A CONFERENCE BUILT JUST FOR 3PLS · a conference built just for 3pls . ... welcome reception. monday, april 9. 8:00 am ... sales kpis. bridging the gap between shipper

April 8 –11 | Palm Desert, CA | JW Marriott

40th AnnualConference

A CONFERENCE BUILTJUST FOR 3PLS

REGISTER TODAY AT WWW.TIANET.ORG

Over 1,700 TIA members strong and all in one place. Join us for an in-depth look at today’s issues confronting

the brokerage-based 3PL logistics industry. Success doesn’t always come from experience. It’s about being a TIA member. It’s what

you know, who you know, and how you put it all together that gets you ahead. And that’s exactly what the TIA 2018 Capital Ideas Conference & Exhibition is all about.

The only conference built just for 3PLs.

3PL Intelligence From The Industry’s Biggest Names | New and enhanced session tracks. Diverse and advanced topics. Take advantage of over 24 education sessions, four pre-conference seminars, and five general sessions.

Collaboration | Meet with industry leaders and exhibitors. Establish new professional contacts, exchange ideas, and build relationships with like-minded leaders.

Over 70 Leading Exhibitors | TIA brings together a wide range of suppliers offering the newest technologies, the latest in freight matching, credit information, insurance and more.

Time with TIA Staff | Meet with TIA staff and have all your questions answered. Ensure that you are taking advantage of all of TIA’s services and benefits.

Networking | Join other members in 10 different activities. Burn off calories by playing golf or participating in a Charity 5K Run/2K. Walk to renew old friendships and cultivate new relationships.

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Top 5 Reasons to Attend


Sunday, April 8 6:30 AM – 3:00 PM GOLF OUTING

7:00 AM – 6:00 PM REGISTRATION

7:30 AM – 2:30 PM PRE-CONFERENCE SEMINARS

n Exercises and Tools to Help You Improve Your 3PL Sales Skills

n Marketing and the Hidden Pieces to Accelerating your Business Growth

n Understanding the Dynamics of Organization Structure and Compensation

n TBD

3:30 PM – 4:00 PM NEWCOMER’S ORIENTATION

4:00 PM – 5:00 PM SMALL COMPANY NETWORKING

5:00 PM – 6:30 PM WELCOME RECEPTION

Monday, April 98:00 AM – 10:00 AM GENERAL SESSION 1

9:00 AM – 2:00 PM TIA BOARD MEETING

10:30 AM – 12:00 PM EDUCATION SESSIONS

n Don’t Lose Your Load on Friday

n How to Source and Select “A” Talent

n How to Stay Relevant (or Re-invent yourself).

n Kicking the Tires – and the Hard Drives

n Real Life Claim Issues – How to Survive in the Jungle of Claims

n Top 10 best Practices of Successful Family Businesses

12:00 PM – 2:00 PM NETWORKING LUNCH

12:00 PM – 2:00 PM YOUNG EXECUTIVES LUNCH

2:00 PM – 3:30 PM EDUCATION SESSIONS

n 3PL Sales Management Metrics: Input, Output, and Predictive Sales KPIs

n Automating Your Back Office

n Brokerage Litigation Prep

n Don’t Leave Your Intermodal Program High and Dry

n Emerging Technology in Shipping: Embracing Disruption

n Synchronization of Your Data

3:30 PM – 4:00 PM COFFEE BREAK

4:00 PM – 5:00 PM GENERAL SESSION

6:00 PM – 8:00 PM EXHIBITION HALL GRAND OPENING

Schedule of Events

Golf OutingJoin us for a day of golf with some friendly competition. Sign up to play when you

register for the conference.

SPONSORED BY


Tuesday, April 10 6:30 AM – 8:00 AM FUN RUN/WALK

8:30 AM – 11:00 AM OPENING SESSION

11:00 AM – 2:00 PM EXHIBITION AND LUNCH

2:00 PM – 3:00 PM GENERAL SESSION Shipper Expectations in a High Tech Environment


3:30 PM – 5:00 PM GENERAL SESSION Securing Carrier Capacity

5:00 PM – 7:00 PM EXHIBIT HALL CLOSING AND RECEPTION

Wednesday, April 11 9:00 AM – 10:30 AM ECONOMIC UPDATE

11:00 AM – 12:00 PM TIA GAME SHOW

12:00 PM – 2:00 PM NETWORKING LUNCH

12:00 PM – 2:00 PM WOMEN IN LOGISTICS LUNCH


n Cyber Security: Don’t Be the Next Headline

n Did You Hear the One About the Attorney?

