US Expediters Logistics Inc - How going the extra mile is driving growth at US Expediters

HOW GOING THE EXTRA MILE IS DRIVING GROWTH AT US EXPEDITERS

HOW GOING THE DRIVING GROWTH

THE EXTRA MILE IS GROWTH AT US EXPEDITERS

Patrick Neptune, Vice President and General Manager at US Expediters Logistics Inc. explains how the company’s ethical values, strategic partnerships and focus on relationships are driving its growth.

FOUNDED IN 2015, US EXPEDITERS

IMPLEMENTS A HYBRID MODEL OF THIRD-PARTY LOGISTICS (3PL) SERVICES AND COMPANY ASSETS TO EMPOWER SHIPPERS BY LEVERAGING A COMBINED OFFERING.

t is a full-service transportation company that provides advanced and reliable supply chain solutions, without losing sight of its hard-earned reputation as a family firm that champions safety, diversity, innovation, values and customer service.

Illinois office US Expediters recently opened a second larger office in downtown Chicago, Illinois to accommodate its burgeoning number of staff. US Expediters is forecasting significant hires this year in multiple roles to accommodate this growth and customer needs.

Since it started, the business has grown to a fleet of more than 90 trucks. In addition to its Countryside,

Here to tell us more about their growth is Patrick Neptune, the Vice President

& General Manager

who

joined US Expediters in June 2021. Patrick was brought in to build a new sales arm for the company and a true 3PL division so the owner and President Milos Milutinovic could leverage more control over how his business was run and be nimbler to freight market fluctuations to further an intentional but organic growth phase.

Discussing the hive of activity at US Expediters, Patrick says, “A main priority currently is establishing a sales arm. We want to bring in dedicated freight for our 90-plus trucks, offer real-time solutions on expedited and spot markets and become valued long-term partners with our customers. We are in this for the long haul.”

Abbie Tantillo, the Director of Learning and Development, reinforces the same thoughts on growth and service, “At a time of major change and disruption in the industry, we are growing

“Communication, accountability and data sharing are all high on our priorities”

our sales team with many talented individuals to provide our customers with quality and value. We recognise that customers now more than ever are looking for dependable, trustworthy, transparent and experienced providers that can support them and deliver on their

“Our team is fully committed to delivering on our promises every day”

Abbie Tantillo, Director of Learning and Development

needs. Our team is fully committed to delivering on our promises every day to provide our customers with dedicated solutions and reliable service.”

“We are focused on not allowing silos to form between the assets side and the logistics side. We want all divisions to have a collective and cohesive environment. Communication, accountability and data sharing are all high on our priorities,” adds Patrick. “So are our ethics and values. We are always stressing to be transparent

and forthright no matter what the situation or who is on the phone. We want to continue to be a company people can trust.”

Patrick explains how Milos is leading the company with a vision, “He's trying to build a brand and product. He's just not in for the short term. He's in his mid-30s and expects to be in the industry for the next 20-plus years. He wants to build a legacy in addition to that brand and takes a lot of pride in everything that he does. This is so true with regards to the equipment he buys, with the

people he hires, with the logo he himself designed.”

Behind this vision is an experienced assets employee base, 70 per cent of whom are former drivers with more than 100 combined years of experience between them. This deep-seated understanding of the trucking and logistics industry means US Expediters can hire the right people but also retain them which is fundamental to the company’s continued growth.

Elaborating on the importance of first-hand experience among employees, Patricks says, “Myself and Milos have always valued the idea of diversity and people coming to the table with different ideas and backgrounds. We want to hire well, hire right the first time and hire people with diverse experiences and from diverse backgrounds. We welcome new ideas and organic growth. In addition to hiring well, we are focused equally on employee retention. We want employees to find a home here!”

“Milos has always prided himself on the idea that as we onboard

people to drive our trucks, he wants to make sure that their colleagues – whether that be the dispatchers, the HR team, the compliance officers or anyone affiliated with the asset side – have sat in similar shoes of the people they're hiring. Our employees know their woes, struggles and victories. It is so important to be relatable with today’s driver. Alex and Milan, two of our best dispatchers, are phenomenal in their roles and experiences. Our Human Resource and Compliance Officer Dani is the best in the industry! Dani’s industry knowledge and dedication to this company are unsurpassed – she has been instrumental in what we do.”

Patrick explains how the staff at US Expediters can empathise and sympathise with new hires, “It's about being able to tell people we know your concerns, we know what you're going through behind the wheel of an 18 wheeler and we know how to make sure you're compliant and ready for today’s load and challenges. It's a big deal to us to make sure that people feel supported professionally and personally.

