Glenn Gooding spent 21 years at UPS — from package handler to driver to corporate revenue management for Dell, IBM, and Apple. He then spent nearly two decades in third-party parcel negotiation. Glenn shares how carriers price, how they view 3PLs, and what operators must do to compete.

TOPICS COVERED:

- 21 years at UPS: package handler to corporate Special Pricing for enterprise clients

- The Nintendo story: zone skipping 900,000 Game Boys for Black Friday delivery

- UPS vs FedEx DNA: Teamster drivers vs contracted operators and the RLA

- COVID's impact on the carrier market and the residential volume hangover

- USPS losing $9.1B per year and the Delivering for America plan

- Amazon, Walmart, and Target building their own delivery networks

- How carriers view 3PLs as resellers and why that must change

- Zone skipping for 3PLs: peak season strategies and carrier collaboration

- Volume thresholds: $2M+ for one carrier, $10M+ to multi-source

- Custom corrugated, returns, and inventory positioning as value props

CHAPTERS:

0:00 Introduction

0:19 Glenn's UPS Career: Package Handler to Revenue Management

3:50 The Nintendo Story: Zone Skipping for Black Friday

7:09 UPS vs FedEx: Ground DNA, Air DNA, and the 1997 Strike

12:10 The UPS Driver as Brand Ambassador

17:30 Bird Dog Solutions and Third-Party Negotiation

23:10 Enterprise Pricing: 10% Out of Dell's Costs Year Over Year

28:10 COVID and the Small Parcel Market

33:44 USPS Crisis: Delivering for America

37:03 Amazon, Walmart, Target: Building Their Own Networks

43:01 Multi-Sourcing: Why No Single Carrier Works

48:43 The 3PL Margin Problem and the Carrier Perspective

56:29 Proving Value: Average Zone, Corrugated, Network Efficiency

1:09:03 Zone Skipping for 3PLs: When and How

1:18:05 Returns as a Differentiator

1:29:20 The Fragmented Marketplace and What's Next

1:40:27 Who's Innovating in Small Parcel

1:43:29 Closing Thoughts

ABOUT THE GUEST:

Glenn Gooding spent 21 years at UPS and nearly two decades in parcel negotiation at Bird Dog Solutions and iDrive Logistics.

KEY TERMS:

Glenn Gooding, UPS, FedEx, USPS, small parcel, zone skipping, carrier negotiation, 3PL, Bird Dog Solutions, iDrive Logistics, Delivering for America, gig economy, residential delivery, demand surcharges, returns, multi-sourcing

Supply Chain Saga is produced by Mark Taylor, CEO of Warehouse Republic, a 3PL serving omni-channel e-commerce brands that sell through marketplaces like Amazon, Walmart, and Shopify, as well as retail partners like Nordstrom, Scheels, and Bass Pro Shops.

Website: warehouserepublic.com
Podcast: supplychainsaga.com
LinkedIn: linkedin.com/company/warehouse-republic
Host: linkedin.com/in/marktaylor

Have a logistics question? Email mark@warehouserepublic.com

Ben Emmrich, founder and CEO of Tusk Logistics, discusses how using alternative carriers and zone-skipping tactics can cut parcel shipping costs by 30-40%.

Supply Chain Saga is produced by Mark Taylor, CEO of Warehouse Republic, a 3PL serving omni-channel e-commerce brands that sell through marketplaces like Amazon, Walmart, and Shopify, as well as retail partners like Nordstrom, Scheels, and Bass Pro Shops.

Website: warehouserepublic.com
Podcast: supplychainsaga.com
LinkedIn: linkedin.com/company/warehouse-republic
Host: linkedin.com/in/marktaylor

Have a logistics question? Email mark@warehouserepublic.com

In this episode of Supply Chain Saga, we're joined by Jonathon Green, CEO of Health Admin and the former VP of Technology at Colliers International. Jonathon brings his expertise in technology to discuss practical applications of AI in the supply chain. We get into tangible examples of how AI can be integrated and utilized effectively, even for those without a deep tech background. Tune in for a clear, straightforward conversation on leveraging AI to improve supply chain operations.

Supply Chain Saga is produced by Mark Taylor, CEO of Warehouse Republic, a 3PL serving omni-channel e-commerce brands that sell through marketplaces like Amazon, Walmart, and Shopify, as well as retail partners like Nordstrom, Scheels, and Bass Pro Shops.

Website: warehouserepublic.com
Podcast: supplychainsaga.com
LinkedIn: linkedin.com/company/warehouse-republic
Host: linkedin.com/in/marktaylor

Have a logistics question? Email mark@warehouserepublic.com