Overview

In this episode of Chemical Reactions, Alex Steakley has a candid conversation with Patrick Maher, Chief Commercial Officer for Grammer Logistics. They dive into Patrick's extensive background in transportation, share key insights about the current state and future of liquid bulk shipping, and discuss the evolving challenges and opportunities in the chemical transport industry.

Main Topics Discussed

• Career Journey: Patrick shares how he stumbled into transportation after studying finance, starting at Knight Transportation, and his progression to leadership roles.
• Sales and Operations Integration: The discussion emphasizes the importance of having operational knowledge for effective sales strategies in transportation.
• Market Insights: Patrick provides his perspective on current market conditions in liquid bulk transportation, discussing capacity issues and future projections.
• Customer Relationships: The duo discusses the importance of building trust with customers and the strategies used to maintain long-term partnerships.
• Grammer Logistics: Patrick details the company's transition into chemical transport post-COVID and how they are working to expand their services.

Key Insights

• Operations-Driven Sales: Patrick stresses that operational experience is crucial for sales success in transportation, allowing salespeople to effectively solve clients’ problems.
• Flexibility in Business Operations: Grammer's dynamic approach allows them to adapt to customer needs quickly, enhancing their market competitiveness.
• Building Trust and Credibility: Developing strong relationships with customers takes patience and dedication, especially for younger sales professionals in the industry.
• Industry Adjustments: Acknowledging that the transportation industry is seeing shifts and that remaining proactive about capacity and customer needs will be key in navigating challenges.

Notable Quotes

• "Selling is about trust and credibility. It’s not just about developing relationships, but finding solutions." – Patrick Maher
• "Patience is key. Things don’t happen overnight, especially in an industry like ours that really values experience." – Patrick Maher
• "We go out of our way to take the time to recommend other people to them. People really, really appreciate that." – Patrick Maher

Timestamps

• 00:00 Welcome and Introduction to the Podcast
• 02:25 Patrick's Journey into Transportation
• 07:00 Overcoming Early Challenges in Sales
• 12:10 Overview of Grammer Logistics
• 22:19 Current Market Conditions in Bulk Transportation
• 30:45 Differentiating Factors in the Industry
• 36:35 The Importance of Face-to-Face Interactions
• 40:25 Advice for Newcomers to the Industry
• 49:10 Celebrating Industry Achievements (Mark Schroyer's Award)
• 51:10 Closing Thoughts and Call to Action

Relevant Resources

• Grammer Logistics Website
• Matlack Leasing

If you enjoyed today’s episode, be sure to subscribe, share with a friend, and leave us a review! Join the conversation on our social media platforms, and stay tuned for future episodes as we continue to...

Episode Overview:

In this episode of Chemical Reactions, host Alex Steakley is joined by Carl Gerken, owner of Portage Trading Company. Tune in as they discuss Carl's journey through the chemical industry, discussing his background, the intricacies of chemical trading, and the importance of networking and relationships. The conversation demystifies strategic sourcing, dealing with freight logistics, and understanding market dynamics within the chemical sector. Carl shares valuable insights into the entrepreneurial spirit necessary for success and the evolving landscape of the chemical trade.

Key Insights:

Background in Chemicals: Carl reflects on his early career in oil field chemicals and his transition to contract manufacturing, giving him a comprehensive understanding of various chemical applications and markets.

Entrepreneurial Journey: He discusses his shift from employee to business owner, emphasizing the importance of mentorship and having a clear vision for one’s career.

Roles in Chemical Trading: Carl elaborates on the unique position of Portage Trading, focusing on strategic sourcing and the ability to meet specific customer needs through a network of suppliers.

Importance of Networking: The discussion highlights how cultivating relationships can lead to opportunities for collaboration and mutual benefit in the industry.

Logistics and Transportation: Carl shares the challenges and nuances of working with freight companies, stressing the critical role of transportation in the success of a chemical trading business.

