Monday Manufacturing Motivation – with Margo Waldie

Curt Anderson 0:00
done. I don’t have music like you guys do you know like, ready Don Don. Don Don. Hey, David. How are you man? Welcome. Welcome to the curtain demon show. There’s a demon purchase whatever it is welcome Happy Monday. Do you know David I’m just glad to see you after what you just told me it did over the weekend and I like I feel like giving you a virtual hug right now but do you want to talk?

Unknown Speaker 0:24
Or good or good man or good man

Curt Anderson 0:27
there you know like Evil Knievel climbing trees. Alright, so Hey, happy Monday, last Monday of March last Monday of the quarter, man Where did they Where’s to go and I don’t know what’s happened in here. So no Daman today we have a very special guest now. After I kept her backstage so we can talk about her for a little bit. And then we’ll do an intro. Oh, wait, no, she’s here. Hey, girl. Oh, my God. She Oh, I didn’t. Damon I met see it. Travis. I don’t have a producer like you. And so I kind of mess it up. So, Margo, Happy Monday. Welcome to the program.

Margo Waldie 1:03
Happy Monday. I am super excited to be here. I have tons of energy for you all in the audience. So I’m ready for your questions, comments. I drank way too much coffee this morning. And I’m Starbucks. So

Curt Anderson 1:15
you’ve been ready since like, 830 your time? 1130. So we’re a man. We’re already at lunchtime. I’m like, I’m so excited that you joined us. So now. You know, I’m look, Damon. I’m a little worried because I think people might start to talk because I think cargo has been on your show. I’ve been on our show. You’ve been at her show. She’s not why not? Like, there’s a lot of love here between the three of us, you know that there’s a lot of love between the three. So just put it out there. So Margo, can you please tell everybody what’s going on at Dart industries? What is Dart? Let’s let’s hear about this company of yours.

Margo Waldie 1:46
Absolutely. So I’ve been in supply chain for about 16 years. And I’ve had various roles in sales and business development. And so basically, when I started 16 years ago, I started in transportation. Fast forward, I’m with Dart entities, or supply chain leader and I’m doing warehousing and fulfillment. We also have a truckload division that services Southern California on a dedicated basis. So that’s amazing. It’s a great service that we offer our fulfillment customers. But we have 19 locations over 12 states. And the really cool thing that’s happening right now is we are expanding. So we are going to be in Flowery Branch Georgia, and also settled Virginia. So two great places, definitely want to tour the facilities, DME, I’d love for you to come out and see them. I’m going to be in Virginia at the end of April. There’s a port tour at Northfolk super excited about that. The port has been extremely supportive and engaging. So that’s been really helpful. So that will be exciting. And then after that, like I said, we’re going to do an open house at our Georgia facility. Grab a food truck, some customers friends, it’ll be a great day.

Curt Anderson 3:02
Nice. Well, we have so much to cover here cargo Margo. So I’m super excited that you’re with us today because I’m a logistics junkie. Damien’s a big warehousing guy. And so we have so much to uncover. And I want to correct myself I said dirt industries and start entities. But you know, here’s what’s fascinating if we go back in the history of darts, you know, any of the history of Dart I want to go back in history a little bit. So Dart stands for dado automate of automotive repair and transit. Did you Damon did you know that NATO automotive repair and transit now here’s the thing, Damon, I are big baseball fans, cargo Margaux. Do you know who founded your company who founded Dart?

Margo Waldie 3:43
A gentleman named rod Dado, and he was famous you guys every day.

Curt Anderson 3:50
He’s a baseball legend, David like I mean, I’m talking world. Bond cargo Margo, what’s going on with Mr. Dado?

Margo Waldie 4:00
So he took his signing bonus. Basically what happened is he was playing for the Brooklyn Dodgers. And at the time, he had a back injury. So he took a signing bonus of $500 to start at and that’s what he did. And he continued to coach so he is definitely a staple in the Los Angeles area. I would say in the United States in general, we’ll go places and people will see his son Terry Dado, the CEO of a company and just come up to him and talk to him and it’s just wonderful the stories but he was definitely an innovator and leader and did so much he coached the Olympics. He toured it was it was great. He’s a great guy.

Curt Anderson 4:40
Yeah. So just to name a few stats on it. So USC, Southern Cal is, you know, baseball blueblood right one baseball scores in country, and it’s thanks to the founder of dark entities. And he won I think I like 11 College World Series 13 131 games he won 28 conference championships and that’s in the Pac 10. might, you know, like, yeah, I can fierce competition isn’t like, you know, some division three school that like he was elite of the elite. And then both this amazing, wonderful company. So what? I was just so thrilled to, like read cover the history of your company. So this is just thrilling. How did how did dark come on your radar? Margo? How did you start working for dark?

