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| Fred Virga, VP Sales/Dedicated Logistics |
Yard Management is a critical component of the supply chain and can make a significant impact on a company’s bottom line. In this article, we sit down with Fred Virga, Vice President of Sales for Dedicated Logistics at TCI Transportation, to discuss his extensive experience in the industry, the importance of effective Yard Management, and how TCI is revolutionizing this space.
Whether you’re a logistics professional, a business owner, or simply someone interested in the world of transportation, this discussion offers valuable insights into the critical role of Yard Management and the innovative approaches that companies like TCI are taking to drive success.
KEY TAKEAWAYS
- Customization is Key: Emphasizing tailored services for each client significantly enhances operational efficiency and client satisfaction in Yard Management.
- Impact of Technology: Integrating technologies like real-time analytics and IoT sensors transforms yard operations by increasing accuracy and efficiency, reflecting the industry’s move towards advanced logistical solutions.
- Focus on Sustainability: Adopting electric vehicles for yard operations is pivotal for sustainability, offering both environmental benefits and operational advantages, which aligns with future industry trends towards greener practices.
Can you tell us about your background in logistics and transportation, and what led you to join TCI?
I’ve been in logistics and transportation since 1991, starting at a recycling company in Phoenix. I ran their private fleet of 50 drivers for about seven years. From there, I worked for companies like Scully Distribution and Cardinal Logistics in operations, fleet management, sales, and sales management. I’ve designed transportation solutions, optimized routes, and built strong customer relationships.
What led me to TCI was the chance to manage my own team and help drive growth. I had known John Sappington for years, and he had been trying to bring me on board for a while. I saw an opportunity to make a real impact at TCI by leading the dedicated logistics sales team. One of my first tasks was to re-energize the sales team. It’s been an exciting challenge, and I’m thrilled to be part of such a customer-focused organization.
How would you explain Dedicated Services to someone unfamiliar with the concept?
Dedicated Services is a way for companies to have the benefits of a private fleet without the hassle of managing a fleet themselves. TCI becomes an extension of the customer’s business, providing trucks, drivers, trailers – everything they need to get their products where they need to go.
The key word is “dedicated.” The assets and drivers we provide are exclusively committed to that one customer. We work closely with them to understand their specific needs and design a solution that fits their specialized business. It’s a true partnership. Our customers maintain control and visibility, and we work together to continuously optimize and improve our customer’s service network.
Why is effective Yard Management so critical for businesses with large-scale yard operations?
Effective Yard Management can mean the difference between a well-oiled machine and a logistical nightmare. Yards are often the beating heart of a company’s supply chain. If things aren’t running smoothly, it can have ripple effects that impact the entire business.
One of the biggest challenges in a yard is congestion. You’ve got trailers coming in and out all day. Without a system to manage that flow, it can quickly turn into chaos. Trailers get lost, drivers get frustrated, and the supply chain slows down.
That’s where a well-run Yard Management operation comes in. By having a dedicated team focused on the yard, we keep things organized and efficient. We minimize congestion, reduce wait times, and ensure the right trailers are in the right place at the right time.
What unique strengths and capabilities does TCI bring to the table in terms of Yard Management?
One of our key strengths at TCI is our ability to tailor our Yard Management services to the unique needs of each customer. We don’t believe in a cookie-cutter approach. We take the time to understand each customer’s operation – their goals, their challenges, their pain points. Then we develop a customized solution.
Another area where we excel is our ability to integrate with our customers’ existing systems and processes. We know Yard Management doesn’t exist in a vacuum – it’s part of a larger supply chain ecosystem. By seamlessly integrating with things like warehouse management systems, transportation management systems, and ERP platforms, we provide a more holistic, end-to-end solution.
It’s worth noting that TCI, despite being perceived as a smaller company compared to some of our competitors, has better policies and processes in place than many larger companies. TCI’s startup process is considered the best in the business. We can move the needle faster with less red tape, and we run the wheels off of any of our competitors.
How is technology transforming the way yard operations are managed and optimized?
Technology is revolutionizing Yard Management in a big way. The ability to collect, analyze and act on real-time data is changing the game. In the past, yard operations were largely managed through manual processes and paper-based systems. There was very little visibility, and most decisions were made reactively.
With advanced tracking technologies, collective networks of connected devices, and robust software platforms, we can now monitor and manage every aspect of the yard in real-time. IoT sensors, which are electronic chipsets or modules that sense ambient or system conditions and transmit that data to the Internet through a gateway, facilitate seamless communication between devices and the cloud. This enables us to track the location and status of every trailer, monitor loading and unloading progress, and receive alerts when something isn’t going according to plan.
This visibility and control allows us to optimize operations in ways that simply weren’t possible before. Our team can make more informed decisions, respond to issues faster, and continuously fine-tune our processes for maximum efficiency. The integration of IoT sensors into yard management systems has been a game-changer, providing unprecedented levels of real-time data and insights that drive better decision-making and improved overall performance.
With sustainability becoming an increasingly important focus in logistics and transportation, what role do you see electric vehicles playing in the future of Yard Management?
Sustainability is a major focus for us at TCI, and we believe electric vehicles will play a significant role in the future of Yard Management. Traditionally, yard operations have relied heavily on diesel-powered equipment, which can have a significant environmental impact. By transitioning to electric vehicles, we can reduce emissions, noise pollution, and fuel consumption.
