned how the rising costs of borrowing combined with a softening economy will impact some of our leveraged borrowers.” Chris Lerma, President, AP Equipment Financing Independent, Middle Ticket “While our customers will pay higher interest rates due to continued policy moves by the Federal Reserve, we don’t expect spending on major capital expenditures to be negatively impacted solely by higher rates. We are, however, on the lookout for slowing in certain sectors that will eventually slow down or delay spending on equipment purchases.” Bruce J. Winter, President, FSG Capital, Inc. Bank, Middle Ticket “Supply chain issues look to extend into 2023 delaying equipment purchases. Higher rates are having customers consider leasing options to conserve cash flow.” Michael Romanowski, President, Farm Credit Leasing [Note: Some MCI survey questionnaires and comments were submitted before Election Day results were publicized.]
Good, better, best. Which one are you?
Personal achievement. Success. Fulfillment. Big words that every entrepreneur or salesperson seeks. “Get there by setting goals,” they say. “Wrong,” I say. Now, I’m not saying don’t set goals. I am saying don’t set big goals and think that they’re the direct path to personal achievement, fulfillment, or success. They’re not. In my experience, I have found most people set their goals for the wrong things and reasons. The problem with “big goals” is that they are usually “big dreams.” And to further complicate the goal process, most goals are about “it” or “things,” (material stuff like a big house, long vacation, million dollars, luxury car the usual), not goals about “you,” (personal achievement stuff like college degree, promotion, physical fitness). Most people with big material goals end up with low achievement, low esteem, frustration, and cynicism or they just become complacent and accept their lot as mediocre. Why? And more to the point, what’s to ensure it won’t happen to you? Why are some people able to achieve their goals and others not? Big question. Is there a formula to follow? I can’t tell you what will work for sure there’s no universal law of achievement, no universal law of success. If there were, everyone would be successful. Rather, there are elements of success, and degrees of achievement of success, tempered and limited by an individual’s desire, determination, dedication, and drive. It’s a combination of your persistence (never quit) and your positive attitude (I will get it because I believe I will, and I deserve it). The other day on a radio interview, someone asked me if I had a sales success secret. “Jeffrey, how did you get to this position in sales? What drives you? Do you have a secret success formula?” The question caught me off guard. Hadn’t much thought about my formula. Didn’t think I had one. I do have a philosophy, and I live my philosophy. Should I answer with that? No. That’s not a secret. So, I answered with one simple truth that I live by be the best. “When I found out I liked sales, I made one goal be the best,” I said. “When I discovered I liked writing, I made one goal be the best. When writing led me to speaking and training, I made one goal to be the best. Last year I began to make sales tapes same goal, be the best.” When I got off the radio show, I rushed to my laptop to capture the essence of what I’d said. As I developed the thought, I realized that there was an elemental process, a formula for personal achievement, and best is just one element in the formula. And I figured I’d add the word “secret” to the formula so that it was more likely to be read. No one likes a formula, but a secret formula, now you’ve got something. So, there are six parts (elements) to the secret of personal achievement: Vision Love Best Attitude Personal Student Best. The operative element of the secret is best. But it’s not the first element, the best is element number three. If you find (do) something you love, (the second element) and consistently strive to do your best, and be your best, all the goals about cars, vacations, houses, and the ever-popular money, will appear. Material things are a by-product of personal achievement. They are automatically attached to best. So, the question is what drives you to want to become the “best” at something? Vision. The first element of the secret to personal (goal) achievement is to identify a vision and put it in front of your goals. Got a big goal? Sure you do, everyone does. The big question is, What’s before (in front of) your goal? Do you have a personal vision that will drive you to achieve all your goals? Where do you see yourself? Love. Last year I made an accidental discovery. It occurred when I examined all the elements of my career and tried to structure some of my thoughts into a ten-year plan. I was asking myself, “What do I do best? What do I love to do? Where have I been most successful? How do I want to spend the next ten years?” From those answers, I decided my success would focus around selling and customer service writing, speaking and making videos. I love selling and the selling process and serving as an extension of selling. Once I realized that my choices were also my passion, the vision became clear. About the Author: Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112.
