Unlocking Business Value in the Parcel World

We dig into the real story behind parcel shipping scale, the hidden risks in carrier contracts, and what it actually takes to build a logistics business that commands a premium valuation with Glenn Gooding. Plus how to prepare for peak and 5 ways to reduce COGS without sacrificing Quality.

Author

Aaron Alpeter
June 25, 2025

Reducing COGS Without Sacrificing Quality

Every brand wants to reduce costs without hurting quality. The trick is knowing:

  • What customers truly value

  • What’s operationally redundant

  • Where tradeoffs are invisible (or even appreciated)

Like what You See?

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Business Worth Buying

Our host Aaron Alpeter sits down with Glenn Gooding, President of iDrive Logistics and the brain behind Parcel Perspectives podcast. With 21 years at UPS under his belt and decades optimizing supply chains for some of the world’s biggest shippers, Glenn pulls back the curtain on what it really takes to turn logistics complexity into business gold.

This Week’s Takeaways

1. The Truth About Parcel Synergies
Everyone dreams of huge savings by “just combining shipping volumes”—but as Glenn reveals, it’s not that simple. Beyond a $10–$15 million transportation spend, you hit a ceiling, and adding volume doesn’t always mean better rates. Factors like carrier mix, parcel characteristics, and operational efficiency matter far more than raw volume.

2. Why Due Diligence Must Go Deeper
Discounts don’t come from spend alone. Glenn urges acquirers to map out parcel “fit” within carrier networks, understand contract landmines (think: punitive early termination clauses), and dive into zone and surcharge structures. The devil (and the dollar) is in the details.

3. Tech + People = The Real Moat
Glenn’s verdict? Sophisticated analytics and technology are critical—but the hardest, most valuable integration in M&A is always the people. Culture clashes, confusion in leadership, and brand dilution can sabotage even the best business logic.

4. Resilience in a Volatile Market
Parcel and fulfillment are in flux: USPS has upended aggregator business models, UPS/FedEx are retooling, and Amazon is pushing deeper into direct delivery. Glenn’s advice? In stormy times, brands may find strength in partnering with robust 3PLs and leveraging multi-carrier tech—prioritizing agility over squeezing every last penny out of rates.

5. Building a Business Worth Buying
What sets “must-buy” businesses apart? Glenn highlights companies that master customer acquisition and retention, build tech-enabled but service-rich models, and create genuine value for both shippers and carriers. The takeaway: Don’t just play the price game. Build a moat around expertise, data, and carrier relationships.

Head over to your favorite podcast platform, subscribe to Build a Business Worth Buying, and start listening today!