<p>Glenn Gooding spent 21 years at UPS — from package handler to driver to corporate revenue management for Dell, IBM, and Apple. He then spent nearly two decades in third-party parcel negotiation. Glenn shares how carriers price, how they view 3PLs, and what operators must do to compete.</p><p>TOPICS COVERED:<br>- 21 years at UPS: package handler to corporate Special Pricing for enterprise clients<br>- The Nintendo story: zone skipping 900,000 Game Boys for Black Friday delivery<br>- UPS vs FedEx DNA: Teamster drivers vs contracted operators and the RLA<br>- COVID's impact on the carrier market and the residential volume hangover<br>- USPS losing $9.1B per year and the Delivering for America plan<br>- Amazon, Walmart, and Target building their own delivery networks<br>- How carriers view 3PLs as resellers and why that must change<br>- Zone skipping for 3PLs: peak season strategies and carrier collaboration<br>- Volume thresholds: $2M+ for one carrier, $10M+ to multi-source<br>- Custom corrugated, returns, and inventory positioning as value props</p><p>CHAPTERS:<br>0:00 Introduction<br>0:19 Glenn's UPS Career: Package Handler to Revenue Management<br>3:50 The Nintendo Story: Zone Skipping for Black Friday<br>7:09 UPS vs FedEx: Ground DNA, Air DNA, and the 1997 Strike<br>12:10 The UPS Driver as Brand Ambassador<br>17:30 Bird Dog Solutions and Third-Party Negotiation<br>23:10 Enterprise Pricing: 10% Out of Dell's Costs Year Over Year<br>28:10 COVID and the Small Parcel Market<br>33:44 USPS Crisis: Delivering for America<br>37:03 Amazon, Walmart, Target: Building Their Own Networks<br>43:01 Multi-Sourcing: Why No Single Carrier Works<br>48:43 The 3PL Margin Problem and the Carrier Perspective<br>56:29 Proving Value: Average Zone, Corrugated, Network Efficiency<br>1:09:03 Zone Skipping for 3PLs: When and How<br>1:18:05 Returns as a Differentiator<br>1:29:20 The Fragmented Marketplace and What's Next<br>1:40:27 Who's Innovating in Small Parcel<br>1:43:29 Closing Thoughts</p><p>ABOUT THE GUEST:<br>Glenn Gooding spent 21 years at UPS and nearly two decades in parcel negotiation at Bird Dog Solutions and iDrive Logistics.</p><p>KEY TERMS:<br>Glenn Gooding, UPS, FedEx, USPS, small parcel, zone skipping, carrier negotiation, 3PL, Bird Dog Solutions, iDrive Logistics, Delivering for America, gig economy, residential delivery, demand surcharges, returns, multi-sourcing</p>Supply Chain Saga is produced by Mark Taylor, CEO of Warehouse Republic, a 3PL serving omni-channel e-commerce brands that sell through marketplaces like Amazon, Walmart, and Shopify, as well as retail partners like Nordstrom, Scheels, and Bass Pro Shops.Website: warehouserepublic.comPodcast: supplychainsaga.comLinkedIn: linkedin.com/company/warehouse-republicHost: linkedin.com/in/marktaylorHave a logistics question? Email [email protected]