129 new Industrial Manufacturing Planned Industrial Project Reports – October 2022 recap
SalesLeads announced today the October 2022 results for the newly planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 129 new projects in the Industrial Manufacturing sector. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing – By Project Type Manufacturing/Production Facilities – 117 New Projects Distribution and Industrial Warehouse – 77 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 40 New Projects Expansion – 48 New Projects Renovations/Equipment Upgrades – 42 New Projects Plant Closings – 10 New Projects Industrial Manufacturing – By Project Location (Top 10 States) Michigan – 11 California – 8 Ontario – 8 Indiana – 7 New York – 7 Ohio – 7 South Carolina – 6 Texas – 6 North Carolina – 5 Tennessee – 5 Largest Planned Project During the month of October, our research team identified 15 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Micron Technology, Inc., which is planning to invest $100 billion in the construction of a manufacturing facility in CLAY, NY. They are currently seeking approval for the project. Construction will occur in multiple phases and is expected to begin in 2023. Top 10 Tracked Industrial Manufacturing Projects MICHIGAN: Battery mfr. is planning to invest $1.6 billion for the renovation and equipment upgrades on a recently leased 660,000 SF manufacturing facility at 42060 Ecorse Rd. in VAN BUREN TOWNSHIP, MI. Completion is slated for 2024. SOUTH CAROLINA: Automotive mfr. is planning to invest $700 million for the construction of a 1 million SF EV battery manufacturing facility in WOODRUFF, SC. They are currently seeking approval for the project. TENNESSEE: EV battery mfr. is planning to invest $500 million for the construction of a manufacturing facility in CLARKSVILLE, TN. They are currently seeking approval for the project. ALABAMA: Automotive component mfr. is planning to invest $205 million for the construction of a 450,000 SF EV battery manufacturing facility in MONTGOMERY, AL. Construction is expected to start in late 2022. GEORGIA: Building materials mfr. is planning to invest $150 million for a 500,000 SF expansion of their manufacturing and warehouse facility in MACON, GA. They are currently seeking approval for the project. KANSAS: Tire mfr. is planning to invest $125 million for the expansion of its manufacturing facility in TOPEKA, KS. They have recently received approval for the project. TENNESSEE: Battery material and technology company is planning for the expansion of their warehouse and manufacturing facility at 1029 W 19th St. in CHATTANOOGA, TN. Completion is slated for 2024. MICHIGAN: Automotive component mfr. is planning to invest $100 million for the renovation and equipment upgrades on two recently leased manufacturing facilities totaling 314,000 SF at 12240 Oakland Blvd. in HIGHLAND PARK, MI, and in SHELBY TOWNSHIP, MI. They have recently received approval for the projects. ALABAMA: An Aerospace company is planning to invest $45 million for the expansion, renovation, and equipment upgrades on their manufacturing facility in COURTLAND, AL. Completion is slated for late 2026. TEXAS: Residential glass products mfr. is planning to invest $30 million for a 195,000 SF expansion of their manufacturing and warehouse facility in WAXAHACHIE, TX. They are currently seeking approval for the project. Completion is slated for late 2023. About the Author: Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.
Merry Christmas and Happy New Year
Santa will hopefully be good to you and provide you with an unexpected taxable income along with a few tax strategies to minimize the Federal and State tax bites. I suspect that if you find yourself in this situation you are at the head of your class this year. So, good for you! Is a repeat in the offing? Based on what I have been reading I would not count on it. On October 28 I heard a report that 97% of CEO are planning for a recession. I guess that would include all of you. The Duke Q3 CFO survey indicates: Growth expectations for the next 4 Quarter are lower than the 22 results Inflation cited as the most pressing concern Firms well below prior-year level, but holding steady Expect elevated price pressures with a slight reduction in 23 Expect price pressures to continue for more than 12 months. Most passing some % of increases through to customers. Hard to find and keep high-skilled employees. Expect hiring conditions to stay the same Being we are in “that” time of the year; I would suggest you schedule a meeting with your banker and tax folks to find out where you stand with your financial arrangements and tax position. I came across three articles that I am going to ask Dean to put on the website, so you determine if you need to follow up on anything as it pertains to your situation. Two are BDO Tax Strategist pieces. One discusses the use of accounting methods to defer tax. The second is on planning for NOLs in the current environment. Good stuff, both of them. The third piece titled 5 TAX ISSUES TO KEEP YOUR EYES ON (https://www.aicpa.org/resources/article/dont-fall-into-a-lull-five-tax-issues-to-keep-your-eyes-on?utm_medium=email&utm_source=SFMC_RAVE&utm_campaign=&utm_content=501416&AdditionalEmailAttribute2=&AdditionalEmailAttribute3=&AdditionalEmailAttribute4=&AdditionalEmailAttribute5= ) is an AICPA piece. If there ever was a year to make your tax bill decrease and as a result keep more cash flow, this is the year to do it. As far as your banker goes, they are only interested in two things. Collateral Value and Debt Service Coverage. Be prepared. If you have recent equipment valuation stats, be ready to provide them. If your internal statement book value is less than the appraisal value (OLV) point it out as “hidden equity.” If you also provide a report on your used equipment sales to show this spread is real …that will help as well. And if you are or should be one of the 97% expecting a recession, explain how you plan to deal with that issue. The CFO survey results (above) make good talking points. To get a better handle on all these economic issues facing you and us I am going to suggest you buy yourself a book to read over the holidays that will help you understand where we are at currently and what is going to happen as globalization is reversed in the coming years (not at long as you think). Absolutely readable, understandable, and fascinating. I CAN NOT PUT IT DOWN. The good old USA made this globalization work which made goods and service providers SMARTER, BETTER, AND FASTER which in turn lowered pricing and raised the world’s standard of living. Now that the USA may no longer be interested in this economic concept things are going to change. I will say no more. Read it yourself and give a copy to high school and college students. They will find it useful as well. What did you think about last month’s article that mentioned the OEM direct sales potential? I can see it happening and wonder why it has taken so long. Be more of a build-to-order program which would reduce inventory levels as well as absorption costs you now have to cover to offset new equipment sales costs. In fact, the whole basic dealer income silos and departments will be changing as well. As EVs become more prevalent, as lithium batteries become more of the norm, as customers ask for that SMARTER, BETTER, AND FASTER (SBF) product, eventually your aftermarket revenues as a percent of sales will decrease. On the other hand, I expect rentals to boom during this time and for the next decade. With a lack of techs. A lack of drivers. And with a general lack of finding skilled personnel, a size reduction of a dealership may be just what we need to keep things going profitably. This SBF is already taking place in the construction industry. Contractors are taking steps to do more with less. And they are succeeding. And in many cases, OEMs are helping with the process. Take a blank piece of paper and start thinking about how your dealership will look in 5 years, or 7 years. In either case, based on what was in the McKinsey report, your operation will need to change or stand to lose your position in your territory. I would take that report seriously. I would also train more people in the rent-to-rent business. If you do not provide the utilization for a daily, weekly, or monthly fee, I am sure the Bid Boys will find a way to do so. The name of the book is: The End of THE WORLD Is Just BEGINNNING…. Mapping the Collapse of Globalization By Peter Zeihan Have a great 2023. About the Columnist: Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993. E-mail editorial@mhwmag.com to contact Garry.
