Latest / Outside the Box with Asendia USA: The International e-Commerce Podcast / 20 part 1: Data at the Forefront: The Strategic Impact of Parcel Spend Management

Transcript

20 part 1: Data at the Forefront: The Strategic Impact of Parcel Spend Management · Outside the Box with Asendia USA: The International e-Commerce Podcast

• 0:00
  So
• 0:00
  we're
• 0:00
  giving
• 0:01
  them
• 0:01
  really
• 0:01
  good
• 0:01
  data.
• 0:02
  It
• 0:02
  allows
• 0:02
  them
• 0:02
  to
• 0:03
  kind
• 0:03
  of
• 0:03
  really
• 0:03
  transform
• 0:04
  their
• 0:04
  business.
• 0:05
  Ultimately,
• 0:05
  what
• 0:06
  we
• 0:06
  look
• 0:06
  at
• 0:06
  is
• 0:06
  our
• 0:07
  customers
• 0:07
  who
• 0:07
  are
• 0:07
  using
• 0:08
  us
• 0:08
  with
• 0:08
  psm.
• 0:08
  They're
• 0:09
  seeing
• 0:09
  millions
• 0:09
  and
• 0:10
  millions
• 0:10
  in
• 0:10
  savings
• 0:11
  and
• 0:11
  so
• 0:12
  it's
• 0:12
  just
• 0:12
  super
• 0:12
  fun.
• 0:13
  This
• 0:13
  is
• 0:13
  Outside
• 0:14
  the
• 0:14
  Box
• 0:14
  with
• 0:15
  Ascendia
• 0:15
  usa,
• 0:16
  a
• 0:17
  podcast
• 0:17
  educating
• 0:18
  US
• 0:18
  based
• 0:18
  brands,
• 0:19
  marketplaces
• 0:20
  and
• 0:20
  e
• 0:20
  tailers
• 0:21
  on
• 0:21
  international
• 0:22
  shipping
• 0:22
  topics
• 0:22
  and
• 0:23
  how
• 0:23
  they
• 0:23
  can
• 0:23
  expand
• 0:24
  their
• 0:24
  global
• 0:24
  e
• 0:25
  commerce
• 0:25
  footprint.
• 0:26
  Welcome
• 0:26
  to
• 0:27
  Outside
• 0:27
  the
• 0:27
  Box
• 0:28
  with
• 0:28
  Essendia
• 0:29
  USA
• 0:30
  podcast.
• 0:31
  I'm
• 0:31
  your
• 0:31
  host
• 0:31
  Nick
• 0:32
  Agnetti
• 0:32
  with
• 0:32
  my
• 0:32
  co
• 0:32
  host.
• 0:33
  Hey
• 0:33
  everybody,
• 0:34
  Jason
• 0:34
  Roland.
• 0:34
  And
• 0:35
  we've
• 0:35
  got
• 0:35
  a
• 0:35
  special
• 0:35
  guest
• 0:36
  here
• 0:36
  today,
• 0:36
  Mike
• 0:36
  McComb
• 0:37
  from
• 0:37
  Green
• 0:37
  Mountain.
• 0:38
  Hey
• 0:38
  guys,
• 0:38
  thanks.
• 0:39
  Thanks
• 0:39
  so
• 0:39
  much
• 0:39
  for
• 0:40
  joining
• 0:40
  us,
• 0:40
  Mike.
• 0:40
  Pleasure.
• 0:41
  Thank
• 0:41
  you.
• 0:41
  Yeah,
• 0:41
  so
• 0:42
  I
• 0:42
  just
• 0:42
  figured
• 0:42
  we'd
• 0:43
  start
• 0:43
  talking
• 0:44
  to,
• 0:44
  you
• 0:44
  know,
• 0:45
  the
• 0:45
  viewers
• 0:45
  and,
• 0:46
  and
• 0:46
  listeners
• 0:46
  about
• 0:47
  maybe
• 0:47
  go
• 0:48
  over
• 0:48
  what,
• 0:48
  what
• 0:48
  Green
• 0:49
  Mountain
• 0:49
  is,
• 0:50
  where
• 0:50
  it
• 0:50
  fits
• 0:50
  into
• 0:50
  space,
• 0:51
  where
• 0:51
  it.
• 0:52
  Why
• 0:52
  it's
• 0:52
  such
• 0:52
  a
• 0:53
  prevalent
• 0:53
  technology
• 0:54
  and
• 0:54
  an
• 0:55
  organization
• 0:55
  that
• 0:55
  works
• 0:55
  with
• 0:56
  some
• 0:56
  major
• 0:56
  shippers
• 0:57
  and
• 0:57
  let's
• 0:58
  start
• 0:58
  there.
• 0:58
  Yeah,
• 0:59
  I
• 0:59
  appreciate
• 0:59
  it.
• 0:59
  So
• 1:00
  we
• 1:00
  were
• 1:00
  founded
• 1:00
  26
• 1:01
  years
• 1:01
  ago.
• 1:01
  Originally
• 1:02
  we
• 1:02
  did
• 1:03
  effectively
• 1:04
  what
• 1:04
  would
• 1:04
  be
• 1:04
  today
• 1:05
  just
• 1:05
  known
• 1:06
  as
• 1:06
  doing
• 1:06
  an
• 1:06
  audit.
• 1:06
  But
• 1:07
  the
• 1:07
  reality
• 1:07
  is
• 1:07
  we
• 1:07
  actually
• 1:08
  created
• 1:08
  a
• 1:09
  digital
• 1:09
  twin
• 1:10
  of
• 1:10
  what
• 1:10
  billing
• 1:11
  systems
• 1:11
  are.
• 1:12
  First
• 1:12
  it
• 1:12
  was
• 1:12
  for
• 1:12
  FedEx
• 1:13
  and
• 1:13
  then
• 1:13
  UPS,
• 1:14
  DHL,
• 1:14
  et
• 1:14
  cetera.
• 1:14
  Right.
• 1:15
  So
• 1:15
  everybody,
• 1:16
  every
• 1:16
  carrier
• 1:16
  that's
• 1:16
  on
• 1:17
  a
• 1:17
  platform,
• 1:17
  we
• 1:17
  do
• 1:17
  a
• 1:18
  digital
• 1:18
  twin
• 1:18
  of
• 1:19
  a
• 1:19
  billing
• 1:19
  system.
• 1:19
  Therefore
• 1:20
  we
• 1:20
  can
• 1:20
  work
• 1:20
  with
• 1:20
  the
• 1:20
  carriers
• 1:21
  directly
• 1:21
  to
• 1:22
  also,
• 1:22
  you
• 1:22
  know,
• 1:23
  if
• 1:23
  this
• 1:23
  is
• 1:23
  the
• 1:23
  result
• 1:24
  that
• 1:24
  should
• 1:24
  be
• 1:24
  produced
• 1:25
  based
• 1:25
  on
• 1:25
  a
• 1:25
  contract.