Margo Waldie 5:26
Yeah, so at the time, the previous company I was at I was recruited by a mentor and leader I used to work for when I started in the industry, back in the day, Conway freight as it was actually C WX. And at the time, I was starting in their business development management program. And they were going through a refresh rebranding process. And so then you had your economy free, they wanted to eliminate that red tape, and make it just one. And so that was really exciting. I definitely they raised me in the industry, great training. But the gentleman I worked for there eventually was at this other company recruited me over. And one of the issues that they were having internally was that what wasn’t just an issue, they just didn’t want to expand. So capacity as far as warehousing. And so I thought, Okay, well, what is my next move, because I want it to expand. And so I found our entities, and it’s been a love story ever since.

Curt Anderson 6:24
That’s awesome. And so And here’s what I love about our connection here is so Damon. I are preaches the manufacturers with ecommerce. And I sure cargo Margo, you hear this frequently. You know, man, I’m a manufacturer. Ecommerce is for you know, consumer goods, things going on Amazon, so on and so forth. And they’re like, I really, I don’t want to get into selling ones and twos. And I am so bullish. So excited about the possibilities for manufacturers, here in the US selling direct. And really how to solve that challenge where they’re used to selling truckloads or pallet loads, is they can align and partner with Dart. And now you come in and you’re the you’re the moving goods expert. And you can you can ship those ones, ones and twos for that manufacturer, pull that off their plate and let them focus on their business. Am I right?

Margo Waldie 7:17
Absolutely. You know, they say that by 2026, the supply chain international supply chain spend is going to be about $15.5 trillion $15.5 trillion. Why? You know, you think about the demand for econ, just as you mentioned, and that’s what’s happening right now. And we’re living it. And so to be able to partner with a strong three PL provider that does property development like we do, we buy sell these warehouses, we have multi tenant dedicated facilities. But I really think that, you know, I have to be honest, not everyone is ready for a third party provider. So when we think of Spanx, for example, and she fulfilled a lot of her shipments out of her own garage, right? I mean, look at Amazon as well. So I think that it’s important to understand, are you ready for that next move to invest in a three PL, because often, I’ll all receive these bits, and there’s not the necessary turns, we like inventory turns. We are not a storage facility. And so that’s important to remember, as well. When you’re a manufacturer, you’re importing goods, it’s really you know, you can do it in your own home until you’re ready for that actual scalability with a three PL partnership.

Curt Anderson 8:38
Absolutely. Go ahead. Did

Damon Pistulka 8:40
you make a good point? Because someone like Dart, I mean, you want to move inventory, you don’t want to have container after container after container show up and then it’s set for 90 days, you want to try to turn that that inventory as quickly as possible. So when you look at this, when someone’s looking for a three PL, how much inventory Do you really like to carry? If you’re doing that, that individual order fulfillment? How much do you you know, for optimal standpoint? How much inventory would you like to have on the shelves?

Margo Waldie 9:12
Yeah, now, that’s an interesting question. And it really varies as far as who the customer partner is, what are they manufacturing, importing? Is the majority of their product going a b2c or b2b? What is the scope of work that we’re doing with that partner? So that that varies as far as inventory levels and how much inventory you want in a facility, but you definitely want the inventory turning, that means that your customers are buying and they’re buying again, and that’s really important. So to be able to look at, you know, those turns and you can do that based on scope of work and facility.

Damon Pistulka 9:46
Yeah, yeah. Yeah. And

Curt Anderson 9:48
you said 19 facilities that was that correct. Yeah, yeah. So 19 facilities. So the great thing is so for let’s take a manufacturer out there Margo, so say manufacturer, whether OEM or maybe They’re in the b2b space. So there’s some parts or what have you. And, you know, there’s particular high volume and like you said that there, they have the ability to turn it over. Or maybe they want, you know, you could, they could, by partnering with you, they can even grow into that opportunity. So again, you know, say, you know, hey, we’re used to selling pallet loads, we just sell truckloads, that type of thing. Well, now they can still ship that truckload or pallet load to a dirt facility. And like you said, you’re not a storage facility by any means. And nobody makes money when goods are sitting on the shelf. However, by partnering in lining with you, your expert staff can come in, and they’re going to move those goods so efficiently. 10 times more, you know, no disrespect to the manufacturer. They’re great at manufacturing the goods, not particularly pick packing and shipping the goods like you are,

