The mission of ACW is to match manufacturers, shippers and retailers with warehouses around the country. And if the warehouses are best-in-class, Kane says, it’s because they're regional operators that know the markets in their areas well.
“They have very low turnover, great personnel, and they do a phenomenal job advancing with developments in technology,” he says. “Going back to 1911, there have been many changes in technology, and the members in our organization have adapted to that.”
Manufacturers and shippers connect through the ACW website or through a direct email campaign. But once a lead comes in, Kane says he takes over and reaches out to prospective customers personally.
“I've had close to 40 years in the business,” he says. Kane is a scion of the former Kane Is Able third-party logistics provider based in Scranton, Pa. “I'm old school. I pick up the phone and say, ‘I understand you're looking for this opportunity.’ I make sure that there's a match.”
He says his personal involvement paid off recently when an alcoholic beverage company needed warehousing in Texas. He says rival matchmakers didn’t have the personal touch, nor did they realize that Texas requires certain permits concerning alcohol storage.
Kane doesn’t disparage national warehouse chains but says regional providers offer greater flexibility. “The national chains are great in certain applications,” he says. “Our typical customer is more the mid-tier customer. They have a lot of variability in their business. They may have a need for short-term warehousing. We’re able to ramp up fast to adjust to those needs. And when those needs change, we can adjust back down again.”