• 1:26
  If
• 1:26
  it's
• 1:26
  wrong,
• 1:26
  we'll
• 1:27
  work
• 1:27
  with
• 1:27
  the
• 1:27
  carrier
• 1:27
  to
• 1:28
  resolve
• 1:28
  it
• 1:28
  and
• 1:28
  then
• 1:28
  the
• 1:29
  shipper
• 1:29
  doesn't
• 1:29
  really
• 1:30
  have
• 1:30
  to
• 1:30
  get
• 1:30
  involved.
• 1:30
  We'll
• 1:30
  take
• 1:31
  care
• 1:31
  of
• 1:31
  it.
• 1:31
  Okay,
• 1:31
  well
• 1:32
  what
• 1:32
  happened
• 1:32
  over
• 1:32
  time
• 1:32
  though
• 1:33
  is
• 1:33
  people
• 1:33
  said
• 1:33
  you
• 1:33
  got
• 1:33
  all
• 1:34
  this
• 1:34
  great
• 1:34
  data.
• 1:34
  Now
• 1:35
  that
• 1:35
  you're
• 1:35
  doing
• 1:35
  this
• 1:35
  audit,
• 1:36
  can
• 1:36
  you
• 1:36
  help
• 1:36
  us
• 1:36
  to
• 1:37
  transform
• 1:37
  it
• 1:37
  to
• 1:37
  figure
• 1:38
  out
• 1:38
  what
• 1:38
  should
• 1:38
  our
• 1:38
  network
• 1:39
  look
• 1:39
  like?
• 1:39
  Maybe
• 1:39
  we
• 1:40
  want
• 1:40
  to
• 1:40
  do
• 1:40
  ship
• 1:40
  from
• 1:40
  store,
• 1:41
  maybe
• 1:41
  we
• 1:41
  want
• 1:41
  to
• 1:41
  reallocate
• 1:42
  resources
• 1:43
  or
• 1:44
  move
• 1:44
  distribution
• 1:45
  centers,
• 1:45
  things
• 1:45
  like
• 1:45
  that.
• 1:45
  So
• 1:46
  we
• 1:46
  created
• 1:47
  what's
• 1:47
  called
• 1:47
  parcel
• 1:48
  spend
• 1:48
  management.
• 1:48
  I
• 1:49
  wish
• 1:49
  we
• 1:49
  would
• 1:49
  have
• 1:49
  trademarked
• 1:50
  it
• 1:50
  because
• 1:51
  big
• 1:52
  time.
• 1:52
  But.
• 1:53
  And
• 1:53
  that's
• 1:53
  okay,
• 1:54
  you
• 1:54
  know.
• 1:54
  So
• 1:55
  what
• 1:55
  happened
• 1:55
  though?
• 1:55
  We've
• 1:56
  got
• 1:56
  enterprise
• 1:57
  level.
• 1:57
  Shippers
• 1:57
  are
• 1:58
  saying
• 1:58
  become
• 1:59
  basically
• 1:59
  it's
• 1:59
  like
• 1:59
  we're
• 2:00
  becoming
• 2:00
  an
• 2:00
  extension
• 2:00
  of
• 2:00
  their
• 2:01
  business.
• 2:01
  And
• 2:01
  so
• 2:02
  we're
• 2:02
  taking
• 2:02
  that
• 2:02
  data
• 2:03
  which
• 2:03
  then
• 2:03
  says
• 2:03
  if
• 2:04
  I
• 2:04
  start
• 2:04
  from
• 2:04
  this
• 2:05
  point
• 2:06
  and
• 2:06
  I
• 2:06
  look
• 2:06
  at.
• 2:06
  Okay,
• 2:07
  well
• 2:07
  let
• 2:07
  me
• 2:07
  model
• 2:07
  out.
• 2:08
  What
• 2:08
  about
• 2:08
  ship
• 2:08
  from
• 2:08
  store?
• 2:09
  Maybe
• 2:09
  I
• 2:09
  want
• 2:09
  to
• 2:09
  take
• 2:09
  my
• 2:10
  network
• 2:10
  down
• 2:10
  from
• 2:10
  five
• 2:11
  days
• 2:11
  to
• 2:11
  two
• 2:11
  days
• 2:11
  or
• 2:12
  three
• 2:12
  days
• 2:12
  or
• 2:12
  four
• 2:12
  days.
• 2:13
  Whatever
• 2:13
  that
• 2:13
  would
• 2:13
  be.
• 2:14
  We,
• 2:14
  so
• 2:14
  we
• 2:14
  have
• 2:14
  that
• 2:15
  starting
• 2:15
  point
• 2:15
  and
• 2:15
  so
• 2:16
  everything
• 2:16
  that
• 2:16
  we
• 2:16
  do
• 2:16
  and
• 2:16
  we
• 2:17
  model
• 2:17
  and
• 2:17
  we
• 2:17
  could
• 2:17
  do
• 2:17
  thousands
• 2:18
  and
• 2:18
  thousands
• 2:18
  of
• 2:18
  models
• 2:19
  and
• 2:19
  iterations
• 2:19
  on
• 2:20
  that
• 2:20
  will
• 2:20
  know
• 2:21
  to
• 2:21
  the
• 2:21
  penny,
• 2:21
  well,
• 2:22
  this
• 2:22
  is,
• 2:22
  this
• 2:22
  is
• 2:23
  then
• 2:23
  what
• 2:23
  the
• 2:23
  result
• 2:23
  of
• 2:24
  that
• 2:24
  change
• 2:24
  would
• 2:24
  be.
• 2:25
  Therefore,
• 2:25
  as
• 2:25
  we're
• 2:26
  working
• 2:26
  with
• 2:26
  these
• 2:26
  customers,
• 2:27
  typically
• 2:27
  over
• 2:28
  a
• 2:28
  couple
• 2:28
  of
• 2:28
  years,
• 2:28
  when
• 2:28
  we're
• 2:29
  working
• 2:29
  with
• 2:29
  a
• 2:29
  client
• 2:30
  in
• 2:30
  about
• 2:30
  the
• 2:31
  third
• 2:31
  year,
• 2:31
  we
• 2:31
  can
• 2:32
  do
• 2:32
  about
• 2:32
  120,
• 2:33
  150
• 2:33
  strategic
• 2:34
  deliverables
• 2:35
  every
• 2:35
  single
• 2:35
  year,
• 2:36
  which
• 2:36
  is
• 2:36
  pretty
• 2:36
  incredible.
• 2:37
  120
• 2:37
  to
• 2:38
  150.
• 2:38
  That's
• 2:39
  right.
• 2:39
  And
• 2:39
  we
• 2:39
  work
• 2:39
  with
• 2:40
  brands
• 2:40
  who
• 2:40
  look
• 2:40
  on
• 2:40
  their
• 2:40
  own,
• 2:41
  they're
• 2:41
  doing
• 2:42
  12,
• 2:42
  25
• 2:43
  a
• 2:43
  year,
• 2:43
  which
• 2:44
  is
• 2:44
  still
• 2:44
  pretty
• 2:44
  good.