“We want to hire well, hire right the first time and hire people with diverse experiences and from diverse backgrounds”

“We have had our share of drivers that initially leave, just because the grass is always greener. However, as a trucking company with over 8 years of experience, we have developed in-house programmes and procedures unique to our company, monthly bonuses and very competitive pay. As a result, over 80 per cent of the drivers that leave ask to come back. We take a lot of pride in that.”

But Patrick acknowledges that a company’s success stems not only from the strength of its internal resources but the resilience of its external relationships too. Forging strategic partnerships and securing the best technological solutions have been key to the

growth of US Expediters in the past eight years.

“For us to take the next leap forward in our business cycle we had to focus on technology and Revenova was a core part of that. We had vetted quite a few different transportation management service (TMS) providers before we took the leap. First, Salesforce is a very wellrespected name in the tech industry and as a CRM (customer relationship management) platform. Their reputation brings instant credibility. We also trust in the process of Salesforce. We feel the transportation sector is at the front of their priorities.

Here, Patrick highlights working with Salesforce Revenova.

Multi-modal transportation management

✓ Tired of bouncing between application silos and disconnected tools to market, sell, service and settle loads?

✓ Need a TMS that supports multiple modes, currencies and languages?

✓ Want a digital engagement platform where co-workers collaborate in real-time along with customers and carriers?

✓ Prefer a TMS that adapts to your quote-to-cash processes quickly, seamlessly and affordably?

built for the global economy and delivered on world’s #1 cloud CRM platform-Salesforce.com Contact

• Increased Sales Velocity

• Improved Customer Relationships

• Streamlined Carrier Engagements

• Informed Decision Making

• Lower Cost of Ownership

www.revenova.com

So, as they grow and evolve, so will we. We are excited for the future!”

Another platform that has been crucial to US Expediters is Motive, their fleet management software. The ability to track assets and view electronic log data (ELD) provides immediate visibility, accountability, forecasting and ultimately credibility for their operations. And by prioritising compliance, US Expediters has earned and maintained a pristine safety record.

“Our record and relationships with our clients are paramount and

instrumental to our growth. We pride ourselves that when people source us for business through websites like Carrier 411, we have an impeccable record. We carry wonderful, highcoverage insurance. In addition, Milos keeps the fleet relevant with new trucks and trailers alongside the tech investment on the logistics side. This is a continuous reflection on us building a name, a brand, a service and a product,” says Patrick.

Abbie adds, “The company has invested in the systems and technology to enable our team to flourish and support customer needs. We are committed to giving

“For us to take the next leap forward in our business cycle we had to focus on technology and Revenova was a core part of that”

our team the tools they need to succeed in this environment, drive the company’s growth and continue to offer our customers a level of service that meets and exceeds their expectations.”

But what about the future?

Discussing the principal ambitions at US Expediters for the coming years, Patrick summarises, “We're trying to build a brand, a company and a lifestyle. Some of the things we are always asking are how do we serve our customers better? How do we attract new talent? How do we retain existing talent? What are our competitors doing? What are our customers’ pain points or major concerns? What can be

done to better today and position us for a better tomorrow?”

In the near future, US Expediters is focusing on growing their assets and establishing a bigger presence in the US south and southwest. Patrick continues, “Our long-term goal in the next three to five years is to take those 90 trucks and expand our fleet out to 250 to 300 while also building a state-of-the-art terminal and yard.”

Milos Milutinovic, the owner and President, adds, “The trucks themselves are key to our entry into certain markets and connecting with specific customers. The strength behind our growth of both the logistics side and the brokerage side is versatility and flexibility. We feel asset expansion is the key. So, we're constantly evaluating market conditions and pricing to decide when and how to invest.

“In addition, we also want to invest in a large surplus of trailers and

“The strength behind our growth of both the logistics side and the brokerage side is versatility and flexibility”

Milos Milutinovic

Owner and President

start establishing and working with customers on drop trailers and trailer swap pools.”

Patrick notes, “We're also evaluating if we want to open a terminal somewhere in the South. We're looking at states like Texas or elsewhere on the I-10 interstate corridor connecting the southwest and southeast because as populations continue to shift, the

corridor will become more integral to serving the public and their logistical needs.”

We look forward to seeing where Patrick, Milos and their colleagues go with this exciting chapter in their company’s journey.

For further information on US Expediters, visit their website at usexpeditersinc.com.

Added Value

With a career in trucking and logistics spanning three decades, Patrick hails the tight-knit community at the heart of the industry.

“One place I still get a lot of information from is my colleagues at the company where it all began in August 1996 –American Backhaulers Inc. I've developed so many wonderful relationships with those former colleagues and beyond. I'm always amazed at how this industry rewards hardworking people.”

With the advent of social media in recent years, this community now has an online dynamic that Patrick celebrates:

“Just look at the community on LinkedIn. I love how everybody celebrates each other successes and supports each other.

“Logistics is such a small world and it really rewards hard work.

“It's about relationships: it’s about friends working with other friends.”