The Logistics of Logistics

download the audio file [00:22] Opening / Introduction • Hello everybody, this is Joe Lynch and welcome to The Logistics of Logistics podcast • Our format will be a little different today, because it's just me – usually I interview somebody from the logistics or supply chain space, but not today • Today's topic is "Logistics Experts Wanted" • Before we dive into today's topic, I want to tell you a little about my company and my podcast [00:47] About The Logistics of Logistics • At The Logistics of Logistics we help companies and individual salespeople grow their sales. We work exclusively with transportation, logistics, 3PL, warehousing and the technology companies. • We have a program that will help you: Understand your sales personality, including your strengths and blind spots Get more sales leads and better-quality sales leads Improve your communication and salesmanship Position you as a recognized industry expert and help you reach your target audience • If are serious about selling more services, we can help [01:31] About The Logistics of Logistics Podcast • On The Logistics of Logistics podcast, I interview logistics industry leaders, innovators, entrepreneurs and executives so they can share their expertise with my audience • My guests benefit from the exposure and my audience learns something new about our ever-changing industry • Lastly, the podcast enables me to be part of the logistics and supply chain conversation, which is important for anybody selling anything these days [02:00] Logistics Experts Wanted • I am looking for great guests for my podcast • Specifically, I am looking logistics industry leaders, entrepreneurs, innovators, technologists, industry veterans, salespeople, and executives willing to share their expertise with the world • Job titles don't matter, there are experts everywhere in this business, usually they so busy becoming expert in their chosen field, that they don't have time to toot their own horn, that's where I can help, I can give you the platform to share what you know • There are a lot of benefits to sharing your knowledge and expertise on The Logistics of Logistics podcast: Gain favorable attention with your target market, which ideally leads to sales Become a recognized industry expert, which is exactly what shippers and supply chain managers are looking for when they search online – let's position you and your company as the experts, the solution provider who can solve their biggest problems Cut through the clutter and be found by your ideal customer, which is increasingly difficult in the crowded and hyper-competitive logistics market Promote your product, service or upcoming event without it sounding salesy. Nobody wants to hear sales pitch. By sharing your what you know, you connect with prospects in a much deeper way – the interview format paints guests in a very favorable light • After your interview, the podcast will be published on The Logistics of Logistics and published on all the major podcasting platforms • Additionally, your podcast interview will be shared with our large social media following • If you work in the logistics, transportation or 3PL space and you want to share your knowledge and expertise, let's talk. [04:19] To Learn More Contact Joe Lynch at: Email: joe@thelogisticsoflogistics.com Phone: 517.375.0631 Website: The Logistics of Logistics Joe Lynch's LinkedIn Profile: https://www.linkedin.com/in/josephlynchjr/

download the audio file [00:21] Opening / Introduction [00:43] Ann, please tell us a little bit about your background? * A twenty-five-year career as a speech pathologist, working with people who suffered brain injuries. * Became an executive coach about ten years ago. * Have been working with Joe Lynch helping transportation and logistics companies grow their sales. [02:56] Where do the saboteur types come from? * Saboteur type comes from the book, Positive Intelligence: Why Only 20% of Teams and Individuals Achieve Their True Potential and How You Can Achieve Yours, written by Shirzad Chamine * Check out Shirzad Chamine at TEDx Stanford * Chamine's groundbreaking research exposes ten well-disguised mental Saboteurs. * It's the idea that you have strategies that have been with you since you were very young, that you use to navigate your life. * The strategies there to help us meet the three basic needs of independence, acceptance, and security by asserting, earning, or avoiding. [06:19] Tell us a bit about saboteur types. * First, there is the chief saboteur, or judge, which kicks off all the rest. There are three saboteurs that try to create independence: * The controller: individuals who must have control of everything. * The stickler: somebody who is trying to make sure that every detail is covered. * The avoider: an individual who doesn't want to be pinned down. Next is the group that are trying to gain