• 2:45
  But
• 2:45
  what
• 2:45
  ends
• 2:46
  up
• 2:46
  happening,
• 2:46
  it's
• 2:46
  almost
• 2:46
  like
• 2:47
  we're
• 2:47
  volleying
• 2:47
  back
• 2:48
  and
• 2:48
  forth
• 2:48
  this
• 2:48
  information.
• 2:49
  Right.
• 2:49
  So
• 2:49
  we
• 2:50
  might
• 2:50
  say,
• 2:50
  hey,
• 2:51
  we
• 2:51
  need
• 2:51
  help
• 2:51
  in
• 2:52
  Canada.
• 2:52
  Right.
• 2:52
  There's
• 2:52
  a
• 2:52
  lot
• 2:53
  going
• 2:53
  on
• 2:53
  in
• 2:53
  Canada.
• 2:53
  And
• 2:54
  of
• 2:54
  course,
• 2:54
  you
• 2:54
  know,
• 2:54
  Ascendi
• 2:55
  is
• 2:55
  probably
• 2:55
  somebody
• 2:55
  they
• 2:55
  want
• 2:56
  to
• 2:56
  look
• 2:56
  at
• 2:56
  as
• 2:56
  well.
• 2:56
  And
• 2:56
  so,
• 2:57
  well,
• 2:57
  okay,
• 2:57
  let's
• 2:57
  model
• 2:57
  it
• 2:58
  all
• 2:58
  out.
• 2:58
  What's
• 2:58
  a
• 2:58
  send
• 2:58
  you
• 2:59
  offering?
• 2:59
  You
• 2:59
  know,
• 2:59
  what
• 2:59
  about
• 3:00
  the
• 3:00
  other
• 3:00
  players?
• 3:00
  What
• 3:00
  are
• 3:00
  they
• 3:01
  doing
• 3:01
  so
• 3:01
  we
• 3:01
  can
• 3:01
  model
• 3:02
  out?
• 3:02
  Well,
• 3:02
  here's
• 3:02
  what
• 3:02
  you
• 3:02
  got
• 3:03
  today.
• 3:03
  Let's
• 3:03
  model
• 3:04
  out
• 3:04
  all
• 3:04
  these
• 3:04
  different
• 3:04
  ways,
• 3:05
  right?
• 3:05
  Yeah.
• 3:05
  Or
• 3:06
  even
• 3:06
  splitting,
• 3:06
  you
• 3:07
  know,
• 3:07
  the
• 3:07
  country
• 3:08
  into
• 3:08
  different
• 3:08
  regions,
• 3:09
  whatever.
• 3:09
  And
• 3:09
  so
• 3:10
  we're
• 3:10
  giving
• 3:10
  them
• 3:11
  really
• 3:11
  good
• 3:11
  data.
• 3:11
  It
• 3:12
  allows
• 3:12
  them
• 3:12
  to
• 3:12
  kind
• 3:13
  of
• 3:13
  really
• 3:13
  transform
• 3:14
  their
• 3:14
  business.
• 3:15
  Ultimately,
• 3:15
  what
• 3:15
  we
• 3:16
  look
• 3:16
  at
• 3:16
  is
• 3:16
  our
• 3:17
  customers
• 3:17
  who
• 3:17
  are
• 3:17
  using
• 3:17
  us
• 3:18
  for
• 3:18
  psm,
• 3:18
  they're
• 3:18
  seeing
• 3:19
  millions
• 3:19
  and
• 3:19
  millions
• 3:20
  in
• 3:20
  savings.
• 3:21
  And
• 3:21
  so
• 3:21
  it's
• 3:22
  just
• 3:22
  super
• 3:22
  fun.
• 3:22
  I
• 3:23
  mean,
• 3:23
  it's
• 3:23
  really
• 3:24
  fun.
• 3:24
  To
• 3:25
  me,
• 3:25
  what
• 3:25
  that
• 3:25
  screams
• 3:26
  is
• 3:27
  I
• 3:27
  see
• 3:28
  a
• 3:28
  significant
• 3:28
  uptick
• 3:29
  in
• 3:29
  customer
• 3:29
  experience
• 3:30
  as
• 3:30
  well.
• 3:30
  Absolutely.
• 3:31
  I
• 3:31
  mean,
• 3:31
  when
• 3:31
  you
• 3:31
  talk
• 3:31
  about,
• 3:32
  you
• 3:32
  know,
• 3:32
  shaving
• 3:33
  five
• 3:33
  to
• 3:33
  two
• 3:33
  days
• 3:33
  or
• 3:34
  ship
• 3:34
  from
• 3:34
  store
• 3:34
  or
• 3:35
  you
• 3:35
  look,
• 3:36
  I
• 3:36
  just
• 3:36
  saw
• 3:36
  a
• 3:36
  statistic
• 3:37
  the
• 3:37
  other
• 3:37
  day
• 3:37
  of
• 3:38
  Home
• 3:38
  Depot
• 3:38
  and
• 3:39
  the
• 3:39
  ship
• 3:39
  from
• 3:39
  store
• 3:39
  model
• 3:40
  that
• 3:40
  they
• 3:41
  employed.
• 3:41
  And
• 3:42
  I
• 3:42
  mean,
• 3:43
  I
• 3:43
  use
• 3:43
  it
• 3:43
  all
• 3:43
  the
• 3:43
  time,
• 3:44
  you
• 3:44
  know,
• 3:44
  and,
• 3:44
  and,
• 3:45
  and
• 3:45
  it's
• 3:45
  so
• 3:45
  great
• 3:46
  because
• 3:46
  it
• 3:46
  gets
• 3:47
  to
• 3:47
  me
• 3:47
  next
• 3:47
  day,
• 3:48
  even
• 3:48
  though
• 3:48
  there's
• 3:48
  a
• 3:48
  Home
• 3:49
  Depot
• 3:49
  in
• 3:49
  town,
• 3:49
  I'm
• 3:49
  a
• 3:49
  busy
• 3:50
  guy,
• 3:50
  father
• 3:50
  of
• 3:51
  three,
• 3:51
  husband,
• 3:51
  all
• 3:52
  that
• 3:52
  stuff,
• 3:52
  you
• 3:52
  know
• 3:52
  what
• 3:52
  I
• 3:52
  mean?
• 3:52
  So
• 3:53
  show
• 3:54
  off.
• 3:54
  I.
• 3:55
  What's
• 3:55
  that?
• 3:56
  No,
• 3:57
  I
• 3:57
  think,
• 3:58
  I
• 3:58
  think
• 3:58
  it's
• 3:58
  great,
• 3:59
  you
• 3:59
  know,
• 3:59
  the
• 4:00
  ship
• 4:00
  from
• 4:00
  store
• 4:00
  model.