Margo Waldie 10:44
there’s a different perspective and a mindset, right. So we need procurement. And we need these engineers, there’s a reason that they’re leaders in their industry. And what they do. Supply chain isn’t just moving product from point A to point B. So really, if you’re looking at am I doing deaqon? Work? So all the containers that are coming into the port? I’m receiving those containers, I’m unloading? Is this floor loaded product? Is this palletized product? Are you getting it prepping it ready for a DC or for a store? You know, think about the last time you went into a mall and you walked into, you know, a footlocker you have maybe the general manager and a store clerk in there, but do they have the ability to break down a full pallet. So you look at that, from even that perspective of having these pallets store ready for that customer the time it takes the labor management that is involved in that all those things, the three PL is going to be able to look for patterns, maximize maximize capacity, and really improve on those efficiencies to get that product faster to the partners partner.

Curt Anderson 11:52
No, I love that. What do you see a common trait or like one is a company and manufacturer weren’t at the at the point where they’re like they should raise their hand for help. You have many companies that have waited too long, maybe come too early? Like what’s the sweet spot? What occurred today? Where I’m like, Man, I need to call cargo Margo to save the day. Do you have a common thread there?

Margo Waldie 12:15
Excellent question. People are not I’m not going to make a change. I’m not even gonna look to make a change unless I realize, do I have a problem? Yeah, it hurts, right? So people are hurting, they’re not able to focus on their product, they’re not able to focus on their internal marketing operations. And they’re, they can’t scale anymore. And they need that support from an industry leader, like our entities, to help them to give them these new ideas, these new efficiencies, whether it’s at the tech stack, their WMS, slotting optimization, reducing honeycombing, whatever that may be, you know, the first steps really consultative call, I tour a customer’s facility, they tour our facility, right off the bat, you can look at a facility and you might, wow, there’s something they could do with their packaging process. But you wait, because there might be a rhyme or a reason. But you wait. And so typically, we wear our customers uniform, we want to execute the business in the way that they do. But then we’ll go back and we’ll say, Look, these are these efficiencies that we have been able to spot. And this can improve revenue, and improve the overall supply chain cycle for you. Yeah,

Curt Anderson 13:30
I absolutely love that. And so and we talked about this a little bit on your show, so 100 years ago, I had an E commerce business. And the nice thing is, when you when you when you raise your hand and say, hey, you know what, it’s hard for you as an entrepreneur, it’s hard to do everything, you know, you’re covering HR, you’re trying to do your own finance department, you’re doing your own operations, then you gotta throw in the marketing and sales hat, you know, so you’re trying to juggle all these, you know, all these balls in the air and what’s dropping and what are you catching? Right? When by so say there’s an entrepreneur out there who, you know, they’re killing it, they have a product and like you said, like, was Spanx their basement is filled or graduates filled, or even you know, they’re running warehouse space, but even like running warehouse space, you know, you get a pallet jack, you have to find a forklift, you have to have the shelving yet like it is so the overhead is so intense. By aligning with you, it brings such a scalability, and to let that company grow. And now they can laser focus on marketing and sales are these others because now you’ve pulled the operations off my plate. I can see sleep peacefully, because Dart is saving the day. Right? So that that was my experience of partnering with a third party fulfillment center.

Margo Waldie 14:37
You’re reducing that risk, right? Yeah, mindlessly?

Curt Anderson 14:40
Yeah. Yeah, absolutely.

Damon Pistulka 14:42
And you know, the other thing like with a company like Dart is you’ve got 19 locations soon to have more. You know, if I’m a one location ecommerce company, and I’m producing importing doesn’t really matter. I’m an OEM manufacturer and I’ve got one warehouse one location, and I’m say I’m on the east coast, but My Businesses in say, Texas and the West Coast, it’s easy to find two other facilities with a company like Dart and go, Okay, we this is where around our customer concentrations without us having to go out and do that and put in the investment to try to run a warehouse that we’re not used to running on the other side of the country. And I think that’s a real that expansion, part of it would be critical for some companies.

