21 Years Inside UPS: Glenn Gooding on Small Parcel Strategy, Zone Skipping, and How 3PLs Should Partner with Carriers | Supply Chain Saga Ep. 019 from Supply Chain Saga

Supply Chain Saga

Mark Taylor

21 Years Inside UPS: Glenn Gooding on Small Parcel Strategy, Zone Skipping, and How 3PLs Should Partner with Carriers | Supply Chain Saga Ep. 019

1 hour 44 minutes Posted Apr 13, 2026 at 11:00 pm.

— Introduction

— Glenn's UPS Career: Package Handler to Driver to Corporate Revenue Management

— The Nintendo Story: Zone Skipping 900,000 Game Boys for Black Friday

— UPS vs FedEx: Ground DNA, Air DNA, RPS Acquisition, and the 1997 Strike

— UPS Driver as Brand Ambassador vs FedEx Contracted Operators

— Post-UPS: Bird Dog Solutions and the Art of Third-Party Negotiation

— iDrive Logistics: Professional Services and TMS

— Enterprise Pricing: Taking 10% Out of Dell's Shipping Costs Year Over Year

— COVID and the Small Parcel Market: Surge, Hangover, and Fragmentation

— USPS Financial Crisis: Delivering for America and the Postal Aggregator Shakeup

— Amazon, Walmart, and Target: Retailers Building Their Own Delivery Networks

— Multi-Sourcing: Why No Single Carrier Solves the Equation

— The 3PL Margin Problem: Cash Flow, Financing Costs, and the Carrier Perspective

— Proving Your Value: Average Zone, Custom Corrugated, and Network Efficiency

— Zone Skipping for 3PLs: Peak Season Strategy and Carrier Collaboration

— Returns as a Differentiator and Parcel Protection Programs

— The Fragmented Marketplace: Gig Economy, AI Shopping, and What's Next

— Who's Innovating and Where's the Biggest Hole in Small Parcel

— Closing Thoughts

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Show notes

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. TOPICS COVERED: - 21 years at UPS: package handler to corporate Special Pricing for enterprise clients - The Nintendo story: zone skipping 900,000 Game Boys for ...

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