• 4:01
  So
• 4:02
  what
• 4:02
  are
• 4:03
  you
• 4:03
  able
• 4:03
  to
• 4:03
  share
• 4:03
  maybe
• 4:04
  a
• 4:04
  range
• 4:04
  of
• 4:04
  kind
• 4:05
  of
• 4:05
  the
• 4:05
  size
• 4:05
  of
• 4:05
  companies
• 4:06
  that
• 4:06
  you
• 4:06
  work
• 4:06
  with
• 4:07
  typically
• 4:07
  at
• 4:07
  Green
• 4:07
  Mountain.
• 4:08
  Yeah.
• 4:09
  So
• 4:09
  on
• 4:09
  our
• 4:09
  parcel
• 4:10
  spend
• 4:10
  management,
• 4:11
  that's
• 4:11
  like
• 4:11
  our
• 4:11
  most
• 4:12
  premier
• 4:12
  service.
• 4:13
  Honestly,
• 4:14
  the,
• 4:14
  the
• 4:14
  shippers
• 4:15
  there
• 4:15
  are
• 4:15
  going
• 4:15
  to
• 4:15
  spend
• 4:16
  from.
• 4:16
  Let's
• 4:17
  call
• 4:17
  it
• 4:17
  $40
• 4:17
  million
• 4:18
  annually
• 4:18
  on
• 4:19
  parcel,
• 4:19
  up
• 4:19
  to
• 4:19
  $2
• 4:20
  billion.
• 4:20
  So
• 4:21
  the
• 4:21
  very,
• 4:21
  very
• 4:22
  large
• 4:22
  shippers,
• 4:23
  we
• 4:23
  do
• 4:23
  still
• 4:23
  offer
• 4:24
  advisory
• 4:25
  services
• 4:25
  or
• 4:26
  audit
• 4:26
  services
• 4:26
  for
• 4:27
  shippers
• 4:27
  that
• 4:27
  are
• 4:28
  maybe
• 4:28
  down
• 4:28
  to
• 4:28
  like
• 4:29
  20
• 4:29
  million
• 4:29
  or
• 4:29
  whatever.
• 4:30
  But
• 4:31
  so
• 4:31
  our,
• 4:31
  our
• 4:32
  knowledge
• 4:32
  of
• 4:33
  the
• 4:33
  market
• 4:33
  is
• 4:33
  usually
• 4:34
  though
• 4:34
  that
• 4:34
  very
• 4:34
  large
• 4:35
  shipper.
• 4:35
  Right.
• 4:36
  And
• 4:36
  most
• 4:36
  of
• 4:36
  them
• 4:37
  would
• 4:37
  be
• 4:37
  North
• 4:37
  American
• 4:38
  based.
• 4:39
  They
• 4:39
  would
• 4:39
  do
• 4:39
  exports
• 4:41
  and
• 4:41
  that's
• 4:41
  how
• 4:41
  we're
• 4:42
  helping
• 4:42
  them.
• 4:42
  Yeah,
• 4:42
  I
• 4:42
  imagine
• 4:43
  one
• 4:44
  of
• 4:44
  the
• 4:44
  biggest
• 4:44
  ways
• 4:44
  that
• 4:44
  it
• 4:44
  would
• 4:45
  probably
• 4:45
  help
• 4:45
  for
• 4:45
  customers
• 4:46
  is
• 4:46
  just
• 4:46
  from
• 4:46
  a
• 4:46
  contractual
• 4:47
  standpoint.
• 4:47
  Like
• 4:48
  so
• 4:49
  many
• 4:49
  times
• 4:49
  we'll
• 4:49
  get
• 4:49
  involved
• 4:50
  with
• 4:50
  contracts
• 4:51
  with
• 4:51
  vendors
• 4:51
  and
• 4:52
  have
• 4:52
  no
• 4:52
  way
• 4:52
  of
• 4:52
  holding
• 4:52
  them
• 4:53
  accountable,
• 4:53
  no
• 4:53
  way
• 4:53
  of
• 4:54
  really
• 4:54
  knowing
• 4:55
  how
• 4:55
  well
• 4:55
  they're
• 4:56
  performing
• 4:56
  in
• 4:56
  terms
• 4:56
  of
• 4:57
  what
• 4:57
  they've
• 4:58
  agreed
• 4:59
  to
• 4:59
  do
• 4:59
  for
• 4:59
  us.
• 4:59
  And
• 4:59
  I
• 4:59
  think
• 5:00
  even
• 5:00
  from
• 5:00
  our
• 5:01
  customer
• 5:01
  standpoint
• 5:01
  too,
• 5:02
  that
• 5:02
  value
• 5:03
  is,
• 5:04
  is
• 5:04
  a
• 5:04
  really
• 5:05
  great
• 5:05
  thing
• 5:05
  that
• 5:06
  we
• 5:06
  look
• 5:06
  for.
• 5:07
  Even
• 5:07
  we
• 5:08
  would
• 5:08
  love
• 5:08
  to
• 5:08
  be
• 5:08
  able
• 5:09
  to
• 5:09
  look
• 5:09
  at
• 5:09
  our
• 5:09
  vendors
• 5:10
  that
• 5:10
  way.
• 5:10
  A
• 5:10
  little
• 5:10
  more
• 5:12
  magnifying
• 5:12
  glass
• 5:13
  for
• 5:13
  health.
• 5:14
  So
• 5:14
  I
• 5:14
  imagine
• 5:15
  that
• 5:15
  in
• 5:15
  terms
• 5:16
  of
• 5:16
  customers
• 5:16
  who
• 5:16
  are
• 5:17
  large
• 5:17
  bulk
• 5:18
  e
• 5:18
  commerce
• 5:19
  sellers
• 5:19
  that
• 5:20
  having
• 5:20
  that
• 5:20
  kind
• 5:20
  of
• 5:21
  oversight
• 5:21
  over
• 5:21
  your
• 5:21
  vendor
• 5:22
  network
• 5:22
  must
• 5:22
  do
• 5:23
  to
• 5:23
  their
• 5:23
  advantage
• 5:24
  of
• 5:24
  something
• 5:24
  they
• 5:24
  can
• 5:24
  really
• 5:25
  make
• 5:25
  use
• 5:25
  of.
• 5:26
  I
• 5:26
  think
• 5:26
  it's
• 5:26
  great.
• 5:27
  And
• 5:27
  I
• 5:27
  think
• 5:28
  as
• 5:29
  we
• 5:29
  look
• 5:29
  through
• 5:30
  our
• 5:30
  networks,
• 5:32
  the
• 5:32
  question
• 5:32
  that
• 5:32
  I
• 5:32
  would
• 5:33
  have
• 5:33
  for
• 5:33
  you
• 5:33
  is
• 5:33
  kind
• 5:34
  of
• 5:34
  what
• 5:34
  are
• 5:34
  the
• 5:35
  top,
• 5:35
  I
• 5:35
  don't
• 5:36
  know,
• 5:36
  three
• 5:37
  tripping
• 5:38
  points
• 5:38
  right
• 5:38
  now?
• 5:38
  Right.
