[00:00:00] Speaker A: Foreign.
[00:00:05] Speaker B: Welcome to Monument Matters, a podcast produced by the Monument Builders of North America for all things memorialization.
Each episode is an extension of our monthly magazine, MB News. Monument Matters invites everyone to listen and share. You'll find all of the episodes on Apple, Spotify and YouTube.
[00:00:24] Speaker C: I'm your host, Mike Johns, CM, AICA, from the Johns Caravelli Company, Cimmerano Monuments and Flowers in Cleveland, Ohio. I'm also a past president of the Monument Builders of North America. Today's episode is titled A Shipment, a Savings Story and An Overlooked MBNA Benefit. And joining us today to discuss this fascinating topic are Heather Sturgill, cm, aica, plant manager and artist at Sears Monument Company, and an active, very active member of mbna. And we appreciate at Jake Tiller, the shipping manager at Granite Sales and Supply in Elberton, Georgia. Jake, please give my regards to Stacy when you see him next. And Russ Sweetman, senior manager of membership from Gallagher Affinity. That's the company which coordinates MBNA's freight discount program, I think, among other affinity programs is my guess.
So. Hello, all, and welcome to the podcast.
[00:01:25] Speaker A: Hello.
[00:01:26] Speaker D: Hello.
[00:01:28] Speaker C: Good, good, good. Okay, so let's start off with Heather and Jake.
There was a specific order that caused you to use the MBNA freight discount. What did you need shipped, Heather, and what challenges were you facing?
[00:01:42] Speaker A: So I needed a pallet of sand for our frosting booth, and I needed it kind of yesterday.
[00:01:51] Speaker C: I get that.
[00:01:52] Speaker A: So, you know, I called everybody up and said, this is what I need.
Jake and them started working on the order for me and came back with a shipping cost that didn't make me very happy.
[00:02:04] Speaker C: Sure.
[00:02:06] Speaker A: And Jake, you might remember more than I do, but I believe that cost was somewhere more in the $600 range. Is that correct?
[00:02:15] Speaker E: Yeah, we've got some that were around 6 or 700 and even up to 1100.
[00:02:20] Speaker A: Wow.
[00:02:21] Speaker C: Yeah.
[00:02:22] Speaker A: And I just. I just thought that the shipping cost was just a little unrealistic. Maybe not.
[00:02:29] Speaker C: But anyhow, you gotta watch your pennies. I get it.
[00:02:32] Speaker A: You gotta watch your pennies.
[00:02:34] Speaker C: Especially with Brent at the helm.
[00:02:36] Speaker A: Exactly.
So I had more recently stepped into the vice president of membership role and realized, you know, I wasn't using this benefit. So if I'm not using this benefit, how, you know, how am I to promote it? How am I to expect the members to take advantage of this?
So this was my first go at it, and it was a wonderful experience, and we had a good bit of savings with that.
[00:03:05] Speaker C: All right, so spoiler alert. We're going to get through, walk through the details but how much did you ultimately save?
[00:03:13] Speaker A: 4 ish hundred dollars?
[00:03:15] Speaker C: 100. Okay. Shipment sounds like the shipping was about half or better than half. Less than half of the quote she had. Got it.
Okay, so how did you first hear about the shipping and logistics affinity program and why did you decide to investigate?
[00:03:34] Speaker A: Well, I've just being a member of mbna, it finally trickled down to my ears. But.
But, you know, I, you know, again, for me, the investigation end of it came from, you know, me just feeling like I needed to make sure that I was using as many of the benefits offered as possible.
Yeah. Believe.
[00:03:57] Speaker C: Jake, is there anything else you wanted to add to that initial conversation, how that went?
[00:04:02] Speaker E: I think she was talking to Stacy originally and he found out about this through an email. And he had called me in there and was like, hey, look at this, and was showing me the different savings and the percentages of how much you could save through UPS and through ltl. And so, and we just started working on getting signed up for that so that we could. And then this is what brought it to our attention, this, this specific shipment, and that's what led us to using this program.
[00:04:28] Speaker C: Okay, so who was, what was the first step? Which of you got connected with Russ and started the process?
[00:04:35] Speaker A: So I went through MBNA's website and sent an email out just saying that we needed a quote for a shipment.
