Women in Trucking - Special Publication

FEATURING: PACCAR KNICHEL LOGISTICS ARROW TRUCK SALES EXPEDITER SERVICES

ENCOURAGING WOMEN INTO THE TRUCKING INDUSTRY

WOMEN IN TRUCKING

GOING THE EXTRA MILE

The Women In Trucking Association is an all-inclusive, trailblazing organisation working to improve gender diversity in the trucking industry Written by: Dani Redd I was one of the lucky people whose mom told me I could do anything I wanted, and there were no “girl” careers,” explains Ellen Voie, Founder & CEO of the Women In Trucking Association.

In 1972, Title IX of the Federal Civil Rights Act was adopted in America – it stated that no student in a federal education programme could be prohibited from learning an activity based on their sex. Until it was in place, girls studied home economics and boys took shop class. But in 1975, encouraged by her mother, Voie joined shop class, learning woodworking, welding, drafting and auto mechanics.

“Shop class was so much fun, and my instructor insisted I was the best welder he’d ever had! I loved the auto mechanics lessons, and when I wanted to use the family car, I disconnected the distributor cap so my older brother 2 | North America Outlook issue 01

couldn’t get it started! These were more valuable to me than cooking, baking or cleaning!” Voie explains.

In 1978, she was hired at a steel fabricating plant in central Wisconsin and worked in the drafting department, designing material handling equipment, such as steel pallets, bins, and racking. A year later, her employers invited her to transfer into the Traffic Department.

Upon earning a diploma in Traffic and Transportation Management in 1980 from LaSalle Extension University, Voie was then promoted to the role of Traffic Manager.

She was responsible for managing three plants creating parts such as material handling and jacks, for shipping out finished products and managing the company’s fleet of three trucks and their drivers.

“I ended up marrying a professional

driver, and we started our own trucking company,” Voie says. “I also did freelance work as a transportation consultant while I ran our small carrier, raised two children and attended college to earn my bachelor’s and then master’s degree in communication.

I was offered numerous writing opportunities in various magazines.

My monthly columns were about family life in the trucking industry.

“I completed my Master’s Thesis on

SUPPLY CHAIN

‘The Complex Identities of Women Married to Professional Drivers.’ I later published a book filled with some of my most popular articles called, ‘Marriage In the Long Run’.”

Two decades later, her marriage ended and she was hired as the Executive Director of Trucker Buddy International, a unique not-for-profit in which long distance truckers become pen-pals to a class of school children, sending them postcards and letters

from the places they visit across the country.

After six years in the position, she was recruited by Schneider National to lead their retention efforts, with a remit to initiate corporate level programmes designed to attract and retain non-traditional groups, such as women.

“At the time, I was completing my pilot’s license, and I belonged to an organisation for female pilots. It struck

me that there wasn’t a similar group for women in the trucking industry; so I started one,” she says.

And so, in 2007, she founded the Women In Trucking Association (WIT).

SUPPORT AND INCLUSION In its current incarnation, WIT is a non-profit organisation with over 5,000 individual and corporate members located in 10 countries. Its mission: to encourage the employment North America Outlook issue 01 | 3

WOMEN IN TRUCKING of women in the trucking industry, promote their accomplishments, and minimise obstacles faced by women working within the trucking industry.

It is the only association focused on gender diversity for both drivers and management in the trucking industry, so has little competition.

“Our membership consists of anyone who believes in our mission.

To that point, nearly anyone can join the association. However, we want to attract people who believe in the benefits of gender diversity,” the CEO explains.

This includes men, who make up 17 percent of the membership.

“Women In Trucking is not an association FOR women, it’s ABOUT women and their success and support in this industry,” Voie says. “If you think about it, you don’t need to be a dog to support the humane society, do you?

The Arbor Day Foundation doesn’t require that you’re a tree to fund their efforts.”

Voie is often asked to explain what issues women in the trucking industry face that are different to men.

“The answer is ‘none’. Every one of the concerns that our members have affects both men and women,” she says. “But there are issues that affect women more than they affect men.

These are some of the concerns we are focusing our efforts on and working to alleviate.”

The first of these pertains to the image of the trucking industry as a ‘man’s world’, which puts women off from joining it.

“There may be a greater percentage of men than women responsible for moving the nation’s freight, but that doesn’t mean that women aren’t welcome. In fact, some of the most

CASE STUDY COMMUNICATION AUDIT SURVEY WIT’s goal is to be a resource for the industry, providing trucking companies, drivers, the government and its members with the best information to help facilitate more gender diverse workforces.

Last year, it reached out to members and non-members with a communication audit survey, to get feedback on the way it communicates. 216 respondents completed the survey.

The results of the survey showed that its weekly e-newsletter was the most popular method of communication (57 percent), followed by social media (47 percent) and its print publication, Redefining the Road.

The organisation learned that only eight percent of respondents have used the Engage platform, a members-only communication tool.

However, around a third visit the website at least once a week – the most popular feature is the “Member of the Month” article.

Most interestingly, “gender issues” only ranked 11/20 on a list of topics of interest. “Leadership issues” was second highest, while “safety” was third highest.

WIT reviewed the results of the survey, and concluded that it needed to revamp its website and better focus its social media campaigns. Now it knows the key topics of interest and issues faced by its audience, it will be better equipped to create value-added communications.

4 | North America Outlook issue 01

encouraging and supportive people in trucking are men!” the CEO says.

To counteract this image, WIT aims to ensure women know all about the fantastic opportunities in the industry, from driving to maintaining and managing equipment.

“Often, when I tell women about the organisation they are curious, but when I start describing the potential opportunities available to them, they tell me they aren’t “built” to drive a truck, or that they aren’t mechanically minded enough to service an engine,” Voie says.

“I tell them that they’re wrong. I tell them they can learn and they are capable and most importantly, they are needed.”

A second issue is one of safety. Voie cites a study from the US Department of Justice which found that women are three times more likely to be raped than men, three times more likely to be stalked, and twice as likely to be injured during an assault.

“This industry can’t afford to lose women because they do not feel safe in their work environment. Everyone deserves to have the security to do their job, and whether their workplace is an office, a truck or a maintenance facility, our goal is to help women overcome some of the challenges they might face in ensuring that they are safe while they are on the job,” she states.

A third issue is cleanliness of truck stops and toilet facilities, which puts women off from taking driving jobs.

A final, more serious issue is that of harassment.

“Many of our female members have told us that they are often verbally accosted by an anonymous male voice when they key the mic on their CB radio,” Voie explains. “Diane, an owner operator from Canada, said that she had been called some pretty nasty things when she talked on the CB. She turns it off except for the few occasions she needs it to communicate with a fellow driver.”

SUPPLY CHAIN “...OUR GOAL IS TO HELP WOMEN OVERCOME SOME OF THE CHALLENGES THEY MIGHT FACE IN ENSURING THAT THEY ARE SAFE WHILE THEY ARE ON THE JOB”

North America Outlook issue 01 | 5

WOMEN IN TRUCKING

‘OVER THE YEARS, VOIE HAS ATTENDED AN INCREASING NUMBER OF ENGAGEMENTS AROUND THE WORLD TO PUBLICISE THE ORGANISATION’

MAKING AN IMPACT So what has WIT done to help women overcome these obstacles and encourage them to join the industry?

Since its first membership drive in 2007 (which attracted 500 members) it has launched a number of positive, innovative events and initiatives to encourage women into the industry.

In 2009, for example, it organised the first ‘Salute to the Women Behind the Wheel,’ a group photo shoot for professional female drivers, which takes place at a larger trucking event. Six years later it launched its own trucking event and expo, Accelerate!, devoted entirely to redressing the gender imbalance in the trucking industry.

In 2010, it created the Women In Trucking Scholarship Foundation. In the same year it established the first annual Influential Women In Trucking Award, set up to recognise women in the trucking industry who make or influence key decisions, have a proven record of responsibility, and mentor and serve as a role model for other women. This year’s award was jointly shared with Kristy Knichel, CEO of Knichel Logistics (also featured in this 6 | North America Outlook issue 01

Ellen Voie and the WIT team edition of North America Outlook) and Jodie Teuton, Vice President, Kenworth of Louisiana/Hino of Baton Rouge and Monroe.

In 2011, the Women In Trucking industry launched Redefining the Road, a thrice-yearly publication available to its members, while 2014 saw the introduction of the weekly ‘WIT e-News’. A mentoring board was

also added to the website, enabling new starters in the industry to connect to those with more professional experience.

Over the years, Voie has attended an increasing number of engagements around the world to publicise the organisation. She has even visited the White House, who in 2012 recognised WIT as “Transportation Innovator

SUPPLY CHAIN

Champion of Change”. Voie herself has received many accolades, such as being named in Insights Success Magazine’s “2020’s Most Influential Women to Watch” and is known as a trailblazer in the industry.

LOOKING AHEAD Of course, the transport and logistics industry has been affected by the COVID-19 pandemic, alongside many others. Voie admits her own career has dramatically changed and has had to learn a new way of working.

“My job was formerly about traveling all over the world to talk about how to bring more women into supply chain careers,” Voie says. “I haven’t been on a commercial flight in months, but I’ve learned to give presentations virtually, and we’re all getting more comfortable sitting in front of our computers instead of in front of a crowd.”

Despite the pandemic, the organisation has continued to work towards its goal of improving gender diversity within the trucking industry.

It is in the process of rolling out a D&I Index, a novel diversity and inclusion

programme that will promote and share what different carriers are doing to support and expand the needs of the evolving trucking workforce.

In doing so, it will help identify and promote best practice, as well as encouraging creativity and innovation.

It also launched its Driver Ambassador Program in February, to help promote career opportunities within the trucking industry and increase membership for the organisation.

Since the launch the official WIT Driver Ambassador Kellylynn McLaughlin has been involved in media interviews and speaking engagements. But since COVID-19 halted the latter, she began to engage with members through a daily video series on social media, and via writing blogs for the WIT association.

