Future Business Silos
You have been following your standard business silos for many, many years. Let’s see, what do we have now: New sales Used sales Parts Service Short-term rentals Rentals with maintenance Rent to own (maybe) Other revenues and consulting I am not going to get into the GP Margins, since today’s numbers are all screwed up because of the pandemic and material and chip shortages that in turn increased your cost and thus your margin dollars even if you sold units below your expected margin percentage. And then the digital age hits you suggesting that you will have to modernize your systems and procedures to get more productive and thus improve your major KPIs. And then AI hits you and everybody telling you what you need to do to further improve the use of your data to increase sales, manage inventory, manage service and parts transactions, upsell other work and equipment, train and manage employee levels, and complete this upgrade while you are still managing to get back on track once inflation cools down to a level you can work with. Not only do you have to educate and plan for the future needs of your customers, OEMs, bankers, and employees, but your customers finding themselves in the same boat as you are going to expect guidance from you on how to upgrade their warehouse facilities whether they be a distributor or manufacturer. There are tons of emails and webinars to suggest how to adopt both the digital and AI worlds and receive financial results that will make you and them more profitable because of being more competitive in your markets. Competitive meaning your costs are lower, and your transactions are completed faster, with systems now available to customers to allow them to find, order, buy, receive, and pay for what they ordered when they need it. And, if possible, they would like this to happen without having to talk to anyone. Now you know what you must plan for. An example of what will be coming down the pike is provided by a company called Symbotic. They provide automation technology that reimagines the supply chain by developing technology that uses AI-powered robotics and software to provide the most efficient warehouse solution on the planet. Walmart, Target, and Albertsons are customers. Symbotic uses four steps to manage a warehouse. The Inbound Cell, where they process incoming pallets into storage. They can process 1700 cases per hour, compared to manual operations where 90-250 would be the norm. The Storage Structure, where products move at 25 miles per hour and are packed in ways that maximize vertical and horizontal storage density. As a result, customers can increase storage volume without increasing their real estate footprint. Case Retrieval comes next where orders are moved to outbound lifts and sequenced to Outbound Cells. Outbound Cells receive goods that have been ordered that are then palletized by density and stability at a cell rate of 1350 cases per hour. The ROI is outstanding because of LOWER OPERATING COSTS, 5-9x OUTBOUND EFFICIENCY IMPROVEMENT, 30-60% FOOTPRINT REDUCTION, INCREASED PALLET CAPICITY, LOWER TRANSPORT COSTS, FASTER INVENTORY TURNS AND 99.99% TASK ACCURACY. Sure, this is not cheap to do at present, but I can assure you that it will be available for more users sooner than you think. As your distributor or manufacturing warehouse customers read about results like this using robots and systems to reduce costs that would make them more competitive in their market, they will want data and input about these types of systems, which in many cases will fall into your lap for answers and suggestions. Now, knowing these changes are coming, let’s go back to your silos and see how they may change. The BIG change I see is in the CONSULTING AREA. Customers want more from their vendors. Customers will expect a lift truck dealer to provide ideas and suggestions on how to reduce costs and improve efficiency. If you cannot do that, they will find someone who can. Many dealers provide services regarding warehouse operations using internal staff or “partners’ that have more technical expertise to improve upon the systems and procedures currently being used. I assume OEMs would also want to participate in ways where their equipment could be used as more digital changes come into the marketplace. As far as the other silos are concerned, I can see new units that can provide robotic drivers would be in demand at much higher price levels. I can also see that the parts and service business would need to keep these units working and have a very high utilization rate. I don’t see these types of units being utilized through short-term rental but more in line with rental with full maintenance, priced at a premium because these units need to be working at maximum utilization. So, you need a very good group of techs. Maybe the warehouse consulting group has its own parts and service department. Your parts fill rate will also have to be close to 100%. Partnership arrangements of some sort would have to be made with warehouse system developers that could engineer a change in the AI world. There is going to be a lot of money to be made to help distributors and manufacturers reduce their overall material handling requirements. But these opportunities will cost the dealer as well and they develop the expertise to service their customers to a new level of profitability. 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.
Q1 2024 Ends on a strong note with March producing 174 new Industrial Manufacturing planned projects
Industrial SalesLeads just released the March 2024 results for the new 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 174 new projects in the Industrial Manufacturing sector as compared to 150 in February 2024. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing – By Project Type Manufacturing/Production Facilities – 154 New Projects Distribution and Industrial Warehouse – 71 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 60 New Projects Expansion – 46 New Projects Renovations/Equipment Upgrades – 74 New Projects Plant Closings – 16 New Projects Industrial Manufacturing – By Project Location (Top 10 States) Texas – 18 Indiana – 16 Michigan – 14 North Carolina – 12 California – 10 Ohio – 9 Arizona – 7 Illinois – 6 Ontario – 6 South Carolina – 5 Largest Planned Project During the month of March, our research team identified 25 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Intel Corporation, who is investing $28 billion for the construction of a manufacturing and office campus in NEW ALBANY, OH. Completion is slated for late 2026. Top 10 Tracked Industrial Manufacturing Projects SOUTH CAROLINA: EV battery MFR. is planning to invest $1.5 billion for the expansion of its manufacturing facility in FLORENCE, SC. They have recently received approval for the project. Completion is slated for 2027. MICHIGAN: Specialty glass and ceramic product mfr. is planning to invest $900 million in the construction of a solar component manufacturing facility in RICHLAND TOWNSHIP, MI. They are currently seeking approval for the project. Completion is slated for 2028. WASHINGTON: Steel company is considering investing $860 million for the construction of a manufacturing facility and currently seeking a site in WA. Watch SalesLeads for updates. INDIANA: Construction equipment MFR. is planning to invest $725 million for a 300,000 SF expansion and equipment upgrades on their manufacturing facility in LAFAYETTE, IN. They have recently received approval for the project. Completion is slated for late 2027. CALIFORNIA: A pharmaceutical company is planning to invest $562 million for the renovation and equipment upgrades on a 427,000 SF processing, laboratory, warehouse, and office facility at 1000 New Horizons Way in VACAVILLE, CA. They are currently seeking approval for the project. OHIO: Graphite product MFR. is planning to invest $435 million in the construction of a manufacturing facility in NILES, OH. They are currently seeking approval for the project. CALIFORNIA: Startup battery MFR. is considering investing $400 million for the construction of a manufacturing facility and currently seeking a site in NORTHERN CALIFORNIA. Watch SalesLeads for updates. NORTH CAROLINA: Pharmaceutical packaging and containment solutions provider is planning to invest $371 million for the construction of a manufacturing facility in WILSON, NC. They are currently seeking approval for the project. Construction is expected to start in late 2024, with completion slated for 2027. KANSAS: Roofing products MFR. is planning to invest $300 million for the construction of a 275,000 SF manufacturing facility in NEWTON, KS. They are currently seeking approval for the project. Construction is expected to start in Summer 2024, with completion slated for 2027. TEXAS: An aerospace company is planning to invest $272 million for the renovation and equipment upgrades on a 447,000 SF manufacturing facility at 15100 N. Beach St. in FORT WORTH, TX. They are currently seeking approval for the project. About Industrial SalesLeads, Inc. Since 1959, Industrial SalesLeads, based in Jacksonville, FL is a leader in delivering industrial capital project intelligence and prospecting services for sales and marketing teams to ensure a predictable and scalable pipeline. Our Industrial Market Intelligence, IMI identifies timely insights on companies planning significant capital investments such as new construction, expansion, relocation, equipment modernization, and plant closings in industrial facilities. The Outsourced Prospecting Services, an extension to your sales team, is designed to drive growth with qualified meetings and appointments for your internal sales team. Visit us at salesleadsinc.com.
