Gabriel Rodrigues is a Partner at FALCONI, the largest management consulting firm in Brazil, now operating across North America. He moved from Brazil to Chicago in 2018 to build their U.S. practice from scratch and was recently named one of the Top 25 Supply Chain Consultants in the country. In this conversation, Gabriel breaks down what he sees when he walks into a manufacturing plant or warehouse, why most companies are not ready for the technology they are buying, and what industrial real estate operators need to understand about how their buildings affect tenant operations.

Key Takeaways

• Fix the process before you buy the tech. If your operations are chaotic, technology will only make that chaos more expensive.
• Automation is now a labor strategy, not a cost strategy. Companies are lowering ROI thresholds because the alternative is not having workers at all.
• Space optimization comes before network changes. Most companies have far more capacity in their existing facilities than they realize.
• The building is part of the talent strategy. Parking, security, lighting, and amenities directly affect whether workers show up. Landlords are sitting on a platform opportunity.
• Operational services like layout analysis, energy optimization, and data integration can be offered to tenants at scale.
• The real AI use cases in operations right now: predictive maintenance, machine vision, automated materials handling, and process control.
• Brazilian operational discipline, forged in a harder environment, is now being applied to American companies that never had to be that rigorous.

Chapters

• 02:15 - Growing up in Itajuba, Brazil and the path to engineering
• 06:30 - What is FALCONI and how it started
• 09:45 - Vicente Falconi, Toyota, and bringing TQC to Brazil
• 12:07 - "Changing the wheel while the car is running"
• 15:20 - How FALCONI embeds inside companies vs. traditional consulting
• 18:40 - The move to the United States and building the practice from zero
• 22:10 - What surprised him about American manufacturing
• 25:30 - PDCA methodology explained
• 28:45 - Change management on the shop floor
• 30:06 - "The definition of insanity" and noise propagation
• 33:31 - "Technology will only exacerbate your chaos"
• 35:22 - The ROI question most companies skip
• 38:46 - Automation for resilience, not savings
• 41:30 - How supply chain network design drives real estate decisions
• 44:46 - The parking lot story
• 47:15 - Space optimization before expansion
• 49:28 - Landlords as service providers
• 51:05 - Where to find Gabriel and FALCONI

Episode Resources

Connect with Gabriel Rodrigues — Partner | Director Operations practices - FALCONI US

• https://www.linkedin.com/in/gabriel-alves-rodrigues-731a762b/
• https://www.linkedin.com/company/falconi-us/

Connect with Justin Smith, SIOR - Lee & Associates Irvine

• https://smithcre.com/
• [email protected]
• https://www.linkedin.com/in/justinbsmith/
• 949.400.4786

Three Southern California industrial veterans — Jay Tanjuan of Scannell Properties, Sean Ward of CBRE, and host Justin Smith of Lee & Associates — sit down to break down where the Orange County industrial market actually sits in Q1 2026. Each has spent more than two decades in SoCal industrial, riding every cycle from the early 2000s through the COVID boom and the current reset.

The conversation lands on a few specific takeaways. Tenants didn't leave OC — they renegotiated. Advanced manufacturing (defense, aerospace, AI, energy, robotics) is rapidly becoming the dominant demand story. Three site attributes now drive every meaningful lease: proximity to labor, power, and parking. Land values are down 60 to 70 percent from the 2022 peak, which means the underwriting math actually works for the first time in two years. And only 2.7% of OC's existing industrial inventory is 36' clear or better — making the right kind of building genuinely scarce.

Plus: the port-volumes-vs-vacancy disconnect, what landlords now demand to underwrite startup credit, where institutional capital is finally returning, Scannell's 10,000-amp project in Garden Grove, and bold predictions for humanoid robots in warehouses by 2027 — or sooner.

Key Takeaways

• Advanced manufacturing is now the dominant OC industrial demand story. Defense, aerospace, AI, energy, and robotics tenants are signing the biggest leases in the market. Velar Atomics — a small modular nuclear reactor company with fewer than 50 employees — just leased 500,000 SF.
• The Three Ps drive every advanced manufacturing site decision: Labor, Power, Parking. These tenants are paying north of $2 NNN to be in the right pocket of OC or LA — and they won't compromise on any of the three.
• Only 2.7% of Orange County industrial inventory is 36' clear or higher. Modern-spec product is genuinely scarce, and the buildings that fit what these tenants need are getting harder to find.
• Land values are down 60-70% from the 2022 peak. The underwriting math actually works for the first time in two years. New development sites are coming to market weekly as other groups exit projects.
• The five-year renewal wave is hitting now. Tenants who signed in 2020-2022 are deciding to grow, contract, or stay flat — and that decision will shape OC absorption over the next 18 months.
• Power is the new constraint. Scannell's Garden Grove project delivers with 10,000 amps of power — increasingly the only spec advanced manufacturing tenants will sign for.
• Jay Tanjuan's call: "Now's the time to take action." Lease rates have stabilized, basis is down, the right kind of building is scarce, and capital is finally starting to lean in.