WIT is now embarking on the next phase of its programme, which will involve McLaughin travelling the country in a WIT-branded trailer. Its interior functions as an educational unit, introducing viewers to the career of professional truck driving and featuring success stories of women drivers.

“It’s going to be a powerful and very visible symbol of what women have to offer the freight industry. I will be so proud to haul it,” McLaughlin says.

Despite the difficulties of this year, WIT is going from strength to strength as it increases its reach and engagement. Alongside its digital communications it is also working on creating chapters for its increasing number of members to connect on a local or regional level.

“I started in 2007 with a great team who shared my passion, and we put together a fantastic staff, board and support group. Here we are, 13 years later, with a success story I could never have imagined,” Voie concludes.

COMPANY NAME Tel: 888-464-9482 ellen@womenintrucking.org www.womenintrucking.org

North America Outlook issue 01 | 7

PACCAR

T

ransport in the US is evolving.

From the first Proto-Siberian inhabitants of the continent; hunter-gatherers who moved on foot via the once-existent Alaskan land bridge across the Bering Strait, to their North American descendants; the famously mounted indigenous 8 | North America Outlook issue 02

tribes, and the colonial period that followed; a tale of wagons, explorers and gold trails, transporting supplies over the continent has been essential to the survival and continuation of humankind since the beginning.

Cut to the present, where evolving innovation has ushered onto us a

century of technological solutions and continual advancements, we find that transport is at the fore of a new frontier: the growing switch from traditional and wasteful fossil fuels to progressive e-vehicles is setting a new standard for the sector. Vehicles guided by AI systems and automated

SUPPLY CHAIN

A NEW FRONTIER PACCAR represents the latest in trucking transport in the US. We spoke to Debra Poppas, Vice President of Global Quality, about the company’s progressive mission to place innovation, sustainability, and peoplecentric values at the forefront of business Writer: Marcus Kääpä | Project Manager: Tom Cullum North America Outlook issue 02 | 9

PACCAR

Automotive Industry Action Group AIAG was founded by the industry nearly 40 years ago as a non-profit association where manufacturers and their suppliers could collaborate in a legally neutral environment to develop standards and best practices that create a more efficient and sustainable supply chain for all.

Over the years, manufacturers like PACCAR, along with other global OEMs and their suppliers, have provided their best minds at AIAG to develop the tools needed to ensure predictable manufacturing outcomes.

In the whole of the US, 74 percent of freight is transported by trucks control are now considered the norm in the realm of vehicle R&D. The widespread combination of technology, sustainability, community and high-performance is marking the future of the industry across the board.

This notion of industry progression is no better exemplified than by PACCAR – the company changing the face of American trucking transport.

Trucking is the lifeblood of the American economy. In the whole of the US, 74 percent of freight is transported by trucks, with rail and water-based transport making up another 11 and five percent (respectively).

The extensive network of roads crisscrossing the nation provide vehicular access to any one location, and with individual roads such as the mighty US Route 20 spanning a substantial 3,365 miles coast-tocoast, long-haul trucking becomes the most efficient and rewarding mode of resource transportation.

PACCAR embodies this.

12 | North America Outlook issue 02

Increasingly efficient trucking capabilities and solutions provided by the firm stand it above and apart from its peers in the transport industry.

PACCAR is a global technology leader in the design, manufacture, and customer support of premium medium and heavy-duty trucks under the well-known nameplates Kenworth, Peterbilt and DAF. The company also designs and manufactures advanced powertrains, provides financial services, information technology and distributes truck parts related to its principal business.

The international company utilizes a host of distribution centers and dealership networks spanning multiple regions, including South America, Australasia, Europe and the Middle East, and of course, North America.

“This is a fabulous time to be working in the Commercial Vehicle space, particularly in the US,” says Debra Poppas, Vice President of Global Quality.

“December Class 8 orders were the fourth best ever and fourth-quarter

Advanced Product Quality Planning (APQP), Production Part Approval Process (PPAP), and Failure Mode and Effects Analysis (FMEA) were developed at AIAG by member companies to address common pain points in the supply chain. Newer efforts include developing common tools, templates, publications, and training for USMCA, CTPAT, Conflict Minerals and Responsible Materials, and IATF 16949:2016, to name only a few of more than 300 solutions developed by the industry at AIAG. Now, AIAG has more than 4,000 member companies who work together every day to make the industry better for all. Along with the opportunity to develop the next generation of industry best practices, AIAG membership offers training (Live Virtual and in-person, at our site or yours), hardcopy publications and eDocuments, events, webinars, assessments, and more, ensuring your company has the knowledge to operate like the best in class, regardless of your company’s size.

Visit aiag.org to learn more about membership, and get the tools and training you need.

www.aiag.org/supplysafe

JOIN PACCAR AT AIAG PACCAR AND AIAG As a corporate member of AIAG for 30 years and a member of our Board of Directors for the last 6, PACCAR has been instrumental in the development and implementation of the standards and best practices that make high quality, repeatable manufacturing possible.

JOIN PACCAR AT AIAG AND GET ACCESS TO INDUSTRY DEVELOPED STANDARDS & BEST PRACTICES, INCLUDING: • APQP - Advanced Product Quality Planning & Control Plan documents, training and certification • PPAP - Production Part Approval Process documents, training and certification • IATF 16949:2016 - documents, training and auditor certification • Responsible Materials Reporting templates and training • Cybersecurity threat assessment • And much, much more

ABOUT AIAG AIAG is a global organization with over 4,000 members, made up of 6 commercial/heavy truck OEMS, 9 automotive OEMs, 10 EV OEMs, and over 3,500 direct part suppliers – including 144 Women Owned Enterprises.

Visit aiag.org/supplysafe to learn more or go.aiag.org/join to apply for membership

PACCAR cumulative orders were at number two all-time high.”

Poppas attributes this to the wide-reaching industry implications resulting from the COVID-19 pandemic - a catalyst for goodsrelated freight demand. In the face of this, PACCAR rose to answer the increase in freight demand enabling customers and clients access to the latest and best in quality, highperformance trucking vehicles.

Poppas has always had a passion for engineering-related hobbies and topics.

“Growing up, I was a bit of a math and science nerd,” she muses. “My keen interest in each subject led me to pursue a degree in engineering.

It’s how I learned to design electrical circuits and manufacture them through semiconductor fabrication and design sites in the heart of central Indiana.

“But one of the reasons I was able to become the first female in my family

to go to college, the first female to run engineering at Delphi Electronics, and the first female officer at Remy International, is because I had family, mentors, and sponsors who believed in me, and encouraged me to take the tough assignments – people who gave me a chance.”

Poppas began her career at General Motors (GM) as an 18-yearold college intern. She progressed through a multitude of positions, including those of Integrated Circuit Designer, Plant Manager, Vice President of Global Engineering, as well as working for two additional companies before her current position as Vice President of Global Quality for PACCAR. “My first job was quality inspector of a radio assembly line,” she tells us.

“I was checking the functionality and appearance of the radios. I had a scale and a clipboard, and I was examining over 100 jobs per hour during an eight-hour shift.

AT A GLANCE: PACCAR PACCAR is comprised of five primary businesses: Commercial Vehicles, Powertrain, Aftermarket Support, Financial Services, and Information Technology. Each business makes a valuable contribution to PACCAR’s achievements.

Quality, technology and innovation are the cornerstones that support PACCAR’s success, delivering outstanding products and services to its customers worldwide.

PACCAR’s excellent performance enables the company to invest in new vehicles, factory productivity enhancements and engine technology throughout the business cycle.

The PACCAR brand is also becoming more prominent as represented by PACCAR Parts, PACCAR Financial, PACCAR Leasing and PACCAR Engines.

It takes all 27,000 employees to deliver the industry’s best products and services to its customers. PACCAR products and technologies are recognized as industry leading year after year.

So, what does it take to consistently design and build premium quality products? It is an approach to quality that touches everything PACCAR does, and the company has been doing it for 116 years.

ConMet ConMet: A Premier Partner for Wheel Ends, Structural Castings and Plastics ConMet provides premium high quality components, engineering solutions and services to PACCAR. ConMet is a known leader in the heavyduty vehicle industry. For over 50 years, they have worked closely with Original Equipment Manufacturers (OEMs) like PACCAR to develop and manufacture best-in-class products for trucks and tractor-trailers.

To deliver the highest level of quality and technology for clients like PACCAR, ConMet is closely involved in their design process. ConMet provides onsite engineering support for all three of their product lines. This collaboration accelerates time to market and improves customer satisfaction.

Partnering for success ConMet’s unwavering commitment to quality has led to a 30+ year partnership with PACCAR. The ConMet PreSet® hub assemblies have been standard on all Peterbilt and Kenworth vehicles since 2003, and PreSet Plus® hub assemblies since 2013. PACCAR also trusts ConMet to supply their vehicles with lightweight structural castings and interior and exterior plastics components.

In recognition of their partnership, PACCAR’s Supplier Performance Management (SPM) Program has been awarded to ConMet every year since 2015.

Paccar has also presented ConMet with the “10ppm Quality Award”, which is given to suppliers who meet demanding criteria for delivery performance, warranty support, and show continuous improvement.

Looking ahead ConMet’s experience has made them a long-standing leader in the design, engineering, testing and manufacturing of critical parts for heavy-duty vehicles.

As they look to the future, ConMet is positioned to support market trends in areas of electromobility, autonomous mobility, and digital transformation, by continuing to develop unique and innovative products and services.

www.conmet.com

14 | North America Outlook issue 02

Keep your trucks on the road and your business moving forward. When you work with ConMet, you get over 50 years of industry-leading experience and the most innovative commercial vehicle technology available.

DESIGN | ENGINEERING | MANUFACTURING ConMet, TruTurn, TruTurn Lite, PreSet, and PreSet Plus are trademarks of Consolidated Metco Inc. © Consolidated Metco Inc. 2019, All Rights Reserved.

conmet.com

PACCAR

BUSINESS HIGHLIGHTS, AWARDS AND ACCOLADES – 2020 • PACCAR earned its 82nd consecutive year of net income.