The five ways AI is changing service provision forever in 2024
Machine learning and Artificial Intelligence are increasingly becoming must-have options to assist the growing number of operations and processes in the service industry. Here, Mark Brewer, VP Service Industries at IFS, highlights his five industry predictions—all influenced by AI—for the upcoming year, and the opportunities these new trends open up for the delivery of service, ultimately leading to better customer experiences forever. In as little as two years, half of contact centers will rely on an AI copilot Customer contact centers have always had staffing issues. A global survey by NICE WEM found the contact center attrition rate was an astonishing 42%. Almost a third of agents surveyed were actively looking for a new job, and of those only 60% wanted another contact center role. That’s a lot of disaffected agents. A move to AI-enabled tech stacks in call centers can change this. It’s poised to increase customer satisfaction and help ease the pressure from rising voice call volumes by keeping agents supported, interested, and engaged. Gathering the information needed to resolve a customer call about a vehicle breakdown or a broken boiler is not easy. It’s high-stress and complex for the agent. The necessary details and logistical variables may well be held on multiple systems, yet all must be considered together to achieve a call resolution in real time. Enhancing agent processes with AI applications AI provides a way to support agents with a virtual assistant—a copilot—in real-time as they work processing calls. For example, an AI copilot could automatically triage, and visually prioritize, the most urgent calls for agents on a dashboard, based on voice recognition of key phrases mentioned in a request. Similarly, it could display context-sensitive information as the call is in progress—for example, prompts to try and diagnose a fault, or the proximity and travel time of the nearest qualified engineer. Here, intelligent autonomous technology is not replacing, but instead augmenting the agent, empowering them to deliver a better, more reassuring, and efficient customer experience. Supported by an AI-powered copilot, every agent becomes an expert—including those staff who are new or relatively inexperienced in the role. “Circular by Default” will be the new norm for 70% of service organizations by 2026 With increasing global scrutiny on sustainability, consumers and businesses alike want to retain products and equipment for longer. The circular economy has seen a shift in the sustainability model from stick to carrot: mandatory compliance with regulations has turned into active enthusiasm to become inherently sustainable. Organizations know that consumers now want to buy from environmentally conscious companies. Equally, the outcome-based service model is also becoming more attractive. As consumers start to subscribe to offers such as heating-as-a-service, suppliers can afford to optimally maintain assets to maximize their lifetime, reducing emissions, waste, and recycling. I also expect we will start to see self-healing capabilities being designed into new products such as appliances and vehicles, eliminating the cost, time, and environmental impact of unnecessary field service visits. Computer Vision will enable 30% of asset-centric organizations to see, observe, and understand the world better by 2027 Where AI enables computers to think, computer vision enables computers to see, observe, and understand. For example, in a manufacturing or process environment, AI can be trained to analyze and detect video imagery that would indicate a fault or safety hazard. Already, computer vision is being used in both the oil and gas and the maritime sectors to monitor and detect corrosion, informing timely manual inspections and preventative maintenance, whilst multi-camera-equipped autonomous robots monitor operations in factories and warehouses. Increasingly, passenger and commercial vehicles are now equipped with cameras, capturing video as they drive. By applying suitable image recognition algorithms, this stream data can be used for computer vision, and reporting maintenance issues for infrastructure. Examples include road signs obscured by overgrowth, tree growth abrading overhead cables and phone lines, and vehicles automatically detecting and reporting locations for potholes. Almost one-third of service organizations will introduce autonomous vehicles to boost productivity initiatives One of the key metrics in field service has always been productivity (utilization): the amount of a field engineer’s time actually spent on the job. This ‘wrench time’ typically ranges from anything between 50% and 95%, but most organizations are aiming for around 70 to 80% utilization. Driving can easily occupy 30% of an engineer’s day, with administration adding a further 20-30%. But with the introduction of autonomous vehicles, travel is no longer downtime. With an autonomous vehicle managing the driving, engineers can prepare for their next visit, ensuring they are prepared. Because autonomous journeys are digitally planned and routed, they are exceptionally efficient and take into account EV range and charging needs. Human drivers need help to perform this well. AI-driven IFS Planning & Scheduling Optimization (PSO) removes all the guesswork. As well as planning the optimum schedule and routes, the application uses real-time vehicle telemetry data to dynamically make changes—for instance stopping to charge for 10 minutes, allowing an engineer to reach two more extra jobs, increasing the engineer’s daily productivity by 50%. AI will become the preferred fleet manager for 4 out of 10 asset-centric service providers by 2026 Streamed video data from assets, interpreted by computer vision, will increase the visibility of what the fleet manager can see. For example, wind turbines are routinely equipped with IoT remote sensing. Turbine manufacturers have access to real-time performance and operational data from thousands of assets sold and maintained at hundreds of customer wind farm installations. Thanks to AI, intelligence from cameras, sensors, service records, and digital twin models can give fleet managers ultimate visibility. AI can quickly identify any wind farm that is performing more efficiently and generating more energy than other comparable sites. Moreover, it can compare specifications to pinpoint why: for example, because a site uses a different, and more effective, gearing calibration. At this point AI has identified a competitive advantage, and a sales opportunity for the manufacturer. It automatically generates a proposal to the operator of the under-performing wind farm site,
Dynamic forces in action: A look at the challenges and opportunities in warehousing today
As the nerve center for many material handling operations, warehouses provide an essential role. This month, Material Handling Wholesaler asked a few businesses in the industry about the latest trends in the dynamic environment of warehouse operations. Warehouse solutions At LD Systems, a company that helps warehouse operations find solutions, CEO Bob Sutphen said there have been three areas typically addressed recently. Those are space needs, needs to improve productivity, and a desire to cut down on errors. Sutphen said to address those concerns, LD Systems will first work to determine a company’s culture and customer expectations. “Once we’ve identified that, the next thing we want to do is look at their data,” he said. “Every time we do that, we almost always find things that surprise the customer.” While warehouse operators often are busy looking at production numbers, LD Systems can help identify areas of improvement, according to Sutphen, who said the company has worked on over 500 projects within 75 to 80 different industries. “We’ve learned what things to look for and what data we need to collect,” he said. As system integrators, LD Systems works to develop solutions that will address the needs and concerns based on the data. In the current environment, Sutphen said automating is often advisable. “If there’s an opportunity for automation, we definitely recommend that,” he said, noting one of the problems many warehouses are currently facing is attracting and keeping good labor. E-commerce continues to grow, but Sutphen said the associated costs burden some companies. “We have developed many solutions that can make people efficient, including reducing shipping costs,” he said, adding that he believes e-commerce will keep