Concentric, LLC acquires Texas Motive Solutions
Concentric, LLC, the national provider of DC power management for the material handling and critical power industries, announced the acquisition of Texas Motive Solutions, a top provider of service solutions to forklift dealers across Texas. This acquisition expands Concentric’s footprint and capabilities for customers in two of the top 10 US logistics markets, Dallas and Houston. An exclusive provider of Hawker Powersource, Inc., Texas Motive Solutions has a well-established reputation for delivering efficient service in the battery sales and solutions niche alongside a strong team of expert, service-minded technicians. The company is led by Evin Sisemore, a veteran of the battery industry. She founded Texas Motive alongside her husband, attorney Justin Sisemore in 2018. “Evin Sisemore has built one of the most dynamic sales and service teams in the forklift power industry, a sector that has historically lacked female figures in key leadership positions. We are humbled to add one of the industry’s best to our team at Concentric. Evin’s focus on the customer and forklift dealer aligns directly with our own mission to bring consistency, safety, and cost savings to our partners. We will be merging all Texas operations under Evin’s leadership and look forward to continuing to support our customers’ future success,” said Concentric Chief Operating Officer, John Winter. “We are excited to support Concentric’s success in the Texas market while expanding the services and capabilities we provide to our current customer base. High-velocity facilities are historically underserved in the forklift power industry and we look forward to helping them meet the challenges they’re facing while delivering results in an increasingly complex supply chain” said Evin Sisemore.
Plastics Industry Association statement in observance of National Recycling Day
Matt Seaholm, President & CEO of the Plastics Industry Association (PLASTICS) released the statement below in observance of National Recycling Day, or America Recycles Day, the official national observance dedicated to promoting recycling across the United States. “Recycling Day reminds us that without the actual process of recycling, we would head down the wrong path in the face of environmental challenges. Recycling is real and the plastics industry is committed to solutions in sustainability that reduce plastic waste. “The plastics industry has invested billions of dollars into recycling technology in an effort to increase recycling rates with billions more announced, and we are proud to be part of the solution. While the recycling efforts of communities and businesses throughout the United States have helped with the success and growth of recycling rates, America can do better. “The great news is that we are recycling billions of pounds of plastic every year and that number is only going up – but we need to recycle more. Working with other industries in the recycling stream, we need to make it easier for consumers to get more material to our recyclers and keep that valuable plastic in the economy instead of in a landfill. “Plastic is a miracle material that saves lives, saves energy, saves food stocks, reduces emissions, and improves our quality of life. We are working hard on implementing solutions to the environmental challenges that we face: We love plastic, but we hate plastic waste.” Background: According to the U.S. Environmental Protection Agency, America Recycles Day was created twenty-five years ago as a recurrence each year to recognize the importance and impact of recycling, which has contributed to American prosperity and the protection of our environment. The recycling rate has increased from less than seven percent in 1960 to the current rate of 32 percent. The EPA has found that recycling and reuse activities in the United States annually accounted for 681,000 jobs and $37.8 billion in wages.
Women In Trucking Association names Trina Norman of UPS as 2022 Influential Woman in Trucking
The Women In Trucking Association (WIT) presented Trina Norman, Southern California Feeder Operations Manager, UPS, with the 2022 Influential Woman in Trucking award. The award is sponsored by Daimler Truck North America (DTNA) and recognizes the achievements of female role models and trailblazers in the trucking industry. The winner was announced during the WIT Accelerate! Conference & Expo in Dallas, Texas. The announcement came after the panel discussion, “When Remarkable Women Do Remarkable Things.” Panelists consisted of the finalists for the 2022 award: Jill Quinn, President, Centerline Drivers, Mari Roberts, Vice President of Transportation, Frito-Lay, and Lindsey Trent, President & Co-Founder, Next Generation in Trucking Association. The panel discussion was facilitated by Kelley Martin, Director of Strategic Pricing, Daimler Truck North America. “While all four finalists were exceptional, Trina Norman stood out due to her passion for giving back to her community while supporting her team and her company as she leads them toward success,” said Ellen Voie, WIT president and CEO. Norman’s employment with UPS spans three decades where she has proven to be a well-rounded leader and a global citizen. She is a member of Delta Sigma Theta Sorority, Incorporated, where she has served as an activity member for 24 years. She also mentors and sponsors young college students to achieve their academic goals while attending college. Her mission is to recruit, empower, mentor, and encourage women to join the elite women behind the wheels at UPS. In 2019, Norman helped to lead the charge and was instrumental in charting the first Women in Operations business resource group in South Cal. In honor of her leadership and game-changing methodology, she was granted the game-changer award in March of 2022. In April of 2022, she was the recipient of the corporate trailblazer award for both Diversity, Equity and Inclusion, and Women In Operations. In July 2022, she was the recipient of the Visionary Leader Award for excellence in undertaking extraordinary efforts to enhance the operational experience. “On behalf of Daimler Truck North America, a hearty ‘congratulations’ to Trina Norman for earning the recognition as the 2022 Influential Woman in Trucking,” said Kary Schaefer, chief engineer, cab systems and entire vehicle engineering at DTNA and WIT board member. “It was a remarkable field of nominees for this year’s award and all share the distinction of driving the trucking industry forward for all women.”