n ELDS Impact

n Getting in the Door with a Reluctant Shipper.

n Insurance Definitions in Contracts

n Listen, Lead, and Then Get the Heck Out of the Way!



n Block Chain Technology: Beyond the Hype, How Does It Help?

n Bridging the Gap Between Shipper Contracts and Insurance Requirements

n Compensation Strategies for Full Employment Economy

n Hidden Opportunity Beyond Your TMS – Enrich Your Operations and Truly Help Your Business

n Is There a Weak Link in Your Logistics Chain?

n Successful LTL Brokerage

6:00 PM – 7:00 PM CHAIRMAN’S RECEPTION & DINNER

Schedule of Events

FUN RUN!The $50 entry fee covers your t-shirt and supports the TIA Foundation and TIA’s 2018 3PL Samaritan Award winner.

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On Tuesday, April 10th, run or walk for a good cause. Sign up when you register

for the conference.

SPONSORED BY


Hotel InformationJW Marriott Desert Springs Resort & Spa 74-855 Country Club Drive | Palm Desert, CA

Surround yourself with distinctive luxury at the JW Marriott Desert Springs Resort & Spa in breathtaking Palm Desert, CA.

Airfare The closest airport to Desert Springs is Palm Springs International Airport, which is serviced by a variety of major U.S. and Canadian airlines. It is highly recommended that attendees book airline tickets well in advance.

Reservation InformationTIA has a block of rooms at the JW Marriott Desert Springs at a reduced rate of $258 USD for single or double occupancy plus a reduced resort fee of $15.00/day. You must first register for the conference in order to receive access to the reservation link.

IMPORTANT: Rooms are available at this rate until March 5, 2018 or until the block is sold out. At that time the room block will be released for general sale. Rooms may not be available after this date but at a higher room rate.

*Note: TIA must commit to and guarantee a block of rooms at theresort in exchange for meeting space. Members who choose tostay in a hotel other than the JW Marriott Desert Springs Resort& Spa, or who book via the internet outside TIA’s block, will causeTIA to incur a monetary penalty. Therefore, attendees who choosenot stay at the JW Marriott Desert Springs Resort & Spa will have$100 added to their registration fee for the meeting.

The world’s largest conference of brokerage-based 3PLs.

Register by February 23, 2018 and benefit from a reduced Early Bird Rate of $825.

Registration covers your educational sessions, meals, receptions, the exhibit hall and more.

Multiple attendee and new member discounts are also available. Ask us.

Conference attire is business casual


Exercises and Tools to Help You Improve Your 3PL Sales SkillsIt’s back – TIA’s most popular seminar! This seminar has been offered regionally, but has not been offered at the national convention since 2012. Participate in the sales class that works you for seven hours. This is a completely updated class filled with exercises, worksheets, and role playing. This interactive seminar is designed to help any 3PL sales person, sales manager, or CEO who wants to improve their 3PL selling skills or the skills of their team. Please register as soon as possible because this seminar closes quickly.

Marketing and the Hidden Pieces to Accelerating Your Business GrowthThe Importance of the 6 P’s of Marketing: Product, Price, Place, Promotion, People and Performance. Designing the right framework and process to promote the vision, message and brand of the organization to customers, carriers and future team members. Winning Sales Process in alignment with the Marketing Message. Utilizing a proven approach to sales success in lock step with the business goals and company brand equity. Training for Proper Performance. Creation of a consistent and holistic approach to sales and marketing people development and training to manage and measure the growth and effectiveness of your customer engaging team.

Understanding the Dynamics of Organization Structure and CompensationA common complaint among brokerage owners is that their employees don’t have a sense of urgency. Two common reasons are poorly defined roles and poorly designed compensation plans. This seminar will look at different organizational models that maintain role clarity and the different compensation approaches that brokers use. You can use these plans to increase the sense of urgency among your staff and drive more profits to your bottom line.

SPONSORED BY

Preconference SeminarsAdditional Fee Applies

THE LEARNING CENTERConveniently located in the Exhibit Hall zone, the Learning Center is a hub of activity during breaks and meals where you can engage in scheduled presentations and conversations on trending industry topics.