• PACCAR delivered 133,300 vehicles worldwide.

• Kenworth and Peterbilt increased US and Canada Class 8 retail sales market shares to 30.1 percent.

• Kenworth and Peterbilt increased US and Canada medium-duty retail sales market share to a record 22.6 percent.

• DAF increased Europe above 16-ton registrations market share to 16.3 percent.

• DAF Brazil achieved record above 16-ton retail sales market share of 5.7 percent.

• The DAF XF truck earned the Fleet Truck of the Year 2020 award in the United Kingdom.

• The DAF CF and XF model ranges won the prestigious international Good Design Awards for outstanding design and innovation.

Inteva Products Inteva is a customer-driven global supplier of engineered components and systems for the automotive industry. We provide top-tier competitive products and services, with quality measured at single-digit rejected parts per million, delivered on-time with competitive pricing.

Our product lines include Closure Systems, Interior Systems, and Motors & Electronics, and we have more than 100 customers, including virtually all the world’s leading global and regional automakers. Our innovative materials technology, processes, and application of our core product knowledge create enhanced value for our customers. We are smart competitors with a drive to excel and grow in a global competitive marketplace.

Inteva’s interiors portfolio is focused on providing valued interior systems that include manufactured components and fully integrated systems that fit the needs of our customer’s vast array of vehicle segments - everything from entry level and luxury vehicles, to SUVs and commercial trucks. Our portfolio includes instrument panels, door trim modules, consoles, headliners and more. Assembled and sequenced interior products include cockpits, headliners, and vehicle subassemblies. In addition, we also provide molded truck, under-hood and exterior components.

“That experience taught me that all details matter to ensure the quality of the product you are assembling.

I participated in a General Motors co-op program that helped pay my college tuition, and within two years after I graduated, I was off to Purdue University (Indiana) to pursue a Master’s in Electrical Engineering, sponsored by GM.” Now Poppas oversees PACCAR’s quality management worldwide and 16 | North America Outlook issue 02

has had the pleasure of witnessing first-hand the company’s evolution to the present.

INNOVATION AND ENVIRONMENT In all aspects of its operations, PACCAR ensures the promotion of sustainable alternatives to the traditional fossil-fuel-based trucks that make up the majority of those in use, as well as innovative technologies in the field.

Our experienced designers provide visionary perspectives on how the interior of a vehicle can offer a luxurious environment and user experience. Our deep knowledge of the entire body system allows Inteva to bring those concepts to life through skilled engineering and advanced manufacturing technologies, and our unique InLite™ service to smart lightweighting brings cost-efficient weight savings to interiors.

intevaproducts.com

Driving tomorrow’s inspiration from today’s applications.

Inteva’s deep knowledge of automotive subsystems and broad engineering expertise make us an agile innovation partner for commercial vehicle manufacturers. Combined with our global operations and technical centers we bring your biggest ideas to life.

Inteva is a Tier One supplier without Tier One bureaucracy. With our deep knowledge of automotive subsystems and our broad engineering expertise, we are an agile partner that delivers innovation, exceptional quality, safety, mass reduction, and environmental sustainability. With manufacturing operations and technical centers for our four product lines in 50 sites over five continents, we bring the OEMs’ biggest ideas to life around the globe. ™

+1.248.655.8886 intevaproducts.com

PACCAR

Peterbilt 220 EV4

PACCAR’s movement towards electric vehicles is embodied by a fuel cell electric Kenworth T680 and battery electric Peterbilt 579EV, that recently became the first Class 8 zero-emissions vehicles to drive to the 14,115-foot summit of Pikes Peak in Colorado.

“The trucks handily negotiated the famous Pikes Peak International Hill Climb course. Both vehicles displayed superb power and exhibited excellent drivability over the 156 turns and switchbacks during the 4,700-foot elevation gain to the summit,” Poppas elaborates.

The Kenworth T680 fuel cell electric vehicle offers 470 horsepower and a 350-mile range with a 15-minute refill time. Kenworth and Toyota Motor North America are collaborating on a project to develop Kenworth T680 zero emissions trucks powered by hydrogen fuel cell electric powertrains.

“The Peterbilt 579EV that climbed Pikes Peak is designed for optimal 18 | North America Outlook issue 02

weight distribution and performance.

The fully integrated, electric powertrain uses thermally-controlled Lithium Iron Phosphate battery packs and can be quickly recharged, making the 579EV ideal for regional haul, port, pickup/delivery and last mile operations.”

PACCAR’S nameplates Kenworth, Peterbilt and DAF are leading the industry with more than 60 hybrid and zero emissions vehicles in customer testing, which have traveled almost 500,000 miles collectively.

Kenworth K270E and T680E, Peterbilt 579EV, 220EV, and 520EV and DAF CF Electric zero emissions trucks became available for customers to order in the third quarter of 2020.

PACCAR’s electric vehicle production will proceed in the second quarter of 2021.

“In addition, PACCAR is providing charging infrastructure solutions for customers who purchase battery electric Kenworth and Peterbilt trucks in the US and Canada,” Poppas tells us.

“Kenworth and Peterbilt customers and dealerships are able to order electric chargers from PACCAR Parts.

PACCAR Financial offers flexible financing options and PacLease bundles the cost of charging systems with full-service lease.”

The latest innovations within the electrical vehicle sphere go handin-hand with advanced automated driving technologies.

In January 2021, PACCAR and Aurora (a leader in autonomous driving technologies) formed a global strategic partnership to develop autonomous Peterbilt 579 and Kenworth T680 trucks. PACCAR’s autonomous vehicle platform will be integrated with the Aurora self-driving technologies. PACCAR customers will benefit from the autonomous vehicles’ enhanced safety and operational efficiency.

Kenworth T680 and Peterbilt 579 trucks utilizing the Aurora Driver are expected to be delivered in the next several years.

The reliability of Lincoln Industries’ solutions has been proven for over 65 years of service to some of the world’s most recognizable brands. Lincoln Industries is the largest and most diverse, privately-held metal finishing company in North America. With over 900,000 square feet of facilities in 10 locations across the Midwest, United States, and Mexico, Lincoln Industries ships 400,000 parts a day while providing quality, efficiency, service, and expertise. Lincoln Industries’ core capabilities include metal platings, performance coatings, polishing, insulation, tube fabrication, design engineering, automation, supply chain management, and value-added services like assembly, packaging, and logistics.

Call today to see how Lincoln Industries can serve your business needs.

MAKING GREAT BRANDS BETTER 600 West E Street, Lincoln, Nebraska 68522 www.lincolnindustries.com | 402-475-3671 | info@lincolnindustries.com

PACCAR

BUSINESS HIGHLIGHTS, AWARDS AND ACCOLADES – 2020 • PACCAR achieved five awards from the National Association of Manufacturers: Kenworth Chillicothe earned two Operational Excellence Leadership awards; Peterbilt achieved a Talent Management Leadership award and an Operational Excellence Leadership award and PACCAR Ste-Therese was recognized in Manufacturing Leadership.

• PACCAR Inc, Peterbilt, Kenworth, PACCAR Parts and Dynacraft were each recognized as top workplaces for women by Women in Trucking, an organization that promotes the employment and success of women in the trucking industry.

• PACCAR earned an “A-” rating from CDP for its environmental practices, placing the company in the top 15 percent of over 9,500 reporting companies worldwide.

• DAF Leyland received the prestigious Queen’s Award for Enterprise in International Trade 2020 for increasing exports by almost 50 percent over the last three years.

being that transporting freight autonomously is one of the favored forms of transport with which to incorporate self-driving technologies, due in part to the straightforward and worthwhile mission of delivery tasks - driving from start to finish along lengthy yet navigable routes for AI systems.

This agreement is a global one, and Aurora’s focus will be on testing software, sensors and computing systems on the Peterbilt Model 579 and Kenworth T680. The testing will also include evaluation of the performance of the vehicles, both on-highway and at PACCAR’s R&D center in Mount Vernon, Wash.

The partnership between PACCAR and Aurora, a Silicon Valley-based autonomous-driving company with relatively new beginnings, will allow for the development and commercialization of the technology required for the safe autonomous hauling of large freight on US highways. Part of Aurora’s reasoning 20 | North America Outlook issue 02

WORKING TOWARDS NATURE AND COMMUNITY Resulting from this support for sustainability-centered business, PACCAR has been honored as a global leader in environmental practices by reporting firm CDP, earning a score of “A-” in 2020, which places PACCAR in the top 15 percent of reporting companies worldwide.

Drive Automotive Industries of America Drive Automotive, a manufacturing division of Magna, is a World Class medium and large stamping and assembly facility located in Piedmont, SC. Magna is dedicated to delivering automotive and large truck mobility solutions. The Magna Employee Charter, Operational Principles and our Code of Conduct and Ethics are the building blocks for a work environment that encourages innovation, involvement, and teamwork. Management and its employees work together as partners to achieve World Class manufacturing and deliver the highest quality products with the latest innovative technology to our customers.

Drive Automotive is leading the industry in safety focus, employee onboarding, training, and quality to deliver unmatched results to our customers globally.

Products • Bodysides and door opening panels • Doors, hoods and fenders • Liftgates and tailgates • Structural stampings • Large welded assemblies • Roofs and sunroofs • Floor pan stamping and assemblies • High-, medium- and low-strength structural stampings Technology • Blanking and stamping of Class A steel and aluminum body parts • Remote laser welding • Tactile laser welding • Laser brazing • Resistance spot welding and projection welding • Automated clinching and riveting • Automated sealer application

magna.com

DRIVE AUTOMOTIVE INDUSTRIES OF AMERICA 120 Moon Acres Rd Piedmont, SC 29673

PACCAR

Meritor WE’RE ELECTRIFYING THE INDUSTRY. AND THE WORLD. In 2021, production begins on the 100% electric 14Xe ePowertrain. It’s the first product in a line of many that hold the key to an industry revolution. Clean, powerful, efficient, flexible, and scalable.