Chapters

• 00:41 Jay Tanjuan & Sean Ward: 20+ years in SoCal industrial
• 03:44 The market today vs. 12-18 months ago
• 04:13 Liberation Day 2025 and the slowdown
• 06:00 Underwriting: a flurry of new development deals
• 08:25 Land values down 60-70% from the 2022 peak
• 09:00 The dominant story: Advanced Manufacturing
• 09:46 Velar Atomics: 50 employees, 500,000 SF
• 12:17 The Three Ps — Labor, Power, Parking
• 13:00 Record port volumes, rising vacancy: the disconnect
• 16:00 The 3PL spot market and excess capacity
• 17:21 Right-sizing the 2020-2022 build wave
• 18:28 The five-year renewal wave hitting now
• 20:00 Only 2.7% of OC industrial is 36' clear or higher
• 21:54 COVID-era: rents up 5% a month
• 23:39 "COVID gave landlords a PhD in raising rent"
• 25:33 Talent, AI, and why people still want to be in OC
• 26:30 The capital intensity of advanced manufacturing tenants
• 27:22 Tracking defense contractor announcements as a leading indicator
• 29:15 Scannell's Garden Grove project: 10,000 amps of power
• 29:54 Underwriting defense contractor credit
• 32:54 The EV tenant deal: a year of prepaid rent
• 33:47 LP capital cautiousness on development
• 35:33 "We bottomed out" — Jay's call on OC lease rates
• 36:45 "Site has to have a story" — Jay's underwriting framework
• 40:37 Rent disparity by tenant type: $2+ NNN vs. market
• 42:32 Power generation creativity: modular nuclear, on-site generation
• 44:00 AI, robots, and the next cycle
• 45:10 Hot take: When does a humanoid robot show up in a warehouse?
• 47:30 From dots on tour-book maps to self-driving cars

Episode Resources

Connect with Jay Tanjuan, CCIM — Director of Development, Southern California, Scannell Properties

• https://www.linkedin.com/in/jaytanjuan/
• https://www.linkedin.com/company/scannell-properties/
• https://scannellproperties.com/

Connect with Sean Ward — Executive Vice President, CBRE | SoCal Industrial

• https://www.linkedin.com/in/sean-ward-ab616a8/
• https://www.linkedin.com/company/cbre/
• https://www.cbre.com/

Connect with Justin Smith, SIOR - Lee & Associates Irvine

• https://smithcre.com/
• [email protected]
• https://www.linkedin.com/in/justinbsmith/
• 949.400.4786

Justin Smith interviews Hannah Testani of Intelligent Audit to explore how data-driven strategies and AI are transforming transportation spend management, supply chain resilience, and logistics optimization amidst global disruptions. Hannah and Justin dig into why most companies are operating as firefighters instead of engineers, what they're getting wrong without knowing it, where the parcel carrier market is headed, and why AI is already doing for supply chain what credit card fraud detection did for banking. Key Topics

• Data-driven transportation optimization
• Impact of global disruptions on logistics
• AI and automation in supply chain management

Chapters

• 02:42 - Understanding the Role of Intelligent Audit
• 05:22 - Common Challenges in Supply Chain Management
• 08:11 - The Impact of Freight Markets on Shipping
• 10:57 - Navigating Carrier Relationships and Costs
• 13:27 - Innovative Solutions for Supply Chain Efficiency
• 16:15 - The Complexity of Invoicing and Data Management
• 21:18 - Continuous Improvement in Data Management
• 23:55 - The Role of AI in Logistics
• 27:27 - AI as a Tool for Automation
• 29:57 - Embracing AI in the Workplace
• 31:59 - Navigating Inbound vs Outbound Cargo
• 39:16 - Future Trends in Logistics and Automation

Episode Resources

Connect with Hannah Testani

• https://www.linkedin.com/in/hannah-testani-4bb77715/
• https://www.linkedin.com/company/intelligent-audit/
• https://www.intelligentaudit.com/

Connect with Justin Smith

• https://smithcre.com/
• [email protected]
• https://www.linkedin.com/in/justinbsmith/

In this episode, Jim Kerrigan shares his expertise on the evolving data center industry, covering topics from supply and demand dynamics, site selection challenges, utility considerations, to future trends like AI and edge data centers.