And then Russ contacted me via email with information that he had and information that he needed from me. And it was just kind of a back and forth at that point.
Really easy, very simple process.
And what did we have in that, Russ? Maybe a day in back and forth to get it all set up and ready to go?
[00:05:11] Speaker F: Yeah, probably about a day and a half to no less than two days to get everything all set up after the initial email.
[00:05:17] Speaker C: That's pretty good from start to finish, getting a shipment coordinated. So Russ, tell us a little bit more about the MB and a freight program. What does it offer customers and how is it different from discounts a company might negotiate directly with a carrier?
Sure.
[00:05:34] Speaker D: So just like Heather was saying how easy it was to transition from just a simple email right off of the MBNA landing page, right to our, our
[00:05:43] Speaker F: enrollment center, where our team can handle
[00:05:45] Speaker D: any inquiry that comes in off of the landing page with that email address. So after Heather sent in the email address to our team, I was the one that actually handled was my turn. Basically we have a full dedicated team here that handles all inquiries for Monument Builder members. So it's very competitive price point for shipping, the rates are very phenomenal. The discounts are awesome. So we, we have reliable carriers as well as quick turnaround for transportation needs. So any of the member benefit consultants that Monument Builder inquiries will get pretty much a quick turnaround time as far as getting the quote done, confirming with the customer that the quote is competitive and we can move forward and then also making sure that we're scheduling the shipment with the local terminals that will handle that freight for pickup and then doing even the bill of lading and label paperwork.
These are all benefits that you have available through the MBNA membership and our team here that we have on board most of our guys and girls. The employees here on our enrollment center for our freight logistics managers have been here 20 plus years. So they understand the industry, they understand your, your members shipping needs and some of the sensitivity that might be around certain shipments, whether it be monuments, statues, memorials and such like that. So we do a good job of making sure that members are taken care of from start to finish. Basically how it differs from going direct with a carrier is that in most cases, if you're direct with a carrier, that carrier is going to want to know how much volume you're going to
[00:07:32] Speaker F: have, what kind of annual, monthly or annual revenue that you're going to provide them in order to actually get a very aggressive discount that they're willing to give out to you based upon your commitment for volume that you'd be shipping with them on a regular basis.
[00:07:48] Speaker C: Sure.
[00:07:49] Speaker F: That's not here. With Monument Builders you could have one shipment a year or 100 shipments a year.
And we're going to give you that high end discount because we're bringing hopefully
[00:08:01] Speaker D: so much more revenue and shipments through the Monument Builder North America channel with all the other members actively taking advantage of it.
[00:08:11] Speaker F: Because that's, that's the ultimate goal that we're trying to address with Monument Builder members.
[00:08:17] Speaker D: So the good part about it, no volume requirements necessary. You get all that services wrapped up in a nice bow with every situation that you might have, whether it's just one pallet of sand or if it's a monument that's on a flat bed covered with a tarp strapped down.
[00:08:37] Speaker C: Okay, so I assume that you work then with multiple carriers, right, to see who's going to have the best rate in this particular situation for this particular customer. Correct?
[00:08:53] Speaker D: Correct. We've done some extensive research in trying to understand what the competitive pricing market is out there as far as different types of carriers offering different types of lanes, whether it's long haul, whether it's regional, whether it's air or whether it's specialized Dedic dedicated equipment. So we've done a good job on our end as a freight team through Monument Builder North America Member Freight, where we have taken a lot of invoice analysis and done different types of comparisons to make sure that we are having
[00:09:24] Speaker F: the most competitive rates with carriers that are vetted through the program.
[00:09:28] Speaker C: Okay. Vetted, I think, is important, especially if we're talking about monumental shipments.
Those are not everyday commodities. And oftentimes when a retailer is looking for a quick ship, it's very difficult to find someone, one, that's competitive and two, that's familiar. Right. Because a little bit of extra care has to be taken to protect those shipments. You know, it's not like a case of toilet paper or what have you, you know, that can just get thrown on the back of the truck and sent in. Away it goes. You know, it has to be protected along the way and care has to be used when they're handling it and through the journey. For sure.
[00:10:17] Speaker F: Yep. Also.
