Over the Threshold

With more distractions on the road than ever, a lot of businesses need advice and help with protecting themselves from liability and claims. On today’s episode I talk with Patricia Corrigan Johnston, founder and President of Corrigan Johnston Risk Advisors, Inc., an agency specializing in providing insurance products and risk management services for final mile delivery, moving and storage, and auto dealership industries. We get into being a female leader in a male-dominated industry, how she maintains long relationships with clients, and how she advises business on how they can protect themselves. 

We discuss:

• Patty’s journey into the insurance industry 
• What made her want to open her own insurance agency
• Why having a full-time risk manager is seen less and less and how this affects her business
• Finding her niche in the final mile, moving and storage, auto dealership industries
• Helping organize and start the women’s council with the NHDA
• How her company does much more than sell insurance
• The most frequent area businesses are leaving themselves open for liability or claims
• Social inflation and how it is affecting claims and payouts
• What her company does for clients to make sure they are covered for the unique aspects of their business 
• How her company differentiates itself from others in the insurance world
• A shift in the final mile industry to dropped deliveries due to the pandemic
• The hardest lesson Patty has had to learn in her career
• And more!

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Whether you currently lead a team or are part of the team itself, strong leadership is essential to build successful business. On today’s episode, I invite Ed Eppley to talk about his journey as a lifelong entrepreneur and how he helps owners and organizations apply systems to identify problems and improve their workplace. Join us as we get into how to recognize and understand common issues that could be affecting your business and the things you can do to find balance and create a culture of success. 

We discuss:

• Ed’s realization that management was not for him and his journey into consulting
• The MOST POWERFUL thing you can be good at as a leader and why it’s so important
• A common mistake many leaders make that could be holding you back (and how to fix it!)
• The primary cause for someone leaving an organization
• If natural born leaders exist and if they can be built
• The TOP 3 business practices for managers and leaders to implement to see success
• Healthy side versus smart side of business and scaling profitably
• Why you are unique but your business’s issues aren’t
• Ed’s advice for young leaders and the ONE thing to become a master of
• And more!

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Steven Seltzer, president and owner of Comet Delivery Services, has seen it all in his many years in the delivery industry. His business has been recognized as an industry leader and innovator of customized delivery schedules. On today’s show we talk through family business, employee motivation, and how he found success in this dynamic and evolving industry. 

We discuss:

• The 3 divisions of Steven’s business and the various industries they serve
• Leaving his construction job to take over the family business and growing it from half a dozen accounts to thousands
• How he manages family life while running a family business and creating a healthy separation
• The BIGGEST way Comet stand out in an industry with so much competition
• How Steven motivates and retains his employees 
• His favorite tip for dealing with customer complaints
• The biggest obstacle that gets in the way in his business and how he works through it
• A HUGE delivery story involving Sea World
• Steven’s advice for success in the business world
• Where the industry is going next and how technology will play a role
• And more!

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Today I am taking you through part 2 of the highlight reel of Over the Threshold’s first 10 episodes! I reflect on the powerful conversations I had with my guests on episodes 6-10 and share some impactful clips to illustrate their passion and knowledge of the industry. 

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For this week’s episode we are doing something a little different. I am taking you through a highlight reel of Over the Threshold’s first 5 episodes! I reflect on our powerful conversations - how my guests got started, what motivates and inspires them and where they see the courier industry going. Join me as I reflect on where we started and show gratitude for where we are so far!

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In every industry there is an element of legal risk. For couriers and regional delivery companies, this risk can be quite a unique blend. And in a world where delivery is driving business forward in a new way, it’s important to keep these delivery companies secure so they can continue to provide their essential services. On today’s episode, I welcome attorney David W. Smith as he shares his experience in the niche of transportation law and the important business practices and policies for transportation providers to consider to protect themselves from potential losses and claims.