And although the technology and innovations are brand new, you somehow knew that it could only come from the company that has been the leader in commercial drivetrains for over 100 years.

Visit www.meritor.com/14Xe

DAF LF Electric, CF Electric and CF Hybrid Trucks.

PACCAR’s R&D efforts include several demonstration and development projects for Kenworth, Peterbilt and DAF vehicles, including battery electric, hydrogen fuel cell, and hybrid technologies.

Over 9,500 companies disclose data about their environmental programs to CDP for independent assessment, and environmental leadership is one of PACCAR’s core values – an aspect that the firm is very proud of.

“PACCAR reduced greenhouse gas emissions by 38 percent across its global facilities from 2013 to 2019,” Poppas informs us.

PACCAR announced that it will establish new emissions reduction targets in partnership with the Science Based Targets initiative (SBTi). SBTi works with more than 1,000 companies worldwide to create a clearly defined path to reduce greenhouse gas emissions, with the goal to help limit global warming to below two-degrees Celsius compared to pre-industrial levels.

“We are an environmental leader in global factory operations, with over 80 percent of our manufacturing facilities being zero-waste-to-landfill, and over 90 percent being ISO 14001 certified. Even our vehicles are over 80 percent recyclable, with steel, aluminum and copper components.”

On top of this, PACCAR and the 22 | North America Outlook issue 02

About Meritor Meritor, Inc. is a leading global supplier of drivetrain, mobility, braking, aftermarket and electric powertrain solutions for commercial vehicle and industrial markets.

With more than a 110-year legacy of providing innovative products that offer superior performance, efficiency and reliability, the company serves commercial truck, trailer, off-highway, defense, specialty and aftermarket customers around the world.

PACCAR Foundation has made more than $200 million in grants around the world for education, social services, and the arts to enrich the communities in which its employees live and work.

The PACCAR Foundation is a private foundation formed in 1951. The Foundation usually directs its grants to organizations in those communities within the service area of a significant PACCAR presence, such as a factory or a major office.

“The company has recently contributed $1.5 million to nonprofit organizations that promote diverse and inclusive communities, including UNCF, Special Olympics USA Games, YWCA, Landesa, Northwest African American Museum and Lighthouse for the Blind,” Poppas tells us.

Meritor is based in Troy, Michigan, United States, and is made up of more than 8,600 diverse employees who apply their knowledge and skills in manufacturing facilities, engineering centers, joint ventures, distribution centers and global offices in 19 countries. Meritor common stock is traded on the New York Stock Exchange under the ticker symbol MTOR.

For important information, visit the company’s website at www.meritor.com

www.meritor.com

THE ELECTRIC REVOLUTION IS HERE Peterbilt, Kenworth and Meritor join forces to deliver best-in-class electric vehicles, available now. The industry will never be the same. Learn more at meritor.com/epowertrain.

©2021 Meritor, Inc.

PACCAR

PACCAR donated Kenworth trucks to support the Swedish Hospital Mobile Mammography Clinic that provides care to Washington State’s underserved areas.

PACCAR Mexico employees participated in the Environmental Fair sponsored by the Baja California State Government to promote environmental awareness in elementary school students.

PACCAR supports Landesa, an organization that works with governments in emerging markets such as India and China to improve the property rights of poor farmers. When farmers own the land they work, productivity increases, reducing hunger and poverty.

PACCAR Hall, home of the University of Washington Foster School of Business, supports the School’s emphasis on leadership, strategic thinking and teamwork and earned a Silver LEED Certification for its design.

Grant recipients usually include United Way, universities, hospitals, and programs for art-related and economic education. The balance of the Foundation’s grants is normally reserved for capital campaigns involving acquisition or improvement of facilities used for social and health services, education and cultural affairs.

A foundational belief guiding PACCAR’s philanthropy is that with a strong education, people have a life full of opportunities. PACCAR is proud of its generous grants to universities, which use the funding to provide scholarships, fund research in science and business disciplines, and build world class facilities for students and faculty.

24 | North America Outlook issue 02

To prepare school-age children for the skills to succeed in the 21st century workforce, PACCAR and its many committed employee volunteers support literacy programs to purchase books for children in need and contribute funds and time to education programs in economics, science and business through Junior Achievement and similar programs that supplement school curricula.

Ensuring that communities have quality health care technology and services is a major priority for PACCAR philanthropy. PACCAR funds community hospitals and provides dental services for those in need.

PACCAR made a significant donation to Cancer Research UK to build a world class cancer research facility

that will support the communities near PACCAR’s Leyland factory in Lancashire, UK. Strong communities assist those less fortunate with a range of social services. PACCAR and its employees are proud to be longstanding supporters of United Way organizations across the United States. Over the past five years, PACCAR has donated $6.2 million and PACCAR employees have contributed many volunteer hours to United Way organizations.

As the organization extends its global reach, it has expanded its philanthropic leadership to support emerging economies. PACCAR’s donation to Sightlife, an eye bank, brought the latest surgical equipment to India to improve the success rate of corneal transplants for blind people across India, and to provide funding for hundreds of eye surgeries in the nation’s city of Pune.

“During the course of 2020, PACCAR and its employees donated over $2 million to assist communities impacted by the COVID-19 pandemic,” Poppas informs us.

The company’s diversity councils operate throughout PACCAR’s global businesses. The diversity councils’ goals are to enhance business success through diverse and inclusive workplaces. The PACCAR Women’s Association seeks to increase women in PACCAR leadership roles by providing educational, networking and mentoring opportunities to employees at all levels.

“PACCAR, Kenworth, Peterbilt, PACCAR Parts and Dynacraft were each honored by the Women in Trucking Association as a 2020 Top Company for Women to Work for in Transportation,” Poppas explains.

“We are committed to hiring and promoting the most talented people in the world and we know that the best people represent the diversity present in the global community.”

At NIC Global, we are: • Committed and aligned to our customers’ success • A Dependable Link in the supply chain • A Manufacturer of sheet metal parts through full assemblies • Trusted to innovate and deliver Learn more at www.nicglobal.com

PACCAR

AT A GLANCE: PACCAR PARTNERSHIP QUALITIES The firm looks for the most reliable business partnerships to provide the best possible supply chain operation, therefore maximizing its potential when providing customers and clients with quality trucking parts and vehicles.

• Global capabilities and global support;

PEOPLE-CENTRIC BUSINESS One factor that truly makes PACCAR the company it is are the hardworking and skilled employees across all the company’s departments. Its employee-centric operation helps each individual feel like their own boss at the same time as sharing a communal sense of company achievement.

“As the commercial vehicle quality leader, we have world-class employees,” Poppas informs us.

“We have a well- established Six Sigma training program that includes lean belt, green belt, black belt and design for Six Sigma open to employees, suppliers and customers.

We have trained more than 15,000 people globally.”

Paccar is a member of the Automotive Industry Action Group (AIAG) which provides cost- effective training and collaboration opportunities with other OEM’s for best practices and knowledge sharing. In addition, we actively network and benchmark with leaders in other industries through Manufactures Alliance for Productivity and Innovation (MAPI’s) quality council, Conference Board Quality Council and Gartner Quality/Supply Chain.

26 | North America Outlook issue 02

“We developed individualized training plans for our global supplier quality mangers to improve skillsets and effectiveness in working with our suppliers,” Poppas tells us.

“This includes the American Society for Quality (ASQ) certification for quality engineers for 100 percent of our supplier quality managers.”

On top of this, another side to the company’s success are the many business partners that make up the smooth and efficient operation of the supply chain.

“PACCAR works closely with our supplier partners to ensure that our products are the highest quality and most efficient to manufacture,” Poppas elaborates.

• Investment in technology and quality systems; • Less than 10 ppm (parts per million) defects or errors; • A commitment to Six Sigma; • Investment in capacity to support Paccar’s global growth; • Reducing product complexity without compromising performance and quality; • Increasing design collaboration; • Jointly providing low-cost solutions for customers; • On-time delivery.

Rago & Son, Inc. was founded in 1945

by Joseph Rago as a metal stamping and machining company. We have been family owned and operated since then, and have grown into a high volume metal production facility. Throughout the generations, our singular mission has been to deliver great quality with friendly customer service and support at the lowest possible costs.

We are now under third generation ownership, and we continue to provide excellent service to our customers. Work with us once, and you will become a customer well into the next generation of Rago & Son.

OUR SERVICES Production Metal Stamping High-Volume Metal Stamping Complete Welding Capabilities Metal Tube Production Filter Tube Capabilities Perforated Tubing Custom Metal Stamping Pre-Production Services Post-Production Services

TEL: 510-536-5700 | www.rago-son.com

PACCAR

RGBSI About RGBSI Founded in 1997, RGBSI began with the strength of engineering and technical expertise. Today, RGBSI operates all around the world, working with organizations across industry sectors and international markets.

“PACCAR relies on excellent suppliers to build industry-leading quality Kenworth, Peterbilt and DAF trucks. To achieve elite 10 ppm status, PACCAR’s outstanding suppliers need best-in-class product design and process capabilities, and just as important, a quality-focused culture.

Our focus on excellent supplier performance ensures PACCAR products are the highest quality in the Commercial Vehicle industry.”

The company annually recognizes suppliers who exceed PACCAR’s “10 ppm” quality standard, or the equivalent of 10 defective parts for every million components shipped to PACCAR. Over 51 percent of company suppliers exceeded that target in 2020. To qualify, suppliers must also meet demanding criteria for delivery performance, warranty support and continuous improvement. In 2020 alone, PACCAR recognizes 369 suppliers in 27 countries on five continents for achieving this high level of quality performance.

This recognition of its top performing suppliers occurs through its comprehensive Supplier Performance Management (SPM) program. This honor is given to 28 | North America Outlook issue 02

suppliers that reach the SPM Master, Leader and Achiever status. The SPM program drives collaboration and continuous improvement between PACCAR and its suppliers, which leads to performance enhancements and product innovations.