Walmart awarded inaugural Women In Trucking Technology Innovation Award
The Women In Trucking Association (WIT) awarded Walmart the inaugural Technology Innovation award, sponsored by Clean Harbors. The announcement took place at the WIT Accelerate! Conference & Expo held in Dallas, Texas. The newly created award recognizes innovation, vision, and technical achievements that support and advance the trucking industry. Nominations were open to any WIT member who has contributed innovative technical or mechanical solutions, ideas, or practices in the commercial motor vehicle industry. “We’ve seen firsthand how well Walmart’s fleet operates. That’s, in large part, due to their applications and automation. Calling Walmart a ‘world-class organization’ in this regard seems almost an understatement,” said Michelle DeStefano, Sr. Director of Employee Engagement, Clean Harbors. “There could be no better selection as the winner of the first Clean Harbors technology award, in our eyes. Congratulations to all involved!” Walmart was selected for the innovation of NTransit, a mobile software application built to provide their fleet drivers with a world-class, frictionless experience in the cabs of their trucks. NTransit starts by providing the drivers with a single platform for all the tools and information they need to move freight across Walmart’s supply chain while staying connected with the dispatch office and other important stakeholders along their journey. This helps to minimize excess time spent at locations and enables the driver to efficiently move through their workday. NTransit is also a communication platform that informs the driver of any traffic incidents or unsafe conditions, so the driver has all the information needed to go about their day on the safest and most efficient routes. NTransit also provides real-time location tracking to provide ETAs to the Walmart stores on the driver’s route, ensuring the store is ready to receive and unload their freight and get the driver back on the road quickly. Additional enhancements are in development to further digitize the driver’s experience, including the ability to make paperless deliveries and move right through the gate at warehouses without having to stop for paperwork review and seal validation. Integrated within the application is a satisfaction survey that provides Walmart drivers with a voice to rate their experience at stops along their route, as well as their overall experience with the application. With this feedback, Walmart product and technology partners can listen to and stay close to the voice of the customer, and their drivers, and push ongoing development of new features and enhancements, which continue to enrich and improve the driver experience. “The technology innovation award helps promote our mission to address obstacles our members face in the trucking industry,” said Ellen Voie, WIT president and CEO. “The NTransit app provides Walmart fleet drivers with the technology to experience a more user-friendly, simpler, and intuitive process to stay connected from start to finish for each trip. This removes much of the uncertainty drivers often experience during their daily deliveries.” Finalists for the award, Relay Payments and REVOLOK USA LLC, were also recognized during the Accelerate! Conference & Expo.
WERC announces 46th Annual Conference coming to Orlando
The Warehousing Education and Research Council (WERC), a division of MHI, is pleased to announce the WERC 46th Annual Conference coming to Orlando, FL June 4-7, 2023. Themed around “Growth Through Disruption,” this in-person event will be hosted at the Hilton Orlando in Florida. The conference will feature three days of education sessions that address the current concerns of WERC members, like ongoing workforce challenges and escalating costs in three categories: People, Processes, and Systems and Data. The conference will also feature three keynotes: Jim Knight: two decades leading Global Training at Hard Rock International Libby Gill: a change management educator and leadership coach who previously led communications at Sony, Universal, and Turner Broadcasting Joe Theismann: Super Bowl winner and most productive quarterback in Washington Redskins history “We’re thrilled to be meeting together again as warehousing professionals to lift and educate the industry,” says Michael Mikitka, EVP for MHI Knowledge Center and WERC. “The WERC Conference has historically been a place for professionals to gather together to exchange information to solve top-of-mind issues that face warehousing professionals as well as an excellent venue to network and make connections in our industry.” There’s no better place to meet and reconnect with friends, colleagues, and peers. You won’t want to miss the camaraderie and shared, face-to-face interactions that make the conference so relevant, powerful, and valuable to those who attend. Companies also have the opportunity to become a sponsor for the WERC conference. Sponsors have the opportunity to host an educational session and a kiosk in the general session room. To learn more about becoming a sponsor and all sponsorship options, view the prospectus.