• 5:38
  So
• 5:39
  what
• 5:39
  are
• 5:40
  vendors
• 5:40
  or
• 5:40
  logistics
• 5:41
  companies
• 5:41
  tripping?
• 5:42
  What
• 5:43
  are
• 5:43
  they
• 5:43
  having
• 5:43
  trouble?
• 5:43
  It's
• 5:44
  a
• 5:44
  good
• 5:44
  question.
• 5:44
  Yeah,
• 5:45
  that
• 5:45
  is
• 5:45
  a
• 5:45
  really
• 5:45
  good
• 5:45
  question.
• 5:46
  And
• 5:46
  it
• 5:47
  is
• 5:47
  actually
• 5:47
  it's
• 5:47
  going
• 5:48
  to
• 5:48
  vary
• 5:48
  a
• 5:48
  lot
• 5:49
  right
• 5:49
  from
• 5:49
  the
• 5:50
  if
• 5:50
  you're
• 5:50
  a
• 5:51
  shipper
• 5:52
  and
• 5:53
  again
• 5:54
  if
• 5:54
  you're
• 5:54
  doing
• 5:54
  like
• 5:54
  a
• 5:54
  ship
• 5:55
  from
• 5:55
  store.
• 5:55
  We
• 5:55
  just
• 5:55
  talked
• 5:55
  about
• 5:56
  that.
• 5:56
  Well,
• 5:56
  not
• 5:56
  everybody
• 5:56
  knows
• 5:56
  that.
• 5:57
  Right.
• 5:57
  And
• 5:57
  everybody's
• 5:57
  a
• 5:57
  retailer
• 5:58
  and
• 5:58
  some
• 5:58
  of
• 5:58
  our
• 5:58
  brands
• 5:59
  are
• 5:59
  manufacturers
• 5:59
  as
• 6:00
  well.
• 6:00
  So
• 6:00
  there's
• 6:00
  going
• 6:01
  to
• 6:01
  be
• 6:01
  a
• 6:01
  lot
• 6:01
  of
• 6:01
  different
• 6:01
  points.
• 6:02
  But
• 6:02
  I
• 6:02
  would
• 6:03
  tell
• 6:03
  you
• 6:03
  this
• 6:03
  like
• 6:03
  from
• 6:04
  an
• 6:04
  E
• 6:04
  commerce
• 6:04
  standpoint
• 6:05
  sort
• 6:06
  of
• 6:06
  that
• 6:06
  the
• 6:06
  number
• 6:06
  one
• 6:07
  what
• 6:07
  we're
• 6:07
  hearing,
• 6:07
  it's
• 6:07
  not
• 6:08
  necessarily
• 6:08
  the
• 6:08
  speed,
• 6:09
  but
• 6:09
  are
• 6:09
  you
• 6:09
  accurate?
• 6:10
  Hey,
• 6:11
  I
• 6:11
  ordered
• 6:11
  it.
• 6:12
  It
• 6:12
  says
• 6:12
  five
• 6:12
  days.
• 6:13
  Is
• 6:13
  it
• 6:13
  delivering
• 6:14
  in
• 6:14
  five
• 6:14
  days?
• 6:14
  Yes
• 6:15
  or
• 6:15
  no?
• 6:15
  And
• 6:16
  so
• 6:16
  to,
• 6:16
  to
• 6:16
  your
• 6:17
  point,
• 6:17
  what
• 6:17
  we're
• 6:17
  also
• 6:17
  trying
• 6:18
  to
• 6:18
  do
• 6:18
  is
• 6:18
  work
• 6:18
  with
• 6:18
  our
• 6:19
  shippers
• 6:19
  and
• 6:20
  the
• 6:20
  carriers
• 6:21
  together
• 6:21
  to
• 6:21
  say
• 6:22
  look,
• 6:22
  this
• 6:22
  is
• 6:22
  what
• 6:22
  we're
• 6:22
  finding,
• 6:23
  right.
• 6:23
  You've
• 6:24
  published
• 6:24
  this
• 6:24
  as
• 6:24
  a
• 6:25
  five
• 6:25
  day
• 6:25
  point.
• 6:26
  We're
• 6:26
  seeing
• 6:26
  it's
• 6:27
  going
• 6:27
  in
• 6:27
  six
• 6:27
  days
• 6:28
  now.
• 6:28
  Your
• 6:28
  competitor
• 6:29
  is
• 6:29
  doing
• 6:29
  it
• 6:29
  in
• 6:29
  whatever
• 6:30
  days.
• 6:30
  You
• 6:30
  know,
• 6:30
  are
• 6:30
  there
• 6:31
  different
• 6:31
  things
• 6:31
  that
• 6:31
  we
• 6:31
  can
• 6:31
  also
• 6:32
  work
• 6:32
  on?
• 6:32
  And
• 6:32
  I
• 6:32
  think
• 6:33
  the
• 6:33
  shippers
• 6:33
  as
• 6:33
  well
• 6:34
  have
• 6:34
  to
• 6:34
  also
• 6:35
  look
• 6:35
  at
• 6:35
  what
• 6:36
  are
• 6:36
  they
• 6:36
  doing
• 6:36
  with
• 6:36
  their
• 6:36
  packaging
• 6:37
  and
• 6:38
  are
• 6:38
  they
• 6:39
  creating
• 6:39
  these,
• 6:39
  you
• 6:39
  know,
• 6:40
  boxes
• 6:40
  that
• 6:40
  have
• 6:41
  twice
• 6:41
  that,
• 6:41
  you
• 6:41
  know,
• 6:41
  it's
• 6:42
  double
• 6:42
  the
• 6:42
  airspace
• 6:43
  that
• 6:43
  it
• 6:43
  should
• 6:43
  be
• 6:43
  and
• 6:43
  things
• 6:44
  like
• 6:44
  that.
• 6:44
  And
• 6:44
  then
• 6:44
  the
• 6:44
  carriers,
• 6:45
  I,
• 6:45
  hey,
• 6:45
  this,
• 6:45
  this
• 6:46
  is
• 6:46
  really
• 6:46
  too
• 6:46
  much.
• 6:46
  It's
• 6:47
  got
• 6:47
  to
• 6:47
  go
• 6:47
  on
• 6:47
  my
• 6:47
  secondary
• 6:48
  or
• 6:48
  manual
• 6:48
  sort
• 6:49
  or
• 6:49
  whatever.
• 6:49
  And
• 6:50
  that's
• 6:50
  causing
• 6:50
  problems.
• 6:50
  Right.
• 6:51
  So
• 6:51
  we're.
• 6:51
  We're
• 6:51
  trying
• 6:52
  almost
• 6:52
  to
• 6:52
  triangulate.
• 6:53
  We
• 6:53
  want
• 6:53
  our
• 6:54
  shippers
• 6:54
  to
• 6:54
  have
• 6:55
  really
• 6:55
  good
• 6:55
  experiences
• 6:56
  with
• 6:57
  and
• 6:57
  partnerships
• 6:57
  with
• 6:58
  their
• 6:58
  carriers.