“The SPM program evaluates a supplier’s performance in the areas of product development, operations support and business alignment with PACCAR objectives,” Poppas explains.

“Suppliers and PACCAR Quality work together to increase delivery performance, warranty support, and continuous improvement. Suppliers should bring us product innovations; have global capabilities and have local market support. Vehicle integration with our systems at the lowest total cost and strong aftermarket support is paramount. We expect our suppliers to be profitable, so they are able to invest in their business and product innovations, with succession plans that support their long-term viability and our business over time.”

At RGBSI, we deliver business solutions that close the gap between strategy and execution for global organizations of all sizes. Our portfolio of solutions spans across the verticals of workforce management, engineering, quality lifecycle management (QLM), and information technology (IT). Through strategic partnerships, we help clients enhance performance, adopt innovation, and access global resources. We enable organizations to meet their corporate objectives by leveraging our robust capabilities.

We are ISO 9001:2015 and AS9100:2016 Rev D certified, as well as a Minority Business Enterprise. www.rgbsi.com About Empower QLM Empower QLM, a division of RGBSI, is our proprietary cloud-based QMS for total quality lifecycle management.

The technology allows users to align supply chain management strategies with manufacturing quality through full automation. From product conception through manufacturing, Empower QLM provides complete transparency by connecting all relevant parts of the supply chain. www.empowerqlm.com

A HISTORY OF ACHIEVEMENT PACCAR conducts its business to achieve above-average market returns for stockholders, reflect

www.rgbsi.com

PACCAR

Stoneridge Stoneridge Innovation Stems From Decades of OEM Experience Stoneridge, Inc. is a designer and manufacturer of highly engineered electrical and electronic systems, components, and modules, primarily for the automotive, commercial vehicle, and off-highway vehicle markets.

PACCAR history

STANDING OUT FROM THE CROWD PACCAR’s operating policies begin with an established quality policy that has always guided the company’s actions.

This will be accomplished by: • Identifying and then exceeding customer expectations with innovative products and services that contribute to the customer’s success.

• Developing and maintaining a shared commitment by all PACCAR employees to continuously improve performance and achieve defect-free processes, products and services.

• Developing highly skilled employees with industryleading abilities.

• Coordinating all disciplines to focus on being the highest quality, lowest cost company in our respective industries.

30 | North America Outlook issue 02

the highest ethical standards, fulfill its legal obligations, and meet its social responsibilities. The company strives to gain the favorable regard of customers, shareholders, employees, regulatory authorities, and the general public through superior performance and effective communications.

PACCAR’s ESG approach is focused on environmental leadership, social responsibility, ethical business conduct, and corporate governance practices that enhance shareholder value.

The ESG disclosures in this report (found at paccar.com) are consistent with the SASB Industrial Machinery and Goods Sustainability Accounting Standard Version 2018-10.

To understand PACCAR’s current standpoint, ethos, production quality and success, we can look no further than its history throughout the 20th century.

In 1905, William Pigott, Sr. founded Seattle Car Mfg. Co. to produce railway and logging equipment at its plant in West Seattle. The company later merged with Twohy Brothers of Portland to become Pacific Car and Foundry Company, a name it retained for the next 55 years. In 1924, William Pigott sold control of the company to American Car and Foundry Company.

Paul Pigott, son of the founder,

Stoneridge is well-positioned to meet the global needs of the mobility industry, providing solutions that power vehicle intelligence, provide dramatic increases in fuel efficiency, reduce vehicle emissions, and improve safety and security for vehicles, cargo, and drivers. The mobility industry’s sought-after integrated technology partner, Stoneridge is ready to take on your next vehicle challenge.

• OEM-Grade – Stoneridge’s OEM experience allows it to identify solutions to the most challenging problems with cost-effective, high quality and highly reliable technologies.

• Systems and Solutions – Stoneridge’s expert engineering teams have mastered packaging and vehicle systems integration, allowing for the delivery of comprehensive technologies that improve vehicle motion control, safety, fuel efficiency and intelligence.

A global company with a start-up mindset, Stoneridge is driven by a team of entrepreneurial thinkers and innovators, and backed by an organizational commitment to R&D.

www.stoneridge.com

SYSTEMS AND SOLUTIONS FOR A WORLD IN MOTION Stoneridge’s advanced technology platforms deliver vehicle intelligence, enhanced safety, security and improved efficiency.

Connectivity Enabling real-time data for more efficient transportation.

MirrorEye® CMS Enabling greater situational awareness for safer driving.

Driver Information Systems Delivering robust vehicle, environmental and infotainment data.

Stoneridge.com

PACCAR

William Pigott, Sr. founded Seattle Car Mfg. Co. in 1905 acquired a major interest in the company from American Car in 1934.

Under his leadership, the business expanded its products and services.

With its first major acquisition of Kenworth Motor Truck Company of Seattle in 1945, the company entered the heavy-duty truck market. Pacific Car and Foundry greatly expanded its heavy-duty truck capability with the purchase of Peterbilt Motors Company in 1958. And in 1966, Pacific Car and Foundry Company entered the Australian truck market with the establishment of a Kenworth Truck assembly plant near Melbourne.

Then, in the following decade, believing “Pacific Car and Foundry Company” no longer accurately reflected the Company’s products and activities, directors and shareholders voted to adopt PACCAR Inc as its new name in 1972.

This paved the way for two major divisions of PACCAR to be founded in the following year: PACCAR International Inc, with headquarters in Bellevue, Washington, was formed to consolidate the sales and service of company products abroad, and PACCAR Parts Division was established in Renton to supply 32 | North America Outlook issue 02

aftermarket parts sales.

With the acquisition of DAF Trucks N.V. in 1996, and Leyland Trucks in 1998, PACCAR was established as one of the major truck manufacturers in the world. DAF Trucks is a Netherlands based truck company with production facilities in Eindhoven, the Netherlands and Westerlo, Belgium. Leyland manufactures DAF trucks at its plant in Lancashire, England.

Moving into the 2000s, 2010 saw PACCAR unveil its PACCAR MX engine line for North America.

While the MX engine was new to the North American market, DAF

has been building engines in Europe since 1957. PACCAR invested $400 million in the PACCAR Engine factory and technology center in Columbus, Mississippi, to assemble its proprietary engines.

Within recent years PACCAR has grown substantially and laid roots in many different areas around the globe. On top of this, the firm has turned its focus to not only expansion, but also innovation across the board; an aspect of the company that remains increasingly important during this digital age.

2013 was the year PACCAR expanded its global operations with the opening of a new DAF factory in Ponta Grossa, Brasil. The company invested $320 million in the 300,000 square-feet assembly facility on 569 acres. The factory currently assembles the DAF XF and CF vehicles for the South American market. Following on from this in 2017 the company announced the opening of its Silicon Valley Innovation Center in Sunnyvale, California. The center coordinates next-generation product development and identifies emerging technologies that will benefit future vehicle performance.

And with 2020 came the introduction of a new age of innovation for the company. Kenworth T680 fuel cell electric vehicle and a battery electric Peterbilt Model 579EV became the first Class 8 zero emissions vehicles to drive to the 14,115-foot summit of Pikes Peak in Colorado. This year, PACCAR and Aurora established a strategic agreement to develop, test and commercialize autonomous Peterbilt and Kenworth trucks. This collaboration will integrate PACCAR’s autonomous vehicle platform with Aurora Driver technology.

From this past, PACCAR has risen to become a key player in the trucking transport industry and continues to supply its quality variants of trucks and positive ethos in the present and into the future.

From our first combined original-equipment installed vehicle in North America (1933) to today, Cummins is proud to consider PACCAR a key collaborator and valued business partner. With a shared focus on environmental responsibility, dependability, diversity and sponsoring the Women In Trucking Association, Cummins recognizes and thanks PACCAR for their many contributions to the transportation industry.

cummins.com

PACCAR

PREMIUM PRODUCTS A PACCAR product and service will enhance the company’s reputation of providing unsurpassed customer satisfaction through superior quality and premium value.

PACCAR’s enterprise quality system consists of five main components: • Design quality ensures that it designs for reliability, manufacturability, assembly and serviceability.

• Product validation confirms that its new commercial vehicles and powertrains will meet the demands of its customers’ applications.

• Built in quality is the commitment its plants make to build consistently flawless trucks and engines everyday by leveraging technology and error prevention.

• Supplier quality maintains alignment with PACCAR’s design requirements and quality expectations.

• Six Sigma is its continuous improvement methodology. It is used as the company’s standard problem-solving tool, improving efficiency, productivity and streamlining business processes PACCAR-wide.

INTO THE FUTURE Now PACCAR stands at the beginning of a new frontier. A company that places innovation, sustainability and people-centric values first, PACCAR spearheads the trucking transport industry with a progressive attitude towards incorporating the latest technology and maintaining the best practices with regards to operational efficiency and limited environmental impact.

“Quality is the defining character of PACCAR products and is the bedrock of our success,” Poppas says, and 34 | North America Outlook issue 02

ends by elaborating on the company’s future plans.

“As such, PACCAR is maturing its supplier software quality assurance process using a process capability assessment ASPICE. We are also maturing our Quality Management System for robust controls for electrification and autonomous technologies in a high-volume production environment that match commercial vehicle requirements for safety, functional performance, compliance, durability, and quality.

“Advancing problem-solving

capability throughout the supply chain, expanding data analytics to anticipate and predict customer needs and equipping the organization with insights to make better informed decisions are the transformative quality initiatives underway. The challenge is to proactively and flexibly help the business respond to disruptive technology, rapidly shifting economic conditions and expanding supply bases.”

With a longstanding history dating back to 1905, PACCAR now represents the forward-moving development of the trucking transport industry across the US and several regions around the globe. Its innovative reach into the realm of electric vehicles has opened a whole new branch of possibilities for the company itself and its customers, and PACCAR’s continuing investments have given the company an everadvancing foothold into the latest high-end self-driving technologies.

As it stands, and with the future, a highway laid bare for the company, it is more than fitting to say that it is worth keeping an eye on the progressive convoy that is PACCAR.