Manufacturing Technology orders up 13% in September despite anticipated economic slowdown ahead
New orders of manufacturing technology totaled $519.3 million in September 2022, according to the latest U.S. Manufacturing Technology Orders Report published by AMT – The Association For Manufacturing Technology. September 2022 orders were up just under 13% from August 2022 but down 12.4% from September 2021, marking the first time an IMTS September had a lower order value than the year prior. Total orders in 2022 reached $4.2 billion, an increase of 2.7% over the first three quarters of 2021. “We’re seeing the typical bump in orders brought on by IMTS and ‘the IMTS effect,’ but orders throughout 2022 are expected to fall short of 2021 order levels – the largest year in the program’s history,” said Pat McGibbon, chief knowledge officer at AMT. “The backlogs built over the last 18 months have lengthened delivery times and weigh on the decision to continue investing in additional equipment.” Demand for additional domestic capacity and augmenting current production lines with automation has driven orders. In September 2022, that was particularly apparent in orders for forming and fabricating machinery. Appliance imports have fallen by nearly one-third but largely because of supply challenges, not a lack of demand. Appliance and HVAC manufacturers are increasing domestic capacity to bridge this gap, and that can be seen in the USMTO data. Supply chains for the aerospace sector are continuing to increase domestic capacity, particularly for cutting equipment, in an attempt to reduce reliance on foreign components. Likewise, manufacturers of agricultural equipment are continuing their investments in capital equipment. The agricultural sector has been feeling the brunt of recent labor shortages, which has necessitated the investment in more efficient, automated machinery. Additionally, with the growing unpredictability of Ukrainian grain exports, more reliance has been placed on expanded U.S. production. Despite the anticipated slowing economy as 2022 closes and 2023 begins, the manufacturing sector remains to hum at near-full capacity. “Quotations remain high, and anecdotally, we’re hearing that demand from our customer industries is not slowing,” said McGibbon. “While signs are positive now, we do expect orders to be softer the remainder of the year for most production equipment – with the exception of advanced and automation technologies. These technologies are in high demand to address the tighter labor market and increase the productivity of existing capacity. Also, continued efforts by North American manufacturers to increase their regional supply chain will continue to mitigate the modest decline in demand for durable goods. The softer order levels will provide the opportunity for manufacturing technology providers to convert their backlogs into shipped orders.” The United States Manufacturing Technology Orders (USMTO) Report is based on the totals of actual data reported by companies participating in the USMTO program. This report, compiled by AMT – The Association For Manufacturing Technology, provides regional and national U.S. orders data of domestic and imported machine tools and related equipment. Analysis of manufacturing technology orders provides a reliable leading economic indicator as manufacturing industries invest in capital metalworking equipment to increase capacity and improve productivity.
Building top of the sales funnel: In-House or Outsourced
Every small and mid-sized business cares about one thing: a consistent flow of sales. Every time you close a new customer, your company drives revenue, fueling your company’s growth and expansion. After each close, management asks itself, “How do we find our next best customer?” What does a Sales Funnel need to Survive? It goes without saying that a sales funnel needs high-quality sales leads. But those who put those leads into the funnel are your sales hunters or SDRs that are skilled at industrial prospecting and cold-calling strategies. However, that’s still not enough to feed the sales funnel in today’s economic environment. You will need to add precision targeted data, training, technology, sales automation, and those that are experienced or certified to use these tools. The Cost of Building the process Now it’s time to put some numbers to the tools and people needed to fill the sales funnel. This is separate from the cost of marketing and their programs. How many hunters or SDRs do you need and what is the consistent time commitment they will perform outbound calling efforts week after week? In addition to calling, if the hunters or SDRs are to manage the deals, quoting, or sales admin-oriented tasks, you know the number of outbound calls will go in cycles. What will that do to the sales funnel? So the decision must be made: Do you hire a dedicated in-house hunter team or do you outsource the efforts to a company that specializes in the field? Building the In-House hunter team Let’s discuss the costs associated with building an in-house team of sales hunters or SDRs. Finding the Right Talent – In a low or high unemployment rate, finding the right talent is like finding a needle in a haystack. Now add the need for experience in the industrial or manufacturing environment, and you’ve narrowed your talent pool to very low numbers. If you use a staffing agency to help place new talent, you can expect to pay 10-20% of the SDRs annualized salary, typically $5-15K. That’s always a cost most forget to include. Salary, Benefits & Commissions – Let’s say you found a few to fill these positions. Add the salary, benefits, and negotiated commissions, and work from home, you have a bit of a hefty bill to pay every two weeks. Let’s not forget, they will need training and software in order to do their job. That’s always a cost most forget to include. Software Tools – It is worth mentioning software as its own line item. To effectively hunt and communicate with prospects, you need a CRM. There are many choices in the market, everything from free to $15k for the year. Let’s not forget our favorite social media tool for professionals, LinkedIn. You can use the ‘free’ version, but most want to use Sales Navigator, which includes another $1k for each person on your team. These are the main software tools, but if you use a bulk email sender or other tools, those are cost factors as well. List Development – It’s imperative that before you get your hunters or SDRs on the job, they will need clean, quality lists. These lists will need to contain the right level of contact, with title, email, and most importantly, cell phone numbers. Everyone