Key Topics

• Data center importance and evolution
• Supply side challenges and moratoriums
• Site selection and utility considerations
• Impact of AI and edge computing
• Investment trends and market outlook

Chapters

• 02:42 - Supply Side Dynamics in Data Center Development
• 05:28 - Utility Considerations and Site Selection
• 08:18 - Emerging Trends: Inference and AI Data Centers
• 10:56 - Community Perception and Economic Impact of Data Centers
• 13:45 - Challenges in Data Center Development and Market Dynamics
• 16:23 - The Future of Data Centers and Speculative Development
• 21:34 - The Evolving Landscape of Farming
• 22:52 - Navigating Lease Contracts in Agriculture
• 23:25 - Understanding Data Center Lease Structures
• 26:27 - The Complexity of Data Center Market Dynamics
• 27:37 - The Role of Brokers in Data Center Transactions
• 29:21 - Factors Influencing Site Selection for Data Centers
• 31:02 - The Importance of Utility Considerations
• 32:02 - Power Usage Effectiveness and Its Impact
• 33:48 - The Demand for Data Center Capacity
• 34:44 - Capital Markets and Data Center Investments
• 37:09 - The Evolution of Data Center Valuation
• 38:26 - Investment Strategies in the Data Center Sector
• 40:09 - The Future of Data Centers and Public Perception

Episode Resources

Connect with Jim Kerrigan

• linkedin.com/in/jimkerrigansior
• https://www.linkedin.com/company/north-american-data-centers/
• https://nadatacenters.com/

Connect with Justin Smith

• https://smithcre.com/
• [email protected]
• https://www.linkedin.com/in/justinbsmith/

In this episode, Justin Smith chats with Karl Siebrecht about the transformative approach to industrial real estate through scalable, asset-light solutions and innovative tech. Discover how Flexe is redefining warehouse utilization, market cycles, and AI-driven insights in logistics.

Key Topics

• The origin story of Flexe and the problem of fixed warehouse capacity
• How underutilized capacity can be aggregated for flexible warehousing solutions
• Market cycles and the impact of COVID-19 on warehousing demand
• The technological platform driving transparency and efficiency in logistics
• AI's role in optimizing scope, pricing, and operational decision-making
• Differences between asset-light models and traditional leasing in logistics
• The future of spot markets in warehousing similar to freight

Chapters

• 05:12 - The Evolution of Flexe and Market Insights
• 10:47 - Navigating Early Challenges and First Customers
• 15:43 - Current State of the Business and Market Dynamics
• 21:55 - Industrial Vacancy Rates and Market Dynamics
• 24:08 - Understanding Pricing Stickiness in Warehousing
• 25:28 - Fixed vs. Flexible Warehousing Solutions
• 26:32 - The Freight Market and Its Impact on Warehousing
• 29:04 - The Rise of Co-Working Warehouses
• 30:52 - The Asset-Light Model in Warehousing
• 32:28 - Building Trust with Operators
• 35:39 - Leveraging Technology for Quality Assurance
• 38:52 - AI's Role in Enhancing Operational Efficiency

Episode Resources

Connect with Karl Siebrecht

• https://www.linkedin.com/in/karl-siebrecht-81188212/
• https://www.linkedin.com/company/flexe/
• https://flexe.com/

Connect with Justin Smith

• https://smithcre.com/
• [email protected]
• https://www.linkedin.com/in/justinbsmith/

In this episode, Rosemary Coates of the Reshoring Institute discusses the current landscape of manufacturing, reshoring trends, supply chain risks, and the impact of automation and geopolitics on global production strategies.

Key Topics

• Reshoring trends and statistics
• Impact of tariffs and international trade policies
• Role of automation and AI in manufacturing
• Supply chain risks and international dependencies

Chapters

• 01:02 Current Trends in Reshoring and Manufacturing
• 02:13 Tariffs, Risks, and Investment Delays
• 02:49 Why Companies Reshore: Risk Mitigation and Economics
• 04:28 The Myth of Patriotic Reshoring
• 05:07 Research and Resources from the Reshoring Institute
• 06:07 Manufacturing Shifts in Automotive and Mexico
• 08:17 Mexico's Competitive Edge: Cost and Proximity
• 10:17 Border Logistics and Technology in Cross-Border Trade
• 12:46 Mexico's Industrial Development and Infrastructure
• 14:05 Challenges and Opportunities in US Manufacturing
• 15:04 Automation, AI, and the Future of Manufacturing
• 18:34 Skilled Jobs and the Shift in Manufacturing Workforce
• 20:00 Power Infrastructure and Bottlenecks
• 21:32 Impact of AI and Data Centers on Manufacturing
• 22:59 Modern Skills for Manufacturing and Defense Industry
• 24:02 Defense Manufacturing and Global Supply Chains
• 25:43 Semiconductors, Rare Earths, and Critical Materials
• 27:22 Risks and Complexities of Leaving China
• 31:06 Risks and Challenges of Moving Out of China
• 32:29 Managing the Transition Out of China
• 34:46 Intellectual Property and Supply Chain Security
• 36:49 Cost and Planning for Reshoring Projects
• 37:44 Project Management and Site Selection