• 6:59
  I
• 6:59
  don't
• 6:59
  think
• 7:00
  it
• 7:00
  makes
• 7:00
  any
• 7:00
  sense.
• 7:00
  Like,
• 7:00
  hey,
• 7:01
  I'm
• 7:01
  going
• 7:01
  to
• 7:01
  bid
• 7:01
  out
• 7:01
  every
• 7:02
  day,
• 7:02
  every
• 7:02
  month.
• 7:03
  That
• 7:03
  doesn't
• 7:03
  make
• 7:03
  any
• 7:04
  sense.
• 7:04
  Right.
• 7:04
  And
• 7:04
  so
• 7:05
  our
• 7:05
  shippers
• 7:06
  who
• 7:06
  are
• 7:06
  working
• 7:06
  with
• 7:06
  Ascendia,
• 7:07
  we
• 7:07
  want
• 7:08
  them
• 7:08
  to
• 7:08
  develop
• 7:08
  this
• 7:09
  partnership.
• 7:09
  Where
• 7:09
  are
• 7:10
  you
• 7:10
  better?
• 7:11
  What
• 7:11
  makes
• 7:11
  you
• 7:11
  better?
• 7:12
  And
• 7:12
  then
• 7:13
  what
• 7:13
  we
• 7:13
  also
• 7:13
  hear
• 7:13
  from
• 7:14
  a
• 7:14
  lot
• 7:14
  of
• 7:14
  our
• 7:15
  shippers
• 7:15
  is,
• 7:15
  look,
• 7:16
  if
• 7:16
  we've
• 7:16
  awarded
• 7:17
  you
• 7:17
  business,
• 7:17
  well,
• 7:18
  don't
• 7:18
  you
• 7:18
  appreciate
• 7:18
  that?
• 7:19
  I'm
• 7:19
  not
• 7:19
  taking
• 7:19
  it
• 7:20
  out
• 7:20
  to
• 7:20
  bid
• 7:20
  because
• 7:20
  you're
• 7:21
  delivering
• 7:21
  what
• 7:21
  you've
• 7:21
  promised.
• 7:22
  And
• 7:22
  Green
• 7:23
  Mountain,
• 7:23
  by
• 7:23
  the
• 7:23
  way,
• 7:23
  is
• 7:23
  validating
• 7:24
  it.
• 7:24
  So
• 7:24
  this
• 7:25
  is
• 7:25
  working
• 7:25
  well
• 7:25
  for
• 7:25
  us.
• 7:26
  So
• 7:26
  why
• 7:26
  should
• 7:26
  we
• 7:26
  have
• 7:27
  somebody
• 7:27
  else
• 7:27
  just
• 7:27
  try
• 7:28
  and
• 7:28
  come
• 7:28
  in?
• 7:28
  Right.
• 7:29
  And
• 7:29
  so
• 7:29
  I
• 7:30
  think
• 7:30
  it
• 7:30
  does.
• 7:30
  It
• 7:31
  promotes
• 7:31
  a
• 7:31
  very
• 7:31
  healthy
• 7:32
  dynamic.
• 7:33
  Obviously,
• 7:33
  we're
• 7:33
  trying
• 7:34
  to
• 7:34
  get
• 7:34
  the
• 7:34
  best
• 7:35
  deal,
• 7:35
  if
• 7:35
  you
• 7:35
  will,
• 7:36
  for
• 7:36
  our
• 7:36
  shippers,
• 7:37
  but
• 7:37
  it's
• 7:37
  also
• 7:37
  this
• 7:38
  cost
• 7:39
  service.
• 7:39
  And
• 7:39
  then
• 7:40
  what
• 7:40
  is
• 7:40
  the
• 7:40
  value
• 7:40
  as
• 7:41
  well,
• 7:41
  of
• 7:41
  having
• 7:41
  that
• 7:41
  partnership?
• 7:42
  Somebody
• 7:42
  who
• 7:42
  also
• 7:43
  knows
• 7:43
  or
• 7:43
  if
• 7:44
  you're
• 7:45
  looking
• 7:45
  at.
• 7:45
  Well,
• 7:45
  we
• 7:45
  know
• 7:46
  because
• 7:46
  of
• 7:46
  all
• 7:46
  these
• 7:46
  shippers.
• 7:47
  I'll
• 7:47
  just
• 7:47
  say
• 7:47
  again,
• 7:48
  for
• 7:48
  Canada,
• 7:49
  you
• 7:49
  know,
• 7:49
  there's.
• 7:49
  There's
• 7:49
  issues
• 7:50
  that
• 7:50
  have
• 7:50
  been
• 7:50
  going
• 7:50
  on
• 7:50
  with
• 7:50
  Canada
• 7:51
  Post
• 7:51
  for
• 7:51
  a
• 7:51
  while,
• 7:51
  and
• 7:52
  I'm
• 7:52
  sure
• 7:52
  you
• 7:52
  guys,
• 7:53
  your,
• 7:53
  Your
• 7:53
  phones
• 7:53
  were
• 7:53
  probably.
• 7:54
  And
• 7:54
  you're
• 7:55
  getting
• 7:55
  lit
• 7:55
  up.
• 7:55
  Well,
• 7:56
  and
• 7:56
  you're
• 7:56
  probably
• 7:56
  rethinking,
• 7:57
  too.
• 7:57
  Gave
• 7:57
  me
• 7:58
  ptsd,
• 7:58
  actually.
• 8:00
  I
• 8:00
  almost
• 8:00
  blacked
• 8:01
  out.
• 8:01
  No,
• 8:01
  I'm
• 8:01
  just.
• 8:02
  I'm
• 8:02
  kidding,
• 8:02
  I'm
• 8:03
  kidding.
• 8:03
  No,
• 8:03
  Q4
• 8:03
  was
• 8:04
  rough,
• 8:04
  though,
• 8:04
  so.
• 8:05
  Yeah,
• 8:05
  but.
• 8:06
  But
• 8:06
  I'm
• 8:06
  sure
• 8:06
  what
• 8:06
  that
• 8:07
  causes
• 8:07
  your
• 8:07
  team
• 8:08
  to
• 8:08
  look
• 8:08
  at
• 8:08
  is
• 8:08
  how
• 8:09
  do
• 8:09
  we
• 8:09
  spawn,
• 8:10
  respond
• 8:10
  better
• 8:11
  if
• 8:11
  there
• 8:11
  should
• 8:11
  be
• 8:11
  disruptions
• 8:12
  from
• 8:12
  other
• 8:13
  service
• 8:13
  providers
• 8:14
  that
• 8:14
  are
• 8:14
  now
• 8:14
  causing
• 8:14
  this
• 8:15
  influx
• 8:15
  right
• 8:15
  into
• 8:16
  your
• 8:16
  network.
• 8:17
  So
• 8:17
  how
• 8:17
  do
• 8:17
  you
• 8:17
  strengthen
• 8:17
  that?