[00:10:18] Speaker D: Also time restraints as well, Mike. So it's, it's very important that we're meeting different types of transportation time points where, as you mentioned, if it's a memorial or a statue, there's certain times where there's going to be a big, huge event based upon that statue being delivered and installed.
[00:10:35] Speaker F: So we have to meet those deadlines pretty specifically. So we can't be, we can't be
[00:10:40] Speaker D: getting trucks where they're lost or, or
[00:10:42] Speaker F: on a different route or anything like that. So that's where we are understanding the industry as far as monument builders and know exactly what we're supposed to do as far as making sure that we get from point A to point B at those specific timeframes.
[00:10:56] Speaker C: Right. And going back to Heather's original quandary, we, we have, we have thresholds in our shop. We tell our guys when the, the second last can is opened or there's four bags of abrasive left, let me know. So, so I can get em on order. But sometimes Bob Sandblaster just forgets to notice and send the information up the food chain. Right. To say, hey, we're out or near out.
[00:11:25] Speaker A: Doesn't always happen. But that's all right.
[00:11:28] Speaker C: Yes. But it's great to have a program like this in place that can help you through those difficult situations, for sure.
So the program's been available for some time, but it still apparently isn't that widely used. Why do you think more MBNA members haven't taken advantage of it?
[00:11:45] Speaker F: Well, I, I'd say awareness we, we need to do. I, I believe awareness of a better job of making sure that they're having this information in their hands, whether it be an email as Jake and his
[00:11:58] Speaker D: team received one day when we were just connecting with that particular shipment, a simple email, just having maybe even a text to certain managers, cell phones as far as what's available and even social media.
[00:12:10] Speaker F: I think we can do a lot
[00:12:11] Speaker D: better job of putting things out on Monument Builder North America's social media platform so that we can have different types of maybe weekly or bi weekly, monthly marketing pieces sent out. Newsletters also work. There's obviously we can put a nice little advertisement blurb with a newsletter that we can promote where we can have that a part of the Monument Builders, maybe a testimonial that a company is doing where we can have that blurb right underneath the testimonial of the company who's taken advantage of that so that they can see the importance of making sure that they have all these options available and ready for them to utilize. It's something that I believe that there's not, there's not enough that we're doing in that regard. So I think putting out there in a good manner of marketing would be a much, much easier way to connect with our members.
[00:13:05] Speaker C: Sure, I think it's a delicate balance between not enough information and too much information going out to your membership, obviously. But I think that with our new management team in place, we have seen a huge change in the communication to our membership. A lot of times we hear these questions, you know, why MB and A membership? What's the value? What's in it for me?
And you know, Heather, I know you can attest that the amount of time that you put in, you get back so much more in the end. But that still says that we could do a better job of communicating to our members to let them know the products and the services and the advantages that they could take part in as members of mbna. If you don't ask the question, you're not going to get an answer either. But you know, don't go on past performance of MBNA and previous management companies because the new volunteers, in terms of retailers that are committed board members and district trustees and committee members, I think their commitment is renewed. The management team is so much more supportive of all our efforts and more than just supportive of our efforts.
They're helping us, they're ahead of the game. We're not leading them anymore. They're leading us. And that is really Evident in the way I've had my MB and a experience change over the last couple of years. So, you know, like I said, it behooves every member to find out more about this program and certainly other programs, whether it's educational or, you know, some sort of discount for things that you do to support the operation of your business.
So Heather, you said that getting the account set up took a little bit of time. What did the process involve? And overall, was it difficult or was it time consuming? Just give a little.
[00:15:18] Speaker A: Was not difficult at all. You know that that should not keep anyone from, from using this benefit.
Time consuming in that it took us what, 24 to 48 hours to get everything initially set up back and forth for everything to go through. But you know, the benefit to that was we saved hundreds of dollars in shipment and we'll continue to do so, you know, moving forward. It honestly, this benefit, I mean, you know, as far as what you're putting into membership, this just kind of pays for itself.
[00:15:53] Speaker C: Absolutely.
[00:15:54] Speaker A: I mean we're just, it's, it's just something that everyone should be using. And then, you know, speaking of trying to get it out there to everyone, you know, to me word of mouth is huge.
[00:16:07] Speaker C: Absolutely.
[00:16:08] Speaker A: Yeah. When we get to the next convention, you know, everyone, everyone needs to be talking about it. I certainly will. I'll be stopping everyone saying, hey, have you, have you used this yet?