FUNDAMENTALFor new and smaller companies that want to grow

DON’T LOSE YOUR LOAD ON FRIDAY Learn the ins and outs of the tactics cargo thieves utilize today so you can arm your company with the latest security defenses to prevent cargo theft.

3PL SALES MANAGEMENT METRICS: INPUT, OUTPUT, AND PREDICTIVE SALES KPIS DATA METRIC OVERLOAD Today’s sales managers have an abundance of data at their fingertips. Research reveals that most understand basic sales metrics, but they fall short on their strategic implementation to increase sales outcomes. Sales managers who learn to think of sales metrics as input, output, and predictive variables outperform those managers who simply think about sales metrics as performance measures. This session will demonstrate how successful 3PL sales managers execute successful sales KPIs.

BRIDGING THE GAP BETWEEN SHIPPER CONTRACTS AND INSURANCE REQUIREMENTS What is the disconnect between contracts shippers present and the insurance required to cover the load? Is it a matter of incorrect terminology? This session will set you straight.

GETTING IN THE DOOR WITH A RELUCTANT SHIPPER How do you convert a new shipper to use a 3PL? What steps do you take to prepare for that initial call or meeting? Get the answers to shipper questions and objections, and learn how to be politely persistent instead of aggressively annoying.

UNIVERSALAddress Issues That Affect the Entire Industry

HOW TO SOURCE AND SELECT “A” PLAYER TALENT One of the biggest issues the industry faces is the sourcing and selection of strong players who will help their individual businesses grow. This session will help you develop a better understanding of the tools needed to find and select strong talent.

BROKERAGE LITIGATION PREP What steps do you need to take to ensure you are responding correctly to lawsuits? A panel of experts weighs in on how to prepare yourself.

IS THERE A WEAK LINK IN YOUR LOGISTICS CHAIN? MANAGING RELATIONSHIPS TO AVOID UNINTENDED CONSEQUENCES The increasingly prevalent practice of a broker tendering a load to a carrier who “double-brokers” the load to yet another broker or motor carrier frequently has negative repercussions for load security. This can also lead to an unpaid carrier aggressively pursuing recovery of freight charges from parties who may now have to pay the very same charges twice.

The panel will address the potential resulting liability exposure of shippers, brokers, and consignees on both sides of the U.S.-Canada border. It will also discuss possible risk identification and management strategies geared towards helping avoid problems and preserving valued relationships.

DID YOU HEAR THE ONE ABOUT THE ATTORNEY? You’ll have the opportunity to receive answers to your burning legal questions about your company, customers, and service providers. Submit your questions to in-house and outside counsel from Canada, Mexico, and the U.S. Who doesn’t like free legal advice?

Education Sessions


EXPANSIONOffer Ideas for Growth and Expansion of Services

KICKING THE TIRES AND THE HARD DRIVES Deciding whether to buy or sell a logistics business, and whether to be non-asset based, asset-based, asset-light, or Hybridized can be overwhelming. There are also regulatory, financial, legal, and operational issues involved.

The panel will focus on how federal regulations governing the logistics space influences risk assessment and impacts buy/sell decisions. It will also address the critical decision of whether a logistics business should expand and hybridize its business model to include asset-based or asset-light service offerings. Panel experts will include C-level executives and private equity investors who have made those decisions, along with guidance from experienced logistics deal counsel.

DON’T LEAVE YOUR INTERMODAL PROGRAM HIGH AND DRY Get the latest updates in programs and upgrades in Intermodal technology. The Intermodal Overview will be divided into two 45-minute sessions:

I. Intermodal 101: Not providing your customers withan Intermodal solution? We’re here to help. Come joinus as we help you build a firm foundation to launch an Intermodal program in your brokerage office. We will provide the tools and a road map for Intermodal success.

II. Intermodal Expert Session: Want to knowwhat’s hot and what’s not in Intermodal Technologyand New Service services on the rails? Join ourtransportation leaders as they share their latestIntermodal advancements.

SUCCESSFUL LTL BROKERAGE In this customer panel discussion, several companies will share their insights on integrating LTL brokerage into their operations and the lessons they have learned.