Future Outlook: The duo discusses potential shifts in the chemical industry, including emerging trends and the importance of adapting to market changes.

Notable Quotes:

“If four or five different people tell you about the same idea, there’s probably a business behind it.” - Carl Gerken

“People do business with people still. Picking up the phone, sitting down with people face to face still goes a long way.” - Carl Gerken

“There’s a lot of things out there in the world. There’s a lot of different ways to make money.” - Carl Gerken

Timestamps:

00:00 - Introduction to the episode and guest

00:22 - Carl Gerken’s career background in the chemical industry

02:28 - Transitioning from employee to entrepreneur

04:11 - Overview of Portage Trading Company

05:35 - The importance of supply chain relationships

12:43 - Connecting people to enhance business and trust

20:58 - Navigating logistics and transportation challenges

30:03 - Looking ahead: future of the chemical industry

40:38 - Carl’s insights on entrepreneurship and business growth

50:11 - Closing remarks and where to contact Portage Trading

Resources:

Visit Portage Trading Company's website

Follow Alex Steakley and the show on social media for updates.

Check out Matlack Leasing to learn more about leasing or purchase high-quality tank trailers, chassis, and storage solutions for your industrial, chemical, or logistics needs. Streamline your fleet today at MatlackLeasing.com!

Call to Action:

If you enjoyed this episode, please subscribe to Chemical Reactions, leave us a review, and share the podcast with your friends in the industry!...

In this inaugural episode of Chemical Reactions, host Alex Steakely welcomes Jason McDaniel from Bulk Transporter to discuss the current landscape of the chemical transport industry. Listen in as they touch on the challenges and opportunities in tank trucking, the impact of technology, the importance of fostering new talent in the sector, and insights on industry trends, making it a must-listen for professionals in the chemical and trucking fields.

• Introduction to Jason McDaniel and his background in bulk transportation journalism.
• Current state of the chemical transport industry post-COVID.
• Resilience of the tank truck sector compared to other trucking segments.
• Innovations in the industry, including smart trailer technology and improved safety measures.
• The influence of tariffs and economic uncertainties on transportation logistics.
• Discussion of driver shortages and the importance of attracting younger talent to the industry.
• Future outlook for chemical transport and emerging practices in trailer leasing.

• Resilience of the Tank Truck Sector: Despite economic challenges, the chemical transport market is expected to fare better due to the continual need for essential goods such as fuel and chemicals (00:11:00).
• Importance of Technology: New technologies such as the Airbox One communication system and the SafeHeat system for heated products showcase advancements aimed at improving safety and efficiency (00:19:00, 00:20:33).
• Driver Recruitment: Efforts to attract younger drivers are crucial, with campaigns targeting younger generations to embrace the rewarding opportunities within the tank truck industry (00:49:08).
• Impact of Tariffs: The ongoing shift in tariffs is expected to create new lanes for U.S. manufacturers, potentially boosting the demand for chemical transport services (00:15:25).

• "It's about building relationships… The people in this industry are great." – Jason McDaniel (00:52:20).
• “The tank truck sector has a much lower turnover than general trucking, and the pay is traditionally better.” – Jason McDaniel (00:50:05).

• 00:00 - Introduction to the Podcast
• 00:22 - Alex welcomes Jason McDaniel
• 03:43 - Jason discusses his background and role at Bulk Transporter
• 10:13 - Analysis of current industry challenges
• 19:09 - Innovations in trailer technology
• 27:03 - Conversations around tariffs and economic uncertainty
• 35:48 - Driver recruitment efforts and challenges
• 48:45 - Future outlook on the industry

• Bulk Transporter
• Matlack Leasing

If you enjoyed the discussion, please subscribe, share with a friend, and leave us a review. Stay connected with us for future episodes featuring insights from the chemical transport industry! Follow Jason McDaniel on LinkedIn and connect with Alex Steakely for more engaging conversations.