Apr 6, 2023
Follow up Q&A with 2023 Supply & Demand Chain Executive Pros to Know – Brian Malinowski
In case you missed the recent news, TA’s own VP of Business Development—Brian Malinowski—was recognized by Supply & Demand Chain Executive as a 2023 Pros to Know. The annual Pros to Know award recognizes leaders who reinvent what it means to be a supply chain professional. Their achievements, solutions, and program and team initiatives help pave the way for others in the supply chain industry.
This year, nearly 400 nominees were reviewed for the annually recognized award, each of which were eager to share why they should be considered an outstanding supply chain leader. The standards that define a S&DCE “Pros to Know” are quite high, and we believe Brian embodies each of them. So, without further ado, join us in this Q&A as we sit down with Brian and learn more about what exactly makes him one of the Pros to Know in 2023.
Q: Congratulations on being named to the 2023 Supply & Demand Chain Executive Pros to Know – that’s a pretty big deal! In your own words, what does being recognized on the Pros to Know list mean to you?
A: I am humbled by the recognition, it’s quite an honor. It’s exciting to be part of the TA Services organization. TA Services is a growing organization that allows me to offer best-in-class solutions to customers, and it promotes the values most important to me, which are centered on people, service, results, and innovation.
Q: While the award announcement may have helped to make others outside of the TA Services organization aware of your leadership and relationship building skills, your coworkers have long known you as someone dedicated to going the extra mile to make ship happen. In fact, for four consecutive quarters, you were named TA’s top revenue generating salesperson. We’re curious – what’s your secret for building your book of business and maintaining those long-term relationships?
A: I really listen to each shipper’s individual needs so I can create efficiencies, drive continuous improvement initiatives, and solve their supply chain problems. Simply put: I help shippers find the best solution in a way that saves them time, money, and lots of frustration. I am always honest and communicative with my customers, so they know upfront that I am trustworthy and reliable.
But like anything else in life, it’s all about relationships. I focus on building positive and productive relationships with shippers, carrier partners, and employees across the entire organization, including sales, marketing, and operations. This helps me serve customers who operate across diverse industries: from automotive and manufacturing, to chemical distribution, retail goods, food & beverage, and construction building material.
Q: In your role at TA, you work closely with shippers to help guide them through the complexities of their supply chains. What are some common issues you see shippers facing in 2023, and how are you able to help them overcome those challenges?
A: Consistent capacity and pricing accuracy are common concerns for shippers. Truck driver and capacity shortages can cause significant transportation disruptions during the spring and summer months due to produce seasonality shifts. From March through July, rates go up and capacity becomes less available, making it difficult for businesses to know exactly how their freight is going to move and how much extra it’s going to cost.
Because I take customer relationship management seriously and make it a priority to build relationships with carriers and partners year-round, I am able to leverage those partnerships through seasonality shifts and protect customers from facing significant cost increases.
Q: TA Services is a service-minded and results-focused company with a people-first approach. We take pride in developing our people to be the best problem solvers in the logistics industry. What are some things you’ve done to promote or contribute to TA’s workforce development?
A: First, I believe you must invest in yourself so that you can, in turn, help build up others. I think it’s important to strive towards being better than the day before. I’ve recently had the opportunity to participate in leadership and development training through TA. One of the goals of the training initiative is focused on building solid communication across the entire organization and it’s had a strong impact on my relationships with coworkers here at TA.
Beyond that, I mentor and develop the operations team. I regularly travel between the Birmingham and Indianapolis offices to answer questions and guide new and existing employees on how to prioritize their day-to-day tasks. I’ll spend time with them and suggest what customers they should be targeting, what type of conversations they should be having, and how to articulate why TA is a great fit for them.
Q: How did you get into sales and logistics?
A: For fifteen years, I worked in the banking and finance industries as a financial advisor before transitioning to the transportation industry in 2007. I started my career in logistics as a director for sales and marketing, and then moved into an operations role focused on the customer experience. Before accepting the role of VP of Business Development with TA Services, I was responsible for overseeing three different brokerage operations.
Each one of my past roles has allowed me to gain expert analytical, customer service, sales, and operations skills that I now put to use helping shippers move their freight in the most effective and cost-saving way possible.
Q: Tell us something interesting about you.
A: Well, what some people might find interesting is that I was actually a pretty good high school and college basketball player and have been inducted into the hall of fame for athletics at multiple schools.
Q: Any advice for a future Pros to Know who is just starting their career in logistics?
A: Be passionate about the work you do, be persistent in your quest to learn the logistics industry, and be principled in how you go about doing business. This industry is led by people, processes, and technology. To be successful, you need to always treat customers, carriers, and team members with respect, adopt effective processes, and leverage technology to drive efficiencies.
Finally, don’t be afraid to think outside the box and be creative with your solutions.
Looking for a true logistics partner like Brian? TA has you covered.