In addition to the environmental benefits, electric vehicles can offer operational advantages. They tend to have lower maintenance costs and can be more reliable than their diesel counterparts. With rapid advancements in battery technology, the range and performance of electric yard equipment are improving all the time.
TCI is currently the leader in the Yard Management space for electric vehicles. We have rebate vouchers to support the movement right now that reduce the cost of moving to EV. TCI is ahead of the game, and I feel good about this win for both the industry and TCI.
Why is a personalized, customer-centric approach so valuable in the context of Yard Management services?
Because every operation is unique. Each of our customers has their own specific needs, challenges, and goals. A one-size-fits-all approach simply won’t cut it.
By taking the time to truly understand each customer – their business, their processes, their pain points – we can develop solutions that are tailored to their exact requirements. This leads to better outcomes, higher satisfaction, and stronger, more productive relationships.
This is a people business. Having management close by is important. Most larger companies have the sales guy turn things over to operations and move on to the next deal. But at TCI, our sales team stays close, transitions into an account manager role, and remains engaged with the customer. The size of the customer doesn’t matter – everyone is treated the same. At TCI, our goal is 100% customer retention.
When designing and implementing a Dedicated Transportation model for a client, how does Yard Management fit into the overall solution?
Yard Management is an integral part of any comprehensive Dedicated Transportation solution. You can’t have an efficient, effective transportation operation without a well-run yard. It’s where everything comes together – it’s the hub that connects the warehouse, the fleet, and the broader supply chain.
When we’re designing a Dedicated Transportation model, we look at Yard Management as a key enabler. An optimized yard operation can drive significant efficiencies and cost savings throughout the entire transportation network. It can reduce delays, minimize dwell times, and ensure that the right assets are in the right place at the right time to support the transportation plan.
On the flip side, an inefficient or poorly managed yard can be a major bottleneck. It can cause delays, disrupt schedules, and ultimately hurt transportation performance. That’s why we put so much emphasis on getting the yard piece right.
What advice would you give to others in the industry who are looking to improve their Yard Management operations?
Get out there and see it for yourself. I call it “audit by walking around.”
You can’t really understand a yard operation until you’ve spent time in it. Drive around, walk around, take notes. When I’m out there, I’m looking for things like: How are the trailers organized? How are the drivers interacting with the yard staff? Are there bottlenecks or inefficiencies that could be improved?
I’ll give you an example. I once landed a deal in Phoenix because I saw a driver sleeping in his truck with his feet up on the steering wheel. Now, I didn’t call up the customer and say, “Hey, your driver is slacking off.” But it gave me insight into how they were managing their operations, and I knew I could offer them a better solution.
So my advice is, don’t try to manage a yard from behind a desk. Get out there, observe, and look for opportunities to make things better. Talk to the people on the ground – the drivers, the yard staff, the warehouse managers. They’re the ones who really know what’s going on.
Once you have that ground-level understanding, then you can start thinking about things like technology, process improvements, and optimization strategies. But it all starts with that firsthand knowledge.
At TCI, our approach has always been to work closely with the customer, to really understand their operation before we propose any solutions. We don’t just submit a bid and hope for the best. We engage with them at the operational level, and we build a model together. That’s how you get to a solution that really works.
So if you want to improve your Yard Management, start by putting on your walking shoes and getting out there. The insights you gain will be invaluable.
What is TCI’s long-term vision for continuing to lead the way in Yard Management innovation and service delivery?
At TCI, our long-term vision is to be the undisputed leader in Yard Management services. We want to be known as the company that’s always on the cutting edge, always driving the industry forward with innovative solutions and exceptional service.
To achieve this, we’re making significant investments in several key areas. First, we’re continuing to invest heavily in technology. We’re constantly evaluating and adopting new tools and platforms that can help us optimize our operations and deliver more value to our customers. Whether it’s the latest in automation, analytics, or artificial intelligence, we want to be at the forefront of technological innovation in our industry.
Second, we’re investing in our people. We believe that our team is our greatest asset, and we’re committed to attracting, developing, and retaining the best talent in the business. This means providing comprehensive training and development programs, fostering a culture of innovation and continuous improvement, and ensuring that our people have the resources and support they need to excel.
Third, we’re focusing on deepening our customer relationships. We don’t just want to be a service provider – we want to be a true partner to our customers. This means taking the time to really understand their businesses, their challenges, and their goals, and working collaboratively to develop solutions that deliver real, measurable value. It also means being proactive in our communication and support, and always going the extra mile to ensure their success.
Any final thoughts?
Reputation is important in this industry. The key is to gain the trust of your customer. Anyone can get the business, but what sets you apart is what you offer on the people side, not just the equipment. You’ve got to build a better mousetrap.
The best design or solution for Yard Management is when the customer allows us to come in and help from the operational level. Teamwork is the driving force behind success. Personalized solutions, crafted after reviewing the data, are what make the difference. The more the customer is engaged, the better their cost is going to be. You can take that to the bank.
At TCI, we’re committed to being that partner, to working hand-in-hand with our customers to transform their yard operations. It’s not always easy, but it’s always worth it. Because at the end of the day, their success is our success. That’s what drives me and TCI forward.