works from home…right? Every time the hunter or SDR makes a call and the person is no longer there or the phone number doesn’t work, that just costs you money. So now you need to get a list that is high quality for your new rep. Do you know where to go? Have you used that list before? What was the quality? These questions are imperative to understanding the cost of purchasing a new list, and the cost of using an old list. Acquiring quality new data can range from less than $1k to tens of thousands of dollars. Outsource: The caution first Let’s first address the caution. Not all outsource lead generation companies are the same. Time, effort, and discussions need to happen in order to know if you have the right company. Many outsourced business development agencies specialize in specific verticals, like software, financial, or manufacturing. First, do they have the right industry experience for you? Just don’t take ‘yes’ for an answer, get a reference or two…and call. Next, understand their process. The more transparent, and the more they prove their process by ‘doing’ the more you’ll gain confidence in their ability to deliver pipeline. Again, calling a couple of references and asking their right questions will help reveal their true experience. Finally, the Terms of the Agreement. Are they asking you to sign a contract for the next year for over $15k per month? Or do they have smaller, more flexible packages that allow you to “dip your toe in the water” while mitigating risk if KPIs and deliverables are not met? Yes, these terms do exist. Outsource: The Benefits Now that some of the common pitfalls are out of the way as you know what you need to do to validate them, let’s get to some of the benefits. Streamline sales efforts and time. Now, it is always good to have a portion of the sales rep’s time on their own calling efforts, but outsourcing will allow their time to be more productive as they are working on identified and qualified deals. Internal bandwidth. While there is typically an initial onboarding process with outsourced business development agencies, over the long term you have the option to determine how involved you want to be in your program. However, you don’t have to worry about the day-to-day management, oversight, and training of SDRs. Any reputable outsourced sales agency will have developed a basic understanding of your current and future initiatives and will assist you in anticipating and implementing any changes to your program seamlessly, with minimal attention required from you. While you’ll get more inexperienced talent that may or may not stay for more than a
Industry prepares for continued rate hikes as wholesale trade adds 15,000 jobs in October and inflation shows tepid signs of deceleration
An economic slowdown is likely in the next 6 to 12 months with the onset of regular rate hikes. The industry encourages the federal government to avoid enacting policies that may increase the likelihood of a global recession The National Association of Wholesaler-Distributors (NAW), which is the voice of the 7.4 trillion-dollar wholesale distribution industry, and employs more than 5 million U.S. workers, reacted to the newly released October jobs report; cautioning the federal government to refrain from aggressive economic overcorrection and reckless spending that will fuel ongoing economic uncertainty. According to the Bureau of Labor Statistics, the US economy added 261,000 jobs in October, as unemployment inched up to 3.7% and Wholesale Trade added 15,000 jobs. Additionally, employment in wholesale trade increased by an average of 17,000 per month thus far in 2022, compared with 13,000 per month in 2021. “Today’s jobs report shows that six consecutive rate increases from the Federal Reserve have barely had an impact on the labor market,” said NAW CEO Eric Hoplin. “Combined with the rate increase announced on Wednesday, these numbers indicate that our economy has not slowed down enough to counter record-breaking levels of inflation. Additionally, increased rate hikes increase the likelihood of a recession as industries pull back in anticipation of economic unrest. NAW will continue to monitor the economic situation for our members and for the wholesale distribution industry. Once again, we urge the federal government to avoid unnecessary spending that will continue to fuel economic hardship in this country,” concluded NAW CEO Eric Hoplin.
Shawn Marken Honored with PTDA Foundation’s 2022 Wendy B. McDonald Woman of the Year Award
Shawn Marken, BDI, has been honored as the 2022 recipient of the PTDA Foundation’s Wendy B. McDonald Woman of the Year Award. The award recognizes a woman who has established herself as a critical contributor to her company’s success and has affected positive change in the power transmission/motion control industry at any level in her career. Marken’s career began at Bearing Service Co. at a time when women were not given many opportunities for advancement. During her 40-plus-year career, she advanced into various leadership and management positions—from personnel supervisor to insurance administrator, to database editor, and many more. Today, she works as the manager of BDI’s Priority Accounts Data Support Team. She and her team manage large customer files ranging from 500 to 40,000+ lines. “Shawn has built a foundation of excellence in data management and process automation that has been taught to many others within our company,” says her colleague, Bill Shepard, vice president. “She is one of the primary resources that has enabled BDI to grow the priority accounts business over the past 15-20 years––one of our largest and fastest growing segments. There are not any significant priority account relationships that Shawn hasn’t played an integral role in winning, implementing, and optimizing.” Shawn is a sought-out colleague for her business acumen as well as her desire to grow the knowledge and experience of her team. As one colleague described Shawn in a letter to BDI’s U.S. president: “Shawn is not a manager. She is a leader. She has shown an abundance of patience, kindness, and understanding. She is constantly busy with her work, but always makes time to not only answer questions our team has (and we have a lot), but she makes it a point to TEACH us the answers.” The Wendy B. McDonald Award was established by the PTDA Foundation in 2014 to honor its namesake––Wendy B. McDonald––a true power transmission/motion control (PT/MC) industry pioneer. Read more about Shawn and this award at ptda.org/WendyBMcDonaldAward
NRF predicts healthy holiday sales as consumers navigate economic headwinds