Episode Resources

Connect with Rosemary Coates

• https://www.linkedin.com/in/rosemarycoates/
• https://reshoringinstitute.org

Connect with Justin Smith

• https://smithcre.com/
• https://www.lee-associates.com/
• [email protected]
• https://www.linkedin.com/in/justinbsmith/

In this episode of the Industrial Insights podcast, Justin Smith interviews Nick Biondolillo of Cameo Consulting, a supply chain consultant with extensive experience in various sectors. They discuss Nick's journey through the supply chain industry, the importance of hands-on experience, and the transformative role of AI in supply chain operations. The conversation also covers market trends, the significance of on-site assessments, and the challenges of navigating freight dynamics. Nick emphasizes the need for consultants to bridge the gap between technical analysis and business impact, providing valuable insights for professionals in the field.

Key Takeaways

• Nick Biondolillo shares his journey in supply chain consulting.
• The importance of hands-on experience in understanding supply chain issues.
• AI is transforming the way supply chains operate and analyze data.
• Consultants must bridge the gap between technical analysis and business impact.
• Market trends indicate a potential tightening in freight pricing.
• Understanding consumer expectations is crucial for supply chain decisions.
• On-site assessments provide invaluable insights into operational challenges.
• Effective communication is key in supply chain management.
• Rationalizing warehouse locations can have significant financial implications.
• The future of supply chain will be influenced by technology and market dynamics.

Chapters

• 01:36 Nick's Journey Through Supply Chain
• 10:08 Bridging the Gap: Consulting and Implementation
• 16:44 The Impact of AI on Supply Chain
• 20:19 Exploring Revenue Management and Optimization
• 22:03 Optimizing Freight and Margins
• 23:45 Understanding Contribution Margins
• 25:19 Tools for 3PLs and Network Design
• 27:11 Warehouse Rationalization Challenges
• 30:30 Consumer Expectations and Service Levels
• 32:17 Consulting Assessments and Client Engagement
• 36:30 Market Trends and Future Predictions
• 43:39 Freight Rejections and Market Dynamics

Episode Resources

Connect with Nick Biondolillo

• https://www.linkedin.com/in/nick-biondolillo/
• https://www.cameoconsulting.net/
• https://www.linkedin.com/company/cameoconsulting/

Connect with Justin Smith

• https://smithcre.com/
• https://www.lee-associates.com/
• [email protected]
• https://www.linkedin.com/in/justi

In this episode of the Industrial Insights podcast, Justin Smith and Casey Winans discuss the current state of the WMS and 3PL market, the challenges faced by logistics companies, and the importance of readiness in implementing warehouse management systems. Casey shares his journey from software engineering to consulting, highlighting the need for effective systems and processes in scaling operations. The conversation also touches on market trends, technology's role in logistics, and the future of the industry, emphasizing the importance of adaptability and continuous improvement.

Key Takeaways

• The logistics market is transitioning from survival to thriving post-peak.
• Scaling a 3PL requires effective systems and processes.
• Many companies struggle with the transition from manual to automated operations.
• Understanding client readiness is crucial for successful WMS implementation.
• The mid-market presents unique challenges and opportunities in logistics.
• Consulting firms often focus on hourly rates, which may not align with client needs.
• Technology is rapidly evolving, impacting the 3PL landscape.
• AI has the potential to enhance operational efficiency in logistics.
• Market consolidation is expected as companies seek to improve margins.
• Continuous improvement is essential for long-term success in logistics.