[00:16:19] Speaker C: Right.
[00:16:20] Speaker A: And, and it is easy to set up. So that's what.
[00:16:26] Speaker C: Go ahead. I'm sorry.
[00:16:26] Speaker F: Yeah, John, I was just going to say with what Heather said, that's actually one of the ways that I position exactly how to take advantage of the freight program is that you figure out exactly what your month, your yearly dues are to be a member of mbna and we can take a look at the monthly shipping that you're doing. And based upon the discounts that we can provide with the freight carriers, we can determine exactly how much you're going to save on each shipment. And you can times that by how many months you're doing those shipments and you'll get a dollar amount as to how much savings you're going to make through the based upon your annual dues. So you might be able to just recoup your dues within a few months or within the year.
[00:17:03] Speaker C: Sure. And being older and feeble minded as I am, I don't remember what our MB and A dues are, but $400 goes a long way toward those dues for sure. And there are not to take away from the affinity program or the discounts. But there are dedicated truckers that we all rely on for our regular shipments.
And I think it behooves all of us to make sure that the carriers that we are using are MBNA members.
You know, if they're not a member, I suggest you take a strong look at who you're using or, you know, take advantage of the affinity program as a replacement, A possible replacement.
So, Jake, this was a freight order, but you mentioned using UPS discount, and I think you also mentioned. Did you mention FedEx? I don't remember.
[00:18:00] Speaker E: Just UPS.
[00:18:01] Speaker D: Okay.
[00:18:01] Speaker C: Just UPS. So is that UPS and UPS Freight? Can you talk a little bit about that?
[00:18:07] Speaker E: Yeah. So I handle all the UPS ground and overnight shipments that we do, and we do a good bit of it.
So I'm pretty familiar with the quotes with where they're going across the country.
So I kind of could guess about what it would cost based on where it's going and the weight of the package. And after we had set up that account, I kind of didn't think about it, but whenever I did the next quote, I looked at it and I was like, that can't be right. Maybe 30 to 40% cheaper than what it would normally be.
[00:18:41] Speaker C: Yeah.
[00:18:41] Speaker E: So I was like. I was a little confused at first, and I. I was like, I feel like I'm doing something wrong.
[00:18:45] Speaker C: I've never seen that.
[00:18:46] Speaker E: Yeah, it's been so expensive recently.
We've been getting a bunch of complaints about how much freight's going up and.
[00:18:52] Speaker C: Oh, for sure.
[00:18:54] Speaker E: So just seeing that was kind of alarming. But then I realized that that's what it was. And now seeing it, especially with ground is probably 30 to 40% cheaper than normal, and overnight is probably over half cheaper. It's a substantial amount. So it's definitely a lot better for those customers that get stuff through ups, because we've been just getting a lot of. A lot of complaints about the freight prices going up. So this is definitely a big help for us and our. Our UPS Shipping.
[00:19:25] Speaker C: Yeah, absolutely. I think more and more, we. We are all taking a serious look at how shipping, postage, all of those fees impact the bottom line on our business for sure. More than they ever did. So, Russ, you recommended members establish their account before they have an urgent shipment. Yes.
[00:19:48] Speaker F: Yeah, I would definitely do that. Just to have that out the way so that when we're just receiving any type of inquiry, whether it be by the email address or direct to our phone numbers. And just to let you know, we have a couple different ways that NBA MDNA members can reach us.
[00:20:05] Speaker D: We have a email address Save on Freight at 1-800-members.
That goes directly to our LTL freight
[00:20:19] Speaker F: team where we distribute that request to our team team members here that do the freight quotes just, just like we did with Heather's and Jake's, where they'll, they'll do the pricing if it's agreed upon, book it, schedule it, do all the paperwork, bill of ladings and labels, tracking information, insurance needs. If you want to insure the shipment, they do all that heavy lifting for you while you just sit back and wait.
[00:20:42] Speaker D: So that's, that's the best way, the most easiest solution in order to get
[00:20:47] Speaker F: the account set up.
[00:20:48] Speaker D: I would consider Heather's particular shipment a
[00:20:51] Speaker F: kind of a rush request where it
[00:20:53] Speaker D: was through the email address that we have on the landing page where she gave us some of the particulars needed.