ELDS IMPACT: THE NAYSAYERS SAID THIS WOULD BE AN EARTH ALTERING EVENT This panel comprised of shippers, 3PLs, and carriers will explore the real impact ELDs have on business, capacity, productivity, and supply chains. Moderated by Jeff Tucker of Tucker Logistics.

ADVANCEDHelp Larger Companies Get to The Next Level

REAL LIFE CLAIM ISSUES: HOW TO SURVIVE IN THE JUNGLE OF CLAIMS What are the current trends and recent court decisions impacting transportation intermediaries involving loss and damage claims? This panel has the answers to help you implement procedures, terms, and conditions to help reduce and avoid liability through implementation.

AUTOMATING YOUR BACK OFFICE Most Logistics companies are looking for ways to reduce their labor and improve the speed of their back office operations while simultaneously providing great service to their carriers and reducing their DSO for customer billing. This session will explore the ways several companies have successfully applied business process automation to their back offices and how it produced the results they sought.

Education Sessions


COMPENSATION STRATEGIES FOR A FULL EMPLOYMENT ECONOMY The U.S. has reached near full employment with 1.17 people for every open position. For many positions the ratio is far worse because of a lack of desired skills and training. For employers this means unfilled positions and paying more for lackluster talent because that’s all you can find.

Employers need to stand out in the marketplace by providing excellent compensation and benefits packages to attract and retain the top talent without reverting to paying ridiculous commission rates or high sign-on bonuses. Instead, business need to think about compensation as part of a total rewards package that provides the right mix of salary, incentives, benefits, and work life balance. This session will explore how to do just that.

LISTEN, LEAD, AND THEN GET THE HECK OUT OF THE WAY! For many successful entrepreneurs, training a successful team to help take your company to the next level is one of the hardest goals to accomplish. In this panel, leaders who have hired, promoted, and trained managers for success in their brokerages will share their tips. (potential merge with Source A talent)

OPERATIONSTOP 10 BEST PRACTICES OF SUCCESSFUL FAMILY BUSINESSES This is an innovative session for family business in the transportation industry. We will explore the ins and outs of family business operations, the mistakes and best practices, and how to implement the right plan for your family business.

EMERGING TECHNOLOGY IN SHIPPING: EMBRACING DISRUPTION The shipping industry is in the midst of a massive transformation. Today’s modern freight shippers rely on new and powerful digital technologies to accelerate efficiency. Change can be tough. Shippers realize that if they want to compete, they’ll need to abandon their old methods to truly find success. With so many new and promising technologies, shippers are installing and deploying new applications with great success. Industry leaders will reveal how they are tackling the latest in digital technology in the freight industry.

HIDDEN OPPORTUNITY BEYOND YOUR TMS: ENRICH YOUR OPERATIONS AND HELP YOUR BUSINESS Logistics companies today face a growing set of diverse and complex challenges. In order to deal with these obstacles effectively, organizations are increasingly looking outside of their core system (TMS) to find innovative tools that specialize in addressing a specific set of issues. A panel of experts will discuss how the ever-changing dynamic of the logistics industry has prompted them to seek out new technologies that specialize in addressing these issues while integrating with, not replacing, their core system.

INSURANCE DEFINITIONS IN CONTRACTS What is a “waiver of subrogation?” What does “additional insured” really mean? What is the “omnibus clause”? What does “primary insurance” mean? You will learn the pitfalls to avoid in insurance contracts during this session.

Education Sessions


C-LEVELHOW TO STAY RELEVANT (OR RE-INVENT YOURSELF) Technology is evolving more rapidly than it can be adopted and industry consolidation continues. Business as usual is not an option. You need to develop a five-year plan in a rapidly changing industry.

This panel explores strategies to innovate within your organization while keeping the lights on and your customers satisfied. It will also share sources for innovative ideas and practical steps for testing and implementing new initiatives that can set you apart.

SYNCHRONIZATION OF YOUR DATA Your EDI/API performance is crucial to your company’s image with your customers. There are many things you can do to improve and sustain your EDI/API performance. In this session experts will share a number of the best practices you can implement today.

BLOCK CHAIN TECHNOLOGY BEYOND THE HYPE: HOW DOES IT HELP? This panel will level set attendees to define Block Chain Technology, and distill the disruptive technology hype into practical applications. Our panelist will share situations where Block Chain is in logistics today, and discuss where it can impact the future of data sharing in logistics. The session will also explore Hyperledger and how the potential impact on financial transactions among trading partners.