Margo Waldie 15:28
Absolutely Daymond, you bring up a good point, and you make it sound so easy. And this is what I’m gonna put out there is it but it’s not. And this is why though, because people are not ready to release and just give that control away to someone else. That typically is, you know, for example, I was meeting with a customer and she makes this great product and her whole family, she has her mom and her dad working in their supply chain. And so when I tell her look, you’re going to be able to scale she said, Margo, my mom works for me, and my dad works for me. And I said, and that’s okay, because guess what, your mom’s not going to be putting labels on boxes anymore. Yeah, she’s going to be able to look from a higher level, a different perspective, because you have someone managing those day to day, you know, you brought up equipment, equipment utilization, you know, based basically allocating that labor allocating that equipment to multiple accounts, so you’re not hit with the full burden of that cost. So many things.

Curt Anderson 16:29
Yeah, the economies of scales, again, from speaking firsthand, my experience, were just staggering. Again. So I was at a tipping point where I’m like, Okay, if I went out and do this on my own, and just started adding up all the costs, all the equipment, other fixtures, you know, the technology, you know, like you guys, you know, you’re eating, drinking, breathing, sleeping, moving goods on a daily basis, you know, an entrepreneur’s, again, they’re doing multiple different things, one of them happens to be moving goods. So unless they have expert staff, and you have the resources to, you know, take on the technology. So that’s the thing. So Margo, talk a little bit about dark entities, what do you do? As far as I stay on the cutting edge? What do you see? And as far as like, technology and how, you know, small entrepreneurs just really can’t capture those those scalable opportunities that you present?

Margo Waldie 17:15
No, that sounds good. Kurt, I think that having a tech stack is so important. So basic, WMS warehouse management system is essential. You know, it’s gonna provide these efficiencies, you know, improve capacity, improve your processes, whether it’s labor, optimization, and three peels, they have it, I believe, now I read about 85% of three pills are utilizing a WMS, we utilize WMS, we have a couple of them, we also utilize some of our customers WMS. But it’s essential, it’s important. I think that sometimes you’ll see these bigger players, they’re still doing things manually. And I go back to it’s harder to turn around a cruise ship versus speedboat. Yeah. But it’s essential when you’re looking at I mean, even like, think about employee morale and the tools that you give your employees. So if I have the guys handling the the freight on the dock, and they all have their handhelds, and we’re talking about slotting optimization, so they look at their handheld, and they say, Okay, where am I gonna put this pallet, here’s the location drive to a location, you don’t have a handheld, or it’s not giving you the location to go, you’re increasing that pick time, which is inefficient, right. So I think, looking with a clear open mind as far as your processes, but what’s even more important is reaching out to consultants, or people that are leaders in that industry as supply chain, and taking a tour of their facility, learning about what they do. And so that’s why it’s so important for me to come on shows like yours, because I learned a lot about manufacturers, right? And so I’m understanding from their perspective what’s going on. But I also think that that’s important for us to do that. For them to put themselves in those shoes.

Curt Anderson 19:05
Right? Absolutely. And what, what an inspiration, how cool that your career has taken you here, you know, so let’s go back in time for a little bit. So you’re a graduate of University of San Francisco, if I’m not mistaken, right? And had this wonderful logistics career, I think Old Dominion and just kind of paved your path up to Dyer. And, you know, again, with the legacy of, you know, the founder of Tyre, what, uh, you know, is it just, you know, kind of bringing that competitive spirit used to feel that so alive through with the founder ride, and it just, it carries on today at Dart?

Margo Waldie 19:36
Absolutely. We are very competitive. I am extremely competitive myself. And so, you know, you and that’s great, right? We want these people to have an entrepreneurial mindset, our team, to be strong, be strong willed and so it definitely I don’t think, you know, you looked before at a brand a company but who is the brand who is the company and it’s all the people that make up that company.

Curt Anderson 20:00
Right, it’s all about the people you don’t want it’s also about the truck. You know, it’s so Damon, you know, yes. You got yours so and, and I also, you know

Damon Pistulka 20:13
squish him when he you know it’s not like we’re

Curt Anderson 20:15
not like LA it’s a little chilly tonight where today but have this look at

Margo Waldie 20:22
okay I’m not gonna lie It’s actually raining today.

Curt Anderson 20:25
Oh me my heart’s bleeding you know it was it was like Oh yeah, it’s like

Damon Pistulka 20:29
raining and 70

Curt Anderson 20:32
Not so bad. So alright so cargo Margo, let’s go here so I find you a great inspiration you become a dear friend to Damon and myself, Who inspires you what’s been inspirational when you were a little girl? Were you like telling my mom when I get older? I’m going to be a logistics guru. I want to be cargo. Margo. Talk a little bit about your path. And who inspired you on your career here?

