Let’s Talk Logistics with the Flexe Growth Team
Five Flexe leaders discuss the last 24 months of growth and what the intersection of logistics and technology really means.
The following transcript has been revised for clarity.
Featured in this video:
Adam Kapel, Flexe Chief Growth Officer
I would say the last 18 to 24 months have been a period of explosive growth around here.
We have grown ourselves a brand new brand in positioning. We have grown an entirely new organization in logistics strategy. We have grown all kinds of revenue operations functions that never existed before.
What do you think makes our group unique? Meaning the way that we interact. The way that we go about our business in the go-to-market team and the growth team?
Ryan Morel, Flexe VP of Marketing
I’ve got a word: Reinforcing.
Generally speaking, sales and marketing always have deep ties. But I think a lot of what we do, both from a planning and execution standpoint, is intended to reinforce the activities of one another.
Integration is another word.
We could use the word synergy.
Katie Lobkovich, Flexe Director of Revenue Operations
No, we couldn’t.
No, let’s not.
But with everything we do, I think it’s true. What makes our group unique and what makes it all work is that everything reinforces each other.
As a new person, it’s really cool to see that everything was all really intentional.
The things that we were talking about when I first started are the things that we delivered and the reasons that we’ve grown so much.
I’ve been really lucky to be part of all kinds of different growth companies. But to do it in logistics is really unique because we move real *bleep* around the country.
Yeah, I said it.
Especially given how much scrutiny there is in the supply chain right now. It’s always been hard. Moving stuff’s always been really difficult. And now, the eyes of the world are locked on it.
Everybody’s talking about supply chain.
For you guys that have lived in logistics, you’ve been sort of happily under the public radar for decades. And all of a sudden, there’s this white-hot spotlight on logistics.
And I have not been in a company like this one before.
Adrian Grigg, SVP of Operations
In the contract logistics space, this is net new. We invented it.
And so, when we’re talking to contract logistics salespeople, my pitch to them is that I can’t even imagine why you would want to work anywhere else.
I can’t even imagine why you would want to work anywhere else.
- Adrian Grigg | VP, Commercial
We’ve ruined you for every other company.
This is the place to be.
Jordan Lawrence, Director of Logistics Strategy and Head of the Flexe Institute
And that’s the other Flexe thing for me that’s really exciting for me is believing in the product.
Everyone in sales says, “you have to believe in the product.” But the reality is, and especially in logistics, it can be hard to get excited about it.
But what we’re doing is really exciting.
[Our work] has real-world impacts.
Someone gets something faster. A retailer delivers a fantastic customer experience. You help make a consumer happy. It drives company growth.
We’ve seen this where some of our customers are able to expand their networks and increase revenue as a result.
That’s really meaningful. That’s real.
Our work has real-world impacts.
- Ryan Morel | VP, Marketing
People always ask me, “why did you join Flexe?” And I always tell them about meeting you [Ryan] and meeting you [Adrian], and how you guys were just so humble and so confident in the work you were doing. And so clear about how you were going about the work and where it was challenging.
There was just so much conviction, and that’s what I hadn’t, like, put two and two together. There was something about how everyone talked about the business that was consistent through all of my interviews.
And I was like, here are some folks I could work with.
You hadn’t met me yet, though!
I hadn’t met you. They said, “Hey, we’re going to make you an offer…but you have to talk to this guy Adam first.” And I was like, “well…”
It was a close-run thing.
Luckily, you were delightful, and it worked out.
Adam, so you coming into this business — you’ve been around for seven years. Would you say you’re a “supply chain guy” now?
Are you ready to own that?
Am I ready to own that I’m a supply chain guy? Would I say it now? Yes.
Would our colleagues in the rest of the company? I think it’s iffy.
But here’s what I’ll tell you right now. The rest of my career will be spent in supply chain. How about that for being a supply chain guy?
You know, it is interesting because, in a lot of ways, there’s this old-school aspect to supply chain. What we’re doing has been done [in other industries] in the sense of aggregating networks of suppliers.
But I think the big difference is that this couldn’t be done in the fulfillment and warehousing space prior to cloud computing.
When [Jordan] describes logistics as networks, supply, demand, computing… then I say, “got it!” I’m a supply chain guy because that, I actually get.
But here’s my question now to the logistics guys. Adrian, are you now a software guy? [Are] you a tech guy?
I would say I’m working on it.
We have this really wide range and diversity of backgrounds and experience and folks that have come to the team from all different sides of the supply chain industry.
And in many ways, that has been the winning formula for us.
You know, it’s actually kind of funny that we’re having this conversation because it is very much the intersection of technology and logistics, which those were two very separate things.
And, you have legacy supply chain people like us and legacy technology people like you guys, and we’re at the intersection of those things.
Do I get points for that?
Somebody should give you points for that!