Join hosts Harshida and Ninaad as they explore 3PL growth strategies with Peter Davis, VP and GM at WSI. Discover how WSI has growth 500% in four years without debt, using strategic acquisitions and a people-centered approach. This episode is packed with practical insights to help logistics leaders build resilient, adaptable operations while balancing technology with a strong team culture.

What You’ll Learn

• Debt-Free Growth: Expand logistics capacity without taking on debt.
• People-First Leadership: Build a cohesive team culture with empathy and strong values.
• Strategic Acquisitions: Insights for choosing acquisitions that add technological value.
• Tech & Human Balance: Integrate automation and AI without losing the human touch.
• Operational Resilience: Key principles for navigating change in the supply chain.

Highlights

• [00:01:00] – WSI’s 500% growth journey without debt
• [00:13:00] – Acquisitions for tech enhancements, including Shipping Tree
• [00:17:00] – Integrating acquisitions with a people-first approach
• [00:27:00] – Adapting to specialization and versatility in 3PL
• [00:44:00] – Using AI for demand forecasting and operational efficiency

Quotes

• [00:03:00] “You quickly realize that people at all levels bring incredible value. Empathy is crucial to leading in logistics.” – Peter Davis
• [00:10:00] “Spend time on the floor with your team—not just observing processes but connecting with the people.” – Ninaad Acharya
• [00:17:00] Peter Davis: “Listening is the first step to successfully integrating a new team after an acquisition.” – Peter Davis
• [00:33:00] “If you’re disregarding culture and team, you’re missing the heart of the business.” – Peter Davis

About the Guest

Peter Davis is the VP and General Manager of Fulfillment & Chemical at WSI, a logistics leader focused on sustainable, customer-centered growth. With a background in private equity M&A and legal strategy, Peter offers a unique perspective on scaling 3PL operations. His leadership emphasizes a long-term, strategic approach that combines operational excellence with a commitment to a strong team culture.

Connect with Peter on LinkedIn

Learn More about WSI

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Chris Sultemeier is an Operating Partner at NewRoad Capital Partners. Chris has over 30 years of experience in leadership and supply chain operations. Chris served as President & CEO of Walmart Transportation and EVP of Logistics at Walmart, where he was responsible for over-the-road trucking, global shipping and warehousing. In his time at Walmart, Chris developed an extensive network of industry executives across transportation, third-party warehouse distribution and fulfillment and retail companies. In 2007, he was awarded the prestigious Sam M. Walton Entrepreneur of the Year Award on Sustainability. Chris currently serves on the Board of Directors for Duke Realty and Logistics Innovation Technologies. Chris holds a BS in Mechanical Engineering from the U.S. Military Academy at West Point. He was an Army Airborne Ranger and received his professional engineering license in Civil Engineering.

HIGHLIGHTS

[00:04:00] - Scaling Walmart’s logistics network from $20 billion to $500 billion.

[00:17:00] - The role of AI and sustainability in transforming supply chain operations.

[00:22:00] - Key leadership strategies for navigating supply chain growth and innovation.

[00:28:00] - Doubling fleet efficiency through sustainable logistics initiatives.

[00:35:00] - Practical applications of AI in improving logistics, from picking processes to reverse logistics.

QUOTES:

[00:28:00] - "Sustainability has to have an ROI. It can't be just a hobby; it has to pay back." – Chris Sultemeier

[00:35:00] - "AI gets me excited when I see it used in ways that deliver real payback, like improving picks per hour by 40 to 45% in a fulfillment center." – Chris Sultemeier

[00:22:00] - "Your career doesn’t just go upward. You need to move laterally, gain breadth of experience, and that makes you a better leader." – Chris Sultemeier

[00:29:00] - "Efficiency in logistics is key to sustainability. It's about doing more with less, which is what leads to long-term success." – Ninaad Acharya

[00:17:00] - "If you blend technology like AI with real industry experience, that's when logistics innovation happens. You can’t just Silicon Valley this thing." – Ninaad Acharya

FIND MORE ABOUT THE GUEST:

LinkedIn: https://www.linkedin.com/in/chris-sultemeier-263363120/

New Road Capital Partners: https://newroadcp.com/

ABOUT THE GUEST:

Bill Gibson is a seasoned executive in the technology and supply chain industries. He earned his MBA from the University of Virginia's Darden School of Business and a Bachelor's degree from the University of Pennsylvania. Gibson’s career began in 1993 as an account executive at Manugistics, a leading supply chain software provider. Over the years, he has held significant positions, including Managing Partner at The Albermarle Group, a venture capital firm, and leadership roles at Grotech Ventures. Gibson is currently the CEO of Deposco, a cloud-based supply chain software company that offers solutions for retailers, distributors, and 3PLs. Under his leadership, Deposco has grown significantly and has been recognized multiple times, including making the Inc. 5000 list for several years. Notably, Gibson was honored as one of the Top 50 SaaS CEOs by The Software Report, highlighting his influence and success in the software as a service (SaaS) sector.

HIGHLIGHTS:

[00:03:00] Inception of Deposco and the gap in the market.

[00:07:00] Evolution of e-commerce and 3PLs, noting how brands struggled with operational challenges.

[00:19:00] The importance of real-time, cloud-based solutions for 3PLs.

[00:28:00] Peak season preparation and the common pitfalls brands face during this time.

[00:33:00] Importance of forward-looking planning vs. driving operations based on historical performance.

QUOTES:

[00:28:00] - "Mike Tyson had a quote at a point in time about ‘You got to plan until you get punched in the face,’ right? It's the same at peak seasons—it's the punch in the face for everybody every year." – Bill Gibson

[00:31:00] - "How do you not have your real-time fulfillment system tied into your front-end commerce system? If you can’t supply the order, why are you booking the business?" – Bill Gibson

[00:22:00] - "The future is about how we as practitioners make it easier, faster, and less expensive to achieve the outcomes. It’s not just about the software, it’s about aligning strategy and operations." – Bill Gibson

[00:25:00] - "We’re co-creating. It’s not about the AI toolkit, it’s about how we apply AI to solve real problems in commerce." – Bill Gibson

[00:36:00] – “In logistics, the digital and physical sides of the business need to be joined at the hip. When they’re not, you get failures that damage customer trust.” – Ninaad Acharya

FIND MORE ABOUT THE GUEST:

LinkedIn: Bill Gibson

Website: Deposco

Twitter: @Deposco

ABOUT THE GUEST:

Bill Catania is a seasoned entrepreneur and the Founder and CEO of OneRail, an omni-channel fulfillment platform that connects businesses with a vast network of 12 million drivers, optimizing last-mile logistics. Bill's impressive career spans multiple industries, with a focus on leveraging technology to solve complex business problems. He is recognized as a thought leader in logistics technology, having received numerous accolades, including being named a "Game Changer" by the Orlando Business Journal and winning the Supply Chain Leaders in Action Pitch Tank contest. Bill's previous ventures include MDOT, a pioneering enterprise software company that helped transform digital coupon redemption.

EPISODE HIGHLIGHTS:

[00:04:00] – Bill’s early entrepreneurial ventures and the start of his career in enterprise software.

[00:07:30] – The pivot moment for OneRail: transitioning from a tech-connected courier to an aggregated network platform.

[00:16:00] – The complexities of aggregating courier networks and matching supply with demand in real-time.

[00:20:30] – How AI and machine learning helped OneRail scale operations and manage thousands of deliveries daily.

[00:28:00] – The acquisition of OrderBot and the future of OneRail’s dynamic fulfillment capabilities.

[00:31:30] – Bill’s advice on raising capital and scaling logistics businesses through data optimization.

QUOTES:

[00:07:00 - 00:07:24] - "The logistics triangle is really about inventory, transportation, and consumer — and these three things must talk in real time to create a seamless delivery experience." – Bill Catania

[00:16:48 - 00:17:31] - "The key to optimizing logistics is building density. With high-volume partners, you get density, and density leads to better optimization and economic advantage." – Bill Catania

[00:11:00 - 00:11:30] - "If you think you have a good idea, just jump in and do it. The fact is, whatever you build initially isn't what will take you to the rocket ship — it will evolve. Avoid analysis paralysis and act." – Ninaad Acharya

[00:22:34 - 00:22:59] - "We always work at the SKU level because inventory, transportation, and consumer data have to align in real time. Knowing item specifics allows us to optimize the entire fulfillment process." – Bill Catania

