Meeting Title: Pool-Parts <> UPS-Negotation-1 Date: 2023-11-17 Meeting participants: Uttam Kumaran
WEBVTT
1 00:00:07.730 ⇒ 00:00:10.219 Uttam Kumaran: I do have everything pulled up
2 00:00:10.440 ⇒ 00:00:22.699 Uttam Kumaran: for the new agreement. I guess I’ll just pull up the agreement as a whole. And then I guess we’ll just answer any questions that you have. But really, what you’re gonna want to look at is the ray charts?
3 00:00:24.160 ⇒ 00:00:29.120 Uttam Kumaran: Yeah. So a little bit of on our side. What we did is we did exactly that we
4 00:00:29.160 ⇒ 00:00:43.049 Uttam Kumaran: kinda compared, based on the new divisor as well as the new ray charts. Kind of impact. But it would be great, because I you know, I haven’t reviewed one of these contracts in detail before. So just even just going through, because I know there’s a lot.
5 00:00:43.220 ⇒ 00:00:49.789 Uttam Kumaran: There’s a lot of other stuff in there that that wasn’t, you know, just concerning those 2 pieces. So would love to go through that.
6 00:00:49.960 ⇒ 00:01:06.159 Uttam Kumaran: Yes. So this there, there is a lot. There’s a lot of words in this agreement. But the main piece of this. Okay? So well, for one, I was able to put 2 of both your account numbers on here.
7 00:01:06.320 ⇒ 00:01:17.190 Uttam Kumaran: So they’re both on this agreement. There is sure post. There’s everything on this agreement. So under your account number, you can use all it includes all of these services. Okay? Great.
8 00:01:17.650 ⇒ 00:01:24.069 Uttam Kumaran: The only difference about this agreement is, there is a
9 00:01:24.780 ⇒ 00:01:39.179 Uttam Kumaran: tier incentive, whereas the other one there was not. So when we build agreements, we always build them for you guys to be in tier 5. So that’s this one right here.
10 00:01:39.460 ⇒ 00:01:55.990 Uttam Kumaran: So the rates that I gave you is based on a 52 week rolling average of $3,900. What is? Are you familiar at all with that? Yeah. And if you can explain, if you could also, what is that? In like annual terms, that’d be great.
11 00:01:56.630 ⇒ 00:01:57.520 Uttam Kumaran: Yes.
12 00:01:57.530 ⇒ 00:02:07.859 Uttam Kumaran: so that’s a gross number. So that is. But before any incentives are given, okay, so it’s it’s not
13 00:02:07.860 ⇒ 00:02:29.120 Uttam Kumaran: like a weekly bill of $3,900. What you guys would pay paying. It’s gross before incentives are in place. But essentially, you’re gonna be put on a 4 week ramp up period. So for the first 4 weeks of being on this agreement, we are automatically going to give you the incentives that are built for tier 5
14 00:02:29.470 ⇒ 00:02:33.310 Uttam Kumaran: come week 5, you guys would be on your own
15 00:02:34.070 ⇒ 00:02:35.330 Uttam Kumaran: meeting.
16 00:02:35.890 ⇒ 00:02:46.119 Uttam Kumaran: You’d have to move over as much volume as you can to be in this tier incentive and then every week
17 00:02:46.930 ⇒ 00:02:54.299 Uttam Kumaran: the week of last year would fall off. It’s a little, it’s a little bit confusing to explain, but
18 00:02:54.520 ⇒ 00:03:10.960 Uttam Kumaran: we’re also in a little bit of a rough period for you guys, because we’re starting in your slow season. It would be a little bit better to start in your busy season, because we would know for a fact you would make this year. Now I can also adjust this tier 2 if you feel like this is not
19 00:03:11.210 ⇒ 00:03:15.850 Uttam Kumaran: that this wouldn’t be accurate, but from an annual spend.
20 00:03:16.000 ⇒ 00:03:21.679 Uttam Kumaran: let’s say we would cut that number in half just roughly.
21 00:03:21.910 ⇒ 00:03:28.230 Uttam Kumaran: this is okay. It’s really based on like a hundred 150
22 00:03:28.530 ⇒ 00:03:34.879 Uttam Kumaran: a year. Annual ups spend. Okay? So we’re already kind of in that. Right?
23 00:03:34.920 ⇒ 00:03:42.730 Uttam Kumaran: Yeah, because you have. You have like majority of your business is spring summer? Yeah?
24 00:03:42.740 ⇒ 00:03:47.569 And then you, it kind of falls off a cliff. But you would get there
25 00:03:49.260 ⇒ 00:03:59.230 Uttam Kumaran: so like during so during those weeks we may be in a higher tier because it’s pretty concentrated. You’re right. So as the weeks go on.
26 00:03:59.520 ⇒ 00:04:07.819 Uttam Kumaran: it becomes harder and like as the year progresses it becomes harder and harder. For that number to adjust.