acceptance: * The hyper-achiever: one who has no idea of what is good or excellent because they need to be perfect. * The pleaser: an individual who tries to gain acceptance by pleasing everybody. * The victim: people who feel like their situation is uniquely flawed and they can't do anything about it. The last group is the people who are trying to gain security: * The restless: people who are always wanting to move on to the next thing. * The hyper-vigilant: always scanning the horizon for the next thing. * The hyper-rational: they have a very difficult time with the relationship side of things. [13:25] I'm mostly a pleaser, an avoider, and a hyper-achiever. How does that hold me back when it comes to sales? * Pleasers are working to make sure people are happy all the time. You may have difficulty, for example, letting go of a contract that's not working for you anymore. * There are a lot of different, small tasks to do when running a business, and an avoider can come up with ways to not do those. You can find yourself wasting time. * A hyper-achiever might overextend themselves because they are trying too hard to achieve. * The saboteur assessment is a profile, not a diagnosis. It's a way to start the coaching conversation. [17:51] What's nice about these assessments is that just knowing that these are some of your problems becomes a part of the solution. * It lets you take a step back without beating yourself up. * Saboteurs are sneaky because the underpinnings of them are things that have served you well. * As life becomes more complicated and if you want to take something to the next level, you have to be aware of these. [23:18] Once I take this test and know what my saboteurs are, what's my next step? * It's important to think about some of the situations that they might be sabotaging you in. * It's easier said than done, because what typically happens is that the individual will just begin encouraging others to take the assessment because they see these saboteurs in them. It's more difficult to see them in yourself. * After becoming aware, you need to start caring about how they are impacting you and then do something about it. * These saboteurs are patterns that are deeply embedded in you. There are exercises you can do to work on them. [29:12] If I didn't work with an executive coach, it's difficult for me to imagine how I would address some of these things. It takes a concerted effort over time to get where you want to be. * When you do this kind of thing with a coach, the coach isn't going to tell you what to do because you know yourself. What they will do is help you ask the real questions to get a deeper level of self-awareness. Saboteur assessment: https://assessment.positiveintelligence.com/saboteur/overview Ann's Twitter: https://twitter.com/annholmnet Ann's website: http://www.annholm.net/ Joe Lynch's LinkedIn: https://www.linkedin.com/in/josephlynchjr

download the audio file [00:21] Opening / Introduction [01:04] Erik, please tell us about your background? Where did you grow up? Where did you go to college? Joined Loadsmart in April 2018. Previously, Erik was the Director of Strategy at AFN, a Chicago-based truckload brokerage. Prior to his time at AFN, Erik was the Executive Vice President of CarrierDirect, a boutique strategy consulting firm and advised companies such as Werner Enterprises, Worldwide Express, and BlueGrace Logistics. While he was leading CarrierDirect, the company was ranked #261 on the INC5000 for the fastest growing companies in America, with a 3-year growth rate of 1,729%. Erik has been a guest speaker for multiple companies and conferences, including the Denver Transportation Club, Landstar and most recently the 3PL & Supply Chain Summit: Atlanta. BA, Finance, Michigan State University. [02:06] You went to MSU for finance. What made you pursue a career in logistics? I have a deep appreciation for the impact that logistics has on the economy and people's lives. I enjoyed the level of transformation that the industry was going through when he first became interested. [03:17] I have seen Loadsmart in the news a lot lately – clearly bringing some innovation to the freight brokerage space. Tell us about it. Loadsmart is a digital freight brokerage that is more "nerd" than "freight broker." Starts with customer experience. We make promises to their customers and build the technology to deliver on them. Technology enabled through artificial intelligence (AI). Loadsmart complements their services with strategic partnerships. [04:57] What exactly is artificial intelligence and how does it work? How does it add value to the process? AI is the practice of using machines to make decisions that usually require human intelligence. Things that were once considered AI can be so common that they are hardly considered AI anymore. Loadsmart leverages data from public and private sources. AI