[00:29:00 - 00:29:30] - "To achieve the 'Amazon experience,' you need real-time decision-making between transportation and fulfillment while the customer is still on the product page. It’s about aligning inventory and transportation seamlessly." – Ninaad Acharya

[00:14:00 - 00:14:29] - "You don’t quit. You pivot, you tweak, and figure out where you can add value. In logistics, finding where you can provide the most value is what keeps you moving forward." – Bill Catania

FIND MORE ABOUT THE GUEST:

LinkedIn: Bill Catania

Website: OneRail

Twitter: @OneRailTech

ABOUT THE GUEST:

Ryan Kelly is the Vice President of Commercialization at FedEx, where he leads the company's e-commerce and digital strategies. With over 25 years of experience spanning investment banking, corporate strategy, and logistics, Ryan has helped shape the future of global supply chains. His work at FedEx focuses on developing innovative products and solutions, establishing strategic alliances, and commercializing digital platforms. Previously, Ryan played a pivotal role in Genco's acquisition by FedEx and led corporate development initiatives at ATC. He is a recognized thought leader in logistics and supply chain innovation.

HIGHLIGHTS:

[00:02:03] From Investment Banking to Logistics Leadership

[00:04:00] Commercializing Digital Solutions: Navigating Ecosystem Integration

[00:07:00] Technology Gaps: Challenges and Opportunities in E-Commerce Platforms

[00:11:00] Sustainability in Supply Chain: Reducing Waste and Emissions

[00:21:00] Returns Management: Addressing Fraud and Optimizing Policies

[00:34:00] Supply Chain Strategy: Efficient Fulfillment and Inventory Management

QUOTES:

[00:07:00] - "Many third-party solutions overlook fundamental logistics signals, creating misinterpretations that can harm delivery performance." - Ryan Kelly

[00:11:22] - "Sustainability is about more than just emissions; it's about reducing waste and improving overall supply chain efficiency." - Ryan Kelly

[00:19:46] - "Peer-to-peer delivery solutions are often the most unsustainable, while route-based networks add efficiency most people don’t consider." - Ryan Kelly

[00:21:14] - "There’s a growing need for industry-wide data sharing to prevent returns abuse and catch fraud early, similar to what financial institutions do." - Ninaad Acharya

[00:30:17] - "A strong returns policy isn’t just a logistics decision—it’s a marketing tool that reduces risk for the customer and enhances their buying experience." - Ryan Kelly

[00:38:53] - "Brands need to consider the whole picture, not just shipping costs—fulfilling from the right location can prove far more cost-effective in the long run." - Dan Coll

FIND MORE ABOUT THE GUEST:

LinkedIn: Ryan Kelly

Website: FedEx

ABOUT THE GUEST:

Mark Ang is the CEO and Co-Founder of GoBolt, a technology company building the largest sustainable supply chain network. GoBolt provides a planet positive approach to logistics. The company is committed to providing carbon-neutral deliveries, setting the bar for a more viable future.

HIGHLIGHTS:

[00:07:54] - EV Fleet Optimization: Overcoming challenges of downtime and reliability with custom algorithms.

[00:10:18] - AI in Logistics: Using machine learning to optimize driver behavior and extend vehicle range.

[00:12:27] - Dynamic Mobile Hubs: How flexible delivery models reduce costs and increase efficiency.

[00:16:53] - Custom Tech Solutions: The pros and cons of building in-house logistics software versus off-the-shelf tools.

[00:24:30] - Scalability: Key strategies to scale green logistics while keeping costs down.

QUOTES:

[00:07:54] - "When we made the pivot to electric vehicles in 2019, there was no viable commercial EV on the road. We had to become guinea pigs for startups." – Mark Ang

[00:10:00] - "Running an electric fleet like a diesel truck is destined to fail. You need custom learning models to optimize how EVs perform under real-world conditions." – Mark Ang

[00:12:27] - "The idea of dynamic mobile hubs, where you drop a truck with pre-sorted EV bikes or vehicles, is game-changing. It's a strategic move that allows for flexibility in urban deliveries." – Ninaad Acharya

[00:16:53] - "If you ask for something new, chances are a lot of things are already addressed on the roadmap, but you need to find that right solution for yourself.” - Ninaad Acharya

[00:25:30] - "Sustainability in logistics isn't just about marketing—it requires deep investments and the right people to lead." – Mark Ang