27 00:04:09.590 ⇒ 00:04:11.809 Uttam Kumaran: if that makes sense, because
28 00:04:11.980 ⇒ 00:04:17.510 Uttam Kumaran: essentially your your volume would have to fall off of a cliff for weeks
29 00:04:17.700 ⇒ 00:04:30.450 Uttam Kumaran: for that number to be impacted. Really? Oh, I see. Okay, because it’s based on a 52 week rolling average. It’s not just one week. So it’s like
30 00:04:30.960 ⇒ 00:04:38.149 Uttam Kumaran: I see, I see. I see the the first week of November of 2,022 falls off, and then
31 00:04:38.480 ⇒ 00:04:48.170 Uttam Kumaran: we go into this week, do you have? I mean? And the other thing I’m reading is, it says like it’s for the for it’s for the first 4 weeks of the agreement.
32 00:04:48.350 ⇒ 00:05:01.320 Uttam Kumaran: So what does that entail? So the first 4 weeks we I put you, I would put you on a 4 week ramp up period where?
33 00:05:01.810 ⇒ 00:05:23.540 Uttam Kumaran: Because sometimes I mean, you guys are already shipping with us. So this wouldn’t really apply to you guys. But it helps anyways, sometimes there’s tech issues. It takes some time to move volume over between carriers that you have some things to figure out within your warehouse, so let me make sure everybody knows you’re using ups, whatever the case may be. So we give you a 4 week
34 00:05:23.750 ⇒ 00:05:39.640 Uttam Kumaran: ramp-up period where we say we’re automatically going to make your rolling average $3,900 for the first 4 weeks by week. 5. We expect you to be good to go fully onboarded, and then we go from week 5.
35 00:05:40.120 ⇒ 00:05:48.270 Uttam Kumaran: You’re on your own, and that’s when we start that fifty-two-week rolling average. But for the first month
36 00:05:49.120 ⇒ 00:05:54.109 Uttam Kumaran: you’re automatically going to be in this tier receiving these incentives.
37 00:05:54.250 ⇒ 00:06:18.840 Uttam Kumaran: and then, I mean, is there are there any other businesses that y’all work with that are as seasonal as us. And is there is there any like unique terms that we can arrange for that? Because you’re right, like again, most of our business happens between a few weeks, and the volume does move off like I think we may hit the 52 week rolling average. I’m not. II can’t do. I don’t know I can’t do the math in my head. But
38 00:06:19.220 ⇒ 00:06:26.359 Uttam Kumaran: yeah, I don’t know if you guys work with anyone like similar to us in that in that way. So
39 00:06:26.740 ⇒ 00:06:37.220 purse I, personally don’t. But somebody on my team, I know, does have a very seasonal account. And now is there very busy busy season? Okay.
40 00:06:37.400 ⇒ 00:06:46.729 Uttam Kumaran: so I will ask my boss if he’s aware of any rate structure. And as for this number, I can adjust.
41 00:06:47.100 ⇒ 00:07:03.140 I know that I can adjust this number a little bit, but I can see. I can. I can speak with my revenue management and see like, if you guys feel like that is the only thing stopping you from moving forward, which I understand, because I would say.
42 00:07:03.340 ⇒ 00:07:21.390 Uttam Kumaran: that may be the only thing that would concern me, because otherwise this agreement is a win-win. You don’t have anything to. You wouldn’t have anything to lose by signing this agreement. Totally. Yeah, II just wasn’t able to go through this part, cause II don’t know it was. It’s a little bit confusing, but now it makes a lot of sense, and also just
43 00:07:21.390 ⇒ 00:07:40.589 Uttam Kumaran: just to hear about how another account, especially if they’re in our spend range. And we’re gonna continue to be spending a ton next year, just to kinda understand if there’s any unique structure, cause I think we are a little bit unique, and that we we do holidays. But we’re still concentrated, based on the weather, so I don’t know just.
44 00:07:42.370 ⇒ 00:07:43.970 Uttam Kumaran: And then also.
45 00:07:44.090 ⇒ 00:07:58.209 Uttam Kumaran: II think that this would be so really what we did last year we got majority of, I would say, majority of your Fedex volume. But we just really weren’t able to be able to capture the the post office. So
46 00:07:58.620 ⇒ 00:08:03.439 Uttam Kumaran: This right here where? Here this is the share post rates.
47 00:08:03.460 ⇒ 00:08:04.640 Uttam Kumaran: So
48 00:08:04.850 ⇒ 00:08:21.000 Uttam Kumaran: with the sharepost, I think that we would probably be able to capture all of your priority mail as well, too. So your spend would be even more than it was last year as well. Yeah. So I guess on that. So I noticed this rate, and then, as well as the other rate sheet?
49 00:08:21.030 ⇒ 00:08:36.240 Uttam Kumaran: For sure post. So how does it work? Should we be so? Oh, this is the discount sheet, and those are the rates. Okay? Okay? Great. Yeah. Those are the numbers. Also, when you’re looking at sure post. Only look at it up to 9 pounds. Okay, okay.