• 8:18
  But
• 8:18
  you've
• 8:18
  probably
• 8:19
  come
• 8:19
  out
• 8:19
  of
• 8:19
  it
• 8:19
  quite
• 8:20
  stronger.
• 8:21
  Right?
• 8:21
  And
• 8:21
  now
• 8:21
  you
• 8:21
  can
• 8:22
  say
• 8:22
  to
• 8:22
  your
• 8:22
  existing
• 8:22
  customers,
• 8:23
  look,
• 8:23
  this
• 8:23
  is
• 8:23
  why
• 8:24
  we're
• 8:24
  really
• 8:24
  good.
• 8:25
  So
• 8:25
  I
• 8:26
  think,
• 8:26
  you
• 8:26
  know,
• 8:26
  we're.
• 8:26
  We're
• 8:27
  always
• 8:27
  trying
• 8:27
  to
• 8:27
  work
• 8:27
  with
• 8:27
  that
• 8:28
  so
• 8:28
  that,
• 8:28
  you
• 8:28
  know,
• 8:28
  when
• 8:28
  you
• 8:29
  say,
• 8:29
  what
• 8:29
  are
• 8:29
  these
• 8:29
  top
• 8:29
  issues?
• 8:30
  Again,
• 8:30
  it's.
• 8:31
  I
• 8:31
  think
• 8:31
  it's
• 8:31
  really
• 8:32
  comes
• 8:32
  down
• 8:32
  to
• 8:32
  that.
• 8:32
  Are
• 8:33
  you
• 8:33
  hitting
• 8:33
  the
• 8:33
  performance
• 8:34
  you
• 8:34
  said?
• 8:35
  And
• 8:35
  obviously
• 8:36
  cost
• 8:36
  is
• 8:36
  always
• 8:37
  part
• 8:37
  of
• 8:37
  the
• 8:37
  equation,
• 8:37
  but
• 8:38
  again,
• 8:38
  that's
• 8:38
  why
• 8:38
  I
• 8:38
  mentioned
• 8:39
  on
• 8:39
  the.
• 8:39
  Well,
• 8:39
  what
• 8:40
  are
• 8:40
  you
• 8:40
  doing
• 8:40
  in
• 8:40
  the
• 8:40
  box
• 8:40
  size?
• 8:41
  Because
• 8:41
  if
• 8:42
  everybody
• 8:42
  has
• 8:43
  dimensional
• 8:43
  weight
• 8:44
  in
• 8:44
  place
• 8:45
  and
• 8:45
  you
• 8:45
  know
• 8:45
  you're
• 8:46
  getting
• 8:46
  hit
• 8:46
  with
• 8:46
  certain
• 8:47
  fees
• 8:47
  as
• 8:47
  a
• 8:47
  shipper,
• 8:48
  what
• 8:48
  can
• 8:49
  you
• 8:49
  do,
• 8:49
  though,
• 8:49
  to
• 8:49
  actually
• 8:49
  mitigate
• 8:50
  that?
• 8:50
  Also,
• 8:51
  doesn't
• 8:51
  that
• 8:51
  help
• 8:52
  your
• 8:52
  carrier?
• 8:53
  If
• 8:53
  your
• 8:53
  carrier
• 8:54
  is
• 8:54
  saying,
• 8:55
  well,
• 8:55
  you
• 8:55
  know,
• 8:55
  I
• 8:55
  could
• 8:56
  only
• 8:56
  get
• 8:56
  5,000
• 8:57
  pieces
• 8:57
  per
• 8:58
  truckload
• 8:58
  because
• 8:59
  your
• 8:59
  box
• 8:59
  is,
• 8:59
  you
• 9:00
  know,
• 9:00
  a
• 9:00
  little
• 9:00
  bit
• 9:00
  bigger
• 9:00
  than
• 9:00
  we
• 9:01
  expected.
• 9:01
  And
• 9:01
  then
• 9:01
  you
• 9:02
  start
• 9:02
  to
• 9:02
  make
• 9:02
  a
• 9:02
  change
• 9:02
  like,
• 9:03
  oh
• 9:03
  my
• 9:03
  gosh,
• 9:03
  I
• 9:03
  can
• 9:03
  get
• 9:03
  6,000
• 9:04
  pieces.
• 9:04
  Especially
• 9:04
  as
• 9:05
  a
• 9:05
  consolidator
• 9:05
  like
• 9:06
  us.
• 9:06
  Absolutely.
• 9:07
  The
• 9:07
  more
• 9:07
  space,
• 9:07
  the
• 9:07
  more
• 9:08
  we
• 9:08
  can
• 9:08
  fit,
• 9:08
  the
• 9:08
  better
• 9:08
  things
• 9:08
  are
• 9:09
  packed.
• 9:09
  More
• 9:09
  big
• 9:09
  time,
• 9:10
  more
• 9:10
  homogenous.
• 9:10
  They
• 9:10
  are.
• 9:11
  Yeah.
• 9:11
  It
• 9:11
  makes
• 9:11
  a
• 9:11
  big
• 9:12
  difference
• 9:12
  in
• 9:12
  terms
• 9:12
  of,
• 9:13
  of
• 9:13
  what
• 9:13
  we're
• 9:13
  able
• 9:13
  to
• 9:13
  offer.
• 9:14
  That
• 9:15
  middle
• 9:15
  mile,
• 9:15
  too.
• 9:15
  Especially
• 9:16
  if
• 9:16
  you're
• 9:16
  trying
• 9:16
  to
• 9:16
  cube
• 9:16
  out
• 9:16
  a
• 9:16
  trailer.
• 9:17
  Middle
• 9:18
  mile
• 9:18
  is
• 9:18
  going
• 9:18
  to
• 9:18
  be
• 9:18
  so
• 9:18
  much
• 9:19
  more
• 9:19
  optimized
• 9:20
  than,
• 9:20
  than,
• 9:21
  you
• 9:21
  know,
• 9:21
  if
• 9:21
  not
• 9:21
  right.
• 9:22
  So
• 9:22
  never
• 9:23
  mind
• 9:23
  these
• 9:23
  regulations
• 9:23
  that
• 9:24
  we're
• 9:24
  starting
• 9:24
  to
• 9:24
  see
• 9:24
  coming
• 9:25
  out
• 9:25
  of
• 9:25
  Europe,
• 9:25
  specifically,
• 9:26
  like
• 9:26
  Germany,
• 9:26
  right,
• 9:26
  where
• 9:27
  they're.
• 9:27
  Now
• 9:27
  you're
• 9:27
  responsible
• 9:28
  for
• 9:28
  all
• 9:29
  the
• 9:30
  packaging
• 9:30
  and
• 9:30
  things
• 9:30
  that
• 9:30
  you're
• 9:31
  sending
• 9:31
  into
• 9:31
  the
• 9:31
  country.