adds value by providing a greater degree of optionality to Loadsmart's customers and allowing us to guarantee capacity. [08:12] Does AI enable your people to predict service failure? Yes, our AI technology understands patterns and uses those to make predictions. We can be proactive instead of reactive by using AI. It helps us make decisions to ensure capacity for our customers. [10:40] Using AI, are you replacing headcount or are you still having people on board to help your customers out? We understand the difference between automation and empowering people. There are areas where it makes sense to automate, but other areas where humans should be making the decisions. [12:42] How does Loadsmart using AI create a better experience for carrier networks? The best logistics networks are backed by a strong carrier portfolio, and a healthy carrier is also the backbone of any logistics platform. Focusing people to where people should be used, we're able to work with our carriers to ensure that they stay healthy. By forming these relationships, we enable carriers to fill out their networks and improve their revenue per truck. [14:31] So you guys are trying to track revenue per truck? It's not necessarily as simple as tracking revenue per truck, but you can pretty easily tell if you're paying a healthy rate. There are other things that may be pricing mechanisms but are more like a language. [16:12] I like that it's a better experience for the carrier and the shipper, which is something that freight brokerage didn't always pursue. It sounds like the AI tools help you deliver that experience. We are very focused on adding value to both sides. [16:50] If somebody wants to connect with you or learn more about Loadsmart, how would they do that? Erik Malin's LinkedIn Profile Email Erik Malin: erik@loadsmart.com Loadsmart website Loadsmart Blog

download the audio file [0:43] Please tell us about your background. Andrew Kelley is a global technology executive focused on logistics and supply chain software. He is CEO of Bell Creek Partners consulting to lower middle market private equity firms and with the objective of buying a single platform business to run as CEO. Previously he was with Vista Equity-backed Omnitracs as President of Haulme and VP Corporate Development. Prior to that, he worked at Dell focused mostly on venture investing including Nutanix, a successful $2B IPO. Overall, he has executed $30B of combined M&A and investments mostly with UBS Investment Bank's Technology, Media & Telecom group. He began his professional career co-founding Virtual Ink at MIT in 1997 and that product, Mimio, is now part of Boxlight Corporation. Andrew has an MBA from Harvard Business School, an MSME from MIT, and a BSME from North Carolina State University [1:15] How'd you get into the freight business? I grew up on a produce farm in Maryland and that's how I started truck driving. I've also driven for the North Carolina Department of Transportation. [2:17] What are you doing today? I spend all my time in supply chain and logistics because I think it's fascinating and that there are big opportunities. [3:07] Tell us about Powerloop and its implications on the freight business. Uber launched Uber Freight a few years ago. Now, Powerloop is the latest offering from Uber Freight. Effectively, it's a trailer leasing business. Powerloop allows for power-only units to drop and hook trailers that are pre-filled and ready to go. The advantage is that you don't have to wait for the loading and unloading. [5:02] Is it good for shippers too? It should be. There's a supply/demand imbalance now which causes shippers to pay more, and the costs trickle down to the end consumer. [6:25] What is the overall landscape for assets like tractors and trailers? There are about three times more trailers than tractors in the US. It's hard for Company A to figure out how to lease or allow Carrier B to tap into some of their empty trailer capacity. Having a third party oversee the process is favorable for both companies. I think, overall, it's beneficial to have more capacity in the marketplace. What is the nature of that capacity? I'm not sure we can figure that out right now. [9:53] What does this mean for the average broker or 3PL? I think it's positive, based on the brokers I've talked to. The closer they are to being able to guarantee capacity, the easier it is for them to work directly with shippers and increasingly larger shippers. [11:36] Do you think the ELD mandate influenced the creation of Powerloop? ELD constrained some driveable hours. The more driveable hours that there are in a day, the better it is for everyone. People say that the ELD mandate is the reason that the cost of freight has been surging. I think that's part of it, but not all of it. It's crazy that some drivers can do 2500 miles a week and struggle to make ends meet. Like all