Holiday spending is expected to be healthy even with recent inflationary challenges, as the National Retail Federation today forecast that holiday retail sales during November and December will grow between 6% and 8% over 2021 to between $942.6 billion and $960.4 billion. Last year’s holiday sales grew 13.5% over 2020 and totaled $889.3 billion, shattering previous records. Holiday retail sales have averaged an increase of 4.9% over the past 10 years, with pandemic spending in recent years accounting for considerable gains. “While consumers are feeling the pressure of inflation and higher prices, and while there is continued stratification with consumer spending and behavior among households at different income levels, consumers remain resilient and continue to engage in commerce,” NRF President and CEO Matthew Shay said. “In the face of these challenges, many households will supplement spending with savings and credit to provide a cushion and result in a positive holiday season.” NRF expects that online and other non-store sales, which are included in the total, to increase between 10% and 12% to between $262.8 billion and $267.6 billion. This figure is up from $238.9 billion last year, which saw extraordinary growth in digital channels as consumers turned to online shopping to meet their holiday needs during the pandemic. While eCommerce will remain important, households are also expected to shift back to in-store shopping and a more traditional holiday shopping experience. “This holiday season cycle is anything but typical,” NRF Chief Economist Jack Kleinhenz said. “NRF’s holiday forecast takes a number of factors into consideration, but the overall outlook is generally positive as consumer fundamentals continue to support economic activity. Despite record levels of inflation, rising interest rates, and low levels of confidence, consumers have been steadfast in their spending and remain in the driver’s seat.” “The holiday shopping season kicked off earlier this year – a growing trend in recent years – as shoppers are concerned about inflation and availability of products,” Kleinhenz said. “Retailers are responding to that demand, as we saw several major scheduled buying events in October. While this may result in some sales being pulled forward, we expect to see continued deals and promotions throughout the remaining months.” Kleinhenz’ comments mirror NRF’s consumer data, which shows that consumers have been kicking off their holiday shopping early over the last decade in order to spread out their budgets and avoid the stress of holiday shopping. This year, given concerns around inflation, 46% of holiday shoppers said they planned to browse or buy before November, according to NRF’s annual survey conducted by Prosper Insights & Analytics. Still, consumers plan to spend $832.84 on average on gifts and holiday items such as decorations and food, in line with the average for the last 10 years. NRF expects retailers will hire between 450,000 and 600,000 seasonal workers. That compares with 669,800* seasonal hires in 2021. Some of this hiring may have been pulled into October as many retailers are eager to supplement their workforces to meet increased consumer demand. While retailers face a multitude of challenges, one is totally out of their hands. Weather, as always, plays a role in holiday retail sales. The National Oceanic and Atmospheric Administration is forecasting warmer-than-average temperatures for the Southwest, Gulf Coast, and Eastern Seaboard, which cover a large swath of the U.S. population, but wetter and snowier conditions are expected for parts of the northern tier. NRF’s holiday forecast is in line with the organization’s full-year forecast for retail sales, which predicted retail sales will grow between 6% and 8% to more than $4.86 trillion in 2022. NRF’s holiday forecast is based on economic modeling that considers a variety of indicators including employment, wages, consumer confidence, disposable income, consumer credit, previous retail sales, and weather. NRF’s calculation excludes automobile dealers, gasoline stations, and restaurants to focus on core retail. NRF defines the holiday season as November 1 through December 31. *The methodology used to calculate holiday retail employment in 2020 was changed to accommodate the sizeable impact of COVID-19 on overall industry employment. In 2021, NRF returned to a traditional employment buildup method. Additional holiday information is available on NRF’s Winter Holidays web page.
Michael Cinquemani, Master Power Transmission, honored with PTDA Warren Pike Award
The Power Transmission Distributors Association (PTDA) has named Michael Cinquemani the 31st recipient of its Warren Pike Award for lifetime achievement in the power transmission/motion control (PT/MC) industry. He received the accolade during the PTDA 2022 Industry Summit on October 28 in Nashville. Established in 1984, the Warren Pike Award honors individuals who have demonstrated outstanding, continuous, long-term support of PTDA and the PT/MC industry and is only presented when an individual’s achievements merit this prestigious recognition. Warren Pike Award recipients are selected by the PTDA Board of Directors. Michael’s dedication to the industry began early in his career with Rockwell Automation. The 2007 sale of the company to Baldor Electric Company gave him the opportunity to demonstrate his acumen in leading people and building relationships. In 2010, Michael bought Master Power Transmission, where he inspires and motivates his team on a daily basis. Michael began attending the PTDA Industry Summit in 2004 and was quickly tapped as a volunteer on the Membership Committee. From there, Michael served on more than nine committees and task forces, including leading as the Manufacturer Council as chair and serving on the PTDA Board of Directors for multiple terms. With a passion for giving back and building the next-generation workforce, Michael facilitated a full-day workshop at the Leadership Development Conference in 2016. In his acceptance speech, Michael shared, “Working with friends makes for trusting relationships which elevate our performance. This makes us more effective in our jobs. I am thankful to have had the opportunity to work in this industry with my friends.” The Power Transmission Distributors Association (PTDA) is the leading global association for the industrial power transmission/motion control (PT/MC) distribution channel. Headquartered in Chicago, PTDA represents power transmission/motion control distribution firms that generate more than $19 billion in sales and span over 2,700 locations. PTDA members also include manufacturers that supply the PT/MC industry.