[00:20:59] Speaker F: And we also have a specific freight quote form that we add into an email that allows you guys to just
[00:21:08] Speaker D: fill out the form with all the freight information we need with zip codes, pick up and drop off weight, dimensions, commodity pieces and such, and any type of specialized information you want to add
[00:21:20] Speaker F: on to where we can actually make sure we're quoting it properly.
[00:21:23] Speaker D: Typically, it is a quick turnaround time
[00:21:26] Speaker F: to get accounts set up within 24 to 48 hours.
[00:21:29] Speaker D: Most of the time, if we're doing
[00:21:31] Speaker F: an outbound call campaign where our team
[00:21:33] Speaker D: members here are calling into your membership
[00:21:36] Speaker F: base off of a marketing piece, we're doing that type of cost analysis over the phone with the shipping manager. We're giving them the information about what's available through our freight program.
And if we're able to go ahead and close, close them on getting approval to go ahead and set the account up, we're doing it right there with them on the phone and we're sending them all the email information for them to just keep on file for any upcoming quotes that they might need. And, and once they send us an email or call us directly, the account's already set up and ready to go.
[00:22:09] Speaker C: Right.
So would you repeat that address again for us, please?
[00:22:14] Speaker D: Sure.
[00:22:15] Speaker F: It's saveon Freight at 1-800-members-com Got it.
[00:22:23] Speaker C: That's a long one, but we've got it twice, so you should be able to remember. And I think that maybe I'm not sure what your marketing position is, but I know that oftentimes when I'm looking for things on the Internet or I'm comparing pricing on this or that, oftentimes I'm asked for more personal information that I'd like to give before I am able to get a quote. And so that flips the switch for me. But I assume that that is not part of the program here. You know, if you get your account set up, you're ready to go, you're not going to be getting a call every other day. Hey. Or 20 emails in a month, or any of that kind of business. Because we're about providing a service, not banging your door down, Right?
[00:23:11] Speaker F: Correct. Our team, typically, as far as when we set the account up, it gets directly to one of our individual freight managers that handles your account through mdna. That individual might call you four times a year just to catch up and to see if there's anything in between you connecting with us to do freight quotes. So you'll maybe hear from that specific individual. Four times a year.
[00:23:36] Speaker C: Great. Yeah, I think that everybody needs a reminder about something or other. I sure do.
So I don't think that's too obtrusive or intrusive, I should say at all. Very good.
[00:23:46] Speaker F: And we'll find out.
[00:23:47] Speaker D: If you're a company that's weekly, monthly,
[00:23:51] Speaker F: yearly, we can actually label you as one of those specific types of accounts. If it's yearly, you might just get a call once a year. If you're monthly, we'll just call you those four times quarterly. That's what we'll do.
[00:24:03] Speaker C: Sure. And I think that if your monument company is like mine, most of the shipping is coming into you and so most times it's dealt with and you've got a regular relationship and so on. But there's times, like in Heather's situation, where the regular channel is not quick enough. No disrespect to the regular people that we're using, but they're not prepared to do what we need in the timeline at the rate that works. So take advantage of the program. But on the flip side, every once in a while you're looking to ship from your location out to a customer or what have you. And so in those situations, it's probably even more beneficial because in those cases, you know, you are the one off who are subjected to the standard rate and discount, add 10, take off 5 kind of deal that does not apply to this affinity program for sure.
So what do the three of you say to the monument builder who might know about this program or who might not know about this program but is still not engaged in using the program? What do you say? Heather, you want to go first?
[00:25:26] Speaker A: Why aren't you using this program?
[00:25:29] Speaker C: Okay, simple.
[00:25:31] Speaker A: I mean, you know, just, you Know we're all busy, so I know that a lot of things fall to the wayside, but take a few minutes, go ahead and get set up and let it be available to you when the time really does come. We need it and we need it now. Don't be in the position that I was in, even though that worked out really well for me. But just go ahead and get everything set up and when the opportunity arises, try it out because there's, I can't come up with any reasons why you shouldn't. I've only seen good out of this program and yeah, just, just try it.
[00:26:10] Speaker C: That's all I can say is try it. You like it, right?
[00:26:14] Speaker A: Yeah, exactly.