50 00:08:36.390 ⇒ 00:08:46.720 Uttam Kumaran: anything more than 9 pounds. You’re gonna see it, it doubles, and it no longer becomes cost friendly. So the share post service is really to get any of your lightweight
51 00:08:48.580 ⇒ 00:08:51.239 Uttam Kumaran: lightweight items less than.
52 00:08:51.440 ⇒ 00:08:53.449 Uttam Kumaran: okay. Okay.
53 00:08:54.030 ⇒ 00:09:00.009 Uttam Kumaran: So that’s what that service is. And then plus, we, we increased the dim for you.
54 00:09:01.020 ⇒ 00:09:03.680 Uttam Kumaran: Yeah, I know, does big. Yeah.
55 00:09:04.740 ⇒ 00:09:28.509 Uttam Kumaran: Do you want to view that? You had a question? Yeah, if we could go through unless there’s anything else to go through here if we could go through that one order and then and then, if you can also talk about the discount schedule for for the shipments where? Let me just pull it up on on my end.
56 00:09:28.560 ⇒ 00:09:30.799 Uttam Kumaran: sure, I’m gonna stop sharing my screen. Okay.
57 00:09:32.850 ⇒ 00:09:36.859 Uttam Kumaran: you had. The worst is
58 00:09:50.260 ⇒ 00:09:56.300 Uttam Kumaran: okay. II may need to find it.
59 00:10:05.260 ⇒ 00:10:06.760 The
60 00:10:09.550 ⇒ 00:10:28.999 Uttam Kumaran: yeah. I guess maybe if we can go through that one order that I sent I just II think the the year to date transaction list was like super helpful. Because again, I’m just just spot checking a lot of our stuff, especially the things that they had the additional handling charge, and then the large package. But if we could just maybe go through that one order
61 00:10:29.000 ⇒ 00:10:41.960 Uttam Kumaran: and the one thing I the one thing I noticed is our on ship station. On our side we had one dimension, and it was like almost underneath the threshold, and then, on your side. Within the transaction record
62 00:10:42.010 ⇒ 00:10:50.899 Uttam Kumaran: the dimensions were a little bit different. So it put us over that threshold so that would I just wanted to look at that specific thing. And if you had like, kind of the reasoning behind that.
63 00:10:51.770 ⇒ 00:10:53.280 okay, I’m not.
64 00:10:53.660 ⇒ 00:10:59.219 Uttam Kumaran: And highly sure I understand the question. So
65 00:11:00.530 ⇒ 00:11:07.960 Uttam Kumaran: do you want me to see if I can pull this tracking number up on an invoice, and then we’ll go from there. Yes.
66 00:11:10.590 ⇒ 00:11:14.400 Uttam Kumaran: When was this checked out? Let me grab that
67 00:11:19.450 ⇒ 00:11:23.290 Uttam Kumaran: like, has it been invoiced already? Yes. okay.
68 00:11:36.010 ⇒ 00:11:39.049 Uttam Kumaran: yeah. This was an
69 00:11:39.590 ⇒ 00:11:40.680 Uttam Kumaran: July.
70 00:11:41.760 ⇒ 00:11:45.209 Uttam Kumaran: Okay. Do you have the invoice?
71 00:11:46.390 ⇒ 00:11:51.370 Uttam Kumaran: yeah. Let me let me just share this.
72 00:11:53.370 ⇒ 00:12:08.229 Uttam Kumaran: Kelly. When did we start with ups? Was it around? July? No, it was around like April. Okay, no, I know we had. We had a problem where the sizes in ship station weren’t actually the sizes of the boxes, or they had changed the box.
73 00:12:08.900 ⇒ 00:12:18.340 Uttam Kumaran: Remember our first, you know, few weeks of shipments. You guys were coming here and double check the sizes of the boxes. so I wasn’t sure I wasn’t sure if this invoice was part of that or not.
74 00:12:19.890 ⇒ 00:12:25.669 Uttam Kumaran: Oh, I see. Yeah, let me pull up where it is in the spreadsheet. And then.
75 00:12:26.490 ⇒ 00:12:32.880 Uttam Kumaran: yeah, looks like you guys really boarded like April fifteenth.
76 00:12:34.510 ⇒ 00:12:36.060 It all blurs together.
77 00:12:36.230 ⇒ 00:12:38.659 Uttam Kumaran: It really does.
78 00:13:02.050 ⇒ 00:13:04.310 Uttam Kumaran: One side.
79 00:13:07.900 ⇒ 00:13:10.030 Uttam Kumaran: Oh, I found it. Okay, cool.
80 00:13:10.350 ⇒ 00:13:12.410 Uttam Kumaran: I’m just looking through the big spreadsheet.
81 00:13:23.110 ⇒ 00:13:26.030 Uttam Kumaran: Yeah, exactly.
82 00:13:28.430 ⇒ 00:13:31.930 Uttam Kumaran: So on on our side.