expanding. “It opens up all kinds of options,” said Sutphen, noting opportunities for packaging and other ways of reaching the end user. But while the volume of e-commerce will likely continue on an expansion track, Sutphen added that he expects some moderation in the pace. “People don’t necessarily always insist on next-day delivery,” he said. “There’s been some moderation in that because of the way parcel companies are charging for their services.” In general, Sutphen said the ideal timeframe for a project with LD Systems is six to nine months. As space becomes more expensive, reimagining existing space is a solution for many warehouses. “I rarely walk into a facility that we can’t do more in the same space,” Sutphen said. He encouraged warehouse operators to keep thinking in terms of innovation. “If you don’t do anything, your costs will increase,” he said, adding that each business’ competitors will continue evaluating how to meet the costs and expectations of the environment. “If you want to be one of the leaders, you have to innovate,” Sutphen said. Efficient and sustainable solutions With recent studies showing that 67% of organizations have environmental KPIs for their supply chains*, a key area of focus for warehouses is sustainability. At Enersys, Samuel Shiroff is Senior Director of Global Sustainability. The global battery manufacturer has set and is pursuing its own climate, energy, and water goals, according to Shiroff, who said the business’ energy use per kilowatt hour of storage is down more than 15 percent and water usage is down 2.5 percent versus 2020. “We are walking the walk,” he said. Shiroff noted that when talking about climate goals, there are three areas of focus or scopes. The first is what is burned, like gas or petroleum. The second is utility-related burns and the third is what is burned in the business value chain. “Scope 3 is very difficult to measure. Everybody is somebody else’s scope three,” Shiroff added. At EnerSys, the aim is to reach neutrality on scope 1 by 2040 and on scope 2 by 2050, according to Shiroff. He said the business’s carbon footprint overall has been lowered by over 4 percent year on year with its Scope 1 (direct emissions) down nearly 25% since 2019. Pursuing sustainability objectives adds value to the company and helps meet the expectations and interests of customers, shareholders, employees, and other stakeholders. The best people in the world don’t want to work for a company that harms the planet,” said Shiroff. In addition, such measures meet or exceed emerging regulations. Shiroff noted that expanding on what regulations demand can be beneficial. “If you do it just for the sake of compliance, you are leaving value on the table,” he said. “The distance between risk mitigation and opportunity creation is incremental.” For those starting out in a sustainability action plan, Shiroff recommended prioritizing aspects of each goal. He added that the internal person or staff working on corporate sustainability can help bring along others in the company. However, there is still a need for those involved to understand the details of what is required. Those businesses obligated to report to the European Union, for example, which Shiroff noted is estimated as at least 7,000 American companies, there are certain sustainability requirements. Shiroff noted that despite legal challenges to the new SEC climate disclosure rules, it would be risky to simply assume that they will be overturned. “The SEC was very careful about what they did,” Shiroff said. For Shiroff it is clear that energy efficiency is a key area of focus, but eventually, we will meet a point where that is maxed out. He notes that we will always need energy, but we do not need to get it from fossil fuels. Shiroff added that rooftops and adjacent property can be viewed as a key resource. “And energy sources within warehouses are also key, such as batteries like those offered by Enersys”, Shiroff said. “Our products themselves enable our customers to reduce their own carbon footprint,” said Shiroff, who said thin plate pure lead batteries are approximately 20 percent more efficient and lithium-ion approximately 25 percent more efficient than lead acid. “Add to that a more efficient charger and just by switching battery technology you can gain more than 30 percent efficiency in energy cost as well as reducing carbon,” Shiroff said. Also key in the pursuit of sustainability is knowing
ASSP elections highlighted by Walaski’s upcoming move to president
The American Society of Safety Professionals (ASSP), has announced its new leaders based on the 2024 Society elections. All terms begin July 1. Pam Walaski will serve as ASSP president for 2024-25. “Our Society’s strength is rooted in our dedicated volunteers and their desire to lead our organization,” said ASSP President Jim Thornton, CSP, CIH, FASSP, FAIHA, whose term ends June 30. “Engaged safety professionals have always defined ASSP, keeping it vibrant while advancing worker safety and health.” ASSP’s top elected positions are president, president-elect, senior vice president, vice president of finance, and directors-at-large. Each is a one-year term on the board of directors, except for the three-year terms of the vice president of finance and directors-at-large. The succession of leaders from senior vice president to president-elect, and from president-elect to president, is automatic. All board members also govern the ASSP Foundation. Following are snapshots of ASSP’s newly elected leaders, whose influence and contributions will help shape the Society and the profession while sustaining the organization as a global leader for workplace safety and health. • President Pam Walaski, CSP, FASSP, is a senior program director with Specialty Technical Consultants and an adjunct faculty member for the Indiana University of Pennsylvania and the University of Alabama at Birmingham. The ASSP Fellow has 30 years of experience, serving as director-at-large from 2018-21. Her honors include the Charles V. Culbertson Outstanding Volunteer Service Award. A member since 2003, Walaski lives in Rimer, PA. • President-Elect Linda Tapp, CSP, ALCM, CPTD, is president of SafetyFUNdamentals, an occupational safety training and consulting firm. She has more than 30 years of experience and holds a master’s degree in environmental health. She was ASSP’s Safety Professional of the Year in 2007 and vice president of finance from 2020-23. An ASSP member since 1989, Tapp will be president in 2025-26. She resides in Madison, NJ. • Senior Vice President Monique Parker, CSP, is senior vice president of safety, environment and health for Piedmont Lithium. She earned a bachelor’s degree in chemical engineering from Tennessee Tech University and has 20 years of safety and health experience. Her career spans many industries, including manufacturing and food production. An ASSP member since 2005, Parker will be president in 2026-27. She resides in Charlotte, NC. • Director-at-Large Scott DeBow, CSP, ARM, is principal of health, safety and environmental for Avetta. He has more than 20 years of progressive leadership experience – including time in the U.S. Navy – and serves as vice president for ASSP’s Georgia Chapter. He wrote the book “Safety Management Systems in a Joint-Employer Environment” that the Society published in 2023. An ASSP member since 2012, DeBow resides in Atlanta, GA. • Director-at-Large Todd Loushine, Ph.D., P.E., M.S., CSP, CIH, is an associate professor at the University of Wisconsin-Whitewater with 30 years of experience in industrial engineering, data analysis and workplace safety. He is vice president of ASSP’s Region V and completed a three-year term as vice president of the Council on Professional Development in 2021. An ASSP member since 2007, Loushine resides in Cottage Grove, WI. Joining these five leaders on the board of directors are Vice President of Finance Thomas Kramer, P.E., CSP, and directors-at-large Steven Gray, CSP, CHST, and Stephanie Johnson, CSP, CHMM. ASSP will name a successor to Public Director Anil Mathur this summer. Jennifer McNelly, CAE, has been the Society’s CEO since 2018. Candidates for the board must be professional members who possess specific qualifications. The criteria include involvement in an ASSP committee or task force, a record of positive contributions to the occupational safety and health profession, support and understanding of the Society’s vision, and being a results-driven motivator. Find a complete list of the Society’s 2024 election results on the ASSP website.