Federal Reserve Board raises interest rates for the sixth time this year as inflation soars
NAW urges the government to rein in out-of-control spending The National Association of Wholesaler-Distributors (NAW), which is the voice of the 7.4 trillion-dollar wholesale distribution industry, and employs more than 5 million US workers, issued the following statement today in response to the Federal Reserve’s announcement that it is once again raising interest rates by 75 basis points to curb inflation. “Unprecedented spending by the federal government has set us on a path of economic uncertainty,” said NAW CEO, Eric Hoplin. “The Federal Reserve Board has raised interest rates for the sixth consecutive time this year, which may lead to an overcorrection that will send the US economy tumbling into a complicated recession. Wholesaler-distributors and their employees are being hit with rising food and energy prices, potential labor strikes, workforce shortages, supply chain challenges, and increased costs. As consumer demand outpaces supply, and our industry works to fully recover from the global pandemic, NAW urges federal lawmakers to rein in out-of-control spending and avoid any potential legislation that will only make matters worse. Americans are having to tighten their finances and cut back on unnecessary spending during these difficult economic times. Perhaps Washington should take note and do the same,” concluded NAW CEO Eric Hoplin. NAW is one of America’s leading trade associations, representing the $7.4 trillion wholesale distribution industry. Founded in 1946, NAW is comprised of national, regional, and state employers of all sizes, industry trade associations, partners, and stakeholders spanning all sectors of distribution. Our industry employs more than 5 million workers throughout the United States and accounts for 1/3 of the U.S. GDP. There are 35,000 wholesale distribution companies that operate nearly 150,000 places of business across North America, including all 50 states. NAW’s mission is to deliver world-class programs and services, designed to help the most dynamic companies in wholesale distribution succeed. Our programming is tailored for the CEOs, senior executives, and rising leaders at our member companies and associations. Members engage with NAW through our offerings in Thought Leadership, Networking, Executive Education, Benchmarking/Research, and Shared Resourcing. Partnerships, Government Relations, and Public Affairs.
ASSP helps safety and health professionals get recognized
Occupational safety and health professionals create safe work environments in all industries around the globe, helping workers return home safe and healthy to their loved ones at the end of the day. Through its organization-wide awards program, the American Society of Safety Professionals (ASSP) puts a spotlight on many dedicated members and member groups that advance workplace safety and the profession. Nominations are encouraged. ASSP’s top annual recognitions include the Honor of Fellow, ASSP Safety Professional of the Year, William E. Tarrants Outstanding Safety Educator, and the Thomas F. Bresnahan Standards Medal for achievement in workplace safety standards. “We are pleased to acknowledge the work our members do to protect workers, save lives and help businesses succeed,” said ASSP President Christine Sullivan, CSP, ARM. “Our Society consistently highlights these special individuals and groups, and we welcome nominations from the safety field to make sure we don’t miss the brightest stars.” Additional honors that ASSP presents to safety and health professionals each year include: ASSP Foundation Distinguished Service Award Chapter Awards Charles V. Culbertson Outstanding Volunteer Service Award Council on Practices and Standards Safety Professional of the Year Outstanding Student Section Award (for colleges and universities) Practice Specialties and Common Interest Groups Community Award Practice Specialties and Common Interest Groups Safety Professional of the Year President’s Award Professional Safety Article of the Year Region Safety Professional of the Year “Our many vibrant ASSP communities worldwide, from chapters to practice specialties to common interest groups, contribute to our mission of creating safe work environments,” Sullivan said. “We’re focused on recognizing the many deserving members who consistently help propel safety forward.”
Women In Trucking Association announces its November 2022 Member of the Month
The Women In Trucking Association (WIT) has announced Raquel Sanchez as its November 2022 Member of the Month. Sanchez is a feeder driver for United Parcel Service (UPS). When Sanchez joined the Army National Guard in 2011, she was offered the opportunity to drive a truck. Inspired by her father, Jim Sanchez, who has been a driver for UPS for more than 38 years, she realized her love for being behind the wheel. Sanchez left the military after eight years and continued doing various jobs, however, never felt completely satisfied in her work. Following the passion she found for driving trucks, Sanchez began her career at UPS in August 2019 as a part-time employee and loaded packages onto delivery trucks. Progressing quickly, she became a delivery driver and eventually began driving a semi-truck for UPS in February 2022. Most recently, Sanchez and her father made history by being the first father-and-daughter long-haul team on the West Coast. “As someone who is just starting their career, I feel blessed to have my dad by my side as a mentor,” said Sanchez. “In 1997, my dad was on the first experimental UPS sleeper team when I was just seven years old. Who would have thought I would be his partner all these years later?” Since long-haul driving is a mostly sedentary job, Sanchez believes in the importance of staying healthy and focuses on nutritious foods to stay energized behind the wheel. Additionally, when she is not driving, she makes it a priority to spend time in the gym, saying, “staying healthy allows me to keep moving packages from one destination to the next and I know I am doing my part to move the world forward by delivering what matters.” Sanchez feels a sense of accomplishment driving a truck and encourages other women to pursue a career in this industry, saying, “more than 70 percent of goods and services are delivered by trucks, and being able to deliver loads on time gives you a sense of self-importance and value and I feel proud of the work I do after completing my last stop of the day.”