In this episode of the Industrial Insights Podcast, Justin Smith interviews Jonathan Briggs from ShipMonk, exploring the intersection of industrial real estate and third-party logistics (3PL). They discuss Jonathan's role at ShipMonk, the challenges and strategies in sales, the importance of understanding customer needs, and the impact of technology and automation in warehousing. The conversation also delves into managing peak seasons, regulatory challenges, and common myths in the 3PL industry, concluding with insights on future trends and investment opportunities.

Key Takeaways

• Sales is evolving, and understanding customer needs is crucial.
• Navigating customer relationships requires a balance of push and pull.
• The ideal customer profile has shifted towards D2C and omni-channel.
• Technology and automation are key to optimizing warehouse operations.
• Labor dynamics and automation present ongoing challenges.
• Sales cycles have lengthened due to market uncertainties.
• Managing peak seasons requires proactive planning and communication.
• Regulatory changes can significantly impact logistics operations.
• Common myths about 3PLs often stem from outdated perceptions.
• Investing in global facilities can enhance service capabilities.

Chapters

• 00:00 - Introduction to ShipMonk and Jonathan's Role
• 02:42 - A Day in the Life at ShipMonk
• 05:29 - Navigating the 3PL Landscape
• 08:21 - Understanding ShipMonk's Ideal Customer Profile
• 11:09 - Warehouse Automation Challenges
• 13:57 - The Balance of Automation and Manual Processes
• 16:54 - Sales Environment and Challenges in 2025
• 19:51 - Success Stories and Future Focus
• 26:16 - Streamlining Operations and Value-Added Services
• 29:16 - Navigating Peak Seasons and Managing Expectations
• 32:42 - Understanding Regulatory Risks and Compliance
• 35:47 - Contract Lengths and Customer Retention Strategies
• 38:32 - Vertical Integration and Scaling the Business
• 41:30 - Dispelling Myths in Fulfillment and Outsourcing
• 47:41 - Future Investments and Global Expansion Strategies

Episode Resources

Connect with Jonathan Briggs

• https://www.linkedin.com/in/jdbriggs/
• https://www.shipmonk.com/high-volume-fulfillment
• https://www.linkedin.com/company/shipmonk/

Connect with Justin Smith

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