Let's Talk Supply Chain

Mark Fralick of IFS Softeon talks about what they do; measuring your warehouse tech ROI; joining IFS; being nimble; & embracing a limitless philosophy.    
IN THIS EPISODE WE DISCUSS:
[03.27] Why Mark is still so passionate about supply chain after over 30 years in the industry.
"I was in the industry before Amazon made it cool!... I'm driven by this idea of inspiration, it feeds me when folks come to us with ideas and notions… there's nothing better."
[04.20] An introduction to Mark, his background, and how he came to join IFS Softeon.
[05.17] Softeon's recent acquisition by IFS.
[06.30] What the IFS acquisition means for Softeon, and the new chapter it unlocks for them and their clients.
"All the things that made us successful are going to stay the same. But being part of IFS now allows us to tap into industrial AI and the abilities that being part of a larger, AI-forward organization brings."
[08.40] The ideal client for IFS Softeon.
[09.37] Why being nimble is critical in the current climate.
"A lot of people don't think about that as a core competency of a system. But it should be! Speed is life in our world."
[11.18] The importance of flow, recognizing that every business and warehouse is different, and why IFS Softeon's approach to solution design is a key differentiator for them.
"I tend not to believe in industry practices, we should just eliminate bad practices and adopt good ones… I don't want to force some industry standard… We orient our systems to be micro-tuned to your business."
[14.46] IFS Softeon's unique 'challenge and refine' process, and how it helps achieve that all-important flow.
"It's co-ordinated movement, and that's the key."
[16.05] What AI and new technology looks like now for IFS Softeon, and how it's helping companies combat variability and unlock the next level of optimization and resilience.
"If you're going to employ digital workers, you need the same ability to have measurable results that you would expect from a team member, so how do you do that? We have a circular approach to define what the digital worker does, validate the results, tune it – and create a feedback loop."
[20.20] How to determine which technology ROI measurement is right for your warehouse.
[22.39] IFS Softeon's unique philosophy of being limitless, and what that means for technology, competitive advantage and positioning for the future.
[26.16] Why Mark is so focused on time-to-value when it comes to new projects and clients.
[28.07] The other exciting announcements IFS Softeon are sharing at MODEX.
"It's a really cool, best-of-both-worlds approach."
[30.46] Mark's key takeaway from today's discussion.
 
RESOURCES AND LINKS MENTIONED:
Head over to IFS Softeon's website now to find out more and discover how they could help you too. You can also connect with IFS Softeon and keep up to date with the latest over on LinkedIn or YouTube, or you can connect with Mark on LinkedIn.
Check out our other podcasts HERE.

Ilhan Kolko of Aviro360 talks about yard blindness and how visibility & clearer decision-making shifts teams from reactive execution to predictable performance.
IN THIS EPISODE WE DISCUSS:
[02.31] An introduction to Ilhan and the career journey that led him to Aviro360.
[03.39] The industry challenges that led to the creation of Aviro360, and why they 'built what the industry needed.'
"It's a huge industry, and you have all these generations of technology within the yard and warehouse. But at the yard level, visibility is rare... And you can't manage what you can't see."
[05.13] The ideal client for Aviro360.
[05.59] Exactly what yard blindness means, and what Aviro360 research highlights around where and how it shows up.
"There's not a lack of software in the industry! But there's a lack of real-time input from the yard. You don't know where assets are, who checked in and out, how long it took to process – and you don't have control over the decisions being made."
[07.45] From congestion to safety, the big business impacts of yard blindness.
"To mitigate, operators either slow down, to not make mistakes – so the entire operations slow down – or they rush, and give up on safety and security."
[09.34] Why yard blindness is causing decision latency, and how that impacts throughput and reliability.
"It's all about data confidence. Decision latency is not only an inefficiency, but your service quality also goes down. Everything you offer to your customers, everything in your ecosystem – it's all impacted negatively. There's brand erosion that goes along with it."
"If you have 6,000 containers in the yard, we can capture the entire inventory in less than an hour, with 99% accuracy."
[13.45] Shifting visibility from passive to actionable to drive results, without manual labor.
"When you have reliable data, used in a proactive way, it helps us execute workflows perfectly."
[15.31] How Aviro360 solutions bridge the gap and work alongside existing systems to solve issues with legacy tech and siloes.
"We don't want to be a system of record – we want to be a system of reality."
[18.23] What integration and onboarding looks like with Aviro360.
[20.34] How better visibility and clearer decision-making helps teams move from reactive execution to predictable performance.
[21.47] How Aviro360 helps customers save more than $650,000 per year, per site.
"We've become part of our customers AI transformation story."
[24.26] 'This is real' – Ilhan's final takeaway from today's discussion.
 