83 00:13:32.050 ⇒ 00:13:47.250 Uttam Kumaran: we had a like a little bit of a different dimension. II don’t know whether it’s like a rounding thing. Or yeah, like we had our customer enter Dimension. And then I think that was a little bit different than
84 00:13:47.390 ⇒ 00:13:48.950 Uttam Kumaran: what was
85 00:13:49.130 ⇒ 00:13:59.460 Uttam Kumaran: like indicated in the spreadsheet. But I guess like, if I don’t know if you know exactly like what, why, sometimes that happens, or if that those are just like.
86 00:13:59.860 ⇒ 00:14:12.959 Uttam Kumaran: if that just occurs occasionally. Well, so how do you know how much it was off? Yeah, I’m trying to find exactly that, because sometimes and it it it certainly does happen so.
87 00:14:13.030 ⇒ 00:14:20.349 Whole system is built on belts and skins. So we have lasers that measure these boxes and
88 00:14:20.660 ⇒ 00:14:33.439 Uttam Kumaran: measure dimensions. So that’s how we know who will be billed for an additional handling the charge or an over over Max Fee. Anything like that.
89 00:14:33.490 ⇒ 00:14:41.350 Uttam Kumaran: we go by these systems. So sometimes, if the package is, let’s say it’s if it’s bulging out a little bit
90 00:14:41.360 ⇒ 00:14:55.950 Uttam Kumaran: just enough to set off the scanner, so the box size may be 47 inches. But when it’s bulging out on the side, it makes it 49 inches. I see the scanner is gonna hit it at 49.
91 00:14:56.420 ⇒ 00:15:13.110 Uttam Kumaran: Oh, okay, okay. But I mean some. And then sometimes there are cases where there are errors, cause it’s it’s technology. It’s not 100%. It’s close. But it’s not 100% perfect. So there are instances where sometimes there might be 2 boxes
92 00:15:14.080 ⇒ 00:15:22.549 Uttam Kumaran: go down at once, and sometimes the scanner doesn’t know it’s 2 boxes. It doesn’t separate it. So it’s you know. You’ll enter.
93 00:15:22.880 ⇒ 00:15:44.309 Uttam Kumaran: The box is 48 inches, but our scanner is gonna scan it at 100, and you’re like. Well, I know we definitely don’t ship anything at 100. That’s where I would come into place. I have no problem crediting that, but if it’s a couple of inches off. It sometimes just has to do with the fact that maybe the side was bulging. Maybe the customer just was off, or sometimes when they’re in the box. They’re in the truck.
94 00:15:44.330 ⇒ 00:15:48.809 Uttam Kumaran: Once the boxes are sitting on top of each other, they squish a little bit. Okay?
95 00:15:49.140 ⇒ 00:16:15.530 Uttam Kumaran: Cool. Yeah. I think in this case, you know, I think we were just right under like the divisor limit, and if I’m look, I’m just pulled it up. It just like had. The length was a little bit longer, and the width was a little bit longer. It was like 48 by 33 by 11, instead of 48, 47 by 31 by 10. But I think you’re probably right, and that like it just seems like so close that it was probably just a laser thing, and then maybe what I could do is in the future. If we see stuff that’s like way off.
96 00:16:15.530 ⇒ 00:16:40.169 Uttam Kumaran: which I didn’t really see any of that. Honestly, we could let you know. Just just wanted to look at that one thing if I assumed it was something like that. So yeah, absolutely. If something seems wildly off like you, you know, if you don’t ship anything that’s 150 inches long, just reach out to me, and I’ll just credit it the next week. Yeah. And the main thing I was looking at, and the one thing I wanted to go through, too, was like some of the discounts on the additional
97 00:16:40.280 ⇒ 00:16:50.820 Uttam Kumaran: handling and the large package cause. I know we did. We do spend a lot on the additional handling fees, and I just couldn’t find where in the document those
98 00:16:50.820 ⇒ 00:17:14.969 Uttam Kumaran: incentives were cause I saw that. So what I will do is as soon as we get off this call, I’ll send both of you an email that has a breakdown, just with the cost of what you paid additional handling and a large package before. And then what the additional handling and the large package costs will be with the new discounts. Okay, great. Just so you can see them side by side.
99 00:17:14.970 ⇒ 00:17:25.689 Uttam Kumaran: Okay, great, yeah. And you know, we we and I chuck and confirm. We have a lot of both ups and Fedex spend that is not captured on
100 00:17:25.890 ⇒ 00:17:44.389 Uttam Kumaran: like our current, the amount of current volume we’re pushing. And additionally, we’re, you know, we’re we’re continuing to grow like like a a quite a bit. And we have like high goals for next year. So I’m gonna I’m kinda like trying to calculate the like weekly spend. But it looks like we should
101 00:17:44.390 ⇒ 00:18:02.119 Uttam Kumaran: we should probably end up hitting. That that like rate number if we if we move quite a bit of our fedex, spend over that the 3,000 or whatever we adjusted to I know we’re we weren’t exact. We were in that in some of the
102 00:18:02.120 ⇒ 00:18:26.759 Uttam Kumaran: like peak months, and then it kind of trails off, but we should consistently hit those figures. And then the only thing II had a I wanted to know was in some of the peak weeks where sh! We do spend way beyond that discount schedule on shipping and whether there’s even opportunities to capture that I know it just considered in the 6, 9, 2, 6, and up
103 00:18:26.950 ⇒ 00:18:30.949 Uttam Kumaran: but you know, we may even get beyond that. So
104 00:18:32.720 ⇒ 00:18:39.910 Uttam Kumaran: are you talking about like the tier incentives moving moving up a tier on your larger weeks. Correct? Yeah. Correct.
