What You’ll Learn

• How DHL responded to USPS’s $40B modernization
• Why DHL scrapped fixed automation in favor of flexibility
• What “middle mile” scale looks like in action
• Why giving GMs shadow P&Ls boosted morale and results
• How DHL realigns pricing and sales incentives to protect GP
• The downstream risks of misjudging demand post-COVID
• DHL’s mindset shift: from prediction to adaptability

Highlights

• [00:00] Who is Scott Ashbaugh?
• [04:00] USPS reform: pain, logic, and adaptation
• [07:30] Network design: why DHL embraced the pullback
• [10:30] DHL’s middle mile moat
• [12:30] Warehouse automation: from fixed to flexible
• [18:00] Aligning ops, pricing, and sales strategy
• [23:00] Betting on customers: what DHL looks for
• [27:00] Pricing transparency as a competitive edge
   

Quotes

• [00:05:08] “In an organization that big with that many stakeholders, you gotta take 10 steps forward knowing that you're gonna get beat up nine steps backward just to get one forward.” - Scott Ashbaugh:
• [00:13:04] “We got a crossbelt sorter… but it’s a very fixed machine. You can’t just unbolt it and move it.” Scott Ashbaugh:
• [00:21:24]: “They felt like they actually could control their fate. You really get to see the creativity of the folks in the field.” - Scott Ashbaugh
• [00:03:21] “When you can bring that empathy and that experience and that knowledge to the commercial side, it just resonates internally and externally tremendously.” - Dan Coll:

About the Guest

Scott Ashbaugh is Chief Commercial Officer at DHL eCommerce Americas. With over 16 years of experience across operations, automation, and commercial strategy, Scott brings an insider’s view into how DHL scales under pressure while staying agile.

Links Mentioned

• DHL eCommerce
• Scott Ashbaugh | LinkedIn

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