FIND MORE ABOUT THE GUEST:

LinkedIn: Mark Ang

Company Website: GoBolt

ABOUT THE GUEST

Jonathan Poma is the Co-founder and Executive Director of the Board of Loop, a leading returns management platform for Shopify merchants. With over 13 years of experience in e-commerce, Jonathan has a deep understanding of the complexities of returns and reverse logistics. Under his leadership, Loop facilitates 2.5 million returns monthly and works with over 4,000 merchants, helping them optimize their reverse logistics and boost profitability. Jonathan has been instrumental in building Loop from a simple project for Chubbies into a major player in the Shopify ecosystem, handling returns for some of the world’s fastest-growing brands.

HIGHLIGHTS

[00:03:00] From Idea to Reality: The Birth of Loop Returns

[00:07:30] The Importance of Returns in E-Commerce

[00:17:30] The Shift to Paid Returns: Why 72% of Merchants Now Charge

[00:22:00] Rethinking Reverse Logistics: A New Frontier

[00:29:00] Data and Personalization in Returns

QUOTES

[00:01:30] "Let’s start with solving problems and then figure out how to make money, not try to make money and figure out if there’s a problem to solve." - Jonathan Poma

[00:07:00] "When capital was cheap, returns didn’t seem like a big deal, but now, optimizing reverse logistics can make or break profitability." - Jonathan Poma

[00:08:30] "Returns are the last rock to turn over in finding profits in e-commerce today." - Jonathan Poma

[00:11:30] "Amazon has mastered returns because they know everything about every customer—they hold accountability like no one else." - Jonathan Poma

[00:14:30] "It now comes down to personalization. There is a difference between a top buyer, but is that top buyer also the top returner? There’s a correlation between the two." - Ninaad Acharya

[00:17:00] "Free returns aren’t sustainable for most brands anymore, and that’s a massive shift we’re seeing across e-commerce." - Jonathan Poma

[00:20:00] "Logistics is somehow driven by commerce's decisions rather than working hand in hand... I want to see the world actually change where commerce and logistics get much closer from a data perspective." - Ninaad Acharya

FIND MORE ABOUT OUR GUEST

Website: Loop Returns

LinkedIn: Jonathan Poma

Twitter: @PomaJP

ABOUT THE GUEST:

Kyle Bertin is the co-founder and CEO of Two Boxes. Prior to founding Two Boxes in 2022, Kyle held senior roles at Outrider, Flexport, DeepScale (acquired by Tesla), and Deloitte. His extensive experience in logistics and strategy, combined with a passion for operational efficiency, has positioned Kyle as an innovator in the supply chain and returns management space. Kyle holds a BA in Economics from Northwestern University and an MBA from UC Berkeley’s Haas School of Business.

HIGHLIGHTS:

[00:01:50] – Kyle’s journey and the founding of Two Boxes.

[00:04:20] – The rising complexity of returns in e-commerce.

[00:05:30] – The explosion of online returns.

[00:06:50] – Automation and smart systems to streamline returns processes in warehouses.

[00:20:00] – Challenge of fraud in returns and how technology can help mitigate this growing issue.

[00:26:00] – Collaboration between brands, 3PLs, and logistics tech providers to combat returns fraud.

QUOTES:

[00:05:10] – "It's never been easier for a consumer to return an item, but it's never been harder for a warehouse to handle those returns." – Kyle Bertin

[00:06:00] – "Online return volumes in the U.S. have increased eightfold in just five years, creating huge challenges for warehouses and 3PLs." – Kyle Bertin

[00:15:26] – "In an e-commerce warehouse, thousands of people interact with screen flows daily, yet no one cared about the user experience. Just improving that one aspect can massively boost efficiency." – Ninaad Acharya

[00:23:50] – "Roughly 10 to 15% of returns we see have clear evidence of fraud or abuse, from empty boxes to swapped items." – Kyle Bertin

[00:28:00] – "The future of reverse logistics is collaboration—logistics providers, retailers, and tech companies need to work together to reduce fraud and improve efficiency." – Kyle Bertin

Find More About the Guest

Website: Two Boxes

LinkedIn: Kyle Bertin on LinkedIn

Two Boxes LinkedIn: Two Boxes LinkedIn Page