Tel: 425.468.7400 Fax: 425.468.8216 www.paccar.com

SUPPLY CHAIN

Superior Trim is a certified Woman Owned Business available to produce cost-competitive, high-quality interior and exterior trim products for all classes of trucks.

Recognized as an industry leader in quality and delivery performance. Please visit our website or call us with any inquiries or questions.

www.superiortrim.com

SUPERIOR TRIM

Shaping technology in motion

www.us.mahle.com

North America Outlook issue 02 | 35 NAO PACCAR MAHLE qtrpg.indd 1

1/28/2021 8:38:53 AM

KNICHEL LOGISTICS

Millions of Miles

Over the past few decades, Knichel Logistics has gone from being a small, family-owned business to a multi-million dollar logistics powerhouse Writer: Dani Redd | Project Manager: Tom Cullum

K

irsty Knichel has always had an entrepreneurial spirit. Even while attending college she was managing two pizza shops, with the intent of purchasing one of them upon graduation. But her father had an alternative suggestion.

“He told me that I could set the bar higher for myself, and he knew that my strong work ethic could be directed towards an industry with massive growth potential. He then offered me the opportunity to work with him,” she explains.

“At the time, my father was an agent out of Cornerstone Logistics in Memphis (Tennessee), specializing in intermodal freight. I was completely unfamiliar with the logistics industry, but shortly after starting as an intermodal dispatcher, I was hooked.

The job was fast paced and I learned quickly from my co-workers. So much so that I began to take on as many roles as I could to learn as much as possible from them,” she adds.

36 | North America Outlook issue 02

After a few years at Cornerstone, Knichel her father joined forces with her brother and sister to form their own logistics company. Knichel Logistics launched in 2003, and after father retired in 2007 Kirsty took over as CEO and President of the company, a role she has held ever since.

During this time, her passion for the logistics industry has deepened. She describes it as a ‘fluid and dynamic’ space to be working in, which is what contributes to the excitement of being an industry player.

“Some days you never really know what you may be encountering when you head into work,” Knichel says.

“That seems like an odd thing to say when we are really just handling the movement of things from one place to another, but logistics literally makes the world move and allows us to all live the lives we’re accustomed to. For instance, the transportation industry will be front and centre when the COVID-19 vaccine is finally ready to be distributed to the world.”

SUPPLY CHAIN

North America Outlook issue 02 | 37

KNICHEL LOGISTICS A FAMILY-FOCUSED COMPANY Knichel Logistics began operating within a niche market that consisted of moving rice out of Northern California by rail. This is a market that it continues to serve and excel in. However, over the years it has continued to expand and diversify.

In its present incarnation, Knichel Logistics is a multi-award winning firm that has transported goods for some

Q: How important are partner and supplier relationships to the success of your business?

KRISTY KNICHEL: “Since Knichel Logistics is a non-assetbased provider of transportation services, meaning that we do not own our own trucks or containers, I cannot stress the importance of partner and supplier relationships enough.

The physical assets that we do possess are our employees and our contracts with the Class 1 railroads.

“We have spent nearly the past two decades working every day to connect with, build, and cultivate strong partnerships with our carriers. Knowing their preferred routes, helping to address their pain points, and working to hit their targets are just some of the ways that we can be a broker of choice for our carriers. Taking the time to get to know their employees and show appreciation for the roles they play is equally as important as those of our customers. That’s why when I plan business trips to meet with key accounts, I always make sure to visit our carrier partners. Their value to Knichel Logistics cannot be understated.”

38 | North America Outlook issue 02

of America’s largest corporations.

It works with everyone from small enterprises with specific needs to Fortune 500 companies, and specializes in intermodal, less-thantruckload, cross-country and crossborder services.

“We have moved more than 200,000 containers with 385,000 trucks spanning over 295 million miles over the last five years alone,” the CEO and President explains.

Needless to say, the story of Knichel Logistics is one of expansion.

The company has expanded from its headquarters in Gibsonia, Pennsylvania, to incorporate satellite offices in Southern California and Ohio, with an agent network extending across the United States and into Canada and Mexico.

“My company began with less than 10 employees, the bulk of which were related to me, working out of a tiny office focusing on moving essentially one commodity for a small group of customers,” Knichel says. “Over

Kirsty receives the Pittsburgh Business Choice 2018 award

the course of almost 18 years, we’ve grown to roughly 50 employees and are quickly approaching $100 million in revenue. However, the one thing that hasn’t changed is our approach to our employees.”

For Knichel Logistics is first and foremost a family business. The CEO and President makes the effort to maintain close ties with all her employees, however long they have been at the company. The company maintains annual traditions to help alleviate stress and develop camaraderie, including outings to baseball games, family holiday parties and Customer Service Week (which includes games, food and prizes to celebrate all employees).

“I feel that maintaining a casual office environment, while still maintaining professionalism of course, is a great way to create a level of comfort and a feeling of belonging among our employees – I want everyone to feel as though they are a part of the family. Working in logistics

SUPPLY CHAIN

Intermodal.

A Different Type Of Shipping

At Chicago Intermodal, we believe a short-distance trip across the Midwest deserves the same amount of care as a treck to the other side of the country. It shows in the quality of our: Drivers Processes Communication

Demands A Different Type Of Trucking Company

rates@chitrans.com | www.chitrans.com can be an incredibly stressful job, but we still have employees working for us that have been here since day one,” the CEO explains.

This friendly, relationship-building approach extends beyond employees to suppliers and customers.

Knichel Logistics doesn’t acquire customers the usual way, through cost-based incentives. Instead, it adopts a problem-solving approach – the sales team work with prospective customers to investigate how it can best remedy their current logistics issues, while its account managers and rate analysts work with existing customers to streamline their operations.

“There are so many moving parts to be successful in this industry, but establishing solid relationships is the most essential,” Knichel explains.

A relationship the CEO is particularly proud of is its partnership with BlueGrace Logistics, established back in 2015. Its LTL

That’s why national brands have come to trust Chicago Intermodal as their house carrier.

(less-than-truckload) division became a franchise of BlueGrace Logistics, enabling customers a larger array of carrier choices with more competitive pricing. Shortly after Knichel Logistics joined forces with BlueGrace, its LTL business tripled – nowadays, they

KNICHEL LOGISTICS IN NUMBERS REVENUE: $80 million MILES TRAVELLED (2015-2020): 295 million CONTAINERS MOVED (2015-2020): 200,000 FULL TIME EMPLOYEES: 50 RAIL CONTAINERS ACCESSED: 90,000

Teamwork Reputation

are approaching a tenfold increase in growth.

Since co-founding the business, Knichel has worked tirelessly to ensure its success, in order to pass it onto her children and siblings’ children.

“Knichel Logistics has truly been a labour of love. I’ve worked 80-plus hour weeks before becoming President and now nearly nonstop in order to ensure that my company will stand the test of time,” she says.

“There have been numerous offers throughout the years by other companies wanting to buy Knichel Logistics, but I’ve resisted each one due to my commitment to the succession of this business and to my employees.”

EMPOWERING WOMEN IN THE INDUSTRY As well as supporting her family, Knichel also hopes her senior position will inspire other women to join the logistics industry.

North America Outlook issue 02 | 39

KNICHEL LOGISTICS

“I BELIEVE WOMEN ARE MORE WILLING TO TAKE A CHANCE ON A CAREER PATH THAT MIGHT BE CONSIDERED UNCONVENTIONAL IF THEY SEE OTHER WOMEN BLAZING A TRAIL AHEAD OF THEM” “Because of the challenges I faced being a female leader in a male dominated industry early on in my career, the discomfort of being different stuck with me and has driven me to put myself out there more, to be a voice and hopefully role model to other women starting out in the industry,” she says.

Within Knichel Logistics, the majority of managerial positions are occupied by women. The CEO 40 | North America Outlook issue 02

stresses that these have been awarded on merit, rather than gender, and is proud of her employees for excelling in these positions.

Knichel has received numerous awards and accolades throughout her career, including the 2020 Influential Woman in Trucking Award, which is awarded by the Women in Trucking Association to women who influence key decisions, and serve as a role model to other women.

“This is a major accomplishment for me, particularly because all of the finalists that were selected are such talented women in the transportation industry and deserve to be recognized for their accomplishments. WIT’s mission is one that I wholeheartedly support and am passionate about, which makes being named their 2020 Influential Woman in Trucking even more amazing,” Knichel proclaims.

SUPPLY CHAIN Another key milestone in her career is being nominated and voted onto the Transport Intermediaries Association’s (TIA) Board of Directors as the Intermodal Logistics Conference Chair. The TIA is integral in shaping the industry, from government regulations to general advocacy, and Knichel explains that her main motivation for becoming involved was to help lend an active voice to women working within the industry.

“I believe women are more willing to take a chance on a career path that might be considered unconventional if they see other women blazing a trail ahead of them,” the CEO and President explains.

“To be recognized as a top company for women to work for is such an achievement for me because it helps to validate my mission that women are vital to this industry, and that my very own company is successful because of the women (and men!) who work here.”

EXCITING NEW PROJECTS As the conversation draws to a close, Knichel discusses some of the new projects in the pipeline that she is excited about implementing.

Although COVID-19 has slowed down the process, the company has succeeded on making progress on enhancing its agent program, which it started a few years ago with a few vetted individuals.

“Our objective now is to flesh the program out more thoroughly and work on expanding our agent network geographically and modally,” she says.

Another upcoming project is to achieve greater penetration into the government services sector.

Knichel Logistics has worked on small governmental projects in the past, and now wants to establish a greater foothold.

“We are optimistic that these projects will become significant new

Always striking a positive tone, the company’s CSR initiatives continue to raise funds for good causes revenue streams for Knichel Logistics in the near future,” the CEO says.

Knichel has also been hoping to hit a milestone of $100 million in revenue.

“When we do finally hit that milestone, I am planning on throwing a party! 2021 might be the year we make this a reality.”