CYBER SECURITY: DON’T BE THE NEXT HEADLINE In this session, a panel of experts will discuss the 10 most important things you need to do to keep your systems and your data safe.

General SessionsMONDAY 8:00 AM – 10:00 AM IAN KHAM, TECHNOLOGY FUTURIST http://www.iankhan.com/ian-khan-bio/ (all fees covered by Banyan)

MONDAY 4:00 PM – 5:00 PM CONGRESSMAN DENHAM will address the current political climate impacting the 3PL community.

TUESDAY 9:00 AM – 11:00 AM OVERCOMING DISASTER PANEL (Ed Emmett, Kathy Fulton, HEB Logistics & Bob moderating)

TUESDAY 2:00 PM – 3:00 PM SHIPPER EXPECTATIONS IN A HIGH TECH ENVIRONMENT Learn how shippers, once reluctant to use 3PLs, have been turning towards them to provide better technology, flexibility, and solutions based supply chain model. Michael Kroul/Bob Voltmann to organize

TUESDAY 3:30 PM – 5:00 PM SECURING CARRIER CAPACITY BEST PRACTICES IN CARRIER RECRUITING, ONBOARDING, AND RETENTION Several carrier executives will share their approach to identifying and becoming “sticky” with the best brokers. Gail Rutkowski to organize

Education Sessions


Welcome Reception | SUNDAY, APRIL 8

Make a toast, greet old friends and welcome first-time attendees.

Networking LunchesJoin other TIA members for lunch on April 9th and/or 11th at 12 noon for discussions on industry topics.

Young Executives Luncheon | MONDAY, APRIL 9

Designed to help those who are poised to become tomorrow’s owners and managers, this luncheon is a chance to reach new levels of leadership by building long-term TIA member relationships.

Late Night Networking Party | TUESDAY, APRIL 10

After the exhibit hall closes, join us for TBD.

Women in Logistics Luncheon | WEDNESDAY, APRIL 11

Join other women in the 3PL industry for collaboration, networking, and recognition.

Chairman’s Reception and Dinner | WEDNESDAY, APRIL 11

Don’t miss this fun evening at the conclusion of the conference. All are welcome to attend.

Golf OutingThe Palm Course, a 6,761-yard, par 72 from the back tees, is characterized by its signature palm trees that line the fairways and adorn the greens. The layout also incorporates mogul-like mounding that comes into play on several holes. Rental clubs are available.

Fun Run | TUESDAY MORNING, APRIL 10

Walk or run for a good cause while burning off calories.

Food Functions Two receptions and one lunch occurs in the Exhibit Hall to allow you to network with your peers while enjoying meals and receptions. You can also find the latest in products and services from industry leaders.

Networking Activities

Networking LunchHave lunch with other TIA members while catching up on the latest industry issues.

MONDAY, APRIL 9TH AND/OR WEDNESDAY, APRIL 11TH FROM 12:00 TO 2:00 PMSPONSORED BY

Essential Information

Welcome ReceptionA great way to begin the conference. Greet your colleagues and welcome first-time attendees.

SUNDAY, APRIL 8TH FROM 5:00 TO 6:30 PM

SPONSORED BY

All networking activities are included in your registration fee.


New TIA MembersIf you are not currently a TIA member, you may register at the member rate for the conference and receive a $100 discount off your first year’s dues when you join TIA.

What Does The Registration Fee Include?Conference attendees and exhibitors will have access to educational sessions, meals (three receptions, two breakfasts, three lunches and one dinner) and networking events. *Note: airfare and transportation to and from the hotel are the responsibility of the attendee.

Single Day RegistrationOne day registration is available on Monday, Tuesday, or Wednesday. Single day registration includes admittance to the exhibit hall and social and educational activities on the day you select. Please indicate on your registration form which day you plan to attend.

Paying For Your RegistrationRegistration fees must be paid via credit card during the registration process. Your email confirmation will serve as your receipt.

Cancellation PolicyCancellation of registration must be submitted in writing. Cancellations made by February 23, 2018 will be fully refunded less a $200 cancellation fee. Cancellations made on or after February 23, 2018 will not be refunded. Substitutions will be accepted, if received in writing by March 30, 2018.