innovations, I think having a "customer first" mentality is essential. I'm hopeful that this will benefit drivers the most, but also will have a positive impact for shippers and consumers. [17:28] Do you imagine other freight brokerage companies investing through buying trailers like Uber is? I think it's possible. One of the challenges right now is that the ability to buy a trailer is really tough. There's an increasing backlog and the manufacturers are struggling to keep up with the demand. A fair number of asset-heavy carriers out there now also have substantial brokerage businesses. If they don't have an asset in the right place at the right time, being able to call a friend in the moment is very important. [21:07] What are the benefits of this to the industry? The number one benefit, I'm hoping, is that the number of driveable hours increases. That's positive for drivers because they will spend a lot less time detained, and for shippers because they are able to get more goods out to their end market. Customers usually look at ROI, and they will have to weigh the cost and the benefit to figure out if it's really going to work for them. [22:27] How can people reach you? LinkedIn: https://www.linkedin.com/in/kelleyan/

Buying and Selling Transportation/Logistics Companies with Peter Stefanovich Peter Stefanovich and Joe Lynch discuss buying and selling transportation/logistics companies. Today's guest is Peter Stefanovich, co-founder of Left Lane Associates, a business brokerage specializing in the transportation and logistics business. Peter shares his insight that he has gained from working with both buyers and sellers in the logistics industry. He tells us such things as why now the best time is to sell a logistics company, things to do when preparing to sell, how long the selling process takes, and why sellers choose to use a broker. [1:02] Peter's introduction and bio. Born and raised in Toronto, Canada to immigrant parents. He has one sister and a 2-year-old nephew. Started his first company, Saxcom, at age 16, providing custom computer and networking solutions for small and medium-sized business Graduated from Western University with degrees in Business and Political Science. Peter started in the transportation/logistics world in 2008 while working in Chicago for an international retail construction company Focused on retail fixtures when working for Wheels Group, now owned by Radiant (a 3PL company). upon returning from the USA in 2013. Peter Stefanovich started Left Lane Associates with Mike McCarron in 2015 [2:20] How did you end up starting a business brokerage specializing in transportation and logistics companies? Peter is a lifelong entrepreneur Started a computer networking company and sold the business at age 19 Doing the logistics for fixtures at a retail construction company. [3:54] Why not start a 3PL or a trucking company? Why a business brokerage? Helping entrepreneurs find a solution to get out of the business that they're in. Entered business brokerage to fill the void by providing transportation and logistics experience. [6:07] Why do owners of transportation and logistics companies come to you? Or any other broker for that matter? Why not go it alone? Owners in this industry have likely never sold a company before, so they want to trust the process with someone more experienced in the process. You only get one chance to sell your business - once it's done, you can't go back Brokers specialize which let owners focus on their business, while preparing to sell [8:23] What are the reasons that owners want to sell their transportation or logistics company? They might want to or need to due to the economy. The four dreaded Ds: divorce, death, delinquent partner, and disease. Owners have many reasons for wanting to sell – personal, economy, retirement, industry, change of pace, etc. [9:48] Explain why it's a great time to sell, and maybe a great time for buyers too. We've had a bull market for the past nine years, and there's been extreme growth in the transportation industry for the past year. People haven't seen rates like this in the industry, ever There has never been a better time to sell For buyers, money is currently cheap to get a hold of from a banking standpoint Transportation companies are looking to buy other transportation companies because of driver shortages Rates to borrow money are some of the lowest they've ever been Private equity is very interested in the transportation industry [14:18] What is the partnership and genesis of working with Mike McCarron like? Mike and Peter met at Wheels Group, a 3PL out of Washington state Mike started with Yellow Freight right out of college and was eventually one of the top salespeople He outgrew the role and wanted to start his own firm He started MSM Transport and eventually sold it in 2012 to Wheels Group [17:27] Owners of transportation