KNICHEL LOGISTICS Tel: 724-449-3300/888-386-7450 info@knichellogistics.com www.knichellogistics.com

North America Outlook issue 02 | 41

ARROW TRUCK SALES

Driving Quality Paul Stephens, VP of Purchasing and Wholesale at Arrow Truck Sales, discusses the current state of the trucking industry today Writer: Sean Galea-Pace | Project Manager: Tom Cullum

This is a very exciting time to be in sales because of the demand for used trucks,” explains Paul Stephens, VP of Purchasing and Wholesale at Arrow Truck Sales.

In the United States, trucking is responsible for most of the overland freight movement, with the industry

42 | North America Outlook issue 02

worth over $791 billion.

Stephens has been at Arrow Truck Sales since 2007. Since then, he has served the firm in several different positions and now works as Vice President of Purchasing and Wholesale. Equipped with this plethora of experience and know-how, he recognizes what sets Arrow apart

from its competitors.

“The longevity of Arrow speaks for itself, and to the capabilities of our strong sales staff to build excellent customer outcomes,” explains Stephens.

“We are transparent, and we stand behind the product we offer. Transport Funding, our financing company,

SUPPLY CHAIN

has helped over 50,000 customers finance a piece of equipment that enables them to have their own business.

Our repeat and referral business are strong, and something we take very seriously.”

Founded in 1950, Arrow Truck Sales has become one of the major forces in the used heavy and medium duty

trucks trade in North America. The company provides quality, pre-owned trucks to the trucking sector and is Arrow’s core business.

Arrow’s inventory is made up of all makes and models, including Volvo, Freightliner, Kenworth, Peterbilt, Mack and International. It is a sales-focused organization that is set on creating

strong customer relationships without service or parts departments. Arrow excels at acquiring, reconditioning and remarketing the equipment in a transparent manner. The firm also provides financing, extended service contracts and a list of other products that enriches its customers experience as used truck owners.

North America Outlook issue 02 | 43

ARROW TRUCK SALES In 2017, Arrow Truck Sales partnered with Women in Trucking (WIT) in a bid to encourage the employment of women in the industry. Arrow now provides WIT’s members with pre-negotiated pricing on its value-add products and financing.

“Arrow believes in WIT’s mission and values the relationship tremendously,” explains Stephens. “We’ve had the honor of working tradeshows with WIT, helping them with their strategic planning, and donating equipment to support their cause.”

ARROW TRUCK SALES: COMPETITIVE ADVANTAGE Since its founding over 70 years ago, Arrow Truck Sales has become the leading source of pre-owned medium and heavyduty trucks in North America. The firm is renowned for delivering high-quality but used vehicles to customers that want to maximize the value of purchasing dollars.

Arrow is committed and passionate about delivering reliable and robust trucks across all makes and models, while priding itself on its unparalleled customer service and strives on providing a personalized experience.

Paul Stephens, VP of Purchasing and Wholesale

44 | North America Outlook issue 02

In 2018, the organization donated a late model Volvo truck to Women in Trucking to give to a deserving female driver during the 2018 Salute to Women Behind the Wheel event in Louisville, KY. Arrow Truck has since gone on to donate another truck for the upcoming 2022 event. In addition, Women in Trucking members have access to Arrow’s PRIME program and receive exclusive free benefits when purchasing a truck. Speaking at the time, Ellen Voie, WIT president and CEO, commented: “We are grateful for their commitment to bringing greater opportunities for women in transportation and helping them succeed. I am thrilled to offer the chance of a lifetime to another one of our hard-working and deserving members through their generous donation.”

With the impact of COVID-19 felt around the world, Arrow Truck Sales recognized the importance of responding quickly to the disruption and prioritized the well-being of its employees.

“We are taking extra steps to ensure that we deliver trucks to our customers in a safe manner. Our staff is ready to listen to our customers unique needs and provide assistance in person, over the phone and online,” says Stephens.

“For our customers who prefer to stay home and connect with us digitally, we have a full range of solutions in place to facilitate social distancing during their truck-buying experience.

Some of these solutions include virtual walk arounds, virtual test drives, touchless delivery, and extra sanitation of the equipment. All of our employees wear face protection of some form and we offer free masks to our customers at our locations.”

Indeed, Arrow has offered a touchless truck buying experience which allows its customers to easily search its inventory and shop from the safety of their homes. Customers can choose the truck they like online and will subsequently be sent detailed pictures and videos for review. Buyers can then

RoadsideMASTERS.com Seven years ago, in a move to provide unparalleled benefits and services to its customers, Arrow Truck Sales, a leading source of pre-owned heavy and medium-duty trucks in America and Canada formed a strategic partnership with RoadsideMASTERS. com, the nation’s largest Mechanical Breakdown Membership Program for Truckers.

A partnership that has helped thousands of Arrow Truck Sales customers receive emergency roadside assistance on the go, in the United States and Canada. In RoadsideMASTERS.com, Arrow Truck Sales has a partner with the experience in providing mechanical breakdown solutions to commercial vehicles in the heavy-duty segment.

With a RoadsideMASTERS.com Membership, routine driver issues are quickly resolved. RoadsideMASTERS. com proprietary GPS locater technology quickly locates and dispatches the closest vendor to the driver’s breakdown location.

Furthermore, RoadsideMASTERS. com Membership Program immediately removes the “overhead” burden and gives members access to RoadsideMASTERS.com proprietary vendor network with dramatic prenegotiated savings.

RoadsideMASTERS.com is here to help make roadside assistance simple and accessible for the nation’s commercial vehicles. We continue to make extensive and ongoing investments in the latest technology, people, training and processes in order to provide the best service we can, to commercial fleets, truckload carriers, heavy, medium, and light duty trucks, buses, and vans, both in the United States and Canada, 24 hours a day, 7 days a week.

To find out more about RoadsideMASTERS.com comprehensive membership benefits visit www.roadsidemasters.com.

www.roadsidemasters.com

DOWNLOAD THE ROADSIDEMASTERS.COM APP

ARROW TRUCK SALES

“I believe the market will stay robust in the first half of 2021, and in the second half of the year we could see the used market taper off just a little as supply constraints loosen” – Paul Stephens, VP of Purchasing and Wholesale complete a streamlined online credit application and Arrow will call or email to discuss the chosen option further.

In an attempt to mitigate contact, Arrow is restricting walk-ins across its locations and removing it completely in some of the most impacted markets.

Upon purchase, customers can pick up their truck curbside or have delivery to a location of choice arranged.

Operating with an agile and lean mentality is a key part of Arrow’s mindset. Over the past three years, the company’s marketing efforts have 46 | North America Outlook issue 02

experienced considerable success in driving customers to the website and social media platforms.

“On our website, we launched a new chat feature in 2020 that has increased our customers’ ability to contact us immediately,” he explains. “We are available for them to ask questions and we truly feel it has allowed us to build value to the customer experience.”

Another essential part of Arrow’s vision for long-term success is partnerships. The firm possesses years of experience working alongside its key

vendors across corporate and branch locations. Stephens acknowledges how vital these strategic relationships are to his organization.

“Our vendors are a key component to our success and we’re grateful for the relationships that we have,” he explains.

“Many of our vendor partners have years of experience working with our corporate and branch locations. The used truck industry requires trust at a very high level and our vendor partners excel in this area for our customers.”

SUPPLY CHAIN

INSIDE THE US TRUCKING INDUSTRY There are three main types of trucking in the United States.

These are: FULL TRUCKLOAD CARRIERS Full truckload carriers are the organizations that haul substantial amounts of homogeneous cargo, usually enough to fill an entire semitrailer or container. Fleets in the FTL industry can be either privately owned or available on a for-hire basis. These generally offer additional logistics and transportation services, such as intermodal transport options.

LESS-THAN-TRUCKLOAD CARRIERS LTL carriers transport shipments that are larger than parcels, but not big enough to fill an entire trailer. Many LTL carriers will transport a number of shipments simultaneously to optimize operations and be more efficient.

COURIERS The courier industry consists of carriers of non-palletized and light goods, such as parcels.

Staff play an influential role in the success of all businesses; however, Stephens affirms that without his organization’s employees, success would be impossible.

“Without our passionate and dedicated employees, we would not be the company that we are today,” he explains.

“We value all input and go the extra mile in trying to create a healthy environment in every area. Even though our company is large, our locations themselves are relatively small. Each location has the ability to make decisions based on their particular market and we value that input from our sales staff and management team. We are proud of all our employees!”

The future of the trucking industry looks bright. Despite a challenging 2020, it is hoped that the trucking freight market could bounce back and reach pre-pandemic levels, according to forecasts from FTR Transportation Intelligence. With the next few years in mind, Arrow has outlined its intention to continue to grow at scale and make an impact on the sector.

“We have a very aggressive agenda in order to continue making a huge imprint in the market and grow our

market share,” he explains.

“Every successful organization has goals, and each area within Arrow has identified specific objectives to help support the strategic vision of our company leaders. I believe the market will stay robust in the first half of 2021, and in the second half of the year we could see the used market taper off just a little as supply constraints loosen.”