What is the Reality of Selling? The way you do the things you do
Jeffrey, what’s the easiest way to make a sale? Jeffrey, what’s the best way to make a sale? Jeffrey, what’s the fastest way to make a sale? Same answer: there is none. There is no easy, best, fast way to make a sale. There are a million ways to make a sale but it’s not with a method or system. There are elements that get you there. Here are 13.5 strategies and principles (elements) that will help you get to the substitute for an easy, best, fast way to make a sale – a way to earn the sale. 1. As in life, you start with a philosophy. Mine is…I give value first, I help other people, I do my best at what I love to do, I establish long-term relationships with everyone, and I have fun (and I do that every day). What’s yours? Do you have one? Your core philosophy is what drives you into the sale and leads the prospect to an understanding of why you’re there. 2. The most important word in selling is YOU. Prospects don’t buy products and services. First, they buy salespeople. The first sale that’s made is “YOU.” Are they buying you? 3. Know “why you’re selling”, know your own WHY first. Your “why” supports and strengthens your belief system. When “why” is clear, everything is clear. NOTE: Your real why may be 3 or 4 “why’s” deep. Why are you in sales? “I’m in sales to make more money.” Why? “I need more money to support my family.” (closer) Why? “Two of my kids start college in the next two years, and I want them to be able to choose a school based on quality of education not price of education. (Aha! the real “why!”) Before you can affect others, you must get real with yourself. Do you know your real why? 4. The sale is in your head. The mindset by which you approach the sale will determine its outcome more than any other element of the selling process. Do you think “yes”? 5. Develop a belief system that can’t be penetrated. Believe in your company, your product, and yourself, or you won’t sell. Do you believe in you? 6. Develop a selfish attitude about being the best. Know who the most important person in the world is you. Unless you’re the best you can be for yourself, you’ll never be the best you can be to serve others. Don’t cheer for athletes’ cheer for yourself. You deserve it. Are you always striving to be your best? 7. Be your own Santa Claus. Provide your own gifts and toys. Give yourself whatever you want. Most of us don’t get what we want for Christmas unless we tell someone what we want or if you’re like me, go buy it yourself. For me, every day is Christmas, know why? I deserve it. What gifts have you given yourself? 8. Know “what you sell” in terms of the customer not in terms of you. People don’t care what you do unless they perceive it helps them. The way you explain your business and product determines the buying interest you create say it in terms of the prospect, not your company. Are you selling, or are they buying? 9. Sell it as if you were selling it to your own son or daughter. Give advice with it, help learn it, and the advantages of using it. Protect them. Who are you selling to? 10. Know your competitive advantages; learn them from your customers. The definition of competitive advantage is something that’s extremely important to your customers at which you excel (competitive advantage has nothing to do with the competition). Do you know your competitive advantages? 11. People buy for their reasons, not yours. Find out theirs first. Establishing their “why” is the basis of determining their true need(s). When you’re presenting, is it more than 50% about them? 12. Ask the wrong questions and get the wrong answers. The way you question will determine the way you sell. Refine yours every week, until their power is evident by the increase in your sales. Any questions? 13. Develop and ask questions that make the prospect think about themselves and answer in terms of you. Make them evaluate new information. Get them to give you answers in the form of information about themselves in terms of your product or service. What questions are you asking? 13.5 Transition from a salesperson to a resource. Become valuable. The more value you bring, the higher you’ll go. To become valuable, you must give value first and make the prospect perceive greater value than price, quality, and service. If two people offer the same product at the same price and give the same service, the one with the greater perceived value wins. How much value do you bring to your prospects and customers? Selling is a never-ending learning process. There is no one way to sell. If you seek to master the science of selling, you must master the elements one by one. Learn one a day and in five years, you will be the master of more than 1,000 elements and still take weekends off. 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.
PLASTICS Industry Association releases analysis: March jobs report
The Plastics Industry Association (PLASTICS) has released an official analysis of the March jobs report and its impact on the plastics industry, authored by PLASTICS Chief Economist, Dr. Perc Pineda. Dr. Pineda writes, “The U.S. labor market outperformed expectations in March, adding 303K nonfarm payrolls, demonstrating resilience despite a high-interest-rate environment. The unemployment rate remained low at 3.8%, with certain sectors reporting even lower rates. For instance, the manufacturing industry saw a 3.0% unemployment rate, while the plastics and rubber products manufacturing sector reported a mere 2.1% unemployment rate. It is worth noting, however, that despite these low unemployment rates, the plastics and rubber products manufacturing sector experienced a decrease in payrolls of 1.1K during the same period.” Read the full analysis on the PLASTICS blog page. The Plastics Industry Association (PLASTICS) is the only organization that supports the entire plastics supply chain, including Equipment Suppliers, Material Suppliers, Processors, and Recyclers, representing over one million workers in our $548 billion U.S. industry. PLASTICS advances the priorities of our members who are dedicated to investing in technologies that improve capabilities and advances in recycling and sustainability and providing essential products that allow for the protection and safety of our lives. Since 1937, PLASTICS has been working to make its members, and the seventh largest U.S. manufacturing industry, more globally competitive while supporting circularity through educational initiatives, industry-leading insights and events, convening opportunities and policy advocacy, including the largest plastics trade show in the Americas, NPE2024: The Plastics Show.
Georgia Logistics Summit officials cancel the 2024 Summit
Officials who produce the annual Georgia Logistics Summit announced that the 2024 Summit in Savannah, GA on May 16th has been canceled. A press release to Material Handling Wholesaler said, “As you may know, our search for an alternate date and venue for the 2024 Georgia Logistics Summit was cost-prohibitive. As such, we made the very difficult decision to cancel the Summit for 2024. While disappointing for us too, we are pleased to announce the 2025 Georgia Logistics Summit will be held on April 23, 2025, in Atlanta, Georgia. Officials said more details will be shared in the months ahead, and encourage everyone to mark their calendar now. To learn more about the 2025 Georgia Logistics Summit, click here.
February Manufacturing Technology orders up 2.1% over January; Contract Machine Shops decreased orders, while Aerospace increased
Orders of manufacturing technology, measured by the U.S. Manufacturing Technology Orders Report published by AMT – The Association For Manufacturing Technology, totaled $343.3 million in February 2024. Orders of manufacturing technology, measured by the U.S. Manufacturing Technology Orders Report published by AMT – The Association For Manufacturing Technology, totaled $343.3 million in February 2024. This was a 2.1% increase from January 2024 but a 26.5% decline from February 2023. Year-to-date orders reached $679.6 million, a decline of 16.9% from the first two months of 2023. While orders have thus far fallen short of the expectations from the beginning of the year, it is important to remember how good orders were in the first quarter of 2023. Manufacturing technology orders in the first three months of 2023 averaged $455.6 million per month. In the remainder of the year, monthly orders only reached $395.9 million. This is high by historical standards but reachable given the resilient economy and IMTS returning to Chicago’s McCormick Place later in the year. Small and medium-sized businesses, primarily contract machine shops, continued to fall behind the market, yet OEMs in several sectors increased their capital investment. Contract machine shops, the largest consumer of manufacturing technology, continued to decrease their orders. While they have generally ordered less relative to the overall market in recent months, this is only the second time since September 2021 that job shops decreased machinery orders while the overall market was expanding. Manufacturers of engines, turbines, and power transmission equipment increased orders to the highest level since February 2023. Orders from this sector have been elevated in recent years due partly to extreme weather requiring infrastructure improvements to improve grid reliability as well as government incentives around clean energy generation. The last time orders were at these levels was between late 2007 and the summer of 2008 when natural gas plants started becoming the dominant source of energy generation in the United States. The aerospace industry posted the second-largest order volume since December 2022, only surpassed by December 2023. While commercial aviation is a large part of the sector, there will be several large opportunities in the defense side of the business throughout the year. The Pentagon recently announced funding for new programs to improve the F-35 Joint Strike Fighter and both Lockheed and Boeing were recently awarded contracts to develop or supply missile systems. March is the end of the fiscal year for several companies, so in most years, orders tend to increase. With an order value of $548.8 million in March 2023, it will be difficult to surpass if demand from contract machine shops continues to fall behind the overall market. Even if orders fall short of 2023 levels next month, there are positive signs the remainder of 2024 will provide some opportunities for growth. The March 2024 ISM® Manufacturing PMI® showed the manufacturing sector was expanding for the first time since September 2022. If new orders and production continue to improve, orders of manufacturing technology will surely increase as OEMs begin to give work to contract machine shops to keep pace with their customers’ demands. Given the typical lag between increased demand and new machinery orders, shops may begin to need additional capacity just in time to ‘kick the wheels’ at IMTS 2024.
