Numbers are critical in the logistics industry, but focusing too much on deadlines, quotas, and revenue can cause leaders to overlook what really matters: relationships.

In this episode, Marty Johnson and Fahim Mojawalla from AYM High Consultants share how they prioritize long-lasting relationships with both clients and team members. Listen to learn why they believe relationships beat transactions—every time.

Transactions are a normal (and important) part of business; without them, no company could ever stay afloat. But Fahim warns that having an overly transactional mindset isn’t the best path to growth.

He shares a phrase he coined: “Relationships reap real results regardless of recessions.”

Marty adds, “Customer is a very transactional word,” explaining that he and Fahim prefer to use the words guest or client. “A guest is someone you welcome into your space. … And a client is someone with whom you have a relationship that you do business [with] over and over again.”

Marty and Fahim have a simple goal: “We want to go from satisfied guest to loyal advocate.”

They point out that shipping is often seen as mundane, especially from a consumer’s point of view. But when a business takes the time to understand its client’s needs, the shipping experience becomes enjoyable and memorable.

The result? “They're going to go out and tell all their friends and family, wow, I just had a great time shipping a package. … People are then talking about it and … coming in to experience what you have to offer.”

When hiring, personality comes first for Marty and Fahim. As Marty explains, “[We] hire the smile, train the skills. … Personality has to be number one; heart, authenticity, care have to be number one.”

Fahim gets even more specific, listing six must-have traits for anyone he hires. “So there are six qualities … being hungry, humble, coachable … intelligence, integrity, and enthusiasm. And if you have all six, everything else can be taught in any industry.”

1. Visit AYM High Consultants’ website
2. Connect with Marty on LinkedIn
3. Connect with Fahim on LinkedIn
4. Top logistics trade shows of 2026

It’s a wrap! As season five of Unboxing Logistics concludes, Tim Ranagan and Lori Boyer look back at the issues that mattered most to ecommerce and operations teams this year.

They revisit the standout conversations on peak season, AI, cross-border shipping, and rising costs before sharing what listeners can expect in season six.

Much of season five centered on two ideas that kept surfacing across conversations: cost awareness and the human element.

Lori noted that several experts described teams “not always sure and [not having] visibility into where they might be losing their money.”

At the same time, even the most technical discussions pointed back to people and how real teams work, reinforcing that logistics decisions only succeed when the human side stays front and center.

Almost every guest emphasized how much uncertainty logistics teams are managing right now. And while that can be scary, it’s also exciting.

Lori describes the moment as “a stage that’s primed for opportunity and creativity,” especially for companies looking to close cost gaps or adopt new technology.

Big things are in store for next season! Lori shares that season six will feature a new carrier series designed to help businesses understand “where different carriers might fit well for your particular business model.”

Additionally, listeners can expect even more human-centered conversations and timely discussions tied to industry events.

• Connect with Lori on LinkedIn: https://www.linkedin.com/in/loribboyer/
• Connect with Tim on LinkedIn: https://www.linkedin.com/in/tim-ranagan-mba-2717bb125/
• Visit EasyPost’s website: https://www.easypost.com/

Have a great idea for a new product? To turn the vision into a reality, you need to partner with reliable suppliers. But finding suppliers you can count on is easier said than done. If sourcing has been giving you grief, this is the Unboxing Logistics episode for you!

Mattia Miglio from Alibaba.com joins Lori to share tips for finding suppliers, making sure they’re a good fit for your business, and building partnerships that last.

When you’re on the hunt for a new partner, Mattia recommends using a platform like Alibaba.com to find vetted suppliers from across the globe. For the most accurate picture of their performance, make sure to read customer reviews and check how long they’ve been active on the platform.

Once you’re ready to move forward, Mattia says, “Always ask for samples. … If you are a beauty brand, for example, you can ask for [un]customized samples. Then you can go to customized samples, and then you place the first order with minimal quantities. Then if you're happy, you can scale up.”

According to Mattia, the safest course for a small business is to always have at least three suppliers.

If one partner runs into manufacturing or shipping delays, you’ll be able to rely on your others.

He also notes, “Logistics costs are a big component. So if you find another supplier [that] can reduce your logistics costs, that will have an impact.”

Sourcing is a careful balance; while you want to build trusting, long-term partnerships, you also have to be open to change.

“I always recommend [finding] the right partner, not [just] a supplier. … These relationships should go for the long term. But always compare prices. Always have a backup plan.”

• Connect with Mattia on LinkedIn: https://www.linkedin.com/in/mattiamiglio/
• Visit Alibaba.com’s website: https://www.alibaba.com/