and logistics businesses should prepare years in advance before selling – what should that preparation look like? What should they be doing to make their business more attractive to prospective buyers? Companies often come to Left Lane Associates ready to sell, but typically there is preparation required to have the company sell for top dollar Legal issues must be resolved – internal and external Get authorizations and certifications in order Get rid of underutilized assets Release underperforming employees Lean out the organization Maximize EBITDA (earnings before interest, taxes, depreciation, and amortization). Develop a specialization Technology (CRM, TMS, website, and social media) What people perceive about your company is often based on your web presence. Any dollar you save could be worth 3x-4x more when you sell. [29:02] What is the one thing owners looking to sell their business should know about the process? It takes a lot longer than you think to sell a business On average, it takes 18 months to sell a transportation or logistics company It's not just your schedule, it's the schedule of the buyer Peter wears many hats during the selling process [31:38] Why do prospective buyers call a broker when they want to buy a transportation or logistics company? Those guys surely must know the market and players who might be a nice acquisition target? They might be too busy growing their company, so they want somebody who has M&A expertise to manage the process Sellers are often hesitant to give any information to competitors, so a broker can act as a buffer There are lots of buyers right now, but not enough quality companies for sale There is at least a 4:1 ratio of buyers to sellers. Learn More About Buying and Selling Transportation/Logistics Companies Peter Stefanovich Twitter: @monetizeyourco leftlaneassociates.ca The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast

Download the audio file Podcast Summary: Joe is joined by Ann Holm who, in addition to being a good friend of Joe's, is an executive coach who often works with people in the logistics field. The two inform the audience of 5 ways 3PL (third-party logistics) sales have changed, along with plenty of advice on how to deal with these changes. We also learn about a sales improvement course specifically for people in the logistics industry that Joe and Ann are co-facilitating. Podcast Show Notes: 00:21 – Joe welcomes Ann Holm to the show 01:13 – An introduction of today's topic: 5 Ways 3PL Sales Have Changed and What You Can Do About it with Ann Holm 5 ways 3PL sales have changed 02:38 – #1: Internet has given buyers unprecedented access to product and industry information More control for the buyer Buying processed controlled by buyer Industry research / lists available Experts available 05:51 – #2: Purchasing professional's involvement Transportation and logistics has become strategic – many more groups involved including operations, logistics, IT, finance, senior management, Process defined by customer Worldview of customer is often shaped by purchasing process 08:05 – #3: Distracted customers Online and in-person, people are distracted Day-to-day overload / overwhelm Electronic gizmos Multi-tasking 12:17 – #4: More competition and more sophisticated competition 3PL industry consolidation VC and PE investment money Marketing money and clout 14:47 – #5: The buying process begins online When shippers are selecting transportation and logistics providers, they are beginning with online research If your selling process begins with a cold call, you may be late to the game ..What you can do about it 19:07 – Defining your personal brand Looking at competence and the emotional connection 360-degree process for personal brand development Personal brand should be authentic and include how others see you 24:30 – Developing a specialization Be an inch wide and a mile deep – not a mile wide and an inch deep Specialization doesn't limit new opportunities, it expands them Mistakes that Ann made early in her coaching career 32:35 – LinkedIn and social media Capturing attention with just a picture and headline LinkedIn best practices Choosing the right social media platform 38:23 – Engagement Connecting with customers in a meaningful way Speaking their language – being on their wave length Interpersonal – read their type, body language, connection beyond business, trust, rapport, relationship Business - Understanding their needs – walk a thousand miles in their shoes Understanding your type and their type Buyers will zone out – daydream if you can't engage them For more details, check us out at LogisticsofLogisticscom or follow Joe on LinkedIn Topic Takeaways: 3PL sales has changed and to stay competitive, sale professionals must adapt to the changing market and adopt new approaches Mentioned Resources: 21st Century Sales Skills for Transportation and Logistics Professionals (Podcast) Sales Personality Types with Ann Holm (Podcast) Joe Lynch (LinkedIn) Ann Holm (LinkedIn) Training: 21st Century Sales Skills for Transportation and Logistics Professionals (Information and Registration)