105 00:18:40.280 ⇒ 00:18:53.549 Uttam Kumaran: So unfortunately, that probably wouldn’t happen unless it happens really early on in your in your 52 week rolling average, but because, like it.
106 00:18:53.700 ⇒ 00:18:55.950 Uttam Kumaran: just like it takes a lot
107 00:18:56.730 ⇒ 00:19:05.970 Uttam Kumaran: of decrease in revenue to move you down. It would take a large increase for several, several several weeks in a row
108 00:19:06.040 ⇒ 00:19:07.890 Uttam Kumaran: to bunk you up. Okay.
109 00:19:08.560 ⇒ 00:19:13.729 but I honestly don’t. I don’t. I’m I don’t think I really know how much
110 00:19:13.820 ⇒ 00:19:19.909 Uttam Kumaran: I mean?
111 00:19:21.920 ⇒ 00:19:30.100 Uttam Kumaran: Oh, no, yeah, I guess from my side it like we may again during like the weeks of April
112 00:19:30.150 ⇒ 00:19:40.340 Uttam Kumaran: and May. We’re, you know, we may push beyond much beyond that. So like I don’t know. May it may end up like adjusting the 52 week, because it is
113 00:19:40.430 ⇒ 00:20:01.660 Uttam Kumaran: like pretty significant even just even just what we spent on ups last year were in some in most of those weeks were well above that final tier. And then I’m gonna I’m gonna look also like what we spent on Fedex. But yeah, it is quite a bit. Also keep in mind.
114 00:20:01.660 ⇒ 00:20:11.749 Uttam Kumaran: Do have the ability to one time a year restart your rolling average. Okay? So if we move forward
115 00:20:11.840 ⇒ 00:20:26.289 Uttam Kumaran: now with this, and then right before your peak season reach out to me and say, Hey, we’re about to ramp up big next week, restart our rolling average. I can do that. Okay, I mean, maybe that. And I think.
116 00:20:26.380 ⇒ 00:20:28.690 Uttam Kumaran: Actually, that’s what we should do.
117 00:20:28.850 ⇒ 00:20:42.950 Uttam Kumaran: Yeah, cause there’s some weeks where like, especially in April of last year and May, where I mean again, Chuck can probably answer this like, there’s a ton of volume and a ton of shipping costs that are
118 00:20:42.960 ⇒ 00:20:47.590 Uttam Kumaran: almost triple, like what we typically do. Yeah,
119 00:20:48.020 ⇒ 00:21:06.720 Uttam Kumaran: you know. Yeah, pretty much like what I’m looking at is it’s almost triple, if not like even more. So it’s like so concentrated that, like I, maybe we maybe the reset during like right before April, may be the better bed, and I can kind of even forecast that what that date might be. But yeah, that’d be awesome.
120 00:21:06.790 ⇒ 00:21:35.350 Uttam Kumaran: It’s honestly a click of a button, I can, so you can let me know is like the week before the day before. Whenever you want me to do it. I can do it. I think we should do it right before your peak season starts, and then, if you want me to do any sort of analysis for you. Cost analysis, if you wanna like send me so I know. Originally Chuck had sent me some Fedex data. Originally he he left costs out, but I just put in a ups cost. And then he went in and did the analysis
121 00:21:35.350 ⇒ 00:21:50.279 Uttam Kumaran: himself. But that’s where we were able to see that we were competitive. So if there’s anywhere that we’re, we’re still might be losing on. Feel free to send that information my way and I will, I will butt it up against this new pricing and let you know where we stand.
122 00:21:50.400 ⇒ 00:22:14.909 Uttam Kumaran: Okay, perfect. No, that would be great. And I do have some like I can. Only I’m looking at really all of our spend that we did with y’all last year, and then I’m generally in the ballpark like again. This this stuff on like where I maybe missed some fees here and there, but I’m generally in the ballpark, but maybe it would. I would love to see if maybe you guys can pull it from your side, it might be just much easier. I’ll and I’ll give you just a couple of areas where.