ASSP names 2024 Outstanding Safety Educator
Leslie Rex Stockel, a widely respected educator in the occupational safety and health field and member of the American Society of Safety Professionals (ASSP) for 35 years, is the Society’s 2024 William E. Tarrants Outstanding Safety Educator. Stockel, Ph.D., CSP, SMS, is an associate professor of professional practice at Oklahoma State University in Stillwater, OK. She also is faculty advisor for the university’s student section of ASSP’s Oklahoma City Chapter, actively recruiting students to pursue degrees in occupational safety and health. Stockel’s teaching philosophy models a professional career environment, holding students to high standards. She uses her vast network to enhance the learning experience through guest lectures and field trips to industrial operations such as power plants, manufacturing facilities and construction sites. As a result, her students develop critical understanding and competencies that are fundamental to a successful safety and health career. Nominated for the ASSP honor by her students, Stockel is an esteemed faculty member with student evaluations rating her above both college and university averages. Students have described her as a passionate instructor who clearly knows the material and is dedicated to making her classes fun and informative. “Dr. Stockel constantly engages with her students and genuinely cares about our ability to understand the topics presented in class,” said Brady Hook, president of ASSP’s student section at the Stillwater campus. “She is a selfless individual who wants her students to succeed, so we know we can always go to her for guidance.” After a lengthy and successful career in industry, Stockel joined the university faculty in 2016 in the Fire Protection and Safety Engineering Technology program. She has made significant contributions to its continued growth and development while keeping her courses aligned with industry trends. She guides efforts to plan and execute career events where prospective employers meet with students about summer internships and permanent employment. She also encourages students to collaborate on campus and community service projects. “Her dedication to enhancing academic growth, mentoring students, and championing professional development has been truly invaluable,” said Chulho Yang, Ph.D., P.E., professor and interim head of the university’s Division of Engineering Technology. “Her instructional caliber is underscored by consistently earning impressive course evaluations. She is widely recognized as an outstanding instructor.” Stockel is a presenter at local, regional, and national safety education conferences. Several of her articles have appeared in peer-reviewed publications such as ASSP’s Professional Safety Journal. She was a co-project initiator when the U.S. Department of Labor selected Oklahoma State as an authorized OSHA Education Center in 2017. “Dr. Stockel is an asset to our program and the students she teaches,” said Dr. Virginia Charter, Ph.D., P.E., coordinator of the university’s Fire Protection and Safety Engineering Technology program. “She has made great contributions to the success of our students and their future safety careers.” Stockel will be honored at ASSP’s Safety 2024 Professional Development Conference and Exposition, held Aug. 7-9 in Denver. The global event will bring together thousands of safety professionals to learn about best practices, industry trends, and the latest product innovations in the workplace safety and health field. Each year, ASSP honors a member who demonstrates outstanding achievement in occupational safety and health education. These top instructors help students reach their full potential and become results-producing safety professionals. ASSP’s Outstanding Safety Educator Award is named after William E. Tarrants, a pioneer in safety education who was an ASSP Fellow and president (1977-78).
PTDA Foundation welcoming nominations for 2024 Leadership Awards
Wendy B. McDonald Woman of the Year Award and Robert K. Callahan Advancing Leaders Award nominations open through June 8 The PTDA Foundation is seeking nominations for its Wendy B. McDonald Woman of the Year Award and Robert K. Callahan Advancing Leaders Award. The Wendy B. McDonald Woman of the Year Award celebrates a woman who, regardless of her career stage, has made significant contributions to her company and the PT/MC industry in 2023. The award is presented annually, when merited. Nominations will be accepted through June 8, 2024. The Robert (Bob) K. Callahan Advancing Leaders Award acknowledges the dedication and ambition of young individuals committed to advancing within the PT/MC industry. Nominations are due by June 8, 2024. Both awards will be presented at the PTDA 2024 Industry Summit at The Broadmoor in Colorado Spring, Colo. in October.
Why a strong brand isn’t a luxury but a necessity
Who invented the light bulb? Of course, you’d say Thomas Edison. But what you may not realize is that Edison did not invent the light bulb. It was actually invented by Joseph Wilson Swan and Henry Woodward. What Edison did really well was commercialize the invention. But why do we always think of Thomas Edison first? Of course, he was a prolific inventor, but more importantly, he built a recognizable and resonating brand. Edison branded everything he did with his name, face, and signature. He built a massive publicity machine behind him. He forged close personal relationships with journalists who could be trusted to write adoring (but not always strictly accurate) copy. He was a relentless self-promoter. He used multiple public demonstrations to highlight and promote his technologies. Edison didn’t just do a lot of marketing but rather build a brand he could leverage. For example, his main laboratory, Menlo Park, was famous for generating more than 400 patents in just six years. But Edison worked with a team of 14 or so engineers, machinists, and physicists who were rarely if not at all mentioned, building and amplifying the narrative of Edison as a “sole inventor”. Only those inventors who left the lab and branched out on their own (i.e., Nikola Tesla) had a chance to gain broader recognition. Edison, while positioning himself this way, spent over half his time dealing with clients and investors, and speaking to the press. Edison also knew what stories and sound bites would resonate with the public. He’s well known for saying, “I have not failed 10,000 times—I’ve successfully found 10,000 ways that will not work.” But actually, he failed 2,774 times according to his records. We all know the 10,000 times quote, and there’s no question it wouldn’t be the same if he had said 2,774. The bottom line here is that while we want to believe that an amazing invention or innovative solution will sell itself, it’s far from the case. Building a brand and identity intentionally, and shaping a narrative provides you the best opportunity to succeed. This doesn’t mean simply promoting your product or your company but creating a brand around it that’s engaging, unique, interesting, and different. How crucial, after all, is the brand of Steve Jobs to the image of Apple? Or of Larry Page and Sergey Brin to our perception of Google? Even though many companies today are cutting back on branding and marketing investments, it’s funny how the companies we admire, were not built simply by new products but achieved their level of success through investing and architecting a great brand. Edison knew this – even 100 years ago. Andrea Belk Olson is a keynote speaker, author, differentiation strategist, behavioral scientist, and customer-centricity expert. As the CEO of Pragmadik, she helps organizations of all sizes, from small businesses to Fortune 500, and has served as an outside consultant for EY and McKinsey. Andrea is the author of three books, including her most recent, What To Ask: How To Learn What Customers Need but Don’t Tell You. She is a 4-time ADDY® award winner and host of the popular Customer Mission podcast. Her thoughts have been continually featured in news sources such as Chief Executive Magazine, Entrepreneur Magazine, Harvard Business Review, Rotman Magazine, World Economic Forum, and more. Andrea is a sought-after speaker at conferences and corporate events throughout the world. She is a visiting lecturer and startup coach at the University of Iowa, a TEDx presenter, and TEDx speaker coach. She is also an instructor at the University of Iowa Venture School. More information is also available on www.pragmadik.com and www.andreabelkolson.com.