Margo Waldie 20:56
Absolutely. So the first person that I think of is actually my dad. So I’m a daddy’s girl through and through. And my father actually was in sales. He sold for Rockwell engraving, travel the world, doing trade shows, presentations, and I saw this growing up and I wanted to be exactly like him. And so I wanted to be in sales. So I went to the University San Francisco, graduated with a degree in corporate communications wasn’t really sure exactly what I wanted to do with it though, even though I knew I wanted to get into the sales world. And monster track is how I found Conway freight I saw their business development program that they had, I thought that was really intriguing. It was different in the sense that a lot of my friends were going into sexier occupations, whether it’s retail cosmetics supply chain, I thought, okay, but I went out there and I interviewed and what I learned through that interview really inspired me interest me. And I connected with the people and Steve Bernier was the manager at the time we went to lunch, and I love lunch. So I was so but it was it was great. I really. I really learned, you know, inside and out. And he wrote and I love it. Yeah,

Curt Anderson 22:14
it’s all it’s all about the lunch, isn’t it? You know, here you’re at your graduate of University, San Francisco, you know, in when you graduated, high tech, social media is coming on the scene, Silicon Valley’s right around the corner. I mean, you definitely could, you know, you had different paths to take. And so Dave and I, we on this program, we constantly preach about the incredible opportunities for folks in manufacturing, in with manufacturing, obviously, it’s moving goods, thus logistics and in your world. And so there’s a lot of wonderful women in supply chain. You know, yourself Sarah scoter. I mean, we we’ve interviewed DC, you know, we’ve, we’ve interviewed all sorts of folks, women who are just leading the charge in supply chain, and it’s just such a blessing that you brought your talents, your skills, your inspiration, your energy into this world. So let’s, let’s go here. Let’s go 2022. So hopefully, I don’t know if I knock on wood, or if I can say this out loud. Hopefully, COVID is I don’t know, is it? Is it, demon? Is it coming down? I don’t know. Am I allowed to say that yet? I think what’s COVID? Yeah, that thing? I just think that happened like years ago. Yeah. So what do you see for 2022? Any, are there any particular trends? What are you excited about in movement of goods? Three PL in your world? What are you super excited about bullish in this? For 2022? Margo,

Margo Waldie 23:35
I am very excited about our expansion. And the reason that is so important is that industrial real estate is at its peak right now. So if I could give you one word of advice, and I’m not just saying this, because we’re in the business, but it reserve your space, reserve your space, you know, I’m finding a lot of partners, you know, oh, we only need 50,000 square feet, we don’t need the 100,000 square feet, and roll around peak season, they’re needing that 100,000 square feet, but it’s nowhere to be found. So make sure you’re reserving your space, because it’s really hard to find right now. Building industrial real estate is taking a little bit longer than expected. I think that’s my MO not longer than expected, it is expected to a degree. So these are things that are happening in the industry. So I ask that people really get on the ball as far as doing their due diligence and finding what capacity they’re gonna need in the upcoming year. 2023 and how to acquire that.

Curt Anderson 24:34
Alright, that’s awesome. So I want to back up a second. We know why we lost the Daymond the dad thing you know, we can’t let that one theme in our big girl dad’s. What’s your father’s name?

Margo Waldie 24:46
John, John.

Curt Anderson 24:47
Hey, we need to give a shout out to John. So big shout out to John and tell him what an amazing father he is to raise such an inspiration like yourself. So let’s, let’s go deeper in the dark. Okay, so you talked about the expanse In all the different facilities, lots of different benefits, you talked about the process, you’re going to visit a customer’s facility, they can visit yours, so on and so forth. So again, I’m a manufacturer out there, like Nene kind of caught my attention, you piqued my curiosity, I want to take some steps further. Let’s walk into the process. Say I sign on with you. What does that look like? Margo? So, you know, I have, is there a SKU count that you like, do care? If I have five skews, and I’m turning them a lot? Or do you want me to have 5000 skews? Let’s talk about like, let’s go a little bit deeper on what does that actual engagement look like? We’re we’ve signed the contract. And you and I are doing business together?

Margo Waldie 25:38
Most definitely. So as far as the customers we partner with today, and related to SKU count in scope, it completely vary. So we have people that are in retail that will have 1000s of SKUs. And then we have, let’s say more of your raw materials, there’s going to be less skews involved. If you ask me. I’m going to love crosstalk I’m going to love pallet in Pallet out one SKU.

Curt Anderson 26:02
Nice, okay. Yeah.