Conference AttireDress for all functions is business casual.

Spouse RegistrationSpouse registration includes admittance to the exhibit, group meals and social functions. However, entrance to general sessions, education sessions, and conference meetings are not included.

Hotel Room CostsTIA has contracted for a block of rooms at a group rate of $258 for single or double occupancy. Please register for the conference first to receive access to the reservation link.

Chairman’s Reception And DinnerAll registered attendees are invited to join us pool side for the reception and dinner on Wednesday night.

Essential Information

Registration Fees After

FULL CONVENTION REGISTRATION Early Bird 2/23/18

Member $ 825 $ 925One Day / Daily Rate $ 750 $ 850

Non-Member $1,125 $1,225Guest $ 635 $ 735One Day / Daily Rate $1,025 $1,125

2nd and 3rd Attendees Receive a 10% Discount4th + Attendees Receive a 15% Discount

GOLF REGISTRATION without clubs $ 250with clubs $ 320

5K RUN/2K WALK $ 50

PRECONVENTION SEMINARS After Law, Sales, Coaching or Compensation Early Bird 2/22/17

Member $ 550 $ 650Additional Member $ 500 $ 600

Non-Member $ 700 $ 800Additional Non-Member $ 650 $ 750

*Note: All funds are collected in USD


*List of exhibitors as of October 19, 2017

EXHIBIT HALL RECEPTIONS

SPONSORED BY

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Exhibit HallThank you to all the exhibitors and generous sponsors that support the 3PL industry.*

Take your time visiting the exhibit hall where you’ll find the tools to grow your business.

123loadboard.com

360data

3Gtms

3PL Systems, Inc.

Aljex Software

ALK Technologies

American Fast Freight

AMT Squirrel Works

Ansonia Credit Corporation

Apex Capital Corp.

Avalon Risk Management

BAM Worldwide, LLC

Banyan Technology, Inc.

Bill Hay International, Inc.

BlueGrace Logistics

Brokertrain

CargoNet

CDS, Inc.

CS Recruiting, LLC

CSX Transportation

CX North America, Inc.

DAT

DAT

DDC FPO

Digital Cargo Management, Inc. (DigCargo)

Direct Freight Services

Distributors & Consolidators of America

DrayNow, LLC

EBE Technologies

EFS Electronic Funds Source

Euler Hermes

Evans Delivery Company, Inc.

Falvey Shippers Insurance

FourKites

Freight Management Systems, Inc.

FreightPal, LLC

GSIS, Inc.

GTG Technology Group

Gulf Coast Business Credit

HubTran

IANA

Infinity Software Solutions, Inc.

Integro Insurance Brokers

Intelek Technologies

Lean Staffing Solutions

Loadmatch & Drayage.com

Logistical Labs

MacroPoint

McLeod Software

MercuryGate Int.

Microdea, Inc.

Middlewest Motor Freight Bureau

Nu-Era Logistics, Inc.

Old Dominion Freight Line, Inc.

Omnitracs, LLC

One Source Risk Management & Funding, Inc.

Optimal Freight, LLC

Pegasus TransTech

Polaris Global Logistics, Inc.

Project44

Prosperio Group

Registry Monitoring Insurance Svcs., Inc.

RenovoData

Revenova, LLC

Roanoke Insurance Group, Inc.

SaferWatch - Powered By Grizella

SalesDrip, Inc.

SMC3

Streamline, Inc.

Synter Resource Group, LLC

Teknowlogi

The ILS Company

1625 Prince Street, Suite 200 Alexandria, Virginia 22314-2883

703-299-5700 | Fax: 703-836-0123

www.tianet.org

Since 1978, the Transportation Intermediaries Association has been recognized as the

trusted voice of the $166 billion third-party logistics industry. TIA members are able

to establish and protect ethical, profitable and growing businesses in service to their

customers. TIA is the only organization exclusively representing third-party logistics

companies doing business in domestic and international commerce. TIA is the United

States member of the International Federation of Freight Forwarder Associations. (FIATA).

TIA Members: Trusted. Dedicated. Connected

© 2016 Transportation Intermediaries Association

Documents

A CONFERENCE BUILT JUST FOR 3PLS · a conference built just for 3pls . ... welcome reception. monday, april 9. 8:00 am ... sales kpis. bridging the gap between shipper