RESOURCES AND LINKS MENTIONED:
Head over to Aviro360's website now to find out more and discover how they could help you too. You can also connect with Aviro360 and keep up to date with the latest over on LinkedIn, or you can connect with Ilhan on LinkedIn.
Check out our other podcasts HERE.

Meagan Gauthier of TGW Logistics talks about how 3PLs and consultants are reshaping warehouse automation, and the business potential in transformation.  
IN THIS EPISODE WE DISCUSS:
 
[02.13] An introduction to Meagan and her role at TGW Logistics.
"I have an engineering background, so that allows me to connect the operational KPI's to the financial realities and ROI in a very practical way. I help simplify automation decisions, align stakeholders and help clients feel more confident in investment in automation."
[03.27] An overview of TGW Logistics – who they are, what they do, and how they help their customers.
"We are Team Possible!"
[05.33] The evolution of the warehouse automation industry, the impact of decisions made during the pandemic, and where the industry is now.
"The industry has shifted from an urgency-based automation to a strategy-based automation... We're seeing companies hone in on smart, scalable, flexible integration and total system performance."
[08.18] With a 2025 survey revealing that 63% of respondents say their operations are still fully manual, where TGW see organizations on their automation and integration journeys, and the mindset shift that's starting to move the needle.
[11.20] How leading 3PLs and consultants are reshaping warehouse automation, and the one thing that's top of mind for all of them.
[14.12] The common gaps TGW see between expectations and strategy decks and real-world execution, the key focus areas to drive success, and why culture is critical.
"Feedback is a gift!"
[17.26] How integrators can partner more successfully with consultants, the questions they should be asking, and the mindset they should be embracing to drive success.
"It starts with curiosity and neutral alignment."
[18.50] Who actually influences decisions when multiple stakeholders are involved in transformation projects, from executives and operations to finance and IT, and how teams can navigate that complexity.
"The teams that can translate and speak the language of their stakeholders, those are the teams that win."
[20.42] Meagan's approach to building long-term partnerships, not just transactional sales.
[21.56] TGW's 3D walkthrough that brings typically 2D product demos to life.
[23.18] The potential business impact that can be achieved through successful warehouse automation.
"Warehouse automation, done right, is a competitive advantage not a cost center."
RESOURCES AND LINKS MENTIONED:
 
Head over to TGW Logistics' website now to find out more and discover how they could help you too. You can also connect with TGW and keep up to date with the latest over on LinkedIn, Facebook, Instagram or YouTube, or you can connect with Meagan on LinkedIn.
If you enjoyed the show and want to hear more from TGW Logistics, check out 465: Your Fulfillment Transformation Starts Now, with TGW Logistics.
Check out our other podcasts HERE.