Margo Waldie 26:05
Uh, you know, are we unloading a floor loaded container, I’m going to like less skews less processing space, like boxes that are under 50 pounds. That means I only need one person to lump. These are kind of things to think about. But sometimes you can’t help those metrics, as you know, related to your product. But that’s typically, you know, you find the cherry on the top when you think of, you know, a streamlined optimization as far as low skew count. High turns about we take everything, you know, I’ll go back, I’m here in LA, and we receive hundreds of containers a week. And it’s neat, because I’ll walk our campus and I’ll see the containers, they open the door. And I’m always like, Okay, what’s in there? You know, because it can be either perfect pallets easy to unload, or you have, you know, 500 skews in this boxes everywhere.

Curt Anderson 26:54
Right. Right, right. Absolutely. So, so again, let’s speak to the manufacturer who’s who’s our crowd. And what I love what you just said Paladin pallet out. So let’s say there’s a manufacturer that’s out there tight on space, or maybe you know, supply chain is disrupted, where maybe like, you’re a you’re cranking up right now. And you don’t, you’re not really looking for permanent space, but you’d like to have a partner to help you grow. So again, by aligning with you, and especially with a manufacturer, where they have a pipeline of orders in house where they know that they’re going to turn these products over pallets or cases or whatever the quantity might be. But again, they can come to you and like you can just really pull a lot of big relief off of their back of helping with space helping with fulfillment, you know, so when you Damon’s the thing that we hear the most supply chain and labor shortage, yeah, I, once again, by partnering with Dart, that helps relieve a lot of that stress for me. Yeah. Are you seeing that at all?

Margo Waldie 27:48
Margo? Most definitely. Because we’re able to, you know, when you look at the geographical location of some of our facilities, we’re really, really strategic. So we’ll have a couple facilities are located in one area so that we could utilize resources when available, being able to flex 25% up in labor, we can do that. Because of the relationships that we’ve built over the years with our labor providers, or benefits or pay. We have a lot of company people that work for us that never leave us just like our customers because they feel comfortable here. And it’s a good lifestyle.

Curt Anderson 28:24
That’s awesome. So let’s Alright, let’s go here, and I want to be mindful of your time, we’re coming into the bottom of the hour. So let’s talk about your if you’re a great marketer you have, let’s talk about your LinkedIn live show. So sure, but a little bit about your show. I’d also love to hear how did you become so intentional with your marketing initiative? Like what’s let’s go there. Let’s go back to like when that first came to light, like, Hey, I think we should do a LinkedIn live show walk us through that process for our manufacturers, other folks in b2b, where they’re like, and this LinkedIn live, does this work? This content creation goes through that process.

Margo Waldie 29:02
This is really this is really cool, because I feel like I’m still in the process. So you guys are in this process with

Curt Anderson 29:08
ride a ride with you? That’s right. Yep.

Margo Waldie 29:11
Here at our entities, I wear various hats. So I do our national sales, I do all their marketing, I refreshed our brand. I created our sustainability program, and I do our cost accounting. So all the bids that come in, I look at it from a financial perspective, and the cost accounted to put it through rates together. With that said, balancing those hats and pre pandemic, I thought, How am I going to get out in front of the customers, all the trade shows all the traveling came to a complete halt. I followed a couple of influencers that I saw on LinkedIn that I admired, and I noticed that they were doing late demise. And so I thought okay, what’s that maybe I’ll just apply and this is something I’m working on I you know, tend to be a risk taker. I’m spontaneous. I live in the day but I thought, Okay, let me just apply, and I got it. And so I thought, okay, you have 30 days to get this running, what are you going to do? And so I put together a plan, it was approved, and I’m super excited that it was approved. Because here at Dart, we have a lot of operational leaders and sales and marketing is a newer concept to us. And so it absolutely took off, I believe, you know, the stage one of the campaign was to really build this brand awareness and brand authority, who is start and why should we listen to them? And I thought, no one’s gonna listen to a commercial when’s the last time you looked at a commercial and just kept playing it over and over again, it just doesn’t happen. Yeah. So how are we going to add value? And so I thought, let me interview other industry leaders and find out what makes them successful. And interesting. Interestingly enough, I had a guest on the show, and he referred to client and they’re in our warehouse. So this happened within the first six months of cargo Margo, yeah. Super excited. And then the other piece to that is going back out on the road at these trade shows. I was at our booth and I had people walk by going cargo mark. And I was like, Oh my gosh, people actually listen. Yeah, that is my near my leadership is sold know

Curt Anderson 31:21
what, what what does Dad What does John say about the cargo Margo show?

