Mike DeFabis, VP of Sales and Marketing at IDS, gave an educational session at IWLA’s Convention. IWLA, the International Warehousing and Logistics Association, is committed to fostering education, cooperation, and awareness in the logistics industry. This event created an opportunity for 3PLs and logistics professionals to gather and discuss the future of the industry as well as exchanging new ideas.

Mike’s presentation titled “Launching, Implementing and Maintaining a Successful Parcel Program” focused on working with parcel carriers, selling and implementing a parcel program to your customers and how to utilize technology to make it all happen. During the talk, Mike emphasized the importance of having a parcel program, not only as a way to provide cost savings to customers but also as a way to generate additional revenue.

Carrier relationships can be difficult to manage and there isn’t a one size fits all solution. Fulfillment providers must understand how carriers view 3PLs and how to create a successful relationship. Often times, success will hinge on finding the right mix of carriers for the 3PLs and the customers goals. IDS has spent years developing the right relationships and carrier negotiation tactics to provide the most value to their clients.

The session also included speakers on technology who touched on the complexity challenge of 3PL tech. Specifically, they spoke about the challenges of the new data driven world and the importance to 3PLs that data has. Future success with rely upon the strength and accuracy of the data a 3PL has access to. Additionally, Multi Carrier Manifesting Software was discussed and key attributes that should be sought in a manifesting software were identified.

Finally the group wrapped up the talk with a back and forth on growing and executing a successful parcel program. Continual optimization of parcel programs and ongoing negotiations were some of the points that were raised, with Mike ending on a few points about customer and account reviews.

IDS is heavily involved in IWLA and its Fulfillment Council. This meetup was just one event that IWLA hosts each year and that IDS participates in. IDS CEO, Mark DeFabis, is also very engaged in the political side of the industry and will be joined by other members of the IWLA Government Affairs Council in Washington, D.C. for the annual IWLA Legislative Fly-in next month to reach out to members of the US congress regarding issues that impact the logistics industry. Learn more about the IWLA here.