John Tillison

Tell us more about your background – what led you to get started in the transportation industry?

Upon graduating from Penn State University, I joined Roadway Express as a management trainee, which was my first full-time job out of school. Roadway Express had an excellent leadership development program, where I received extensive training on the basics of trucking, including rating, billing, pricing, freight operations, leadership and more. I spent 27 years at Roadway Express/YRC, rising through the organization from trainee to Group Vice President. I chose to leave YRC in 2010 to join Pitt Ohio Express in Pittsburgh. There, I was Director of Enterprise Solutions and a member of the executive sales management team based at its corporate office in Pittsburgh, Pennsylvania. I joined A. Duie Pyle in April 2019 as Vice President – Sales & Marketing.

What about Pyle attracted you to work for this company? Company culture, family-run business, etc.

Prior to joining Pyle, I researched the company extensively for many months. I respected the company as a competitor knowing how good the service product was based on customer feedback. I was fortunate to know some of the Pyle management team who I worked with at Roadway. They assured me that the culture was everything that I had heard about from outside the company. The owners of a company set the standard and expectations for the employee. The Latta family values the employees – those that service the customer. A company that survives into the fourth generation of family ownership is special. I knew I would enjoy working with a team of employees who work hard, are proud of their company and are devoted to servicing the customer.

Describe your role at Pyle.

My role is Senior Vice President – Sales and Marketing. I lead our team of sales and marketing professionals who engage our customers on a daily basis. We deploy both an inside and outside sales organization. The inside sales team primarily contacts new prospects while managing existing customers via the phone. Our outside sales organization meets with customers in their offices on a regular basis. They seek to identify opportunities to deliver value by using the various assets the company manages throughout the Mid-Atlantic and Northeast. Our marketing team supports all important areas of the company, and are a key link between the company’s brand, values and culture through the use of electronic, print and digital media outlets. They are responsible for our internal and external training and advertising programs across the entire company.

What changes has Pyle made under your leadership to improve Pyle’s relationships with customers?

While no significant changes have been made since I arrived, we have enhanced training to ensure our sales organization is prepared to consult with our customers on the most effective tools needed to compete in their markets. The better educated our sales and marketing organization is on the complexities of the modern supply chain, the more successful we will be in helping to design the most effective solutions. When we are successful in that area, the customer, the employees and the ownership will continue to thrive for many years to come.

What are the most effective methods Pyle uses to develop and maintain strong relationships with customers?

It all starts with the Pyle reputation for outstanding service supported by employees across our network. The Pyle brand recognition in the market supports the sales organization’s goal of enhanced growth and profits. Our sales representatives’ ability to build and maintain strong relationships is based on the execution of goals set by the customer. When we exceed expectations, our customers will seek additional ways to utilize our services.

With around 35 years of experience in the transportation industry, what changes have you seen regarding customer needs?

Customers are seeking to partner with companies who deliver value for their organization. Because of industry consolidation, customers are looking more and more to partner with supply chain providers who offer multiple solutions, such as A. Duie Pyle. Our integrated supply chain solutions strategy, where we leverage transportation with warehousing and/or dedicated, is unique in the market. Owning these assets is a key differentiator when compared to single service providers. The combined services under one company brand, supported by a strong culture, addresses many of the services a company utilizes for the benefit of the customer in their key markets.

How are marketing and sales initiatives in logistics unique compared to other industries?

We are in a service business. The employees at the company engage with customers on a daily basis across the network. Our brand is very recognizable in the areas we operate because our equipment is visible in the cities and towns across our coverage area. The logo is well-respected, providing a unique opportunity to introduce our services to those that see our equipment on the highways and engage our highly trained, professional workforce on a regular basis.

Are there any new programs you’re initiating to better customer relationships?

The best way to improve customer relationships is to seek new products and services to help them achieve their corporate goals. For example, our continued investment in technology (enhancing shipment visibility end-to-end in the supply chain) is a key initiative in 2020. Our customers require full transparency of their products moving through our network beginning with the acquisition of raw material through manufacturing and onto final delivery. Every movement of product and material must be visible at all times. Our IT team continues to upgrade our capabilities in this area. Companies seek a relationship with those who solve problems. Delivering value is our greatest customer relationship tool!

What achievement are you most proud of (during your time with Pyle)?

I have been with Pyle for almost one year. I have tried to meet as many Pyle employees as possible at the various facilities, beginning at the corporate office. I have developed a strong respect for the culture, having gained an understanding on why and how the company has grown and flourished for the past 96 years. As I stated at the beginning, I researched the company prior to joining. I have gained an even better respect for the Pyle family in the past 11 months. I believe I can now say I am a member of the Pyle family.

Any closing thoughts?

We have a great future with many opportunities for growth in the coming months and years. I look forward to working with the entire Pyle team on achieving our goals, which will firmly secure the future of the company for many generations to come.