123 00:22:14.910 ⇒ 00:22:21.440 Uttam Kumaran: you know, we have other products or other services that we may continue to run through
124 00:22:21.440 ⇒ 00:22:35.809 Uttam Kumaran: other services that you know we could consider running through y’all, and that would be great. We can just do a little back and forth. And yeah, we’re ready. We’re like, we’re trying to move very quickly on this. So we’re not really like we’re not in the game of stalling. I just wanna have all the figures
125 00:22:35.850 ⇒ 00:22:50.380 Uttam Kumaran: in front of us, so we can make that decision definitely. And I think if the if the savings are there, it makes sense it. It makes sense for you guys. If the savings are there to to just use one carrier just for a simplicity?
126 00:22:50.600 ⇒ 00:23:13.519 Uttam Kumaran: No, no 1,000. And yeah. The the other thing I noticed right now is like the additional surcharges were at the bottom under the access storials. I’ve never seen that word before, but yeah, for mainly for the additional handling and the large package. So those are all 50% off. And then large packages like 35 are those
127 00:23:13.570 ⇒ 00:23:17.200 Uttam Kumaran: standard incentives, or is there any opportunity there?
128 00:23:18.160 ⇒ 00:23:25.939 I don’t want to say there’s standard across the board, meaning that’s what every account gets. Because it’s not
129 00:23:26.420 ⇒ 00:23:27.290 Uttam Kumaran: bye
130 00:23:27.430 ⇒ 00:23:51.120 Uttam Kumaran: progressive. Okay? Cause. My my main thing is that we we we are hit hitting a lot of additional handling, and I know we changed the device so that may get us out of a lot of that but that’s one area where, even beyond a large package, we’re not. We’re not getting hit with a ton of that. The additional handling charge we make. We’re getting hit pretty consistently.
131 00:23:51.120 ⇒ 00:24:03.729 Uttam Kumaran: So that’s where I wanna just see like, if that’s gonna continue to happen. And that may be a question I can pose back to you, and you could maybe see if it’s easy for you to pull on your side just like kind of like what are expected.
132 00:24:03.730 ⇒ 00:24:10.530 Uttam Kumaran: like additional handling, handling charges are gonna be because again, like, if if that’s almost double or like 50% of
133 00:24:10.530 ⇒ 00:24:15.250 Uttam Kumaran: the actual feed is ship, it’s significant for us. So
134 00:24:15.720 ⇒ 00:24:17.930 just opportunities to mitigate that.
135 00:24:18.300 ⇒ 00:24:23.510 Uttam Kumaran: Okay, absolutely and I guess I guess I could write that down and send it to you for sure.
136 00:24:24.340 ⇒ 00:24:25.299 I think I
137 00:24:25.490 ⇒ 00:24:34.089 Uttam Kumaran: will send you what the what that 50% off number looks like, and then, compared to what you were paying.
138 00:24:34.180 ⇒ 00:24:43.590 Uttam Kumaran: But for the for the time that you’ve been here so far. 2023. Okay, perfect. And then, do you guys, you guys? So this is just a one year agreement, correct
139 00:24:44.310 ⇒ 00:24:48.250 Uttam Kumaran: or or like, is this just is this just like ongoing?
140 00:24:49.050 ⇒ 00:24:52.409 So typically our agreements, we
141 00:24:53.880 ⇒ 00:25:02.959 Uttam Kumaran: would renegotiate them with our customers. Maybe every 3 years. Okay. in or around. I mean, this one, I think, is
142 00:25:02.970 ⇒ 00:25:30.249 Uttam Kumaran: quote unquote. We call it evergreen, which means it never expires. But it. It’s really up to my discretion. Like II put you guys on an agreement in the spring. But in order to win more volume, I think that this is necessary, so I can go ahead and do it. Really, whenever yeah, the II don’t think they really it doesn’t ever expire.
143 00:25:30.280 ⇒ 00:25:48.380 Uttam Kumaran: but we can take a look at it whatever. Okay? Perfect. And then, yeah, II noticed the the accepted date of December fifteenth. I think we can make that date for sure. I just have a couple more questions. Oh, yeah, don’t pay too much attention to that. I can. I? That can change. Okay, okay, cool.
144 00:25:48.650 ⇒ 00:25:54.129 Uttam Kumaran: That’s just cause I did of the timeframe that I did it. But I can just redo it. And
145 00:25:54.460 ⇒ 00:26:21.230 Uttam Kumaran: yeah, so don’t worry too much about that. Okay, perfect. Okay? Then, I think, yeah, the main things is just like, yeah, if if there’s anybody else in in your side of the business that works with really seasonal clients. I know we we talked about having the reset. So that may be like play today. But I’d just be also interested to hear about those customers, and like how they handle that. And if that’s reflecting in the contract at all, I think you guys have some ways of like kind of like apps averaging that out, using the 52 week.
146 00:26:21.250 ⇒ 00:26:44.390 Uttam Kumaran: But you know, just just for our interest. And then, yeah, I mean, we’re we’re planning on like ramping up more next year, and I kinda have a really good sense of the volume we’re gonna send through. But you’re right. We do have a lot of volume going through Fedex and some other. You know, servicers, that I would love to send through you so. That would be great to even get a sense of
147 00:26:44.680 ⇒ 00:26:55.130 Uttam Kumaran: like what they may look like even at the higher end of those those tiers. And then the other thing is just the additional handling charge. And so I’ll just send those 3 over.