March 2024 Logistics Manager’s Index Report® LMI® at 58.3
Growth is INCREASING AT AN INCREASING RATE for inventory levels, inventory costs, warehousing prices, and transportation utilization. Growth is INCREASING AT A DECREASING RATE for warehousing utilization, transportation capacity, and transportation prices. Warehousing capacity is CONTRACTING The Logistics Manager’s Index reads in at 58.3 in March 2024. This is up (+1.8) from February’s reading of 56.5. This is the fastest rate of expansion in the overall index since the reading of 61.2 from 18 months ago in September of 2022. The logistics industry is at a healthier place than it was then however. That reading from 18 months ago was largely inflated by unwanted inventories and high Warehousing Costs along with an anemic freight market. March of 2024 is a different story as we are seeing long-planned inventory expansions, along with more efficient levels of utilization in both warehousing and transportation as the drivers of growth. The level of 58.3 is within half a standard deviation from the all-time average of 62.2, suggesting that the overall logistics industry is now at the low end of what we would consider healthy and normal growth. Other signs of this health are that the growth has been consistent for Upstream (57.9) and Downstream (60.8), and also smaller (59.1) and larger (58.1) firms. The change this month was primarily driven by a continued rebuilding of Inventory Levels (+5.3) which at 63.8 are at their highest level since October 2022. This growth has had cascading effects on tightening Warehousing Capacity (-8.2) which is back into contraction territory for the first time since January 2023. These changes suggest that firms are building up inventories in anticipation of continued consumer spending and suggests that the economy will continue to grow in the near-term. Transportation Capacity is down (-1.3), but at 59.6 is still higher than Transportation Prices (53.0), meaning that we are not yet ready to call an end to the freight recession. Although it is much less severe than it was six months or a year ago. Researchers at Arizona State University, Colorado State University, Florida Atlantic University, Rutgers University, and the University of Nevada, Reno, and in conjunction with the Council of Supply Chain Management Professionals (CSCMP) issued this report today. Results Overview The LMI score is a combination of eight unique components that make up the logistics industry, including: inventory levels and costs, warehousing capacity, utilization, and prices, and transportation capacity, utilization, and prices. The LMI is calculated using a diffusion index, in which any reading above 50.0 indicates that logistics is expanding; a reading below 50.0 is indicative of a shrinking logistics industry. The latest results of the LMI summarize the responses of supply chain professionals collected in March 2024. The LMI read in at 58.3 in March, up (+1.8) February’s reading of 56.5. This is the seventh time in the last eight months that the LMI has shown expansion. This growth is driven by the buildup of inventories, the subsequent tightening of warehousing, and the ongoing slow yet steady recovery in transportation. The overall index is now at the low end of healthy levels of growth, closing in on the all-time average of 62.2 and is pointing towards steady economic growth in the near term. The broader optimism of our respondents is reflected in the University of Michigan’s Index of Consumer Sentiment which is up (+3.3%) to 79.4 in March and is 28.1% higher than a year ago. Consumers are confident about both the current state of the economy, and that inflation will continue to slow down[1]. Wall Street seems to be confident as well as the S&P 500 ended the first quarter up 10%. With growth coming from all 11 sectors of the index, this is the best opening to a year for the index since 2019. Historically, first quarters this strong have portended strong growth through the rest of the year[2]. It will be interesting to see if this momentum holds through the rest of 2024. Underlying this is continued job growth and slowing inflation. The U.S. added 275,000 jobs in February on the back of 229,000 jobs added in January. On the flip side, with more people entering the labor force the unemployment rate is up to 3.9%, which is higher bust still historically low as the U.S. has now seen unemployment under 4% for 25 consecutive months[3]. Evidence that the uptick in the unemployment rate is due more to a growing labor force than to job losses can be seen in jobless claims dipping down to only 210,000 new claims in the last week of March[4]. This is a continuation of the end of 2024 as U.S. economic growth in Q4 2023 was revised up from 3.2 to 2.4%. The Atlanta Federal Reserve estimates that it is growing at a rate of 2.1% in Q1 2024, but at this point that is still a speculative number[5]. As for inflation, many analysts are predicting that interest rates will need to come down by June or July for the Fed to meet its forecast of three rate cuts in 2024. Citi expects hiring to slow in Q2, which would leave an opening for the Fed to begin cooling rates [6]. As is often the case, inventories are the straw that stirs the drink in the logistics industry. Inventory Levels were up (+5.3) to 63.8 in March, which is their highest level since October of 2022 when firms were desperate to slash inventories. Since this time, Inventory Levels have largely registered in the 50’s and 40’s, including contracting in seven of eight months from May to December of 2023. They have been increasing steadily since then and moving back into the mid-60’s in March suggests that many firms are now back to business as normal. This normalcy has returned in part due to continued consumer activity. Consumer spending was up 0.6% in February as U.S. consumers continue to spend past analyst expectations of post-covid “revenge spending”. While a significant chunk of this spending is on services such as flights and meals,
Fleet team expands with strategic acquisition of Forklift Training Systems
Fleet Team, fleet management and consulting company, has announced its acquisition of Forklift Training Systems, headquartered in Newark, Ohio. This transaction further diversifies Fleet Team to include operator/trainer training programs and cutting-edge safety products that complement the company’s existing client solutions portfolio. The acquisition, which closed on March 28, 2024, aims to leverage the strengths of both companies while maintaining the individual identities that have contributed to their respective successes. The decision to acquire Forklift Training Systems was driven by its exceptional reputation in the training and safety services space with Fortune 500 companies. The addition of Forklift Training Systems will allow Fleet Team to take a more holistic approach to fleet management and reinforce its commitment to meeting the evolving needs of its client base. Doug Riddle, President of Fleet Team, said, “With safety being top-of-mind for us and our clients, acquiring Forklift Training Systems is the beginning of a symbiotic partnership. We are ecstatic to bring the Forklift Training Systems team on board and look forward to the opportunities this change will bring.” David Hoover, President of Forklift Training Systems, will play a key role in providing safety and training leadership for both companies. “I am thrilled to build on the legacy I’ve established for Forklift Training Systems by gaining access to additional resources and collaboration from Fleet Team. With this change, our clients can still expect to receive the same exceptional service they know and trust, but now with access to additional resources.”