We discuss:

• Why outside training and resources are so important in this industry.
• Topics to consider when negotiating a contract with a customer. 
• The BIGGEST red flag for a courier using a contractor model. 
• David’s biggest piece of advice when dealing with an independent contractor lawsuit.  
• The TOP things to have in place to avoid potential losses and claims.
• An interesting idea for policy change regarding independent contractor law and what you could be doing to help!
• The most important things to look out for in broker agreements to protect your long term success. 
• And more!

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Donald E. Staniszewski, Vice President and Owner of Pillar Logistics, is no stranger to the industry; he has spent most of his adult life in home delivery and logistics. He has seen it evolve over the years and has continued to evolve with it and today he shares his immense knowledge and insights from his years of experience. We discuss some major issues of the industry, the importance of engaged and involved management teams, and how he keeps his drivers motivated to provide the excellence retailers need in a world with increasing home-delivery demand. 

We get into:

• The recruiting struggle and the importance of trust in the employer/employee relationship. 
• How being involved at the grass-roots level has benefited him and his company.
• Home delivery as an essential piece of a retailer’s branding and how that affects the industry. 
• The National Home Delivery Association, its purpose and Donald’s role in its creation. 
• His belief that personal interaction is more important than trucking operations.
• A personal story from Donald about customer complaints. 
• Where the industry is going next and how technology will play a role.
• And more!

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Breaking the glass ceiling as a Latin American entrepreneur, Lorena Camargo talks with us about her inspiring story of saying yes to opportunity and founding Pearl Transportation and Logistics at the early age of 24. On today’s episode, we talk through her challenges as a young, Latina woman and how she continues to “find another way.” Join us as Lorena demonstrates that it pays off to be the underdog and that no one can tell you where you belong, you decide that for yourself.  

We discuss:

• The “one call does it all” strategy as customer needs grew.
• Reframing her thoughts around challenges and nerves and still showing up.
• Mindset that you deserve a seat at the table!
• Her breakthrough moment when she forced herself to say yes to opportunity.
• Creating a separate division in her business for the IVF sector.
• Learning to adapt with the industry changes and staying motivated.
• And more!

Learn more about Pearl Transportation and Logistics here: https://pearltrans.com/

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From parking to president, Jason’s Burns Sr’s success started at St. Augustine High School graduating with a “Purple Knight” award for best all around student. He went on to play football at Vanderbilt University, received the Head Coach’s Dedication Award, and graduated with a degree in Communication Studies. After completing his Executive-In-Training Program at Central Parking Systems he returned to his hometown to lead his family’s business enterprises, including Burns Management Group (BMG), Global Parking Systems (GPS) and QCS Logistics. Today we sit with Jason as he shares how he got started, what the future looks like in the delivery and logistics industry, and why he feels those that incorporate data and predictive analytics will have the advantage going forward.

Today we get into:

• How starting in the entry level role made him a better leader.
• His commitment to good technology for his Drivers.
• How he pivoted his company's offerings and broke into different business segments.
• How Jason’s technology is creating more margin and efficiency for drivers.
• The quarantine and how it increased the demand for delivery and what Mr. Burns did to take advantage.
• And more!

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For Tim Cocchia and his father, the courier business wasn’t about the trucks, the drivers, or the product, it was about trust and the over-the-top customer service required to build that trust. In today’s episode we sit with Tim, who graduated from the University of Arizona in 1994 with a BS in Material Science Engineering and again in 1997 with a Juris Doctor degree from the University of Arizona Law School. Tim had an opportunity to help his father manage the family courier business and when 4 months turned into 22 years became the Chief Operating Officer of Xcel Delivery Services.

Today we will hear about:

• His shift from engineering to law to operating a major delivery company.
• How cherishing relationships and building trust helped him thrive.
• His appreciation for growing up in a family business environment.
• The evolution of technology and how startups have the upper hand.
• And much more!

Tim Cocchia LinkedIn: https://www.linkedin.com/in/timcocchia/

Xcel Delivery Services: https://www.xceldelivery.com/

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