Download the audio file Podcast Summary: In this podcast, Joe Lynch welcomes Ann Holm to the show. Joe and Ann discuss their upcoming sales improvement program. The program, 21st Century Sales Skills for Transportation Logistics Professionals begins Wednesday, September 19th, 1:00 p.m. EST and last 10 weeks. The sales improvement program was designed specifically for transportation and logistics professionals and their hectic, unpredictable schedules. The program will be delivered remotely, which means there is no travel. The training program consists of 3 separate components: 1. Training webinars 2. One on One coaching sessions 3. Online assessments and instruction, specially tailored to your unique personality types. Podcast Show Notes: 00:25 – Joe welcomes his friend and collaborator, Ann Holm 00:35 – New sales improvement program starting September 19 and lasting 10 weeks 21st Century Sales Skills for Transportation Logistics Professionals 01:09 – Joe shares how he met Ann 8 years ago Joe hired Ann Holm as an executive coach to work on lead generation Ann's suggestion for The Logistics of Logistics 02:45 – Lead generation in the 21st century A distracted, crowded marketplace with empowered customers The importance of positioning for success 04:51 – Why developing specialization or niche is more important than ever Clarity on your business 05:44 – The program is done remotely, as convenient as possible There will be 9-10 training sessions every Wednesday, 1:00 p.m. EST, 10:00 a.m. PST 3 coaching sessions 06:48 – Ann talks about the benefits of the online training (web-based) Helping individuals understand their sales personality Website available 24/7 Joe's experience with the online training platform The online assessment provides every participant with an individualized training plan (identifies strengths and weaknesses) Playing your game vs somebody's elses Understanding different communication styles 10:21 – Program highlights Becoming an expert in your space — 46 different services in transportation Trends in transportation, logistics, and supply chain Positioning yourself for success through personal branding Getting good leads is one of the keys to sales success Managing the sales process 21:14 – Each participant develops a customized sales action plan with Ann Holm Individual coaching sessions focus on individual development and execution 26:05 – 21st Century Sales Skills for Transportation Logistics Professionals Topic Takeaways: Joe Lynch and Ann Holm are conducting a sales improvement program especially for transportation and logistics professionals The program is called 21st Century Sales Skills for Transportation and Logistics Professionals and begins on September 19th The program is very comprehensive and includes 9 training sessions, 3 one-on-one coaching sessions and access to a website that includes the latest sales best practices Mentioned Resources: The Logistics of Logistics Annholm.net

Download the audio file Podcast Summary: Joe is joined by Mike Temple, Executive Coach at TranStrategy Partners. Initially, Mike was Joe's client, but over time they became great friends. They have collaborated on numerous articles, webinars, and research. Mike earned a degree in Business Administration from Utah State. In the podcast interview, Mike explains what happens when companies lose their purpose and what they can do to get it back. Podcast Show Notes: 00:13 – Joe introduces Mike to the show. 02:18 – Mike tells us how he got into coaching. Moving from the financial investment field into coaching. 04:38 – Why companies hire executive coaches. 05:35 – "Lose your why, lose your way." Organizations not knowing why they do what they do. 08:54 – Being purpose driven vs. personality driven. The two types of leaders. Steve Jobs and Apple as an example of a purpose driven organization. 12:41 – Business results correlating with culture and strategy. Issues with people being driven only by financials. Advantages of being purpose driven. More examples of purpose driven organizations. 15:36 –A specific example of purpose in the logistics industry. Evolution of purpose within an organization. What a purpose really is. 22:30 – What happens to a company if they lose their why. Assessments that Mike administers. The process of discovering a purpose. The changing of culture within an organization. 27:41 – Mike's closing summary about how companies can find their why. The services that Mike provides. For more details, check us out at TheLogisticsOfLogistics.com or follow Joe on LinkedIn Topic Takeaways: Being purpose driven will be much more fruitful than being personality driven. If the leader isn't growing, the company won't. Mentioned Resources: mike@transtrategypartners.com - Mike's email address 360-713-1709 – Mike's phone number