Iowa Hawkeyes Basketball heading to Cleveland Bobblehead unveiled for the Final Four
The unveiling of the Iowa Hawkeye Basketball bobblehead was this morning and is available in the National Bobblehead Hall of Fame and Museum’s online store. As Iowa heads to Cleveland after defeating National Champion and 3rd-seeded LSU in the Elite Eight on Monday to head to the Final Four for the third time in program history. Iowas will be looking for the school’s first title as the team and its fans make the trip to Cleveland. The bobbleheads, which are expected to ship in September, are $40 each plus a flat-rate shipping charge of $8 per order. Each bobblehead will be individually numbered to 2,024. The bobblehead features Iowa’s mascot, Herky the Hawk, playing a guitar with Iowa’s colors and logo. Next to Herky is a suitcase decked out in Iowa’s colors and logos with a Cleveland 2024 tag and an Iowa basketball. “We’re excited to unveil this Iowa Hawkeyes Bobblehead celebrating Iowa’s run to the Final Four as the team and its fans head to Cleveland,” National Bobblehead Hall of Fame and Museum co-founder and CEO Phil Sklar said. “This bobblehead is the perfect way for Iowa fans, alumni, students, faculty, and staff to celebrate the school’s trip to the Final Four in Cleveland!” The Iowa Hawkeyes Bobblehead joins the South Carolina Gamecocks, UConn Huskies, and NC State Wolfpack in the Headed to Cleveland Bobblehead Series.
ASSP takes position opposing exploitative child labor
As the world’s oldest professional safety organization, the American Society of Safety Professionals (ASSP) has adopted a formal position on child labor. The statement from the board of directors declares that ASSP opposes all forms of exploitative child labor and calls on governmental and nongovernmental entities to combat such practices in the U.S. and worldwide. “While it is known that child labor is a significant issue in many developing countries, it sadly is also an issue in the United States that is seldom recognized,” said ASSP President Jim Thornton, CSP, CIH, FASSP, FAIHA. The International Labor Organization estimates that 22,000 children are killed at work every year. However, because much of child labor is hidden, it is difficult to obtain accurate data on how children are being affected. As part of ASSP’s position statement, the Society supports legislation and regulation that prohibit exploitative child labor practices; specific language in global standards that facilitates prevention; and actions by occupational safety and health professionals to implement policies and programs that better protect children in the workforce. “ASSP is the community that protects people, property, and the environment, so our mission reflects our role as guardians of worker safety,” Thornton said. “Safety, health, and well-being are inherent rights of every worker.” ASSP has heard from many of its 35,000 global members who feel strongly about the child labor issue, and the Society has received valuable insights from its Governmental Affairs and Standards Development committees. “There has been a focus to loosen U.S. child labor laws to help industry combat labor shortages,” Thornton said. “Wages for young workers are generally less than workers 18 and older based on the premise they are learning or less productive. The reality is those arguments are hyperbole to allow youth to be treated as lesser people.” While ASSP opposes exploitative child labor practices, the Society supports reasonable approaches to young people working and realizing the associated benefits and responsibilities of having a job. “We fully acknowledge the advantages of working as part of an individual’s maturation process,” Thornton said. “Our position is not meant to take a stand against young people working appropriate hours or in settings such as the family farm where experiences do not subject youth to hazards associated with farming and agriculture.” ASSP’s position statement specifically notes exploitative child labor practices such as: Full-time hours or an accumulation of hours that interferes with a child’s ability to attend school. Exposure to hard physical labor, hazardous conditions, or toxic environments. Agriculture tasks involving dangerous equipment are known to cause injuries and fatalities to young workers. Work activities that don’t allow a child to grow to become a healthy and productive adult. Any endeavor that demeans or exploits children harmfully or inappropriately. With its child labor position set, ASSP will now pursue next steps that include: Publishing articles and hosting webinars to educate the occupational safety and health community. Advocating for the prohibition of exploitative child labor in global standards such as the ANSI/ASSP/ISO 45001 and ANSI/ASSP Z10 occupational health and safety management systems standards. Using ASSP’s consultative status with the United Nations to support efforts to raise awareness. Encouraging ASSP members to help address the issue through supply chain requirements and environmental, social, and governance (ESG) practices. Working with other occupational safety and health organizations to help prohibit exploitative child labor. “This isn’t an issue we can solve alone, but entities working together can begin to turn the tide,” Thornton said.
Women In Trucking Association announces its April 2024 Member of the Month
The Women In Trucking Association (WIT) has announced Micha Kay as its April 2024 Member of the Month. Kay is the Regional Human Resources Development Manager at Old Dominion Freight Line. Kay has been in the trucking industry her whole life. Her dad worked as an OTR truck driver during her childhood until he retired in 2021. Times were different back then, and he used to be able to take Kay on the road with him. She has vivid memories of sitting on the bed in the back of his truck with her coloring books and watching talk shows on his small TV as they drove across the country. She used to be able to get out and help him unload pallets on the dock as well. Growing up with a fairly absent dad due to him being an over-the-road driver gave her such an appreciation for truck drivers and what they do every day. Although Kay recently re-entered the transportation industry in 2022, she started her career in transportation back in 2009 as a nighttime driver check-in clerk, which helped her get through college. Kay always knew that one day she would come back when she found the perfect company to work for, and that is exactly what she did! When she left transportation in 2011, she entered the construction industry, where she spent most of her career. She knew it was going to be a challenge. Both transportation and construction are very male-dominated industries, and Kay knew it would take some work to make a name for herself. She believes that being true to yourself and your abilities is key. “Just believe in yourself and keep the male versus female mentality at bay. We are all in this together, and reaching our goal of fulfilling our promises to our customers is our number one goal.” Kay started college as an education major until her junior year when she switched to human resource management. Her desire to teach and develop people has helped immensely in her career in HR. Now she finds herself overseeing twenty-five locations, which she loves. Every day is different, and she is passionate about “boots on the ground” traveling to all locations so that she can interact with the drivers. She is extremely enthusiastic about mentoring, training, and development. In fact, she teaches all internship programs and runs both management and training programs, which she thoroughly enjoys. Kay has won several awards throughout her 15-year career in HR but most recently received the Old Dominions Service 2.0D award for providing exceptional service to the OD family. Kay is incredibly involved with her drivers; she recalls one instance when she went out with one of them for a ride-along. They were downtown, and the driver was as calm as could be with one hand on the wheel and backing up into a dock that no way looked like there was enough room to back a car into let alone a truck. She was in full panic mode thinking that this was not going to fit, but it did, he got it in with no problem, and she just sat back amazed. Beyond Kay’s amazing career, she is a single mom with two teenage daughters. When she is not working, she is involved in her daughter’s sports schedule and family time. She also opened her own side business in 2021, specializing in resume writing and career coaching. In short, Kay absolutely loves seeing people reach their career goals and dreams. Kay would like women interested in the trucking industry to know that, first and foremost, if you hear that trucking and transportation are not lucrative or productive, this is a misconception and a false reality. It is an illustrious career choice. You just need to be fully confident in yourself and your skills that you bring to the table. Respect is earned and with that you can thrive. Kay ultimately sees herself in the future working in the transportation industry. She is enthusiastic about what she does and wants to continue doing what she does to help the industry grow even stronger.