148 00:26:55.380 ⇒ 00:27:08.830 Uttam Kumaran: And yeah, that that’d be amazing. Okay, perfect. And then also, just like from a 2024 planning perspective for me. Feel free to share any data meaning like
149 00:27:09.550 ⇒ 00:27:21.200 Uttam Kumaran: your your projected 2024 forecast, if you have it, or anything like that. You don’t have to do right now, but just for just for a 2024 planning perspective for us to make sure that
150 00:27:21.470 ⇒ 00:27:37.569 Uttam Kumaran: package wise if you need, when when you’ll need feeders and everything like that. Okay, okay, perfect. And then the last question, last question I had was kind of on the data side. You know, we’re pulling all of our data from ship station. But of course I’m not able to get like the
151 00:27:37.670 ⇒ 00:27:59.389 Uttam Kumaran: actual invoice data from your end. Do you guys do any? And I might have asked this before, sorry, do you guys do any like you guys work with any integrations to like actually provide the invoice level data. Where is that not possible? I guess that that way I have. Because again, that way, I have this really actuals on what we were billed. I guess I could go get that from
152 00:27:59.440 ⇒ 00:28:05.259 Uttam Kumaran: finance. But we wouldn’t have like the actual like order, later level details.
153 00:28:06.510 ⇒ 00:28:10.629 Uttam Kumaran: I’m not sure.
154 00:28:11.240 ⇒ 00:28:13.400 Uttam Kumaran: Yeah. Natural weeks, are you? Only
155 00:28:13.570 ⇒ 00:28:36.120 Uttam Kumaran: the billing center on ucas.com I am not mainly we’re getting all of our shipping related data through ship station. But of course, like, there may be a little bit of a mismatch like I can’t see the certain things like fees and stuff like that from your from y’all’s end. So I was just wondering if any of your clients or anyone has like an integration with you guys. Or if you guys, partner with any like data providers to
156 00:28:36.400 ⇒ 00:28:45.889 Uttam Kumaran: send that data to clients, maybe a little bit more of like a tech I feel like there has to be. Well, well, first I would
157 00:28:46.010 ⇒ 00:29:10.149 Uttam Kumaran: sign up to be on ups.com on the billing center and put in your account number, you’ll be able to see your invoices entirely there. I can also send you Pdfs of your invoice. Any invoice that you need, and it breaks everything down. But I’ll also reach out to Jamil. He is our ups solutions team and I’m sure we have some sort of solution.
158 00:29:10.150 ⇒ 00:29:35.070 Uttam Kumaran: Yeah, that that’d be amazing. And you know even what you sent with the year to date thing was amazing. I just don’t wanna have to grab that like every month or so. And II assume, and you know, people are getting that data somehow. So that’d be amazing just to hear about. And like, we’re, we’re getting a lot more specific and more data driven on our side. So that’d be really cool. Yeah, also feel free, though, to reach out. And any I do have access to a lot of data, and that is my job. So feel free to reach out.
159 00:29:35.070 ⇒ 00:29:59.800 Uttam Kumaran: If you need monthly reports or anything like that. II have no problem at all. Okay, cool that way. Just cause like, once we grow through the month, you know, I’m I’m fairly accurate, but we may be missing some dollars here and there. It’d be great to just do a reconcile and take the actual from from your side, and the actual adjusted dimensions and fees and things like that. So maybe if that doesn’t work, I can just get that from you.
160 00:29:59.860 ⇒ 00:30:03.710 Uttam Kumaran: Some like cadence. absolutely.
161 00:30:04.080 ⇒ 00:30:05.880 Uttam Kumaran: Okay, perfect.
162 00:30:06.120 ⇒ 00:30:21.089 Uttam Kumaran: Okay, awesome. I will speak about this. Our, the 52 week rolling average. I’ll send you a follow up email with the additional handling and the large packages, and then, if you have any questions that you think of after our call, please reach out, let me know
163 00:30:21.760 ⇒ 00:30:30.410 Uttam Kumaran: and then, otherwise I will follow up in a couple of days. Yeah, I think we should be able. We should be good to probably follow up by like Tuesday at the latest on our end. So
164 00:30:30.730 ⇒ 00:30:55.329 Uttam Kumaran: okay, perfect. Just so. You know I will be in Monday. I am out of office the rest of the week, but I can always do you sign on Monday, and then you can send it back whenever you okay. So let me see where we get to by Monday, and then, if not, we can, we can handle it the week after Thanksgiving. I I’m just glad we got on the phone, because I knew next week was kind of gonna be crazy for a lot of people. So yeah, no, this is really helpful. Thank you.
165 00:30:55.580 ⇒ 00:31:04.299 Uttam Kumaran: Okay, great, awesome. Well, thank you very much. I’m excited, guys. Yeah, thanks so much, Kelly. Alright, thank you. I will talk to you soon. Talk soon.