Bill Catania of OneRail talks about why visibility isn't fixing the last mile, simplifying complex tech stacks & translating AI investment into outcomes. 
IN THIS EPISODE WE DISCUSS:
[02.49] An introduction to Bill and OneRail, and how their commitment to innovation and collaboration has seen many of their customers become investors.
"About a third of our capital has come from our partners – and there's no greater compliment."
[05.38] OneRail's attendance at Manifest over the years, and the current conversations dominating the show, from AI to partnership.
"AI is the topic of the day. I don't want to say it's an over-used term, but we have to be specific. Is it AI-native, agentic AI or AI optimization?"
[07.51] How OneRail has evolved alongside their customers needs, the current landscape of last mile, and how the big factors impacting it are translating into challenges for businesses.
"Wholesalers have to solve problems further up in the order stream."
"When you have a start-up, you learn more about yourself as you grow. Our early positioning was last mile orchestration. That's not what we are any more. We're a transformation enabler for the whole order lifecycle."
[12.21] Visibility alone doesn't solve problems – why execution is key.
"Visibility is a great thing, there's a lot of growth from a tech standpoint. But the industry is looking at visibility and saying: 'Now what?'"
[14.39] Why visibility is only a starting point, how OneRail future-proofed their platform by building with AI from the ground up, and how companies should be using AI now.
[22.43] Why early AI investments aren't necessarily driving the expected outcomes, the importance of simplifying complex tech stacks, and why AI is making SaaS solutions work harder.
"There's a lot of experimentation, but it all comes back to working with solutions that are natively producing primary data. And you need to narrow your stack."
[25.34] Turning AI and visibility into outcomes.
"The problem is not having a clear vision of what the outcomes need to be… Be an expert in your outcomes. If you can't work backwards, I don't see how you can even implement an AI solution."
[26.58] How OneRail implemented an AI delivery support solution, where AI answered 41% of calls for faster customer response times and increased profitability, and the importance of finding the balance between people and technology.
[28.38] The opportunities for growth when you work with OneRail, how continuous improvement is critical to success, and why OneRail is putting a focus on profit-per-stop to turn transportation from cost center to revenue driver.
[33.11] Bill's advice for making your next steps with AI a success.
[36.40] The intersection of shopper marketing, payments and supply chain – what excites Bill about the future of the industry, and his predictions for 2026.
RESOURCES AND LINKS MENTIONED:
Head over to OneRail's website now to find out more and discover how they could help you too. You can also connect with OneRail and keep up to date with the latest over on LinkedIn, YouTube, Facebook or X (Twitter) or you can connect with Bill on LinkedIn.
If you enjoyed the show and want to hear more from OneRail, we have plenty more great content for you. Check out:
496: AI-Powered, Human-Led – Discover the Future of Routing, with OneRail
481: Combine the Power of In-House and Outsourced Fleet Management, with OneRail
461: Go Behind the Scenes of a History-Making Partnership, with OneRail and PepsiCo
440: Level Up Your Fulfillment Capabilities, with OneRail
419: Discover OmniPoint Inventory Visibility and Tackle Shrinkage, with OneRail
393: Get 100% Visibility Over Your Final Mile, with OneRail
349: Deliver a Frictionless Last Mile, with OneRail
Check out our other podcasts HERE.

Jesscia Webb of ShipStation & Rachel McGarry of DHL Express talk about changing consumer behavior & how express shipping & new tech is shaping modern commerce. 
IN THIS EPISODE WE DISCUSS:
[02.14] An introduction to Jessica and her role at ShipStation, and Rachel and her role at DHL Express.
[03.50] The evolution of the e-commerce market and the factors influencing it, from cost to consumer experience.
"The shopping experience for consumers has changed. Now shopping and shipping is the same."
[07.03] What ShipStation's recent report reveals about customer expectations for delivery, and how much they're willing to pay for premium and express shipping.
[09.18] How delivery speed translates to brand trust, credibility and reliability, and the online research consumers are willing to carry out to find the right shopping experience.
"If you don't have those options, the customer will go to another brand. Delivery options and speed are part of the full brand and shopping experience, starting at the checkout."
[11.50] Willingness to pay: when and where consumers typically expect free shipping, when they're happy to pay, and how much.
[16.52] How technology with ShipStation helps SMBs get visibility into buyer behavior around shipping choices.
[18.42] How SMBs can turn this data into customer insights to make smarter, more confident decisions.
[19.40] What ShipStation's report reveals about AI-mediated shopping, and how companies need to invest in AI if they want to get ahead of the game.
"80% of customers are already using some sort of AI chatbot for shopping or decision-making… So if that many people are willing to trust AI in their day-to-day life, it's something that e-commerce brands need to take seriously."
[21.54] Why AI and a lack of accurate data can undermine trust if done wrong.
"The fragility is in the data."
[23.05] How SBMs can compete, in a climate where margins are being squeezed from all angles, and what they can leverage as a differentiator instead of a focus on price.
"Having this data and understanding what customers are actually willing to pay for that premium delivery will help you keep those margins under control."
[24.36] The top three priorities for e-commerce businesses, the importance of testing solutions and measuring outcomes, and how you can focus on speed and convenience without sacrificing profitability.
[26.42] A case study exploring how one ShipStation customer leveraged the rate shopping feature to multiply operations x3 in peak season without adding headcount, whilst another was able to expand into new regions and create new revenue streams.
[30.59] What 2026 is going to bring for the industry and ShipStation.
"There's a lot of uncertainty, but with that shift there's such incredible areas of opportunity for carriers and technologies to unite in a way that's really meaningful."
RESOURCES AND LINKS MENTIONED:
Head over to ShipStation's website now to find out more and discover how they could help you too. You can also connect with ShipStation and keep up to date with the latest over on Facebook, LinkedIn or Instagram, or you can connect with Jessica or Rachel on LinkedIn.
Check out our other podcasts HERE.