• 9:31
  You
• 9:32
  have
• 9:32
  to
• 9:32
  declare
• 9:33
  what
• 9:33
  it
• 9:33
  is
• 9:33
  you're
• 9:33
  sending
• 9:33
  at
• 9:34
  the
• 9:34
  pound
• 9:34
  level
• 9:34
  and
• 9:35
  all
• 9:35
  that.
• 9:35
  And
• 9:35
  there's
• 9:36
  things
• 9:36
  that
• 9:36
  we
• 9:36
  can
• 9:36
  do
• 9:36
  to
• 9:36
  mitigate
• 9:37
  that,
• 9:37
  to
• 9:37
  mitigate
• 9:37
  the
• 9:37
  tax
• 9:38
  that
• 9:38
  goes
• 9:38
  along
• 9:38
  with
• 9:39
  that.
• 9:39
  That's
• 9:39
  a
• 9:40
  new
• 9:40
  business
• 9:40
  expense
• 9:41
  that,
• 9:41
  you
• 9:41
  know,
• 9:41
  people
• 9:42
  didn't
• 9:42
  always
• 9:42
  have.
• 9:43
  It's,
• 9:43
  it's
• 9:44
  great
• 9:44
  to
• 9:44
  keep
• 9:44
  an
• 9:44
  eye
• 9:44
  on
• 9:45
  it,
• 9:45
  otherwise
• 9:45
  it
• 9:45
  gets
• 9:45
  out
• 9:45
  of
• 9:46
  hand
• 9:46
  fast.
• 9:46
  Look,
• 9:47
  it's
• 9:47
  just
• 9:47
  better
• 9:47
  for
• 9:47
  the
• 9:47
  environment
• 9:48
  as
• 9:48
  well.
• 9:48
  And
• 9:48
  I
• 9:49
  think,
• 9:49
  you
• 9:49
  know,
• 9:49
  the
• 9:49
  packaging
• 9:50
  companies,
• 9:50
  they
• 9:50
  don't,
• 9:51
  they
• 9:51
  don't
• 9:51
  want
• 9:51
  a
• 9:51
  whole
• 9:51
  bunch
• 9:52
  of
• 9:52
  waste
• 9:52
  either.
• 9:52
  I
• 9:53
  mean,
• 9:53
  so
• 9:53
  it
• 9:53
  should
• 9:53
  be
• 9:54
  better
• 9:54
  for
• 9:54
  everybody.
• 9:55
  Better
• 9:55
  rates,
• 9:55
  better
• 9:56
  service,
• 9:56
  probably
• 9:56
  if
• 9:57
  you're
• 9:57
  packaging
• 9:57
  it
• 9:58
  properly,
• 9:58
  less
• 9:59
  damage.
• 9:59
  You
• 10:00
  know,
• 10:00
  how
• 10:00
  many
• 10:00
  times
• 10:00
  you
• 10:01
  receive
• 10:01
  something,
• 10:02
  it's
• 10:02
  in
• 10:02
  a
• 10:02
  box
• 10:02
  that's,
• 10:03
  you
• 10:03
  know,
• 10:03
  too
• 10:03
  big
• 10:03
  and
• 10:03
  it's
• 10:04
  like
• 10:04
  this
• 10:04
  and
• 10:04
  the
• 10:04
  item
• 10:05
  is
• 10:05
  moving
• 10:05
  around.
• 10:05
  They
• 10:05
  didn't
• 10:06
  put
• 10:06
  the
• 10:06
  proper
• 10:06
  tonnage
• 10:07
  or
• 10:07
  whatever.
• 10:07
  So,
• 10:07
  like,
• 10:07
  there's
• 10:08
  all
• 10:08
  these
• 10:08
  wins
• 10:09
  that
• 10:09
  we
• 10:09
  can
• 10:09
  work
• 10:09
  together.
• 10:10
  And
• 10:10
  again,
• 10:10
  we're
• 10:10
  not
• 10:10
  trying
• 10:11
  to
• 10:11
  fight
• 10:11
  with
• 10:11
  any
• 10:11
  of
• 10:11
  the
• 10:11
  carriers
• 10:12
  or,
• 10:12
  you
• 10:12
  know,
• 10:13
  it's.
• 10:13
  We
• 10:13
  want
• 10:13
  the
• 10:13
  shippers
• 10:14
  to
• 10:14
  understand,
• 10:15
  let's
• 10:15
  make
• 10:15
  this
• 10:15
  a
• 10:15
  true
• 10:15
  partnership,
• 10:16
  right?
• 10:17
  And
• 10:17
  the
• 10:17
  consumer,
• 10:17
  right,
• 10:18
  they're
• 10:18
  going
• 10:18
  to
• 10:19
  benefit
• 10:19
  the
• 10:19
  most
• 10:19
  and
• 10:19
  then
• 10:20
  the
• 10:20
  shipper,
• 10:20
  because
• 10:20
  that
• 10:20
  gives
• 10:21
  them
• 10:22
  the
• 10:22
  ability
• 10:22
  to
• 10:23
  deliver
• 10:23
  at
• 10:23
  the
• 10:24
  proper
• 10:24
  price
• 10:24
  to
• 10:25
  get
• 10:25
  the
• 10:25
  right
• 10:25
  service.
• 10:25
  And
• 10:26
  so,
• 10:26
  you
• 10:26
  know,
• 10:26
  it's
• 10:27
  this
• 10:27
  great
• 10:27
  continuum.
• 10:28
  We're
• 10:29
  very
• 10:29
  blessed
• 10:29
  and
• 10:29
  we
• 10:29
  have
• 10:29
  about
• 10:30
  a
• 10:30
  97%
• 10:30
  client
• 10:31
  retention
• 10:31
  rate.
• 10:32
  And
• 10:32
  I
• 10:32
  think
• 10:32
  it's
• 10:32
  we
• 10:32
  just
• 10:33
  see
• 10:33
  why,
• 10:33
  though.
• 10:34
  I
• 10:34
  can
• 10:34
  hear
• 10:34
  it
• 10:35
  differently.
• 10:35
  Thank
• 10:35
  you
• 10:36
  for
• 10:36
  listening.
• 10:36
  Tune
• 10:36
  in
• 10:37
  again
• 10:37
  next
• 10:37
  week
• 10:37
  when
• 10:37
  we
• 10:38
  continue
• 10:38
  this
• 10:38
  discussion.
• 10:39
  Share,
• 10:40
  subscribe
• 10:40
  and
• 10:41
  download
• 10:41
  our
• 10:41
  podcast
• 10:42
  to
• 10:42
  learn
• 10:43
  more
• 10:43
  about
• 10:43
  today's
• 10:43
  topic
• 10:44
  or
• 10:44
  for
• 10:44
  a
• 10:45
  free
• 10:45
  consultation,
• 10:46
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• 10:46
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• 10:48
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• 10:51
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• 10:51
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• 10:51
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• 10:51
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• 10:52
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• 10:52
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• 10:53
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• 10:53
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• 10:53
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• 10:54
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• 10:54
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• 10:54
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• 10:55
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• 10:55
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• 10:56
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