New documentary to highlight the Return to Vietnam 50 years later
“Mission Veteran Expedition: Honoring Vietnam Veterans in the Transportation Industry” returns to Vietnam with ten veterans, documenting their personal experiences of historic events and healing In November 2023, ten Vietnam veterans embarked on a journey they never thought possible, returning to Vietnam, and exploring the locations and memories that for 50 years have held deep significance for each of them. Mission Veteran Expedition, a collaborative venture between CDLLife, FASTPORT, and nonprofits Waypoint Vets and Wreaths Across America, made this journey possible and, together, just announced the upcoming release of a new documentary of the trip, “Mission Veteran Expedition: Honoring Vietnam Veterans in the Transportation Industry.” The documentary, captured and produced by U.S. Army veteran Nicholas Mott, owner of Seven Five Media, was released this morning and is available for anyone to view at no cost on Wreaths Across America’s YouTube channel Today – National Vietnam War Veterans Day. Click here to view a short preview of the documentary. “The documentary offers an intimate and compelling look at the journey of these veterans,” said videographer Nicholas Mott. “Capturing the essence of their experiences and the profound impact of the Mission Veteran Expedition was truly an honor. I hope other Vietnam veterans will watch it and find it healing.” The trip offered ten veterans, each of whom has made a living in the transportation industry, an extraordinary opportunity to revisit Vietnam and reflect on their service there. The documentary explores this impactful journey, which combines travel, camaraderie, and history. Waypoint Vets, a non-profit organization dedicated to uniting and empowering veterans through camaraderie and adventure, led the expedition, ensuring each participant experienced a meaningful and lasting journey. The itinerary included a variety of experiences, including: Grounds Tour of the Former Saigon Embassy Walking Street Food Tour through Ho Chi Minh City Cu Chi Tunnels & Mekong Delta Luxury Tour War Remnants Museum Halong Bay Cruise Defense POW / MIA Accounting Agency Tour A ‘Welcome Home’ ceremony hosted at Sirius XM studios in Hollywood, with interviews on Radio Nemo “The Mission Veteran Expedition successfully commemorated these veterans’ valiant contributions while allowing them to experience the beauty of Vietnam’s landscapes and the richness of its culture,” said Sarah Lee, Army combat veteran and founder of Waypoint Vets. “For many veterans, the memories associated with Vietnam are often intertwined with the challenges of war. This expedition redefined these associations and replaced them with new, healing memories. By engaging with Vietnam on a deep, personal level, the trip forged lasting connections and helped veterans find solace in the beauty of a nation at peace.” As commemorative partners of The United States of America Vietnam War Commemoration, FASTPORT and Wreaths Across America have had the honor of “Welcoming Home” more than 7,500 Vietnam veterans. “I feel the trip’s culmination was an important piece of closure for the participant’s journey,” said Brad Bentley, President of FASTPORT, who traveled to Vietnam with the group. “These men returned to the United States to a hero’s welcome, and for millions who never received this show of gratitude for answering the call of duty, it was truly an honor to say, ‘Welcome Home.’”
PTDA to Host 2024 Canadian Conference
The Power Transmission Distributors Association (PTDA) will convene for the PTDA 2024 Canadian Conference in Niagara Falls, Ontario, Canada on June 4–6. Delegates in the power transmission/motion control (PT/MC) industry, representing PTDA distributor and manufacturer companies, will broaden cross-channel networks, expand connections and deepen business relationships. “Opportunities to cultivate strong relationships between channel partners in the Canadian PT/MC industry are crucial for both corporate and industry expansion,” says PTDA President, Brian Nowak, Kurz Industrial Solutions. “Attendees at this year’s Canadian Conference can look forward to a robust program offering valuable networking opportunities, information on critical market trends and insights on bolstering workforce support.” The conference’s Distributor-Manufacturer Idea Exchange (DM-IDEX) is a favorite of both manufacturer and distributor executives. This face-to-face cross-channel business program delivers measurable ROI. New this year, DM-IDEX will offer open time for more informal meetings, in addition to scheduled appointments for those who prefer time for deeper discussion of business ventures, market strategies and issues. Well-respected industry thought leaders and popular speakers will offer presentations on relevant and timely topics. Opening keynote Amber Mac, award-winning podcaster, author and media host on the topic of Artificial Intelligence (AI), will share practical lessons and insights as she guides attendees through her four-part blueprint for thriving in our AI future. A diverse panel of hiring experts from Indeed, a post-graduate program, and HR representatives from a PT/MC manufacturer and distributor company will share best practices to help reimagine hiring strategies. Using a universal issue—recruiting new employees—attendees will get creative during the interactive team activity, “Achieve Better Outcomes Through Disruptive Problem-Solving.” Led by Ken Tencer and Saquib Vali, and hosted by the PTDA Foundation, participants will learn to radically change their thinking and approach to appealing to the next generation of talent. Jeremy Bess, Economist, ITR Economics will present the closing keynote “Calculating the Risks and Opportunities for 2024 and Beyond.” In his presentation, Bess will provide a data-driven analysis of Canada’s economic trends, glimpsing what to expect for PT/MC-relevant industries. Receptions, group meals, and golf will provide opportunities for more informal networking throughout the conference. Those registering before April 30, 2024 receive a $100 discount.
Episode 473: Warehouse Staffing: A deep dive with Traba’s Read Egger
In this episode of The New Warehouse, Kevin is joined by Read Egger, the Head of Growth Operations and Go-To-Market at Traba. This innovative company is tackling the persistent challenges of staffing in the warehousing sector by merging technological solutions with thorough vetting processes, ensuring the delivery of not just any staff, but the right staff. Traba’s approach addresses critical staffing issues, leveraging technology to enhance the efficiency and effectiveness of warehouse operations. The conversation with Read provides valuable insights into how Traba is setting new standards in staffing solutions. Transforming Warehouse Staffing Through Technology Read explains, Traba is not your typical staffing agency. It’s a tech-enabled labor marketplace focusing on the light industrial sector, aiming to match the right workers with the right jobs. “We are a tech-enabled labor marketplace that specifically focuses on serving light industrial clients and light industrial workers,” Read explains. This approach not only streamlines the staffing process but ensures a higher quality of temporary labor by closely matching worker skills with client needs. “Our foundation is rooted in building products that help workers and businesses achieve their highest level of productivity when using temporary labor with a level of operational support not seen in staffing in general.” The Vetting Process: Ensuring Quality and Fit One of the cornerstones of Traba’s success is its rigorous vetting process. “You have to go through a background check…federal, county, global watch list, sex offender check all those things just to enter our labor supply,” Beyond background checks, Traba conducts interviews and on-job evaluations to verify worker skills and fit, setting a high bar for staffing quality in the industry. In cases where specialized skills or experience are necessary, like driving a stand-up forklift, the vetting process is critical. “It’s all those factors of vetting and clearly communicated expectations that flow into having a good end result for the worker and the business.” Future Directions: Data-Driven Workforce Solutions Looking ahead, Traba is set on becoming a vital component in the broader supply chain by leveraging data for labor management systems and demand planning. “And then from there, becoming more of an integral component of the greater supply chain,” Read shares, highlighting the ambition to integrate Traba’s solutions into larger operational frameworks, thus optimizing labor efficiency and productivity at a grander scale. Key Takeaways Traba is leveraging technology to solve traditional staffing issues in the warehousing sector. Their rigorous vetting process ensures that only qualified and suitable workers match client needs. Traba is looking towards the future by using data-driven solutions to enhance labor efficiency and supply chain operations further. The New Warehouse Podcast Episdoe 473: Warehouse Staffing: A Deep Dive with Traba’s Read Egger