[00:26:17] Speaker C: Jake, what about you? What do you have to say?
[00:26:19] Speaker E: Yeah, I just think the. As much as freight is right now, normally I think the savings just in itself is enough to encourage anybody to want to join this program because it's totally worth signing up and doing what you need to do for the amount that you can save again just with how much it keeps increasing over the weeks and months recently.
[00:26:42] Speaker C: And Russ, to you.
[00:26:46] Speaker F: So the biggest benefit guys that I can see is the fact that this program does more than just handle your LTL freight needs. We go beyond that. So just think about the fact that each, each company has a logistics manager right now that's on board that does all of the managing of inbound, outbound third party freight. We can handle all that on behalf of your company where that individual within your company can be utilized somewhere else as a resource.
[00:27:17] Speaker D: We have so many different freight managers
[00:27:20] Speaker F: here that easily can handle a company's monthly needs, whether it just be a standard skid or if it's a partial truckload, a full truckload, flatbeds, dedicated specialized low weight equipments, we have it all. So we have access to getting you this type of options for any type of solution you might need within your company's shipping. So this logistics matter has an extension of his own self with our team to do all this work for you guys as a free benefit through your, your membership with mbna. So take advantage of that and don't let that resource, don't let this option just sit on the table without understanding what the savings and the value of our services are through the membership with MB&A.
[00:28:07] Speaker C: Right. I think you speak to the companies that have a logistics specialist, but I'm looking more at the mom and pop shops who wear 15 hats in a week. Well, when you put on your logistics specialist hat, you've got an assistant that's way more familiar with the process and so you don't have to be. So that's one whole area that it's just so much easier for you to navigate.
It just makes perfect sense.
So back to the three of you. Is there any anything else about the program, especially to you, Russ, that we haven't covered that you think you should you want to mention?
[00:28:50] Speaker D: Well, just, just making sure that all the members have access to reaching out to us for communication purposes. I think that's one of the challenges that we're having as far as making sure that members are aware and have visibility to where we are at and what we can do for them and the way of handling their transportation needs.
[00:29:09] Speaker F: So definitely take advantage of our Save
[00:29:12] Speaker D: on Freight 800members.com email address. And if you want to just speak to us right away, call us 1-800-members, which is 1-800-636-2377. You have a dedicated freight team here that handles all of the needs that you might have as a company.
[00:29:36] Speaker C: Fabulous. Well, this sounds like a great affinity program that MB and A is offering, one of many great affinity programs. And if you're not familiar with all of them, please visit the MB and a website www.monumentbuilders.org and I'm sure in the members section you will find your way to the affinity programs and what's available to you.
So with that, it's time again to thank today's guests, Heather Sturgill, Jake Tiller and Russ Sweetman for sharing such valuable information and our ethereal audience for listening in.
Savings on shipping is just one of the Discounts available through MBNA's relationship with Gallagher Affinity. Check out savings on office supplies, travel, etc. By logging into the MBNA website www.monumentbuilders.org. if you have a topic you'd like to have covered in a future podcast, please leave a comment below on the feed. Today.
Registration is open for the upcoming Monument Industry show in February in Mobile, Alabama. If you are not a member of mbna, there is still a special invitation for you to take a first look that might still be in effect.
For first look at the show and MBNA membership, MB&A invites you to stay connected Through Facebook and LinkedIn or again visit us at www.monimalbuilders.org for upcoming events and webinars for MBNA and Monument Matters. I'm Michael Johns. Thank you for taking time out of your day to listen in. If you found today's content worthwhile, please share the link with a friend.
Again, your comments and feedback are important to us. We want to know how we're doing and what you think about the content that we're providing from you. We'd love to hear from you. So drop us a note to infoonmentbuilders.org thanks again heather and Jake and Russ and everyone out there for participating and listening in. Thank you all and have a great day.
[00:32:01] Speaker G: In 2025, the MBNA Monument Industry show rocked Cleveland with 75 exhibitors and 844 attendees from 574 monument companies.
Now MBNA is rolling into the Convention center in Mobile, Alabama February 26th through 28th, 2027, with even more exhibitors. Registration is open, and there's a special discount for monument builders who haven't attended before. Don't miss the show. Check out details on tickets, hotels, and
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