Margo Waldie 31:25
He thinks it’s pretty cool. You think? Yeah, he’s, he’s tuning in. He’s listening to it. He’s, and I, you know, I make sure to remind him I’m like, Come on, get on here.

Curt Anderson 31:35
Yeah, that’s awesome. Now I and now I’m, you know, we’re having such a great time. I hope you’re having half as much fun as I am. And I hate to like go a little negative here. Deema you know, like, jelly beans were like atrocious man. Oh, my goodness. Like my, my therapist says I’m still carrying from those.

Damon Pistulka 31:54
I was like, sitting here one day after the show and I you know, a little bit of sugar be good right now. And

Curt Anderson 32:03
like it was, it was putrid. I just started the whole box away. I was like, Oh, it was her. That’s cool, though. I don’t know who’s but so anyway, if anybody’s wondering what on earth are you guys talking about? So you guys, first off, you have to connect with Margot online. Yeah. Okay. She’s just a breath of fresh air. She’s a relentless just marketer, networker. She’s just just high integrity. We love cargo. Margaux number one, number two, you have to check out her show because I want to talk about some of your guests here in a second. Yeah, you’ve had well, Damon was great. I’m not sure about that. Kurt Anderson guy, but man, you’ve had some amazing guests on your program. Like I’m blown away by these people. But she does this thing where she has and I can I can find it. My daughter probably took off was great. She has these jelly beans and like, Man names on the back or like, you know, like, Tom Brady toe jam or some yeah, there’s like a most atrocious putrid. Yeah, belly button. I don’t know. When I hit roadkill skunk or something like yeah, oh, yeah. It was like, I’m sitting I’m like, oh my god, what are we doing? So we have to eat

Damon Pistulka 33:09
them. Here it’s like, oh, what’s that one? Yeah. I think that’s what it is.

Curt Anderson 33:14
So and I don’t mean to digress and going rabbit hole but demon like who? Who does that for a living? Who’s the taste tester? Hey, what does your mom and dad do for a living? Although they’re a taste tester for like the Horde putrid jelly beans. And yeah, we’re being company, you know, like, imagine having that job. So anyway, I’ll come back to the program. So So you have to check out cargo mark, the cargo Marvel show. It is absolutely awesome. Awesome. She interviews amazing guests. And just recently you had a multitude multitude of wonderful people. Margo, just share like some of the guests that you’ve had on and some of the great topics that you’ve covered recently.

Margo Waldie 33:51
Yeah, no, definitely. I had Larry long. He is a motivational speaker, author. His energy is absolutely contagious. I wish I had it. And I could just drink it. Well, I don’t know if I need to drink it every day. I had too much coffee this morning, but love his energy. Last week. I actually had chief Cecil Rambo. He’s running for sheriff this year. So that was really exciting. Nice to kind of go back and see what his experience in law enforcement has been and the next road and chapter in his journey.

Curt Anderson 34:20
Yeah. And you you had a gentleman that was a vet on the program and I’ve been connecting with the folks that you have on your show. And I think Larry, I watched Larry those jelly beans it was a sticker. So that is that is so now you have three wonderful daughters. Am I correct to keep you young keep your busy. Right. What are the ages? You shared those with me?

Margo Waldie 34:42
Oh my gosh, yeah. So Maxwell, she’s nine. Yeah, I have Stella. She’s seven and Cora is going to be two. Actually in two days. She’s well happy. She’s an early

Curt Anderson 34:58
chick now if I’m not mistaken. On your show was it was it stellar that you’re telling like sometimes you know, you always have the child that like is the payback child they call it you know, for when you were a teenager so maybe still is your payback child? I

Margo Waldie 35:08
don’t know. Well, I think all three of them are bad. I’m scared. I’m really scared for high school.

Curt Anderson 35:14
Pray for me. Yeah. So okay, so as we wind down, I want to come back to Dart. So first off, Margo is this is awesome mother. She’s a wonderful daughter, God bless, John for producing such a young, fine young lady, if you will. We’d love your energy. We’d love what you’re doing for LinkedIn here with your LinkedIn lives love what you’re doing for dark. So let’s close it out with one more on the fulfillment side of things. Okay. So for folks out there on the fulfillment side, they can reach out to you contact you on LinkedIn so on and so forth. If they are skeptical if they’re like, Man, I’m like, Yeah, I have kids but man My business is my baby my inventory are like my kids. I’m going to trust you a total stranger with my inventory. Talk about like, how how do you give those folks peace of mind that you’re going to cover potentially millions of dollars of inventory, and keep it safe, and help grow their business