166 00:31:04.420 ⇒ 00:31:08.150 Uttam Kumaran: Alright. Have a great weekend, thank you take care?
167 00:31:08.430 ⇒ 00:31:37.550 Uttam Kumaran: Hello, Amen.
168 00:31:37.650 ⇒ 00:31:45.709 Uttam Kumaran: hey? So I yeah, I guess, like, I really just II guess she didn’t know that we’re we’re spending a ton of money outside of ups. But
169 00:31:46.090 ⇒ 00:31:56.069 Uttam Kumaran: I was like, Oh, okay, okay, okay. Okay. Cause I’m like, I’m like, Hey, there’s once where we’re gonna be. Well, above
170 00:31:56.620 ⇒ 00:32:06.019 Uttam Kumaran: that, just just with the postal service dollars alone that we we spend. Yeah, we’d probably be above most of those averages the whole year.
171 00:32:06.050 ⇒ 00:32:16.849 Uttam Kumaran: Yeah, that’s what I was trying to get to. So I just wanna see like that may shift their whole thing cause I wanna see whether we can get like 75%, you know. Cause
172 00:32:16.850 ⇒ 00:32:41.469 Uttam Kumaran: yeah, if if she can get the like, the brushes which are opposed, because, even like still, you know, we all we haven’t had that many orders today, but there was 40 brushes. So 40 times 10 bucks each is $400, and it looks like those should we should get to like 7 bucks. But I wanna even see like exactly for the high volume, but
173 00:32:41.500 ⇒ 00:32:48.289 Uttam Kumaran: for the high, for the high volume items like if they can get us for that to like almost 50%, which is like what 5 bucks or so.
174 00:32:48.310 ⇒ 00:32:54.490 Uttam Kumaran: No worries.
175 00:32:54.830 ⇒ 00:32:59.419 Uttam Kumaran: Sorry. What was that? No, no, yeah, I just wanna see whether we can get that to like 5 bucks.
176 00:32:59.920 ⇒ 00:33:22.749 Uttam Kumaran: Okay, okay, so okay, I mean, I think I think we’ll see where we get to where she gets back to us. Thanks for hopping on the phone. So, okay, amazing. Yeah. If you if you want me to get that from Kelly, too. I can ask her up to you.
177 00:33:23.030 ⇒ 00:33:24.470 Okay, okay, perfect.
178 00:33:24.600 ⇒ 00:33:52.310 Uttam Kumaran: Yeah. Give me a couple of minutes, and then I will do that. I know you can download the statements and stuff from there. No, no, I think that’s mainly it, you know. There’s just like a couple I’m just off by like 10 K or so, and I just wanna like, close the gap on that. And then I pretty much can see everything else. So I feel really good. I’m gonna send her some data. And then, yeah, I mean, I again, I want work. I want us to. If we move a ton of volume over, I want them to really
179 00:33:52.310 ⇒ 00:34:01.520 Uttam Kumaran: provide us with an agreement we don’t have to renegotiate for a while. Yeah, I agree. And you know, especially during April, May, June when we first started with them.
180 00:34:01.640 ⇒ 00:34:12.880 Uttam Kumaran: She was in here like every other day. Look at the other stuff we were shipping. Okay, so she kind of knows how much we’re shipping. Okay, okay, cool. So let’s see where we get to. I mean, I think she still definitely has.
181 00:34:13.170 ⇒ 00:34:16.889 Uttam Kumaran: She definitely has room to go, so we’ll get as much as we can.
182 00:34:17.219 ⇒ 00:34:31.689 Uttam Kumaran: I think so. Yeah, no, I think she has more room. I don’t think she realizes how much. Yeah, that’s why. So I told her, I’m like, find another find another customer that’s doing what we’re doing in terms of like the months at which we operate and figure out like, how you guys price them because
183 00:34:31.920 ⇒ 00:34:35.909 Uttam Kumaran: the 52 week average is gonna screw us if we do it right now.
184 00:34:36.719 ⇒ 00:34:41.809 Right? Yeah, no. But yeah, exactly. And I’m like, go ask around, see what you
185 00:34:53.420 ⇒ 00:35:18.979 Uttam Kumaran: see, like, 50% off here. So it’s like, Okay, y’all can really be willy nilly. Then, like, let’s really see it, you know. So yeah, but it’s good that on our side now, like, I can kind of dance with that. And like, I can take those in and be like, yeah, we’re we’re roughly here, like, let’s see if we can get it even lower.
186 00:35:19.550 ⇒ 00:35:35.570 Uttam Kumaran: So yeah, okay, awesome. Alright. I’ll let you go, man, but I’ll I’ll text you if we hear back from anything today. And then I don’t know. I don’t want to cram for Monday. If it doesn’t work out, we’ll just do the week after. So, okay, okay, alright.
187 00:35:35.790 ⇒ 00:35:39.809 Uttam Kumaran: Okay, thanks. Chuck sounds good. Thank you. Talk soon, bye.