Chapters

• 00:30 - Current Market Trends in 3PL and WMS
• 03:10 - Casey Winans' Journey in Logistics
• 11:26 - Challenges Faced by Smaller 3PLs
• 19:28 - The Role of AI in Logistics
• 26:59 - Future Trends in 3PL and WMS

Episode Resources

Connect with Casey Winans

• https://www.linkedin.com/in/cwinans/
• https://www.linkedin.com/company/gofullstride/
• https://www.gofullstride.com/

Connect with Justin Smith

• https://smithcre.com/
• https://www.lee-associates.com/
• [email protected]
• https://www.linkedin.com/in/justi

In this episode of the Industrial Insights podcast, Justin Smith interviews Chris O'Brien from Auctane, exploring the evolution of shipping and logistics technology. They discuss Auctane's role in the industry, Chris's journey in supply chain, and the importance of leveraging multi-carrier strategies for profit recovery. The conversation also touches on the significance of customer experience in returns, the impact of tariffs on international shipping, and the growing role of 3PLs in modern logistics. Chris shares insights on innovations in warehouse management and sales strategies in the logistics sector, as well as future trends and upcoming conferences.

Key Takeaways

• Auctane operates at the intersection of shipping software and customer delivery experience.
• Chris O'Brien's background in supply chain began at CH Robinson, where he learned the logistics industry.
• The shipping industry has evolved with technology, providing better visibility and decision-making tools.
• Profit recovery in shipping is crucial for maximizing value and minimizing costs.
• Leveraging multiple carriers can enhance delivery efficiency and reduce costs.
• Returns have become a critical aspect of customer experience in e-commerce.
• Technological integration is transforming logistics and enabling new possibilities.
• Tariffs have forced companies to rethink their sourcing strategies and supply chains.
• 3PLs are increasingly relied upon for efficient logistics management.
• Sales strategies in logistics focus on understanding customer needs and providing tailored solutions.

Chapters

• 02:27 - Chris O'Brien's Journey in Supply Chain
• 05:27 - The Evolution of Supply Chain Visibility
• 08:03 - Profit Recovery in Shipping
• 10:38 - Leveraging Multi-Carrier Strategies
• 13:07 - The Impact of Technology on Delivery Speed
• 15:54 - Returns Management in E-commerce
• 18:30 - Future Trends in Logistics and Delivery
• 19:34 - Navigating Tariffs and Supply Chain Challenges
• 26:01 - The Role of 3PLs in Modern Logistics
• 30:08 - Innovations in Technology and Integration
• 32:58 - Sales Strategies in the Logistics Sector
• 37:00 - Future Trends in Software and Logistics M&A
• 39:22 - Looking Ahead: Conferences and Industry Innovations

Episode Resources

Connect with Chris O'Brien

• https://www.linkedin.com/in/obrienchrispro/
• https://www.shipstation.com/

Connect with Justin Smith

• https://smithcre.com/
• https://www.lee-associates.com/
• [email protected]
• https://www.linkedin.com/in/justi

In this episode of the Industrial Insights podcast, Justin Smith interviews Brandon Sedloff, Chief Real Estate Officer at Juniper Square and host of The Distribution podcast. They discuss Brandon's journey in the real estate industry, the evolution of his podcast, and the importance of storytelling and relationships in business. Brandon shares insights on navigating changes in private markets, the role of technology and AI, and the significance of building trust with clients. They also explore the future of real estate and capital flows, emphasizing the need for adaptability and embracing new technologies.

Key Takeaways

• Brandon Sedloff emphasizes the importance of trust and education in private markets.
• Storytelling is crucial for understanding the people behind businesses.
• The evolution of The Distribution podcast reflects the changing landscape of private markets.
• Listening to clients is key to understanding market needs and driving product development.
• Technology is essential for modern real estate operations and decision-making.
• Building relationships is fundamental to success in the industry.
• The future of real estate will be shaped by global capital flows and changing investor needs.
• AI and technology will transform knowledge work in the industry.
• Embracing change can lead to new opportunities and growth.
• The power of relationships remains a constant in an ever-evolving market.

Chapters

• 02:59 - The Journey of Podcasting and Learning from Guests
• 05:34 - The Importance of Storytelling in Business
• 08:32 - Podcast Formats and Inspirations
• 11:42 - Navigating Changes in the Real Estate Market
• 14:25 - Role of Chief Real Estate Officer at Juniper Square
• 17:10 - Building Trust and Relationships in Business
• 20:14 - Listening and Understanding Client Needs
• 22:58 - Curating Content and Events for Engagement
• 25:38 - Building Products with Customer Insights
• 28:44 - The Importance of Saying No
• 29:41 - Understanding Market Trends
• 33:22 - Operational Alpha in Real Estate
• 36:30 - Embracing Technology and AI
• 41:13 - Looking Ahead to 2026

Episode Resources

Connect with Brandon Sedloff

• https://www.linkedin.com/in/bsedloff/
• https://www.linkedin.com/company/juniper-square/
• https://www.junipersquare.com/learn-more

Connect with Justin Smith

• https://smithcre.com/
• https://www.lee-associates.com/
• [email protected]
• https://www.linkedin.com/in/justi