Margo Waldie 36:12
customer testimonials, nice. Expand on that, but But truly customer testimonials, customer referrals, when you see some of the big names, some of these big players that we’re partnered with and the scope of work that we execute for them on a daily basis. It is inspiring in itself and so I welcome people to have a quick conversation with me I’ll walk you through what it’s like to be on boarded and really turn your your inventory over to a three PL and tour one of our facilities meet our team, we really care about the products we care about the work we we love our partners they’re the reason that we’re here every day so I think having a conversation just opening it up and you know be curious about it see where it could lead and you’re not in you’re not eliminating jobs you’re you’re creating more jobs by streamlining and building this efficient supply chain because then you can make more money and really focus on those other areas that that are your passion and your business.

Curt Anderson 37:16
Yeah, I agree and I just I want to share this so when you when ecommerce you know, 90s and 2000s for the retail sector, as a fulfillment centers started popping up everywhere to help on the retail side. My humble opinion, I feel the trend that we saw 2015 20 years ago, with fulfillment on on the retail side, I feel there’s going to be a massive huge explosion on the b2b side, especially for manufacturers. Once again, if you’re just joining us, you know, we’re here with cargo Margaux from dark entities. And I just think it’s just such an enormous opportunity. I’m so bullish for manufacturers that like how am I going to scale? How am I going to grow? Yeah, when you can partner with a company like Dart 19 facilities and I if I’m not mistaken, I think rod Mr. Data Data when I say Dado, I’m sorry, no, I believe was it 1938 Or something that he found a Dart? So I mean, like, that’s not a brand new Fly By Night trend. This isn’t, you know, like, this is a company that has a legacy going back. I can’t do the math. I mean, that’s a long time ago, right? Some years. Yeah. So it’s over eight years here. And so you guys, you know, USD coach, just the legacy, the legend that he’s created the competitiveness, that he brought the Dart and Cardinal Margo folks like you are just carrying the torch on. And so, man, we salute you, we applaud you, we appreciate you. And we got to keep this conversation going. Because, you know, as Daymond I talked to manufacturers Daymond does an amazing job at your way talking with companies about growing and scaling. And Daymond. We see it firsthand. We’re like, your client, Kelly. You can add unlimited staff. And now you can laser focus on just be the guerrilla marketer, and focus on growing your business and you partner with somebody like Margo, and they’re gonna take care of the whole backend. Take care of the rest for you. Yes, no. Yeah. Margo, parting parting words for our crowd today. What do you want to leave us with?

Margo Waldie 39:14
I hope you guys have an amazing day. Focus on your passions and the love that you have in your business and let other professionals help support you in that process. You know, you can’t do it alone, and you weren’t meant to do it alone.

Curt Anderson 39:29
Awesome, man. That was nuts. Just can’t do it alone. Damon, we’re done. It’s over, man. It’s just, I just finished a book. I just finished a great book. The guy that founded Reebok, Joe foster founded Reebok. I was so inspired by his book as soon as I finished it, I jumped into phil Knight’s book and everything that they talked about is exactly what we’re talking about here. The more that you partner, the more you align yourself with other experts, the more that you dig into companies, winning companies Winning competitive companies like our entities helps take you to the next level we can’t do it alone so Margot God bless you tell John we send our best our love for man avenues one yes would agree but a great program team

Margo Waldie 40:19
just too cute I love

Curt Anderson 40:22
what we do here cargo cargo so I guess let’s wrap up I wish everybody an absolutely amazing week Damon any parting thoughts

Damon Pistulka 40:30
indeed gal just go out and do it. Go out and do it. Oh, wow. And do it.

Curt Anderson 40:34
We have a great program coming up on Friday cargo Margo, who you interviewing on your LinkedIn live this week.

Margo Waldie 40:40
Oh my goodness. We have a special guest this week. And you’re gonna have to tune in and check out my profile to find out who that is. Oh,

Damon Pistulka 40:49
there we go. Look, you’re there. I

Curt Anderson 40:52
love that. So guys, Damon has spaces a business on Tuesdays and Thursdays six o’clock Eastern three o’clock Pacific cargo Margo noon Eastern time on Thursday nine o’clock Pacific Am I correct? That’s correct. And Daymond and I have a great guest we have Charlene brown on this Friday for part two on covering your website. So man, we’re all over the place on LinkedIn. So guys, we’re gonna close out the program. God bless each and every single one of you have a phenomenal killer week cargo Margo, Hang on one second. And we’ll guys have a great day.