Tel: 800-827-7694 Info@arrowtruck.com www.arrowtruck.com

North America Outlook issue 02 | 47

EXPEDITER SERVICES (ES)

Jason Williams, President of Expediter Services, showcases what makes his organization different from competitors Writer: Sean Galea-Pace Project Manager: Tom Cullum

Transforma

TRUCKING 48 | North America Outlook issue 02

ative

SUPPLY CHAIN

L

ogistics in North America is big product touches a truck at some business. point,” he adds. “It’s an investmentGiven the size and scale of the centric environment where lots of continent, the industry is awash with people are going to spend money on opportunity. new ideas and with that attitude being For Jason Williams, President of in the industry, we are constantly Expediter Services (ES), the process trying to solve issues.” of exploring the career possibilities in ES is a firm that has established a logistics can fittingly be traced to the position of leadership in providing same path taken by so many of the capacity solutions and ownership aspiring entrepreneurs his company opportunities within the trucking assists today. The journey began industry. Launching its operation with family at its roots. Following a in 2006, Expediter Services began successful career in banking, Jason’s by initially working in trucking’s father, Paul, was looking for new expedited sector offering a new challenges and opportunities. approach to capacity that continues Paul Williams believed that he to speak to the needs of today’s and Jason could put together an overall trucking marketplace. In fact, effective team and the ES Model grew such apply the right strong roots within resources that could expediting that the provide needed company was able to truck capacity for subsequently branch a growing industry. out into truckload and A central key to Less-than-truckload their business plan sectors. would be building a From its earliest days, platform that could Expediter Services offer opportunities recognized the scope for professional of services and support drivers to chart that owner-operators, their own career independent contract Jason Williams, President course as business drivers and aspiring owners. While the road to success in trucking business owners needed trucking for Expediter Services, like to be successful. Expediter Services most companies in the industry, has stepped forward to develop a included a few bumps along the way, platform featuring support in the Jason has embraced the opportunity areas of financial services, financial to connect with people across technology, contract driver services, the industry and learn from every equipment financing and leasing, experience. truck sales, management services, “Over the past 20 years, I have insurance services, and discount done most jobs within the industry programs. While placing a focus on from loading, driving, dispatching the people behind the wheel and to selling and brokering freight. All aspiring trucking business owners, those experiences have taught me Expediter Services began building that there is so much opportunity strong working relationships with for business creation in the logistics some of the leading brand names in industry in the United States. the trucking industry. As trucking has “It’s a wonderful industry because continued to evolve and the overall it can be utilized regardless of what available driver pool has contracted service a company is providing. in recent years, the industry’s carriers When you think about it, almost every have significantly deepened their North America Outlook issue 02 | 49

EXPEDITER SERVICES (ES) search for stable, reliable, and safe capacity. As trucking companies look at their overall operations, the value of non-asset capacity has greatly increased for carriers looking to maintain and grow their respective fleets.

“When we first got involved in the expedited market about 15 years ago, we saw some needs in the trucking industry that became opportunities,” explains Williams.

“First of all, we had spent time getting to know the barriers to entry and the obstacles that aspiring entrepreneurs encountered, especially owneroperators and independent contractors. We believed that we could build a network of programs and support systems that could lead to greater levels of success for those small businesses. Also, while working with and getting to know motor carriers across the industry, we got to see first-hand the value that stable, safe and reliable capacity held for fleets of any size. When you look at the overall platform that Expediter Services established, we have become a business creation vehicle at the driver level, and we are a

50 | North America Outlook issue 02

valued supplier of non-asset capacity for some of the leading names in the trucking industry.”

Today, ES is a leading supplier of non-asset capacity for FedEx Custom Critical, Forward Air and Panther Premium, a service of ArcBest. The company also provides non-asset capacity to other motor carriers within the industry, and Expediter Services continually receives inquiries from carriers interested learning more about the ES Model.

“One of the first things that we tell carriers looking to work with us is that everyone at ES is focused on the success of the people behind the wheel,” offers Williams. “Our success as a company is dependent on the success of the owner-operators, independent contractors and business owners in our program.

We’ve been very intentional on how we’ve built our carrier and vendor network along with our strategic partnerships.”

The beginnings of the strategic partnership between ES and the Women In Trucking Association (WIT) began several years ago when WIT President and CEO Ellen Voie met with the Expediter Services’ leadership team. In 2016, Williams was selected to serve on the WIT Board of Directors, and the following year, ES and WIT launched the 150 Business Challenge. This program is a collaborative initiative between the two organizations to create 150 women-owned businesses in

ArcBest To all the truck drivers moving freight at a moment’s notice — thank you.

We appreciate your commitment to delivering critical goods around the clock to keep our nation going.

We recognize the countless hours you’re driving coast to coast to keep our supply chains moving forward.

We realize this often means you spend days, weeks and sometimes months away from your loved ones. Your commitment to delivering essential goods along with the products that make our lives easier doesn’t go unnoticed.

Thank you for being America’s heroes!

arcb.com

transportation. To date, the program now stands at more than 110 new women-owned trucking businesses launched.

“We are proud of what has been accomplished through the 150 Business Challenge so far. We have had great support from WIT and from our motor carrier partners, Forward Air, Panther and FedEx Custom Critical. They have really embraced this program to support these women-owned businesses,” notes Williams. “This program has continued to move forward even during the freight downturn of 2019 and during the COVID Pandemic of 2020. This program speaks to the fact that we did not want to help women by accident. We have been committed to promoting diversity in the trucking industry, and the 150 Business Challenge is an example of that commitment.

“We wanted to highlight the fact that there is a real opportunity

SUPPLY CHAIN

YOUR TRUCK IS WAITING FOR YOU! NEW AND USED EXPEDITERS ■

Both custom and standard sleepers available

■

Refer and dry van options available

N. CHICAGO

Contact us today!

Nathan Meyer

260-615-0937 nathanmeyer@truckcountry.com ES head office

TRUCK SALES | EXPERT SERVICE | PARTS | stoops.com

North America Outlook issue 02 | 51

EXPEDITER SERVICES (ES) profits to the truck and our truck dealer of choice, Stoops Freightliner/ Truck Country, fully supports this community.”

When the trucks within the ES Community are on the road, the fuel and maintenance networks as well as the support services are in the spotlight. Throughout its history, ES has demonstrated a commitment to walk alongside the participants in their programs to help make the road to success in trucking a little smoother. The company continues to invest in IT platforms to support cashflow analysis, bookkeeping

AT A GLANCE: EXPEDITER SERVICES

Paul, Jeff and Jason in trucking for people to start a business, particularly for those that feel like there’s glass ceilings for them elsewhere,” he adds. “The 150 Business Challenge provides our participants with a stable environment, and we are willing to work with our partners to promote and generate those businesses. The program has grown very well, and we don’t expect it to be a project with an end date.”

The participants in the 150 Business Challenge as well as the other programs and support systems offered through Expediter Services are part of what the company calls the “ES Community.” The umbrella created by the ES Community includes the motor carriers as well as a network of vendors and service providers focused on the needs of the owner-operators, independent contractors, and business owners in the community. While establishing the 52 | North America Outlook issue 02

ES Community, Expediter Services has created a strong network that is able to offer discounts on trucking essentials, including, equipment, fuel, maintenance, and insurance, along with other support services that are key to operating a profitable business.

“We’ve taken our corporate equipment and buying power and paired it with our community that we service which is quite large,” says Williams. “We’ve gone to our vendors that we’ve been doing business with for years and they have continued to buy in on the fact that our community acts differently than the open market.

Whatever the vendor discounts, the truck gets it.

“We’ve been able to drive down costs such as insurance, fuel and tires and trucks. This year, we placed an order of over 200 tractors. If one of our owner operators wants to buy or upgrade a truck, they will pay the same price I pay. We do this to drive

Since its founding, ES has worked hard to position itself as the capacity pipeline for the expedited and general trucking sectors with a goal of providing the industry’s best carriers a nonasset based fleet that functions like an asset based fleet. This strategy required establishing strong relationships with the premier carriers in the trucking industry.

The company has a history of helping to generate safe, stable, and profitable small businesses.

Throughout the years, Expediter Services has worked to develop innovative solutions to help create access to opportunities in trucking focused on making businesses more successful. Its growth as a company has often been evolutionary in nature, but the results of its efforts have sparked a revolution within expediting that is now being carried over to the general trucking market.

SUPPLY CHAIN

support, and data crunching. In addition, ES also continues to invest significantly behind the scenes to keep its company on the cuttingedge and a leader in the industry. The benefits of technology investments within transportation include more robust security, better management tools as well as greater efficiency.

“It’s very difficult for a person with a small fleet of trucks to have the money to invest in the analytics to know if their truck is performing properly,” Williams notes. “What we have done is take some tried and true platforms and layered them with our services, tools, and benefits, which provides everyone in our ES Community a competitive advantage in what can be a challenging industry.

The importance of partnerships is essential to long-term success, particularly in the supply chain and logistics space. For Williams, it comes back to driving success within the ES Community by utilizing the strength of the overall network the company has developed through the years.

“There’s some things that we do in-house very well, there’s others that we prefer to get a vendor to do and then there’s other things that we just have no way of doing,” explains Williams.

“Our partnerships inside of the community is what makes this work.

It took a few years for everyone that used to be competitors to collaborate

Paul Williams and team successfully and understand they can deliver a better service by working with us to complement one another.

The community is built on these relationships and without it, it would fall apart. We’re dependent on strong relationships.”

With the importance of leveraging new technology vital to harnessing greater efficiency in operations, Expediter Services is focused on scaling its data drive and empowering people to be proactive instead of running the risk of responding too late.

“As we have grown, we are attempting to let IT drive data versus people and having our people drive the relationship and service at the truck level. We want to help people drive difficult decisions, rather than just react to them when they happen,” observes Williams. “At the end of the

day, we are focused on doing our part to position every member of our ES Community for success.

“Our success as a company is directly tied to the success of the members of the ES Community,” explains Williams. “We will take the time to ensure that every member of our community is aware of and utilizing all the benefits that ES’s entire network has to offer. As we work with our community members, we’re asking each one of them to help spread the good news of all the ES Advantages – which squarely focuses on the success of each person in the truck.”

Looking to the future, Williams confirms that while his company is seeking expansion, he is keen to stress that his existing vendors will not be forgotten.

“Our focus is always on the partners and the entire ES Community that helped us get here,” he explains.

“While we are looking to add a few motor carriers, we will always ensure our current vendors are well looked after before we look to create other relationships.”

EXPEDITER SERVICES (ES) Tel: 1-877-349-9303 info@expediterservices.com www.essuccessintrucking.com

North America Outlook issue 02 | 53

WOMEN IN TRUCKING 2351 Commercial Drive, Waupaca, WI 54981 Tel: 888-464-9482 ellen@womenintrucking.org www.womenintrucking.org PRODUCED BY NORTH AMERICA OUTLOOK MAGAZINE