Download the audio file Podcast Summary: Today's guest is Dean Croke, Chief Analytics Officer at FreightWaves. Growing up in Australia, his family owned and operated a trucking business. Dean has been in and around the trucking business for over 50 years and he has driven over two million miles as a driver. Over the last 20 years, Dean has been focused on trucking analytics, especially related to driver fatigue, safety, sleep schedules and hours of service. In the podcast interview, Dean shares what he has learned from studying data from electronic logging devices (ELD). Podcast Show Notes: 00:25 – Joe introduces Dean Croke to the show 01:03 – Dean describes how he became the Chief Analytics Officer of FreightWaves. What exactly his role is. Life-changing events that Dean experienced. Applying his real-world experience to data analytics. 04:44 – Experiencing fatigue while trucking. Drivers may fall asleep for longer than they realize. Working with a Harvard professor. 06:16 – Hours of service and electronic logging devices (ELD). Problems with rules and regulations. Biocompatible shift scheduling. Falsities about drivers being well-rested. "One size fits all" solutions. 12:57 – A history of ELD. Why ELD started and creating a 24-hour schedule. What's wrong with ELD and the focus on fatigue. 17:04 – Fixing the problems with current ELD. Teaching truckers how to sleep healthily. Data that ELD provides. Companies that analyze ELD data. 21:47 – Using the data gained by ELD. An unintended outcome of using ELD. Why some truck companies may demand to be paid despite not yet being on the road. Accommodating drivers. 25:51 – What trucking companies and drivers can do to make working within ELD constraints better. Inefficiencies in the trucking industry. How culture and education affect things. Why just being compliant to regulations won't improve safety. 29:57 – Adoption of using the right information to create schedules. Difficulties of accident coding in databases. Cultural resistance. 33:41 – Dean tells us how to learn more about FreightWaves. Their new product, SONAR. For more details, check us out at TheLogisticsOfLogistics.com or follow Joe on LinkedIn Topic Takeaways: Create a schedule based on sleep management. ELD provides crucial data but is not often used efficiently. Being compliant with regulations does not mean a company is safe. Mentioned Resources: FreightWaves.com MarketWaves – Conference on November 12 and 13 in Grapevine, Texas. SONAR's website Dean Croke

Download the audio file Podcast Summary: Joe is joined by Ann Holm, who Joe first met as his Executive Coach many years ago. Since then, she began to collaborate with him on many different projects. She has a Bachelor's in Psychology, Speech, and Hearing as well as a Master's of Science in Speech, Language, and Pathology, both from the University of Michigan. She provides insight on the importance of sales personalities and how to communicate with the different types. Podcast Show Notes: 00:25 – Joe introduces Ann Holm to the show 01:28 – Ann tells us how she got into coaching. How she transitioned out of the medical field and got further education. 03:03 – Sales personality types and why they matter. Problems with current training methods. How some solutions seem to work in the short-term but won't in the long-term. 05:59 – How to determine somebody's sales personality. Learning your own strengths and weaknesses through a test. Using Joe's personality type as an example. Joe discusses what he learned from taking the test. Reframing an issue to motivate different personalities. 11:42 – The idea of partnering with different personality types. Partnering with someone who is strong in one of your weak areas. Improvement of communication when each person's sales personality is known. 13:26 – Reading another person's sales personality. Changing conversation flow depending on sales personality. Personal experience from Joe of not being able to communicate because he couldn't read an employee's sales personality. Advice that Ann gave Joe after assessing his problem of needing to make more phone calls. Playing to your own strengths. 19:47 – Ann's assessment process. Having a free consultation and taking the personality test. Looking at yourself in a way that you have never looked at yourself before. 23:58 – Ann's closing summary about sales personality. For more details, check us out at thelogisticsoflogisticscom or follow Joe on LinkedIn Topic Takeaways: Knowing the sales personalities of your team is invaluable. Communication needs to be adjusted between different personality types. Mentioned Resources: AnnHolm.net – Ann's website Ann's Twitter Ann's Facebook Ann's LinkedIn TypeCoach – Online personality tests